OCTOBER 2017 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

JON M. PEREZ Executive Agent of the Month

PROFESSIONAL PROFILES Ryan Grainer Kevin Smith Daria Stakely

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MORE EDUCATED, MORE MOTIVATED, MORE CONFIDENT HOME BUYING. In an uncertain market with changing interest rates and home prices, it’s more important now than ever to work with a professional Mortgage Consultant to ensure your success in today’s housing market and in securing your Home Financing.

Ryan Grant Producing Branch Manager NMLS # 118767 Phone: 949.651.6300 Efax: 866.842.4051 Team@RyanGrantTeam.com www.RyanGrantTeam.com

100 Spectrum Center Drive #250 Irvine, California 92618

Copyright©2017 Fairway Independent Mortgage Corporation. NMLS#2289. 4801 S. Biltmore Lane, Madison, WI 53718, 1-877-699-0353. All rights reserved.

Other restrictions and limitations may apply. Equal Housing Lender. Licensed by the Department of Business Oversight under the California Finance Lenders Law. Loans made or arranged pursuant to a California Finance Lenders Law License.

Executive Agent of the Month Jon M. Perez First Team Real Estate

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19 Professional Profiles

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Ryan Grainer

Kevin Smith

Daria Stakely

Finance of America Mortgage

First Team Real Estate

Keller Williams Realty

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ExecutiveAgent Magazine

October, 2017 - South Bay

Editorials 8

Having Faith And Trust Will Lead To Success -Mark Victor Hansen

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Believe In What You Sell Or You Won’t Sell It -Pam Lontos

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX City of Hope........................................................39

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Fairway Independent Mortgage...........................2

Creating A Niche -Nancy Michaels

Finance of America Mortgage...........................29 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................40

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Becoming a Peak Performer -Peggy Morrow

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3 Ticor Title Company....................................................34

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How Patience Makes You Rich -Jim Rohn

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Checklist Your Business -Walter Sanford

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Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar © Copyright 2017 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.

Talking to Yourself -Zig Ziglar

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Kevin W. Smith Giving Back as a Lifestyle Written by Haley Freeman

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rom his earliest success as an award-winning employee at In-N-Out Burger at only 16 years old, to his current role as an award-winning Realtor® at First Team Real Estate in Mission Viejo, Kevin Smith

community leader, and real estate sales professional and investor, Kevin’s greatest passion has been connecting with people and making a difference.

His spirit of contribution inspires Kevin to action. He is an avid community volunteer who supports numerous organizations with a proven recored of changing lives.

“I like a cause where I can volunteer,” he says. “It’s not just about giving money. I like getting involved in something I believe in, where I can make a difference by showing up.”

Kevin’s activities span causes he is passionate about, from affordable housing, to preventing child abuse, to helping veterans. He recently returned from Washington D.C., where he acted as an envoy for the Veterans Association of Real Estate Professionals (VAREP), talking with members of Congress about changing the standard home loan application to require lenders to talk with veterans about their VA loan benefits. “A lot of lenders don’t even ask the question if their borrower has ever served,” he explains. “VA loans offer veterans an opportunity to get into a home with no down payment, and they can qualify with lower credit scores. Especially in a place like Orange County where housing is so expensive, a VA loan could make the difference between a veteran owning a home or not.”

In addition, Kevin and his colleagues are lobbying to get veterans classified as a protected class to prevent housing discrimination. Kevin continues, “Sometimes people don’t want to sell to veterans because they think it will be more difficult to go through the VA lending process. Those who have served deserve our help.”

has left a favorable imprint on the Orange County and San Diego communities where he has spent his life and career.

Throughout his journey as an entrepreneur, restaurateur,

Veteran’s issues are a primary focus of Kevin’s volunteer efforts, as he comes from a long line of men who served, including his father, stepfather, uncle and grandfathers. “I’m very patriotic, and I honor those who have sacrificed for this country we are so fortunate to live in.

With enough jobs, food, water, education and housing for everyone, this truly is the greatest country in the world.”

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In true grass roots style, Kevin also participates in various committees inside his office at First Team. He is chair of the education committee, where he organizes learning opportunities for his colleagues to enhance their professional knowledge and improve the quality of service First Team is delivering to the public.

A busy professional in a business that requires his attention seven days a week, Kevin acknowledges that it can feel like a stretch to find time for giving back. However, he says that giving back can become part of your lifestyle, and he offers two pieces of practical wisdom for those who are contemplating how they can make time for humanitarian work: First, schedule it. “Everybody’s busy,” he says. “But if you put it on your calendar like any other appointment and commit, you’ll find that you automatically show up.

When you put it on your calendar, you’re saying it’s a priority.”

Second, choose activities you enjoy and causes that inspire you. “You have to pick something you love. For instance, teach someone about your hobby or interest.

It will motivate you to follow through, and giving back won’t feel like a ‘have to.’”

Kevin is a dynamic and civic-minded professional who lifts people up with his enthusiasm for life, and he hopes to inspire others to make giving back a lifestyle. Looking

to the future, Kevin plans to continue giving back long after he retires by becoming the mayor of a small town someday. He will definitely get my vote.

Kevin’s Top Volunteer Picks in Orange County 4 the Fallen: www.4-thefallen.org Alzheimer’s Orange County: www.alzoc.org Bikers Against Child Abuse (BACA): www.bacaworld.org OCAR Cares: www.ocar.org/OCAR-Cares.html Field of Valor : www.communityfoundationoforange. org/field-of-valor-2017.html Patriots and Paws: www.patriotsandpaws.org RWB.com: www.teamrwb.org Veterans Association of Real Estate Professionals: www. varep.net Veterans of America: www.veteransofamerica.vet Veteran Service Office: www.alzoc.org VETNET: www.vetnethq.com Women’s Council of Realtors, South Orange County: www.wcr.org Working Wardrobes: www.workingwardrobes.org Kevin W. Smith “KevCo” First Team & Christie’s International Real Estate 27451 Los Altos Mission Viejo, CA 92691 Tel: 619-379-7664 Email: kwsmith3443@gmail.com Web: www.KevinSmithSells.com CalBRE # 01934297

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Having Faith And Trust Will Lead To Success

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am a big believer in goal setting. I know for sure that when you set a goal, and believe in your heart of hearts that it’s going to come true. This Universal law has been proven to me over and over again throughout the years – basically it is “ask and you shall receive.” The thing you desire the most will eventually come to fruition.

But it’s the “eventually” part that can be frustrating.

What do you do when you have been wanting the same thing for so long – maybe waiting for years – and you still don’t get it? Just hang in there, knowing that what you want is already yours.

When you know what you want and have done everything you can, the only thing you can do is have faith and trust that Infinite Intelligence is working to make your dreams a reality. Sometimes it takes a while. We have to know our dreams were ours the minute we decided we wanted them. They are manifesting themselves. We just need to be patient.

Is being patient an easy task? Not always. Sometimes it can even be depressing waiting for what we want to show up in physical form. But we have to realize if we weren’t supposed to have what we dream about then we would never have had the dream. We just need to believe in our dreams and ourselves and allow the Universe to work in its own divine time.

You need dedication combined with perspiration moving toward a destination to get your ideal realization.

In closing this week, I’d like to offer an exercise to complete in the week ahead:

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So, how do you keep the faith when it doesn’t seem like anything is happening? Stay focused. Stay focused. Stay focused. Keep your mind focused on your goal. Don’t allow present circumstances to fool you into thinking that this is your future circumstance. You know your future.

You know what you’ll be doing. It’s manifesting itself right now. You just have to meet it and be ready when it arrives.

One way to do this is by “acting as if”. Act as if you are already living in your dream home. (After all, you will be). Act as if the promotion or new job you desire is already yours. (In reality, it is.)

When you wake up in the morning I want you to close your eyes and see yourself living your dream. If a new job is what you really want, see yourself arriving at that new job, smiling and ready to go to work. If a new home is your dream, watch yourself as you walk outside to retrieve the morning paper. Turn around and look at your dream house. It’s there. It’s yours. You dreamed about it.

Now it’s a reality.

Do this 10 minutes every day, first thing in the morning and last thing at night. “Act as if” until you’re living your dream.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright(c) 2003, Mark Victor Hansen. All rights reserved.

For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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Written By Mark Victor Hansen

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Written by Haley Freeman

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rom her hard-working single mother, Realtor® Daria Stakely learned personal resolve and strength of character.

“She taught me to survive no matter what I’m up against,” Daria says. “I know I can do anything because of my mom. I watched this lady work two jobs and raise three children on her own. My brother has cerebral palsy and can’t walk, and she is still taking care of him.”

Daria had another strong female role model in her godmother, a partner in a successful real estate management firm that leased commercial office space.

“She taught me about choices and consequences, and at 14 she started telling me how important it is to take care of your credit and build wealth. I respect both of them as my biggest influencers, and hold them to the top.”

After graduating from high school, Daria went to work as a receptionist in her godmother’s office, where she answered phones and tracked prospective tenants, acquiring the skills and confidence that would help propel her to a successful real estate career. Today, she is a flourishing professional at Keller Williams Realty, where she is helping families make the right move.

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COMING FROM CONTRIBUTION This vibrant young woman gives her all to a real estate practice founded on contribution. She regularly gives a portion of her real estate proceeds to her clients’ choice of charity or place of worship. “I believe in always giving my clients something of value. Instead of just leaving a flier in the neighborhood with my name and number, I drop by home remodeling tips or a coupon for a discount on landscaping. I think people are more attracted to someone who is a giver rather than a taker. I grew up with just enough, and I always had to share. I think it’s just a part of me to make sure people are comfortable and have what they need.”

In keeping with her model of giving, Daria draws upon the systems, tools and training at Keller Williams to continually refine her real estate acumen and have something more to offer her clients. “I’m always a student,” Daria says, “and I believe you have to serve before you can lead.

There is always something new in this business to learn, and I love that.”

Spurred by her passion for real estate and personal demand for excellence, Daria is a diligent client advocate.

“I’m in this business because it’s a passion for me, and I’ll be in it for the long haul. I love a challenge and finding a way to get the result my client is looking for. Most of the time, people are going through something emotional during a real estate transaction. It could be a death, a divorce, or a move out of state. I’m able to provide peace of mind. I can say, ‘Give this to me. Let me handle this.

I’m going to get it done for you,’ and they don’t have to worry. People often tell me their transaction was the smoothest one they’ve ever had. I feel good when I’m helping people.”

With a focus on Inglewood, lower Ladera Heights, Beverly Hills and South LA, Daria is continuing to expand her business and preparing to build a team. Her husband is also an entrepreneur, and together, they are raising their family of four children with values aligned around God first, then family, then business. “That’s my life in a nutshell, and it is also our mission at Keller Williams. My kids are my Why, and I want to leave a legacy for them while being a person clients can relate to and trust to put their needs first.”

Daria’s varied life experiences give her an insight into people that helps her deliver remarkable client service. By always coming from contribution, she brings added value to both her clients and community. “I’ve been a single mom and married, and I’ve come from struggle and lived comfortably. I can relate to all kinds of people, and I want to provide exceptional service and give them the results they deserve.”

Daria Stakely Keller Williams Realty 111 N. La Brea Ave., Suite 500 Inglewood, CA 90301 Tel: 424-241-3407 Email: DariaStakely@gmail.com Web: www.DariaStakelyRealEstate.com CalBRE # 01833404

Daria is known as an aggressive negotiator, but says she doesn’t feel she’s in competition with anybody but herself. In a market where sellers are receiving multiple offers, she has the determination and finesse to close the deal. One client said: “So glad my family decided to use Daria in our home buying process! Daria is very professional, knowledgeable and has some serious negotiation skills. The home buying process can be exciting and daunting at the same time, but Daria was able to meet all deadlines and work collaboratively with my lender to make this process flow smoothly.”

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Talking to Yourself

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ne of the most moving experiences of my life took place on Sept. 13, 1997, when I was autographing books. . .One lady who asked for an autograph had such a compelling expression on her face that I knew I had to listen carefully to what she had to say. She shared with me that when she got the self-talk card that was included in one of my audiotape programs, she couldn’t even read the first list of qualities that she was supposed to claim.

Throughout her life she had been so beaten down by her family and husband that it was impossible for her to believe that she had the character and success qualities that I identified. It took two or three weeks of listening to the tapes to build herself up to the point where she could look herself in the eye and claim that she was an honest, intelligent, goal-setting person. . . .She continued to claim additional qualities until she could go through the entire list of 60-plus positive qualities. As a result, her demeanor and attitude changed dramatically. She started standing up straight, smiling, and even laughing.

Then something truly fascinating happened. Her husband watched her new attitude emerge. . .and decided

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maybe claiming the qualities could do the same for him.

He started claiming the qualities and he, too, started to change. “He especially changed in the way he treated me,” the woman told me. “Today we’re getting along better than ever and are happier than we’ve ever been.”

The first part of her story was interrupted by tears. She was very emotional. In the last part of her story, as she talked about the changes in her husband and their relationship, she smiled.

The most important opinion you have is the opinion you have of yourself, and the most important conversations you will ever have are the conversations you have with yourself. . .The reality is that you cannot consistently, consciously claim all the qualities on the self-talk card without changing.

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.

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Written By Zig Ziglar ExecutiveAgent Magazine

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Ryan Grainer Written by Haley Freeman

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yan Grainer’s first introduction to the mortgage industry was during high school, when he took a job answering phones at a local mortgage company. He earned his bachelor’s degree in psychology from

and keen attention to detail got him recruited to one of the nation’s top-producing mortgage teams, where he further refined his working knowledge of mortgage lending.

Ryan’s experience culminated in a strategic move to Finance of America Mortgage in Newport Beach, where he knew the company’s progressive service model and reputation for excellence would help him deliver superior service to his clients. And he was right. In an office where processing and underwriting take place under one roof, internal transparency and communication ensure that loans are transacted swiftly and efficiently. Ryan comments, “Our branch manager is always involved and updating us, and our ops manager’s door is always open. I can grab a file anytime and know exactly where we are in the process and what we still need to do. Everyone here is ready and willing to help each other out.”

The company’s use of industry-leading technologies add to Ryan’s ability to close loans quickly and on time. “So many younger buyers are going paperless. This is the ‘I want it now’ generation, and our company is heavy on technologies that make working with us convenient.”

Finance of America Mortgage’s marketing resources are also second-to-none, adding further value to real estate partners. “We have a full marketing team on staff at all times. Our marketing staff will sit with you and your agents and go through a book of materials and ideas of things that have worked and not worked. We have some of the highest quality of marketing I’ve seen in the industry.”

California State University, Fullerton, but he saw a future for himself helping his Orange County neighbors achieve the American Dream. Ryan tenaciously worked his way up through the industry ranks, beginning as a junior processor before advancing to sales. His enthusiasm for his work

Ryan sets borrowers up for financial success by carefully educating them about the lending process and their loan options. “People come to the process with many misconceptions about what is and isn’t possible,” Ryan says. “I educate them about the facts and about lending guidelines so they can make choices that fit their goals and budget. I want to lift the weight they feel and give them confidence that they are in good hands.”

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Helping His Neighbors Achieve the American Dream When a buyer isn’t quite ready to purchase a home due to poor credit or other challenges, Ryan invests the time needed to help them become eligible for a loan. “I like these success stories most of all. It’s cool to see somebody who thought they couldn’t get a loan getting the keys to their new home. It’s also a great feeling to be able to save a transaction for one of my Realtors®.”

Known for his availability, timeliness and accountability, this eager young professional is never more than a phone call away, and he follows through on his promises. “I’m available to Realtors® and clients seven days a week, and I always answer my cell phone. I don’t even have a desk line. I want people to know I’m on top of it at all times. If there is an email or voice mail left in my inbox, it keeps me up at night. I don’t put off what I can do today.”

Ryan’s experience in multiple aspects of operations and sales gives him a more global view of his transactions and helps him to be thorough in preparing loans for underwriting. When he issues a loan pre-approval, he stands behind it. “I do my due diligence, and if I send out a pre-approval letter, I have the DU or LP in my hand. I dig deep and work the file so that when a borrower calls to say they have a contract in hand, I know we’re ready to close.”

Ryan and his wife, Jennie, now reside in Aliso Viejo with their baby boy, Easton. Ryan grew up playing hockey, and as a diehard Duck’s fan, it is no surprise that baby Easton already has his own jersey signed by Teemu Selanne and Scott Niedermayer.

and the people in it. “I love the amazing conversations I get to have with people as they’re going through the process of buying a home. For me, it’s the greatest part of the whole loan experience.”

Ryan Grainer Finance of America Mortgage 3501 Jamboree Road, Suite 200 Newport Beach, CA 92660 Tel: 949-306-3268 Email: Ryan.Grainer@financeofamerica.com Web: www.foamortgage.com/rgrainer NMLSD ID 1030205

©2017 Finance of America Mortgage LLC is licensed nationwide | NMLS ID

As a lifetime resident of Orange County and a dedicated mortgage professional, Ryan is gratified by working in a business that keeps him in touch with his home community

#1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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CHECKLIST YOUR BUSINESS

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hen I first got in the business, I found myself with a manilla folder and hundreds of bits of pieces of paper stuck any which way with no regard to purpose, chronology or importance. Then the day came when I received the phone call from a grumpy seller. I frustrated the seller because of my lack of ability to answer his questions and thus was born my need to become systemized under a checklist format.

Let me tell you about the excitement of having a checklist mentality: 1. You don’t have to store the information in your brain.

Once you make an addition to a checklist, the step has been remembered forever!

2. Every time you go to a seminar and receive a brand new idea, don’t you find it frustrating in its implementation?

Well, add it to your checklist. The idea almost certainly fits under some category and in that category it’s going to get done! Just go back to your office manual (a binder of checklists!) of the main business systems that you do, and enter it under the appropriate checklist number. Now, your brain doesn’t have to remember it, and it automatically gets handled as long as you have the discipline to complete your checklist. The last item on most of my checklists says I can’t take the file off my desk until I finish the checklist!

3. Remember the times you shook your head and wondered where all the money went. Well, let me tell you, it went to overhead. It went to all those necessary (spur of the moment) emotional expenses that you just had to write a check so you could save, increase or improve your business. Over the years I have found that most of those checks written were unnecessary and a checklist is a perfect form for going back to and cutting. You will see your totals drop out of your Schedule C. Yes, that’s right. When I tell you that you need to bring your overhead to less than 25% of your gross, where do you go back and cut, that’s right, you cut line by line out of your checklists. Go back and ask yourself the question, what could have been eliminated that nobody would have missed. It’s a refreshing experience.

4. Another reason for checklists is simply it provides foundation and basis for delegation. As you may know, all the mega agents that I’ve ever counseled, trained and coached have had to do the actual business systems themselves then generate checklists, and then were able to finally delegate the task to a less expensive widget maker who followed the pro’s step.

5. It may even provide the basis for your next career like mine. (Speaking and training) 6. How about selling your business someday - won’t it be worth more if you have directions on how to run it?

So there you have it, lots of reasons to checklist your business. It not only will increase your speed and efficiency, but most important, one of the greatest aspects of customer service is consistency. Remember, do the best the same way all the time and soon you’ll never have to prospect for new clients again because they’ll be self-generating. Just spend the time to write down all the things you do the next time you commence a new business system. Preparing a lifestyle, making the presentation, marketing the listing, closing the transaction, lead generation, follow-up, even opening the office can all be checklisted tomorrow. I have over seventy checklists that I used in my top performing real estate business that I now use to coach top performing agents all over North America.

This checklist is the first step for growing, maintaining and developing raving clients and increasing that elusive net! I hope you put them all to good use.

Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

JON M. PEREZ Executive Agent of the Month

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JON M. PEREZ Written by Haley Freeman - Photography by Ian Wiant

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on Perez is a vibrant young Realtor® whose passion for real estate and relentless pursuit of excellence have prompted him to achieve the profession’s highest credentials. His world-class service is celebrated in more than 75 five-star client reviews, and he is a manytime recipient of the Five Star Professional Award, an honor achieved by fewer than 7 percent of professionals in Orange County.

What accounts for Jon’s extraordinary success? He says it began with his loving parents, Louie and Rosie, who gave him a good start in life growing up in Bellflower.

His mother is a survivor of childhood polio, and from her, he learned to have genuine compassion for people. This

quality has served him well in this people-focused profession. “Everyone loves her good heart,” he says, “and when I think about all that now, I realize it has made a huge impact in my life. Real estate is all about people, and no one out there cares more about their clients than me.”

Jon was a talented youth athlete who played sports year-round. His main sport was wrestling, and his talent earned him opportunities to compete at the junior college and university levels. He studied kinesiology and exercise science at San Francisco State University and returned home to Southern California, where he began bartending at some of the region’s hottest nightclubs and music halls.

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Power Partners: Joanne, Curtis, Kim & Krystle (Absent), with Jon

A cousin was working in real estate, and suggested that Jon’s high energy and gregarious nature would make him well-suited for the industry. Jon got his license and began filling his daytime hours perfecting his real estate knowledge. It didn’t take him long to conclude, “There is no better feeling than helping someone buy their first home.”

Jon joined First Team Real Estate in 2006, a strategic move to bring maximum value to his clients. Voted the best real estate company in Orange County for the past seven years in a row, this progressive company matches Jon in passion and commitment to caring customer service. “Since the company is family owned and isn’t a franchise, our nearly 30 offices around Orange County all work together to pool our resources and revenue for the benefit of our clients. Our owner, Cameron Merage, loves this business

and meets regularly with our agents in mastermind groups to stay connected to the market and needs of our clients. He goes to work every day not because he has to, but because it’s his passion. Everyone here is willing to share what they know and help each other succeed.”

As a measure of his own success, Jon is expanding his ability to serve more families with excellence. He recently hired an assistant and partnered with three other agents to foster a seamless customer experience.

Jon continues to refine his professional abilities through regular coaching with the Tom Ferry organization. “There is a lot we know we’re supposed to do, but we don’t do it.

Coaching has a lot to do with accountability, going back to basics and sharpening my skills.”

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Serving With Excellence and Compassion Jon is a Certified Residential Specialist (CRS), a designation that is often referred to as the PhD of real estate, and one that requires stringent qualification and rigorous training. This designation not only sets him apart from the competition, it also makes him part of an elite community of real estate professionals, opening up unique referral opportunities.

Recognizing that a real estate transaction ranks among the top 10 most stressful life events, Jon is compassionate about the challenges his clients may be facing and proactive about anticipating and fulfilling their needs. His goal is to add value in every aspect of a real estate transaction, and the result is that clients both come back and refer their friends and family.

One seller reported: “I first met Jon through a marketing letter he sent me in 2015. We got to know one another, and he helped me with contacts for home repairs. I was finally

at peace to sell the condo this Jan/Feb 2017. Jon’s service was exemplary. I am most impressed by his integrity, patience and wisdom.”

A grateful buyer had this to say: “Jon was extremely helpful throughout the whole purchase process. He was able to answer questions and deal with a difficult seller.

On top of that, I am a retired military member. Jon introduced me to the Military on the Move program. This saved me over $4000 in closing costs. Wow!” Jon’s background in athletics lends another aspect to his dynamic service. “As an athlete, I learned to sharpen my mindset in a way that has helped me in real estate.

When you’re getting beaten up, and you want to give up, you can choose to stay in the game. When I’m out doorknocking, I still get scared, but I know I can overcome it.

And when it comes to getting my clients what they want, I never give up.”

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As a husband, father and entrepreneur, Jon’s faith is a constant motivator for setting a good example and doing the right thing. “The Bible is everything for me, and I believe when you follow God’s Word, everything else follows. One of the scriptures I try to live by is to ‘love your neighbor as yourself.’ In terms of my relationships with people, I think I’m the richest person in the world.

When I think about the friendships I’ve made in this business, it means more to me than anything else. Yesterday, a client came by the office to drop off her homemade spaghetti sauce, because she knows I love it. She said, ‘I was making this for my family and made extra for you.’ At the end of the process of buying or selling a home, people are more like family than clients.”

Thanksgiving Day to help feed families in Anaheim. The first time I did it, it was the best feeling in the world.

After that, I started doing it every year. When the House of Blues closed for relocating, I found another organization, We Give Thanks, that does it at the Honda Center.

I can’t think of a better way to give thanks for what I’ve been blessed with on the day that’s about thanksgiving.”

With a practice centered in Anaheim Hills, Jon has dedicated himself to knowing the communities and neighborhoods that are unique to the surrounding areas, as well as building positive relationships with residents and other agents. He is deliberate in action and kind in spirit, striking the perfect balance in a career dedicated to serving people with excellence and compassion.

Jon’s care and compassion also come to the fore in his works of community service, and he has been an enthusiastic supporter of several organizations, including House of Giving and Locks of Hope. “When I bartended for the House of Blues in Anaheim, they started House of Giving to help feed families in need. I volunteered on ExecutiveAgent Magazine

JON M. PEREZ First Team Real Estate / Christie’s International Real Estate 8028 E. Santa Ana Canyon Rd. Anaheim Hills, CA 92808 - Tel: 714-865-3035 jonperez@firstteam.com - www.jmprealestate.com CalBRE # 01405984 ExecutiveAgent Magazine

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Believe In What You Sell Or You Won’t Sell It

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recently went into a store that sells expensive ergonomic furniture. I asked the price of a particular lounge chair. “About a thousand,” said the salesperson. “About a thousand?”, I questioned. “Around that.” I was browsing some other choices when she went over to help someone who had just come in.

He was looking at ergonomic pillows. I heard her telling him all about these $50 pillows: how the shape was good for your neck, what the interior material was composed of, about the hypoallergenic covering. She was selling this pillow as though it were a ...well, as though it were a thousand dollar chair.

If you don’t believe in what you sell, you won’t sell it.

Or at least, you won’t sell it frequently as you should. How can you possibly become comfortable selling a home for $750,000, when you think anything beyond the minimum essentials is extravagant? If you think what you’re selling isn’t worth it, that’s what will show when you try to get someone else to buy it.

There is a way to overcome this. Start looking at things from the customer’s perspective. There are plenty of people who will buy a home that costs $750,000. As a matter of fact, there are people who will pay more than they have to just for the prestige value or because of an emotional need to own a certain house. People buy things for many other reasons than price. You don’t necessarily have to figure out every customer’s motivation. Just understand that location, design, status, and comfort are all reasons people will spend more money on a home.

Look at your inventory and mentally note or write down all the reasons someone would want to own each property at the price it is marked. When a customer asks about a particular house, find out if any of these reasons are important to them. Then sell by focusing on that reason.

A $1,000 chair may have seemed a luxury to my salesperson. But to someone in pain from a bad back, it would be well worth it. Seeing it in that perspective, the salesperson would have felt comfortable selling that chair at that price.

Every house on the market is there because there are people who will buy it. If there is not a niche who need a certain house at a certain price, it is taken off the market.

This goes for extravagantly priced luxury homes as well as cut rate “fixer uppers.” Don’t second guess your customers.

Sell according to their wants and needs, not yours.

Pam Lontos, CSP, MA, is one of the country’s top sales trainers and motivators. Copyright© 1999, Pam Lontos.

All rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com.

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Becoming a Peak Performer

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hat makes someone a peak performer? You know, the kind of person who is outstanding in his job? According to researchers, outstanding individuals share certain attitudes and skills which contribute to their beyond-the-ordinary performances.

Many of these can be learned. And often we are the only ones holding ourselves back. Check yourself to see how you rate on some of these ideas of how to become a peak performer.

Affirm yourself. If you don’t believe in yourself, no one else will either. Peak performers focus on strengths and recognize their limitations for what they are, simple limitations, not personal failings. They realize that no one is perfect and so they concentrate on making their strengths as strong as possible to overcome any weaknesses they have.

Take one risk every day. In order to become a peak performer, you must be able to take risks. Daily risk-taking is a confidence-boosting exercise and a requirement for those who won’t let unrealistic fears stand in the way of their goals. Everyone feels some fear – but the peak performers overcome these fears that are unrealistic by tapping the reserve of inner strength built on taking risks regularly.

Successful risk takers build the inner strength it takes to combat unrealistic fears: fear of rejection, fear of failure or fear of the unknown. You must begin by purposely taking one risk each day. It doesn’t have to be big—it could just be driving a different way to work, or cold calling several prospects. Pick a challenge about which you feel fearful and do it anyway.

They manage their “down times” more effectively than average performers by continuing to focus on what is good about themselves, rather than what is bad, peak performers motivate themselves to approach work and life’s challenges with confidence.

Seek results, not perfection. Peak performers understand that perfectionists seem to have only two standards of performance, letter perfect or forget it.

Since everything cannot be done perfectly, perfectionists jeopardize their performance by simply not attempting any task they can’t or don’t know how to do well. Strive, not for perfection, but for excellence in everything you do.

Using reassurance and compassion, they tell themselves, “One setback does not make me a failure as a person. I can learn from this experience and succeed again”. They pick themselves up and continue to try again and again.

Learn to embrace mistakes as signals that you’re moving forward; avoiding becoming frozen in the cement of perfectionism. Remember the words of Marla Collins, “If you can’t make a mistake, you can’t make it!”

So you didn’t get that listing. Analyze what went wrong and try for another one.

Peggy Morrow, CSP, is a professional speaker and training consultant. Audiences love to laugh and learn as she keeps them involved, energized and enthused.

Copyright© 1999, Peggy Morrow. All rights reserved.

Peggy is a contributing author in the just released new book, Celebrate Customer Service-Insider Secrets.

For information about Peggy’s Keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG or email susie@frogpondgroup.com.

Imagine it to make it happen. Superior achievers have developed the ability to translate their goals from words into pictures. They keep this picture constantly in front of themselves to serve as a motivator.

A swimmer, preparing for an important race visualizes herself using just the perfect stroke to win the race.

Peak performers do this in their work environment, mentally picturing themselves doing all the tasks in their job at an outstanding level.

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How Patience Makes You Rich

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patient man is always richer than an impatient one, even if the patient man has less money.What do I mean by that statement? Well, riches and wealth can take other forms besides dollars and cents. In what sense is the patient man richer? The answer is actually very simple. A patient man is always richer than the impatient one because the patient man can always afford to wait. The patient man is never desperate. The patient man has time to spare, while the man in a hurry is always on the verge of bankruptcy as far as time is concerned.

In any situation you can think of, impatience is a source of weakness and fear, while patience represents substance and strength.

And here’s another reason why patience gives the person who has it an incalculable advantage over those who don’t have it: It gives him deeper insight into himself and others, which is a mark of philosophical refinement. If you can only see the short term, if you think only in terms of the here and now, then you are stuck in one place. You can’t judge distances. You live in a world that’s flat and twodimensional. In other words, the impatient person lacks all sense of perspective.

Perspective lets you measure your current plans against things that have already occurred and against your desires and aspirations for the future. Then and now, here and there, near and far, need and know, watch and wait—these are the dual optics that allow the patient man to see in stereo. The nearsighted person sees only the present; the fantasizer sees only an imaginary future and, more likely than not, trips over his mistakes trying to get there.

Patience enables you to see the big picture. It helps you to make the most of today while building a better tomorrow. For that reason, it’s one of the most valuable equities of all, one that you should make every effort to acquire. The payoff will be worth it.

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.

If you can only see the short term, if you think only in terms of the here and now, then you are stuck in one place.

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Written By Jim Rohn ExecutiveAgent Magazine

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Creating A Niche

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Written By Nancy Michaels

S

tarbucks did it. So did Sam’s Club. For that matter, McDonald’s did, too. They carved themselves a successful business niche.

When Starbucks came on the scene, it raised coffee from a mere beverage to a culture in its own right. Warehouse clubs like Sam’s made shopping in bulk fashionable, and we all know that before McDonald’s, fast food was downright slow.

In today’s’ competitive business climate, you’ve got to separate yourself from the pack -- you’ve got to create a niche. By offering something no one else has and by targeting your business to a few select markets, you protect yourself not just from the competition, but from the twists, turns, and plunges of the economy.

Before Starbucks, coffee came in two ways: regular or decaf. Now you have your choice of latte, cappuccino, espresso... The people who have grown to depend on specialty coffee roasters for their freshly brewed cup of Columbian premium would no longer dream of plunking 75 cents into a vending machine for a watery cup of joe.

The lesson here is to create a product or service that so completely fills a need, that your customers will have a hard time imagining life before you came on the scene.

Finding your own niche is often a matter of putting a new spin on what you already do. Ask yourself, how can I differentiate my business from others? How can I create the perception that my market simply cannot live without me and what I have to offer?

1. Decide who you want your customers to be. Be specific, listing their names and companies.

2. Decide on your focus. If you have trouble, then examine the needs of your customers.

3. Match what you’re selling to what the customer wants to buy. List your potential clients’ interest, concerns, ambitions, and goals.

4. Make sure your niche is special, unlike anything else out there.

5. Make sure your niche is viable. Is there a market?

Is it a strong one?

6. Test your product or service with real people.

7. Market your business like crazy.

8. Commit yourself to your business.

9. Do it all over again when your niche has grown old. Look at where your market has been and where it’s going. And be prepared to respond to change. The secret to successful niche marketing is the ability to grow and evolve with the times.

You don’t have to be a Starbucks, McDonald’s or Sam’s to be a successful niche marketer, but you can follow their lead for doing business. Find an unmet need, or create one, then position your company to fill it. Do that, and you will have found your niche.

Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels.

All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http:// www.frogpond.com.

In her book, “Nichecraft,” Lynda Falkenstein lays out the following steps for creating a niche:

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