Rob McGarry Executive Agent of the Month
Inside Features: Realty ONE Group Company Profile
New Empire Realty
Williams & Hammer Harcourts Prime Properties
More Control. More Deals. We know your reputation is critical to your business, and you put your reputation on the line every time you refer a lender. At Eagle Home Mortgage, our world revolves around the relationships weâ€™ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process, so as partners; we can make more deals happen. Michelle Coolidge NMLS #176580 Branch Manager / Sr. Loan Officer / Certified FHA Underwriter Direct: 310.818.1011 email@example.com www.mcoolidge.com
Cristi Hughes NMLS #289557 Loan Officer Office: 310.602.3909 firstname.lastname@example.org www.eaglehomemortgage.com/cristihughes
Jim Parker NMLS #231328 Loan Officer Cell: 310.918.9856 email@example.com www.eaglehomemortgage.com/jamesparker
Committed to Seeing You Home.
2790 Skypark Drive, Suite 116 | Torrance, CA 90505 | 310.602.3900 | NMLS #804830
Licensed by the Department of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify. Universal American Mortgage Company, DBA Eagle Home Mortgage
Southern California’s Publication for the Real Estate Professional
26 - Tony Alessandra:
Expanding Your Vision And Ideas!
22 - John Boe:
Time Management Tips
12 - Bill Brooks:
Successful Selling... What Does It Really Take?
5 Rob McGarry
Executive Agent of the Month
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Info@eamag.net www.EAMag.net
Eagle Home Mortgage.........................2 Evergreen Realty...............................25
28 - Mark Hunter:
The First 30 Minutes of the Day
i Photography Studio.........................20 Kinecta Federal Credit Union...........36 Prominent Escrow.............................24
16 - Dirk Zeller:
Accomplish Team Training Through Monkey See Monkey Do
32 - Zig Ziglar:
SBAOR.........................................21 South Bay Brokers............................11 The Termite Guy................................35
Photography: i Photography Studio, Ian wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown
Realty ONE Group Company Profile
30 Jason Tran New Empire Realty
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John Williams & Dot Hammer Harcourts Prime Properties ExecutiveAgent Magazine
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Rob McGarry Executive Agent of the Month
By Julie Brown - Ian Wiant Photographer
ob McGarry has the privilege of working in paradise every day. He is a successful real estate broker who helps people to find their own piece of paradise by selling homes in the South Bay. As a former executive search professional, he made the leap from searching for the right person to fill an open position to helping buyers find the home of their dreams. The personal aspect of buying a home is why he is so passionate about working in real estate. “I really wanted to be part of people’s lives,” says Rob. “I help people buy and sell homes through the major events in their lives. It can be a couple getting married or starting a family. Many times I’m the first to know about these important events. I get to guide people through these milestones.” With a degree in accounting from the University of San Diego, Rob landed a job with PricewaterhouseCoopers in Denver, CO. After eight months in the corporate world, it was clearly not the right match. “It was supposed to be the dream job, but it wasn’t for me,” shares Rob. He needed
a major change so he quickly started a new career in the executive search industry as a headhunter. After a year at a boutique firm, he opened his own executive search practice and even had the chance to move around the United States. “I enjoyed working for myself because I’m very self-motivated and dedicated,” says Rob. “I like knowing that I’m responsible for whatever happens. If I succeed beyond my wildest dreams, it’s because I made it happen. I take great pride in that.” Although Rob enjoyed being in control of his own destiny, he craved more personal exposure. “The executive search industry is remarkably similar to real estate. I used to match companies with candidates. Now I pair buyers and sellers,” explains Rob. “Being a headhunter just didn’t have that personal connection I craved.” He moved back to the South Bay in 2000 where he had spent most of his life and found himself in escrow on a home just 48 hours after driving into town.
In 2002, Rob earned his real estate broker license and joined South Bay Brokers where he still works today. “I bought my first home at the age of 23 and was intrigued by the process,” shares Rob. “I always thought that real estate was not only a great investment vehicle, but it also gave you such a pride of ownership.” After going through the process of buying and selling a home, Rob realized he should pursue his passion for real estate. “I joined South Bay Brokers because the company offered great training and a support system, which was really important early in my career and still is now.” He also appreciates that all of the agents at South Bay Brokers are full-time real estate professionals. “It helps keep us focused on what matters to our clients.” Building his real estate business was not always like a day in paradise for Rob. Having only been in the industry for a few years, he had to survive the recession just like everyone else. He recalls that 2009 was the toughest year for his business, but a positive attitude is what kept him motivated. “I had to look at it as a brief time period in my career that would pass,” shares Rob. “I made the decision to get up every day knowing that it wouldn’t just be okay; it would be great! I tried not to get drawn into what
was happening around me and focus on creating success for myself.” He even refers to a motto he adopted from motivational speaker, Dan Lier, which stuck with him. “It’s really about turning a should into a must,” says Rob. “Taking the things that you should do and converting them to what you must do.” Taking that extra initiative is what Rob does for his clients to set himself apart from the competition. “Too many people try to skate by just doing the minimum,” says Rob. “My clients are extremely important to me and I dedicate myself to provide great service. It’s about returning phone calls and emails quickly and making myself available seven days per week.” Having grown up in South Bay, Rob’s knowledge of the local market is also a key to his success. He depends on the relationships he has created within the community and within the real estate market as the biggest contributors to his growing business. “Having that network is especially important when you get into situations with multiple offers” he shares. “Just knowing the other agent can make a huge difference in getting the deal. It is always flattering to hear that people want to work with you.”
Living and Working in Paradise Rob sets big goals for his business every year. One of his targets in 2013 is to sell 24 listings, in addition to the buyers he represents. Last year he sold 15 listings and is working aggressively to find properties to sell in an extraordinarily low inventory market. “The number of listings I see each year is increasing which means that my business is becoming more balanced between buyers and sellers,” says Rob. Part of his listing strategy focuses on homeowners who considered selling in the last few years when the timing was not right. “Staying in constant communication with people and educating them on the market is critical,” adds Rob. He estimates that 85% of his business is generated through referrals from family, friends and past clients, which is where he allocates most of his time and marketing efforts. “My goal is to be the number one real estate resource for my clients. My buyers and sellers entrust me with the biggest transaction of their lives and there is a huge responsibility that comes
with that.” He also credits his licensed assistant, Jennifer Cabezas, for playing a big role in his success. When he is not building his business, Rob enjoys surfing, running and spending time with his wife, Erin, and daughters, Kylie and Holly. Erin is a pediatrician and both of them are very involved in the community. He enjoys the flexibility that having his own real estate business offers him, but stresses that it also requires a special understanding. “My wife and I both run our own businesses and know there are times when one of us needs to put extra time into our work,” states Rob. “We make it work and we find the balance, set our priorities and stick to them.” One of those priorities for his family is to sit down for dinner together every night. “It is important to have that time as a family and so we make it happen.”
South Bay Brokers 2501 N. Sepulveda Blvd., Ste. 200 Manhattan Beach, CA 90266 Tel: (310) 463-8488 firstname.lastname@example.org www.beachhomebroker.com BRE # 01356525
WWW. SOUTHBAYBROKERS. COM
5 OFFICES TO SERVE YOU • MANHATTAN BEACH • HERMOSA BEACH • REDONDO BEACH
Based on data from the Los Angeles Business Journal Residential Real Estate Brokerages published March 18th, 2013
Successful Selling... What Does It Really Take?
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, Goal Setting-Time Management Planning-Scheduling Prospecting-Dealing With Objections Computer Knowledge-Proposal Writing Group Presentation Skills-Negotiation Effective Presentation-Audio-Visual Use Persuasion-Finalizing Transaction Consensus Building-Dress, Style and Image Telephone Skills-Organization Rapport Building-Non-Verbal Communication Strategy-Account Development Networking Attributes Self Starting Capacity-Handling Rejection Physical Stamina-Emotional Stability Ability to Focus-Tenacity Empathy-Goal Directedness Handling Stress-Dealing With Ambiguity Balance-Rebounding From Setbacks Self Esteem-Positive Expectation Loyalty-Thinking On Your Feet
Written By Bill Brooks
Resiliency-Self-Renewal Self Awareness-Problem Solving Self Discipline-Results Orientation Compartmentalization-Emotional Maturity Flexibility
attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now.
As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession? Whoever said that it’s the “hardest easy work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights? 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
Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 20002001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email email@example.com; http://www.frogpondgroup.com.
E XECUTIVE AGENT MAGAZINE
RAISING THE REAL ESTATE BAR
omes Lives Dreams is more than just a tagline for Realty ONE Group, a full-service real estate brokerage with more than 4,300 associates and 37 offices serving the tri-state area of California, Nevada and Arizona. Rather, it encapsulates everything the firm offers to its agents and customers. Though the company has been around for less than a decade, its innovative business approach and company culture are setting new standards for the real estate industry. “We really believe that what we are doing is the best possible model for real estate,” says Chief Operating Officer Matt Emerson. We provide our agents with a positive, non-competitive environment and the latest resources and technologies that enable them to succeed.”
It all begins with the company’s philosophy of putting agents first. “Our brand is our agents,” says Matt. “This is a relationship business and it’s all about the agents. They are the reason we are in business.” The company believes that the best way agents can build their business is by giving them an environment that embraces entrepreneurship and empowers them to market themselves. “We don’t put restrictions on them in terms of what they can do to promote themselves,” shares Matt. “They know what works for their business so we’re not going to tell them what they can and can’t do.”
EA Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent By Julie Brown
That agent first philosophy is also focused on showcasing agents rather than competing with them according to Matt. “We dont’t market the company brand over theirs,” says Matt. “We don’t put up any roadblocks that interfere with their ability to build their brand and their business.” One of the biggest frustrations they’ve heard from agents joining from other companies is in the area of Internet leads and online advertising. Realty ONE Group doesn’t have a team that manages Internet leads and doesn’t purchase online advertising that conflicts with their agents. Instead, the firm focuses on having a strong web presence at its company website (RealtyONEGroup.com) and working with industry leading listing partners like Trulia, Zillow and Homes.com to send any leads directly to the agents. “Our agents work hard to secure their listings so we remove ourselves as the middle man and make sure they receive their Internet leads,” adds Matt. In addition to creating a non-competitive environment for its agents, Realty ONE Group also boasts a company culture they describe as optimistic, empowering and focused on efficiency and service excellence. That culture also includes giving their agents a voice and promoting a climate that encourages feedback and values creativity. “Not many companies deliver on the culture that they promise, but we do,” shares Matt. “We are truly a group of like-minded and passionate individuals who are united in sharing the same values, vision and path for success.” Providing agents with the latest tools and cutting-edge technology is also a priority for Realty ONE Group. These tools include myROG, a proprietary back office system that provides agents with a comprehensive resource library and real-time statistics on all of their efforts including transaction numbers and volume. “It really gives them a benchmark of how they are performing and gives us great transparency to see how we are doing as a company overall at any given time,” shares Matt. They also employ a Paperless Exchange system where all transaction documents are completed electronically through their back office. “Everything is submitted online and reviewed by our compliance team,” says Matt. “Not only does it save trees, it also catches any errors quickly and helps with risk management.”
according to Matt. Realty ONE Group’s business model is one they refer to as “Version Now” because it’s designed to meet the needs of today’s real estate agents. As clichéd as it may sound, Matt says that Realty ONE Group likes to operate outside of the box. Combining an open culture with a non-traditional business model is what makes them unlike any other brokerage firm. “We provide agents with 100% of their commissions, but we don’t charge them exorbitant franchise fees. Instead they pay a transaction fee,” explains Matt. “Usually when you’re training agents it gets awkward when the conversation turns to money and they realize how much they’re paying the company to do business with them. We eliminate all of that by having one plan that levels the playing field.” Realty ONE Group’s unique business model and company culture has enabled them to attract and retain some of the industry’s top talent. “We’ve seen many seasoned agents who have been beaten down, but then are so refreshed and re-energized when they learn how we do business,” says Matt. “We are here to create lasting partnerships with our agents. Whether they are veterans or brand new to the business, we want to give them everything they need to experience long term success.” The company has big growth plans for 2013, which include opening six new offices in California and two in Arizona. In addition to their 4,300 associates, they also give much credit to their highly talented and trained staff of office managers who are a big part of the company’s success. “Our Philosophy of ONE is really the foundation for unity,” says Matt. “Everyone brings something unique to the table, and united we can accomplish so much more than we ever could alone.”
The company also employs a business model that has evolved with the cyclical market conditions. The market will always fluctuate, but not all companies alter their business models to adjust for the changing times
Realty ONE Group 7545 Irvine Center Drive, Suite 250 Irvine, CA 92618 Tel: 888.461.0101 www.RealtyONEGroup.com BRE # 01844195
Accomplish Team Training Through Monkey See… Monkey Do ost of the learning we do in life is from observed behavior. This observed behavior happens in all environments from work to home. A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my five-year-old son, picked up. Joan was driving home from errands with Wesley in the car. She was following slow moving cars in front of her, and Wesley asked her why she was going so slow. Joan told him she couldn’t go any faster because there was a car in front of her. Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.” I was busted! In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn.
Your staff, especially the sales staff, will learn from you through observed behavior. They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect. They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads. They will also learn what the standard of performance and expectation standards are through observed behavior. Your team will be able to observe how closely you are really monitoring them. They will observe if there is consistency in your rhetoric and your actions. Champion Team Rule – People will only do consistently what you expect and inspect. If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team. If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably. A word of caution, they won’t react favorably to, “Do as I say, not as I do.” If you want them to prospect consistently, you will have to set the personal example of consistency in this area. They will need to see you prospecting and making sales that link to your prospecting activities. For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same. If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well. 16
Being a successful leader of your team is only accomplished through monkey see . . . monkey do! Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.
Written By Dirk Zeller
E XECUTIVE AGENT MAGAZINE
By Julie Brown
John has a master’s degree from The Wharton School of Finance and spent four years in the Air Force as a Contract Officer while also working as a White House Aide. He later started his own management consulting practice and managed the business for 13 years before deciding to follow his parents’ decision to move to California. John caught a glimpse of the shortcomings of the real estate industry through the process of his parents buying a home in Orange County. “I wasn’t impressed with the whole process so it motivated me to get a real estate license,” says John. “I wasn’t sure how long I would practice real estate but it seemed like a good way to get to know the business and Orange County.”
ohn Williams and Dot Hammer are both Brokers, together with more than four decades of experience in the real estate industry. The dynamic duo has been working together for more than 15 years and are recipients of numerous local and national sales and service awards. Yet despite all of the accolades they’ve received, the one thing that matters most to them and is their ultimate measure of success is client satisfaction. Their knowledge of finance, the local market and vast transaction history may be why clients call them the first time, but they keep coming back because of the level of service they provide and the lasting friendships they develop.
Dot received a degree in marketing from the University of Connecticut and was in training to become a department store buyer when she decided to move across country. Her sister moved to California and Dot went with her thinking it would be a fun place to live. She worked as an executive assistant before deciding she wanted a career that offered more flexibility. She earned her real estate Broker’s license and went to work for a few years before taking time off to raise her three children. When her kids got older, Dot returned to the real estate industry. John and Dot met 15 years ago at an industry event and decided to join forces to work for a company that evolved into Harcourts® Prime Properties where they still are today. The two have built a successful business around the motto “clients first.” If you take care of the client, then everything else will take care of itself, according to John. It’s the small details like previewing every property before you show them to a client that make a difference for the duo. “We really listen to our clients needs,” shares Dot. “We’re not in the business to just make a sale, we do what’s right.”
JOHN WILLIAMS & DOT HAMMER
The team also works hard to maintain relationships with other agents. “We received 21 offers on one property and I called the 20 agents who didn’t get the deal to tell them why,” explains John. “They were shocked that we even followed up with them, but that’s the way we choose to do business.” Having close relationships in place with other agents also enable the duo to maintain a competitive edge by getting early notifications on properties for sale. By the way, John was elected twice to be President of the Laguna Board of Realtors® and was voted Realtor® of the Year by his real estate peers.
The duo, who were recently ranked fifth nationally in sales for Harcourts, hopes to keep growing their business but don’t ever plan to lose sight of what’s most important to them. They don’t aspire to have assistants or big
John and Dot’s commitment to client service is the reason why 95% of their business is generated from referrals and repeat business. They’ve had clients that have stayed with them for their real estate needs over the course of their lives and many big events. “As people’s situations and finances change, so do their needs and we are there for them,” shares John. “Buyers and Sellers can pick any agent and they choose us. There’s no higher compliment than that.” Their extensive knowledge of the Orange County market is also a big factor in their success. With experience gained in more than John and Dot work closely with Rob Gillon at NewAmerican Funding® 1,000 transactions under their belts, John and Dot are transaction experts who understand the complexities both of being a buyer and teams because they don’t want to give up the personal a seller. “We bring a vast knowledge that not many relationships they have with clients according to John. other agents have and guide clients through the entire “We don’t have to be number one,” adds Dot. “The way transaction,” says Dot. Despite his tenure in the industry, we work just works and we have fun doing it.” John believes that you can never stop learning or know too much. “I learn something new from every single transaction,” adds John. “Having that base of knowledge John L. Williams, Broker and experience helps us to anticipate any challenges Dot Hammer, Broker before they arise.” They also work closely with Rob Harcourts® Prime Properties Gillon at NewAmerican Funding® to ensure that their 27372 Aliso Creek Rd. buyers understand not only loan options, but also the Aliso Viejo, CA 92656 lending process. “Having that financial expertise on our John Tel: (949) 510-1400 team has helped many buyers to get into a home they Dot Tel: (949) 295-9611 didn’t think they ever could,” says John. “We also work Fax: (949) 272-4076 aggressively to lock in competitive interest rates. We’ve JohnLWilliams@fea.net seen rates rise a point overnight which can disqualify www.johnlwilliams.com BRE # 00917563 - BRE # 00419396 buyers and kill the deal.” ExecutiveAgent Magazine
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Written By John Boe
Time Management Tips
veryone is given exactly the same amount of time each day. It is up to us to manage this time as we would any other precious, nonrenewable asset. In the world of commission sales, time is indeed money! Time management is at the very core of being a successful salesperson. Effective salespeople know how to concentrate on results while ineffective salespeople concentrate on just being busy. Counting time is not nearly as important as making time count. Effective salespeople focus on task achievement rather than tension relieving diversions. By incorporating the use of proven time management techniques into your daily routine, you will earn more money and experience less stress in your life. Avoid procrastination in all of its attractive forms. Learn to separate the important from the unimportant and develop a “Do it NOW” attitude. People manage time by managing their activities and managing activities begins with planning. Effective time managers understand the importance of “planning their work and then working their plan.” It is up to you to respect time and give it both meaning and value. If you want to know the value of a year, ask a P.O.W. that has lost his freedom. If you want to know the value of a month, ask a mother that has given birth to a premature baby. If you want to know the value of a week, ask the editor of a weekly newspaper. If you want to know the value of a day, ask a schoolboy on the last day before summer vacation. If you want to know the value of an hour, ask a criminal sentenced to death. If you want to know the value of a minute, ask a person that just missed their flight. If you want to know the value of a second, ask a person that just avoided a serious car accident. If you want to know the value of a millisecond, ask an Olympic silver medalist. Plan your day the night before. List and prioritize the top five objectives you desire to accomplish when you get to the office. Start with the number one item on your list and stay with it until it is complete. Try to do the most difficult tasks first.
Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get on the phone and make one. I recommend you make your phone calls in the morning when you are fresh and alert. Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused on the task at hand. An open door invites continuous distractions. Get to the office early. You will never be successful in the sales profession if you get into the habit of coming to work at the “crack of noon.” Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time. Delegate, delegate, delegate. Avoid the temptation of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts on the things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What is the best use of my time right now?” John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com
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Expanding Your Vision and Ideas! By Tony Alessandra
kindergarten teacher asked a student what she was drawing. “I’m drawing a picture of God,” the child quickly answered.
“But, sweetheart,” said the teacher, “no one knows what God looks like.” “They will in a minute!” the child replied, according to a story told by Sheila Murray Bethel in her book Making a Difference. Charismatic people possess a similar, almost childlike faith in their vision and their ability to create change. People will follow leaders whose vision inspires them and makes their lives more meaningful. What do you feel passionately about? What do you care really deeply about? Whatever your objective-whether it’s ending world hunger or ensuring better care for stray animals-you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself. In fact, having a strong, compelling vision will go a long way toward compensating for a lack of some other charismatic attributes. Einstein, for example, or Eleanor Roosevelt, or Bill Gates, whom I mentioned earlier, aren’t people who immediately leap to mind as being as dashing or debonair as stereotypically “charismatic” leaders. But their strong ideas or vision may have more than made up for other shortcomings. (Have you heard the computerindustry joke? “What do you call a nerd fifteen years from now?” The answer: “Boss.”) Their vision, it can be argued, transformed them into charismatic leaders. The strength of their ideas, and the passion with which they held them, gave them a different brand of personal magnetism. Warren Bennis, author of the best-selling book Leaders, says that being able to articulate your vision in a way that’s easily understood, desirable, and energizing is the spark of leadership genius. Here are some other ideas Expanding Your Vision and Ideas:
1. Listen to your yearnings. Don’t dismiss your daydreams, or for that matter, your nocturnal dreams, either. They may be signals from your mind and body of some unconscious attraction. What’s important is what’s important to you personally. 2. Sometimes it’s helpful to recall your childhood or youth. What propelled your dreams back then? Where did your imagination take you? What most influenced you? And it’s not just the fun or fanciful moments you should recall. If you were poor, maybe helping others escape poverty could be your mission as an adult. If you were abused, maybe abuse prevention is an area where, in your heart of hearts, you would like to make a difference. 3. Seek feedback. “Unfortunately,” said Dr. Norman Vincent Peale, “most people would rather be ruined by praise than saved by criticism.” But getting others to give you honest, constructive feedback may help put your mission and your goals in perspective. They may uncover a diamond you thought was just a pebble, thus sending you off in a better direction. 4. Focus on your strengths. You may have heard the adage “Don’t try to teach a pig to sing-it wastes your time and annoys the pig.” Too often we try to force ourselves to become detail people when we’re not, or to climb the management ranks when what we enjoy and excel at is the rank-and-file work. Ask yourself: What am I really good at? What do I most enjoy? And think about a mission and goals related to those answers. 5. Deal with distractions. On the route to achieving your dream, you’ll find change, risk, surprise, stress, and perhaps even failure. But if you’re committed, you’ll adapt. 6. Do it! “The best way to predict your future,” says management guru Peter F. Drucker, “is to create it”. Once you know your mission and goals, that’s the time to get down to doing it.
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 firstname.lastname@example.org; http://www.frogpondgroup.com.
The First 30 Minutes Of The Day
he first 30 minutes of the workday will set the tone for the entire day. For most people, the first half hour of the day consists of settling into the office routine by grabbing a cup of coffee, checking the internet, and, of course, chatting with others. Now, I will never be one to say we have to avoid coffee and/or socializing, but I will be the first to say it is advantageous to put these activities aside until later..
One of the ways that top-performing salespeople separate themselves from others is by effectively using the first 30 minutes of the day. It is highly beneficial to your productivity to know exactly what you are going to accomplish during this period. Therefore, you must determine the day before what you intend to do when you first arrive in the morning. For anyone in sales, this means one thing: start the day by making a minimum of three sales calls before you do anything else. To begin using this strategy, your objective today (and everyday in the future) should be to identify three people you want to call first thing tomorrow morning. There is no better way to start the day than by calling customers. If you are the type of person who arrives in the office early, your 28
phone calls will wind up going straight to voicemail. Great! In fact, using voicemail is an effective way to demonstrate to others that you are a hard working individual and you take your relationships seriously. For those of you who have a large number of clients, this is also a perfect way to personally reach out to them, while not having to wind up in a long, drawn-out telephone conversation. In addition to beginning the workday more productively, you will also find yourself warmed up to make additional phone calls throughout the day. This will help you overcome a very common problem among anyone in sales: the initial reluctance to make the first call of the day. Many studies have shown that people waste on average 15 minutes each day just getting ready to make that first call. It is ironic to think that you will have made three phone calls in the time it takes the average salesperson to even start making theirs. An additional benefit of this plan will come when you begin applying this same principle to the first 15 minutes after returning from lunch. Use that time to make three prospecting calls. Again, you will find yourself becoming productive faster and you will be less likely to find yourself at the end of the day looking back to realize that you did not make the phone calls you needed to.
Written By Mark Hunter
By establishing these habits, you will increase the number of phone calls you make every day from utilizing time that, in the past, was unproductive. Make it part of your routine at the end of each day to identify both the three people you intend to contact the next morning and the three you will contact after lunch. Do not fall into the trap of thinking you will come up with the names the next day because the chances of you actually contacting those people will fall dramatically.
Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http:// www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPOnd.com; http:// www.FrogPond.com
E XECUTIVE AGENT MAGAZINE
Jason Tran New Empire Realty
By Lalaena Gonzalez-Figueroa
or real estate professional Jason Tran, business is personal. “I love the opportunity to help people plan for their futures, to assist them in finding the homes that meet their unique wants and needs,” he says. “There is nothing like being a part of the American Dream.” It’s especially profound for Jason, who was born in Vietnam. Before he was two years old his family made the perilous journey from their war-torn homeland to New York City, where they believed a better life awaited their brood. Growing up, Jason keenly observed the daily comings and goings of the city’s go-getter professionals. “It motivated me,” he recalls. “I knew that if I worked hard and did the right thing, I had the opportunity to make something of myself.” Jason and his family relocated to California in the late 1990s, where he attended the University of Riverside while working in the lending industry. Once again, his observations of accomplished businesspeople shaped his vision of professional success. “I wanted to pursue a career that offered opportunity and growth,” he says. “I became intrigued by the real estate industry.” He launched his career in the lending industry, first as a mortgage processor then as an originator, but Jason didn’t connect with the transactional aspect of his work. “I enjoyed the numbers,” he explains. “But I wanted a field that was more relationship-driven.” Armed with a comprehensive understanding of the financial foundation of real estate, he transitioned into the field in 2007 as a licensed sales agent. His timing, by most accounts, was less than ideal. “The market was a mess,” he acknowledges. But Jason found his footing, launching his career in the short sale market. “As challenging as it was, I connected with the opportunity to help people move beyond bad finances,” he explains. And he continued to build his knowledge as the market shifted, successfully expanding into traditional equity sales and purchases. Today, business is thriving and Jason works with a range of buyers, sellers and investors at every point in the real estate spectrum. From first-time buyers to high end homeowners and individuals building their property portfolios, he is adept at maintaining smooth transactions and consistently facilitating successful closings. While much of his business is within the residential marketplace, Jason also handles commercial and lease transactions.
Jason is well-versed in the markets of Orange County and Los Angeles, and specializes in the art of negotiation between buyers and sellers. “I bring people together to do business the right way,” he says. “There are unique challenges in closing successfully and keeping both parties happy, and I really enjoy that process.” Strong communication skills, he says, make a difference. “I’m constantly reaching out to my buyers and sellers, as well as my fellow agents. Through solid relationships we are able to keep the transaction strong.” He is collegial yet competitive; Jason reveals that he’s driven to achieve or exceed each client’s distinct goals. “I’m here to add value to the process, whether that is assisting investors in maximizing their returns, or finding buyers the right properties at great prices,” he says. “And above all, I am always focused on providing exceptional customer service.” His professionalism makes Jason a standout in the field. “I understand what my clients want, and am usually able to address their needs before they ever have to ask,” he explains. “That has been a key to my success.” Jason’s sellers appreciate his thorough market knowledge, solid negotiation skills, and staging abilities. “Selling a home takes patience and preparation,” he observes. “I want everything to be picture perfect. We’re not rushing to get a house on the market; instead, we thoughtfully time the listing to ensure that it is well-presented and targeted to the right prospective buyers.” He adds, “I also offer my sellers personal staging assistance; with an inventory of décor and accessories, I’m able to help put a home together so that it shows to its fullest potential.” While much of his time is dedicated to his professional pursuits, Jason does find balance through participation in a community-based Buddhist organization and through local politics and activities. “Every day offers a new challenge, a new opportunity,” says Jason of his real estate career. “I love the ability to help others change their lives for the better, and can’t imagine myself anywhere else.” Jason Tran New Empire Realty 12913 Harbor Blvd., # Q-1 Garden Grove, CA 92840 Telephone: 714-604-9871 email@example.com www.JasonTran.net BRE # 01721560
kay - I admit it - this one is extreme. Several years ago before I realized that my body retains ice cream, my wife and I were in our favorite ice cream parlor. An unusual-looking young man walked through the front door. In my lifetime I have never seen anything like it. His hair was sticking out in every direction and came to a point at the top so sharp that it was dangerous. He had every imaginable color represented - green, purple, orange, red, lavender, black - it was really a sight to behold! Right about now you might think I’m being critical. In reality, I’m not. I am simply reporting what I saw. Actually, I believe the young man had every right to look exactly as he did. That’s what America is all about. As a matter of fact, I would go to war to fight for that young man’s right to look exactly as he did. You bet I would! However, I would not give that young man a job, regardless of how capable he might be. He would be such a distraction that I don’t believe the other members of my staff would get much work done. Here’s the point: It’s my conviction that most employers would take the same approach, so when the young man chose to look that way, he chose to eliminate 98% of his employment opportunities. Message: If you want a job, in most places you need to survey the market, observe how the other people appear when they go to work, and within reason, follow their example. In most places substantial latitude is allowed for individuality but there are limits. When you cross the line your chances of employment go down substantially. Think about it. Take the appropriate action and I’ll SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com
Written By Zig ziglar
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