SOUTHERN CALIFORNIA 3-22-21

SOUTHERN CALIFORNIA EDITION

Body Language:

3 Surefire Methods That Make For a Productive Meeting

HOW TO READ YOUR PROSPECT LIKE A BOOK! COVER STORY

ASHLEY ADKINS & JASON SPARKS FEATURED AGENT:

JACQUELINE CHERNOV

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SOUTHERN CALIFORNIA EDITION

JACQUELINE CHERNOV When Jacqueline Chernov got licensed 9 she as a realtor in Los Angeles in 2003, worked hard as a solo agent to make ends meet. Over almost two decades in the business, she’s built an impressive career from the ground up, started a small team, and earned a spot as one of the top Elite Realtors in the Pacific Palisades. Jacqueline’s evident work ASHLEY ADKINS ethic coupled with herADKINS prioritization of ASHLEY & JASON SPARKS her clients&proves why SPARKS she is trusted by JASON anyone who is lucky enough to work with her.

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Times, Wall Street Journal a major and local news outlets. S municates with past clients ov and keeps herself available phone on at all times so that c reach her when needed. “I mee interesting people that I nev otherwise. It keeps it fun and in and I love building relationsh them,” Jacqueline says. She is person who has no problem ke with her clients and ensuring cared for around the clock. W need her, she is there.

In recent years, Jacqueline’s repeat and referral business has skyrocketed, as she channels all In her free time, Jacqueline loves spending CONTENTS of her time and energy into catering to her clients’ ing and walking along the beach with her t needs. She puts her best foot forward when meeting and two dogs. She also regularly plays tennis 4) HOW CUT ON herself 15) 3 SUREFIRE Pilates. SheMETHODS hopes to grow her career and he clientsTO for the firstDOWN time and presents with the the coming years utmost authenticity.

“People can tell that I’m honest,” DIGITAL DISTRACTIONS THAT MAKE FOR A while maintaining her curr says. “I’m very trustworthy, I have a lot of ity of customer interaction. Having spent yea ANDJacqueline UP YOUR PRODUCTIVITY PRODUCTIVE MEETING energy, and I truly care about my clients at a personal children in her local community, Jacqueline level, which I think people connect with. On top of continue elevating the Pacific Palisades and real LANGUAGE: estate market, and specialize in helpin that, I go theGROWTH extra mile to get things done for19) my cli6) BUSINESS HACK: BODY move into the area – she hopes tha ents.” YOUR JacquelineCLIENTS’ has built an impressive repertoire of TOfamilies ABSORB HOW READ YOUR skills within the world of real estate, and she has an these efforts, she can push herself to become STRESS! PROSPECT AofBOOK! member her community. apt personality to offer those skills to her clients in a nentLIKE friendly and personable manner. Her clients love her for that.

With 18 years of experience, Jacqueline is intimately with the |finer of real estate. Her abilPhone familiar 310-734-1440 Fax details 310-734-1440 ity to navigate even the most complex of real estate mag@topagentmagazine.com www.topagentmagazine.com transactions is second to none,|and she is a determined No portionproblem of this issue may be reproduced any manner whatsoever without prior consent of the publisher. Top Agent solver willing to goinabove and beyond, always Magazine working is publishedtobymake Featurelife Publications GA, Inc. Although precautions easier for her clients. “I’m opti-are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. mistic, and I think outside the box,” Jacqueline says.

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

“I come up with creative solutions, and successfully Published in the U.S. implement them with clarity and efficiently.”

Jacqueline capitalizes on digital and social media Top Agent Magazine advertising to market her listings, as well as the LA

Contact Jacqueline Chernov at (310) 403-755 jacchernov@gmail.com, or visit jacquelinecher 3 www.

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— 4

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 8

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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ASHLEY ADKINS & JASON SPARKS Top Agent Magazine

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Ashley Adkins & Jason Sparks’ experience and extensive knowledge allow them to alleviate the stress of the transaction process and help to seamlessly guide buyers and sellers towards their desired goals.

Ashley Adkins and Jason Sparks formed Sparks Realty Partners with the intention of providing clients the best quality real estate service. Experts on the local market, the team—nestled under the umbrella of Windermere Tower Properties— 10

serves clients throughout Riverside, with a primary focus on Orangecrest.

Committed to building relationships over quick transactions, Ashley and Jason have a large network of repeat and Top Agent Magazine

referral clients. “I believe our clients walk away from the transaction truly happy with the service they received. We become friends with most of our clients and form long-lasting bonds. That’s why they feel confident referring us to their Top Agent Magazine

friends.” The team’s work ethic led them to finishing last year with $25 million in sales volume.

The duo’s experience and extensive knowledge allow them to alleviate the 11

stress of the transaction process and help to seamlessly guide buyers and sellers towards their desired goals. “We’re both very social people and we enjoy interacting with others and helping them on this journey. This is the biggest decision most people are going to make in their lives, and we feel privileged to be a part of it. It can be stressful for our clients who have no experience with real estate, but we do our best to make it easy and fun.”

A significant part of the team’s success is

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the fact that both Ashley and Jason truly love what they do. “This is absolutely a passion for both of us. We would not have made it so many years if we didn’t have an extreme passion for it. Our clients pick up on the amount of energy we put into it.

There are so many people who are unhappy in their jobs. They hate Mondays, they hate going to work, they can’t wait until 5:00 o’clock, and they spend their week counting the hours until the weekend. But when your passion and your career are aligned, that’s when magic happens. You

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Committed to building relationships over quick transactions, Ashley and Jason have a large network of repeat and referral clients. look forward to what each day brings, and you work with enthusiasm.”

Outside of their work, Ashley and Jason prioritize community involvement. They sponsor various youth sports and have made contributions to the local police Top Agent Magazine

department. As a proud father of a son and daughter who are currently in the Army, Jason has also paid for the restoration of the local troop banners for military families. The team has additionally donated meals to struggling families during the last Christmas season. “Anything we 13

can do for our community, we do it. It feels good to give back.”

In the future Ashley and Jason are both excited about the continued growth of their business and surpassing their own

personal records. “We want to help more clients and get better with each year. Our ultimate goal is to bring our clients a top-tier level of service. We’re not in this just to chase a paycheck. We’re motivated by great results and satisfied clients.”

To learn more about Ashley Adkins & Jason Sparks, call (951) 892–4494, email ashley.adkins90@gmail.com or visit buyriversideproperties.com/meet-team

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 16

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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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 20

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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 ©, 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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JACQUELINE CHERNOV When Jacqueline Chernov got licensed as a realtor in Los Angeles in 2003, she worked hard as a solo agent to make ends meet. Over almost two decades in the business, she’s built an impressive career from the ground up, started a small team, and earned a spot as one of the top Elite Realtors in the Pacific Palisades. Jacqueline’s evident work ethic coupled with her prioritization of her clients proves why she is trusted by anyone who is lucky enough to work with her.

In recent years, Jacqueline’s repeat and referral business has skyrocketed, as she channels all of her time and energy into catering to her clients’ needs. She puts her best foot forward when meeting clients for the first time and presents herself with the utmost authenticity. “People can tell that I’m honest,” Jacqueline says. “I’m very trustworthy, I have a lot of energy, and I truly care about my clients at a personal level, which I think people connect with. On top of that, I go the extra mile to get things done for my clients.” Jacqueline has built an impressive repertoire of skills within the world of real estate, and she has an apt personality to offer those skills to her clients in a friendly and personable manner. Her clients love her for that.

Times, Wall Street Journal and other major and local news outlets. She communicates with past clients over email, and keeps herself available and her phone on at all times so that clients can reach her when needed. “I meet so many interesting people that I never would otherwise. It keeps it fun and interesting and I love building relationships with them,” Jacqueline says. She is a people person who has no problem keeping up with her clients and ensuring they are cared for around the clock. When you need her, she is there.

In her free time, Jacqueline loves spending time hiking and walking along the beach with her three kids and two dogs. She also regularly plays tennis and does Pilates. She hopes to grow her career and her team in the coming years while maintaining her current quality of customer interaction. Having spent years raising children in her local community, Jacqueline wants to continue elevating the Pacific Palisades and Westside real estate market, and specialize in helping young families move into the area – she hopes that through these efforts, she can push herself to become a prominent member of her community.

With 18 years of experience, Jacqueline is intimately familiar with the finer details of real estate. Her ability to navigate even the most complex of real estate transactions is second to none, and she is a determined problem solver willing to go above and beyond, always working to make life easier for her clients. “I’m optimistic, and I think outside the box,” Jacqueline says.

“I come up with creative solutions, and successfully implement them with clarity and efficiently.”

Jacqueline capitalizes on digital and social media advertising to market her listings, as well as the LA Top Agent Magazine

Contact Jacqueline Chernov at (310) 403-7557, email jacchernov@gmail.com, or visit jacquelinechernov.com www.

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