EXECUTIVE AGENT MAGAZINE-SAN DIEGO FEBRUARY, 2023

Frank Grannis

Successful Selling...What Does It Really Take?

It has often been said that sales is the hardest easy work you could ever do. It has also been said that High Point is the Furniture Capital of the World. The second statement is true. The first is false.

Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy. And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you’ll see just how difficult the sales profession can really be.

The problem is that sales is a profession to which many are called and woefully few succeed. And I mean really succeed. I don’t mean just making a living. I mean making a meaningful, fulfilling life. A life of financial freedom, independence, balance and prosperity.

The sales profession can provide you all of that and a lot more. But in order to allow it to do all these things for you, you must bring a lot to the table. Unfortunately, there are lots of errors, mistakes in training and erroneous assumptions that sales is an easy-to-do thing. Nothing could be less true.

Let’s take a look at a list of 25 skills and a second list of 25 attributes required for sales success. Scan the list and check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t

Attributes

• Self-Starting Capacity

• Handling Rejection

• Physical Stamina

• Emotional Stability

• Ability to Focus

• Tenacity

• Empathy

• Goal Directedness

• Handling Stress

• Dealing With Ambiguity

• Balance

• Rebounding From Setbacks

• Self-Esteem

• Positive Expectation

• Loyalty

• Thinking On Your Feet

• Resiliency

• Self-Renewal

• Self-Awareness

• Problem Solving

• Self Discipline

• Results Orientation

• Compartmentalization

• Emotional Maturity

• Flexibility

As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession? Whoever said that it’s the “hardest easy

work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights?

Yes, sales is a great profession. A demanding profession. A rewarding profession. But it is also, perhaps, the most misunderstood profession of all. These fifty skills and attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now.

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© 2000-2001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www. frogpondgroup.com.

“Be thankful for what you have; you’ll end up having more. If you concentrate on what you don’t have, you will never, ever have enough.” - Oprah Winfrey

The Great Challenge of LIFE

Here’s the great challenge of life – You can have more than you’ve got because you can become more than you are.

I have found that income seldom will exceed your own personal development. Once in a while income takes a lucky jump, but unless you grow out to where it is it will go back to where you are.

Somebody once said if you took all the money in the world and divided it among everyone equally, it would soon be back in the same pockets. However, you can have more because you can become more.

You see, here is how the other side of the coin reads – unless you change how you are, you will always have what you’ve got. The marketing plan won’t do it. It’s a good plan but it won’t work without you. You’ve got to work it. It is the human effort that counts. If you could send a sales manual

out to recruit – wouldn’t that be lovely? The major thing that makes the difference is what YOU do.

In order to have more, you need to become more. The guy says “If I had a good job I would really pour it on, but I have this lousy job so I just goof off.” If that is your philosophy you are destined to stay there. Some people say if I had a lot of money I would be really generous, but I don’t have much so I’m not generous.

See, you’ve got to change that philosophy or you will never have “the lots of money”. Unless YOU change, IT won’t change. Amazingly, however, when we throw out our blame list and start becoming more ourselves – the difference is everything else will begin to change around us.

by Jim Rohn

Empowering Your Agents: NEGOTIATION

Great recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series.

One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents.

Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.”

“When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work. Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will also commend them for making the offer on (my sellers’) home.

“I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate win-lose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?”

“Ok, back to this offer. I will let the agent know that we will get back to them promptly.”

“No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with you. Then we will come up with a counter offer price. At that time, I will gather all the evidence possible that

proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.”

“I will put a cover letter on the counter offer, covering a few items:

1. Thanking the buyers for their offer.

2. Letting them know their agent is working hard for them and has earned my respect.

3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent.

4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.”

“Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.”

If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting.

Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

Are You Doing All You Can Do?

My goal in real estate was to leverage my time so that I was getting the maximum amount of income out of every exertion of energy. I never liked showing property much, but I really wanted the listing. In fact, I did whatever was ethical to become the most recognized REALTOR® in my area.

This system is a little aggressive, not for the faint of heart. I never considered it solicitation of a seller, just feedback; however, the results were many sellers ended up knowing me and paying more attention to my expired solicitation.

I risk showing you this in that you may think all of my ideas are “grey area” but not so! I have thousands of systems in my training materials that will make you a fortune, but I have to tell you -- I just loved that call from the REALTOR® who had more

time on their hands than business and who would complain that I should have emailed him/her my feedback on their listing.

Most times, I was giving better feedback than the listing agent. The top agents loved it, so that is why I have so many different systems. I had to keep inventing new ones, because the competition kept stealing my ideas.

Just leave a card at the property you have shown. Make sure all of your information and picture are on the card. Mine had me next to my Rolls Royce on the back.

Have a bunch printed up and leave them every time you see a home: FSBO, open house, showing, etc. Have fun!

- by Walter Sanford

Time can be an ally or an enemy. What it becomes depends entirely upon you, your goals, and your determination to use every available minute.

— Zig Ziglar

Know of a REALTOR® doing amazing things? NOMINATE them to be our next Executive Agent of the Month

Frank Grannis

Executive Agent of the Month

Frank Grannis Redefining Excellence

Written by H. K. Wilson - Photography by Ian Wiant

What does excellence mean to you? To Frank Grannis, award-winning Realtor® at San Diego’s HomeSmart Realty West brokerage, it means an uncompromising commitment to professionalism and service that yields unparalleled results for the buyers and sellers that he represents.

As proof that he is living up to his definition of excellence, Frank has been honored year after year with the “Circle of Excellence” award from the San Diego Association of REALTORS® and the San Diego Union.

He is also ranked among the top 1.5% of agents nationwide by RealTrends + America’s Best Real Estate Professionals. This prestigious award distinguishes Frank among nearly 2 million licensed real

estate agents and is based upon verified performance data.

A San Diego native who graduated from the esteemed The Bishop’s School in La Jolla, and then later graduated with honors from Trinity University in San Antonio, Texas, Frank’s success began early in life with a remarkable tennis career.

In fact, to this day, Frank still holds the all-time San Diego junior tennis record for having been ranked #1 for eleven consecutive years. In addition, Frank ranked in the top 10 in the United States eight times. Significant victories over the course of his career include wins over Pete Sampras, Aaron Krickstein, Michael Chang, and Patrick McEnroe. And recently, Frank has been nominated for the San Diego Tennis Hall of Fame.

When the time came to transition from the sports world to the business world, Frank showed that he could be every bit as successful in a corporate setting as he was on the tennis court.

In fact, Frank enjoyed a stellar 20 year career in the pharmaceutical industry, where he excelled in sales, marketing and executive management roles at both boutique and Fortune 500 companies alike. It’s no surprise that Frank’s work ethic, attention to detail and competitive fire helped him consistently win many national awards.

So, why did Frank leave such a lucrative and rewarding career in the pharmaceutical industry to become a real estate agent?

“In my corporate career, I was helping myself and my company, but I never felt like I was helping other people,” Frank says. “And I had always been involved in real estate as a homeowner and investor, and I loved it. But quite frankly, I was never wowed by my experiences with the real estate agents that I worked with. So, I saw an opportunity.

By applying my professional experience, skills, and competitiveness to real estate, I am able to find a way to get the win for my clients. I cannot even begin to explain the satisfaction and joy that it brings me to help people achieve their goals when buying or selling a home!”

With his personal, hands-on approach to real estate, Frank removes many of the frustrations that arise during a real estate transaction and makes the experience a seamless one for his clients. A couple who spent six months working with Frank from out of town to find their dream home, said this about the experience: “It can be difficult to make such a huge decision from so far away, but we felt comfortable buying our home sight unseen by working with Frank. Frank was incredibly thorough and invaluable in giving us feedback during showings that we wouldn’t have known otherwise. Also, we did not realize how much negotiating and back and forth is part of the closing process. Luckily, Frank was there every step of the way fighting for our best interests. You won’t find a better REALTOR®!”

Likewise, a recent seller said: “We had a great experience working with Frank on the sale of ourproperty. He is knowledgeable, professional, and calm. His sound advice made for a smooth transaction from start to finish. We highly recommend Frank to others and will work with him again.”

While some real estate agents focus on a very small part of San Diego, Frank takes pride in having helped buyers and sellers throughout the entire county.

“I grew up in San Diego, so I know this place like the back of my hand. I take tremendous pride in that I have sold homes along the coast from Coronado to Mission Beach, La Jolla to Del Mar, Solana Beach to Encinitas and Carlsbad to Oceanside, as well as all over Rancho Santa Fe, Santaluz, Carmel Valley, Del Sur, Olivenhain, Poway, Rancho Bernardo, San Marcos, Escondido and 4S Ranch.”

Frank recalls that when he first got his driver’s license as a youth, he loved driving around the county and exploring all the different neighborhoods and communities. That sense of adventure remains with him today and fuels his passion for San Diego real estate.

“San Diego has so many amazing places to live, it’s almost endless. Often, when working with a buyer, in addition to touring homes I also try to incorporate time to show them around the area and provide a local’s perspective. It’s easy to get fixated on just the house search, but it’s just as important to get a real feel for what it’s like to live in a particular neighborhood. It helps that I can share my first-hand knowledge, providing bits of information, a sense of history, things like the schools, restaurants and shops that they might like, where there’s a quick shortcut to a nice park or a trail, or the quickest route to avoid traffic in the morning.”

Frank brings excellence to San Diego real estate not only by applying his market knowledge and extraordinary professional skill set, but through his genuine care for the people he represents.

“The nature of this business is that a real estate agent is going to learn a lot about their client. I’m going to learn about such things as my clients’ finances, how they look at things, what their personality is like, family stories and such, and if people are buying or selling a house together,

I may even have to play the role of referee or peacemaker! Kidding aside, the bottom-line is that people put their trust in me to deliver for them. That is an awesome responsibility. And one that I appreciate and relish. So, it’s of the utmost importance that I give them my all, day in and day out, in return. I came into this industry by choice, and with a purpose to provide my clients with the very best service and experience that a person can have in real estate, and I think my results reflect that.”

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Nestled on one of Steele Canyons very rare View lots w VIEWS of the golf course, lakes and relaxing mountain setting! This Gorgeous home has a modern style and has been remodeled to impress! Double door entry greets you with vaulted ceilings and a wrought-iron staircase! Light & bright open floor-plan with 4 bedrooms plus a large loft area upstairs that’s perfect for a home office or 5th bedroom addition! Backyard boasts a resort style living at its finest with stunning Pool, Jacuzzi, BBQ & Firepit all with a gorgeous VIEW!! One full bedroom with its own private bathroom downstairs & 3 more large bedrooms upstairs! Oversized driveway plus 3 car garage! Come live the good life in Steele Canyon Estates! Offered at $1,650,000

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AgEnt MAgAzinE

The Top Six Ways To Stay Motivated

1. Get Motivated Every Day.

Zig Ziglar was once confronted about being a “motivational speaker.” The guy said to him, “You guys come and get people hyped up and then you leave and the motivation goes away. It doesn’t last, and then you have to get motivated again.”

Zig reminded the gentleman that baths are the same way but we think it is a good idea to take a bath every day! It is true that motivation doesn’t last.

We have to renew it each and every day. That is okay. It doesn’t make motivation a bad thing. We simply have to realize that if we want to stay motivated over the long term, it is something we will have to apply to ourselves each and every day.

2. Have a Vision for Your Life.

The root word of motivation is “motive.” The definition of motive is, “A reason to act.” This is the cognitive or rational side of motivation. It is your vision. You have to have a vision that is big enough to motivate you.

If you are making $50,000 a year, it isn’t going to motivate you to set your goal at $52,000 a year. You just won’t get motivated for that because the reward isn’t enough. Maybe $70,000 a year would work for you. Set out a vision and a strategy for getting there. Have a plan and work the plan.

3.

Fuel Your Passion.

Much of motivation is emotional. I don’t know quite how it works but I do know THAT it works. Emotion is a powerful force in getting us going. Passion is an emotion, so fuel your passion. “Well, I like to work on logic,” you may say. Great, now work on your passion. Set yourself on a course to have a consuming desire for your goal, whatever it is. Do whatever you can to feel the emotion and use it to your advantage!

4.

Work Hard Enough to Get Results.

You can build on your motivation by getting results. The harder you work, the more results you will get and the more results you get, the more you will be motivated to get more. These things all build on one another.

If you want to lose weight, then lose the first few pounds. When the belt moves to the next notch you will get fired up to get it to the notch beyond that!

5. Put Good Materials into Your Mind.

I can’t say this enough – listen to audios. I still listen to audios regularly. I buy audio clubs from other speakers and I learn and grow. Their successes motivate me to get my own successes!

Read good books. Read books that teach you new ideas and skills. Read books that tell the stories of successful people. Buy them, read them, and get motivated! Buy great music and listen to it. I just did a spinning class at the club today. Whenever a good song came on I was actually able to get motivated to ride faster! It gets you going and motivates you!

6. Ride the Momentum when It Comes. Sometimes you will just be clicking and sometimes you won’t. That is okay. It is the cycle of life. When you aren’t clicking, plug away.

When you are clicking, pour it on because momentum will help you get larger gains in a shorter period of time with less energy. That is the momentum Equation! When you are feeling good about how your work is going, ride the momentum and get as much out of it as you can!

These are the top six ways to stay motivated: Get motivated every day. Have a vision for your life. Fuel your passion. Work hard enough to get results. Put good materials into your mind. Ride the momentum when it comes.

These are simple principles, that when you put them to work regularly, will change your life by keeping you motivated all the time! So don’t wait — Get going!

Chris Widener is a popular speaker and writer helping individuals and organizations turn their potential into performance, and succeed in every area of their lives and achieve their dreams. Learn more about the Ultimate Success Series By Chris Widener.

Teaming With Success

We are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen. You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success?

True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives. In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals.

Among the hallmarks of effective teams, whether in sales or service environments:

• A shared vision of the mission of the team and its goals

• Willingness to meld one’s individual talents for the betterment of the team

• Clear communication in both directions: between team leader and team members, and amongst members themselves

• Ample appreciation of individual differences within one’s team

• Recognition and reward of team members for their efforts

I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play.

Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture.

Team members seek the following:

• To be heard

• To feel important

• To be valued, appreciated and recognized

• An opportunity to express individuality

These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way. Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated. They are self-starters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding. Neither is right nor wrong. But each excels when treated the way they most want to be treated.

Team leaders should strive to achieve the following:

• A clear vision of the team’s goals and objectives that they consistently articulate

• Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style

• Cohesion through regular communication

• Support for each team member

• Recognition for members’ accomplishments and group milestones

Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success!

Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively.

Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com.

Potentialize Your Opportunities

Iremember watching the movie “Dead Poet’s Society” when it was first released in the theatres. Robin Williams’s character is a professor who wants his students to think for themselves, so he makes them stand on top of their desks to view things in a different way. That really stuck with me.

When you think about it, people hardly ever look at the world through their own eyes. They get their information filtered through the eyes of others, whether they’re the eyes of the media, politicians, friends or family. But what looks like one thing to someone may look totally different to someone else. To really see what’s going on in the world, to see what opportunities exist for us, we have to see the world through our own eyes in our own way. We all need to recognize and potentialize opportunities when we see them.

What do I mean by potentialize? When something has potential it has power, it expresses possibility, it is influential and effective. As we go through each day we should be on the lookout for any situation that expresses possibility. Any situation.

To attain the success you desire you have to recognize possibility everywhere and then stretch and flex your mind to create million-dollar ideas. And you’re not limited to just one. The more you practice seeing the possible in daily life, the better you

will become. Then you take those small possibilities and potentialize them and create great monetary abundance.

We all have the ability to potentialize opportunities and create phenomenal wealth. And the amazing thing is that there are multiple possibilities for potentalizing in every situation! Just because someone comes up with a new way to do something doesn’t mean that there isn’t yet another way to do it.

We have each been blessed with individual characteristics and abilities that no one else has. We each have our own special way of doing things. And that means we each have the ability to potentialize in our own unique way. ‘Be grateful for your problems, for they stimulate an ‘I-can-solve-it’ new attitude.’

Written by Mark Victor Hansen - Co-author of the wildly successful Chicken Soup For The Soul series of books, as well as many others. For over 26 years, Mark Victor Hansen has focused solely on helping people in all walks of life reshape their personal vision of what’s possible for themselves. Learn more about his best selling program, Rip-Roaring Wealth .

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

WE LIVE TO CURE CANCER.

Science saving lives.

cityofhope.org/bmt