EXECUTIVE AGENT MAGAZINE - SEPTEMBER 2019 - INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Laura Vazquez Executive Agent of the Month

Inside Features Rick Bui Diego Diaz

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THE FUTURE OF LENDING meets

THE FUTURE OF REAL ESTATE HOW IT WORKS

loanDepot aggregates digital inquiries, pre-qualifies buyers and works with our sister company, mellohome to match them with local real estate agents!

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BORROWER(S)

LOAN CONSULTANT

CONCIERGE

REAL ESTATE AGENT

Borrower(s) complete an online inquiry and connects with Loan Consultant.

loanDepot Loan Consultant establishes relationship, gathers info, pre-qualifies the client and continues to work with the borrower until they are ready to begin their home search.

Borrower is referred to mellohome concierge team member to be matched with an expert local real estate agent.

Top local real estate agent connects with borrower and begins helping them find the home of their dreams.

Contact me to learn about what mellohome can do for you! loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies. (021919 178856)

RICHARD HEDRICK

NMLS# 1059650 District Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

ONTARIO BRANCH

RIVERSIDE BRANCH

TEMECULA BRANCH

SAN JUAN CAPISTRANO BRANCH

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

EXECUTIVE AGENT OF THE MONTH

Laura Vazquez Berkshire Hathaway HomeServices

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Inside Features

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Rick Bui

Diego Diaz

loanDepot®

HKG Real Estate Services ExecutiveAgent Magazine

INLAND EMPIRE - SEPTEMBER, 2019

Editorials

E XECUTIVE AGENT

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MAGAZINE

Keys to Effective Feedback -Tony Alessandra

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

ADVERTISERS’ INDEX Time Management Tips -John Boe

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

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iPhotography Studio...............................................23 Kinecta Federal Credit Union................................29 loanDepot®..............................................................2

Wanna Sell More? Polish That Sales Presentation!

-Linda Brakeall

SRAR................................................................................14 NAHREP...........................................................................28

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The Termite Guy......................................................3 Ticor Title Company...................................................25 VAREP.....................................................................15

Owners, Managers, Agents: Are You Building Your Company on a Strong Foundation for the Future?

-Carla Cross

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Communicating With Your Customers -Peggy Morrow

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

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

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Rick Bui

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ick Bui, Loan Officer at loanDepot in Ontario, describes himself as a “people person.” As a people person, he has devoted his 20-plus year career to working with individuals and families and helping them select the right financial vehicle to fund

their American Dream. After working for some of the world’s largest banking institutions in roles spanning all aspects of loan origination, operations, management and securitization, Rick chose loanDepot for its people-centric approach to mortgage lending.

ExecutiveAgent Magazine

Keeping the Focus on People loanDepot has emerged as the industry’s technology leader, with tools designed to streamline the mortgage process for consumers. “It’s so easy for a consumer to apply online and even from their phone,” Rick says. “With our new methods, we can verify income and assets right away, so the applicant doesn’t have to wait more than a day or two for a full approval. We also have the ability to close in an average of 26 days. Our technology not only speeds up the process, but also removes a lot of the work for the borrower, ensures accuracy and takes away a lot of the anxiety that people feel. No one else can offer what we do.”

The efficiencies brought about by technology free loanDepot’s professionals to spend less time dealing with mundane details and more time caring directly for the people they serve. “No matter how tech savvy a client is, there is still an element of this being the biggest transaction of their life, and most of the time people are borrowing at least a half million dollars.

They want to see someone face-to-face who will put that at ease. No matter how much technology improves, being able to sit with someone who knows what they’re talking about is reassuring. Technology makes the process easy; people make it personal.”

Currently, Rick is working with colleague Steve Witt on a new-build project in South El Monte. The Horizon is a townhome community with 125 units, 75 of which are reserved for low-to-moderate income buyers.

Units start in the mid-400s and will be completed in the next five to six months. Each townhome is built on a three-story floorpan and includes an attached, two-car garage. The community includes numerous amenities for residents and is within walking distance to local schools and shopping. “The city is providing subsidies for up to $75,000 in down payment assistance for those who qualify. This is a great opportunity for a first-time buyer to afford a nice home, and with the subsidy, to have a lower payment with no mortgage insurance.”

loanDepot strives to serve all market segments with loan products that are innovative and responsive to changing market conditions. “A product I have to offer investor clientele is our fix-an-flip loan. It only requires 20 percent down and is a collateral/asset-driven, noincome doc loan. Not much is required other than a broker price opinion and assets, and we can close in seven days. This is for a non-owner occupied property up to $10 million on a single transaction. Foreign nationals with an ITIN number also qualify.”

Focusing on people means supporting healthy communities for them to live in. loanDepot and its employees are enthusiastic contributors to the neighborhoods they serve. “In our area, loanDepot is co-hosting a softball tournament to help children with special needs in the City of Chino Hills. The funds we raise will help to create a prom and support participation in other actives like baseball, softball, football, basketball and cheer. We want to help bridge the gap so they can do the same things their peers get to participate in. This benefits the Jonathan Gardner Foundation, on behalf of the Love Them All Foundation. Jonathan was a boy with special needs who passed away about ten years ago.”

Rick is excited about working with a company whose mission is to serve people with ethics and transparency. “I love helping people, and I’m passionate about what I do. For me, it’s gratifying to help families get into their first home or their next home.

I’m grateful to be part of their lives and to play a role in one of their greatest accomplishments.”

Rick Bui loanDepot® 3281 E. Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 714.305.2400 Email: rbui@loandepot.com Web: www.loandepot.com/loan-officers/rbui NMLS ID 309803

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457.

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

ExecutiveAgent Magazine

Owners, Managers, Agents: Are You Building Your Company on a Strong Foundation for the Future?

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ExecutiveAgent Magazine

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gents, before you skip this article, please take a moment and consider if you, too, aren’t first a businessperson, even before you’re a salesperson.

And, like all businesspeople, to be successful in the future, you’ll want to build your company on the newest, most vibrant business-creating principles available. Isn’t it true that, today, you’re building a “company”--even if it’s a business of one?

In this challenging, quick-changing world of real estate, all of us real estate practitioners, no matter what our specialty, must learn to think like the most innovative businesspeople we know--in any business. Why? To prosper in a real estate world that the experts say will be much different than the world we know today.

In this article, I want to introduce you to a business concept that is literally changing the way people do business internationally. Although this concept has been around the business world for several decades, it’s just become the most important principle in the last few years.

Now, it’s gathering force in the real estate industry.

Here’s the idea: To build your business around the values and vision you have for yourself, and measure each business move you make against your values and vision. Great companies like Nordstrom have been doing that for years.

In fact, in their book, Built to Last: Successful Habits of Visionary Companies, Stanford professors James Collins and Jerry Porras discovered that true visionary companies like Nordstrom, were more profitable, less vulnerable to outside economic and competitive pressures, and had better customer satisfaction ratings. Wouldn’t you, as a real estate business practitioner, like to be more profitable and have a better image with customers? As Porras and Collins’ studies proved, when you’re guided in your business dealings by a good set of prioritized values, you make the customer happier, your business grows, and your image soars. However, when you let yourself behave differently than your values say you behave, your company vision is shattered--and your business becomes less profitable than it could be.

Let me give you an example. Let’s say that the CEO of a real estate company says that the company values are to treat each agent equally. Yet, the CEO allows top agents to steal other agents’ customers. What’s wrong with this picture? And, of course, when stated values clash with behaviors, the public’s perception of real estate agents

goes down. The long-term result of this ‘culture clash’ is that company loyalty goes down, mid-producing agents give up, and the company ceases to be a company guided by common vision.

Now, three questions to ask yourself as you test your values, vision, and reality: 1. If you were to have to open your company on Mars tomorrow, who would you take on your spaceship as representative of the company vision and values? If you’re in management, how many in your office couldn’t you take?

2. If you were to retire tomorrow, what would people say about your vision? That is, what did you accomplish that added to people’s lives through your business?

3. What do you envision five years in the future in your business that’s so inspiring, so awesome, that you’d work for it, even if you didn’t need to get paid?

Having an inspiring, value-based vision for your company gives you, and all that work with you, a reason for being. It gives greater meaning to your work than merely making money. It focuses your efforts on the consumer, and guides you in making those tough decisions today in real estate. It becomes your compass and your guide.

But, you say, you’re barely surviving. You don’t have time for this high-filuttin ‘vision’ stuff. That’s the paradox. According to Parris and Collins’ exhaustive studies, companies who abandoned their vision in tough times were companies who went out of business. In fact, the authors observed that companies whose visions were grasped, loved, and lived out by all the company members were much better able to withstand tough times!

If you’re in leadership in a company, you must provide the vision. Start now.

Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright 2004, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email Susie@ frogpond.com; http://www.frogpond.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

DIEGO DIAZ

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t is with this affirmative spirit that Realtor® Diego Diaz approaches every real estate transaction. With a bachelor’s degree in Kinesiology and Health Promotion, Diego has spent the last 12 years of his professional journey in education, in San Bernardino County, where as a passionate servant leader has sup-

ported the efforts of closing the student achievement gap. Simultaneously, Diego created several successful entrepreneurial ventures, which allowed him to begin investing in real estate. It wasn’t long before Diego saw an opportunity to bring his passion for educating people to a real estate career.

ExecutiveAgent Magazine

Answering a Call to Education “I believe that if you’re not left with an amazing experience, I haven’t done my job. I don’t measure my success through achievements or awards, but through the satisfaction of my clients.”

“When real estate started happening for me, I really enjoyed it,” Diego recalls. “I started educating myself about the process because I wanted to know exactly how it worked. I realized it was something I loved and that it was another way of educating people and having a big impact on their lives. I like to teach people because I really care. I ensure that my clients and community — whoever I come into contact with — understands the amazing opportunity they have in their hands, whether they are owners of property for the first time or investors in property.”

After first establishing a relationship with boutique HKG Real Estate Services as a client, Diego chose to build his professional practice there, as well. “I think my clients benefit from the tailored support that a smaller boutique company can give them. I have the flexibility to give them support in the way they want to be supported and communicated with. So often, when people come into a larger company, they end up dealing with an assistant or transaction coordinator through most of the transaction. I like to be one-on-one, and I handle my own transactions. I walk them through the whole process and educate them.”

Reliable communication, patience and professionalism are all notable features of Diego’s representation. He also cultivates positive working relationships with his peers, and he remains upbeat in the face of challenges. “I take what I do seriously,” he says. “In a real estate transaction, many things can happen. It’s vital to always be and maintain a professional demeanor with everyone involved, and that means picking up the phone, getting back to someone in a timely fashion and honoring your word. I basically am what I expect others to do.”

Diego’s clients affirm that he lives up to his promises.

One said: “Diego was my Realtor® throughout my first home buying process. Something so large and complex as buying a house is certainly daunting, but Diego was there to alleviate any and all issues that I might have had. He was available whenever I called, even at weird hours of the day.

I ended up looking at multiple houses, but I never felt like I was being rushed. Once the escrow process began, Diego was there every step of the way, and I always felt like I could depend on him when I needed to ask any questions.”

Another stated: “When I initiated the home buying process, I knew next to nothing about it. Diego walked me through all the different parts of the process, explaining every step very thoroughly, and he answered any questions I had. He always responded to my text messages, e-mails and phone calls promptly. Diego was always available to show properties and always kept me updated with e-mails of new homes that hit the market. Throughout the whole process he worked very hard, was very professional, knowledgeable, patient and honest. He always went the extra mile — he looks after the best interests of the buyer. I cannot put into words how thankful I am to have had the opportunity to have worked with Diego on helping me find my very first home. I highly recommend choosing Diego as your Realtor®.”

Outside Diego’s passion for real estate, his two priorities are faith and family. “That’s what drives me every single day. I love that my real estate career ensures that I’m able to spend quality time with my wife and two daughters. Being able to pick my girls up from school or engage in school day activities means the world to me.”

Diego continues to answer his calling as an educator by helping families in his community become informed homeowners. “I believe it’s important for people to be educated before they embark on any decision, but especially in real estate, since it is a decision that will change their lives forever. Getting the right information could be as simple as knowing that the value in the future will be better with a two-car garage versus a one-car garage or not even having a garage. I want to help people make decisions that are both personally and financially rewarding in the near future and in the long term.”

Diego Diaz HKG Real Estate Services P.O. Box 1063 Claremont, CA 91711 Tel: 213.272.1205 Email: ddiaz@hkgres.com Web: www.diegodiazrealtor.com DRE # 01799332

ExecutiveAgent Magazine

Communicating With Your Customers

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hat happens when customers try to communicate with your company? For example, when they have a complaint or want some information? Is it a positive experience-one that will ensure their continued loyalty? Or is it a frustrating experience-one that will make them easy prey for your competitors?

I’m sure at sometime you have ended up in “voice mail hell” after you have gone through the “press one” for this and “press two” for that. In a recent customer service class, several participants told me that the impression they receive when they have to navigate through a long automatic routing system is the feeling that the company does not really care about the customer, just in saving money.

What about your company? Do you have several methods for customers to contact you? Or do you set up as many barriers as you can to try to force them to use your website?

Yes, websites definitely have a place in the communications mix, but customers should have other options, too.

Not everything can be answered in a FAQs section.

Are your systems highly responsive? Are your e-mails, voicemails, and tweets checked often? Do you have online, live chat available? Everyone is in a hurry today and they need information NOW, not in 48 hours as one company told me when I requested information. At least they set my expectations by telling me when to expect a reply. Many companies do not even do that.

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In the “old days,” our method of communication with customers was by telephone or the written word. Then it moved to FAX and finally e-mail. Now you can put up a portal to the company and your customers can literally plot their own course. The key is a variety of choices that make communication fast and easy because that is often one of the ways your customers judge your company and decide whether to do business with you or not.

In general, make your contact channels customer friendly.

I recommend that you perform a “dummy check” on your various methods to contact your company. Have a friend or business associate call your company to see how easy it is to get their questions answered. You may be surprised!

And as always, please think of me to help your organization establish a culture of true customer service or build better teams. peggy@peggymorrow.com Peggy Morrow, CSP, is President of Peggy Morrow & Associates. She is an author, consultant, certified professional speaker and training consultant in business for over 27 years. Author of two books on customer service, she has also published over 400 articles on management and customer service as well as being named a “content expert” for Inc Magazine’s web page, Inc.com.© 2012, Peggy Morrow. All rights reserved. For more information about this article or author, contact Susie@FrogPond.com. For the most current local Housing Trends, go to http://www.

HousingTrendseNewsletter.com.

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COMMUNICATE ExecutiveAgent Magazine

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HELPING MILITARY & VETERAN

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

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

WE WANT YOU!

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

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

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: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Laura Vazquez Executive Agent of the Month

ExecutiveAgent Magazine

Laura Vazquez Helping Families Achieve Their Dreams

Written by H. K. Wilson - Ian Wiant Photographer

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eople from first-time home buyers to seasoned property owners put their confidence in Berkshire Hathaway HomeServices, one of the most respected real estate companies in the world. According to CEO Warren Buffett, “A home is one of the most important assets that most people will ever buy. You want to work with someone you can trust.”

Realtor® Laura Vazquez also believes that trust is one of the most important factors in the relationship between

agent and client. So, when she embarked on her real estate career, she chose Berkshire Hathaway in Moreno Valley as her professional home. “I happened to walk into the office and really liked the atmosphere and the broker,” she says. “It’s a great company to work for, and clients can rely on you because as an agent, you can rely on the management and support in our office. My transaction coordinator also plays a tremendous part in my success by being available to clients when they have questions or when they need to come by the office.”

ExecutiveAgent Magazine

In her well-rounded real estate practice, Laura represents buyers, sellers and investors throughout Riverside County.

A lifetime resident of the region, she is particularly focused on helping clients maximize their real estate value in the community she knows so well. “I grew up in Moreno

Valley, and I now live in Perris. I know the area from left to right. I’m super accessible, and it’s easy for me to take people and show them around. I’ve been working a lot in San Jacinto recently. There are a lot of families moving out that way because housing is a little more affordable.”

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Laura has spent her entire career in the real estate sector, and her comprehensive industry experience encompasses both real estate and mortgage lending. Having a background in mortgage lending is a great advantage to Laura’s clients, as she is able to set realistic expectations about the lending process and help minimize both anxiety and unnecessary delays. “I make sure to tell my clients exactly what will happen. I can help them put a good lending package together by telling them what they will need and making sure we have it all together when we send things to the lender. It also really helps for me to understand the underwriting process so I can help my clients to be patient while the file is being reviewed.

I know that nobody wants to lose the deal, and we all have

to work together to reach the goal.”

Laura strives to build relationships based upon her clients’ long-term goals. She recently met a client whose listing with another agent had expired. “She decided she was going to try to modify her home. I told her if she needed help with any paperwork, I’d be more than happy to assist. I stayed in touch, and she’d call me with questions. Eventually, her modification was denied, and she said, ‘Okay Laura, yes, please list my house.’ Before I listed, we had already connected. More than anything, I try to see what people need. I want to know what they are trying to accomplish and how I can help.”

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Strong peer relationships are an important factor in delivering great client service. Laura’s upbeat and easygoing nature keeps transactions moving forward and helps to smooth challenges when they arise. “I know there is a good chance that we will eventually work together again, so it’s important to me to maintain good working relationships with other agents.”

Laura and her husband, Abel Sepulveda, share the responsibilities of raising their two children. She is grateful for his support of her real estate career, and now, she enjoys bringing their 12-year-old son to work with her as a Realtor®-in-training. She attributes her strong work

ethic to her dad. “I admire him a lot. He’s the one that taught us to be honest people and hard workers.”

Laura says the thing she enjoys most about real estate is the freedom to help families. “I think of the people I help out like they’re my family, and I treat them the way I would want someone to treat my own family. It’s such a nice feeling to give someone the keys to their new home.

I know my mission is accomplished when I’ve made their dream a reality.”

ExecutiveAgent Magazine

Laura Vazquez Berkshire Hathaway HomeServices California Realty 12652 Frederick Street, E8 Moreno Valley, CA 92553 Tel: 951.552.4496 - Email: lauravazquezrealtor@gmail.com Web: https://www.berkshirehathawayhs.com/laura-vazquez-real-estate-agent - DRE # 02013418 ExecutiveAgent Magazine

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INTRODUCING

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• Escrow processing just got easier • Easy to read summary page including vesting, file number, form of policy and property type • Upload/Return documents through our SECURE Smart Portal • Exceptions are highlighted so the real estate professional knows what is sensitive on the file • Quick link to Documents, Property Taxes, Supplements, Water Rights, Easements, CC&R’s, Grant Deed, Deed of Trust and more • Quick Share feature allows recipients to send the LiveLook to others • Option to sign up for file updates • Provides access to Request CPL, Request Proposed Insured, Order Update and Blank Forms • Realtors can order Property Profiles and FARMS from the system

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Keys to Effective Feedback

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ffective communication between two people is not easy. You really have to practice to make it work.

Through the effective use of feedback skills, you can create a good communications climate. The following general guidelines will help you use your feedback skills more effectively.

• Give And Get Definitions.

The interpretation of words or phrases may vary from person to person, group to group, region to region, or society to society. When people believe or assume that words are used for one and only one meaning, they create situations in which they think they understand others but really do not. The words you use in everyday conversations almost inevitably have multiple meanings. In fact, the 500 most commonly used words in our language have more than 14,000 dictionary definitions. For instance, according to Webster, a person is considered ‘fast’ when she can run rather quickly. However, when one is tied down and cannot move at all, she is also considered ‘fast.’ ‘Fast’ also relates to periods of not eating, a ship’s mooring line, a race track in good running condition, and a person who hangs around with the ‘wrong’ crowd of people. In addition, photographic film is ‘fast’ when it is sensitive to light. On the other hand, bacteria are ‘fast’ when they are insensitive to antiseptics. The abundance of meanings of even “simple” words makes it hazardous to assume to understand the intent of a message without verifying and clarifying that message.

• Don’t Assume.

Do not assume anything in communications. If you do, you stand a good chance of being incorrect. Don’t assume that you and the other person are talking about the same thing. Don’t assume that the words and phrases you are both using are automatically being understood.

The classic phrase of people who make assumptions is: “I know exactly what you mean.” People who usually use that statement without ever using feedback techniques to determine exactly what the other person means are leaping 26

into a communication quagmire. Use more feedback and fewer assumptions, and you’ll be happier and more accurate in your interpersonal communications.

• Ask Questions.

A good rule of thumb is: “When in doubt, check it out.”

One of the best ways to check it out is through the effective use of questioning skills. Clarifying questions, expansion questions, direction questions, fact-finding questions, feeling-finding questions, and open questions can be used freely during conversation to test for feedback.

• Speak the Same Language.

Abstain from using words that can easily be misinterpreted or mistranslated, especially technical terms and company jargon. These terms, which are so familiar to you, may be totally foreign to the people with whom you talk. Simplify your language and your technical terms so that everyone can understand you, even when you think the other person knows what the terms mean.

• Stay Tuned In. Constantly be on the lookout for and recognize those nonverbal signals that indicate that your line of approach is causing the other person to become uncomfortable and lose interest. When this happens, change your approach and your message accordingly. Observe the other person.

Be sensitive to the feelings they are experiencing during your interaction; above all else, respond to those feelings appropriately.

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

Copyright© 2004, Tony Alessandra. All rights reserved.

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

ExecutiveAgent Magazine

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Join a world-class slate of CEOs, celebrities, economists, educators, entrepreneurs, journalists and politicians and be part of America’s new mainstream.

REGISTER

nahrep.org/convention

banking done different

Construction-toPermanent: An “All-in-One” Loan Kinecta offers Construction-toPermanent loans, which fund a variety of construction scenarios, then convert into the home’s mortgage.

Benefits include: • Lending based off the future value of your home post-construction – determined by one full appraisal • Loans up to $4 million

• Full program selection, including fixed and ARMs • California-based lender with portfolio underwriting

Contact our construction-to-permanent experts today.

Tayt Ianni Sr. Mortgage Loan Consultant cell: 949.689.8639 | efax: 310.727.9119 NMLS# 310914 | tayt.ianni@kinecta.org kinecta.org/tianni

Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 | efax: 310.536.3621 NMLS# 66072 | joe.mcgreevy@kinecta.org kinecta.org/jmcgreevy

Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | Bradley.Martin@kinecta.org kinecta.org/bmartin

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

23761-07/19

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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.

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.

Time Management Tips 30

ExecutiveAgent Magazine

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

Wanna Sell More?

Polish That Sales Presentation!

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ExecutiveAgent Magazine

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!

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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

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BUSINESS IS ALWAYS PERSONAL! JOHN J. REED Branch Manager NMLS-869516

(949) 398-3655

WORK WITH A LENDER YOU CAN COUNT ON! RYAN PRISCO Sales Leader NMLS-987736

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RYAN DABICH

Senior Mortgage Advisor NMLS-1659500

(909) 282-4506

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2019 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.