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S O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A L
Inside Features:Andy BurtonAffiliate Profile
Mike CalvertCompany Profile
Mike KellyProfessional Profile
Pat OwenCompany Profile
Rich Cosner
Annette Scherrer-Cosner Maria Hill
Brad Pearson
EXECUTIVEAGENTTM
MAGAZINE
Cover Story
Feature Stories
Home loans from a name you alreadyknow and trust
MetLife Home Loans
MetLife Home Loans is a division of MetLife Bank, N.A., a member of the MetLife family – anindustry leader that has provided products and services to our customers for more than 140years. Our reputation is built on servicing people with integrity and honesty while helpingthem build real financial freedom.
When you choose MetLife Home Loans, you’ll be working with people who know you’remaking a major life investment and understand your concerns.
For more information, or to apply for financing, contact:
All loans subject to approval. Certain conditions and fees apply. Mortgage financing provided by MetLife Home Loans, a division of MetLife Bank,N.A. Equal Housing Lender.©2009 METLIFE, INC. L10087709[exp1009][All States][DC] 11242
Lilly McBeeMortgage ConsultantMetLife Home Loans18302 Irvine Blvd. Suite 300Tustin, CA 92780Direct: 714-734-3508Cell: [email protected]
®
Robert P. GouletteBranch ManagerMetLife Home Loans18302 Irvine Blvd. Suite 350Tustin, CA 92780Direct: (714) 734-3540Cell: (714) [email protected]
Editorials
14 Anne Bachrach: Persistence Pays Off
12 Dirk Zeller: Shattering The Myths About Prospecting
28Tony Alessandra:Most People Aim At Nothing In Life...And Hit It With Amazing Accuracy
ADVERTISERS’ INDEX
MetLife Home Loans..........................2
Progressive Lenders, Inc...................23
Prudential California Realty..............11
Tarbell, REALTORS®......................35
Ticor Title Company.........................22
Wells Fargo Home Mortgage.............36
EXECUTIVEAGENT Magazine
Photography: Errol Higgins, Rob PainoGraphic Designers: Crystal Arrias, Rob Paino, Trudy VanEditorial Manager: Garon ArriasProduction Director: Fred ArriasProduction Manager: Leslie PainoWriters: Lalaena Gonzalez–Figueroa,Shannon Hartsoe, Charlene Pokorny
© Copyright 2009Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.
ExEcutivEAgEnt Magazinecontents Fred Arrias
Executive Publisher2929 Calle Frontera
San Clemente, CA 92673Ph: (949) 366-3349Fax: (949) 266-8757
Cover Story
Feature Stories
Prudential California Realty
JANUARY, 2010 VOL. 2 NO. 1
ExEcutivEAgEnt Magazine
24Andy BurtonAffiliate Profile
20Mike CalvertCompany Profile
26Pat OwenCompany Profile
30Mike KellyProfessional Profile
L I V E B E A U T I F U L L Y ®
®
Stephanie HoughtonREALTOR®, DRE# 00964566
Cell 760.396.9333Fax 760.296.3551
48305 Paso Tiempo Lane • La Quinta
Location, location, and WOW! What a view! Highly upgraded Hacienda II with separate casita. This home is a Buyer’s dream come true! Call for more details or visit www.48305pasotiempo.com$1,295,000
Over $500,000 in recent upgrades and additions. 5BR, 4BA, 5,000 SF on half-acre lot. Remodeled pool and spa. Open and fl owing fl oor plan is perfect for entertaining.$1,449,00
Vince CampionREALTOR®, DRE# 00706420
Cell 714.397.2222 www.thecampionteam.com
18998 Los Palominos • Yorba Linda
Jody CleggREALTOR®, DRE# 01230876
www.jodyclegg.com
19569 Mayfi eld • Huntington Beach
1960 Ocean Way • Laguna Beach
Brad FeldmanREALTOR®, DRE# 01437125
Direct 949.678.5198 Fax 949.240.5995
To view active properties on MLS:www.Bradfeldman.net
Lisa SwitzerREALTOR®, DRE # 01300899
Cell 714-504-3620 [email protected]
www.LisaSwitzer.com
Crown Ranch area of South Corona
Michael FawazREALTOR®, DRE# 01342829
Cell 949.922.7762 [email protected]
www.michaelfawaz.com
111 Bayside Place • Corona del Mar
© First Team Estates. All rights reserved. Agent has not verifi ed information. It has been supplied by third parties; we cannot represent that it is accurate or complete and it should not be relied on as such. This offering is subject to errors, omissions and changes, including price or withdrawal without notice.
Active Lifestyle! One fl at acre - Full outdoor kitchen, resort pool, fabulous grounds. Stunning lights, mountain views! Finest materials. Separate 2,400 SF RV garage! 4500 SF home w/4-car garage.
Turnberry estate in peninsula on Seacliff’s private golf course on oversized 11,000 SF lot. Custom pool & spa. 4 large BR’s, palatial master suite with romantic FP, sitting area, & huge master BA. Chef’s dream gourmet kitchen.$1,975,000
Yachtsman’s dream w/access to a shared dock that can accommodate your 60’ yacht. Built w/a green conscience & sparing no detail the 4400 SF Italian Villa offers channel & city light views. One of the only hypoallergenic 4BR, 7BA homes available on the water.$11,995,000
Highly sought after Wood’s Cove residence just steps from the sand embodies luxury living at its fi nest with sweeping panoramic ocean views that last forever. A must see property! $2,795,000
Garden of EdenVery private and enclosed compound. 4 bedrooms 5 bathrooms. This magnificent home is very dramatic and exceeds the quality of most homes built in the area. Very unique hardwood floors. 19312 Canyon Dr. Villa Park – Ron Accornero
Spanish Style EstatePicturesque community. A series of fountains awaits you through the courtyard. Entrance leads to guest casita. Extensive use of wood floors, pavers and tile work are in keeping with the homes Spanish style.34 Vernal Springs Irvine – Wendy Daniel
Totally RemodeledVery prestigious street in Villa Park. Kitchen redone, granite counters, stainless steel appliances & pavers throughout most of home. Very private master suite. All bedrooms on first floor second story game room. 18541 Rosenau Villa Park – Ron Accornero
Super Large Home26500 sq.ft. lot, 3650 sq.ft. Master and one other bedroom down and 3 bedrooms up. Large 741 s/f game room made into 2 offices. Game court with viewing deck, pool and spa. 18681 Rosenau Villa Park – Ron Accornero
Hills of Villa ParkProfessionally decorated and shows extremely well. This home was built in 1992 and the last built by GL Lewis in Villa Park 5 bedrooms 5 bathrooms. And lot size over 20000 sq.ft.18651 Cerro Villa – Ron Accornero
An Amazing HomeThis home will delight the most discriminating buyer. Totally redone throughout with custom molding around windows and doors, beautiful hardwood floors, built in sound system, amenities galore.10171 Sycamore St. – Ron Accornero
Executive Properties of OC Signature2901 E. Katella Ave. Suite D
Orange, Ca 92867714-771-3222
Visit us at: www.VillaParkHomes.com
EXECUTIVEAGENT Magazine
Executive Properties
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SHAUNA WERTS EXECUTIVE AGENT OF THE MONTH
S O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A L
Sue LaPeter Executive Agent of the month
Special Features: Agent Spotlight: Arlen Pantel Professional Profiles: George Barr Lily Campbell
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S O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A L
MAGAZINE
S O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A L
A G E N T S P O T L I G H T :T O N Y E N G L I S H•
P R O F E S S I O N A L P R O F I L E S :A N N U R I A S• R O B I N K E L L E Y•
F E AT U R E D P R O P E R T Y :T H E B O W E N T E A M•
RE/MAX REAL ESTATE GROUPExecutive Agents of the month
The Bowen Team
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MAGAZINENominate a fellow REALTOR® to be profiled in one of our feature stories: on the cover as Executive Agent of the month, or as a special feature story. All candidates must be nominated by a real estate professional or affiliate. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
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Executive Agent Magazine2929 Calle FronteraSan Clemente, CA 92673Phone (949) 366-3349Fax (949) [email protected]
ExEcutivEAgEnt Magazine
Rich CosnerPresident/Co-Owner
Annette Scherrer-CosnerVice President/Co-Owner
Maria HillVice President of Marketing
Brad PearsonVice President of Sales
I n the highly competitive field of real estate, top-producing agents consistently account for the largest percentage of sales within the industry.
Prudential has a simple but deadly effective strategy: Hire the best of the best and show them how to further grow their businesses. Prudential California Realty has mastered the methods necessary to teach already successful and experienced agents to take their games
to new heights. Using these strategies, Prudential California Realty has substantially grown its market share within its core market; in fact, the brokerage states that it now boasts more sales volume than its next three competitors combined.
At Prudential California Realty, the focus is on building the existing businesses of accomplished agents. While the firm will occasionally hire individuals who are new to the industry, those agents must demonstrate some outstanding characteristics. “The vast majority of our competitors,” says president and founder Rich Cosner, “focus on hiring and training new agents. Our focus is one hundred percent in the opposite direction. We take already successful people in the business and show them how to dramatically increase their business. A firm who majors in training new agents inevitably leaves its most experienced and successful agents to fend for themselves.”
Today’s Top Producers are an Endangered Species
Prudential California Realty believes it must lead its already highly-producing agents to a new model of doing business. According to Cosner, if today’s top producing agents do not adapt their business practices to a changing market, they will not be relevant within three to five years. “Some of the biggest names in the business are becoming more obsolete by the day,” he observes with candor. His message is simple. “If you want to maintain your top producing status, you need to be with our firm …the firm that can lead you into the future. I believe that most top producing agents are at their current firm because of habit. If they really looked at the choices and evaluated those choices in the market today, most would not pick the firms they belong to now. People are at their current firms because they feel comfortable,” he explains. “That is not the right reason to be there. Comfort and no leadership to help you grow will only lead an agent to irrelevance in a few years.” His passion for the topic is reflected in the roster of top-producing agents within his brokerage. They are winning in the market, he says, because they share in his vision of longevity and success.
How do they do it?According to Cosner, the training programs at most
real estate agencies are designed to meet the needs of inexperienced agents. Because Prudential California Realty focuses on working with established sales professionals, the brokerage requires something more substantial than a cookie-cutter training program. The
By Lalaena Gonzalez-Figueroa - Photography by Rob Paino
P r u d e n t i a l C a l i f o r n i a R e a l t yExEcutivEAgEnt Magazine
Prudential California RealtyWhere Top Producers go to Grow!
Rich Cosner and Annette Scherrer-Cosner, Owners
P r u d e n t i a l C a l i f o r n i a R e a l t y
Anaheim Hills Office
ExEcutivEAgEnt Magazine
company provides an opportunity for each experienced agent to work hand-in-hand with the brokerage’s leadership team, developing a personal and individualized program for growth and business development. “The days of having every agent focus on FSBOs, expired listings and geographical farming has gone the way of flip phones!” exclaims Cosner. “At Prudential California Realty we work one-on-one with our agents to determine their individual assets and resources. We then create a plan of action that enables agents to utilize their strengths and resources to vastly develop their businesses.” Cosner asserts that his Prudential franchise is home to the finest managers in the industry, and these managers are experts at helping their experienced agents grow their businesses. “The managers today in many offices are not qualified to show experienced agents how to grow, so these managers spend their time with the new agents,” he observes. “At Prudential California Realty, we remain focused on building the already-successful businesses of our established agents, helping them to grow to new professional heights.”
The “Secret Sauce” is the Leadership TeamPrudential California Realty is co-owned by Rich
Cosner and his wife, Annette Scherrer-Cosner. Their senior leadership team is rounded out by Brad Pearson, Vice President of Sales and Maria Hill, Vice President of Marketing.
Prior to moving into an ownership capacity, Scherrer-Cosner, was one of North Orange County’s top-producing real estate professionals for many years. A sharp and laser-focused member of the senior leadership team, she readily shares the skills and knowledge that helped her to cultivate a successful career in the field. She understands what top agents need from a firm in order to grow their businesses, and serves as their advocate in order to ensure that company policies and decisions are made in congruence with their needs. Highly competitive and driven, she now focuses her efforts on the success of her agents, working tirelessly to assist them in dominating their respective markets.
Prudential California Realty’s Vice President of Sales, Brad Pearson, oversees the managers who are on the front lines with their sales professionals. Before joining the corporate ranks some ten years ago, he was a highly valued top producing agent.
He took our lowest-producing office and turned it into the #1 office in its city. From there, he was promoted to a management position with our largest office. “Within two years that office became one of the top selling real estate offices in all of Orange County.” The accomplishment didn’t come easy, says Pearson, who notes, “That office is filled with top producing professionals who grew their businesses in the toughest of markets.” Pearson has been in his current position since 2008, and enjoys the opportunity to share his knowledge and expertise with all of the managers and offices within the Prudential California Realty system.
Vice President of Marketing Maria Hill is well known to nearly every agent in the firm. She has the direct responsibility of developing individual campaigns for the top producing agents, and says that these campaigns are “proven winners.” She explains, “Prudential California Realty houses so many top producers, most of whom are doing more business today than they did with their prior firms.” A master at mixing traditional print media with new (online) technology to keep agents relevant in a changing market, Hill is an integral part of developing the individual business plans for Prudential agents. “We work with our top producers as individuals,” says Hill. “We do not have ‘cookie cutter’ campaigns that every
agent is expected to use.” Hill is an expert on social media and is constantly developing unique ways for Prudential agents to communicate with current and future clients.
Rich Cosner has been in the real estate business for over 30 years. He reveals that every single office and company that he has managed or owned, and every region he has developed, has become the market leader by a wide margin. He attributes his success to his passion for his agents. Recognized on a nationwide basis as an innovative leader in real estate, he remains accessible to every agent in the firm. His name and contact information are listed on every office roster within the Prudential California Realty franchise, and he makes himself available to agents and clients alike. Cosner is involved with his agents at the street level; five times a year he personally conducts “action groups” in which he will work for ten weeks with a small group of 15-20 agents helping them grow their businesses. “This enables me to understand exactly what challenges our agents are facing in the field every day,” he explains. Cosner makes regular appearances at sales meetings within his branch offices, sharing his insight about how to deal with the challenges facing agents today. Over the years he has also written lengthy letters to clients of his firm to help them understand current market conditions and how to take advantage of whatever market has presented
ExEcutivEAgEnt Magazine
Orange Office
itself at that time. A portion of his time is devoted to one-on-one meetings with his top producers, whom he helps to build powerful business plans designed to maximize their growth and productivity. He is extremely competitive and watches his competitors closely, learning not only from other firms’ successes, but also counseling his agents on how to successfully compete with top producers from other brokerages.
The Bottom LineSays Cosner, “It is really pretty simple. If you are an
experienced real estate agent who would like to grow your business, you owe it to yourself, your family and your clients to check out what other experienced agents checked out. If you want to have the most dynamic listing presentation that will win at the table virtually every time, you should talk to Prudential. If you wish your income was more consistent and reproducible you should talk with Prudential. If you want your clients to have the most advantages when they are selling their homes today, you should talk with Prudential. If you are tired of working with countless buyers and writing offers and losing out, you should talk to Prudential.” Cosner acknowledges that his brokerage isn’t perfect; the leadership team is always on the lookout for improved systems and techniques that will better meet its agents’ needs. Still, when he recently addressed a group of agents considering joining his firm, he was incredibly candid and optimistic about his brokerage’s strengths. “ I assure you that any of you who are willing to do your part to grow your business will find Prudential California Realty a place that can lead you and show you how to make your business substantially better than it is today,” he asserted. “If you
are looking to do the same amount of business you already do, stay at your current firm. However, if you wish to find yourself in a place that puts a premium on your individual success, I assure you that no firm will work harder on your behalf than our firm.”
A message from Prudential California Realty founder and president Rich Cosner:
Stop being comfortable. Challenge yourself. If you want things to be better, you need to be better. Join the firm that can help you become better. Prudential California Realty.
For all inquiries you can contact any of the senior leadership team directly.
Annette Scherrer-Cosner can be reached at 714-279-3801 or email at [email protected].
Brad Pearson can be reached on his cell phone at 714-782-2723 or email at [email protected]
Maria Hill can be reached at 714-476-2569 or email at [email protected]
Rich Cosner can be reached at 714-851-6586 or email at [email protected]
Agents of course are welcome to browse the company website at www.PrudentialCaliforniaRealty.com
ExEcutivEAgEnt Magazine
Brea Office
ExEcutivEAgEnt Magazine
Anaheim Hills Office 181 S. Old Springs Rd.
Anaheim Hills, CA 92808Direct: 714.998.7250
Fax: 714.998.0425
Fullerton Office1419 N. Harbor Blvd.Fullerton, CA 92835Direct: 714.871.8808
Fax: 714.871.4852
Yorba Linda Office
www.PrudentialCaliforniaRealty.com
Brea Office 2415 E. Imperial Highway
Brea, CA 92821Direct: 714.990.1111Fax: 714.256.4852
Orange Office 2249 N. Tustin St. Orange, CA 92865
Direct: 714.283.8300Fax: 714.283.8333
Yorba Linda Office22800 Savi Ranch Parkway, Ste. 120
Yorba Linda, CA 92887Direct: 714.279.8640
Fax: 714.637.1288
12 ExEcutivEAgEnt Magazine
SHATTERING THE MYTHS ABOUT PROSPECTING
EA
By Dirk Zeller
Y ou’ve heard at least some of the reasons agents use in order to avoid adopting sound prospecting techniques. “My market is different” or “You
don’t understand how we do things here in Mayberry” are among the many. Truth is there are techniques that work in every market area, everywhere in the world, at any point in time. So, bury the myths, starting with the ones that follow.
There is a “Magic Pill”…
Real estate success is built on a series of fundamentals. One of those fundamentals is prospecting.
There are plenty of people working to sell agents on some “magic pill” they can take to avoid the fundamental need to prospect. They are greeted by a willing market, since many agents secretly want and hope for a prospecting-free existence. We secretly hope those guys on the late night infomercials are right that we can buy a home for no money down at below market prices, or we can eat whatever we want and not have to work out and still lose weight and have a sculpted body.
Dream on. There is no magic mailing program, calendar, magnet, marketing piece, or website that will make up for the fundamental need to pick up the phone and start prospecting for new clients.
An Approach Too Good to be True…
Agents are quick to share with you how they got where they are today – passionately describing their techniques, people who helped them, or products that made the difference.
While a few of these agents can tell you the cause and effect link between their actions or techniques and their sales and revenue, better than 95% truly have no idea or can’t quantify their success for you.
Your job is to pull the curtain back. In the movie The Wizard of Oz, Dorothy, the tin man, the scarecrow, and the lion were all mesmerized and scared of the great and powerful Oz. It took a dog, Toto, to reveal that Oz was a little man pulling levers and using a sound system to produce the semblance of greatness and power.
In the future, when someone approaches you with
great and powerful business-generating techniques, pull back the curtain with these questions.
• How many transactions does this technique generate for you annually?
• How much time do you need to invest personally to set this up and maintain it?
• What does it cost you to use this marketing service to generate leads?
• What is the conversion ratio on this technique?
• What percentage of your business comes from this activity?
• How many buyers did you get from this approach?
• How many sellers did you get?
• What is your net profit from this activity after all your costs are subtracted?
• Have you included the value of your time in that equation?
Most people (whether they are other agents, your broker, other trainers, or sales gurus) couldn’t answer most of these questions. However, they are all positive that what they are advocating is the “cat’s meow” for you and your business.
I recently received a marketing piece from an agent touting his approaches to business. He had sold 60 homes in his third year in the business – a very respectable number. Based on his personal success, he was promoting his lead-generation model as better than prospecting because he did 60 deals and generated over 1,200 leads a month. The average agent would be frothing at the mouth to achieve those numbers.
I immediately grabbed my calculator and did the math.
He generates over 14,400 leads a year, which means his 60 transactions represent a lead-conversion rate of .004167 – less than ½ of 1%. Put differently, he has converted only one person out of 240 leads that were generated through his so-called “prospecting technique”.
There are only two logical conclusions that one can come to: The leads he is generating are marginal at best,
13ExEcutivEAgEnt Magazine
EA
or he is really poor at securing face-to-face meetings and subsequent deals. I will leave you to draw your own conclusion.
If it seems too good to be true, it probably is too good to be true.
Top Producers Don’t Prospect…
This myth is based on some truth. Many top-performing agents don’t prospect once they have “made it” as agents. But you’ll be hard-pressed to find top producers who got where they are without prospecting at earlier stages in their careers. And you’ll be even harder-pressed to find top producers who can weather the swings and changes of the marketplace without going back into prospecting mode at least on an occasional basis.
To become a top producer, you must prospect. And to remain at the top of your game, you must continue to prospect. Don’t quit prospecting . . . ever!
As you become more and more successful at real estate sales, you may even do more prospecting – in part because prospecting becomes more natural and easier than ever. As you acquire name recognition and market presence, the people you contact are increasingly honored and pleasantly surprised to receive your calls. They know that you are busy and successful, and they respond not only with their own business but with many referrals, as well.
My Clients and Friends don’t want to be Bothered..
Agents who use this excuse are focusing almost exclusively on the canvassing or referral portion of the
call, rather than on the connection the call allows with a long-established associate.
Wouldn’t you be delighted to get a call from your accountant, doctor, dentist, or insurance agent asking how you and your family are, thanking your for your business, and seeing if there is anything they could do for you?
I bet you can count on one hand the amount of times in the last 20 years you have received a call like that. If you did, you would probably be stunned and appreciative. Your sphere, past clients, and other associates would feel the exact same way.
Every time I work with a new client, I hear the same excuse: They don’t want to bother anyone. Then they make calls for a week, and when I talk with them again, they always say the same thing: “I was amazed how easy it was. My clients were really happy to talk with me. I couldn’t get them off the phone. It was great to catch up.”
Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more, please visit: http://realestatechampions.com/closingthesale/.
“To become a top producer, you must prospect. And to remain at
the top of your game, you must continue to prospect. Don’t
quit prospecting . . . ever!” ~Dirk Zeller
14
By Anne Bachrach
P ersistence is to success as excuses are to failure. Never, never give up - there is always a way.
Jim Rohn said, “If you want something, you will find a way. If you don’t, you’ll find an excuse.” And he should know. A college drop-out, and in a rut, in debt and unable to see his way out by his mid-twenties, Jim set out to achieve more. And he did. His persistence paid off and by age 31, he was a millionaire.
If you want more, you WILL find a way, because there always IS a way. With persistence and consistent action you will make it happen. If you don’t believe me, keep reading.
Did you know that Thomas Edison had over 10,000 failed attempts to create the light bulb before he was successful? His persistence was as valuable as his invention. 10,000 failed attempts and look what he created! Even if you’re not out to change the world, what could you create with an unresolved persistence?
Allyson Felix made it to the Olympics in just over
one year. With an intense training schedule of five to six hours per day, her persistence paid off. By the end of her training season in 2003, she had broken many records, including one set by Olympic Gold Medalist, Marion Jones. At the 2004 Olympics, she won the Silver Medal by running a 22.18 in the 200-meter race. Amazingly, she did all of this while being a high-school senior and a freshman college student.
Persistence always pays off - and sometimes big time! It’s a known fact that more business deals are inked when one of the parties is persistent. Now, being persistent is not the same as being pushy; rather, it is voicing your ideal fit and expertise to someone that may not be aware of the benefits they will receive working with you. They will appreciate your persistence and the benefits - but you have to make them known.
You’ve probably heard of Jack Canfield and Mark Victor Hansen, and their best-selling book series, Chicken Soup for the Soul. Did you know they marketed the original books to over 130 publishers, over a two-year period before a struggling publisher agreed to publish it. That’s two years of phone calls, foot-peddling and persistence that started a best-selling book
ExEcutivEAgEnt Magazine
Persistence Pays OffEA
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series. The authors knew the value of the book, it came down to making it known to the right publisher. Once the publisher saw the value, they knew what the benefits would be. Their first book went on to sell 8 million copies in 39 languages. And to date, the series has sold more than 100 million copies in over 45 languages.
At one point, JK Rowling, the author of the Harry Potter book series was on welfare and so broke that she wrote her story on pub napkins. She could have easily given up on writing, but she was persistent in her passion. She finished the first Harry Potter novel, found a literary agent and went to work marketing her book. Today, she is one of the wealthiest women in the world, with a net worth of about $1 billion dollars.
There are thousands of examples of ordinary people achieving extraordinary goals; these are just a few examples of how persistence paid off. Achieving your goals requires you to take consistent action, be persistent, and maintain a resolve to simply not give up.
Below are 5 steps you can take today, to get you closer to achieving your goals.
1. Take Measurable Actions - Every Day!Persistence takes action. Take at least 3 actions every
day that support goal achievement. If you need funding for your venture, then get on the phone and find an investor. If you want to lose weight, then eat well and exercise. If you want a new job, then take steps to make yourself a prime job candidate for the right company. Consistent action and persistence pays off.
2. Keep Showing UpIf you believe in what you’re doing, just keep showing
up. You never know when your break-through opportunity will appear, so bring your best to every situation. When the right opportunity appears, you’ll be ready!
3. Remain Objective About Your ObstaclesDon’t get emotional about the obstacles in front of
you. Remember, there is always a way, and your success is inevitable. You just have to figure out how to move over, around or under your challenges.
4. Learn to Say “Next!”Don’t take rejections personally; they are nothing
more than the natural process of weeding out the sub-prime opportunities. continued on page #34
ExEcutivEAgEnt Magazine
There are thousands of examples of ordinary people achieving extraordinary goals;
EA
L I V E B E A U T I F U L L Y ®
®
Stephanie HoughtonREALTOR®, DRE# 00964566
Cell 760.396.9333Fax 760.296.3551
48305 Paso Tiempo Lane • La Quinta
Location, location, and WOW! What a view! Highly upgraded Hacienda II with separate casita. This home is a Buyer’s dream come true! Call for more details or visit www.48305pasotiempo.com$1,295,000
Over $500,000 in recent upgrades and additions. 5BR, 4BA, 5,000 SF on half-acre lot. Remodeled pool and spa. Open and fl owing fl oor plan is perfect for entertaining.$1,449,00
Vince CampionREALTOR®, DRE# 00706420
Cell 714.397.2222 www.thecampionteam.com
18998 Los Palominos • Yorba Linda
Jody CleggREALTOR®, DRE# 01230876
www.jodyclegg.com
19569 Mayfi eld • Huntington Beach
1960 Ocean Way • Laguna Beach
Brad FeldmanREALTOR®, DRE# 01437125
Direct 949.678.5198 Fax 949.240.5995
To view active properties on MLS:www.Bradfeldman.net
Lisa SwitzerREALTOR®, DRE # 01300899
Cell 714-504-3620 [email protected]
www.LisaSwitzer.com
Crown Ranch area of South Corona
Michael FawazREALTOR®, DRE# 01342829
Cell 949.922.7762 [email protected]
www.michaelfawaz.com
111 Bayside Place • Corona del Mar
© First Team Estates. All rights reserved. Agent has not verifi ed information. It has been supplied by third parties; we cannot represent that it is accurate or complete and it should not be relied on as such. This offering is subject to errors, omissions and changes, including price or withdrawal without notice.
Active Lifestyle! One fl at acre - Full outdoor kitchen, resort pool, fabulous grounds. Stunning lights, mountain views! Finest materials. Separate 2,400 SF RV garage! 4500 SF home w/4-car garage.
Turnberry estate in peninsula on Seacliff’s private golf course on oversized 11,000 SF lot. Custom pool & spa. 4 large BR’s, palatial master suite with romantic FP, sitting area, & huge master BA. Chef’s dream gourmet kitchen.$1,975,000
Yachtsman’s dream w/access to a shared dock that can accommodate your 60’ yacht. Built w/a green conscience & sparing no detail the 4400 SF Italian Villa offers channel & city light views. One of the only hypoallergenic 4BR, 7BA homes available on the water.$11,995,000
Highly sought after Wood’s Cove residence just steps from the sand embodies luxury living at its fi nest with sweeping panoramic ocean views that last forever. A must see property! $2,795,000
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WWW.SHAUNACOVINGTON.COM
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Garden of EdenVery private and enclosed compound. 4 bedrooms 5 bathrooms. This magnificent home is very dramatic and exceeds the quality of most homes built in the area. Very unique hardwood floors. 19312 Canyon Dr., Villa Park - Ron Accornero $2,100,000
Spanish Style EstatePicturesque community. A series of fountains awaits you through the courtyard. Entrance leads to guest casita. Extensive use of wood floors, pavers and tile work are in keeping with the homes Spanish style. 34 Vernal Springs,Irvine – Wendy Daniel $2,949,000
Totally RemodeledVery prestigious street in Villa Park. Kitchen redone, granite counters, stainless steel appliances & pavers throughout most of home. Very private master suite. All bedrooms on first floor second story game room. 18541 Rosenau Villa Park – Ron Accornero $1,350,000
Super Large Home26500 sq.ft. lot, 3650 sq.ft. Master and one other bedroom down and 3 bedrooms up. Large 741 s/f game room made into 2 offices. Game court with viewing deck, pool and spa. 18681 Rosenau, Villa Park - Ron Accornero $998,000
Hills of Villa ParkProfessionally decorated and shows extremely well. This home was built in 1992 and the last built by GL Lewis in Villa Park 5 bedrooms 5 bathrooms. And lot size over 20000 sq.ft.18651 Cerro Villa - Ron Accornero $800,000
An Amazing HomeThis home will delight the most discriminating buyer. Totally redone throughout with custom molding around windows and doors, beautiful hardwood floors, built in sound system, amenities galore. 10171 Sycamore St. -Ron Accornero $999,000
Executive Properties of OC Signature2901 E. Katella Ave. Suite D
Orange, Ca 92867714-771-3222
Visit us at: www.VillaParkHomes.com
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F or over 20 years, Mike Calvert has been making a notable impact within the lending industry. From an award-winning consultant, to a top-producing
sales manager, to a leading branch manager, he has consistently incorporated a passion for excellence with
a professional and high-energy approach. Today, Mike leads one of the most accomplished teams within the Wells Fargo organization. He maintains a positive outlook despite the challenges presented within his profession, and continues to assist his mortgage professionals in
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Mike Calve r t By Lalaena Gonzalez-Figueroa
developing their business and reaching new levels of success.
Wells Fargo is, says Mike, a leading company not only within the financial sector, but among other corporate organizations. “We are consistently ranked within the top ten companies to work for within Orange County,” he asserts. “Not only does Wells Fargo invest a substantial amount of time and money into developing its sales force, but we are constantly putting new strategies and innovative ideas into practice. Through corporate training, input from industry experts and facilitators, and a culture that empowers and motivates our employees, we have created a business that enables and encourages individuals to thrive.”
Mike notes that his office takes the Wells Fargo culture to new levels. “Our office is different, with a unique look, feel and energy, positivity, is a key to success, he says.” “We focus on what we can control,” he explains. “While our business is changing on a daily basis, we do not waiver from our commitment to providing exceptional customer service, and to staying abreast of the latest loan products and industry developments.” In a high-stress business, adds Mike, his office remains positive and forward-thinking. “Our mortgage consultants thrive on energy, and work as a united team. Our common goal is to ensure that our clients’ needs are met.”
In addition to the array of products and competitive rates that Wells Fargo Home Mortgage offers, Mike’s Huntington Beach branch features in-house processing. “Our ability to prioritize transactions has allowed us to avoid overflow and to maximize our time and resources, he says.” The company is so confident in its ability to meet deadlines, that they offer clients a written guarantee. “We will pay the first month’s interest and principal if we don’t perform and close on time,” Mike states.
Managing one of Wells Fargo’s top branches nationwide requires the ability to attract and retain the cream of the professional crop, and Mike enjoys the opportunity to work with and inspire his mortgage specialists. “I’m with my team on calls, offering the support they need to bring their businesses to new levels,” he says. “I’m here to motivate people to become their best versions, in their personal and professional lives.” Mike cites a balanced approach as a key to success. Active within his community, he gives back to local charities including the United Way. He is also a family man who enjoys spending time with
his wife and three children, enjoying all that Southern California has to offer. When he’s not working, Mike may be found hiking, biking, fishing, riding motocross or boating with his family.
While Mike enjoys marked success year after year, he remains focused not on awards, but on building his team and helping them reach their goals. “We don’t have stars in our eyes; instead we are putting together thorough business plans, managing them and following through,” he says. “When you do things to the best of your ability, you’re going to flourish. My job is to make that happen for my team.”
Mike Calvert, Branch ManagerWells Fargo Home Mortgage
19126 Magnolia St., Suite 201Huntington Beach, CA 92646
Telephone: [email protected]
www.wfhm.com/huntingtonbeachbranchca
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www.ProgressiveLenders.com
L ooking for a unique marketing tool that will attract your clients’ attention for years to come? Consider the gift of CUTCO cutlery,
where exceptional quality and creative branding bring lasting results to agents and their customers.
The process of choosing real estate closing gifts is often a time consuming issue for agents. With CUTCO cutlery, real estate professionals can provide their clients with high-quality items that are appropriate for daily use. The pieces are engraved with an agent’s logo, name and contact information, which creates top-of-mind awareness for years to come.
Established in 1949, CUTCO is North America’s largest cutlery manufacturer. Long known for its high-end products and a “forever guarantee” policy,
the company has cultivated a successful niche market among real estate professionals, who appreciate the opportunity to incorporate long-term branding and marketing into traditional closing gifts.
“Real estate professionals typically give their clients consumable gifts – such as baskets, gift cards, or dinner out – which are used within a week,” remarks closing gift consultant Andy Burton. “Long-lasting pieces from CUTCO reflect the value and quality that agents offer their clientele, and serve as lifelong reminders of the agents’ services.”
Burton, a consistent top-producing representative since 1999 and currently #1 within the Inland Empire, works with over 2,000 clients throughout Southern California. He acts as a partner to his real estate
ExEcutivEAgEnt Magazine
Andy Burton
EA
By Lalaena Gonzalez-Figueroa - Photography by Rob Paino
clientele, contacting CUTCO gift recipients a year after closing to schedule a free knife-sharpening. The service is optional, but agents appreciate the continued contact, which keeps the gift – and the agent- in the client’s mind.
What sets CUTCO apart from traditional closing gifts is the value to the giver; real estate professionals receive tremendous short- and long-term benefits through the company’s gift program. Tarbell, Realtors® agents Joyce Bennin and Stephanie Donaldson have successfully incorporated CUTCO closing gifts into their business, and report that they have received excellent feedback from their clients. “Our customers consistently indicate that they are using the products all the time,” notes Bennin. “The gift is a value to them, and keeps us in their minds.” Bennin states that the CUTCO commitment to customer service is an added benefit to her business. “Andy makes it easy for us to place orders, and has excellent follow-up with us and with our clients,” she observes.
As a preferred vendor with the National Association of REALTORS®, CUTCO offers an exclusive line of products that are not available in retail establishments. This, explains Burton, shows that a gifting agent has taken the time and effort to seek out a quality gift. Branded as “the world’s finest cutlery”, CUTCO products are backed by a “forever guarantee”. This ensures agents that their marketing will last as long as their careers.
CUTCO’s closing gift products typically range in cost from $50 to $150 for basic sets, well within the average spent by most real estate professionals. Because the gifts
are engraved with an agent’s name, logo and telephone number, the entire cost can be written off as advertising or marketing expenses. The tax write-off is a tremendous benefit to agents, because traditional gift write-offs are limited to twenty five dollars. “Think of our knives as functional business cards that clients will love to receive,” says Burton.
Busy real estate professionals appreciate the opportunity to maximize their investments, save time, and systematize their businesses. With CUTCO closing gifts, agents can accomplish these three goals while also offering their clients lasting tokens of their appreciation. Says Burton, “I work with agents to make the gift giving process as easy and convenient as possible. This enables agents to focus their time and energy on building their businesses and generating income.”
CUTCO closing gifts are a convenient and valuable
product for real estate professionals. To learn how to incorporate CUTCO products into your business, contact Andy Burton, Independent Authorized Sales Representative at 951-334-5301, [email protected], or visit www.mycutcorep.com/andyburton.
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“Think of our knives as functional business cards that clients will love to receive!” Branded as
“the world’s finest cutlery.”
C U T C O Andrew Burton
Independent Authorized Sales Representative Closing Gifts
Ph: 951.334.5301
ExEcutivEAgEnt Magazine
F or broker/owner Patrick “Pat” Owen, the path to real estate success has been paved with hard work, dedication to his profession, and a commitment
to providing exceptional customer service. A top-producing agent who also serves as a mentor to his sales associates, Pat serves as proof positive that, despite market challenges, there is always room to grow.
After earning a business degree Pat formed a startup partnership in the building and construction industry. In 1990 he acquired his sales license and launched his real estate career with CENTURY 21. In 2006 he opened his own franchise, CENTURY 21 Allstars Brea. The office, which currently houses nearly 30 agents, has survived a challenging market thanks in great part to Pat’s continued sales success. One contributing factor is his diversity of experience, which includes REO and short sales, as well as traditional residential sales and purchases. He is also a relocation specialist who helped launch a specialized
department in his first brokerage. Years of experience, along with the active pursuit of new opportunities within his market and nationwide, have enabled Pat to build a strong collegial network of professionals.
Strong product knowledge has kept Pat at the forefront of his field. His background in construction, which includes firsthand knowledge on every step of the homebuilding process, from planning to building the finished product. He educates his clients not only on how these elements work together on their homes, but on how to update and improve properties as well.
While Pat describes the past few years as strange ones in the industry, he maintains that agents and their clients do have opportunities for success in their market. “Financial incentives and low interest rates make this a great time to take advantage of the dream of home ownership,” he observes. “And for sellers, it’s not uncommon to see upwards of twenty offers on a home that is well-marketed and priced right.” Pat adds that
Pat OwenDiversity Makes the Difference
EA
By Lalaena Gonzalez-Figueroa
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customer service has never been more paramount to the success of a real estate professional, and he continues to practice the philosophy of client care that his business was founded upon.
“My agents still adhere to the principles of our mission statement,” he reveals. “I receive feedback from them about how it has impacted the way that they think and conduct their business.” In an ever-competitive field, both traditional and corporate clients are electing to work with the professionals who offer not only exceptional market and product knowledge, but also a commitment to ensuring that their unique needs are met.
Pat sets the standard of business within his brokerage, and notes that his career has been steeped in his adherence to a belief in offering stellar customer service. “I operate with honesty and integrity, principles that cannot be compromised,” he asserts. He is passionate about the opportunity to build lasting relationships with his clientele, and acknowledges that there is nothing more exciting than seeing the smiles on peoples’ faces when they’ve accomplished their goals of selling or buying a home. Backing his personable nature is a proven track record of success; strong negotiation skills, years of industry experience and an in-depth knowledge of ancillary products including financing options have kept him at the forefront of his industry. A consistent top producer, Pat ranks among the top echelon of CENTURY 21 agents nationwide.
“I am currently one of the top five CENTURY 21 agents in the country, and finished 2008 as the fourth leading agent in the nation,” Pat reveals. While his hard work and dedication to his clientele are driving factors in that success, he notes that his comprehensive team of staff and sales professionals has helped enable him to focus on his customers. “Without them I simply would not be able to accomplish the volume I’ve achieved,” he remarks of the group. Supporting Pat’s efforts are his personal assistant Megan Young, escrow and transaction coordinator Penny Boone, Lici Szarka in the accounting department, Margie Velez who handles marketing, offers and administrative duties, property inspections and valuations expert Julio Saldana, valuations coordinator Tina Elkins, and field agents Liz Horisk and Sheryl Molstad. Together, the team works to ensure that all transactions – including traditional equity sales and purchases, REO transactions and short sales- run as smoothly and efficiently as possible.
While working as an active REALTOR®, broker and mentor keeps Pat busy, he reveals that balance in life is a key to success and longevity. “I have made time for work, pleasure, family and travel,” he says. “This has had a noticeable impact on my professional and personal outlook.” Pat enjoys spending time with his three children, Jason, Kayla and Jake, and supports local charities and youth sports organizations.
Patrick Owen, Broker/OwnerCENTURY 21 Allstars Brea
1207 W. Imperial Highway, #103Brea, CA 92821
Phone: 714-441-2121Email: [email protected]
www.PatOwen.com
EA
T here’s an old saying: “Most people aim at nothing in life . . . and hit it with amazing accuracy.” It’s a sad commentary about people, but it’s true. It is
the striving for and the attainment of goals that makes life meaningful.
Lewis Carroll stated this point beautifully in Alice in Wonderland:
ALICE: Mr. Cat, which of these paths shall I take?CHESHlRE CAT: Well, my dear, where do you want to
go?ALICE: I don’t suppose it really matters.CHESHlRE CAT: Then, my dear, any path will do!
No matter what kind of traveling you’re doing, whether it’s through life or across the country by car, if you don’t know where you’re going, you’ll never know if you’ve arrived. Taking just any road will leave your fulfillment to chance. That’s not good enough.
People who have no goals feel emotionally, socially, spiritually, physically, and professionally unbalanced. This can only cause anxiety. People that have goals are respected by their peers; they are taken seriously. Making decisions that affect the direction of your life positively is a sign of strength. Goals create drive and positively affect your personality.
The 3-Percent SolutionTime magazine reported on a national survey several
years ago that only 3 percent of those surveyed had written personal goals; 97 percent of the people had no goals at all or had only thought about them. They had not committed their goals to writing. Interestingly the 3 percent who had written goals were found to have accomplished much more than any of the 97 percent.
Stepping-stones to GreatnessAchievements come from awareness, which starts with
evaluating your strengths and weaknesses in the light of your current situation. You then expand your beliefs (assumptions) to accept more goals for yourself. This leads you to set plans and expand your actions to eventually achieve your goals. The model for this process is:
AWARENESS > BELIEFS > GOALS > PLANS > ACTIONS > ACHIEVEMENTS
One step leads to another. After an achievement, you reevaluate yourself and find that each new feather in your cap makes you feel capable of accomplishing more and more. Your beliefs (assumptions) then expand, making
more goals possible. The effect gains momentum and grows like a snowball rolling downhill. In this way, greatness is achieved through small steppingstones.
Rules Of Goal SettingMost people, when asked, “What are your goals in life?”,
say something like, “To be happy, healthy, and have plenty of money.” On the surface this may seem fine. As goals leading to actions, however, they just don’t make it. They don’t have the key ingredients necessary to make them effective, workable goals.
Your goal must be personal. This means your goals must be uttered with sincerity. It must be something you want to do rather than something you think you should do. Know your reasons for having the goal. Whether or not you want to achieve something for status, money, or good health is secondary as long as you want it badly enough to work hard for it.
Your goal must be positive. Try not to think of green elephants! You can’t do it. It’s an automatic response to think of the thing you’re told not to think about. This is because the mind cannot not think of something when told to. We tend to focus on ideas and actions from a positive framework. When you think a negative thought such as, “ I will not smoke today,” your mind perceives it as “I will smoke today.” You end up thinking more about smoking than if you phrased it differently. “I will breathe only clean air today” is a statement that serves the same purpose and is more effective.
Your goal must be written. Writing a goal down causes effects that are a bit difficult to explain. It does, nonetheless, prove effective. Written goals take a jump in status from being nebulous thoughts (which you didn’t care enough about to bona fide entities on paper. Perhaps their being written serves as a visual reminder and thus continually reconfirms their importance.
Another possibility is that they can be seen in the
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AWARENESS > BELIEFS > GOALS > PLANS > ACTIONS > ACHIEVEMENTS
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statement from the movie, “The Ten Commandments”: “So let it be written, so let it be done.” When things are “put in writing” they become official in our minds. A written goal strengthens our commitment to accomplish it.
Your goal must be specific. If you set your goal by saying “I will increase my sales next year,” chances are you won’t do it. You need to be specific to avoid the lack of commitment that comes with being vague. A more workable and motivating goal would be, “I will increase my sales next year by 10 to 15 percent. This revised statement has several advantages. It defines the increase that you are striving for
as well as the range of the desired increase. Giving yourself some leeway is more realistic than expecting to hit your goal at exactly 15 percent.
Your goal must be a challenge. A goal must motivate you to work harder than you have in the past. It must move you forward. Set your goals just beyond your reach so that you’ll have to stretch a bit. The more you stretch, the more limber your goal achieving abilities will become.
Your goal must be realistic. Everything is relative to time and space. What is unrealistic today may be totally within reason five years from now. For years it was believed that the fastest a man could run a mile was in four minutes. It was unrealistic to aspire to running any faster until Dr. Roger Bannister broke the four-minute mile in 1954. Since then hundreds of runners have done the same. In any field, we never really know what the upper limits are. How, then, do we define realistic?
For our purposes, the best definition must come from you and your values. You must ask yourself, “What price am I willing to pay to accomplish this goal?” You should always weigh the payoffs and the sacrifices involved before coming to a conclusion. Realistic is ultimately your decision.
Goal WorksheetsNow that you know the rules for setting goals, you
can apply them to the goals you set for yourself. On the following page is a worksheet that can be re-used for each of the seven facets of your life. It would be a good idea to make your own worksheets and use them for every goal you want to achieve. Here’s an explanation of each of the areas you need to complete on the worksheet...
Define your goal. Your first task is to determine whether your goal meets all the requirements of the rules listed above. If it does, then write it as clearly as possible at the top of the worksheet.
Examine obstacles that stand in your way. This is a time to guard against negative assumptions and other self-defeating thoughts. Remember the definition of realistic. An obstacle blocks you only if you let it. You should also write down your innovative ways of overcoming obstacles.
W.I.I.F.M.—What’s in it for me? Why do you want to achieve the goal? What kind of payoff is motivating you?
Plan your action. You need to carefully list the steps you will take which will bring you closer to your goal. The smaller the increments the easier they will be to accomplish. There is a German proverb that says, “ He who begins too much accomplishes little.” As the American Dental Association is fond of saying, “Don’t bite off more than you can chew.”
Project a target date for your goal. State your deadline range, such as, “between March 15 and April 1st.” Think carefully about the amount of time you need. Too little time will increase the pressure and frustrate you. Too much time may reduce your drive.
Know how you’ll measure your success. Goals should be described in terms of the final outcome of an activity rather than as the activity. This is part of being specific. Instead of saying “I will be running more in four to six months,” you could say “I’ll be running three miles instead of two miles in four to six months.” How will you measure this? Probably by having one-third more blisters on your feet.
Feel free to alter the worksheet to suit your needs. The important thing is to fill it out completely and to keep it visible for each of your key goals in each of the seven facets of your life. Put them in a place where you will see them every day. Check off items as you complete them. Use them to chart your progress and take pride in your accomplishments.
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Most People Aim At Nothing In Li fe . . . and Hit I t With Amazing AccuracyBy:Tony Alessandra
AWARENESS > BELIEFS > GOALS > PLANS > ACTIONS > ACHIEVEMENTS
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EA
First Team Real Estate has recently welcomed seasoned veteran Mike Kelly. Although Mike launched his real estate career nearly two
decades ago, he continues to approach his business with the same excitement and enthusiasm that have propelled him to the top of his field. With an innovative new venture and a strong client base, Mike is successfully meeting the needs of a changing market.
Well-versed in all aspects of residential real estate, Mike represents a range of clients and transactions including first-time and relocation buyers, residential
investment properties, REO and short sales, and high-end luxury homes. His ability to effectively negotiate a variety of transactions has enabled Mike to thrive even in the most challenging of market conditions. His knowledge and experience have also given Mike’s clients a competitive edge in their real estate endeavors; because he understands firsthand the distinctions involved in multiple market niches, he is able to better position his clients in their respective transactions.
Mike’s business has been largely built on a foundation of open communication between himself and his
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Experience MattersBy Lalaena Gonzalez-Figueroa
Mike Kelly
clientele. In an emotionally-charged industry, he has found that an objective approach is a key to facilitating a smooth transaction. “Our goal is to guide our clients through the process, to keep them updated regularly during their transactions and to be available to answer their questions and concerns,” he states.
His strong marketing skills, entrepreneurial nature and proactive approach to business have helped Mike find success in an exciting new venture, Premier Home Auctions. Developed with business partners Jim and Nancy Nelson, Premier Home Auctions is a 30-day accelerated marketing campaign and sales tool designed to maximize exposure and interest in listed properties. The concept has been well-received by First Team Real Estate, the only brokerage to have access to this innovative program. “In addition to offering the Premier Home Auctions services to my clients, I’m also working with my colleagues at First Team, enabling them to take advantage of our results-oriented process,” he offers. “Our sellers are receiving fair market value for their homes,” he adds.
Traditional sellers and Premier Home Auction clients all benefit from Mike’s marketing expertise. “A concise marketing plan and appropriate pricing are essential for success in real estate sales,” he observes. With a belief that no property should be on the market for more than 60 days, Mike utilizes a systematic approach to selling every listing. “I am active within my community, talking not only to local agents, buyers and sellers, but also networking with real estate professionals across the country,” he asserts. “Through seminars and ongoing education I stay current on trends and changes, so that I can offer my clients the most knowledgeable and effective representation.”
An unwavering dedication to his customers and a forward-thinking approach to his business have earned Mike and his team accolades from clients and colleagues alike, along with a position at the top of his market. According to *TRENDGRAPHIX, Inc., Mike ranks as the #1 agent and top producer within his specialty region of Anaheim Hills, a title he has held in previous years. Because his client base is comprised of a large percentage of past and referral customers, he doesn’t limit himself to a small geographic region; while Mike is well known within Anaheim Hills, he
also represents transactions throughout North Orange County and the Inland Empire. “I go where my clients need me,” he remarks.
Mike’s efforts are backed by the exceptional resources offered by First Team Real Estate, which includes a phenomenal marketing and advertising department. “From a strong online presence to high-quality print media, First Team Real Estate is truly outstanding in its marketing support,” Mike notes. “The company’s commitment to the success of its agents and their clients is obvious. First Team Real Estate is the leader in Orange County, with more home sales in our region than any other brokerage. The firm’s business model is congruent with my own, and I look forward to continuing to build my own business with First Team Real Estate.”
A longtime resident of Anaheim Hills, Mike enjoys family time with his wife Alice and the couple’s three children, Brian, Megan and Christopher. Mike and his family have been involved in a number of local organizations and charitable groups within their community.
Mike Kelly
First Team Real Estate
5500 East Santa Ana Canyon Rd., Suite 150
Anaheim Hills, CA 92807
Telephone: 714-422-8520
www.MikeKelly4RealEstate.com
*All reports are published Dec. 2009, based on data available at the end of Nov. 2009.
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Mike’s efforts are backed by the exceptional resources offered by First Team Real Estate, which includes a phenomenal marketing and advertising department.
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continued from page 29
VISUALIZING: WHAT YOU SEE IS WHAT YOU GET
Visualization is an indispensable tool to help people attain their goals. Olympic athletes have proven that visualization is an effective substitute for real practice. In visualizing your goals, you will live your accomplishments in your mind’s eye. The more of the five senses you can involve in this exercise the greater your chances are of accomplishment.
Let’s say, for example, that you want to be the Salesperson of the Year in your company. You know that each year an awards banquet is given during which a plaque is presented to the year’s sales leader. You may choose to focus on this banquet for your visualization exercise. Here’s what you do: Make yourself comfortable, close your eyes, and relax. Slowly and systematically go through all of the five senses. Imagine what you would be experiencing at the banquet.
Sight. Imagine what you would see there. You’d see other salespeople and their spouses. Imagine what they are wearing. You’d see tables decorated and waiters scurrying about. You’d see the bar and people standing around talking. Keep going for several minutes.
Sound. What would you hear? You’d hear the chatter of people. You would hear laughter, the tinkling of glasses, music from a band, people talking. You would also continually hear people coming up to congratulate you. Imagine that.
Smell. Imagine all the smells you’d experience. Women’s perfume, food, alcohol, men’s cologne, the smell of polyester suits (not yours, of course). Feel. What would your tactile sensations be? You’d feel people rubbing up against you in the crowded room. You’d feel others shaking your hand.
Taste. Taste in your mind the champagne you’ll be drinking. Taste the food you’ll be eating. Experience the sweet taste of success! In advance! Most importantly, imagine the exhilaration you’ll feel when your name is called to receive the award! Take your time during this exercise and enjoy it. The more you can “visually” attend this banquet the more motivated you will become. (You might even learn something about the catering business!)
The Visualization FileTo aid in your visualization exercise, you might want
to start a visualization file. This is an envelope or file into which you put pictures, clippings, letters, and other reminders of what it will be like to succeed. Your file should also contain letters or awards that you have received in the past. Anything that makes you feel good about yourself can be included in the file. It can then be used as a source of motivation and inspiration, especially if you begin to feel a little down or de-motivated. We all need to
be reminded of our past accomplishments once in a while. Be your own best friend— remind yourself!
ROLE MODELSMany people concentrate only on the goal they wish
to attain. There’s more to the picture. Successful people in every field have certain character traits in common. These common traits do not occur by chance, they are an integral part of goal attainment. It is worth your time to analyze the constructive characteristics of people who are now where you’d like to be. One effective method is to choose role models. These are people to look up to and emulate. Your choices can include people who are dead or living as long as you are familiar with their personalities and accomplishments.Harry Truman knew the value of role models. When he was in the White House he reportedly went into the Lincoln bedroom, looked at the late president’s picture and asked “What would Lincoln have done if he were in my situation?” The answers to this question gave Truman the insight and direction he was seeking. It worked because Truman felt Lincoln was a man worth emulating.
In choosing a role model, several things must be kept in mind:
1. Keep them off the pedestal. There is no doubt that you will choose people whom you see as being “above” you because of what they have accomplished. That’s good. What isn’t good is to put them on a pedestal, thereby making them larger than life. We are all human. We all have strengths and weaknesses. You must not lose this perspective on people. Putting them on pedestals only further separates you from them.
2. Isolate their strong points. You need to look at the person you wish to emulate and analyze the precise qualities he or she possesses which you need to acquire. Sit down and write out the characteristics that seem to encourage their success. Use concrete examples of their behaviors that you can adapt to our own situation. For example, if you admire a corporate executive, one of the many traits you might isolate is her policy of “early to bed, early to rise.” Write out approximately when she does each and why. You can then do the same and know the reason why you’re doing it.
3. Remain yourself. Quite often the tendency when admiring someone is to try to become his clone. People who seem to “have it all together” have done all the “work” for you. All you have to do is imitate them. This is a dangerous way to think because you are not working on your own personality.
In the final analysis, you are you. It is impossible to become exactly like someone else. And why should you want to? So remain yourself while you acquire new traits to help you achieve your goals.
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Sometimes it is helpful to have a symbol or another person’s virtues. This symbol will actually remind you of that person and his or her qualities. It can take the form of a picture, a possession (e.g., your father’s pocket watch), or some abstract thing such as a rock. It will be useful as long as it makes the association in your mind.
MENTORSA mentor is someone you admire under whom you can
study. Throughout history the mentor-protégé relationship has proven quite fruitful. Socrates was one of the early mentors. Plato and Aristotle studied under him and later emerged as great philosophers in their own right. Mentors are worth cultivating if you can find one. The same cautions hold true here as for any role model. It is better to adapt their philosophies to your life than to adopt them. Be suspicious of any mentor who seeks to make you dependent on him. It’s better to have him teach you how to fish than to have him catch the fish for you. That way you’ll never starve.
Under the right circumstances mentors make excellent role models. The one-to-one setting is highly conducive to learning as well as to friendship.
The THOUGHT DIETThe thought diet, developed by my friend and colleague
Jim Cathcart, is a tool that you can use on a daily basis to help you become the person who will achieve your goals. It breaks down goals into daily actions that are bite-size and easy to do. By showing you the steps along the way, the thought diet will keep you from being overwhelmed by your lofty goals.
Rules of the Thought Diet• Read the thought diet card every day. It is best
to read it both in the morning when you rise and in the evening before you retire. Repetition is an integral part of learning and will help you stay on target.
• Avoid associating with people who drag you down emotionally. Associate with people who are positive and from whom your optimism can grow.
• Make it meaningful. Read and fill out the card sincerely. Don’t just go through the motions.
Primary GoalThe second section of the card, after the rules, is a space
where you write that goal which is strongest and affects your motivation the most at this point in time.
Daily GrowthThe third section of the card deals with traits you are
developing. Write out five key traits that you need to develop to achieve your goal. State these personal qualities in ways that adhere to the rules of goal setting.
Action PlanThe fourth section of the card is the action section. Here
you will write out the “minimum daily standards” which you will perform every day to move you closer to your goal. Be specific.
The following are some examples of minimum daily standards:
• Mental: I will spend 15 minutes every evening doing visualization exercises.
• Physical: I will do at least five push-ups and ten sit-ups every morning.
• Professional: I will read something related to my career for at least 15 minutes before going to bed.
• Financial: I will keep a complete record of every expense and financial transaction.
• Spiritual: Each day I will do one good deed to help someone less fortunate than I.
• Family: I will relax over dinner and enjoy a meaningful uninterrupted conversation with my family.
• Social: I will take time during my coffee breaks in the office to chat with co-workers.
Inspiration and MotivationRead the thought diet card twice a day until everything
becomes a habit. Once you’ve developed constructive habits, you can move on to new goals and behaviors. Fill out a new card and practice the new challenges every day until they become habits. In this way, you will painlessly move closer and closer to your goals.
The dividends reaped by investing in yourself are unlike any other found in the financial world. When you clarify your values and set goals in all the major areas of your life--mental, physical, family, social, spiritual, professional, and financial-- the right roads appear in front of you like mirages in the desert, yet they are real. Choices become infinitely easier to make because you are aiming at something specific, and you’ve taken a giant step toward hitting your goals...with amazing accuracy.
Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email [email protected]; http://www.frogpondgroup.com.
ExEcutivEAgEnt Magazine 33
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You’re on the road to success and want to put your energies toward something that will be ideal for all parties involved - including you. The right opportunity will be met with an enthusiastic “Yes”!
5. Track Your ProgressIt’s easier to be persistent when you can see how far
you’ve come. Track your progress and achievements so you can see how much closer you’re getting with every step forward.
The road to success isn’t always easy - but it isn’t always hard. There may be times when you have to talk yourself through periods of self-doubt, and there will definitely be times when you defy the odds. Never, never give up because there is always a way to achieve your goals and experience the life you truly desire.
Every action of every day between now and your goal achievement counts. Take action, bring your best, find solutions to your obstacles, and say “Next!” to your rejections. Feel good about how far you’ve come and be persistent until you achieve your goals!
History has demonstrated that the most notable winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to become discouraged by their defeats.
B.C. FORBESFounder of Forbes Magazine
Anne M. Bachrach is known as The Accountability Coach. She has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. Anne is the author of the book, Excuses Don’t Count; Results Rule! Go to www.AccountabilityCoach.com and get the FREE special report on Keys to Working Less, Making More Money, and Having a More Balanced Life. Begin with the 90-day Goal Achievement Group Coaching Program and experience a more balanced and successful life (http://members.accountabilitycoach.com/90-day-group-coaching). ©2009 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email [email protected]; http://www.FrogPond.com.
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34 ExEcutivEAgEnt Magazine
The road to success isn’t always easy - but it isn’t always hard.
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