EXECUTIVE AGENT MAGAZINE - OCTOBER 2019 LOS ANGELES

EXECUTIVEAGENT MAGAZINE

Gia Silva Executive Agent of the Month

Inside Features Jennifer Davidson Richard Lee

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kinecta.org/construction-to-perm Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Subject to credit and property approval. Rates, program terms, and conditions are subject to change without notice. Not all products are available in all states and for all loan amounts. Other restrictions and limitations may apply. The actual terms of the loan will depend upon the specific characteristics of the loan transaction, the applicant’s credit history, and other financial circumstances that may apply.

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EXECUTIVE AGENT OF THE MONTH

Gia Silva INTI Realty

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Inside Features

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Jennifer Davidson

Richard Lee

Keller Williams Realty

Nationwide Real Estate Executives ExecutiveAgent Magazine

LOS ANGELES COUNTY - OCTOBER, 2019

Editorials

E XECUTIVE AGENT

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MAGAZINE

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

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

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

City of Hope....................................................34 Finance of America Mortgage........................36

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iPhotography Studio...............................................23 Kinecta Federal Credit Union.................................2 NAHREP..................................................................25

Creating A Niche -Nancy Michaels

PWR.........................................................................28 SRAR.................................................................................14

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The Termite Guy......................................................3 Ticor Title Company...................................................29 VAREP............................................................................15

Becoming a Peak Performer -Peggy Morrow

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Talking to Yourself -Zig Ziglar

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Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2019 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.

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E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

The Real Deal

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er upbringing was a magical one.

Her parents met on the Manhattan Beach Pier, and shortly after Jennifer’s birth, they decided to move to her mother’s home country of Ecuador.

There, Jennifer was raised in the heart of a large and loving extended family, where aunts and uncles were more like bonus parents. In the small town of Ambato, in the Andes Mountains, her family were entrepreneurs, and Jennifer earned money minding the dry cleaning counter.

Eventually, however, her parents decided it was time to return to the U.S., where Jennifer would have greater opportunities for education and career. She entered 7th grade with no English, but always an excellent student, Jennifer achieved academically while also working from the time she could obtain a work permit. After graduating from Redondo Union High School, she began attending college with the idea of somehow becoming a business owner like her family in Ecuador with a communications degree. Then she visited with her uncle, a Realtor®, and her path was clear.

“The Real Deal.” That’s how one client described Jennifer Davidson, broker/ associate at Keller Williams Beach Cities in El Segundo. It’s an apt description, since Jennifer was born in the South Bay, has devoted her entire career to real estate and is ranked among the top 2 percent of Realtors® nationally.

“Instantly, I knew this is what I wanted to do,” Jennifer says. “I immediately got my license at only 19.”

True to character, Jennifer took on real estate with determination and vigor, and she didn’t take a day off during her first four years in the business. She admits that it was difficult in those early days, as her youth required her to work harder than her elder colleagues. Her first listing was for a $70,000 condo in Lawndale, and after a successful transaction, she obtained 10 more listings in the complex within a few months. She was well on her way to a successful and gratifying career.

Jennifer Davidson ExecutiveAgent Magazine

Eventually, Jennifer opened a real estate, mortgage and escrow company with a business partner, and through that experience she developed a comprehensive knowledge of the industry that continues to bring value to her clients today.

Having completed hundreds of transactions in the South Bay since 2001 totaling well over $170 million, Jennifer brings unparalleled local experience to clients throughout the region paired with her signature world-class service. “I’m not about getting the highest number of transactions per year, I prefer quality over quantity,” she says. “I’m very relationship-based, and I like to take my time to get to know the people I work with. Buying or selling a home is a complicated process, and when the transaction closes, it doesn’t end. I like to visit once my clients are settled and then continue to stay in touch to make sure they’re still happy with the home and taken care of.”

As a result of her extraordinary customer care, more than 80 percent of Jennifer’s business is now made up of referral and repeat clientele. “It’s nice because people trust me and love the way I handle a transaction. Now I can spend my time pounding the pavement to find their dream home or help them sell and get top dollar, rather than looking for new business. I can focus on delivering the world-class service my clients deserve.”

Jennifer emphasizes that serving clients at this level requires a whole team of dedicated professionals, and in her case, some of those professionals are also family. In addition to her top-notch transaction coordinator and marketing team, Jennifer is joined by her sisters, Sofia Farfan and Stepha Jarvie, who work with her as executive assistant and buyers agent/listing partner, respectively.

Jennifer has a full contingent of stagers and tradespeople at the ready to turn her clients’ homes into showrooms. “My goal is to get someone every penny out of their home so they can move on with their pockets full when they take their next step. I know which things to leave alone or invest in for the highest ROI. I rebuilt my own home down to the studs, so I’m extremely comfortable with managing the details, and it also makes me useful when going through a home inspection for my buyers.”

A strong negotiator who is meticulous about research and contracts, Jennifer is known for getting her buyers’ offers accepted the first time around. “A lot goes into packaging an offer correctly and negotiating for acceptance. It’s emotionally draining every time someone loses a potential home, and I want to help them avoid that stress.”

Jennifer married her high school sweetheart, and today they are raising their 5-year-old son in the same community where they have a lifetime of happy memories. “My mission is to wow clients with excellence and strong integrity in order to create winning results for their real estate dreams. I know people have a lot of choices in real estate. I’m grateful for the opportunity to serve them and honored to be part of their lives.”

Jennifer Davidson DRE #01321065 Keller Williams Beach Cities 830 S. Pacific Coast Highway, Suite 200 El Segungo, CA 90245 Tel: 310-308-5196 Email: jencdrealtors@gmail.com Web: www.JenniferDavidsonHomes.com

The team provides full service for listings, assisting with every aspect of preparing a home for market.

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Having Faith And Trust Will Lead To Success

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ExecutiveAgent Magazine

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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:

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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E XECUTIVE AGENT

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MAGAZINE

Richard Lee Specializing in Client Satisfaction Written by H. K. Wilson

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first-generation American and MBA graduate of the prestigious Hult International Business School, Realtor® Richard Lee says he learned two things from his Korean parents: a strong work ethic and the value of family.

After beginning his career in the corporate sector, Richard soon realized that the rigid structure did not fit with his intuitive people skills. He read Robert Kiyosaki’s “Rich Dad Poor Dad,” and the door opened to the exciting world of real estate, where Richard specializes in client satisfaction. “I love real estate,” Ricard says. “It makes me happy to talk to people and build relationships. I like meeting with clients face to face and really seeing them meet their financial goals. It gives me joy to help people achieve the American Dream.”

When Richard began his real estate career, he chose Nationwide Real Estate Executives in Irvine for its vibrant team atmosphere. Located just off the 5 Freeway near the Irvine Spectrum, the office is accessible and welcoming to clients. “We are big enough to have all the resources to give our clients the best service, but small enough to be more like a family. Everyone is here to help each other succeed, and I think our clients feel that.”

Born in LA and raised in the Inland Empire, Richard now lives in Orange County. While much of his real estate practice is focused in South OC, his familiarity with neighborhoods throughout Southern California equips him to guide clients to hidden gems across the region. “A lot of people want to move to the Inland Empire because it’s more affordable. Since I used to live there, I know first-hand what the different cities have to offer.”

As a young professional, Richard is proficient in the latest technologies, but he prefers to do busi-

ness the old fashioned way: face to face. “If a conversation over the phone is going to take more than 10 minutes, I’d rather just meet in person. I’ve found that the baby boomers I work with love faceto-face interaction, and with the rise of the internet, they’re getting less and less of that. I’m there for them and willing to drive to their house for appointments. I enjoy talking to people and seeing what they are all about. I like it when they share their life stories and I can really get to know someone I’m helping with a major life decision.”

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His enthusiasm and willingness to roll up his sleeves to get the job done are hallmarks of Richard’s service. He goes above and beyond what others are willing to do. “When someone is trying to sell a home, they’re expecting boots on the ground to start finding buyers instead of just putting it on the MLS and laying back. I give that level of service. I’m willing to go the extra mile to help out, whether it’s helping someone move furniture or clean out things they need to get rid of.” Richard is a keen supporter of the local Salvation Army, and he often facilitates donations to the organization by clients who are in the process of moving.

to and able to serve them in a way that makes them comfortable.”

Richard strikes the ideal balance as a professional who is energetic, educated and up-to-date on market trends, while also being client-focused.

“When someone is making their biggest financial decision, it’s important to counsel with a qualified agent who can guide them about the best route. I’m committed to my clients’ success, and I never give up on a client when times get rough. If someone is downsizing or buying their first home, I’ll be their face-to-face agent from start to finish.”

Richard’s advanced aptitude for analyzing financial markets further sets him apart from Realtors® who are less informed about investing. Richard says, “A home purchase is a huge financial investment for any individual, so any agent who doesn’t know about taxes or how to reach financial goals is not giving their clients full service.”

While earning his MBA, Richard traveled to Shanghai, where he worked as a consultant tasked with expanding the Nike sports apparel market in China. In addition to an international perspective derived from his Korean heritage and extensive overseas travel, Richard is also fluent in Korean and conversant in Chinese and Spanish. “Working in real estate, I’m always talking with people from different countries, and being able to relate culturally is a big plus. The level of respect to elders seen in Asia is different from the way people relate here in the U.S. It makes me more aware of who I’m talking ExecutiveAgent Magazine

Richard Lee Nationwide Real Estate Executives 9170 Irvine Center Dr., Ste. 100 Irvine, CA 92618 Tel: 909-921-8127 Email: RichardL@nreliving.com Web: http://richardlee.nre.cloud DRE # 02071577

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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UPCOMING EVENTS & CLASSES FOR MEMBERS •

October 19, 2019 Homebuyer Seminar

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October 28, 2019 Certified International Property Specialist Designation Classes Begins

October 3, 2019 Multicultural Mixer

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November 6, 2019 Veterans Luncheon

October 16, 2019 Property Management for Investment Real Estate Class

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October 17, 2019 YPN Mixer @ Telco Brewery in Santa Clarita Valley

November 13, 2019 Overview of Commercial Real Estate Investment Analysis

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November 13, 2019 Duane Gomer 45 Hour CE Course with Live Review

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October 2, 2019 Boomers Next Avenue Downsizing 101

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October 3, 2019 Global Day

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Visit www.SRAR.com for More Information On All Events & Classes!

Text “WHATSUP” to 313-131 for Alerts on SRAR Events

Mul ticul tural Mixer

THURSDAY OCTOBER 17, 2019

SRAR Auditorium

YPN MIXER OCT 3rd

Telco Brewery | 5pm-7pm

5PM - 7PM

*JUNE 11, 2019*

Food From9:00 Around World, Prizes, AMthe - 2:30 PM Drinks, Entertainment and More!

THE ODYSSEY | FREE FOR MEMBERS

Networking, Prizes, Appetizers and Drinks!

SOUTHLAND REGIONAL ASSOCIATION OF REALTORS® “The Voice of the San Fernando & Santa Clarita Valley” Your REALTOR® Association Bringing Benefits & Services to Members. www.SRAR.com | 7232 Balboa Blvd. Lake Balboa, CA, 91406 | 818-786-2110

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

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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: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323

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Cover Story

Gia Silva Executive Agent of the Month

ExecutiveAgent Magazine

Gia Silva Written by Haley Freeman

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hen Gia Silva opened the doors on her boutique real estate brokerage, INTI Realty, in Long Beach, she borrowed from her Peruvian roots and named the company after the Incan sun god and symbol of everlasting happiness, Inti. She explains, “I live in a beach town and sell homes in beach cities.

It seemed like the perfect symbol for my business. And

every time you say it, you can’t help but smile.” With a focus on Long Beach and its surrounds, Gia has built a distinctly personal business culture in the community that has been her home since 1991. “Our mission is to be the superior real estate solution in our marketplace.

Our sole focus is to create a ‘wow’ experience for every client, every time.”

ExecutiveAgent Magazine

Gia is successful in attracting both team members and clients who share her values, and she says the benefit to her is that she gets to work with people she genuinely likes. “The culture we’ve built in our business pulls a lot of the clients we have to us. It’s so personal, that we’ve all

become like a family. In fact, we call our clients our ‘INTI family.’ We have two client appreciation events every year where everybody gets to know each other. We are striving to always wow them, not just before and during a transaction, but from now on.”

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Selling Surf, Sun and Happiness A recent buyer said about Gia and her team that they are all “energetic, friendly, professional, on time, knowledgeable and get things done without the hassle and stress!

They really listen and work with you to figure out all the options available for you! INTI Realtors® are the perfect example of how Realtors® should run their business and client relationships!”

A bold entrepreneur, Gia has been a top-producing Realtor® since 2003 and a licensed broker since 2014.

She continues to expand her professional horizons through regular coaching with the Tom Ferry organization, where she has doubled her business year over year and was featured as a Success Summit speaker in 2016 and 2017.

In 2018, Gia was recognized as an Inspirational Realtor® by the National Association of Hispanic Real Estate Professionals (NAHREP). The Tom Ferry organization is featuring Gia in a documentary film detailing her journey as an immigrant who has created extraordinary success in real estate.

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“As an immigrant, real estate for me is special. In my immediate family, I was the first to own a property. My parents never owned until I became a Realtor® and helped them buy a house. I know I can meet and empower families that may not understand what it takes to own a home, and help them prepare to reach their American Dream.

It’s so powerful to be the one to say, ‘I’m going to guide you.’ It’s humbling that they’re trusting you to guide them through one of most important milestones they’ll reach in a lifetime. It directly reminds me of where I came from.

I also like being able to help the younger generation understand what they have to do to buy their first home, and then buy more property. I feel it’s the way to financial freedom. That really moves me.”

Gia is committed to growth and action in every area of her life. In addition to her busy real estate practice, she is a marathoner, dancer and yoga practitioner. Her mantra for living? “Be bold.”

She says, “The documentary I did helped me realize that you have to take ego and self out of the way in order to see the bigger picture clearly. When we’re going through any process and it gets really uncomfortable, that’s when most people quit. I’ve learned how important it is to be bold enough to do the things that are uncomfortable, because that’s how I can become the person I really want to be for myself, my family and my clients.”

ExecutiveAgent Magazine

GIA SILVA

INTI Realty 2126 E. Broadway Long Beach, CA 90803 Tel: 562-572-4978 Email: Gia@intihomes.com Web: www.INTIHomes.com DRE # 01408839 ExecutiveAgent Magazine

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Creating A Niche

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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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.

ExecutiveAgent Magazine

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ExecutiveAgent Magazine

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

I

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.

ExecutiveAgent Magazine

33

Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM

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