EXECUTIVE AGENT MAGAZINE-SOCAL FEBRUARY, 2023

Brielle Bacal

Successful Selling...What Does It Really Take?

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

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

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

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

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

Attributes

• Self-Starting Capacity

• Handling Rejection

• Physical Stamina

• Emotional Stability

• Ability to Focus

• Tenacity

• Empathy

• Goal Directedness

• Handling Stress

• Dealing With Ambiguity

• Balance

• Rebounding From Setbacks

• Self-Esteem

• Positive Expectation

• Loyalty

• Thinking On Your Feet

• Resiliency

• Self-Renewal

• Self-Awareness

• Problem Solving

• Self Discipline

• Results Orientation

• Compartmentalization

• Emotional Maturity

• Flexibility

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

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

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

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2000-2001, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www. frogpondgroup.com.

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

The Great Challenge of LIFE

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

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

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

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

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

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

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

by Jim Rohn

Empowering Your Agents: NEGOTIATION

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

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

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

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

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

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

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

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

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

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

1. Thanking the buyers for their offer.

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

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

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

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

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

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

Blair Newman #1 AGENT of 202o

The Van Leeuwen Team #1 TEAM of 2020

Ying Ying Zhang

The Brummett Group Tony Lopez Mother & Son Real Estate Sonia Arias

The Sisters Neri Group The Right Team Edmead Team Nancy & Feng Huang EB Group

Mark Henderson The Begley Team

Eduardo Morales

Lisa Papazian Stolt Ravinder Sood

JoAnna Nassar

The Apples Team

Kristina Fruneaux

Micaela Solis Nall & Rojo Real Estate The LeGris Team

Jose Rodriguez

Jane Li Frank Zuniga Ada Simpfenderfer

Are You Doing All You Can Do?

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

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

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

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

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

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

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

- by Walter Sanford

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

— Zig Ziglar

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

Brielle Bacal

Executive Agent of the Month

Brielle Bacal

Written by H. K. Wilson

For award-winning Realtor® Brielle Bacal, her profession is about so much more than matching people with amazing homes. It is a sacred calling that begins with helping people manifest their true desires and intentions. “The right home is a big part of loving and happy memories, and living a good life,” Brielle says. “In turn, when people are happy, they are more likely to do good because they want to express positivity in this world.”

With the opening of her boutique real estate brand, World of Luxury Estates, Brielle is manifesting a legacy of prosperity not only for herself, but for her clients and her team of like-minded agents. “I have passion behind what I do and a drive to help people and communities. This is my opportunity to give back through my work.”

Licensed in both California and Florida, and

previously licensed in New York, Brielle brings a bicoastal perspective to her real estate practice based in Beverly Hills. In addition to her master’s degree in computer information technology and management, Brielle’s comprehensive real estate experience spans new construction, home renovation and property management, as well as commercial and residential property sales. She has made her mark among the Southern California elite for her representation in high-end luxury resale and new construction transactions across select communities including Bel Air, Beverly Hills, Brentwood, Hidden Hills, Holmby Hills and Studio City. Through her vast global network, Brielle frequently connects her clients with off-market properties, preserving both the privacy and security of high-profile individuals. She works with clients in key markets around the world, and she currently holds a $26 million listing in Israel.

At World of Luxury Estates, clients receive white glove service from the first contact to the close of escrow and beyond. Known for her patience, Brielle brings a spirit of calm to challenging situations and excels at negotiating win-win solutions. “I always answer my phone or return calls right away. I really

care about people and become close with my clients. That’s how I earn their referrals.” Brielle is also unfailingly honest. “I’m very transparent with my clients. If I think they are asking too much for their home or they need to do some fix-up, I will just tell them. When you deal with the truth, nothing can hurt you.”

Clients describe Brielle as “professional and sharp,” “helpful and knowledgeable,” and “the best Realtor® in Los Angeles.” A recent buyer said: “Brielle is the consummate professional. We worked with Brielle for two years on a strict budget in an extremely competitive market, and through Brielle’s dedication, patience and attention to detail, were able to find exactly what we were looking for. Brielle never pushed, always provided thoughtful insight, and was never about rushing to close the deal. She always was available to answer any questions. Brielle put our interests ahead of her own and politely reminded us to stick to what we were looking for. We cannot say enough great things about Brielle. She provided us the best home-buying experience ever. She is sharp and knows the business like no other.”

World of Luxury Estates is also an environment built for agents to thrive. Her book, Off Market Beverly Hills, provides an insider look at the

strategies that have made her so successful. Further, Brielle imparts her extensive knowledge of both domestic and international real estate to her team via regular training and coaching. She also provides her team members with qualified leads.

Soon, Brielle will release a new real estate podcast. “It’s all about helping Realtors®. A lot get into the business and find they are not cut out for it. They need help organizing themselves and getting on track for what they need to do. They also need a better understanding of what clients are going through with moving, buying or selling. It’s an emotional process, and once you understand that, you can give people the patience, love and compassion they need to get through any storm. You can be that force of strength and calm for the client in any scenario. The podcast is also about manifesting things you want and feeling good about yourself. It’s important to me that people are happy.”

Among Brielle’s greatest accomplishments are her two grown children. “I’m so grateful for my two amazing kids. My daughter is studying to be an electrical engineer, and my son owns his own company. As long as my children are happy and healthy, anything else I tackle in my life is for the greater good of the planet.”

Brielle is creating a future for herself and others that is bright with possibility. “I believe when you focus on good, you get good. The universe knows how to give back. We have to keep an open heart

and mind, and keep working toward the future, always. I have passion and excitement for my clients. It’s not about money to me. It’s more about how I can help people. At the end of the day, it doesn’t matter what the price of the home is, only that I’ve put someone in a home where they can make happy memories. I’m so excited to spread that positivity!”

Phenomenal Hidden Hills View Estate

This phenomenal 180 degree view property captures the epitome of Hidden Hills mountain views and the horse ranch lifestyle. This 4 bedroom, one story house with pristine views is a one of a kind property that engages a storybook of an outdoor oasis. The house has solar panels paid off and simply a breathtaking 180 degree view of Hidden Hills and the valley and the views of the hills is protected state parkland. This timeless family compound radiates happiness, light and tranquility. From the moment you arrive you’re greeted by a charming front area on a private street and welcoming foyer. Spacious interior flow includes a gracious family room, entertainer’s living room with bar in den, and a cozy fireplace with huge windows overlooking the San Fernando Valley views. A true Chef’s Delight Country Kitchen complete with Professional Appliances 2 sinks, 2 dishwashers, granite countertops, butler’s pantry, and breakfast area. The one story, is dedicated to a beautiful primary bedroom retreat with sitting room, designer spa-like bath with a door leading out to a spacious viewing balcony overlooking the private rear grounds. Four generously sized bedrooms and family room are located on the main floor are all en-suite. There is generous parking for 4 and room for RV parking as well. Enjoy all the delights of living in Hidden Hills that includes a champion sized pool, tennis courts, multiple riding arenas, miles of riding trails, a weekly farmers market. Seller is willing to owner finance part of the sale.

Offered at $5,988,000

Stunning Contemporary Farmhouse

4425 Morse Ave, Studio City, CA

Stunning New Construction Cap Cod Contemporary Farmhouse in prime Studio City. Designer perfect two-story transitional 5 bed, 4.5 bath home built in 2022! Open airy floor plan includes a spacious living room with fireplace and dining room, plus a sensational family room with fireplace and bi-fold doors opening to a covered patio, outdoor kitchen, grassy yard, and beautiful pool and spa. The elegant center island kitchen with breakfast room features Marble counters, stainless appliances including 8 burner range and hood, double oven, dishwasher, as well as a beverage fridge, and pantry. One bedroom suite and powder room complete the downstairs and laundry room. Upstairs offers a dazzling master suite with vaulted ceilings, fireplace, balcony, walk-in closets, and a luxe bath, as well as three additional bedrooms. Other amenities include wide plank European Oak hardwood floors, dual-zone Nest controlled HVAC and a fully wired smart home with a security system and cameras. Walking distance from all that Ventura Blvd has to offer, this smart home features 5 en-suite BD, BA, and an open living space set up. Enter to find a stellar open-concept floor plan w/ natural light beaming throughout. The cozy family room is equipped w/ fireplace and glass doors that create the idyllic indoor/outdoor California lifestyle. The chef’s kitchen is complete w/ all the amenities including high-end appliances, walk-in pantry and center island. Offered at $3,588,888

This Immaculate 4 bed 4 bath house in the gated neighborhood of Verdigris in Thousand Oaks closely bordering Westlake Village is the charmer house. This house is updated with a huge inviting kitchen and festive backyard, laundry room on the entry level, the rooms are abundant and the walnut wood flooring is impeccable lending itself to anyone’s taste. Offered at $1,650,000

The Top Six Ways To Stay Motivated

1. Get Motivated Every Day.

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

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

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

2. Have a Vision for Your Life.

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

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

3.

Fuel Your Passion.

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

4.

Work Hard Enough to Get Results.

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

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

5. Put Good Materials into Your Mind.

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

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

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

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

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

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

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

LOS ANGELES

Teaming With Success

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

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

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

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

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

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

• Ample appreciation of individual differences within one’s team

• Recognition and reward of team members for their efforts

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

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

Team members seek the following:

• To be heard

• To feel important

• To be valued, appreciated and recognized

• An opportunity to express individuality

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

Team leaders should strive to achieve the following:

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

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

• Cohesion through regular communication

• Support for each team member

• Recognition for members’ accomplishments and group milestones

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

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

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

Potentialize Your Opportunities

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

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

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

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

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

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

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

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

Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

WE LIVE TO CURE CANCER.

Science saving lives.

cityofhope.org/bmt