SEPTEMBER 2016 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

JIJI KASSIH Executive Agent of the Month

Inside Features: Frances Chan imortgage Mark McLeavy New American Funding

TM

2

#

The #2 MORTGAGE LENDER IN AMERICA.1 Mortgage Executive Magazine, 2015

Branch office locations from coast to coast to serve you.

One of the broadest product lines of any direct lender.

1,700+ Loan Consultants and 5,200+ support staff enterprise wide.2

One of the fastest-growing, most stable and well-respected lenders.

To learn more about us, please visit www.imortgage.com or call 909.912.7835.

Check out our branches in Rancho Cucamonga and Temecula Today!

RICHARD HEDRICK Branch Manager

Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

1) Mortgage Executive Magazine 2015, loanDepot.com, LLC dba imortgage NMLS ID 174457. 2) Enterprise wide and includes loanDepot.com, imortgage, Mortgage Master, Inc. and LDWholesale. imortgage 8686 Haven Ave., Suite 150, Rancho Cucamonga, CA 91730 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

Corporate NMLS ID 174457. All rights reserved. 06082016 6393

Executive Agent of the Month

21 17 Jiji Kassih RE/MAX Champions

Professional Profiles

6

12 Mark McLeavy New American Funding

Frances Chan imortgage 4

ExecutiveAgent Magazine

September, 2016 - Inland Empire Editorials

E XECUTIVE AGENT

TM

MAGAZINE

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

10

Expanding Your Vision And Ideas...

-Tony Alessandra

30

Time Management Tips -John Boe ADVERTISERS’ INDEX City of Hope..........................................................26

24

imortgage..................................................................2

Wanna Sell More? Polish That Sales Presentation!

-Linda Brakeall

i Photography Studio.............................................23 New American Funding........................................36 PWAOR...................................................................34

32

SBAOR...................................................................27

Successfull Selling...What Does It Really Take?

-Bill Brooks

The Termite Guy......................................................3

28

The Challenge To Lead -Chris Widener

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

14

Business Vision...Is Where It All Starts -Dirk Zeller

© Copyright 2016 Executive Agent Magazine. All rights reserved.

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

8

Using Your Time -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Frances Chan Written by Haley Freeman

F

rances Chan, loan consultant at imortgage in Rancho Cucamonga, is a courageous woman who inspires others as she works diligently to fulfill their dreams of

home ownership. Of Chinese decent and born in Malaysia, she left home at a young age to attend school in Taiwan.

She then came to the United States to continue her education. “My father was a businessman,” she says, “and he saw the importance of learning English. Growing up in Malaysia, I learned the native language as well as English and Chinese.”

Frances has continued to live perseveringly, building a successful life here in the U.S. and raising her two children as a single mother. She excelled in her first career as a Document Control then to Environmental Electronic Waste Compliance Manager for a large corporation, where her exceptional attention to detail, commitment to customer service and ability to work with a diversified group of people proved tremendous assets.

After a 19-year career, Frances made another bold life decision: she changed professions. With her art background and love for architecture, Frances has long had a passion for the housing industry. She has bought and sold homes of her own, but she has not always had the benefit of conscientious representation. After attending a holiday party at imortgage where she was impressed by the people and leadership, Frances decided it was time for her to take on a new professional challenge. “I had already heard about Branch Manager Richard Hedrick and the way he coaches and supports his staff. He also has a passion for giving back to the community. When I attended that party I thought, ‘This is a company I want to work with.’”

Frances says she feels fortunate to be part of the imortgage family, where she has received a warm welcome and extensive training in the company’s programs and technology so that she is well-equipped to give her clients expert guidance.

“You don’t see a lot of companies that are willing to invest in people the way imortgage does. They provide the staff with the very best tools, knowledge and support staff.”

ExecutiveAgent Magazine

We have a loan for every home... simple as that.® In turn, Frances is a considerable asset to the team, with her meticulous attention to the needs of her clients, as well as her skill in speaking multiple languages. She is not just proficient in assisting domestic homebuyers, she has also developed a specialty in assisting foreign nationals with more complex programs. “I write in Chinese and speak Mandarin, Cantonese and a third dialect, as well. It’s a great help to my teammates here in the branch and in other branches. Due to overseas time difference, it is afternoon here when the other part of the world is just waking up. I work late into the night to communicate with clients and to get documents so that in the morning, I have what my team here needs to continue making progress on the loan.”

Frances is committed to helping all of her clients understand the loan process at every step along the way. For her overseas buyers, that special care is vitally important. “They not only have a language barrier, but many of the regulations we have in the U.S. are a total shock to them. I want them to feel comfortable trusting me with one of the most important transactions of their life.”

(AREAA). “We do community projects and host events with Realtors® and mortgage lenders to help them become better professionals and help the public learn how to invest and buy property.”

This fearless lady is both positive and tenacious when it comes to helping people obtain a home where they can build happy memories and future wealth for their families. “I don’t give up easily. I treat my borrowers’ loan requests as if it was my own. I always communicate to my clients honestly and make sure they understand the loan process. I provide them with different options and what best fits their needs and for them to be comfortable with their decision making. In addition, I walk them through every step of their loan transaction and often even after the loan has closed. It is rewarding for me to know that my borrowers had a pleasant experience with imortgage and that I had played a part in their home buying or loan financing process.”

Realtors® and builders who choose to work with Frances experience the same level of care and commitment. She doesn’t mind working long hours, and she is accessible whenever she is needed. She also makes herself available to assist with translating for foreign clients. Her goal is “to work as a team with trust and integrity. Communication is the key to ensure a smooth transaction and that everything goes as planned. I would like my prospective clients to remember me as someone who cares and takes the time with them. I made it a point to answer their calls, be it late in the evening or on the weekends. The agent’s transaction is just as important to me as it is to him or her. I would like them to think of the experience as a relationship, not just a business transaction.”

Frances gives back to her community and colleagues by serving as a board member for the Inland Empire chapter of the Asian Real Estate Association of American

ExecutiveAgent Magazine

Frances Chan imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: 626-374-8481 Email: frances.chan@imortgage.com Web: www.imortgage.com NMLS ID 1283826

“The Courage to Succeed”

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2016.

EA

Using

8

Your

ExecutiveAgent Magazine

Time

EA

Written By Zig Ziglar

I

’m frequently asked how I can be so productive in the business world and still have time for my personal and family life. The answer is that during my frequent travels I am an absolute “workaholic.” When I get home I am then free to do things with my family and enjoy my personal life.

As I write this, I’m returning from a speaking engagement in Memphis. On the flight to Memphis I spent the entire time planning the presentation I was going to make. While there I was busy but still managed to read for an hour before bed. On the return trip I wrote notes for articles. I started dictating this article before I left Dallas and later gave it to my Executive Assistant, Laurie Magers. On the way home I stopped by my office, picked up my mail and headed home to take my wife to lunch.

After lunch my son and I, along with a friend, played 18 holes of golf. After the golf game my wife and I had a long, quiet dinner, during which she had my undivided attention.

I give you these details to emphasize the fact that concentrating on my profession (job) when I’m away from my family enables me to focus on my family when I’m with them. This approach allows me to be more effective in both areas. It will do the same thing for you.

Roger Staubach told me that he made his best grades at Annapolis during football season. His time was so limited because of football that he quickly learned to utilize every moment and focus on the task at hand to reach his objectives and to maintain his standing at Annapolis. Buy this approach and I will 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

ExecutiveAgent Magazine

9

EA

Expanding Your Vision and Ideas...

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

10

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 computer-industry 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?

ExecutiveAgent Magazine

EA

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.

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.

ExecutiveAgent Magazine

11

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

A

ccording to Mark McLeavy, branch manager of New American Funding in Temecula, there is a reason the company is the number one privately held mortgage banker in the Inland Empire and the eighth largest in the nation. He says, “It all comes down to service.”

siastically accepted the company’s invitation in February 2016. “I was very happy at my previous company, but I was already aware of New American Funding’s reputation and saw the tremendous opportunity to help grow the brand and footprint in the IE. There are so many new homes being built here, housing is affordable and we are well-placed to help people attain their housing goals.”

Mark’s unique banking background spans large banking institutions, mortgage brokers and direct mortgage lenders.

“I’ve had the full spectrum in my career, and I understand that they are all three different animals in the mortgage industry. They all have different ways for how files are handled and how business is conducted and generated.

When the economy collapsed, all of the money went into the big banks to bail them out and prop up the economy.

There has been an emergence of mortgage banking now that big banks are contracting and moving away from mortgages as the economy stabilizes. Heavy regulatory compliance is squeezing small mortgage brokers out, as well as making big institutions unwieldy.”

In contrast, New American Funding is optimally poised to provide superior service in the current mortgage climate.

In the face of recent regulatory strictures, New American Funding is both nimble and responsive, ensuring that loans move to closing swiftly and reliably. “I know what our capabilities are and where we can beat our competition all day long,” Mark explains. “We have an incredible amount of control over our transactions, and there are no fears or concerns about making deadlines. If a client needs a short, 21-day close of escrow, I have no problem saying, ‘Sure, I can do that.’ And we did recently bring back our 14-busines day close guarantee.”

New American Funding recently purchased a building to house its branch in Temecula and identified Mark as the right person to lead and expand its existing team. He enthu-

With a full operations staff in-house, all processing and underwriting is done at the branch level. Funding is currently fulfilled at the corporate office in Tustin, but will soon be brought in-house, as well. A full-time production manager helps to manage workflow pipelines, ensuring that processing occurs in three days, and underwriting is completed within 24 hours.

ExecutiveAgent Magazine

These service levels make New American Funding a winning bet for Realtors® and home buyers. Mark and his team of experienced loan officers are committed to not only meeting, but exceeding the expectations of business partners and clients. In part, this means creating complete and accurate files in order to issue iron-clad loan preapprovals. “Our preapprovals are based on full verification of income, assets, credit and down payment. There are a lot of lenders taking preapprovals over the phone right now and just running a credit report, and Realtors® are learning the hard way two or three weeks into escrow that the loan can’t be done once it hits the underwriter’s desk.

Nothing makes me feel better than when I get a call from a listing agent saying, ‘I have an offer with your preapproval letter. I’m calling because I know if you issued the letter, you can back it up.’ There is such limited inventory right now. Having a credible preapproval means an offer will be looked at seriously.”

As a direct lender and servicer, New American Funding offers competitive pricing and a broad range of lending products, including FHA, VA and down payment assistance programs. But Mark also has the authority and connections to broker specialized or hard-to-place loans.

“I like to think of us as a one-stop shop. If I can’t do a loan in-house, and there is a product available, I will know about it and have access.”

In addition, New American Funding offers outstanding marketing resources to its loan officers and partners, including long-term cobranding of a variety of materials at no cost. “Each quarter the borrower receives a mortgage statement with the names and photos of their loan officer

and Realtor® on it. It’s a great reminder for referrals. That continues for seven years or until the loan is paid off.”

Under Mark’s leadership, the Temecula branch has already tripled its production and is on track for continued growth. His extensive industry knowledge combined with New American Funding’s exceptional products and service standards make this a great opportunity for motivated lending professionals. “I’m looking for several more experienced, dynamic loan officers who are interested in doubling their production in 2016 and 2017. We can provide the tools to easily achieve that. We are also very open to in-house or co-marketing relationships with Realtors®. My vision is for the New American Funding office in Temecula to have the finest reputation for service in the IE.” Mark McLeavy, Branch Manager New American Funding 27431 Enterprise Circle Temecula, CA 92590 Tel: 310-386-2069 Email: Mark.McLeavy@nafinc.com Web: www.newamericanagent.com/markmcleavy NMLS ID 485548 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 5/2016

ExecutiveAgent Magazine

EA

BUSINESS VISION . . . IS WHERE IT ALL STARTS

B

eing able to establish a business vision for your company separates you from the other agents who are in real estate. When building a team, you must pause and work to define your business vision. Enduring, successful people and successful companies establish their core values and core purpose. They then remain fixed on those core values and purpose throughout their business life. The changing elements are their business strategy and tactics due to the marketplace changes and competition influences.

Successful people and companies know that it is critically important to know who you are and what you stand for. In many cases, knowing who you are, as a team, will be more important than where you are going. We all will change and adapt as our world changes and adapts.

This change is inevitable. The only part about change that is in question is whether it will be evolution or revolution.

Evolution is defined by Webster as: A process in which something passes by degrees to a different stage (especially a more advanced or mature stage). We want to engage in the small, gradual movement or change over a period of time. This type of change only comes from clarity of values and purpose. More effort, energy, and resources can be used to increase success, sales, and production in an evolutionary mode, rather than a revolutionary mode.

Revolution is defined by Webster as: A drastic and far-reaching change in ways of thinking and behaving.

The change in revolution is more violent, sudden, and potentially damaging. The vast majority of resources will be used to keep up with the revolution at hand or trying

14

to get out of the revolutionary process. The stress level is significantly higher, and the probability of success is much lower in revolution. By having well-defined core values and core purpose, you can avoid the forces of revolution more effectively.

There has been a prevailing thought for sometime on the value of mission statements. The thought is that you have to build a mission statement for your team. When I ask many experts why they have that view, their answers are less than stellar: “Because good companies have them”; “You just do”; “Your people need something to guide them.” There are a host of others that I have heard regularly.

I have personally coached hundreds of the most successful agents in the last fifteen years. I always ask if they have a mission statement. When they say “oh yes”, I ask them what it is. The phone always goes dead silent.

Then you have this rustling of papers as they try to find the document that has their mission statement on it. Once they can’t find it, they try to recite from memory some garbled version of it.

I personally feel that mission statements have little value, and we should abolish their use. Most small business owners’ (like real estate agents) mission statements are treated as something you have to have or do, but you don’t know why you have to have it or do it. The most common practice of building a mission statement for small business owners is to scalp what they like from a large company, like Nordstrom if you have a service mentality or Nike if you like competition or Wal-Mart if you want to serve the ordinary or disadvantaged consumer.

ExecutiveAgent Magazine

EA

We aren’t building it from within our own views, tenets, and principles of excellence in life and business.

For most, we are building the mission statement based on what sounds good, looks good on a brochure or marketing piece, or is made up of the components that another successful company articulates in their mission statement.

My best advice is to scrap the whole exercise and start focusing on what you stand for.

What do you stand for?

We can’t look for what we stand for in others. We have to discover it in ourselves. It is not outside in the world around you; it is in your inner world, in your mind and heart. In order for what you stand for to be authentic, you have to search for it. You aren’t asking yourself what you should stand for; you are asking yourself what you passionately stand for.

Let me share with you an example of what I mean.

At Real Estate Champions, we stand for hard work and continuous self-improvement. We believe passionately that the quest of self-improvement, both personally and professionally, is one of the noblest callings in life. I personally toil long hours weekly in the quest of selfimprovement and building tools, training systems, scripts, materials, strategies, tactics, theories, coaching – the list is endless. I spend additional hours reading, writing, praying, and listening to podcasts to keep my personal development in high gear. I have other people on my team, as well, who contribute to this effort.

and business master systems in the last fifteen years than we have at Real Estate Champions. You can pick any name, speaker, trainer, or coach, and most are still selling the same material they were ten years ago! We have 15 distinctly different coaching programs, over fifty different training programs and audio CDs, DVD training, internet subscription-based training, and ten books written on sales success. We don’t do it because it’s good business; we create new intellectual property and deliver it in many different ways because it’s what we stand for. It is born out of my personal core values and beliefs.

We passionately believe that we need to engage in our own journey of personal self-improvement to impact the world. Once we take on that challenge, we will be able to impact the world around us.

What do you stand for?

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

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

There is no one in the real estate field who has produced more quality systems, tools, strategies, skill improvement,

ExecutiveAgent Magazine

15

EXECUTIVEAGENT MAGAZINE

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

TM

Cover Story

JIJI KASSIH Executive Agent of the Month

ExecutiveAgent Magazine

JIJI KASSIH Written by Haley Freeman - Ian Wiant Photographer

J

iji Kassih is more than a Realtor®, she is an artist with an extraordinary ability to see a home’s potential and the creative talent to turn it into something beautiful. As a broker/associate at RE/MAX Champions in Upland, Jiji finds happiness in doing what she loves every day, whether she is helping someone find their dream home, sell their home for the highest value or build wealth through real estate investment.

As her children were growing up, Jiji and her husband began buying and flipping investment properties. “I was in charge of this, since he was already very busy with his career. I bought properties, fixed them up, and then listed and sold them. I loved it! It gave me time to spend with my little ones, and the opportunity to use my education in interior and fashion design and business management.

Friends started asking me if I could help them make money buying and selling property, too. I got my license to help my friends and family, and then started doing it for everybody. I still love everything about it. I like working out the details, taking nothing and turning it into something

beautiful and making a profit for myself or somebody else.

It gives me so much satisfaction.”

It’s hard to resist Jiji’s positivity and enthusiasm. Clients describe her as “incredibly dedicated,” “an absolute joy to work with,” and “patient, honest and professional.”

“I’m all about the relationship and giving clients a first-class experience,” she says. “My husband is very successful, so I don’t have the pressure of making money. I do it because I love helping people, and I love the challenge of doing the job to their satisfaction.” In order to give her clients the absolute best service the industry has to offer, Jiji chose to partner with RE/MAX, a brand trusted across the world for its expert and reliable representation. Jiji and her team speak multiple languages, including English, Arabic and Spanish, and Jiji frequently works with the international community to buy and sell real estate in the United States. RE/MAX provides her with extraordinary resources to connect with interested buyers and sellers from countries around the globe.

ExecutiveAgent Magazine

“Descriptions of every property listing are translated into 40 different languages and posted online. I advertise everywhere, including China. The international buyers that see me online and call me sometimes purchase without ever seeing the property. It’s so important to understand people and their unique needs in order to give them the kind of service they deserve. The people I work with at RE/MAX are excellent and supportive.”

The focus of Jiji’s real estate practice is high-end homes throughout the communities of Upland, Diamond Bar, Brea, Rancho Cucamonga, Claremont, San Dimas and Fontana. Even though her listing services are in high demand, she also makes time to help buyers and clients looking for lower-priced properties. “I just enjoy the beauty

of these one-of-a-kind homes, and I feel I can make a real difference in listing them, because I understand the value of staging and presentation. I will still help anybody; I just try to stay in my local area.”

Staging a home for sale is where Jiji truly shines. She offers her talents free of charge and maintains a collection of accessories to make her clients’ homes stunning for photographs and open houses. “I use their furniture and accessorize it, carefully selecting which pieces need to be used. In most homes, I take away clutter that makes them look smaller. Once I’m finished, the home looks put together like a model home. It looks newer, rooms look larger, and I hide things that are a disadvantage and focus on what the buyer wants to see.”

ExecutiveAgent Magazine

‘Your Realtor® for Life’ A master marketer, Jiji recognizes that a home becomes a product, and it is necessary to package it in just the right way to appeal to a potential buyer. She does more than make the house beautiful, she creates a sensory experience for visitors. “A home needs to please all of the senses. I play soothing music in the background. And it has to smell awesome. I make sure there are candles and air fresheners throughout the house. I also make sure there is something sweet to eat, like candy or cookies. All of these things draw people into the home and help them form an emotional connection.”

Jiji is methodical about hosting open houses. She advertises online and by way of 40 large signs that are placed throughout the neighborhood. When visitors come through, she takes the time to ask thoughtful questions that give her and her seller the information they need to sell the home. “I watch buyers and study their behavior. I talk to them and make them feel comfortable, and then I let them know that the owner would like their feedback about the house. I have

a survey with questions like, what do you think is special about the house? What don’t you like? I write down their comments about each room and give it to the seller. Their home becomes my home. I take ownership of the project.

Always after an open house or at the end of the week, I report to them and tell them who came, what happened, and what was their feedback so we can work together to make adjustments in the staging or presentation of their home. I make it my focus until they achieve their goal.”

A stalwart negotiator, Jiji works hard to get clients more than they were expecting. “One time I represented both the buyer and seller, and they disagreed on the price. The owner had kept the home furnished to stage it for sale, and he was going to sell all of the furniture after closing. The buyer was just moving in from out of the country. In the end, the seller agreed to throw in the furniture if the buyer would give him his asking price. It was a good solution for both. It really comes down to understanding the needs of both parties and coming up with a solution that is a win-win for everybody.”

ExecutiveAgent Magazine

Jiji’s behind-the-scenes support team is always there taking care of details so that she is free to be face-to-face with her clients. “When it comes to taking care of my clients, I don’t compromise. I want them to deal with me. I give them the personal attention that makes them feel they are in good hands, and I’m on top of it. If they need anything, they talk directly to me. I take pride in this. I have so many investors who tell me to pick out a rental house, and then resell it and send them a check out of country. To me, their trust is more than any money reward. When you do a job right, the money will come. You have to look at the long-term relationship. I do everything I can to live up to my slogan: ‘Your Trusted Realtor® for Life.’”

Real estate is a family project at Jiji’s house. All three of her children, ages 20, 18 and 13, are involved in researching and selecting investment properties. “For me, real es-

tate is more like a hobby. I don’t turn it off because I enjoy it so much that I don’t feel like I’m working. My family is very supportive because they know how much it means to me. My husband also gives his advice, and he is thinking of working with me when he retires.”

In order to become someone’s trusted Realtor® for life, Jiji treats their transaction as if it were her own. She works tirelessly and applies all of her talents to creating an outstanding experience for everyone involved, and she continues to maintain relationships long after a transaction has closed. As a result, Jiji receives abundant repeat and referral business from her many delighted clients. “When someone says they had a good experience with me, this is the reward I remember. The sweet things they say stay in my mind and inspire me to continue doing what I love.”

ExecutiveAgent Magazine

Jiji Kassih RE/MAX Champions 121 S. Mountain Ave. Upland, CA 97186 Tel: 909-949-0605 Cell 909-614-9902 Email: kassijiji@yahoo.com Web: remaxchampions.com CalBRE # 01875741 ExecutiveAgent Magazine

EA

Wanna Sell More?

Polish That Sales Presentation!

24

ExecutiveAgent Magazine

EA

S

ales people ( in general ) hate to prepare presentations. They say: “I don’t want to sound canned!”

“How can I do a standard presentation? The customers are all different!”

While all of that is very true, it is also true that the top 20% of all salespeople (the ones who are making 80% of all the sales!) USE prepared presentations! They know a secret the average salesperson doesn’t know. You can’t perfect an ad lib!

We all have perfected certain little pieces of our presentations; good illustrations, funny or touching stories. What if your whole presentation was that good? How much would you be selling this month?

Start to develop a system today: Gather all your promotional pieces, brochures, trade articles and statistics in one file. Keep a pile of index cards with you and every time you have a good idea, remember a good story or think of a new way of explaining the features and benefits of your product, write it down! One idea per card.

The next step is to actually say it out loud into a tape recorder and then listen to it. Would you buy your product if you heard that presentation? What else needs to be included? Read ads, listen to the info-mercials (they are MASTERS at selling!) Keep refining and polishing that presentation till you are happy and proud of it and it does the job!

When you are finally comfortable with your presentation, (which DOES change every time but the elements are always the same) you will be free to concentrate on the prospect and turn him into a client! Remember: Powerful Presentations Produce Powerful Results!

Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http:// www.lindabrakeall.com

When you have dumped your brain on the cards, arrange them logically and you are on your way to a dynamite prepared presentation that will give you consistently wonderful results!

ExecutiveAgent Magazine

25

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

EA

Written By Chris Widener

28

ExecutiveAgent Magazine

EA

The Challenge ....To Lead T

he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life.

Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true. Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown.

As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities.

Be assured that there will be a leader of every group.

There will be those who influence others, even if you don’t. There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time.

This is the compelling motive for you to rise up and lead the way for others.

Our nations depend on it.

People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do.

Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit.

Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when?

Today, more than ever, you are needed. Your strong character is needed.

Your finely honed skills are needed. I know you will rise to the challenge.

Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind.

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup. com.

Our families depend on it.

Our community groups depend on it.

ExecutiveAgent Magazine

29

EA

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

30

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.

1. 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.

ExecutiveAgent Magazine

EA

2. 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.

3. 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.

4. 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.”

5. 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.

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

6. Delegate, delegate, delegate. Avoid the temptation

ExecutiveAgent Magazine

31

EA

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 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 • Questioning • 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

32

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.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

33

WHERE REALTOR® INFORMATION LIVES

100+ VIDEOS AND COUNTING

• • • •

TECHNOLOGY QUICK TIPS AGENT SPOTLIGHTS INTERVIEWS WITH CITY AND STATE OFFICIALS AND MORE!

SUBSCRIBE TO PWR REALTORS® NETWORK YOUTUBE CHANNEL WWW.YOUTUBE.COM/C/REALTORSNETWORK

KEYWORD: REALTORS NETWORK

EXECUTIVEAGENT MAGAZINE

SEARCHING FOR OUR NEXT

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net www.ExecutiveAgentMagazine.com Call us at: 949.366.3349

TM

New American Funding has helped many families in Riverside County with their financing needs and dreams of achieving home ownership. We have experienced immense success and the growth is expected to continue with nationwide expansion throughout the year.

#1 PRIVATELY-OWNED MORTGAGE COMPANY IN PURCHASE VOLUME IN RIVERSIDE COUNTY, CA JANUARY - APRIL 2016

MARK MCLEAVY Branch Manager NMLS# 485548

MANNY PEREZ Loan Consultant NMLS# 929648

DIANE PLUMMER Sales Manager NMLS# 836431

JONATHAN R. MEZZADRI Sales Manager NMLS# 792129

JESSICA CASTRO Sales Manager NMLS# 263246

CELL: 310.386.2069

CELL: 760.455.5524

CELL: 951.442.9288

CELL: 951.514.9800

CELL: 760.554.3871

JOIN OUR MISSION

YOUR NAME HERE!

To provide homeowners and future homeowners a variety of home financing options at competitive rates, fulfilling their needs in a manner that enhances their standard of living in the realizing the American Dream.

Looking for Loan Consultants!

TEMECULA BRANCH l 27431 Enterprise Circle West #200 l Temecula, CA 92590 l 844.886.3346 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 5/2016