Download PDF - Executive Agent Magazine
EXECUTIVEAGEN TM
MAGAZINE
Southern California’s Publication for the Real Estate Professional
Kevin Sanchez
Executive Agent of the Month
INSIDE FEATURES:
MARK FITZPATRICK
Fitzpatrick & Prince Real Estate
TEDDY HOPSON
Coldwell Banker Beachside
CHERYL LYNCH & LISA DUNN
Realty ONE Group
Friendly,
expert service from your local
home loan professionals
The professionals at MetLife Home Loans, a division of MetLife Bank, N.A., are committed to
helping homeowners and homebuyers find loan options that fit their needs. Whether purchasing a
new home or refinancing, we can help find a solution.
For more information on how we can assist you, contact a member of our team today!
John J. Reed
Area Director
949-812-3410
jjreed@metlife.com
Alan Cipolletti
Sales Manager
949-812-3500
acipolletti@metlife.com
NMLS 653005
Lynn Nelson
Mortgage Consultant
949-812-3415
lnelson1@metlife.com
NMLS 653022
Dong Chau
Mortgage Consultant
949-278-3404
dchau@metlife.com
NMLS 653016
Mai Vo
Mortgage Consultant
949-278-2756
xvo@metlife.com
NMLS 653017
John W. Wheaton
Mortgage Consultant
949-812-3416
jwheaton@metlife.com
NMLS 653018
Janice Eckles
Mortgage Consultant
866-530-2386
jeckles@metlife.com
NMLS 653004
Lillian McBee
Mortgage Consultant
949-812-3414
lmcbee@metlife.com
NMLS 384875
Carlton Long
Mortgage Consultant
714-718-2253
clong1@metlife.com
NMLS 653019
Steven Spriggs
Mortgage Consultant
800-463-7656
sspriggs@metlife.com
NLMS 40020
Edna Austin
Mortgage Consultant
949-812-3468
eaustin@metlife.com
NMLS 283761
Maridee Bryant
Mortgage Consultant
714-470-1881
mmbryant@metlife.com
NMLS 653007
Larry Valencia
Mortgage Consultant
562-236-7532
lvalencia@metlife.com
NMLS 254418
Anthony Grigis
Mortgage Consultant
714-471-0064
agrigis@metlife.com
NMLS 319125
Christina Yang
Mortgage Consultant
949-812-3425
ckyang@metlife.com
NMLS 410177
Gloria Munoz
Mortgage Consultant
949-702-4454
gmunoz@metlife.com
NMLS 632729
5 PARK PLAZA, SUITE 650 | IRVINE, CA 92614
For business and professional use only. Not for consumer distribution.
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. 1110-3781 © 2011 METLIFE, INC. L1110141967(exp1211)(All States)(DC) PEANUTS © 2011 Peanuts Worldwide
contents
ExecutiveAgent Magazine
DECEMBER, 2011 VOL. 3 NO. 12
Cover Story
Editorials
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
info@executiveagentmag.com
www.ExecutiveAgentMag.com
ADVERTISERS’ INDEX
Advantage Title.................................11
Escrow Leaders..................................24
Kevin Sanchez
Executive Agent of the Month
5
16 - Jim Remley:
Breaking Impossible Sales
Barriers
36 - Richard Weylman:
Turning Visibility Into Sales
Harcourts..................................18
imortgage.................................13
i Photography Studio..........................34
Kinecta Federal Credit Union............19
MetLife Home Loans..........................2
NAHREP..................................30
PrimeLending....................................25
PWAOR................................39
Realty ONE Group.............................40
20
Mark Fitzpatrick
Fitzpatrick & Prince Real Estate
7
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
26
Teddy Hopson
Coldwell Banker Beachside
14
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
N O M I N A T I O N
F O R M
Ê
EXECUTIVEAGEN
TM
TM
EXECUTIVEAGENT
MAGAZINE
MAGAZINE
Ê
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
I nominate:
Ê
NAME:______________________________
COMPANY:__________________________
ADDRESS:___________________________
____________________________________
CITY/STATE/ZIP:_____________________
____________________________________
PHONE:_____________________________
E-MAIL:_____________________________
REASON:____________________________
_____________________________________
_____________________________________
MAIL, Fax or E-mail:
Ê
ExecutiveÊAgentÊMagazineÊ
2929 Calle Frontera
San Clemente, CA 92673
Phone (949) 366-3349
Fax (949) 266-8757
info@executiveagentmag.com
_____________________________________
Submitted by:
NAME:______________________________
COMPANY:__________________________
PHONE:_____________________________
E-MAIL:_____________________________
Ê
E A
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
results.”
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
conditions.”
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
reputation.
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
kevin.sanchez@harcourtsusa.com
www.harcourtsprime.com
www.harcourtsusa.com
DRE # 01100071
To learn more about your options with Windermere
contact Christine Haynes 714.932.4447
No Monthly Fees E&O Per Transaction Option DRE Approved Classes Exceptional Agent Support
135 S. State College Blvd., #110 / Brea, CA 92821 / 714.582.8000 / WindermerePreferred.com
When Opportunity Knocks...Open the Door.
Talk to an imortgage associate and find out
what you are missing…
At imortgage we have cutting edge marketing tools and innovative programs that are helping our business
partners grow and succeed. Call us today to find out how we can help take your business to the next level.
Because of our unique business model, we have developed preferred lending relationships throughout
the county, with Real Estate companies and Home Builders alike. Currently, we are looking to hire
talented and hard working mortgage professionals that can work with our partners and offer continued
exceptional service and growth. If this sounds like you, we would like to talk with you about becoming
part of our team.
We understand that the first step is always the hardest, and in this economy trust is earned. So whether
you are an agent or a lender, take that first step and call us today to learn more about imortgage.
Ryan Grant
(949) 705-0582
NMLS ID 118767
Colin Field
(949) 705-0581
NMLS ID 39737
imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change
without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as
defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations 4130969. All rights reserved.
EXECUTIVEAGEN TM
MAGAZINE
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
E A
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
transaction.”
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
cheryl@cheryllynch.com
lisa@lisadunn.com
www.CherylLynch.com
www.LisaDunn.net
DRE # 01314572
DRE # 01161749
ExecutiveAgent Magazine
E A
Breaking
Impossible
Sales Barriers
By Jim Remley
16
ExecutiveAgent Magazine
E A
“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@
frogpond.com; http://www.FrogPond.com
ExecutiveAgent Magazine 17
GLOBAL.
NATIONAL.
LOCAL.
YOU.
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
E: aaron.hodson@harcourtsusa.com
P: 949 282 4288
All approaches will be handled in the strictest of confidence.
www.harcourtsusa.com
Super Jumbo Mortgages
Up to $4 million
Kinecta offers a full range of Jumbo Mortgages that will help you finance
your client’s dream home:
• Purchase, refinance, or cash-out *
• Interest-only available
• Asset utilization program
More mortgage solutions:
• Agency loans (non-FHA up to 95% LTV, condo loans)
• FHA, HomePath® by FannieMae, Super Conforming
Come grow with us:
Now hiring experienced
loan consultants.
What sets Kinecta apart
• Kinecta works for its member-owners
• One of the largest and fiscally sound credit unions in the nation
Realtor Support - Ask me about our Realtor Concierge program.
Jason Sasena
Manager, Mortgage Loan Sales
Office: 949.253.5351 | Cell: 949.439.0460
jsasena@kinecta.org
www.kinecta.org/jsasena
Kinecta Orange County Mortgage Center
4041 MacArthur Blvd., Ste. 100 Newport Beach, CA 92660
Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 of Regulation Z, which implements the Truth-In-Lending Act.
The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.
* Subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. Subject to borrower’s credit qualifications. 7420-11/11
EXECUTIVEAGEN TM
MAGAZINE
By Lalaena Gonzalez-Figueroa
I
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
E A
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
expectations.”
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
question.”
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
mark@fitzpatrickprince.com
www.FitzpatrickPrince.com
ExecutiveAgent Magazine
E A
By Louise Morganti Kaelin
22
ExecutiveAgent Magazine
E A
Letting Go
Vs.
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
feeling
• What other definition/number can bring me that
feeling
• 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
results
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
susie@frogpond.com; http://www.frogpond.com
ExecutiveAgent Magazine 23
SUCCESS!
PLAN IT. BUILD IT. GROW IT.
We Can Help You!
Melissa Bolda
949-630-8301
Holly Major
949-294-2503
Bob Fox
949-322-5036
We have the technology and the
talent to help you! With knowledge,
experience, and grace, we will
help you achieve your goals
and close more escrows.
Your Partners in Success
Contact us.
(949) 373-7000
Follow us.
Visit us.
www.escrowleaders.com
Kevin Budde
Branch Manager
949-422-2075
kbudde@primelending.com
NMLS: 325450
Neal Pilon
Loan Originator
714-206-5521
npilon@primelending.com
NMLS: 632720
Tiffany Garcia
Loan Originator
949-933-7814
tgarcia@primelending.com
NMLS: 632719
Joelynn Warner
Loan Originator
949-370-1027
jwarner@primelending.com
NMLS: 632721
Katrina Hanshaw
Loan Originator
714-244-0005
khanshaw@primelending.com
NMLS: 483906
MORTGAGES
WITHOUT OBSTACLES.
The goal at PrimeLending is to provide unsurpassed quality service and
support throughout the entire mortgage process for every client and
referral source. This proactive sales and operational philosophy
simplifies and accelerates the loan process at all levels. The company's
experienced mortgage professionals are dedicated to making every
customer's home loan experience a positive and successful one.
© 2011 PrimeLending, A PlainsCapital Company. Trade/service marks are the property of PlainsCapital Corporation, PlainsCapital Bank, or their respective affiliates and/or subsidiaries. Some products may not be
available in all states. This is not a commitment to lend. Restrictions apply. All rights reserved. PrimeLending, A PlainsCapital Company (NMLS no: 13649) is a wholly-owned subsidiary of a state-chartered bank and is
an exempt lender in the following states: AK, AR, CO, DE, FL, GA, HI, ID, IA, KS, KY, LA, MN, MS, MO, MT, NE, NV, NY, NC, OH, OK, OR, PA, SC, SD, TN, TX, UT, VA, WV, WI, WY. Licensed by: AL State Banking
Dept.- consumer credit lic no. MC21004; AZ Dept. of Financial Institutions- mortgage banker lic no. BK 0907334; Licensed by the Department of Corporations under the California Residential Mortgage Lending Actlender
lic no. 4130996; CT Dept. of Banking- lender lic no. ML-13649; D.C. Dept. of Insurance, Securities and Banking- dual authority lic no. MLO13649; IL Dept. of Financial and Professional Regulation- lender lic no.
MB.6760635; IN Dept. of Financial Institutions- sub lien lender lic no. 11169; ME Dept. of Professional & Financial Regulation- supervised lender lic no. SLM8285; MD Dept. of Labor, Licensing & Regulation- lender lic
no. 11058; Massachusetts Division of Banking– lender & broker license nos. MC5404, MC5406, MC5414, MC5450, MC5405; MI Dept. of Labor & Economic Growth- broker/lender lic nos. FR 0010163 and SR 0012527;
Licensed by the New Hampshire Banking Department- lender lic no. 14553-MB; NJ Dept. of Banking and Insurance-lender lic no. 0803658; NM Regulation and Licensing Dept. Financial Institutions Division- lender
license no. 01890; ND Dept. of Financial Institutions- money broker lic no. MB101786; RI Division of Banking- lender lic no. 20102678LL and broker lic no. 20102677LB; TX OCCC Reg. Loan License- lic no. 7293; VT
Dept. of Banking, Insurance, Securities and Health Care Administration- lender lic no. 6127 and broker lic no. 0964MB; WA Dept. of Financial Institutions-consumer lender lic no. 520-CL-49075.
EXECUTIVEAGEN TM
MAGAZINE
TEDDY HOPSON
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
E A
CLIENT - FOCUSED
AND
RESULTS - ORIENTED
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
value.”
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
teddyhopson@msn.com
www.TeddyHopson.com
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
E A
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 Susie@frogpond.com; http://www.
frogpond.com
28
ExecutiveAgent Magazine
E A
ExecutiveAgent Magazine
29
The National Association of Hispanic
Real Estate Professionals
L OS ANGELES CHAPTER
Our mission is to increase the rate of sustainable
homeownership among Hispanics, increase membership,
help educate Hispanics in the home buying process and
promote homeownership in the Hispanic Community.
monthly educations events ▪ networking mixers ▪ national events and conferences
realtors ▪ loan officers ▪ title/escrow officers ▪ appraisers ▪ inspectors ▪ insurance agents
Join NAHREP-LA on December 2nd as we bring 2011
to an end and celebrate the holidays together!
details: www.nahrep-la.org
Think BIG!
We have what it takes to finance more expensive homes
Our jumbo loan options are big on selling benefits
• More selling opportunities – Primary and second/vacation home financing is available
• Deeper prospect pool – Foreign national and nonpermanent-resident alien homebuyers are eligible
• Flexible financing options – A home equity product can be combined with a conforming first
mortgage to create a larger loan amount at a more attractive rate 1 .
Call us today to find out more about our newly expanded jumbo loan guidelines.
J.J. Ballesteros
Branch Manager
714-593-5051
NMLSR ID 404462
Tammy Colangelo
Home Mortgage
Consultant
714-969-1499
NMLSR ID 450306
Steve Silvestri
Home Mortgage
Consultant
714-476-3000
NMLSR ID 419052
Quy Huynh
Home Mortgage
Consultant
714-856-9378
NMLSR ID 479649
Jenn Levin
Home Mortgage
Consultant
714-904-9424
NMLSR ID 448482
Mark Brown
Home Mortgage
Consultant
714-241-1251
NMLSR ID 448078
Kathy Niemczyk
Home Mortage
Consultant
714-593-5067
NMLSR ID 433497
Mary Lee
Home Mortgage
Consultant
714-308-8576
NMLSR ID 420573
Richard Carroll
Home Mortgage
Consultant
714-717-3880
NMLSR ID 459782
Felix Shiels
Home Mortgage
Consultant
714-715-1234
NMLSR ID 448475
Phillip Nguyen
Home Mortgage
Consultant
714-809-2394
NMLSR ID 724040
Asela Thomason
Home Mortgage
Consultant
562-881-3792
NMLSR ID 45362
Trevor Hartman
Home Mortgage
Consultant
310-270--8114
NMLSR ID 260510
Mark Bowman
Home Mortgage
Consultant
714-969-1499
NMLSR ID 450934
Rishant Taneja
Home Mortgage
Consultant
714-655-8861
NMLSR ID 473697
Kristi Nguyen
Home Mortgage
Consultant
714-580-5211
NMLSR ID 457844
Jaime Hammill
Home Mortgage
Consultant
714-593-5049
NMLSR ID 642557
Jerry Tawney
Home Mortgage
Consultant
714-746-5067
NMLSR ID 490888
Jenny Nguyen
Home Mortgage
Consultant
714-260-6737
NMLSR ID 453520
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
E A
Stop The Pattern
By Peggy L. McNamara
T
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
commitment.
32
ExecutiveAgent Magazine
E A
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
individuals
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
susie@frogpond.com; http://www.frogpond.com
ExecutiveAgent Magazine 33
E A
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
basis.
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
36
ExecutiveAgent Magazine
E A
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 www.richardweylman.com 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@
FrogPond.com
ExecutiveAgent Magazine 37
PWR Charity Foundation’s
FOR
HEROES
GOLF TOURNAMENT
Change language