Download PDF - Executive Agent Magazine

Download PDF - Executive Agent Magazine



Southern California’s Publication for the Real Estate Professional

Kevin Sanchez

Executive Agent of the Month



Fitzpatrick & Prince Real Estate


Coldwell Banker Beachside


Realty ONE Group


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ExecutiveAgent Magazine

DECEMBER, 2011 VOL. 3 NO. 12

Cover Story


28 - Jon Cheplak:

It’s Not About The Splits

Then Why Do Agents Ask

22 - Louise Morganti Kaelin:

Letting Go Vs. Giving Up

32 - Peggy L. McNamara:

Stop The Pattern

Fred Arrias

Executive Publisher

2929 Calle Frontera

San Clemente, CA 92673

Ph: (949) 366-3349

Fax: (949) 266-8757


Advantage Title.................................11

Escrow Leaders..................................24

Kevin Sanchez

Executive Agent of the Month


16 - Jim Remley:

Breaking Impossible Sales


36 - Richard Weylman:

Turning Visibility Into Sales



i Photography Studio..........................34

Kinecta Federal Credit Union............19

MetLife Home Loans..........................2




Realty ONE Group.............................40


Mark Fitzpatrick

Fitzpatrick & Prince Real Estate


The Termite Guy................................38

Wells Fargo Home Mortgage.............31

Windermere Real Estate....................12

Photography: i Photography Studio

Graphic Designer: Rob Paino

Editorial Manager: Garon Arrias

Writers: Lalaena Gonzalez–Figueroa,

Shannon Hartsoe © Copyright 2011


Teddy Hopson

Coldwell Banker Beachside


Cheryl Lynch & Lisa Dunn

Realty ONE Group

Executive 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 Magazine 3











Nominate 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.

Nomination form

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MAIL, Fax or E-mail:



2929 Calle Frontera

San Clemente, CA 92673

Phone (949) 366-3349

Fax (949) 266-8757


Submitted by:







Cover Story

Kevin Sanchez

Executive Agent of the Month

ExecutiveAgent Magazine

Kevin Sanchez

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

With nearly 1,000 successful offices around

the world, Harcourts Real Estate is making

tremendous strides within the international

real estate market. A company built to address and

support the needs of its agents, Harcourts offers

unparalleled resources and training for professionals

handling a range of transactions including residential,

luxury, investment, REO and distressed properties. At

the heart of the company is its people; Harcourts USA

CEO Aaron Hodson explains, “Our business has grown

through the efforts of strong leaders and fantastic

agents. We have discovered that if you find great

people to offer a sense of security, support, direction

and guidance, great agents will follow.”

Hand-picked to lead agents at Aliso

Viejo’s Harcourts Prime Properties

is Kevin Sanchez, an accomplished

professional with over 20 years of

experience in real estate. An awardwinning

top producer, he is a successful

entrepreneur who operates with clarity and

purpose. Sanchez chose to align himself

with Harcourts when he recognized the

company’s unique agent-centric focus

was a foundation for significant success.

“So many real estate agencies and agents

have strayed from the basic fundamentals

of a business based in sales,” Sanchez

observes. “What Harcourts has done – and

done exceedingly well- is to emphasize

those elements that are so critical to

ongoing success.” He adds, “There’s no

magic pill; what builds business is people.

If an agent isn’t reaching out to clients

and prospective clients, he won’t achieve


The Harcourts approach is, at its heart,

a simple one: to cultivate a stable and

supportive working environment for real

estate agents, who will then maximize

their ability to connect with clients. This

is accomplished through well-appointed

office spaces, the implementation of

cutting-edge and pertinent technology,

and a knowledgeable staff of personnel

with a team mindset. But the company

has gone beyond tangibles, creating a

competitive and friendly atmosphere that

inspires agents to establish goals and

achieve them. “In a challenging market,

there’s nothing better than feeling like

you’ve got support,” notes Sanchez.

ExecutiveAgent Magazine

Julie Skordas, Kevin Sanchez, Chrissy Carr, and Harcourts Prime Properties Group

He is a natural motivator, leading by example to

embolden agents to take a proactive approach to

reclaiming their business and their passion for real estate.

Sanchez asserts that the right environment is the setting

where great agents are born or reborn. “In cultivating a

space that adheres to high values and professionalism, we

are also encouraging our agents to take chances as they

pursue their objectives.”

The ability to take risks is facilitated by a solid

business structure that supports agents at every stage

of their business. Harcourts has consistently posed

the question: What do real estate professionals need

to sell more homes The company’s leadership

team consistently identifies real-time solutions to

the challenges facing agents, and incorporates the

elements that enable best practices. Explains Sanchez,

“We never lose sight of our primary clients: agents.

By offering incomparable opportunities for training

and professional development, along with a wealth

of systems and technological tools, we are investing

in their success. This has allowed Harcourts to

expand and thrive even during challenging market


The Harcourts training system, also known as The

Academy, is a comprehensive online in the class room

and in the office educational network designed to meet

the needs of agents at every stage of their careers. From

individuals looking to earn their licenses, to upstarts in

need of business-building tips, to seasoned veterans who

desire to refresh or expand their knowledge, The Academy

offers agents the opportunity to gain a competitive edge

in every aspect of residential real estate. Harcourts Prime

Properties expands upon the educational opportunities,

providing in-house seminars and meetings designed to

address the specific needs and expectations of agents and

clients throughout the Southern California market.

As agents adopt and embrace the Harcourts philosophy

of business, notes Sanchez, something amazing happens:

they succeed. “There is a direct correlation between

planning and execution, and we’re providing people with

the steps they need to accomplish their goals,” he says.

“Within sixty to ninety days after completing training and

following our guidelines, agents are consistently closing

transactions. The systems work, and our growth is proof

of that.”

ExecutiveAgent Magazine

Harcourts Prime Properties

The Harcourts Difference

Hodson agrees. “Through consistency and accountability,

we enable our agents to dramatically increase their

production and build strong, lasting relationships with

their clientele,” he asserts. “And Harcourts has proven

that you don’t need tenure to accomplish your objectives.

Of our top twenty agents worldwide, fifteen of them have

been in business for less than five years. They are fresh,

excited and motivated. That mindset, paired with our

educational systems and world-class technology, is the

foundation upon which to build an incredible business.”

While real estate companies around the world are

touting their use of cutting-edge technology, Harcourts

continues to set industry standards. The company owns

its technological platforms, maintaining a competitive

edge by investing directly into its own systems. “Millions

of dollars have gone into our technology,” Hodson states.

“These systems are available to our agents at no cost

to them. They are saving money and time by avoiding

the need to contract with data management companies.

Proprietary advertising technology not only offers ease

of use for agents, but also maintains visual brand consistency

for Harcourts agents around the world. On-the-fly

business is facilitated through live internet systems,

allowing agents to work from laptops, smartphones and

tablet devices.”

All Harcourts offices are well-appointed and appealing

spaces, and agents within the system have access to

company resources regardless of their home bases.

Harcourts also offers a network of ancillary services

including title, escrow and insurance, and has developed

relationships with trusted lender affiliates throughout

the region.

ExecutiveAgent Magazine

Harcourts agents celebrate each other’s successes

through collaborative efforts and ongoing professional

dialogues. Quarterly awards ceremonies inspire

professionals to meet short-term goals while working

towards their long-term objectives. And cross-franchise

meetings facilitate opportunities to expand networks,

identify strategic solutions to ongoing challenges, and

rediscover the excitement of the business. “Within

our offices and throughout the Harcourts international

system, we are a great team of people working together

every day,” says Sanchez. “There’s a consistent

positive sentiment that courses through our company,

an energy and a sense of purpose that our agents bring

to the industry.”

Agents who are feeling overwhelmed, challenged or

defeated by their businesses may find new life through

Harcourts, where there’s an intimate understanding

of the issues impacting real estate professionals.

“Sometimes you have to become uncomfortable in order

to get comfortable,” reflects Hodson. “At Harcourts

we seek to work with agents who aren’t afraid to take

chances, who have a career-minded approach to the

industry. These are the people who, ultimately, will

find success.”

While Harcourts continues to grow through thoughtful

and organic measures, Sanchez reveals that the company

is as interested in retaining current agents as it is in

acquiring newcomers. “We are always focused on

re-recruiting our existing agents, providing them with

the education, training and tools they need to stay

current and fresh in their businesses.” The emphasis

on quality is one that every Harcourts office adheres to,

ensuring that the brand maintains its integrity and solid


In real estate, the concept of value has become

synonymous with physical properties. At Harcourts,

value is more than a number; it’s an experience and a

journey whose path leads to success.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

Kevin Sanchez

Harcourts Prime Properties

27372 Aliso Creek Road

Aliso Viejo, CA 92656

Tel: 949.599.1701

DRE # 01100071

To learn more about your options with Windermere

contact Christine Haynes 714.932.4447

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Cheryl Lynch & Lisa Dunn

By Lalaena Gonzalez-Figueroa

For accomplished real estate agents Cheryl Lynch and

Lisa Dunn, closing a successful real estate transaction

means significantly more than completing a

traditional sale. The duo specializes in working with

individuals selling homes due to divorce proceedings, and

they offer a comprehensive service tailored to meet the

unique needs of their clientele.

The property is at the heart of a sale that is motivated

by divorce. The challenge, explains Cheryl, is often

in maintaining a logical and objective approach to the

process of selling the home. “Unfortunately, divorce is an

inevitable end for some people,” she observes. “Lisa and I

want to be a resource for all parties involved, to help them

achieve resolution while avoiding unnecessary problems

or conflict.”

It’s not an easy task, but it is one that Cheryl

and Lisa embrace with steadfast determination. “Our

responsibility is to work in the best interest of the

house, which will allow us to facilitate as smooth a

transaction as possible. We are proactive throughout the

process, taking steps to alleviate misunderstandings and

to mitigate any potential issues before the home is listed

for sale.”

They do things a little differently in order to accomplish

their objectives. Early in the divorce process, a home

is warrantied and inspected for any outstanding issues

including termites, mold, roof or pool problems. “By

conducting critical inspections up front and running a

search to ensure that a property has a clear record of title,

we eliminate a host of unexpected delays and stressors.

When appropriate, a staging professional is brought in

to maximize the home’s appeal to prospective buyers.

With all elements in place, an accurate price range is

determined. This is a critical component for couples in

the process of dissolving their assets,” says Lisa.

ExecutiveAgent Magazine


When Resolution Matters

“By determining a home’s true value, we can provide

our clients with a realistic financial outlook,” Lisa

explains. “Oftentimes during a divorce, one party wants

to keep the home. Cheryl and I can offer them a solid

projection of what they will net after the sale, which

helps alleviate additional worries. Sometimes it’s better

to sell and invest in a new home, other times it makes

sense to keep the property. Our objective stance allows

us to provide solid information that our clients need to

make the right decisions.”

Experienced professionals with nearly three decades’

combined industry experience, Cheryl and Lisa take

to heart the importance of their roles in the real estate

process. They are systematic in their approach, setting

expectations and responsibilities for themselves and their

clients as they identify strategic plans for the preparation,

marketing and sale of each home they represent. They

are also empathetic individuals who understand that, as

objective as they are throughout the process, there will

be emotional times. Ultimately, they say, their business

remains focused on the objective at hand. States Cheryl,

“divorcing couples struggle deciding who to use to sell

their home. Often they think one agent or the other is

biased based on previous relationships with one of the

parties. This is where we are different. We are neutral

like Switzerland when it comes to divorce real estate.

We represent the best interest of the house and treat each

side equally – no bias and we communicate directly with

the attorneys to keep both sides abreast of the real estate


will enable us to provide our clients with an exceptional

level of customer care.”

Family law attorney Robin Huggins has witnessed

firsthand the quality of representation that the team

offers. “(Cheryl) is compassionate toward sellers who

are selling incidental to a divorce,” she notes. “Her

skills as a real estate agent are superb, and she is very

knowledgeable about the inventory in her locale. I would

highly recommend (her) for anyone selling real estate,

particularly if a divorce is involved.”

In addition to their extensive experience with buyers and

sellers, Cheryl and Lisa are also well-versed in a range

of specialty areas. They are both Certified Short Sale/

Foreclosure Specialists, have earned the Divorce Real

Estate designation, and are active within their professional

organizations. Cheryl is e-Pro certified, and Lisa is a

Senior Real Estate Specialist who serves on the Board of

Directors for the Orange County Association of Realtors®.

Their unique styles and strengths are complementary

assets to their business, and Cheryl and Lisa take pride in

knowing that, during what can be a painful and stressful

situation, they will offer reliable and straightforward client

care. “We were drawn to this element of real estate because

we have seen a significant percentage of clients who are

in desperate need of objective, solid representation,” says

Lisa. “Cheryl and I appreciate the opportunity to make a

positive difference during challenging situations.”

Individually they continue to represent their own

buyers, sellers and investors throughout Orange County

and Southern California, but Cheryl and Lisa believe

that a team approach is an ideal way to handle the

intricacies of transactions related to divorces. Not

only does their partnership provide their clients with

increased communication and access to information,

but their strategic alliances are effectively doubled.

“We’re excited to bring our network of affiliate service

providers, including mediators, financial planners and

CPAs together,” asserts Lisa. “Our combined database

Cheryl Lynch & Lisa Dunn

Realty ONE Group

25910 Acero, Ste. 100

Mission Viejo, CA 92691

Cheryl (949) 842-5340 Lisa (949) 233-8603

DRE # 01314572

DRE # 01161749

ExecutiveAgent Magazine




Sales Barriers

By Jim Remley


ExecutiveAgent Magazine


“Nothing is impossible if you apply high quality information,

unshakeable belief, and action!”

Have you ever thought to yourself – I just can’t do

anymore! I’m at my limit!

But is that really true or have we instead placed a self

imposed ceiling on our success At times, in our red hot

market, it can certainly seem like we could not possibly do

any more. But this is a dangerous line of thinking. What

we are really saying to ourselves is that it is OK to push

back from success. This psychological line in the sand can

become a mental barrier that prevents us from reaching out

true sales potential.

Consider the true story of a Roger Bannister. In 1952

while studying at Oxford University to later become a

highly respected neurosurgeon, Bannister had become the

favorite to win the gold medal in Helsinki. He was such a

favorite even the famous Duke of Edinburgh had arranged to

watch the event. But during the first few minutes of the race

Bannister was jostled, lost his footing, and barely was able

to salvage a fourth place finish.

Roger returned to Oxford with a new goal, and a new

passion, to break the “unbreakable” four minute mile. Many

doctors, athletes, and even the physiologists of the day

deemed it to be an impossible barrier to shatter. Since the

dawn of time no mortal man had been able to conquer this

limit. A barrier most believed would stand forever. Even,

John Landy, considered at the time to be the one of the

greatest runners of the era could only get within 1.5 seconds

of the four minute mark.

For weeks leading up to his attempt Bannister took a

scientific approach to his goal. He set up a fierce training

schedule including a 90 minute workout during his lunch

breaks at Oxford. He measured every aspect of his training,

the half mile, the quarter mile, and the full mile. He listened

to coaches, friends, and students.

the tape,” the AP reported, “when he urged himself to a

supreme effort. With a machine-like, seemingly effortless

stride he drew away steadily from Chataway and, head

thrown back slightly, he breasted the cool, stiff wind on the

last turn to come driving down the homestretch to climax

his spectacular performance.”

As he crossed the finish line the roar of the crowd died

down to silence as everyone watched Bannister collapse

from sheer exhaustion. No one knew if he had indeed

broken the record. At that moment Bannister was to

exhausted to care, he described his condition to the press.

“It was only then that real pain overtook me,” he said. “I

felt like an exploded flashlight with no will to live; I just

went on existing in the most passive physical state without

being unconscious.”

Within a few minutes the announcer came over the load

speaker. He began to read off the time - 3 Minutes… but

the crowd drowned him out with an explosion of cheers.

The actual time as reported later was 3:59.4 seconds.

Bannister had broken the four minute mile!

What is interesting is what happened in the months and

years following this momentous event. John Landy who

couldn’t seem to break the four minute mile was finally

able to do so only 47 days after Bannister’s breakthrough.

Within a year 37 more runners would accomplish the same

feat, and within two years another 300 runners would

claim a victory over the “impossible” four minute mile.

Roger Bannister is a classic example of someone who

combined high quality information from coaches, friends,

and his own research, with a powerful unshakeable belief

that he could accomplish something no mere mortal had in

the history of time, with the most important ingredient to

success – ACTION!

On May 6, 1954, on the university’s track, on Iffey Road

Bannister stood before a thousand cheering fans. No man

had ever broken the four minute mile, but Bannister was set

to change history. The event could have easily been called

off the winds were reported to be gusting to 25 miles an hour

but Bannister pressed on committed to achieving his goal.

Two friends Chris Chataway, and Chris Brasher agreed to

act as “rabbits.” They would run with Bannister urging him

on by pushing his competitive spirit to the brink.

As the race began Bannister followed closely behind

Brasher during the first two laps, and then Chataway took

over. Bannister began pushing Chataway during the third lap.

The Associated Press reported the final moments of the race:

Bannister “bided his time until about 300 yards from

What sales barriers could you break if you combined

the same elements in your career Nothing is impossible

if you apply high quality information, unshakeable belief,

and action!

Jim Remley, ABR, is a speaker, author, and consultant.

He is also an active real estate broker in Southern Oregon

where he owns a network of eight offices. Jim won the

Rookie Instructor of the Year award in 2001 from Realty-U,

the largest network of real estate educators in the nation.

Recently he won the 2002 and 2003 Pacesetter Award. Jim

is the author of an extensive catalog of products as well

as a personal coaching system. Copyright© 2005, Jim

Remley. All right reserved. For information, contact the

Frog Pond at 800.704.FROG(3764) or email susie@;

ExecutiveAgent Magazine 17





There has never been a more important time to ensure your business

enjoys leading edge systems and support. No matter whether you are

a sales consultant looking to go to a new level of performance or a

business owner finding your current environment lacking in imagination

you should call Harcourts today.

The market is a smorgasbord of opportunities; we can show you how to

take advantage while all around you others wait, hope and fail.

Currently we have significant opportunities for new franchise owners, If

you are an existing real estate business owner looking to take advantage

of the world's best training, support, systems and culture you owe it to

yourself and your team members to investigate the Harcourts Option.

Call us today.

Aaron Hodson


P: 949 282 4288

All approaches will be handled in the strictest of confidence.

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By Lalaena Gonzalez-Figueroa


n the demanding world of real estate, brokers and agents

alike have long searched for innovative and effective

methods of conducting business and maximizing

results. It’s an exigent industry, unique for its nature that

is at once fluid and firmly rooted in established practices.

At Fitzpatrick & Prince Real Estate, an exciting approach

is challenging the status quo and generating remarkable

outcomes. This is more than a traditional brokerage; it’s

a real estate marketing firm designed to meet the needs

of a highly savvy and results-oriented clientele. And it’s

gaining incredible momentum.

Founding partner Mark Fitzpatrick has always operated

with an entrepreneurial mindset. While building his

career as an agent at traditional real estate brokerages,

he acquired best-practice methodologies that, he knew,

would one day become the foundation of his own business.

Nurturing his dream took time; there were gaps in what

he wanted to accomplish, and what was technologically

available. But as the right tools and methods were

developed, Mark realized he had the makings of a truly

unique company.

Fitzpatrick & Prince distinguishes itself among

traditional brokerages through a novel approach to

marketing and advertising, as well as a business model

that features salaried agents who benefit from company

profit sharing. The structure ensures that agents aren’t

working to close transactions for their own financial gain,

but consistently maintain a focus on accomplishing their

clients’ goals. It also facilitates a collegial environment

where professionals collaborate to increase the company’s

profitability. “Competition is not an issue,” explains

Mark. “Everyone steps in as needed because we all benefit

from a successful transaction.”

Their marketing campaigns are incredibly engaging,

thanks to an in-house team of professionals who have

cultivated a brand that emanates style and panache.

“We specialize in creating visual representations of

each home’s value,” Mark reveals. “Our advertising

stands out because we put a tremendous amount of

effort into each element.” Interactive 360 tours invite

online viewers to enjoy virtual walkthroughs, while

exceptional photography creates an appealing ambiance

for each property. Using professional audio, camera, and

editing work, Fitzpatrick & Prince produces exquisite

HD video tours that rival professional commercials. In a

region known for its lifestyle as much as its architecture,

Fitzpatrick & Prince’s creative team capitalizes on

opportunities to showcase community-related amenities

and features pertinent to each listing.

ExecutiveAgent Magazine


Mark believes that clients benefit from the unique

team approach in that they work with a group of

individuals who focus on their respective areas of

expertise. “Our listing agents handle a higher volume

of properties because they are completely dedicated to

selling and negotiating,” he explains. The company

has been selective in assembling its boutique roster

seeking individuals with the utmost in integrity, drive

and character.

the traditional method of selling a home, then we can

provide them with a service that has been tailored to their

needs,” he says. “With an entire firm of professionals

focused on accomplishing their individual goals, they

are going to experience something far beyond their


Their notable listing volumes allow agents with

Fitzpatrick & Prince to gain an exponential amount of

industry knowledge, which they utilize to best represent

their clients’ wants and needs. “Our agents are highly

adept at negotiating, communicating and resolving

issues that arise during escrow,” states Mark. “Their

abilities to meet the challenges of our market are without


Members of the Fitzpatrick & Prince creative team

are as valuable to the company as their professional

counterparts - their respective skills and abilities are

held in equal esteem. It’s uncommon in the hierarchy of

a traditional real estate model, but it makes sense. As

the group responsible for ensuring that properties are

presented and marketed to their fullest potential, the

team aims to achieve consistent results for their clientele.

Videographers and photographers work closely with

homeowners to create beautiful and unique campaigns

that capture the essence of each property, while techsavvy

marketers target potential buyers through a strategic

network of online portals and printed pieces.

Fitzpatrick & Prince represents luxury and high-end

residential homes, commercial property and residential

investment properties as well as distressed homes suitable

for short sales. Their comprehensive marketing and

advertising campaigns allow the firm to successfully

manage transactions throughout Southern California.

Reflecting on his company’s innovative approach to

real estate, Mark remarks, “We love real estate. That’s

why we’re fixing it.” His excitement is palpable, and

it’s appealing to a rapidly-growing clientele. “If we can

enlighten our clients to the opportunities that exist beyond

Fitzpatrick & Prince Real Estate

23832 Rockfield Blvd., Suite 185

Lake Forest, CA 92630

Telephone: 800.829.5158

ExecutiveAgent Magazine


By Louise Morganti Kaelin


ExecutiveAgent Magazine


Letting Go


Giving Up

Have you ever wondered what the difference is

between ‘letting go’ and ‘giving up’ There

certainly seems to be a very fine line between

the two. Intuitively, I know there is a different feeling

between the two, but it’s only recently that I was able to

understand the essence of that difference.

For me, ‘giving up’ is like folding your cards in poker,

throwing in the hand before all the cards are dealt. You

stop investing energy into the project and concede failure

at a point way before the finish line. Like in poker, we

usually fold as a result of fear, uncertainty or a spot-on

analysis of the situation and the likelihood of success.

You can usually tell the difference by how you feel about

the ‘giving up’ after you’ve done it. When you feel calm,

confident and free, you can be pretty sure it was based on

sound analysis. There are definitely times when moving

on is the appropriate way to go.

On the surface, ‘letting go’ looks the same. What I now

understand, however, is that what I’m actually letting go

of is the attachment to the results, especially the results

I decided the action would have before starting. This

process allows me to play out the hand knowing ‘Yes,

I might win; Yes, I might lose’ but either way I gain

something from the experience”. It also allows me to keep

investing energy into whatever it is.

So often in life we judge ourselves not by the results of

our actions, but by what we decided in advance the results

‘should’ be, our expectations.

We often speak of others’ expectations of us and

how deadly they can be, yet we forget that we develop

expectations as well. In many ways, our own expectations

can be more devastating than someone else’s expectation

of us. We may have an initial knee-jerk reaction to the

idea of someone else having expectations, something

inside us that shouts ‘No!’ even as we try to live up to

them. Unfortunately, our own expectations seem normal

and ‘right’ and we rarely question them.

A long time ago, I heard an _expression that I must

admit I don’t remember as consistently as I’d like: Let go

and let God. For me, it’s the essence of letting go of my

attachment to the results. I believe (and tell my clients)

that it is our job to figure out what we want, to develop

a clear picture of that and to start moving towards it. It’s

God’s responsibility to figure out “how”. Our actions

send a strong message that we are truly committed to

experiencing whatever our stated goal is. The process is

definitely one of “co-creation”.

Next time you are feeling disappointed in how things

are turning out, here are some questions to help you

determine if it’s time to let go:

• How have I defined success in this area

• Where did that definition/number come from

• What is that result supposed to bring me What


• What other definition/number can bring me that


• What am I learning in the process

• Am I taking all the actions necessary to make this

come true

• Am I willing to let go of my attachment to the


Louise Morganti Kaelin is a Life Success Coach who

partners with individuals who are READY (to live their

best life), WILLING (to explore all options) and ABLE

(to accept total support. She publishes a free bi-monthly

newsletter, The 3-Minute Coach, which offers tools,

ideas, strategies and action plans to assist individuals

in creating the life they truly want. In addition, she is

the author of the ebooklet “Blueprint for Success: 101

Tips to Reclaim your Vital Energy & and Get the Results

You Want “. Copyright© 2003, Louise Morganti Kaelin.

All rights reserved. For more information about Louise,

contact the Frog Pond at 800.704.FROG(3764) or email;

ExecutiveAgent Magazine 23



We Can Help You!

Melissa Bolda


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By Lalaena Gonzalez-Figueroa

His professional approach to real estate is designed

to offer clients an exceptional level of care and

representation throughout the course of every

transaction. Broker/Associate Theodore “Teddy”

Hopson has cultivated a successful career utilizing the

skills he honed as a member of the United States Navy,

and as a corporate executive in the technology sector.

Today he appreciates the opportunity to utilize his

business acumen as a trusted resource

for clients throughout Southern

California, representing a spectrum of

real estate transactions.

A native of Virginia, Teddy

capitalized on the opportunity to

develop discipline and leadership skills

through service in the U.S. Navy. His

world view was broadened in travel

throughout Asia, where he learned to

embrace a range of cultures, customs

and personality types. His military

experience proved a solid foundation

for a move to the corporate world;

Teddy forged a successful career as

a senior executive in the IT industry,

where he gained invaluable experience

in sales and marketing. He also

became intimately familiar with the

structure of business and the practice of

maximizing the contributions of others.

“I developed great process skills and

learned how to bring people through

processes,” he explains. “That has

been very useful in real estate.”

Transitioning from the structured

environment of corporate life into

his role as a real estate professional

was a natural segue, Teddy reveals.

Already an investor in local

development projects, he capitalized

on the opportunity to launch his own

business. “I felt that my sales and

marketing experience would transfer

well into real estate,” he offers. “I

was fortunate to have the guidance

of a great mentor, who helped me to

establish a successful business model

early in my career.”

ExecutiveAgent Magazine





Teddy brings a sense of focus and objectivity to his

business. “My aim is to understand each client’s needs,

to help provide clarity in the process of determining

how those needs will apply to a transaction,” he says.

By identifying the driving factors behind a purchase or

sale, he is more adept at structuring a process that will

suit individual clients, and at working toward achieving

their unique goals. His client-centric approach allows

him to work with buyers, sellers and investors in

residential and commercial transactions throughout

Orange County and the surrounding regions.

As a listing agent, Teddy specializes in assembling and

implementing a “quality presentation package.” From

the onset each home is prepared to show to its fullest

potential, with assistance from a staging professional

when appropriate. Comprehensive marketing and

advertising campaigns target prospective buyers via

online and print exposure, with high-end photography

and video creating visual appeal. Beyond technology,

though, are the very tangible relationships that Teddy

has cultivated with his fellow brokers and agents. Within

his company’s multi-office network and throughout

the real estate community at large, he has committed

himself to a collegial and collaborative approach. In

walk-throughs and open houses he is supportive of

buyer’s agents, offering them the information they

need to assist their clients in evaluating homes. He is

a personable representative with consumers as well,

canvassing neighborhoods before hosting open houses

in order to maximize attendance.

“I want to garner significant attention for the homes

I list,” Teddy explains. “Often, community residents

have friends or family members who are interested

in relocating to their neighborhoods. By introducing

myself to neighbors and promoting a house in person,

I am enhancing the high-quality print and Internet

exposure that I provide to my clientele, answering

questions and offering insight into each home’s distinct


higher-end and luxury homes. Sophisticated buyers

require knowledgeable and skillful representation;

Teddy’s professionalism adds significant value to the

process, and his ability to identify the right homes for

his buyers’ needs saves time and alleviates stress on

their part. He enjoys the challenge of matching buyers

to homes, and stays well-versed in market trends,

changes and activities. He is a skillful negotiator who

consistently strives to accomplish his clients’ goals and

to facilitate successful transactions.

Beyond his professional endeavors, Teddy finds

balance playing golf and spending time with his wife

Angel. An avid fitness buff, he enjoys running on

the beach and traveling abroad. He is a resident of

Downtown Huntington Beach, and appreciates the

community’s eclectic culture and lifestyle.

In real estate, Teddy revels in the opportunity

to explore the diversity of his clientele. “I really

enjoy immersing myself in cultures and experiences

that are different from my own,” he notes. “This

industry is great because it has allowed me to build

relationships with so many wonderful people, all with

their own unique backgrounds, wants and needs.” He

is accomplishing their goals and appreciating their

stories, building a thriving business in the process.

Theodore “Teddy” Hopson

Coldwell Banker Beachside

19671 Beach Blvd., Ste. 101

Huntington Beach, CA 92648

DRE# 01789546

Teddy is a communicative and receptive buyer’s

agent. While he works with a range of clients, he

tends to attract individuals who are moving up to

ExecutiveAgent Magazine


It’s Not About The Splits

Then Why Do Agents Ask

By Jon Cheplak

Last time you bought an airline ticket what did you

look for Sure a nonstop would be nice but today

it’s about “Peanuts” and “Price”. Why is this It’s

quite simple, when there’s no value all that can be offered

to the consumer is price. Wouldn’t it be great if agents

were satisfied with “Coffee” and a “Great Split” Lack of

value is the primary reason an agent flies out the door, with

no value all they can ask for is money, that’s all that’s left

in the relationship. Of course the coffee supply was fine.

Let’s do a couple things, first we will take a look at your

recruiting interview and then we will move to your value

delivery in the relationship. Surprisingly, you find the

recruiting interview will come back into play in the end

“the exit interview”. Wrapped around this is the safety

valve that you can have in place in the form of standards

and agreements.

Let’s start with your interview.

Many interviews take on the face of a sales presentation,

not asking enough questions, exaggerating your company

features and failing to articulate the benefits. Don’t sell in

the interview.

• Have an agreement that money will not be discussed

until both of you recognize there is value match that will

create a long term working relationship.

• Find out what’s important to the agent. What are they

looking for “Seek to understand”. Restate their responses

to the questions in your language.

Ask Questions, Don’t Sell!!

• Is there a value match They will more likely listen

and comprehend when you connect the benefits of your

coaching/office to their needs and wants. Remember, to get

agreement on those connections. The series of agreements

will create the “value match”. By asking questions and

restating their answers you can now measure.

• Focus on what you can deliver, not what you think the

agent wants to hear. Communicate your company features

and clearly illustrate the benefits the agent will experience.

Be sure that you can and will deliver.

• Finally, don’t cave in on split. If you hire someone

based on money they will eventually leave because of

money. Last time I checked rarely is there enough money

to keep a relationship together.

Now deliver value.

• Be “The Coach” for your agents. When agents have to

pay a coach your value begins to erode.

• Don’t be a problem solver, be an inspiring growth leader.

• Expand your capacity as a leader, knowledge of the

industry and ability to deliver this back to your agents. I’m

sure you encourage agents to invest in themselves through

continued training, how are you investing in yourself

• Pack them in at your sales meeting and have them

coming back for more. This is it, once a week to

communicate your vision and deliver value to the most

critical audience. How good is your sales meeting How

is your attendance Would you feel comfortable inviting a

potential recruit to your meeting Don’t plan your meeting

15 minutes before and expect a great result, plan it a week

ahead of time and pack it with value. A great sales meeting

will do wonders for recruiting and retention.

• Manage your office systems and lead your agents.

Here is the solution to “I want a higher split”. Interview

by asking vs. selling, hire based on value vs. money and

deliver as “The Coach” for your agents. Is that the cure

all No, but fill the gaps by doing your primary job of

prospecting, interviewing and hiring agents. If you put

these steps into action the next time someone else asks for a

higher split you will operate from a position of strength vs.

vulnerability. Agents don’t leave because they get offered

a better deal, they leave because they are no longer getting

what they expect from you.

*If an agent asks for a higher split, stand your ground

and go back to the “mutual agreement” they signed

when joining your office. It’s rather interesting, agents

want you to keep your agreements but we find at times

theirs are negotiable. Last time I checked, agents talk to

each other and if you give one a “higher split” your agents

will love you for the wrong reason. Standards have been

broken down and you have given life to the commission

split virus. The next agent in line has been granted

permission to ask for a “higher split”. Now what are you

going to do

Jon Cheplak is the Co Founder of The Real Estate

Recruiters, a Recruiting and Management Solutions

Company that supports brokers, owners and managers

in the management and recruiting solutions arena.

Copyright© 2004, The Real Estate Recruiters. All rights

reserved. For information about Keynote presentations,

consulting and training, contact Frog Pond at 800.704.

FROG(3764) or email; http://www.


ExecutiveAgent Magazine


ExecutiveAgent Magazine


The National Association of Hispanic

Real Estate Professionals


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1. Home equity loans and lines of credit are available through our affiliate Wells Fargo Home Equity Group, a division of Wells Fargo Bank, N.A.

This information is for real estate professionals only and is not intended for distribution to consumers.

Information is accurate as of date of printing and subject to change without notice. Wells Fargo Home Mortgage is a division of Wells Fargo

Bank, N.A. © 2011 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS859782 10/11-1/12


Stop The Pattern

By Peggy L. McNamara


his article is for those of you that want to break

free from the not-so-positive patterns that have

been set in your life or, as some would call it,

self-destructive behavior. Psychology states that your

predominant habits, and attitudes, are formed by the

time you are five years old. This doesn’t mean that

things cannot be changed; it just means that whether

you realize it or not, you could have habits that are

either hurting you, or helping you, from your youth and

childhood years.

Personal Development is not easy.

While working on overcoming self-destructive behavior

is not easy by any means, it is definitely worth it. It is

quite empowering to discover your positive traits and

humbling to learn the negative ones. It is extremely

exciting to realize your gifts and let them come out; it is

highly effective to find your weaknesses so that you can

The answers to those questions lie in the habitual

patterns you keep. Your success in life, whatever you

deem success to be, is simply based on the habits you

have…it all starts with you.

1. Once you understand your patterns, accept full

responsibility for them. Go ahead, set your ego, pride and

emotional feelings aside for a moment. In as practical of

a format as you can, look in the mirror and simply accept

who you are and all the “stuff” that comes along with it.

Take full responsibility for your habits and realize that the

best is yet to come. It is much easier to skip this part and

yet, you will see no appreciable results without it.

Side note: this is not about perfection; after all, you

are only human. Just because you may have some selfdestructive

patterns within, it does not mean you are a

failure. It all depends on what you want out of yourself

and life.

“In your greatest weakness is where you will

find your greatest strength.”

What is your greatest weakness

Discover that and before you know it, it

will turn into your greatest strength!

either learn to delegate those activities or do your best to

overcome them.

Spend some time reflecting on the following questions,

“What is it in you that is preventing you from getting

where you want to go” Or, “What is it in you that is

preventing you from accomplishing your dreams”

Replace your Destructive Habits with Positive Ones.

What are your negative patterns or habits Why are

you, sometimes, your own worst enemy Why do you,

occasionally, sabotage your efforts toward accomplishment

of a given goal How can you want something so bad you

can taste it and yet, fail to seize the opportunity when it is

right in front of you

2. Begin to shed yourself of the negative habits by

replacing them with positive ones. Create a statement,

and vision, based on how you want things to be; not

as they currently are. It is not effective to sit and tell

yourself to not be a certain way --- that just makes you

think about it even more. However, you can create a

picture of how you want things to be. That is the beauty

of your imagination. It is stored and you have the

freedom and power to create whatever kind of scenario

you want to work towards. The key is to replace the

not-so-healthy thoughts and habits with positive ones.

That is where change begins. Write down your vision

if it will help. It is a great process for clarification and



ExecutiveAgent Magazine


If you begin to make an adjustment, and fall off track,

so what! Just start over again. The beauty is that you’ll

realize it sooner than later. The benefit is that rather than

going on blindly in the same fashion that you always

have, you’ll recognize it and adjust as needed. Let it go

and move on.

A profound statement is, “In your greatest weakness

is where you will find your greatest strength.” What is

your greatest weakness Discover that and before you

know it, it will turn into your greatest strength!

Be aware of your environment.

If you grew up in an environment of love, and support,

and passion for life, more-than-likely you will still have

that mindset with you today. However, if you grew up in

an environment of limitations, put-downs and jealousy

towards the “successful ones”, without even realizing

it, you could be carrying that habit with you as an adult.

How many times have you limited your actions or

thoughts based on what someone else’s opinion is How

often have you shared a dream with someone only to

have it squashed by a negative reaction How often have

you told yourself that you could not do something based

on your own limiting behaviors

What kind of people do you surround yourself with:

positive, optimistic people or, depressing, pessimistic


You are a product of your environment. What that

means is that the environment that you live in, work in,

socialize in and volunteer in will determine your overall

outlook, and therefore, effectiveness, in life. If you are

not accomplishing the results that you are looking for,

it may be due to the environment that you have put

yourself in or allowed yourself to stay and be a part of.

Many people who are looking for the meaning of

happiness and success and, even more importantly,

how to obtain it, will go to people for advice that

don’t necessarily have the answers. If you continuously

surround yourself with people that have negative attitudes

or no desire to improve things, how can you expect those

people to guide you to greener pastures

Be aware of who you surround yourself with. Your

current environment has a large impact on the way you

feel about life, your behavior around successful people

and your actions when opportunity is in front of you.

Peggy L. McNamara’s overall theme, or brand, is

Stimulate Some Action. She is an expert in the

area of personal development. Peggy is the author

of inspirational book, “My Tender Soul - A Story of

Survival”. Copyright 2004, PLM, Inc. All rights reserved.

For information about Peggy’s Keystone presentations,

contact the Frog Pond at 800.704.FROG(3764) or email;

ExecutiveAgent Magazine 33


Turning Visibility

Into Sales

By Richard Weylman

Making the transition from networking activities

to sales requires that you become well known

on an individual basis. Gaining high individual

visibility will ultimately permit you to deliver more

products and services to the people in your niche market

because you will have stepped out from the crowd and

they can identify you as someone who is clearly different.

It is critical to understand, however, that one of the

most effective ways to achieve high individual visibility

and to create more sales is to meet people face-to-face.

Current research indicates that 77 percent of affluent

Americans are interested in purchasing financial services

and products from individuals that they meet face-toface.

This means that you have to join and participate in

your niche market organizations not only to have name

recognition, but to have face recognition as well.

Networking helps shape the prospect’s perspective

about you. Sales are created, however, when you are

working and interacting side-by-side with the very people

around whom you want to build your business. Make the

network work for you by working the network. To convert

the visibility you gain from networking into sales, you

must recognize the fundamental prospecting principle

in networking ¬ your personal interaction will drive

curiosity and, ultimately, the sales process.

There is an insurance agency that wanted to target CPAs

as a niche market and several of the agents were interested

in building a relationship with these accountants. They

wanted to become the personal insurance agents of these

CPAs. To facilitate the process, the agency put on special

events and informational seminars designed for their

target market of CPAs. The agency was very successful

in this phase of networking. Eventually, these seminars

became accredited as continuing education programs

for CPAs. The program was so valuable that CPAs from

a wide geographic area began attending. The CPAs’

evaluations of the programs were always very high. They

felt the information was timely and topical and also very

applicable to their practices.

Yet, after five of these programs, the agents had not

seen much of an increase in sales and wondered why.

The agency and the agents had built great visibility

and credibility with these CPAs and were positioned as

extremely valuable resources. What was the missing link

The individual agents had not stepped out to establish

personal interaction with the CPAs one-on-one. The

agents were not using the credibility they built for their

agency (and themselves) effectively. They needed to

represent and demonstrate these strengths on a personal


In this case, it meant becoming pro-active by reaching

out after the courses and contacting the individual CPAs

to begin building personal relationships. This one-on-one

contact is the missing link that many agents struggle with

and that prevents them from turning networking events

into sales.

How can you take your high visibility resource

positioning and establish credibility and convert that into

sales There are two very effective ways to do this:

1. When you’re attending a networking function such

as an association meeting, golf outing, or other activity

where you are interacting with prospects, target three or

four individuals at that function that you want to meet with

individually after the function is over. As an example, if

you attend association meetings, sit at a different table

each month and meet the two people on your left and the

two people on your right. Engage them in dialogue to

build rapport, and thus open the door.

First, ask the people you’re targeting to meet with

you individually. You need to approach them instead of

waiting for them to come to you. For example, invite the

people you meet at the function to get together with you

one-on-one for breakfast or lunch or simply for coffee so

that you can “hear more about what they do” and brief

them on some of the things you’ve been able to do for

individuals like them. The personal outreach that you

make to an individual (not to sell them something, but to

hear more about what they do) is essential if you want to

create sales from your marketing and prospecting efforts.

2. Offer something of value to drive a desire to meet

with you. As an example, take a camera to the association

or organizational meetings and take a picture of yourself

with the guest speaker and a couple of prospects. You can

then call the prospects on the telephone and offer to bring

by their picture. Great opportunity for you to get in the


ExecutiveAgent Magazine


door. Also, you may offer to bring a copy of the notes that

you took from the program, particularly if it was a speaker

bringing ideas applicable and of interest to them. Or, you

can simply offer to bring by your loaner copy of a book,

audiotape, or magazine that you discussed during lunch.

The most important point in this process is to realize

that when you do meet with these people for the first

time, don’t immediately jump into a sales mode. When

you’re transitioning from networking and prospecting

activity to sales activity, you must continue to build

rapport and to increase their level of trust. Otherwise,

they’ll think you’re just there to sell them as opposed to

building a long term, mutually profitable relationship. Be

sure that you focus on learning more about their business

and starting a relationship with them. This is the type of

pro-active, one-on-one approach it takes to convert your

visibility into sales. Once you’ve gotten the door open and

you’re in their place of business or in their home, take the

opportunity to build rapport and then move forward into

your research and needs analysis phase as is appropriate.

One-on-one contact is the most forgotten link between

visibility and sales. As Dr. David Clark, a professional

fund-raiser in Dallas, Texas, says, “Friend-raising precedes

fund-raising.” The same principle applies when you are

converting your marketing and prospecting activities into

sales activities.

In today’s over-marketed society, it’s vitally important

that you take the time and have the patience to demonstrate

a personal interest as opposed to simply a financial interest

in perspective clients.

C. Richard Weylman is an expert in marketing, selling

and communicating to affluent and high net worth people.

He is the author of “Opening Closed Doors, Keys To

Reaching Hard-to-Reach People,” as well as numerous

sales, relationship and marketing and management audio

and video education programs. To discover the many

resources he has to offer you and your organization,

including his speaking topics, free weekly marketing

tips (emailed to you), free articles and much more, go

to or call 1-800-535-4332 to

schedule Richard to speak at your next event. Copyright

2002, Richard Weylman. All right reserved. Richard

Weylman, CSP, serves as President of The Achievement

Group, Inc., an Florida-based consulting firm dedicated

to professionally and ethically help people move to the

next level o f productivity and fulfillment. contact the

FrogPond at 800.704.FROG(3764) or email susie@

ExecutiveAgent Magazine 37

PWR Charity Foundation’s




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