OCTOBER 2016 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

ANDREA ARCIGA Executive Agent of the Month

INSIDE FEATURES: Brenda & Robyn Zip Realty Jeff Caughren HÔM Sotheby’s Jill Coss

Finance of America Mortgage Paula McKinney Harcourts Prime Properties The Palanca Group Keller Williams Realty

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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Sophie Abboud

Alan Cipolletti

Jill Coss

NMLS-342621

NMLS-653005

(949) 584-5363

(949) 394-1757

NMLS-286726

Senior Mortgage Advisor

Carrie Diaz

Senior Mortgage Advisor

Doug Davis

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-355018

NMLS-249349

(949) 500-6927

(562) 673-0376

Rodney Felipe

Therese Franklin

NMLS-487714

NMLS-1151840

Senior Mortgage Advisor

(714) 227-5032

Senior Mortgage Advisor

(949) 394-4624

Senior Mortgage Advisor

(949) 791-7901

Robert Fair

Senior Mortgage Advisor NMLS-816387

(714) 566-5400

Brandon Garcia

Senior Mortgage Advisor NMLS-950014

(949) 375-5566

Barry David Krevoy

Mark Martinez

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-923896

NMLS-302745

NMLS-653022

(949) 735-4009

(714) 863-8470

(714) 412-8608

Jeff Shortley

James Theel

Jim Thiel

NMLS-1441083

NMLS-891331

NMLS-907893

Senior Mortgage Advisor

Senior Mortgage Advisor

(949) 291-9273

Senior Mortgage Advisor

(949) 294-8177

Lynn Nelson

Senior Mortgage Advisor

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2015 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agent of the Month

20 19 Andrea Arciga Black Label Brokers

Professional Profiles

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14

6

16

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Brenda & Robyn

Jeff Caughren

Jill Coss

Paula McKinney

The Palanca Group

Zip Realty

HÔM Sotheby’s

Finance of America Mortgage

Harcourts Prime Properties

Keller Williams Realty

ExecutiveAgent Magazine

October, 2016 - N. Orange County

Editorials 30

Customer Impact: The Winner’s Edge -Bill Brooks

10

How To Go From Making A Living To Designing A Life -Mark Hunter

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX Finance of America Mortgage..........................2 Guaranteed Rate...................................................9

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Get While The Gettin’ Is Good -Rich Levin

i Photography Studio.............................................25 Kinecta Federal Credit Union...............................13 PWAOR...................................................................12 The Termite Guy......................................................3

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36

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Ticor Title Company...................................................40

The Best Gift To Give Yourself And Others...

-Jim Rohn

Wells Fargo Home Loans.............................................39

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

Take Action Or Accept The Results -Dirk Zeller

© Copyright 2016 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Recognizing Potential -Zig Ziglar

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E XECUTIVE AGENT JILL C OSS TM

MAGAZINE

Perfecting the Art of Home Lending Written by Haley Freeman

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ill Coss, senior mortgage advisor at Finance of America Mortgage in Newport Beach, brings true artistry to her work of crafting individual lending solutions for her clients. A professional who is as cre-

ative as she is conscientious, Jill enjoys the challenge of matching the perfect loan with each person’s life circumstances and goals, resulting in a financial picture that is secure and complete.

From her Midwestern roots in Kansas, where she spent summers at her family’s farm doing chores, riding horses and going to rodeos, Jill went on to pursue her creative talents in the apparel industry.

She completed her education in Southern California, and her career then took her to destinations on both coasts.

“After working in the apparel industry as a fashion designer for nearly 20 years, I decided to explore my analytical side,” she says. “I wanted to get into real estate, but I wasn’t sure exactly what facet of it was the right fit. I got on board with a Real Estate Investment Network company, and I discovered how much I enjoyed the financial side of the industry.

Math was always my ideal subject outside of art. Then I learned about a product that could help homeowners pay off their mortgage early, which got me even more engaged in the process.”

In 2009, when the industry was crumbling, Jill made a calculated career move.

“I thought, ‘If I can make it work when everything is crashing, think what I can do when things improve!’ Nobody thought it would take so long for things to turn around. But I took the opportunity to broaden my financial knowledge by becoming a financial advisor in addition to originating loans. I helped families plan for retirement and long-term financial goals including improving their mortgage position.”

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Today, Jill brings her financial expertise and aptitude for creativity to her clients at Finance of America Mortgage, where a broad array of lending products is enhanced by one of the industry’s finest service models. “I’m thrilled to be here,” Jill says. “We have an excellent branch manager who goes the distance in supporting the loan officer team as well as the staff. We have an incredible support staff that walks the client through the process right along with me. I think the highest service you can give someone is letting them know they are your priority, so they feel they are being attended to and any concerns are always being addressed. Communicating with my clients throughout the process is paramount.”

Jill’s diverse product knowledge and understanding of financial planning strategies make her invaluable in assisting with Jumbo loans and complex loans for selfemployed borrowers. She is also adept at advising foreign nationals about how to arrange their finances in order to qualify for a home loan in the U.S. Further, Jill’s lifetime of experience living and working throughout the country gives her an edge in finding common ground with people, whatever their ethnic or cultural background. Her genuine, down-to-earth nature quickly puts people at ease, and her professional acumen inspires trust.

“I have experience working with people from different cultures and with different backgrounds, so I have the ability to relate to diverse clients. Having a genuine concern and care for them, I can help them understand a process that may be unfamiliar or intimidating. I let them know I was once in their shoes. But I also have the knowledge to talk to people who are more financially savvy and are looking for someone who can advise them on a more sophisticated level.”

As an artist, Jill values the exceptional marketing options available to her professional real estate partners at Finance of America Mortgage. “We offer complimentary property listing videography which includes an agent interview introduction. The video listing intro interview allows agents to highlight the property’s benefits. In addi-

tion, we provide gorgeous open house flyers, a value they love. The unique services we offer our Realtors® give them an advantage and lets them know we understand their needs and that we’re on their side. This is truly a partnership.”

Jill is happily married to her husband, Rick, and she describes her two stepsons as “wonderful guys.” “I’m grateful to God for his blessings and guidance in my life.” She continues to cultivate her creative talents by frequenting art museums and making use of her own paint brushes from time to time.

Still inspired by the new possibilities she helps her clients to create every day, Jill keeps her skills sharp and her industry knowledge up-to-date. She is adept at listening to the needs of clients and then filling in the details to help them fulfill their dream of the perfect home.

Jill Coss NMLS ID 286726 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 949.791.7901 Email: jill.coss@financeofamerica.com Web: www.financeofamerica.com/jillcoss

©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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Recognizing Potential A

New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup. Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train.

potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves.

Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com

At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.”

A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the

Written By Zig Ziglar 8

ExecutiveAgent Magazine

"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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How to Go From Making a Living to Designing a Life

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ontrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are. The only thing that really matters to be successful in selling is your ability to shut-up and listen.

On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation.

To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some infor-

10

mation. Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want. On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements.

When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them.

Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds.

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Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute).

Even though you may not use all 40, you’ll definitely be more prepared. In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking short questions, you’ll ensure that the customer is doing most of the talking. You’ll learn valuable information that will help you better understand the customer’s needs.

that no matter what the customer’s response is, some good follow-up questions will naturally arise.

By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell!

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.

TheSalesHunter.com . Copyright© 2007, Mark Hunter.

All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPOnd.com; http://www.FrogPond.com

If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer backup systems, you might ask, “Can you explain to me what happens when data is lost?” This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is

Written By Mark Hunter

ExecutiveAgent Magazine

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12453-06/16

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Jeff Caughren Written by Haley Freeman

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eff Caughren is known for creating lucrative real estate opportunities for his clients. With nearly 20 years of personal and professional experience buying and selling homes in Orange County, Jeff under-

world’s most elite real estate brands, HÔM Sotheby’s International Realty. From his location in Newport Beach, he enjoys ready access to the cutting edge resources that support him in delivering world class service. “We are a white glove agency and a worldwide broker. You can go anywhere in the world and mention Sotheby’s and people will know our name. Sotheby’s represents quality, and that is consistent with what I feel I bring to every one of my real estate transactions. I strive to serve my clients with the highest integrity and professionalism.”

Jeff is a partner in the premier Ledger | Caughren real estate team, serving Orange County with an emphasis on coastal Newport and the Irvine financial district. Jeff’s expertise in marketing and selling unique high rise and one-of-a-kind coastal properties yields his clients top dollar in the shortest possible time. “I handle a lot of properties in the Irvine financial district. The community is in high demand, and there is almost not enough inventory. I have a reputation for record sales there, and I have brought comps up with some of the transactions I’ve closed. I also own a couple of properties in the neighborhood, so I have a first-hand knowledge of the community.”

stands his clients’ needs and expectations, and he is diligent about crafting transactions that are as seamless as they are profitable.

A lifelong entrepreneur, Jeff is an efficient and responsive professional who has allied himself with one of the

When Jeff takes a listing, he leaves nothing to chance. He begins with a meticulously constructed marketing plan, and he follows through with deliberate investment in high-end photography, artfully designed marketing pieces and well-placed print and digital media campaigns that bring his properties maximum exposure in both domestic and foreign markets. Sotheby’s exclusive access to select clients in China and elsewhere helps to ensure that sales close smoothly and swiftly.

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As a local resident and business owner, Jeff has cultivated relationships in the community that empower his real estate transactions, including those that call for privacy and discretion. “I consider myself a relationship agent, and my connections in the community transfer to my business. I handle a lot of off-market transactions, and I also represent both sides quite often. There are intricacies with that, and I feel I am good at bringing people together and helping them agree on what is good for everyone.”

Clients are quick to trust Jeff with their referrals, and they are eager to share their five-star reviews about his service. One client called him “cordial, patient and understanding” and said: “Jeff was the seller agent when I bought my condo almost three years ago. He was so smart, professional and pleasant to work with that I decided to call him to sell the property once I was ready to move again. And he did a great job! He sold my condo in 5 weeks at the price I expected.”

Another client said: “It was a pleasure working with Jeff on the sale of our condo and the purchase of our new home. Jeff listened, offered opinions and support throughout the process. I have been in the homebuilding/ real estate business for over 40 years and Jeff’s professionalism is unmatched. He provided a sense of stability, which is important, as going through both the sale and purchase of a home can be very stressful. My wife and I would highly recommend Jeff and his team to anyone looking for a strong agent that does their homework and will work tirelessly until the job is done.”

Jeff inspires the confidence of clients from first-time homebuyers to high net worth investors, as he applies his professional versatility and proven expertise to helping people achieve their real estate goals with the most favorable financial outcome. “I take pride in what I do. When someone hires me to represent their interests, they can trust that I’ll get it done with integrity.”

Jeff Caughren HÔM Sotheby’s International Realty 1200 Newport Center Dr., #100 Newport Beach, CA 92660 Tel: 714-797-6151 Email: JCaughren@homgroup.com Web: www.JeffCaughren.com CalBRE # 01936762

Inspiring Confidence ExecutiveAgent Magazine

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Written by Haley Freeman

Paula McKinney

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xperienced representation is vital to every successful transaction in Southern California’s unique and complex real estate market. Paula McKinney, broker/associate at Harcourts Prime Properties, has been

selling California’s elite coastal properties for more than 20 years. She is a true local expert, with the knowledge and relationships to successfully close transactions to the satisfaction of the most discriminating clients.

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As a young adult, Paula bravely left her home in Niagara Falls, New York to attend college at Cal State, Long Beach. She began her career working for tech giant Silicon Systems, but she was always interested in real estate, and she often helped people at work find houses to buy. When she finally decided to follow her passion to a career in real estate, her engineer colleagues trusted her to help them buy and sell homes. That was the beginning of a long and prosperous journey in real estate, one that has culminated in numerous awards for Paula’s outstanding sales and customer service.

At Harcourt’s Prime Properties, Paula is supported with the innovative technology, superior marketing resources and global access that give her an edge in every transaction. Founded in 1888, Harcourts is an industry leader with more than 830 offices in 10 countries. Harcourts properties receive an average of 4 million online views each week, and the company sends out over 65,750 email marketing pieces every day.

The team of topnotch professionals who contribute to Paula’s success include her transaction coordinator, Adriana Richens, and marketing coordinator Andrew Brewer.

“Adriana is fabulous at what she does,” Paula says. “You need a hundred pieces of paper to close a transaction these days, and she is so efficient and helpful in working with our clients. We have a truly amazing marketing department, and anytime I need photos or marketing materials, I just go to Andrew, and it’s done. Our broker, Kevin Sanchez is hands-on and provides a very supportive and collaborative environment in which to do business. Working with Harcourts allows me to give my clients access to the best the industry has to offer.”

In addition to hundreds of home transactions she has facilitated for her clients over the years, Paula has bought and sold many homes of her own throughout Orange County, giving her a clear perspective on her clients’ needs and expectations. She has first-hand knowledge of each of the communities where she has lived and owned property, knowledge she draws upon as she guides clients through the myriad choices related to selecting the right home and neighborhood. “I know the culture of each city and where the up-and-coming areas are, so I can always

give my clients alternatives. I also know the city planning departments and can help them overcome challenges for design review when they are remodeling an existing home or building a new structure.”

Paula is well-versed in the intricacies of 1031 exchanges and the rules governing Proposition 60 and Proposition 90 transactions, providing invaluable advice to protect her clients’ equity. Her expertise also extends to assisting developers. “There is a lot of building going on right now in the Corona del Mar Village where builders are buying lots and putting up townhomes. The zoning allows for that, and I have experience overcoming the challenges these kinds of transactions can present.”

According to Paula, coastal Southern California is the “most wonderful place in the world to live.” Her connection to the region’s people and natural beauty make every day a gift. She enjoys regular guided meditation practice, and she is a student of alternative medicine and energy healing modalities that she uses to improve the well-being of her friends and family. Paula is also a longtime supporter of the Mercy Corps, a global humanitarian aid agency that is currently assisting earthquake victims in Italy.

Experience has not diminished Paula’s enthusiasm for her work. “I still find tremendous satisfaction in finding clients a house in an area they love and where their kids love school. Their excitement still thrills me. It’s a privilege to help people get where they need or want to go in life. I love California, and I love selling real estate here. It is a totally unique market where people have the opportunity to create wealth. I work hard to be both aggressive and honest on behalf of my clients, and the greatest reward is when they consider me part of the family.”

Paula McKinney Harcourts Prime Properties 27372 Aliso Creek Rd. Aliso Viejo, CA 92656 Tel: 949-202-9769 Email: PaulaMcKinneySell@yahoo.com Web: www.PaulaMcKinney.com CalBRE # 00942995

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Cover Story

ANDREA ARCIGA Executive Agent of the Month

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ANDREA ARCIGA Written by Haley Freeman - Photography by Ian Wiant

“T

here’s real estate, and then there’s Black Label Brokers real estate. When a transaction has my name and logo on it, I’m committed that people will have the best customer service experience of their lives.” This is the promise of Andrea Arciga, broker associate and lead agent of Black Label Brokers at Keller Williams Realty.

Together with her partner, Anita Villegas, Andrea is cultivating a dynamic and ever-advancing real estate culture where clients and team members prosper.

Andrea is a natural leader who inspires and challenges others to succeed with her. She took on the responsibilities of children and work at a young age, with a can-do spirit that propelled her to become a young success. Riding the tech industry wave, Andrea tenaciously worked her way up

to become the North American franchise sales manager and the youngest woman in management at the largest computer training company in the world. There, she learned corporate culture, marketing and sales.

When the tech industry crashed after the momentous events of 9/11, Andrea boldly entered the mortgage lending industry. While working with Realtors®, she saw a need for distinctive branding, and she pioneered creative branding concepts that were new and unavailable in the industry at the time. “Branding then was just writing your name in a fancy font along with a picture,” Andrea says, “but I had already conceptualized making a complete image for yourself, with newsletter templates, customized logos and aggressive marketing systems that set individuals apart.”

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After 9 years as a top-producing mortgage broker and always ready for the next challenge, Andrea saw the tremendous opportunities that a career in real estate sales offered, and she courageously reinvented herself, yet again.

“The mortgage industry had really tightened for a few years, and I wasn’t comfortable with how little control I had over keeping my promises to clients, so I decided I needed to make a change. I was very fortunate to be referred to a client for whom I was able to sell a property quickly and at top dollar, after another agent had failed.

She was so pleased that she told everyone in her Newport Beach neighborhood, and within two months, I had 10 listings.”

During the height of the market shift and with so many of her own clients struggling to keep their homes, Andrea felt she needed to step in and assist on a larger scale. She went on to help hundreds of families by joining on the board of the Orange County Housing Collaborative, a nonprofit organization made up of the Federal Housing Administration, cities, and major mortgage banking institutions with a mission of helping people save their homes through foreclosure prevention events and state and federally funded housing counseling services.

In time, Andrea was inspired to begin modeling her own real estate vision, and she obtained her broker’s license and

opened a boutique shop in Belmont Shore, Long Beach. “I jumped in head first with a vision and a belief that I had something to offer real estate agents and people with real estate needs. I found a little shoe box of an office, only 350 square feet in size, but in that little office I manifested leveraging my skills, opening multiple locations and building a legacy for my family. I had no idea how I was going to do it, but I had a clear vision of the future.”

From simple beginnings, Andrea has turned the Black Label Brokers brand into a Keller Williams Mega Expansion Team, a tri-county powerhouse at Keller Williams, serving Irvine, Long Beach and the greater Sacramento area. Her vision includes expansion into the Inland Empire, South Bay and more Northern California markets in 2017, with plans to move into the national marketplace in the near future.

By joining forces with Anita Villegas, her lifetime best friend and trusted colleague from whom she grew up only two doors down in Santa Ana, Andrea saw a way to extend her reach and help more people to receive top-quality real estate representation. These ladies are smart, savvy, real estate experts, each with her own areas of specialty but with the same impeccable personal and professional values. They bring a mutual respect and professional acumen to their team that moves others to follow their lead.

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A Clear Vision of the Future Andrea and Anita set out deliberately, to clearly define their business standards and culture, to create purpose and opportunities for their team members and clients. They

every transaction, communicating with every client and holding not just our agents but our support staff accountable for the amazing client experience that makes Black Label Brokers different and better.”

She continues, “As team leaders we strive to provide opportunities and challenges to help our agents grow both personally and professionally. The biggest lesson I have learned since I started building a team is that people cannot be managed. It cannot be done. What we can and are doing is providing the resources, support and opportunities to help each team member go from good to great, from real estate advisors to real estate experts.”

Andrea is also passionate about providing leadership in her community. She is the past president of the National Latina Business Women Association in Orange County, an organization that empowers women through educational grants and leadership. Most recently, she has begun devel-

hold every team member and business partner accountable for their own success. Operating inside the core values of gratitude, integrity and excellence, they ask themselves one simple question before taking any action in their business: “Is this in the best interests of our client?”

There are also well-articulated non-negotiables: Zero tolerance for unethical behavior; zero tolerance for excuses; and zero tolerance for mediocrity.

And Black Label Brokers lives by Grant Cardone’s 10x Rule: Do everything 10x more than what is required.

The team’s mission statement is “To be an omnipresent and trusted real estate team in every market we serve.” In order to achieve these elevated goals, Andrea explains that every team member is held to the highest standard. “We recruit motivated and talented real estate agents and industry partners that are passionate about their craft and share our standards and values. Further, we stay present throughout

oping and sponsoring a college scholarship program for atrisk youth, with her friend Morgan Lynch, an at-risk youth advocate and educator.

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family and business partner, amazing children and an enriching career. She is cognizant of these gifts, and she fully expresses her gratitude for all she has. “I have such appreciation for the clients who trust me to help them with situations both good and bad. Every dollar of my clients’ money matters to me, and I negotiate hard to protect it.

Whether they need me to sell their mobile home in Santa Ana, stop their home from going into foreclosure, find them a luxury coastal high rise with a view, or just need some advice about how to become a real estate investor, I

Grand Opening at KW Folsom: Andrea shown with Expansion Partner, Keri Schuman-Lynch

So how does Black Label Brokers’ culture improve the real estate experience for their clients? One client artfully summed it up: “I’d like to compare Andrea to an iceberg; she is merely the tip of what is a massive, amazing team underneath her. I went into this journey only after meeting her once, but that’s all it took to know her and her team were perfect for the task that awaited us. Her and her team’s attention to detail, her calmness yet tenacious attitude made what we thought was a dream into a reality. I can never thank her or her team enough, but I’ll never stop thanking them. Thank you Andrea and the whole Black Label family. You were all amazing!” – Richard Cordova, Long Beach.

In order to further empower their clients, Black Label Brokers engages dedicated lending partners to handle their transactions, with the same commitment to responsive, professional service and the highest ethical standards.

A true visionary, Andrea is poised to meet the challenges of the shifting real estate market. “We are preparing for the next phase. We can already see it coming, so we are being proactive and diversifying our interests by preparing to help people who want to liquidate or purchase distressed properties.”

will stop what I am doing and take the time to help. I enjoy what I do. I feel good about speaking with new people and helping them solve their problems and achieve their dreams of home ownership.”

Andrea is truly a woman who has it all: a supportive ExecutiveAgent Magazine

Andrea Arciga

Broker Associate, Founder Black Label Brokers - Keller Williams Realty OC: 4010 W. Barranca Pkwy, Irvine - LA: 2883 E. Spring St., Ste. 100, Long Beach Folsom: 2295 Iron Point Rd #160, Folsom, CA 95630 - Tel: 714.501.9155 – 800.875.0185 Email: Andrea@blacklabelbrokers.com - Web: www.blacklabelbrokers.com - CalBRE # 01335587

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Get While The C

oast to Coast the Market is Heating Up. Jan is in Los Angeles. Donna is in Long Island.

Both are selling million and multi-million dollar homes. Kelli is in Florida. Kyle is in Illinois. Both are selling one hundred thousand dollar homes. From coast to coast, border to border Real Estate markets are already busy. All signs indicate that people are realizing that home prices are down, interest rates are down and what is called the house affordability index is the lowest it has been in a century.

WIIFM… so, What’s in It for Me? If you don’t own a home and you are able to buy, that is, if you have a secure job, a modest amount of cash, and decent credit then you can borrow more money and buy more home than people have been able to buy for over a hundred years. It’s crazy but it’s true. You will have a huge tax deduction each year. When you own a home no one raises your rent or limits the use of the space in which you reside. There is more in it for you but this is enough for now.

If you are selling, with the activity in the market this spring, this will inevitably be another time when Buyers are competing for the best homes for sale. Much like what happened during the tax credit flurry. There will be a bump in prices. Follow your REALTORS® advice about the ways to make your house look its best. If it doesn’t sell quickly, adjust the price every three or four weeks and don’t be too concerned over taking a slightly disappointing price if you able to get a great price on the home you are buying.

And if you are an Agent, get on the phone and call all of those people who said they were waiting for the market to get active. It’s active. Follow up on all the leads that come your way. Hold Open Houses, and talk to the Guests who attend. The market is full of people eager to finally make the move they have been thinking about.

Pent-up Demand is Unleashed.

Real Estate Buyers and Sellers will only wait so long.

Families grow. People get new jobs or lose them. Life changes happen. There are a myriad of reasons that people move. When those reasons arise people will wait for a while, even a year or two, then it’s time to get going.

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When the reason people delay is widespread, like concerns over the economy, then lots of people delay and at some point they are willing to take the risk. At that point, many people enter the market at once. We are experiencing one of those times.

Politically, if you like our president then you may believe he has figured out how to make things better. If you don’t like our president, then you may be optimistic that his replacement will make things better. Either way, lots of people for lots of reasons are choosing to buy that home or make that move that they have been delaying.

So, What’s To Do? Trust the smartest most successful people you can find. Billionaire Warren Buffet’s secretary of 37 years, Debbie Bosanek, asked him if he thought it was a good time to buy. She said, “He told me that it will be the best opportunity in my lifetime.”

Nearly all of the economists, successful investors and financial advisors, even the ones that, just last year, were saying it was not yet the time to buy a home are saying that now is an opportunity that is extraordinary. There is widespread, nearly universal belief that we have hit the bottom of the market.

So, what’s to do next? Contact a Real Estate Agent you trust and discuss what you might like to do. And as Larry the Cable Guy says, “Git ‘er done.”

Rich Levin is a Master Real Estate Coach and Productivity Expert. You can order Rich’s complete 2012 Planning Workbook at the number or e-mail below. You can experience Rich Levin live, every weekday on his 1st Fifteen Daily webinars. Register at www.FreeCoachingWebinars. com. For speaking engagements or coaching information you can contact him at Rich@RichLevin.com. ©2012, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com; http://www.

FrogPond.com.

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Gettin’ Is Good

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E XECUTIVE AGENT

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MAGAZINE

Brenda Atchison & Robyn Miller Written by Haley Freeman

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or Realtors® Brenda Atchison and Robyn Miller, real estate is about more than helping clients buy and sell real property. It’s about providing exceptional service to people in all kinds of circumstances, and delivering happiness by fulfilling their real estate dreams.

These ladies deliver on their promises with extraordinary care and proficiency, as they possess the expertise and confidence that come with many years of industry experience. They are both Southern California natives whose love for and connection to this one-of-a-kind community drive them to serve their neighbors with uncompromising excellence.

Brenda spent the early part of her real estate career in property management before she and her husband began purchasing and flipping investment properties of their own. “I never thought I’d ever want to sell real estate,” she says. “I don’t consider myself a sales person. But I love working with people and homes, so I eventually went to work with Keller Williams as a showing agent. It wasn’t long before I realized I might as well do the whole transaction, and I moved to Zip Realty. I really enjoy my role as a trusted advisor, working with everyone from first-time homebuyers to investors, as well as sellers.”

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Robyn began working in real estate as a young adult in her twenties and obtained her broker’s license by the time she reached 30. She partnered with her mother, also an agent, and they worked together selling property in Big Bear for nearly 19 years. She later moved to Orange County, where she joined Zip Realty. After having been involved in more than 2,000 transactions, Robyn says, “I still love helping people make the right real estate decision for wherever they are in life, and it’s important to me to establish long and deep relationships. I call my clients friends.”

Today, Zip Realty is powered by the globally recognized real estate brand Coldwell Banker Residential. Brenda explains, “We have the best of both worlds, since we have the cutting edge technology developed by Zip Realty and the stability and reputation of Coldwell Banker. We can adapt to the needs of anyone who buys and sells with us, whatever their age or preference for the way they like to do business.”

By working as a team, Brenda and Robyn provide more service and greater security for their clients. Their shared values and unique, individual talents make them unstoppable, as they effectively respond to their clients’ varying needs while negotiating powerfully with other professionals. “I think we’re the perfect balance,” Robyn says.

“We play off each other’s strengths, and we both have great communication and follow-up skills. We are excellent problem solvers, who are honest and straightforward with people. It’s not our goal to make millions; we just want to make people happy.”

Brenda adds, “Integrity is very important to us. At the end of the day, we both feel great when we help a family get into a home, especially someone who didn’t think they could achieve the goal of home ownership. Our name and reputation are more important to us than anything, so we always try to do the right thing. We treat everyone the way we would treat our own family.”

Brenda and Robyn are both committed to bettering life for everyone in the South Orange County communities in which they live and work. Brenda is a longtime sponsor of the Avon Breast Cancer Walk, in which participants walk 39.3 miles to raise money for this important cause.

“Everyone knows someone who has been touched by this disease, and not just women or just older women. I’m passionate about this opportunity to give back to the community.”

Robyn loves the ocean, so she volunteers at the Pacific Marine Mammal Center in Laguna Beach. “It’s a great cause,” she says. “They rescue seals and other animals, feed them and then release them back into their habitat. I love being a part of it.”

This talented real estate duo is keeping the excitement of real estate alive by continuing to grow professionally and holding nothing back when it comes to delivering happiness and fulfilling dreams. Clients describe them as “outstanding,” “amazing,” and “highly attentive, professional and communicative.”

“Fulfilling dreams is what keeps us motivated,” Brenda says. “When we close a transaction and somebody has a new home, there’s no greater feeling in the world.”

Brenda Atchison & Robyn Miller Coldwell Banker Residential Brokerage Tel: Brenda: 714.642.6855 - Robyn: 949.293.3381 Email: Brenda.Atchison@cbzhomes.com Email: Robyn.Miller@cbzhomes.com Web: www.ziprealty.com/agent/batchison Web: www.ziprealty.com/agent/romiller CalBRE: Brenda: # 01915123 – Robyn: # 00862869

Delivering Happiness and Fulfilling Dreams ExecutiveAgent Magazine

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Customer Impact: The Winner’s Edge

By Bill Brooks

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any years ago, a racehorse named Achmed became one of the first horses in history to win more than $1 million in a single season. During that same season, there was another horse that came in second in almost every race that Achmed won.

Interestingly, Achmed won 15 times as much money as the horse that consistently came in second. Later, the champion was sold for ten times more money than the second runner. A big difference, huh?

Does that mean that Achmed was 15 times faster than his nearest competitor? That question intrigued a sportswriter, so he made a study of the times logged by the two horses.

Achmed’s finishing times averaged only 3 percent faster than the slower horse.

Simply stated, the champion that year had a winner’s edge of only 3 percent over his nearest competitor, but it was enough to bring his owner 15 times more prize money and give him ten times as much value!

When it comes to making a sale, there are only winners and losers - no one comes in second. You either make the sale or you don’t, and the winner gets 100 percent of the money.

For most salespeople, income is directly proportional to the number of sales made. Although you may be able to change jobs often enough to remain ahead of a draw, or you may jump from one salaried selling job to another and keep some income coming in, sooner or later, it will catch up with you. If you don’t close sales, you won’t make a living as a salesperson.

Don’t Just Show Up For The Game; Play To Win Life is clearly not about “just making a living” - that’s the loser’s mentality. Losers feel privileged merely to be in a

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big game, but winners always play to win it.

As a college football coach for 14 years, I learned that you can almost always predict the outcome of a championship game by listening to what the coaches and players of the two teams say before the starting whistle sounds.

It’s now ancient history, but the 1986 Super Bowl offers a great example of how it works. The Chicago Bears won it decisively.

Make no mistake about it: the New England Patriots brought a great team to the championship game that year.

They had many talented players and excellent coaching, and they had overcome great adversity and defeated some strong teams on their road to the biggest game of the year in the National Football League.

But the difference in the two teams showed clearly throughout the tail end of the season. The Patriots seemed surprised that they had made the playoffs, shocked that they’d won their conference championship, and amazed that they’d earned a right to play in the Super Bowl.

“We’re just glad to be here and have an opportunity to play in this game,” several of their players told the press in the week before the big game.

However, the Bears had decided before the season started that it was to be their year to win it all. They were convinced they could win every game they played that year, and they did win all but one. “No team in football can beat us!” boasted their cocky quarterback Jim McMahon before the big game.

Then he and the Bears confidently went onto the field and backed up their claim with a dazzling performance.

When it was all over, they were clearly the champs.

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Customer Impact: How To Get More Of It

years training salespeople for some of the world’s leading organizations.

I suspect that you want to become a winner at the selling game. The truth is, you probably are already a winner.

Losers seldom read articles like this, but winners read anything and everything that can help them keep their winner’s edge honed to razor sharpness.

It’s clear that the ability to gain and hold the attention of enough of the right people is what gives the top 5 percent of salespeople their winning edge.

If you have a champion’s heart, your next question is likely to be, “How can I get more customer impact?”

In a way, that’s what sales is all about. Every sales idea is designed to do one thing: to enable you to connect with and influence enough of the right people to do the right things to get what they want out of life. Let’s take a brief look now at how to boost your customer impact.

I’ve been around selling all my life. My father sold for 43 years, and I’ve been selling all my adult life. Even when I was coaching, most of what I was doing was selling.

What’s more, I’ve had some excellent teachers and mentors in the selling profession. More recently, I’ve spent many

During all that time, I’ve noticed that the salespeople who have high customer impact reflect three basic qualities: 1. Strong personal attributes and attitudes 2. Specialized knowledge and skills 3. A propensity for doing the right things at the right times What we are talking about are people with positive attitudes, in real situations, dealing with real motivational forces, and taking real-world, tangible actions to produce desired results.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright©2003, Bill Brooks. All right reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

The PALANCA Group

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att and Joyce Palanca know that real estate clients are most satisfied when the details of a transaction are expertly attended, communication is transparent and the terms are fair. The best result happens when everybody wins. The Palanca Group’s

reputation for professionalism and integrity is the foundation for their lasting relationships with both clients and colleagues, who trust them to conduct business with everyone’s best interests in mind.

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Making Real Estate A Win-Win Matt and Joyce are Orange County natives who met while earning their degrees at Chapman University. Matt went on to join his family’s entertainment company, where he took on various roles while earning his way up to executive management. Meanwhile, Joyce enjoyed a successful career as a pricing analyst in the aerospace industry before she took time off to make raising their three children her top priority. They eventually decided to purchase and flip investment properties, and they found that they worked so well together and so loved the challenges of buying and selling homes, that a joint career in real estate was their next logical move.

The Palanca Group is powered by Keller Williams Realty, where Matt and Joyce quickly distinguished themselves as top-producing Realtors®. Married for 25 years, they bring their mutual respect and complementary skills to every transaction, ensuring that clients receive conscientious and comprehensive service.

Joyce’s caring nature, meticulous attention to detail and the experience she garnered working in the REO department of a large mortgage company are just a few of her contributions to the team’s success. “Joyce is our buyer’s agent, and her gift is listening very well to help clients find exactly what they want,” Matt says. “She helps 100 percent of her clients find the right home, but one of the things that makes her so successful is her ability to get such a high percentage of her offers accepted. She packages them really well. I do the listings, and together we offer Nordstrom-style service.”

“Matt is great at sales,” Joyce adds. “He’s a huge communicator, and he’s a confident problem solver who can figure out how to move any type of obstacle out of the way to make sure a transaction completes. Matt is really good at getting the highest price for a home in the shortest amount of time for a seller. His listings never sit around for long. He’s funny as well, and while this is a serious business, he can make a stressful situation less of a worry for our clients.”

Due to Matt’s familiarity with construction, he has the expertise to evaluate the necessity and cost of home repairs. “A lot of agents don’t understand how to make a request for repairs, and they don’t know how much things will cost. Our ability to address these issues is one of the reasons our deals don’t blow up when something needs to be fixed.” Matt is also skilled at guiding clients through complex land and development transactions.

The Palancas are supported in providing world-class service by a group of carefully selected individuals who share their conviction for professional excellence. These include a dedicated assistant and transaction coordinator, as well as a whole team of title, escrow, interior design and lending partners who are leaders in their fields.

Clients express their appreciation for The Palanca Group’s service with their referrals and with reviews like this one: “We purchased our first home with The Palanca Group, by far and away the best home buying experience.

The Palanca Group was knowledgeable of the market, helped us locate and finance our home. They negotiated incredible terms with the previous owners and made sure our best interests were always priority number one. After our home purchase was finalized, they paid us a visit at Christmas time just to check in on us and make sure we were well. Not only are they amazingly experienced Realtors® – honest and helpful – they’re friends. Two years has gone by since our purchase, and we still communicate with Joyce and Matt for home renovations and check-ins. Wonderful experience, great team and thankful for the help they gave and give us.”

Matt and Joyce are also committed to giving back to their community. Joyce is a longtime member and leader of the Orange/Villa Park National Charity League and the North Orange County Delta Gamma Foundation, and she currently serves on the board of Released Time Christian Education. Matt regularly volunteers at the Fred Jordan Mission in downtown L.A., and he loves sharing his passion for surfing by teaching kids the sport.

By living and working with integrity and accountability, Matt and Joyce continue to create win-win scenarios for buyers and sellers. No matter if a property is worth thousands or millions, they take pride in providing everyone with the same quality service. Matt sums up, “We know we’ve done our job when everybody wins.”

The Palanca Group Keller Williams Realty 17822 E. 17th Street, Ste. 101 Tustin, CA 92886-3500 Tel: 714-612-7453 - 714-366-7661 Email: homes@thepalancagroup.com Web: www.palancagroup.com CalBRE 01317936

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The Best Gift to Give Yourself and Others.....

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’m often asked the question, “How can I best help my children, spouse, family member, staff member, friend etc. improve/change?” In fact that might be the most frequently asked question I receive, “How can I help change someone else?”

My answer often comes as a surprise and here it is. The key to helping others is to help yourself first. In other words, the best contribution I can make to someone else is my own personal development. If I become 10 times wiser, 10 times stronger, think of what that will do for my adventure as a father... as a grandfather... as a business colleague.

The best gift I can give to you, really, is my ongoing

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personal development. Getting better, getting stronger, becoming wiser. I think parents should pick this valuable philosophy up. If the parents are okay, the kids have an excellent chance of being okay. Work on your personal development as parents; that’s the best gift you can give to your children.

If you have ever ridden in an airplane, then you might have noticed the oxygen compartment located above every seat. There are explicit instructions that say “In case of an emergency, first secure your own oxygen mask and then if you have children with you then secure their masks.” Take care of yourself first... then assist your children. If we use that same philosophy throughout our whole parental life, it would be so valuable.

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Written By Jim Rohn

If I learn to create happiness for myself, my children now have an excellent chance to be happy. If I create a unique lifestyle for myself and my spouse, that will be a great example to serve my children. Self-development enables you to serve, to be more valuable to those around you; for your child... your business... your colleague... your community... your church.

That’s why I teach development skills. If you keep refining all the parts of your character, yourself, your health, etc. so that you become an attractive person to the marketplace - you’ll attract opportunity. Opportunity will then begin to seek you out. Your reputation will begin to precede you and people will want to do business with you. All of that possibility is created by working on

the philosophy that success is something you attract by continually working on your own personal development.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com

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EA

Take Action Or Accept The Results...

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n all areas of life, taking action is the key to success.

Most people who fail to achieve what they want, fail for lack of action. The ability to take action is the skill that ultimately separates the winners from the losers in the game of life. There are a number of truths that I have come across in my business and while coaching clients.

These truths should be reviewed and lived by to produce the abundance in life that you desire.

Truth #1: It’s more essential to success to be consistent than to be precise.

The power of consistency is one of the most significant forces in the world. It far outstrips the power of exactness.

If you are consistently doing enough things right, you will reap a huge reward. If you are waiting until you have it down to perfection, you are not going to take any action.

In sales, more than any other profession, consistency of your actions pays big dividends, while infrequent action, even when right, pays very little. The daily consistency of prospecting and lead follow-up is the gateway to sales success and high profitability. Again, it’s more essential to success to be consistent than to be precise.

Truth #2: A step toward your goal is a step in the right direction . . . even if it is a misstep.

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Too often, we fail to act due to fear of failure. We can become paralyzed by the need to be right or correct in all our actions. My late friend, Jim Rohn, says that to achieve your goal you need “measurable progress in reasonable time.” That doesn’t mean all the progress we make will be going in the right direction every time.

Earl Nightingale said, “Success is the progressive realization of a worthy goal or ideal.” To achieve a worthy goal, we have to progress toward it through the trials. We must proceed with consistent action. It also says there are times when we will be heading in the wrong direction and have to adjust our course of action.

In the end, success is a poor teacher. The real teacher in life is adversity and short-term failure. You will always learn more from your defeats than your victories. In sales, you will learn more from the sale lost than the sale made.

Most salespeople think that when they make the sale, they did everything right. What happens if that assumption is not true? What if you did just enough right to beat out the other guy, but he wasn’t any good? What will happen when the competition gets tougher or the marketplace gets tougher? Will you have the skills you need to dominate then?

Too often, we fail to face reality. This comes back to us

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in unfulfilled potential. Unfulfilled potential eventually manifests itself as regret. We have to be fixated on taking steps to obtain our goals daily . . . even if they are the wrong steps. It’s better to make a decision and find out it was wrong than avoiding making a decision at all. At least you know what you should not do next time.

Truth #3: Even when you choose not to decide, you have still made a choice.

Far too many of us just hope things will get better.

We hope to become healthier or thinner, or we hope we will earn more. We have wishes and dreams but no commitment or definitiveness to change what we are doing to ensure the desired result. We fail to take action on what we know we need to do now.

Many of us can vacillate over a decision for days, weeks, months, or even years. We must realize that by not making a decision, we have essentially made a choice. We end up making decisions by default because we did not decide and act. The decision was made for us.

As salespeople, by not preparing for a changing marketplace or changing economy, our choice is solidified.

We have chosen, by default, to not do as well or earn as much when the marketplace change occurs. Would it be

reasonable to assume that our marketplace will always remain the same or improve? Would we be protecting our families and assets if we assume that we don’t need to improve our skills and abilities in sales? Our decision to not act in truth means we still have made a choice.

Take ten minutes to evaluate these truths. Are you embracing these truths in how you run your business and life? Are there changes that need to be made? When do you need to make the changes? Here’s a hint…NOW! Don’t get paralyzed by inactivity or perfection. Turn action into your asset. That’s what true Champions do!

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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