September inland empire 2013

EXECUTIVEAGENT MAGAZINE

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Alan Gooch Executive Agent of the Month

I NSIDE F EATURES: CYNDI BALTAZAR imortgage

.................................

REALTY ONE G ROUP Company Profile .................................

S ARA S HERER Keller Williams Realty

Lenders . . . after years of helping others make the move, we’d like to help you do the same.

Come join us in the Corona, Riverside or soon-to-be Temecula office of imortgage.

Make the move to imortgage and watch your career take off!

If you’re a loan officer or production assistant determined to take control of your high-flying career, target imortgage. We’re one of the largest and fastest-growing lenders in California. imortgage is not only the perfect place to land, it’s the perfect place to launch the next phase of your exciting career. Let us help your career take flight!

• Industry-leading Compensation Plan

• 2nd largest lender in CA for purchase business

• Excellent health benefits coverage. 401K match, too!

• Fastest-growing mortgage correspondent in the U.S last 3 years.

• Average 30-day closings

• Highest Eliant Customer Service scores in the U.S.

• Broadest product line of any direct lender

• Most complete builder-support platform of any company.

Your new career with imortgage? The sky’s the limit! Call Judy Marburger today! (951) 893-6300 Judy Marburger Branch Manager Direct (951) 893-6300 Mobile (909) 821-7741

judy.marburger@imortgage.com NMLS ID 150951 imortgage 1250 Corona Pointe Court, Suite 101, Corona, CA 92779. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 09/2013. Equal Housing Opportunity.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

SEPTEMBER, 2013

Cover Story

INLAND EMPIRE Editorials

26 - Tony Alessandra:

Expanding Your Vision And Ideas!

22 - John Boe:

Time Management Tips

12 - Bill Brooks:

ADVERTISERS’ INDEX

Successful Selling... What Does It Really Take?

5 Alan Gooch

Executive Agent of the Month

28 - Mark Hunter:

The First 30 Minutes of the Day

imortgage.............................................2 i Photography Studio.........................11 Prominent Escrow...........................24

16 - Dirk Zeller: 32 - Zig Ziglar:

Realty ONE Group............................36 The Termite Guy...............................20 Ticor Title Company.........................21

Appearance

TIGAR....................................34

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

imortgage

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Realty ONE Group Company Profile

Eagle Home Mortgage.......................35 Evergreen Realty...............................25

Accomplish Team Training Through Monkey See Monkey Do

Cyndi Baltazar

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

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© Copyright 2013 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.

Sara Sherer

Keller Williams Realty ExecutiveAgent Magazine

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Nomination Form

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Nominate a fellow REALTOR速 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: 949.366.3349

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Cover Story

Alan Gooch Executive Agent of the Month

ExecutiveAgent Magazine

ALAN GOOCH

By Julie Brown - Ian Wiant Photographer

A

lan Gooch went with his friend to get a cookie, but ended up receiving so much more. When his friend took him to visit an acquaintance at a new home community simply to get a cookie, Alan actually got a glimpse of the new home sales industry and his future. “I started asking her about the industry and her job and was very intrigued,” says Alan. It turned out that the timing was right and Alan made the decision to jump into real estate and new home sales. Ten years later he’s now working as a Senior Sales Counselor for Mastercraft Homes in the Singleton Heights community in Calimesa.

“What I love about new homes sales is that people entrust you with the biggest decision of their life and I get to play a part in that,” shares Alan. “I get to affect people’s lives every day and that’s very rewarding.”

After serving in the Navy for five years, Alan started a career in the retail industry. He worked for a major convenience store chain for 11 years before deciding to open his own business. He bought a convenience store and managed

it for five years before opening an inventory business. When heart problems plagued him, he took a year off to get back his health. Alan returned to retail sales, but wasn’t totally satisfied with the work he was doing. He was also going through a divorce at the same time.

Alan went to visit a friend in northern California who owned a construction clean up company. His friend was so busy, the only way Alan could spend time with him was to help him with his work. “I basically went to work with him,” says Alan. “He suggested that we take a cookie break.

I thought we were going to the store, but we actually went to visit his friend at a new home community.” In addition to that cookie, Alan got an earful about the real estate industry and new home sales. He always had an interest in real estate and had considered becoming an agent, but never pursued it. “I was really interested in new home sales,” explains Alan. “It seemed like it would be a good fit for me with my business background. Plus, I really enjoyed working with people.”

ExecutiveAgent Magazine

In 2003 Alan earned his real estate license and decided to jump right into new home sales. The only challenge was that no one was hiring at the time. “I sent out my resume to 66 builders and only four responded,” shares Alan. “They didn’t have jobs, but all suggested that I go to work for a temp agency.” Alan spent the next year working for a real estate temp company where he had the chance to fill in at several different home communities. In 2004 he went to work for Pardee Homes. “They really took a chance on me,” adds Alan. “I had no sales experience at the time.”

Over the next seven years, Alan took advantage of the company’s comprehensive training program and built up his sales skills. He also learned how to survive during the tough economic times. “When I first started in new home sales, it was like order taking and people stood in line to buy a home,” shares Alan. “When the market crashed, we

had to rely on our sales skills.” For Alan it was a flashback to the days when he managed his own convenience store. He applied the same strategies he used to build his business then to new home sales. “It’s about creating relationships and a great experience for people when they visit that they want to come back,” he says. “My goal wasn’t to sell them a home on their first visit. It was to get them to commit to coming back.”

At that time, many home builders were dropping their prices, but Alan urged the company not to do the same.

“I thought it was important to keep our prices because we were selling value,” says Alan. “People wondered why our prices remained, but we focused on showing them the value that we provided and it worked.” Sales grew at Alan’s community and they closed out one year earlier than they had planned.

ExecutiveAgent Magazine

Mastercraft Homes A Cookie For New Home Sales During the time that Alan was selling out his community, representatives from Mastercraft Homes kept visiting the sales office to get information. “They were building in the same area and wanted to see what we had to offer,” shares Alan. “We created a relationship. They asked me to work for them, but I said no.” What Alan did promise was that he would visit their new home models to give them his honest feedback as an industry sales professional. He visited their Singleton Heights community, fell in love with the homes and eventually joined the company.

Transitioning from a large home builder to a smaller company like Mastercraft was a big change, but a welcomed one for Alan. “I had so much more freedom and flexibility,” says Alan. “I felt like I was running my own business again. The company really valued my opinion and relied on my skills and experience to be successful.” Since he didn’t have the marketing resources of a big builder, Alan focused on the

fundamentals. “I pounded the pavement and went out in the community to visit businesses and real estate agents and let them know we were here,” explains Alan. “They probably thought I was nuts because homes weren’t really selling at the time, but I did it anyways.”

Sales at Singleton Heights started out pretty slow when the community debuted in 2011. There was even a time when Alan questioned if he made the right decision, but eventually business picked up. “I took people awhile to realize that we were here and to find us,” states Alan.

“When the market started to improve our sales just took off.” Many of the buyers he worked with were beat up and discouraged by the market. “They had put in multiple offers on resale properties and were always outbid,” adds Alan. “They appreciated the fact that they could pick a home, have it built the way they want, and didn’t have to worry about not getting it.”

ExecutiveAgent Magazine

Alan fell in love with the homes at Singleton Heights for the same reasons that his buyers do. “These are high-end homes with great mountain views and lot sizes,” says Alan.

“They are far superior to anything I have ever seen before.”

The community offers five floor plans ranging in size from 1,877 to 3,198 square feet. One of the unique features is that all of the homes have front porches. “The fronts of our homes are not just garages like you typically see,” explains Alan.

“We still have three-car garages, but do them tandem style so we can offer front porches. People want to live outdoors and porches allow them to do that.”

By far the biggest selling feature of the community is energy efficiency. The community prides itself on their advanced solar package which makes panels on the roof standard with every home. “It’s a huge advantage for buyers and not just for the electricity bill savings,” says Alan. “Solar actually lowers their property taxes and gives them a one-time tax credit. No one else offers a solar package as sophisticated as we do.” Other energy efficient features of the homes include advanced insulation, dual pane windows, Energy Star appliances and sealed air ducts.

“Sales at Singleton Heights have been so successful that we can’t build homes fast enough,” says Alan. Of the 71 lots released, 69 have been sold to date. The 113-acre community includes 268 home sites and the company is working feverishly to make more lots available. “We currently have a waiting list for homes,” adds Alan. He estimates that the community is approximately 25% completed and should close out within the next three years. At that time Alan hopes to go into semi-retirement and move to the re-sale side of real estate as an agent. He also wants time to play more golf and hang out with his seven kids and wife, who he remarried this year. Until then, he’s focused on his career and selling homes. “I want people to fall in love with their home,” shares Alan.

“I’m not motivated by money or commissions. I’m driven by having the privilege to be able to sell these homes to people who really want them.”

ExecutiveAgent Magazine

Alan Gooch Senior Sales Counselor Mastercraft Homes - Singleton Heights 169 Singleton Canyon Road Calimesa, CA 92320 Tel: (909) 795-0780 agooch@mastercrafthomesllc.com www.singletonheights.com BRE # 01362327

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Successful Selling...

What Does It Really Take?

I

t 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

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check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t even given much thought to or about: Skills Listening, Goal Setting-Time Management Planning-Scheduling Prospecting-Dealing With Objections Computer Knowledge-Proposal Writing Group Presentation Skills-Negotiation Effective Presentation-Audio-Visual Use Persuasion-Finalizing Transaction Consensus Building-Dress, Style and Image Telephone Skills-Organization Rapport Building-Non-Verbal Communication Strategy-Account Development Networking 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

ExecutiveAgent Magazine

EA

Written By Bill Brooks

Resiliency-Self-Renewal Self Awareness-Problem Solving Self Discipline-Results Orientation Compartmentalization-Emotional Maturity Flexibility

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.

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?

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© 20002001, 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.

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 ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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RAISING THE REAL ESTATE BAR

H

omes Lives Dreams is more than just a tagline for Realty ONE Group, a full-service real estate brokerage with more than 4,300 associates and 37 offices serving the tri-state area of California, Nevada and Arizona. Rather, it encapsulates everything the firm offers to its agents and customers. Though the company has been around for less than a decade, its innovative business approach and company culture are setting new standards for the real estate industry. “We really believe that what we are doing is the best possible model for real estate,” says Chief Operating Officer Matt Emerson. We provide our agents with a positive, non-competitive environment and the latest resources and technologies that enable them to succeed.”

It all begins with the company’s philosophy of putting agents first. “Our brand is our agents,” says Matt. “This is a relationship business and it’s all about the agents. They are the reason we are in business.” The company believes that the best way agents can build their business is by giving them an environment that embraces entrepreneurship and empowers them to market themselves. “We don’t put restrictions on them in terms of what they can do to promote themselves,” shares Matt. “They know what works for their business so we’re not going to tell them what they can and can’t do.”

ExecutiveAgent Magazine

EA Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent

By Julie Brown

That agent first philosophy is also focused on showcasing agents rather than competing with them according to Matt.

“We dont’t market the company brand over theirs,” says Matt. “We don’t put up any roadblocks that interfere with their ability to build their brand and their business.” One of the biggest frustrations they’ve heard from agents joining from other companies is in the area of Internet leads and online advertising. Realty ONE Group doesn’t have a team that manages Internet leads and doesn’t purchase online advertising that conflicts with their agents. Instead, the firm focuses on having a strong web presence at its company website (RealtyONEGroup.com) and working with industry leading listing partners like Trulia, Zillow and Homes.com to send any leads directly to the agents. “Our agents work hard to secure their listings so we remove ourselves as the middle man and make sure they receive their Internet leads,” adds Matt.

In addition to creating a non-competitive environment for its agents, Realty ONE Group also boasts a company culture they describe as optimistic, empowering and focused on efficiency and service excellence. That culture also includes giving their agents a voice and promoting a climate that encourages feedback and values creativity.

“Not many companies deliver on the culture that they promise, but we do,” shares Matt. “We are truly a group of like-minded and passionate individuals who are united in sharing the same values, vision and path for success.”

Providing agents with the latest tools and cutting-edge technology is also a priority for Realty ONE Group. These tools include myROG, a proprietary back office system that provides agents with a comprehensive resource library and real-time statistics on all of their efforts including transaction numbers and volume. “It really gives them a benchmark of how they are performing and gives us great transparency to see how we are doing as a company overall at any given time,” shares Matt.

They also employ a Paperless Exchange system where all transaction documents are completed electronically through their back office. “Everything is submitted online and reviewed by our compliance team,” says Matt. “Not only does it save trees, it also catches any errors quickly and helps with risk management.”

according to Matt. Realty ONE Group’s business model is one they refer to as “Version Now” because it’s designed to meet the needs of today’s real estate agents. As clichéd as it may sound, Matt says that Realty ONE Group likes to operate outside of the box.

Combining an open culture with a non-traditional business model is what makes them unlike any other brokerage firm. “We provide agents with 100% of their commissions, but we don’t charge them exorbitant franchise fees. Instead they pay a transaction fee,” explains Matt. “Usually when you’re training agents it gets awkward when the conversation turns to money and they realize how much they’re paying the company to do business with them. We eliminate all of that by having one plan that levels the playing field.”

Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent. “We’ve seen many seasoned agents who have been beaten down, but then are so refreshed and re-energized when they learn how we do business,” says Matt. “We are here to create lasting partnerships with our agents. Whether they are veterans or brand new to the business, we want to give them everything they need to experience long term success.”

The company has big growth plans for 2013, which include opening six new offices in California and two in Arizona. In addition to their 4,300 associates, they also give much credit to their highly talented and trained staff of office managers who are a big part of the company’s success. “Our Philosophy of ONE is really the foundation for unity,” says Matt. “Everyone brings something unique to the table, and united we can accomplish so much more than we ever could alone.”

The company also employs a business model that has evolved with the cyclical market conditions. The market will always fluctuate, but not all companies alter their business models to adjust for the changing times

ExecutiveAgent Magazine

Realty ONE Group 7545 Irvine Center Drive, Suite 250 Irvine, CA 92618 Tel: 888.461.0101 www.RealtyONEGroup.com BRE # 01844195

EA

Accomplish Team Training Through Monkey See… Monkey Do

M

ost of the learning we do in life is from observed behavior. This observed behavior happens in all environments from work to home. A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my five-year-old son, picked up.

Joan was driving home from errands with Wesley in the car. She was following slow moving cars in front of her, and Wesley asked her why she was going so slow. Joan told him she couldn’t go any faster because there was a car in front of her. Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.” I was busted! In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn.

Your staff, especially the sales staff, will learn from you through observed behavior. They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect. They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads. They will also learn what the standard of performance and expectation standards are through observed behavior. Your team will be able to observe how closely you are really monitoring them. They will observe if there is consistency in your rhetoric and your actions.

Champion Team Rule – People will only do consistently what you expect and inspect.

If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team. If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably.

A word of caution, they won’t react favorably to, “Do as I say, not as I do.” If you want them to prospect consistently, you will have to set the personal example of consistency in this area. They will need to see you prospecting and making sales that link to your prospecting activities. For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same.

If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well.

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Being a successful leader of your team is only accomplished through monkey see . . . monkey do!

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters.

He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Written By Dirk Zeller

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Cyndi Baltazar ExecutiveAgent Magazine

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By Julie Brown

C

ustomer service is the key to success in any business. “You have to find your customer’s wants and needs and meet them,” shares Cyndi Baltazar.

That’s what made her successful in her career in retail management and that same philosophy has helped her in the mortgage business. After working ten years in retail, the long hours and demands of the industry took a toll on Cyndi. A friend introduced her to the mortgage business and 15 years later she has found a career that are both challenging and exciting. “I enjoy helping people overcome their credit challenges in this market and handing them the keys to their new home.”

Cyndi stumbled into a career in retail. She began working for Nordstrom part time and later decided to join their management training program where she worked her way up the ladder very quickly for a successful career in management. After starting a family, she grew tired of the commuting and long evening hours, “I wanted a job where I could work regular business hours” says Cyndi. She went to work for one of the nation’s largest lending companies in 1997. Making the transition from retail to lending was an easy one for Cyndi by applying the same customer service skills she used in retail to the mortgage business. Working with customers is her favorite part of the job, but the experience became less personal when her lending company was purchased by a national bank. “I really wanted to get back to the consumer side of lending,” shares Cyndi of her decision to join imortgage two years ago. She now serves as a sales manager for the Corona office. “They are very customer service oriented and close loans efficiently and on time,” states Cyndi. She also appreciates the fact that the company was built around new home sales which is the largest part of Cyndi’s business.

Having been in the mortgage industry for over a decade, the biggest challenge for Cyndi is keeping up with the changing regulations. “We basically ask for everything but the kitchen sink,” says Cyndi. “The strict lending requirements create much more work for us and our clients, but the changes are for the best.” She works closely with her clients to walk them through the lending process, especially for first-time buyers or people who haven’t purchased a home in years. “If I explain to clients why we need all of the paperwork and documentation then it’s always a little easier for them to accept it.”

One of the biggest misconceptions people have when it comes to the lending process is that they can’t qualify for a home according to Cyndi. “People think that if they’ve had financial hardships they can’t get a home, but that’s far from true,” she explains. “Credit records can be fixed and I work with people every day to overcome those hardships.

They may not be able to get a home right away, but it will happen.”

Cyndi is encouraged by the changes in the market and believes now is an ideal time to purchase a home. “Homes are really affordable now,” says Cyndi. “Interest rates and home values will continue to rise and that will impact affordability, so now is a really good time to buy.” She spends most of her time working with new home builders like Mastercraft Homes and enjoys being able to work out at their communities. “It makes a huge difference for buyers to have your lending person on site, I really am part of the team and can answer any questions that they have and make those personal connections.”

When she’s not helping people purchase homes, Cyndi enjoys spending time with her family and two children.

She’s a Riverside native who is very active in the community and with several industry associations. Cyndi has plans to expand her mortgage team and hire in the next few months. “We are always looking for people with a great work ethic, positive attitude and enjoy working with others,” shares Cyndi. “Now is a great time to get started in the mortgage industry. It’s always exciting and there’s always room for growth.”

Cyndi Baltazar - Sales Manager imortgage 1250 Corona Pointe Ct., Ste. 101 Corona, CA 92879 Tel: 952-312-4938 Cyndi.Baltazar@imortgage.com www.imortgage.com/cyndi.baltazar.com NMLS ID 482900

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www.imortgage.com/janet.scott imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal NMLS ID 488762 housing lender. 09/2013

CHOOSE THE TERMITE GUY

TERMITE & PEST CONTROL

CONSTRUCTION MOLD & ROOFING

LICENSES & CERTIFICATIONS

NATIONAL PEST MANAGEMENT ASSOCIATION (NPMA)

DePeND ON

Team DuarTe! We believe in building quality partnerships with our clients, so together we can achieve more. yOur

success is Our

GOAL!

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TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business.

Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database.

Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.

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www.TeamDuarTe.NeT

Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

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Written By John Boe

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ExecutiveAgent Magazine

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Time Management Tips

E

veryone is given exactly the same amount of time each day. It is up to us to manage this time as we would any other precious, nonrenewable asset. In the world of commission sales, time is indeed money! Time management is at the very core of being a successful salesperson. Effective salespeople know how to concentrate on results while ineffective salespeople concentrate on just being busy.

Counting time is not nearly as important as making time count. Effective salespeople focus on task achievement rather than tension relieving diversions. By incorporating the use of proven time management techniques into your daily routine, you will earn more money and experience less stress in your life.

Avoid procrastination in all of its attractive forms.

Learn to separate the important from the unimportant and develop a “Do it NOW” attitude. People manage time by managing their activities and managing activities begins with planning. Effective time managers understand the importance of “planning their work and then working their plan.”

It is up to you to respect time and give it both meaning and value. If you want to know the value of a year, ask a P.O.W. that has lost his freedom. If you want to know the value of a month, ask a mother that has given birth to a premature baby. If you want to know the value of a week, ask the editor of a weekly newspaper. If you want to know the value of a day, ask a schoolboy on the last day before summer vacation. If you want to know the value of an hour, ask a criminal sentenced to death. If you want to know the value of a minute, ask a person that just missed their flight. If you want to know the value of a second, ask a person that just avoided a serious car accident. If you want to know the value of a millisecond, ask an Olympic silver medalist.

Plan your day the night before. List and prioritize the top five objectives you desire to accomplish when you get to the office. Start with the number one item on your list and stay with it until it is complete. Try to do the most difficult tasks first.

Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get on the phone and make one. I recommend you make your phone calls in the morning when you are fresh and alert.

Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused on the task at hand. An open door invites continuous distractions.

Get to the office early. You will never be successful in the sales profession if you get into the habit of coming to work at the “crack of noon.”

Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time.

Delegate, delegate, delegate. Avoid the temptation of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts on the things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What is the best use of my time right now?”

John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704.

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

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Expanding Your Vision and Ideas!

By Tony Alessandra

A

kindergarten teacher asked a student what she was drawing. “I’m drawing a picture of God,” the child quickly answered.

“But, sweetheart,” said the teacher, “no one knows what God looks like.” “They will in a minute!” the child replied, according to a story told by Sheila Murray Bethel in her book Making a Difference.

Charismatic people possess a similar, almost childlike faith in their vision and their ability to create change.

People will follow leaders whose vision inspires them and makes their lives more meaningful.

What do you feel passionately about? What do you care really deeply about? Whatever your objective-whether it’s ending world hunger or ensuring better care for stray animals-you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

In fact, having a strong, compelling vision will go a long way toward compensating for a lack of some other charismatic attributes. Einstein, for example, or Eleanor Roosevelt, or Bill Gates, whom I mentioned earlier, aren’t people who immediately leap to mind as being as dashing or debonair as stereotypically “charismatic” leaders.

But their strong ideas or vision may have more than made up for other shortcomings. (Have you heard the computerindustry joke? “What do you call a nerd fifteen years from now?” The answer: “Boss.”) Their vision, it can be argued, transformed them into charismatic leaders. The strength of their ideas, and the passion with which they held them, gave them a different brand of personal magnetism. Warren Bennis, author of the best-selling book Leaders, says that being able to articulate your vision in a way that’s easily understood, desirable, and energizing is the spark of leadership genius.

Here are some other ideas Expanding Your Vision and Ideas:

1. Listen to your yearnings. Don’t dismiss your daydreams, or for that matter, your nocturnal dreams, either. They may be signals from your mind and body of some unconscious attraction. What’s important is what’s important to you personally.

2. Sometimes it’s helpful to recall your childhood or youth. What propelled your dreams back then? Where did your imagination take you? What most influenced you?

And it’s not just the fun or fanciful moments you should recall. If you were poor, maybe helping others escape poverty could be your mission as an adult. If you were abused, maybe abuse prevention is an area where, in your heart of hearts, you would like to make a difference.

3. Seek feedback. “Unfortunately,” said Dr. Norman Vincent Peale, “most people would rather be ruined by praise than saved by criticism.” But getting others to give you honest, constructive feedback may help put your mission and your goals in perspective. They may uncover a diamond you thought was just a pebble, thus sending you off in a better direction.

4. Focus on your strengths. You may have heard the adage “Don’t try to teach a pig to sing-it wastes your time and annoys the pig.” Too often we try to force ourselves to become detail people when we’re not, or to climb the management ranks when what we enjoy and excel at is the rank-and-file work. Ask yourself: What am I really good at? What do I most enjoy? And think about a mission and goals related to those answers.

5. Deal with distractions. On the route to achieving your dream, you’ll find change, risk, surprise, stress, and perhaps even failure. But if you’re committed, you’ll adapt.

6. Do it! “The best way to predict your future,” says management guru Peter F. Drucker, “is to create it”. Once you know your mission and goals, that’s the time to get down to doing it.

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It’s so in every field of endeavor. Writers must sit down and write; salespeople must sell; managers must manage; and painters must paint. Too often, though, people are locked into habits that prevent them from moving ahead. They relive yesterdays, they invent excuses, they procrastinate, they doodle in the margins of life’s tablet instead of seeking to write their signature boldly. So don’t give up on your dreams but, instead, pursue them with passion.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998.

Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.”

For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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The First 30 Minutes Of The Day

T

he first 30 minutes of the workday will set the tone for the entire day. For most people, the first half hour of the day consists of settling into the office routine by grabbing a cup of coffee, checking the internet, and, of course, chatting with others. Now, I will never be one to say we have to avoid coffee and/or socializing, but I will be the first to say it is advantageous to put these activities aside until later..

One of the ways that top-performing salespeople separate themselves from others is by effectively using the first 30 minutes of the day. It is highly beneficial to your productivity to know exactly what you are going to accomplish during this period.

Therefore, you must determine the day before what you intend to do when you first arrive in the morning.

For anyone in sales, this means one thing: start the day by making a minimum of three sales calls before you do anything else.

To begin using this strategy, your objective today (and everyday in the future) should be to identify three people you want to call first thing tomorrow morning. There is no better way to start the day than by calling customers. If you are the type of person who arrives in the office early, your 28

phone calls will wind up going straight to voicemail. Great!

In fact, using voicemail is an effective way to demonstrate to others that you are a hard working individual and you take your relationships seriously. For those of you who have a large number of clients, this is also a perfect way to personally reach out to them, while not having to wind up in a long, drawn-out telephone conversation.

In addition to beginning the workday more productively, you will also find yourself warmed up to make additional phone calls throughout the day. This will help you overcome a very common problem among anyone in sales: the initial reluctance to make the first call of the day. Many studies have shown that people waste on average 15 minutes each day just getting ready to make that first call. It is ironic to think that you will have made three phone calls in the time it takes the average salesperson to even start making theirs.

An additional benefit of this plan will come when you begin applying this same principle to the first 15 minutes after returning from lunch. Use that time to make three prospecting calls. Again, you will find yourself becoming productive faster and you will be less likely to find yourself at the end of the day looking back to realize that you did not make the phone calls you needed to.

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Written By Mark Hunter

By establishing these habits, you will increase the number of phone calls you make every day from utilizing time that, in the past, was unproductive. Make it part of your routine at the end of each day to identify both the three people you intend to contact the next morning and the three you will contact after lunch. Do not fall into the trap of thinking you will come up with the names the next day because the chances of you actually contacting those people will fall dramatically.

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http:// www.TheSalesHunter.com . Copyright© 2007, Mark Hunter.

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

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E XECUTIVE AGENT MAGAZINE

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Sara Sherer ExecutiveAgent Magazine

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Leading The Way To A Successful Real Estate Career

By Shannon Hartsoe

I

f there’s a book that describes Sara Sherer’s life it’s “How to Win Friends and Influence Others.” The iconic self-help tome gives tips on to how to be a success in business and in life. Sara probably doesn’t need it.

As one of dozens of cousins growing up in a close-knit family, Sara admits to being something of a ring leader.

“I was always a little bit mischievous,” she says. “And even though I wasn’t the oldest or the bravest or even necessarily the strongest, I could talk my other cousins and siblings into almost anything. It was kind of amazing really.” In Sara’s young mind, there was nothing better than having fun and enjoying life with the people she cared about.

Today, those leadership capabilities shine through in her career as a successful real estate agent. Her ability to cut to the heart of a matter and discover what others need has helped propel her to the forefront of the Orange County real estate market. “I’m a people person,” she says. “I think that really says it all.”

Sara was a single mom when she got her start in 2000.

Working two jobs, one at a real estate finance company, Sara wanted something flexible with the ability to earn a comfortable living. She began to look closely at real estate.

“I never finished my college degree,” she says. “But if I had, I would have gone into accounting or business. It was always something I was good at and something that intrigued me. I like figuring things out and overcoming challenges.”

In real estate finance, not only did she get a first-hand look at the market from a financial perspective, but she also realized she was a natural fit.

Her broker saw it, too. In 2004, he suggested to Sara that she get her license. She went to classes and took the exam. “He told me not to worry if I didn’t pass it the first time,” she recalls. “I guess sometimes it takes a couple of times.”

its operations overseas. It seemed like the perfect time to make the jump to full time.

With her background in real estate finance, she was able to approach transactions with a firm foundation of knowledge and experience. It didn’t take long before she was helping buyers find their dream homes. Known for her attention to detail and impeccable customer service (she once helped a client paint a home to get it ready to sell), Sara enjoyed a comfortable momentum.

Then she joined Keller Williams Realty and everything changed – for the better. “Here I don’t have to reinvent the wheel,” she says. “I learned how to implement systems and how to reach out to my circle. It’s helped me and my clients tremendously to be in such a supportive environment.”

Sara’s clientele has also expanded. Where she was once primarily a buyer’s agent, she’s now equally comfortable as a listing agent. With the experience gleaned from her years working with buyers, Sara has an almost sixth sense about what makes a house stand out – something her sellers say has helped turn listings into closings. With referrals growing exponentially she’s looking forward to one of her best production years yet.

And it’s likely that sometime in the near future, Sara’s business will grow to accommodate a team. “I try not to set goals too far out,” she says. “But one of my long range goals is to train other agents to work alongside me to help my clients. It’s just a natural progression.

“It’s important to stay hungry,” she adds. “No matter how big or how successful you get as an agent, never forget the reason you do what you do -- your clients.”

C. Sara Sherer Keller Williams Realty 7898 Mission Grove Pkwy. S. #102 Riverside, CA 92508 Tel: 951-823-4807 SaraSherer@kw.com www.SaraSherer.kwrealty.com BRE # 01824085

But not for Sara.

Not only did she pass the test, she received one of the highest grades in her class. Real estate, it seemed, was natural for her.

For several years, she was a part-time agent, but in 2010 the medical technology company she worked for moved ExecutiveAgent Magazine

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ExecutiveAgent Magazine

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Appearance O

kay - I admit it - this one is extreme. Several years ago before I realized that my body retains ice cream, my wife and I were in our favorite ice cream parlor. An unusual-looking young man walked through the front door. In my lifetime I have never seen anything like it. His hair was sticking out in every direction and came to a point at the top so sharp that it was dangerous. He had every imaginable color represented - green, purple, orange, red, lavender, black - it was really a sight to behold!

Right about now you might think I’m being critical. In reality, I’m not. I am simply reporting what I saw. Actually, I believe the young man had every right to look exactly as he did. That’s what America is all about. As a matter of fact, I would go to war to fight for that young man’s right to look exactly as he did. You bet I would! However, I would not give that young man a job, regardless of how capable he might be. He would be such a distraction that I don’t believe the other members of my staff would get much work done.

Here’s the point: It’s my conviction that most employers would take the same approach, so when the young man chose to look that way, he chose to eliminate 98% of his employment opportunities. Message: If you want a job, in most places you need to survey the market, observe how the other people appear when they go to work, and within reason, follow their example. In most places substantial latitude is allowed for individuality but there are limits.

When you cross the line your chances of employment go down substantially. Think about it.

Take the appropriate action and I’ll SEE YOU AT THE TOP! 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

Written By Zig ziglar

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Comprehensive Education

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Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.), benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of REALTORS®. Our customer service team strives to make your experience with us the best part of your day.

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