New Jersey 4-2-18

NEW JERSEY EDITION

DO YOU ADD CONSISTENT VALUE for Your Business and for Your Clients?

BODY LANGUAGE: How to Read Your Prospect Like a Book!

REACHING THE MILLENNIAL MARKET Through Social Media

What the First Thing You Do After Work SAYS ABOUT YOU FEATURED AGENT

COVER STORY

CHRISSY KEYS

DOMINGO RODRIGUEZ

NEW JERSEY EDITION

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CHRISSY KEYS

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DOMINGO RODRIGUEZ

CONTENTS 4) DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS AND FOR YOUR CLIENTS?

19) REACHING THE MILLENNIAL MARKET THROUGH SOCIAL MEDIA

13) BODY LANGUAGE: HOW TO READ YOUR PROSPECT LIKE A BOOK!

22) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

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Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, 2016 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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CHRISSY KEYS Top Agent Magazine

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CHRISTINA “CHRISSY KEYS” GELPI As someone who exudes authenticity and is a known matchmaker, Chrissy Keys considers herself an “architect” of people and relationships. “I take pride in getting to know people and pairing them with what they want and need,” says Chrissy, a Keller Williams agent on the Jersey Shore who entered the business in 2014. “Sometimes I have a better idea than they do about what they want and need!” That’s because, given her background in psychology and her longtime work 8Copyright Top Agent Magazine

in helping professions, Chrissy knows listening is the most important aspect of communication. Her relational skills help match sellers with buyers and homes with their intended owners. “I love helping get people to and from where they need to be, whether they have to buy or sell.”

With studies in the field of psychology and psychiatric rehabilitation, Chrissy recalls that when she entered real estate in 2014, people Top Agent Magazine

wondered what she was thinking. She was at a turning point, in need of a career change that would allow her the flexibility to take care of her own wellbeing, while also helping others. She quickly realized how transferrable her listening and relational skills were to real estate. After joining a tremendously supportive brokerage, Chrissy quickly began ranking as a top agent among the 9,000+ agents in the Monmouth/Ocean MLS. Currently an independent agent, she enjoys the support of a coach, a transaction coordinator, a Top Agent Magazine

mentor and an administrator. She is, however, considering the idea of building a team one day, in order to offer her unique brand of service beyond the Jersey Shore Points-Atlantic HighCopyright Top Agent Magazine9

become friends during their work together and remain friends long after.

lands and the LBI/Barnegat area. After all, within three years of entering real estate, Chrissy is already drawing two-thirds of her business from referrals. “I’m real with my clients; I’m very much myself,” she says. “I can talk and build relationships with anyone!” Many of her clients Copyright Top Agent Magazine Copyright 10

The aura that surrounds Chrissy is one of energy, a fun-loving attitude, and even a “comedic side show,” she says with a laugh. People feel comfortable with her; from Chrissy, the gift of undivided attention comes naturally. “Listening skills are something you either have or you don’t,” says Chrissy. The same goes for the combined desire to stay in touch with people. She knows that technology can either help or hinder relationships, so she uses both techTop Agent Magazine

nology and a personal touch when connecting with others, including phone calls, texts, voicemails, coffee dates, mailers, cards and post cards, and fun client appreciation events. “We just did one where we went to the Silverball Museum in Asbury Park and everyone had a blast,” she says.

Furthermore, Chrissy offers equitable service.

“Whether it’s a $150 thousand listing or $10 million, I use staging, professional photography, marketing materials, social media campaigns, Top Agent Magazine

broadcast blasts open houses and more,” she says. “People appreciate my enthusiasm, my knowledge of the real estate market, my determination and my work ethic.” Chrissy’s success is underscored by a remarkable level of humility; she truly focuses on the needs of others, including other agents. “Success breeds success,” she says, explaining that she loves to inspire her peers.

She is actively involved in the Keller Williams Shore Properties Agent Leadership Council and a member. She also gives personal time to fundCopyright Top Agent Magazine 11

raising efforts of charities like People’s Pantry and Hope Sheds a Light, and The Believe Project, which helps sick children and tier families during the holidays.

In addition, Chrissy cherishes quality time with friends and loved ones, plus singing, dancing, living in the moment, and spontaneous travel. “You truly are the company you keep,” she says, reflecting on

her path, adding that she hopes that her unplanned journey into real estate success inspires others to surround themselves with people who encourage them. “Don’t listen to people who doubt you,” she adds. “I surround myself with people I can grow with. This is (the real) me – I’m Chrissy Keys – it’s a name that embodies my resilience and my matchmaking, certainly in real estate among many other ways.”

To learn more about

CHRISSY KEYS, visit chrissykeys.com or go to Facebook, email chrissykeys@kw.com or call 732-485-9393. http://

https://www.facebook.com/ChrissyKeysToYourRealtyNeeds/

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Body Language: How to Read Your Prospect Like a Book!

By John Boe Are you aware that your body language gestures reveal your deepest feelings and hidden thoughts to total strangers? The very first sale you must make with each new prospect is to “sell yourself”. If your prospect doesn’t like or trust you, he or she will never even remotely consider buying your product or service. Understanding body language gestures will help you build trust and rapport quickly with your prospects and customers... face-to-face or over the phone.

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Body language is a mixture of movement, posture, and tone of voice. Top sales reps and the most successful managers recognize the importance of nonverbal “buy signals” in the selling process and have learned to “listen with their eyes”. They understand the power of body language and know how to use their gestures and voice tone to establish trust and build rapport quickly. Body language research shows that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if your prospect’s words are not congruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of true feelings.

The good news about body language is that you were born knowing the information. This explains why people from different cultures can communicate effectively without having to speak a single word. In the animal kingdom, every cat, dog, bear, horse, etc. on the planet will use the same body language gestures to communicate with each other. For example, when an animal is angry, they will pin their ears back flat against their head.

Even though people understand body language instinctively, the meaning of “finger gestures” may change from one culture to another. Finger gestures, such as the V for victory sign or the okay gesture are “learned gestures” created by the culture and the meaning often varies from country to country. For example, on January 23, 1968, the USS Pueblo, a Navy intelligence ship, was engaged in a routine surveillance mission off the North Korean coast when it was intercepted by North Korean patrol boats. The 83-man crew were captured and imprisoned in Pyongyang, where they were interrogated and beaten. In an attempt to gain propaganda value from the crew, the North Koreans conducted a news conference. When photographed during the press conference, some of the ship’s crew expressed their disdain for their captors by sticking out their middle finger. While this finger gesture was noticed by the North Koreans they didn’t understand the disrespectful meaning that the gesture implied. After the photos were released worldwide and the meaning 14

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of the finger gesture was revealed, the North Koreans were politically embarrassed and severely beat the crew.

During your sales presentation, it’s critically important to get started on the right foot. Research shows that we decide in the first few moments whether we like someone or not. Yes, we also judge a book by its cover too. There’s absolutely no substitute for a positive first impression. Create a favorable first impression and build rapport quickly by using open body language. In addition to smiling and making good eye contact, you should show the palms of your hands, keep your arms unfolded, and your legs uncrossed.

Body language is

a mixture of movement, posture, and tone of voice.

You can build trust and rapport by deliberately, but subtly, “matching and mirroring” your prospect’s body language in the first few minutes of the appointment.

For example, if you notice that your prospect starts off the appointment by crossing his or her legs and sitting back in the chair, you should match them by crossing your legs and sitting back in your chair as well. After you believe you have developed trust and rapport, you can verify it by seeing if your prospect will begin matching your gestures. Try leading your prospect into a more open and receptive body language posture by uncrossing your legs and leaning towards the table. If you notice your prospect subconsciously begins matching your body language gestures, congratulations, this indicates that you have laid the foundation of trust and rapport. Conversely, if you notice that your prospect is mismatching your body language gestures, you know trust and rapport has not been established and you need to continue the “matching and mirroring” process.

Be mindful to evaluate the flow of “gesture clusters” rather than isolated gestures taken out of context. Listed below are some important body language gestures that you need to become familiar with. There are two basic categories of body postures; Open/Closed and Forward/Back. In an open and receptive body posture, arms are unfolded, legs uncrossed, and palms are exposed. In a closed body posture, arms are folded, legs are crossed and the entire body is usually turned away.

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Body Movement Gestures • Leaning back and closed = Lack of interest • Leaning back and open = Contemplation and cautious interest • Leaning forward and closed = Potential aggressive behavior • Leaning forward and open = Interest and agreement Head Movement Gestures • Head neutral = Neutral and open attitude • Tilted back = Superior attitude “looking down your nose” • Tilted down = Negative and judgmental attitude • Tilted to one side = Interest Facial Gestures • Eye rub = Deceit, “see no evil” • Looking over top of glasses = Scrutiny • Nose rub = Dislike of the subject • Hand or fingers blocking mouth = Deceit, “speak no evil” • Chin stroking = Making a decision • Thumb under chin with index finger pointing vertically along the cheek = Critical judgment Are you missing your prospect’s buy signals? As a professional salesperson you must continuously monitor your prospect’s body language and adjust your presentation accordingly. By understanding your prospect’s body language gestures you will minimize perceived sales pressure and know when it’s appropriate to close the sale!

“As the tongue speaketh to the ear, so the gesture speaketh to the eye.”

– King James the First (1605) Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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DOMINGO RODRIGUEZ Domingo Rodriguez envisions what he refers to as a real estate “factory.” To build it, he is taking steps daily toward growing and nurturing a team that is so efficient, with each member’s role so clearly defined, that it provides the optimal customer experience while simultaneously fostering each team member’s success.

As broker associate and expert real estate advisor serving New Jersey’s Passaic, Bergen and Essex counties for 18 years, Domingo has the experience and the perspective to make this vision a reality.

Affiliated with Keller Williams Village Square Realty, Domingo serves his clientele with the collaboration of a tight-knit team. His transaction coordinator and assistant, Linda, is “the brains behind business” while his two buyer agents focus on showing properties to the many referrals the team receives. He also employs a runner who helps keep operational functions on track so agents can focus on customer needs.

By focusing on meeting his clients’ needs through his consolidated team effort, Domingo’s success is built on referrals from past clients, investors and first-time home buyers who appreciate the expertise and attention he provides. “I’m out to serve,” he says. “I hone-in really well on what people really want and need, and then I make it happen.”

His clients know him as a results-oriented person who gets results.

Given his experience, Domingo has been invited to participate in several media projects including a documentary short film, “Get Real”™ (2016) by CelebrityFilms® (2016) and participation in the book “Real Estate Game Changers” (2017) which features tangible advice from some of the most successful REALTORS® in the country.

Among the ways Domingo has proven himself a leader in real estate is by dedicating himself to transforming people’s lives. “I’m a foreclosure specialist,” he says. “I love helping people with their foreclosure situations.” Although short-sales and foreclosures can be complex and require far more time and patience than other transactions, Domingo sees beyond the challenges, focusing on opportunities to help free

people from challenges and also meeting the needs of his network of investor clients. Meanwhile, when representing sellers, Domingo spares no expense. “I do drone footage, Facebook ads, phone calls, networking, and a lot of internet and social media marketing,” he says.

He is also adding new offerings to his video marketing campaigns for listings. Bilingual in Spanish and English, Domingo proudly serves the Spanish-speaking community. “I have clients who look for me because I speak Spanish!”

Domingo believes that doing well is about working hard no matter the circumstances. He conveys this message regularly not only in real estate but throughout local communities. “I’m a community servant at heart,” he says, noting that in addition to coaching football for five seasons and serving on the board of his church, he regularly speaks at local schools to inspire middle school and high school students. He also purchases toys for children in the community every Christmas.

Fully devoted to the Hispanic community, Domingo also volunteers at Educasa, a Paterson, NJ, group dedicated to educating members of the Hispanic community so they can achieve their life goals.

Domingo’s desire to motivate people extends into every aspect of his life and drives his passion for the real estate “factory” he dreams of creating. “I want to build enterprise with people that want to do business,” he says. “I want to give them a forum where they can run their business using my ideas and collaboration.” The success, he explains, will ultimately be owned by each contributor. “We’ll be here to serve as many clients as well as possible every year.”

A family man at heart, Domingo’s personal life is filled with quality time with his wife and kids, some vacations, and lots of reading.

“But the main thing to me in life is serving people,” he says. “I like educating and helping people.” There is nothing more gratifying for a service minded person, he says, than being approached by someone who has an immediate need whether selling a house and getting out of a situation or finding the next opportunity of a lifetime. “I get revved-up about helping people out in their situation,” he says. I think they read that from me; they know I’m adamant about making a difference to them.”

To learn more about Domingo Rodriguez visit realestateagent.com/domingo-rodriguez, find his team on Facebook, email domingobroker@gmail.com or call 201.445.4300.

https://www.facebook.com/The-Marketing-Group-127615514259311/

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#Reaching the Millennial Market Through Social Media

by Bubba Mills

The old adage in marketing says if you aim at everyone you’ll miss them all. I know REALTORS® sometimes fall into the trap of attempting to reach everyone and then scratch their heads when they only hear crickets chirping. If you’re one of those (or even if you’re not), stick with me and I might be able to help you.

know how to reach them. For that part, I’ll share two words: social media. Many surveys have confirmed that social media is the Millennials’ dominant source of information, even above search engines. So the best way to build relationships and trust with Millennials is through social media.

The true beauty of social media is not only its reach but its implied advocacy. When Millennials find content they relate to, they share it with their The National Association of REAL- peers. So if one person shares your TORS® has found that Millennials message, it could instantly go to hunrepresent the largest share of recent dreds (or even thousands) of people buyers (32 percent of all buyers last with the inferred praise of the person year were Millennials). But here’s sharing it. the kicker: the overwhelming majority use real estate agents. Are If you’re not using social media, lights and bells going off in your again, check your pulse. Then start learning about social media and get head? If not, check your pulse. active on it. I promise it’ll be well So a great place to sharpen your worth your time. The big ones are marketing aim is with Millennials. Facebook, Twitter, Pinterest, Tumblr That’s half the equation—knowing and Instagram. You can Google each who to go after. The second half is to and get a feel for which ones make Let me start with one word: Millennials—those between the ages of 18 and 34.

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Many surveys have confirmed that social media is the Millennials’ dominant source of information. the most sense for you, but all of them have something to offer REALTORS®.

I’m proud of that because I know in this day and age anyone who sells anything must use social media.

Now I’m not one to toot my own horn, but for this topic I will only with the hope that you give what I say a little more weight. Last year, a national magazine named me to its 25 most connected professionals list.

So here are some tips you can start using to reach Millennials on their terms:

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1. First, take time to understand social media. Join them (they’re free!)

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Millennials under stand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

and just take it all in. See what it’s all about and what kind of information people share. Spend at least several days learning before you share info.

2. Make sure what you share fits the specific social media outlet. For example, Facebook and Twitter are primarily personal tidbits, news and they’re both fairly casual, while Instagram is geared almost exclusively for visuals and photos.

3. Make sure your information is relevant and useful to improve the chance it gets shared. Millennials understand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

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4. Make it interesting. Instead of saying, ‘Gee, I have this great listing.’ Why not just share a picture of a cool looking wrap-around front porch of a house (that just happens to be one of your listings) that was built in the 1940s.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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