CALIFORNIA MORTGAGE 10-21-19

CALIFORNIA MORTGAGE EDITION

7

DEADLY SINS OF

I’LL TAKE 2 POUNDS OF CONFIDENCE AND 3 POUNDS OF SELF-ESTEEM!

PERSONAL BRANDING

How to Overcome Your

WORKPLACE FEARS

COVER STORY

SAMANTHA ZUMWALT TOP MORTGAGE LENDERS

ANNA RUOTOLO KELLY REDMOND

CALIFORNIA MORTGAGE EDITION

KELLY REDMOND

With a passion for helping others and a love for her a property. This 17 calling 23 more negotiating community, 7Kelly Redmond has found her true in the mortgage industry. She got her start in 1984 after ties. The loan is a working her way up in a mortgage company. Today, she can truly just focu is licensed to help clients with financing properties anyclient the “compe where in California and works with Land Home Financial once the transacti Services, as a Mortgage Loan Officer. Primarily she or we pay $1000 i serves the greater Sacramento region including Placer and El Dorado counties and her Bay Area clients.

When asked “Wh Providing superior service has always been Kelly’s speKelly responded cialty, and this has resulted in her business consisting putting the right L entirely of referrals. Part of that amazing service derives client’s needs , tha ANNA SAMANTHA ANNA RUOTOLO procesKELLY REDMOND fromZUMWALT having a team, including a pre-underwrite love about what I RUOTOLO sor and post-underwrite processor. Land Home Financial Services also the benefits of homeownership has a closing/funding department, which ensures each transaction goes make their dreams come true. smoothly and efficiently. Kelly is in the same building as her team which thing at all. This is what fills m adds value as she can approach her entire team personally anytime needed and can introduce her team to her customers and relator clients Kelly loves family! She is a w anytime. As a direct lender, they offer all the conventional and govto their 16 year old daughter. S ernment loans as well as a few niche products, like Reverse Mortgages High School Softball and wat for Senior Citizens, First Time Buyer / Down Payment being healthy and fit, cooking 4) 7 DEADLY SINS 19) I’LL Assistance TAKE 2 POUNDS programs and products for the self-employed. Kelly also works with . She strongly believes OF PERSONAL BRANDING OF CONFIDENCEfamily AND 3 corporations to help them enhance their HR Benefit Packages by utilizpractices positive affirmations POUNDS SELF-ESTEEM! ing their Corporate Affinity program which offers lower rates OF to their DREAM! She say’s never stop employees and reduced closing costs for the client. They also have a 13) KILLING CLIENTS WITH customer loyalty credit for repeat clients.

Kelly’s community involvem KINDNESS AND VALUE 24) HOW TO OVERCOME tion meetings and has served Kelly’s clients love coming back to her, as she provides unparalleled Cal Vet (for California Veteran YOUR WORKPLACE knowledge and goes above and beyond expectations. “I follow up Counseling Center. She sponso FEARS quickly and am constantly in communication with both buyers and real ally she and her family enjoy estate agents,” Kelly explains. “Those agents trust me and know that church, homeless centers and W their client is in good hands. They are confident we will close on time or early every time!” After decades in this industry, it’s clear that Kelly Kelly would like to say to Top has a special talent for this business, but her ‘secret sauce’ is not a technow, ones entering the industry nique or skill, she’s just simply herself. “I have a natural ability to put “Always remember it’s an hon Phone 310-734-1440 | Fax 310-734-1440 people at ease, and that helps my clients gain confidence in me almost reputation matters, as does you immediately after meeting,” she says. “I also project a positive attitude caring with your customers. S mag@topagentmagazine.com | www.topagentmagazine.com and love to inspire and motivate people.” People often say Kelly has educate yourselves to remain t No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent an honest smile and they feel comfortable and safe right away and feel you ofdecide to stay in it! When Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy published I am on “their side”. you do!

Our clients deserve no materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

CONTENTS

SAMANTHA ZUMWALT

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. Kelly also has a unique three part system called Elite Access Program,

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which makes the entire transaction simple and straightforward. “I take my clients from application to approval, and I clearly lay this out verbally and in writing for them,” she says. “This helps them know exactly where they are in the process and which step they are on.”

She utilizes the Buyer’s Advantage Mortgage Program which gets clients fully approved prior to selecting a property. “Most lenders cannot

As Kelly looks towards the fu thinking about all the exciting exactly what it looks like or wh is coming! I wake up every d store for her, she will no doub Top Agent Magazine favorite part of this is just bei become long lasting relationsh

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting and coaching company that specializes in performance coaching and for being different in your profession. If She stated, “When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker.

I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention.

Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC assessment.

Just visit www.corcorancoaching.com/behavioralstyle. your prospects to engage with you? It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses.

Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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SAMANTHA ZUMWALT

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SAMANTHA ZUMWALT “I think people refer me to others because I’m accessible and knowledgeable. I’m a person who digs in and figures out how to make something work.”

For Samantha Zumwalt, entering the real estate industry was a natural choice.

Her family had been in the business for decades, and Samantha’s first job out of high school was calling expired leads for her real estate agent uncle. “I then 8 Copyright Top Agent Magazine

transitioned to working in title and escrow, and then in 2001 I went into the mortgage side,” she explains. Today she works with Paramount Residential Mortgage Group, Inc. serving all of California. As a direct lender, PRMG offers all types of loans.

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Samantha’s team consists of herself, a processor, a personal assistant and a marketing assistant. Based in Hesperia, she has created a business largely based off of referrals.

“I think people refer me to others because I’m accessible and knowledgeable. I’m a person who digs in and figures out how Top Agent Magazine

to make something work,” Samantha explains. Rather than give up on a difficult case, Samantha gets excited about them, knowing it has the potential to give her another referral partner. “I end up picking up rejected loans because I can usually turn them around and close it. When you overturn a possible denial, it helps build a relationship with another Copyright Top Agent Magazine 9

Realtor,” she explains. Samantha is linked with many local agents, working closely with the Board of Realtors and sitting at open houses. “I help with live webinars for agents that want to get into the internet side of the business.

Even though my production is at a certain level, I still do the things that helped me get here.

I will never forget what allowed me to grow to this point.”

After the transaction is over, clients love to leave glowing reviews about their time together.

One recently said, “Samantha and her team swooped in and saved the day. Without her and her team my family most likely wouldn’t be living in our first home as first time home buyers.

The experience my husband and I had with her was quick and easy. We were previously with a different lender that seemed like

“I end up picking up rejected loans because I can usually turn them around and close it. When you overturn a possible denial, it helps build a relationship with another Realtor.”

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they were trying to purposely torture us and give us the run around. From the very first phone call I made to Samantha she made it feel like everything was going to be great, and it was.”

of Home for Heroes, allowing her to cover the appraisal fees for those in the military, medical field, teachers and law enforcement. Samantha is also a mother of four, and helps out at her children’s school.

Giving back is also an important aspect of Samantha’s business. She is part

As she looks towards the future, she is excited to continue building her team and

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eventually bring on a junior loan officer. No matter how much she grows, she will always love every minute of her work. “My favorite

part is working directly with the clients. I enjoy walking them through the process and making it as smooth as possible.�

For more information about

SAMANTHA ZUMWALT, call 760-245-7764 or email szumwalt@prmg.net http://www.justingrable.com 12Copyright Top Agent Magazine

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Killing Clients with Kindness and Value

By Walter Sanford

Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean.

Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button!

How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response.

Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested.

I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it.

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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet.

We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you.

You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens.

I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate.

Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this?

Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: 14

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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs.

Then we develop a customized program to meet and exceed that goal.

We would love to help you in accomplishing your real estate needs.

2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option.

3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship.

4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount.

B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity.

C. We have a low litigation rate as compared to national standards.

D. We can market your home a little over retail due to our marketing.

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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new.

5. Our agreements are 6 months, but that is not what sells properties.

Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you.

6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month.

I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision?

Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win.

It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy.

In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you.

Do more lead generation so you won’t have to work so hard on leads like these.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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ANNA RUOTOLO Top Agent Magazine

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ANNA RUOTOLO Anna Ruotolo – Branch Manager and Senior Mortgage Originator at Finance of America Mortgage in Danville, California – can claim nearly four decades of helping her Realtors achieve success and her clients reach the American dream of home ownership. Anna’s focus on keeping her buyers educated about every step of the transaction process, coupled with her honesty and vast industry knowledge have resulted in her sterling reputation as a trustworthy mortgage professional.

Licensed in California, Nevada, Washington and Arizona – though she focuses primarily on the Golden State’s East Bay area - Anna’s journey in the mortgage world began almost by happenstance. “I had just graduated from high school.” she recalls, “As a first-generation American, my parents who immigrated to the U.S. from Italy taught us to work hard, and I needed a summer job. I answered an ad for a receptionist at a mortgage company, got the job, and within days I was already processing loans. I was at the right place at the right time, and lucky to have found a mentor in the industry so quickly. When I graduated from college I stayed in the business because I couldn’t imagine doing anything else.”

Anna, who has been with her current company since 2016, oversees an equally dedicated team of twenty, which includes twelve loan officers, all of whom share her clientfirst, integrity-based business ethos. With a wide array of products available to suit the needs of almost any buyer, Anna and Finance of America also offer a variety of niche loans that include reverse mortgages, commercial loans, and student loans.

The entirety of Anna’s business is based upon referrals from grateful Realtor partners – who appreciate her tenacious

follow-up of leads they provide – and satisfied prior clients, an impressive statistic in such a highly competitive industry. “My Realtors appreciate that I incubate leads from them for as long as it takes to get that client into a home, up to a year sometimes, and because I really vet my borrowers upfront so there are no unpleasant surprises when they start making offers,” says Anna, when asked how she inspires so much loyalty and trust. “My buyers appreciate my ability to explain things to them in a way that helps them understand the process, and how I assist them through each step, particularly those who are buying their first home.”

When asked what she enjoys most about her chosen profession, Anna takes a reflective moment before replying. “I love being able to help a family buy their first home,” she answers, her sincerity obvious, “because I know that with homeownership, people can achieve greater things. There’s really no feeling quite like it.”

When she’s not working, Anna enjoys daily early morning workouts, and she is an avid gardener and reader. She is also a proud parent of two grown boys, she loves being able to spend as much time with them and her husband as possible.

She is also an active philanthropist who supports the Finance of America Cares program, a nonprofit which, through grant making, supports youth, veterans and human services.

Anna, who survived stage three breast cancer when she was younger, cites that victory as one reason for her strength of spirit and success in the industry. More importantly, it provided her with the perspective that has guided her career since. “It helped me realize what was important,” she says. “It helped me see that this is more than just a numbers game, but that it’s truly about helping people, and enjoying the process.”

For more about Anna Ruotolo (NMLS 248946), please call 925-998-5244 or email ARuotolo@FinanceofAmerica.com 18

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I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem!

By Barry Eisen

At least a few times per month I get emails and/or calls asking me to help develop confidence and a positive self-esteem. When you’re hot you’re hot and when you’re not, you’re not. Life has its ups and downs and occasionally everyone feels like they’ve run out of gas and nothing they seem to do works. When you’re in a slump the world can look overwhelming and against you. The more you think about you’re victimhood, the more out of control you feel.What you focus upon becomes larger. Confidence, positive self-esteem...these are just words and something experienced many moons ago. Talk it out with your spouse? Sure. See a therapist? Maybe. Get a coach? Good idea. Call a hypnotist...that’s where I come in, but maybe not in an obvious way.

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Hypnosis can be of help in so many areas such as controlling weight, memory improvement, reading faster, stopping smoking, becoming a great public speaker, prospecting and growing a business, eliminating fears, becoming a better golfer/tennis player/baseball player etc., sleeping and energy, controlling pain control in dentistry and child birthing, improving wellness, passing tests and so much more. This is not an over statement. Hypnosis is a performance enhancer because it taps into the best parts of who we are to make the changes necessary to make the changes to evolve ourselves.

But “programming” ones mind for confidence and positive self-esteem is not something I’ve seen done effectively. The subconscious says, “What does that mean?” “Give me a picture, what do you want?” Read any neuroscience to know (or simply use common sense) that the subconscious needs specific direction (words, pictures and supportive feelings) for these clear messages to be acted upon. A general business plan is usually a recipe for disaster. A poor teaching plan will confuse students. Mixed general messages given to a 3 year old will produce erratic behavior. A loose navigation plan will have ships traveling in circles. Just like many people.

Instead of working on confidence and positive self-esteem, does it make sense to instead, work on a solid business target of success and develop a business plan that will get you there? If you’re planning for the future, is it not a better idea to set an end result and develop strategies that will make it happen? If you’re looking for better health, doesn’t it make sense to set a target for excellence and back it up with a realistic exercise and eating approach that will insure success?

The confidence and self-esteem will come along automatically. Create the goal, take action, do the work, be consistent. Your business will never grow more than you do. Your health will never get better without you stretching out beyond who you now are. Your relationships will never be more secure and supportive than you are of yourself. Your confidence and self-esteem will never grow without a reason.

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Before you therapy or drug yourself into confidence and self-esteem, at least try (Oh! I hate that word) the 10 organic following ideas for 2-3 weeks.

1

Set goals that stretch you out and force you to grow. You can’t be depressed when you’re learning something. Learning takes you out of your egocentric predicament.

2 3

Create timelines/target dates for goal accomplishments. This establishes a sense of urgency. It puts a little “gitty up” in your step and mind.

List your actions of the day on your To-Do list and prioritize all items.

Doing the A’s and crossing each off as done, will put a smile on your face and a jolt of small energy in your life. (Accomplishment feels good.

Could you use some “feel good”/self-esteem?) You’ll start looking forward

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to these little positive jolts and do what is necessary to have them. If I was talking cocaine...that would be a bad thing, but since I’m talking non drug human motivation...that would be a good thing.

4

If you’re just feeling flat for no obvious reason, take on an interest/ hobby/project that’s been on your mind in the past. Learning stimulates blood flow to different parts of the brain and increases endorphin flow.

(E.g. Calligraphy, sailing, martial arts, reading sci-fi, etc.)

5 6 7 8 9

Follow through like your hair’s on fire. Show yourself what you CAN DO! Create some appropriate reward for the accomplishment.

Balance your life with goals in physical, financial, emotional, educational, family, social and spiritual areas. Sometimes more is better.

Purposely smile more, laugh easier, hold eye contact a little more (obviously, not in a creepy way) and present a stronger posture.

Learn to relax to slow down, put things in perspective, ask yourself how you feel and how you’re doing 2 or 3 times during your day. Don’t let the day rule you. Be present. Pay attention.

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Act “AS IF” you were already doing things with confidence, making decisions with authority and living the life you want to live. You become what you think about.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300

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KELLY REDMOND With a passion for helping others and a love for her community, Kelly Redmond has found her true calling in the mortgage industry. She got her start in 1984 after working her way up in a mortgage company. Today, she is licensed to help clients with financing properties anywhere in California and works with Land Home Financial Services, as a Mortgage Loan Officer. Primarily she serves the greater Sacramento region including Placer and El Dorado counties and her Bay Area clients.

Providing superior service has always been Kelly’s specialty, and this has resulted in her business consisting entirely of referrals. Part of that amazing service derives from having a team, including a pre-underwrite processor and post-underwrite processor. Land Home Financial Services also has a closing/funding department, which ensures each transaction goes smoothly and efficiently. Kelly is in the same building as her team which adds value as she can approach her entire team personally anytime needed and can introduce her team to her customers and relator clients anytime. As a direct lender, they offer all the conventional and government loans as well as a few niche products, like Reverse Mortgages for Senior Citizens, First Time Buyer / Down Payment Assistance programs and products for the self-employed. Kelly also works with corporations to help them enhance their HR Benefit Packages by utilizing their Corporate Affinity program which offers lower rates to their employees and reduced closing costs for the client. They also have a customer loyalty credit for repeat clients.

Kelly’s clients love coming back to her, as she provides unparalleled knowledge and goes above and beyond expectations. “I follow up quickly and am constantly in communication with both buyers and real estate agents,” Kelly explains. “Those agents trust me and know that their client is in good hands. They are confident we will close on time or early every time!” After decades in this industry, it’s clear that Kelly has a special talent for this business, but her ‘secret sauce’ is not a technique or skill, she’s just simply herself. “I have a natural ability to put people at ease, and that helps my clients gain confidence in me almost immediately after meeting,” she says. “I also project a positive attitude and love to inspire and motivate people.” People often say Kelly has an honest smile and they feel comfortable and safe right away and feel I am on “their side”.

Kelly also has a unique three part system called Elite Access Program, which makes the entire transaction simple and straightforward. “I take my clients from application to approval, and I clearly lay this out verbally and in writing for them,” she says. “This helps them know exactly where they are in the process and which step they are on.”

She utilizes the Buyer’s Advantage Mortgage Program which gets clients fully approved prior to selecting a property. “Most lenders cannot bring their clients to formal underwriting without being in contract on

a property. This program helps the buyer/Realtor have more negotiating power when making offers on properties. The loan is approved and financing is done so they can truly just focus on finding a property. It provides the client the “competitive edge” in the marketplace. Then once the transaction is complete, we close within 14 days or we pay $1000 in closing costs!”

When asked “What do you like most about what you do?”

Kelly responded “While the important part of my job is putting the right Loan Program together that best fits the client’s needs , that’s just the tip of it…. what I absolutely love about what I do is to inspire people, educate them on the benefits of homeownership and help them believe in themselves to make their dreams come true. I love impacting lives more than anything at all. This is what fills me up!”

Kelly loves family! She is a wife of 18 years to her husband and mom to their 16 year old daughter. She enjoys watching their daughter play High School Softball and watch her be on fire for God. Kelly loves being healthy and fit, cooking & eating organic healing foods for her family . She strongly believes in the benefits of meditating daily and practices positive affirmations daily as well. Most of all she loves DREAM! She say’s never stop dreaming!!!

Kelly’s community involvement includes attending realtor association meetings and has served on the board. She’s been certified by Cal Vet (for California Veterans) and with the Sacramento Home Loan Counseling Center. She sponsors business partners events and personally she and her family enjoy going on mission trips, serving at their church, homeless centers and Women and Children Centers.

Kelly would like to say to Top Agent Magazine readers in the industry now, ones entering the industry or readers considering this industry…

“Always remember it’s an honor to serve people, remember that your reputation matters, as does your integrity. Be professional, honest and caring with your customers. Stay on top of changes and continually educate yourselves to remain top notch! Be passionate for as long as you decide to stay in it! When you lose your passion… change what you do! Our clients deserve nothing but the best from us!”

As Kelly looks towards the future, she has butterflies in her stomach thinking about all the exciting things on the horizon. “I’m not sure exactly what it looks like or when it will happen, but I know BIG stuff is coming! I wake up every day excited!” And no matter what’s in store for her, she will no doubt enjoy every second of her work. “My favorite part of this is just being on the journey with my clients who become long lasting relationships and friends. It’s priceless and I feel so blessed.”

For more information about Kelly Redmond, call 916-505-5914 or email Kredmond@yourhomeloanplanner.com Top Agent Magazine

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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Top Agent Magazine

it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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