MEGHAN SHIGO - Executive Agent Magazine

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EXECUTIVEAGENT
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MEGHAN SHIGO
Executive Agent of the Month
I NSIDE F EATURES:
LESLIE M ILLER
Main Street Realtors®
CHRIS M ONTES
Dominion Property Investments
M ICHELLE Q UEYREL
HÔM Real Estate Group
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ExecutiveAgent
Magazine
contents
FEBRUARY, 2012
VOL. 4 NO. 36
Cover Story
Editorials
27 - Tony Alessandra:
Visualization
16 - Linda Brakeall:
BECOME A SPECIALIST!
36 - Mark Victor Hansen:
Liberate Yourself From The
Opinions And Judgments Of
Others
Fred Arrias
Executive Publisher
2929 Calle Frontera
San Clemente, CA 92673
Ph: (949) 366-3349
Fax: (949) 266-8757
[email protected]
www.ExecutiveAgentMag.com
ADVERTISERS’ INDEX
Advantage Title.................................11
Escrow Leaders..................................24
Harcourts..................................26
imortgage.................................13
32 - C.J. Hayden:
Marketing The REAL YOU
5
Kinecta Federal Credit Union............19
22 - Rich Levin:
Meghan Shigo
Executive Agent of the Month
i Photography Studio..........................39
MetLife Home Loans..........................2
Your Secret Presentation Weapon
NAHREP..................................34
PrimeLending....................................25
Prominent Escrow............................40
PWAOR................................38
Realty ONE Group.............................12
14
20
Wells Fargo Home Mortgage.............31
Leslie Miller
Michelle Queyrel
Main Street Realtors®
HÔM Real Estate Group
9
28
Chris Montes
Dominion Property Investments
ExecutiveAgent Magazine
The Termite Guy................................30
Windermere Real Estate....................18
Photography: i Photography Studio
Graphic Designer: Rob Paino
Editorial Manager: Garon Arrias
Writers: Lalaena Gonzalez–Figueroa,
Shannon Hartsoe © Copyright 2011
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.
3
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Cover Story
MEGHAN SHIGO
Executive Agent of the Month
ExecutiveAgent Magazine
M EGHAN S HIGO
By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer
R
eal estate professional Meghan Shigo’s
unofficial business philosophy says it all. “I
have a no-drama policy,” she laughs. “My aim
is to facilitate successful transactions that are as stressfree as possible.” Her thorough market knowledge
and detail-oriented approach allow her to accomplish
this goal consistently, earning Meghan the trust and
loyalty of a growing clientele. Known for her work
with vintage and custom homes, she offers solid
representation with a focus on exceptional customer
care.
When she transitioned into real estate in 1998, Meghan
was already familiar with the needs of a highly demanding
clientele. As a Pre-K teacher she was patient, adept at
differentiating communication, and task-oriented. These
skills provided an ideal foundation upon which to build
her career as an agent, though she acknowledges that
her initial plans were to manage a part-time business.
“Within a year I had established a growing clientele,
and it became evident that this was my profession,” she
recalls. “I am so grateful to have the opportunity to
work with such a diverse and wonderful clientele.”
Meghan found her niche in the vintage
home market, revealing that she thoroughly
enjoys the process of showing and selling
historic properties. “It’s great to work with
people who are as excited about these homes
as I am,” she says. In the highly competitive
and specialized market, Meghan’s knowledge
provides her clients with a notable advantage.
Not only is she able to assist them in identifying
properties that will suit their criteria, but she
has developed a strong collegial network of
specialists whose work pertains to the unique
needs of historical homes. A member of
Anaheim’s Historic Preservation Committee,
she is resourceful in determining how to
refurbish homes while preserving their distinct
architecture and historical context.
Client Angela Valenti learned firsthand
the benefits of working with a specialist like
Meghan when she sold her father’s historic
home. The emotionally-challenging process
was made easier, she reveals, thanks to
Meghan’s knowledge and proactive approach.
“I interviewed a number of agents, and there
was such a difference between Meghan and the
others,” recalls Valenti. Her suggested price
point was one notable factor: “Meghan wanted
to list it for over one hundred thousand dollars
more than what other agents were telling me
it was worth. I thought, ‘You’re out of your
mind lady!’” Valenti laughs as she continues,
“She did it! She came in with a plan and she
made it happen. Meghan appreciated the
home’s unique history and value, and was able
to successfully market the special nuances
that distinguished it from other properties.”
Whereas other agents associated the home’s
history with problems and negatives, adds
ExecutiveAgent Magazine
L to R: Alex Romero, Marcie Heitzmann, Georgette Wahl, Meghan Shigo,
Panky Romero, Karina Gonzalez, Michelle Angulo, Kristina Frazier
Valenti, “Meghan saw it as positive. She was an out-ofthe-box thinker who really excelled in the process.”
While she specializes in Downtown Anaheim and the
region’s historic homes, Meghan is also well-versed in
representing a range of transactions throughout North
Orange County. From equine properties to starter
homes, she has successfully negotiated on behalf of
buyers and sellers who appreciate her thorough and
client-centric approach.
Education and information guide Meghan’s real
estate business. “Realtors® are salespeople, but more
importantly, we are resources for our clients,” she
observes. “From community-specific trends and developments, to developments in the regional marketplace,
I strive to provide my clients with the knowledge they
need to make the right decisions.”
Meghan’s buyers enjoy a personalized process that
focuses on exceptional service. Her team, which
includes three assistants, a transaction coordinator and
a buyer’s agent, offers invaluable support. “No matter
how many transactions we have in the pipeline, each
of our clients feels important. We dedicate the time
and energy into ensuring that their questions and concerns are answered and their needs are met.” She and
her team are concise and generous with information,
taking buyers through the process one step at a time.
“A home purchase is huge,” she acknowledges. “I love
educating my clients and demystifying the elements of
the transaction including loans and contracts.”
Helen Garner describes multiple transactions with
Meghan as “very smooth and professional.” She notes,
“Meghan has always been communicative and responsive, facilitating successful sales and purchases for
me.”
Her work with buyers keeps Meghan in touch with
the needs of the market at large. This, she explains,
allows her to better represent listings. “It’s all about
preparation when you’re selling a home,” she notes.
“My strategy is to develop a targeted market plan that
is tailored to each property and its prospective buyers.”
Understanding the expectations of today’s buyers,
Meghan ensures that homes show to their fullest potential. Professional staging services are utilized when
appropriate, and a strong online presence showcases
properties. She communicates regularly with her clients and colleagues, networking with fellow real estate
professionals and following through on showings and
buyer inquiries. With the support of her dedicated
team, Meghan ensures that no details are left to chance.
ExecutiveAgent Magazine
Georgette Wahl
Michelle Angulo
Kristina Frazier
Karina Gonzalez
Alex Romero
Marcie Heitzmann
ExecutiveAgent Magazine
A Realtor® and a Friend
Adaptability is a critical component to the longevity
of any real estate professional’s career, and Meghan has
taken measures to ensure her business didn’t succumb
to challenging market conditions. She established
relationships with area banks and asset managers, which
has allowed her to represent REO properties as well as
traditional equity sales.
Meghan’s efforts are enhanced by the resources
and systems of her brokerage, CENTURY 21 Award
Real Estate. The firm, she says, is the largest within
the CENTURY 21 system. “With over 800 agents
in our office, we have a tremendous presence within
our region,” Meghan notes. “In addition to the
worldwide recognition of our brand and a host of
proprietary systems, we also have excellent resources
designed to support agents and our clients. From an
in-house marketing department to videos targeted to
consumers, our brokerage remains at the forefront of
our marketplace.”
Her dedication to her clients and her business are
matched by Meghan’s passion for community service. In
addition to serving as a member of the Anaheim Historic
Society and the Historic Preservation Committee for
nearly a decade, she is also on the Board of Directors
of the Anaheim Neighborhood Association’s Political
Action Committee. As an active chair on the Anaheim
Central District Neighborhood Council she maintains
her finger on the pulse of the city, staying current on
upcoming events and developments. “It’s an interesting
and innovative group, and I’ve been proud to be a part of
that,” Meghan remarks.
An avid horse enthusiast, Meghan enjoys the opportunity
to be active with her horse Sunny. She and her husband
Tim are the proud parents to two children, Brianna
and Timmy. “Every home has a story,” says Meghan.
“Vintage and custom homes’ histories can be fascinating,
and I love to learn –and share- them.”
Tim, Brianna, Timmy and Meghan
ExecutiveAgent Magazine
Meghan Shigo
Century 21 Award Real Estate
303 W. Lincoln Ave., Ste. 100
Anaheim, CA 92805
Ph: (714) 273-1381
[email protected]
www.meghanshomes.com
DRE# 01243803
ExecutiveAgent Magazine
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Michelle Queyrel
By Lalaena Gonzalez-Figueroa
D
ynamic, resourceful and in tune with the regional
market, real estate professional Michelle Queyrel
has cultivated a thriving business throughout
Orange County. A graduate of the University of Southern
California’s Marshall School of Business, she excels in
developing solid relationships with her clientele, who
appreciate her knowledge and her hands-on approach.
She has achieved remarkable results thanks, in great
part, to her straightforward business style. “In order to
establish trust-based relationships with my clients, I’m
obliged to tell them the truth,” she reveals candidly.
“It is imperative to me that my clients feel comfortable
entrusting their largest assets to me, and I achieve that
trust through honest and direct communication.”
Her forthright approach has propelled Michelle to
become a highly-accomplished professional who has
consistently bucked market trends. She closed over $10
million in sales in 2011 and represents the highest-priced
listing in Orange County in 2012, a stunning $37 million
custom home recognized as 1 Pelican Hill Road North.
Her commitment to customer care and unwavering drive
to achieve her clients’ goals has enabled Michelle to build
a steadily-growing base of customers, who appreciate her
fresh attitude toward the business of real estate.
ExecutiveAgent Magazine
EA
A Fresh Approach
Michelle thrives under pressure, regularly seeking
solutions to challenges and maintaining a proactive
approach to her responsibilities.
“Sometimes,
particularly with a home that has been on the market for
a while, a real estate professional can come along and
identify new branding or marketing opportunities that
will make the difference,” she observes. “That’s where
I excel, and HÔM Real Estate Group offers the support
and resources I need to accomplish my clients’ goals.”
HÔM Real Estate Group has established itself as an
innovative brokerage designed to meet the needs of a
broad client spectrum. In addition to offering a wealth
of technological systems and exceptionally-crafted
print and online marketing and advertising campaigns,
the firm is also well-positioned to work with buyers and
sellers around the world. The company has cultivated
a strategic alliance with Sotheby’s International Realty,
joining a distinguished network of luxury and high-end
real estate brokerages. “It has been a fantastic move,
increasing our international exposure while allowing
us to maintain the brand and business we have so
successfully built,” notes Michelle.
“There is so much more to a property
than the number of bedrooms
or its square footage.”
Representing the real estate needs of high net-worth
clients presents a unique set of responsibilities and
challenges, and Michelle skillfully negotiates every
element of her transactions. “I’m there with my clients
from start to finish,” she asserts. “From twelve-hour
photo shoots, to showings and negotiations, I am the
person handling the important details associated with a
sale transaction.” Her diligence, she explains, allows
her to better communicate with other parties involved
in the process. Michelle is adept at working with
professional partners, financial planners, attorneys and
trustees, and maintains collaborative relationships with
individuals in order to accomplish successful closings.
In an industry where technology has facilitated an
abundance of information for consumers, the savvy
real estate professional understands how to consistently
add value to each client’s experience. This is where
Michelle shines. “The MLS only provides so much
information,” she reveals. “There is so much more
to a property than the number of bedrooms or its
square footage. It can be time consuming to attempt
to navigate available properties, and dealing with
disclosures and contracts can have serious financial
consequences.”
She adds, “My role is to provide my clients with the
information that is critical to their decision-making
process, to aid them in identifying the type of property
and the community that are best suited to their lifestyles
and their criteria.” A skillful negotiator, Michelle
maintains her clients’ short-and long-term objectives
at the forefront of her actions. “I strive to earn my
clients’ business,” she states. “My work consistently
goes beyond a given transaction.”
Michelle’s region of expertise includes Newport
Beach, Newport Coast and Corona del Mar. She works
with buyers, sellers and investors. In a challenged
industry, it becomes immediately obvious who is
destined to survive. Michelle’s positive attitude and
solid business acumen have enabled her not only to
weather the market’s storm, but to thrive. She looks
forward to the continued opportunity to assist her
clients in accomplishing their real estate-related goals.
Michelle Queyrel
HÔM Real Estate Group
1200 Newport Center Drive, Suite 100
Newport Beach, CA 92660
Telephone: 949.632.1618
[email protected]
ExecutiveAgent Magazine
DRE No. 01864077
EA
BECOME A
SPECIALIST!
By Linda Brakeall
I
n this age of finely tuned niche marketing, I find
surprisingly few Realtors® who position themselves
as specialists.
you have to give him or her something to work with! If
you do like the financing angle, that may be an area for
you to focus on.
Most other professionals position themselves as
specialists. Doctors do it. Lawyers do it. Dentists
do it. Even chefs, landscapers, decorators and CPA’s
specialize in one segment of the market that they know
inside out. They become a knowledgeable resource and
the ultimate expert in their field. And everyone likes to
work with an expert.
How about working with people with damaged credit?
That certainly takes some skill and finesse. I’ve got
friends in lending who just adore putting the pieces of
the puzzle together till it looks like a viable loan!
You are a professional. I’m sure there is something
that you do better than most other Realtors®. What is
it? And how do you get the word out?
Let’s start with “what is it?” Which customers do you
like to work with best? When and where are you most
effective? Is there a particular area, buyer or price range
that you could sell and talk about all day long?
Examples: If you are bi-lingual, you might position
yourself as the lender who specializes in the .....(ethnic)
community. Home-buying is tough enough to understand
in your native language! If English was not my first
language, I’d really appreciate having someone explain
things to me in my mother tongue! You might consider
compiling a glossary in that language as a resource for
your clients.
Do you love working with first time home-buyers?
Does that bring out the nurturer, the teacher, the
counselor in you? Position yourself as the First Time
Home Buyer Specialist! Do you remember getting your
first home? I do! And it was tough. No one wanted to
take the time to explain all the details to me. There are
wonderful booklets available free or close to free from
the government’s printing office in Pueblo, Colorado.
Keep some on hand to enhance your image, and offer
helpful information.
Are you really good at government loans or creative
financing? That takes a certain amount of experience
and expertise that not everyone has. We’ve all seen
perfectly good loans rejected because an amateur didn’t
know the ropes. And while a lender can back you up 16
We work together to make it happen. Again, make
sure that clients and potential clients understand that
what you do is not easy. We’re not talking whining but
perhaps you’ve compiled “a 54 item check list to assist
your clients in the process of repairing credit and getting
a loan.” ¾ so that they can actually buy a house.
If nothing comes immediately to mind, you might track
your last 50 buyers and see if more than 20% of them
had anything in common. It might be a product, it might
be a personality type or an occupation. For example, if
you find that accountants really enjoy working with you
and you serve their needs well, that might be a specialty
that you could pursue.
Once you figure out what your specialty is then add
that catchy phrase to your business card, write a couple
of press releases and start giving talks at civic, social and
service clubs to let people know what you do and how
good you are.
Now isn’t that special?
Linda Brakeall, GRI, CRB, is a nationally recognized
expert in sales and marketing for Realtors®. Linda, a
Realtor® for 13 years, three of which were as an award
wining sales person, spent the next ten years as a
manager and corporate trainer. She has been speaking
professionally speaking, training and consulting since
1992. Copyright© 2001, Linda Brakeall. All rights
reserved.For info about Linda, please contact The Frog
Pond Group at 800-704-FROG (3764) or email susie@
frogpondgroup.com; http://www.frogpondgroup.com.
ExecutiveAgent Magazine
EA
You are a professional. I’m sure there is something that
you do better than most other Realtors®
ExecutiveAgent Magazine
17
w
To learn more about how Windermere can help you achieve your goals
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
Finally, a lender that exceeds expectations.
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Now hiring experienced mortgage consultants.
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cell: 949.439.0460 | tel: 310.643.3399
[email protected] • NMLS# 465199
www.kinecta.org/JSasena
Kinecta’s unique advantage: Not-for-profit • Member-owned • Over 70 years in business
Terms and conditions subject to change. All loans subject to credit approval.
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.
* $500 Gift Card and Free VIP membership offers subject to restrictions. All offers are valid from 1/1/2012 through 12/31/2012 and may be modified or canceled by Kinecta at any time. Mortgage application and funding must
occur during offer period. Visit www.kinecta.org/PurchasePower for more details.
8318-12/11
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Leslie Miller
Exceptional Knowledge, Incomparable Care
By Lalaena Gonzalez-Figueroa
A
n accomplished stockbroker who successfully
navigated the high-stakes financial sector for over
a decade, Leslie Miller has found her niche in real
estate. Armed with remarkable business acumen and a
comprehensive understanding of complex transactions,
she offers her clients diligent service and steadfast
representation. She is at once personable and professional,
and maintains an unwavering sense of accountability in
her endeavors.
Transitioning from the stock market to real estate made
sense for Leslie, who sought new opportunities as the
financial industry began to experience severe declines.
“I wanted to continue to offer valuable services to my
clients,” she reflects. “Investing a million dollars in a
home began to make a lot more sense than in a piece of
paper.” The ability to represent tangible investments
was appealing, and Leslie quickly discovered that she
had found her niche. “The path opened up and became
broader and broader,” she recalls. “With every successful
transaction, I became more intrigued at the business of
real estate.”
Leslie works with a range of clients, though she specializes in meeting the demanding needs of professionals and
high net-worth individuals. “Goal-oriented people with
vision,” she explains. “They know what they want, and
I am able to be a distinct asset to them in the process of
buying or selling a home.” Her business moniker reflects
her clientele: C-Suite executives including CEOs, CFOs
and COOs appreciate her attentive and knowledgeable
care. She adds significant value to the experience through
highly effective communication, providing the information her clients need in a concise and timely manner. Her
extensive financial background allows for a rare understanding of the elements involved in complex real estate
transactions, as well. “My job is to help bring each client’s vision to fruition in a cost-effective, time efficient
and expeditious manner,” she notes. Leslie can be of
invaluable assistance when working with clients seeking
to diversify their portfolios to include long-and short-term
real estate holdings.
“My objective is to facilitate a seamless experience for
my clients, to minimize stress throughout the process,”
says Leslie. Her market knowledge complements her
financial experience; she works closely with each of her
clients to aid them in developing balanced portfolios.
“My piece of the puzzle must fit into the larger picture,”
she observes. “There is a discernible need for this level of
real estate representation, and I have the skillset necessary
to meet that need for my clients.”
Her professionalism is tempered by her genial nature;
Leslie is adept at connecting with a range of individuals
and effuses communication with her positive perspective.
“I love what I do,” she offers. “There is something so
rewarding about helping people achieve their goals.”
Facilitating a successful transaction at any level involves
a collaborative effort, and Leslie notes that she maintains
solid collegial relationships with all parties involved.
Ultimately, she explains, this is the agent’s primary role.
“The bottom line is that the deal is really between the
buyer and the seller,” she says. “As a professional, my
job is to represent my client throughout the process and
to address challenges and issues before they develop into
problems.”
Proactive and meticulously detail-oriented, Leslie
adeptly navigates the real estate process for clients in
purchases, equity sales, and distressed properties. She
is unwavering in her goals, and acknowledges that she
enjoys “the hunt.” From identifying the properties
that will meet a client’s criteria and financial needs,
to negotiating on behalf of her sellers, to advocating
for individuals embarking upon short sales, Leslie
thrives in the opportunity to identify and implement
strategic solutions to a myriad of challenges. She utilizes
technological tools and systems to maximize efficacy for
buyers and sellers.
While she specializes in the high-end luxury home and
investment properties, Leslie has dedicated her efforts to
assisting individuals at every level of real estate. She has
taught seminars for first-time buyers through the Long
Beach HOPE Center, and has been tapped by the City of
Long Beach as a listing agent for the city’s Neighborhood
Stabilization Program (NSP).
Beyond real estate, Leslie enjoys gourmet cooking,
touring wineries and traveling abroad. “It’s wonderful to
visit other countries and see how people live,” she says.
“And it’s always great to come home.”
Leslie Miller
Main Street Realtors®
244 Redondo Avenue
Long Beach, CA 90803
Telephone: 562.477.0338
[email protected]
www.CSuiteRealEstate.com
DRE# 01816602
ExecutiveAgent Magazine
EA
By Rich Levin
Your Secret
Presentation
Weapon
Y
ou are at a listing presentation, and you know the
seller is interviewing other agents. Would you
like to distinguish yourself as the best? Here’s
how.
This is on an age-old and proven sales concept that is
taught in high-level sales training in every major corporation. In real estate, it is a subtlety that most agents
simply don’t build into their skill set. Those who learn
and use this skill stand out and win against the competition.
Have you ever lost a listing and could not figure out
why? The seller says that they had more confidence in
another agent. This skill is the reason they will choose
you. They may not recognize why; they just have more
confidence in you.
Sample Seller Script
Here’s an example. After, I’ll break it down for you
so that you can apply it for yourself.
Agent: “Do you know the number one complaint
owners, like you, have about their present REALTOR®?
“The agent doesn’t communicate or loses touch. It’s
one of the simplest things and one of the most important. I know some of the best agents in town who sell a
lot of homes and have the best intentions, but they just
don’t follow up like they should, and you fall through
the cracks.
“I set aside an hour each day just for staying in touch
with my clients.”
22
“You don’t want to be in the dark, uncertain and
uncomfortable. I want you confident that we are both
doing everything we can to get your property sold for the
most money in the shortest time. “I like to make these
calls between eleven and noon on Thursday mornings.
What is the best number to reach you at that time?”
AABC: The Breakdown
There are four steps to this presentation skill. They are
subtle and easy to learn. You must practice to be natural
with this skill, which I call AABC.
•
Step one is the Action you take. In the example
above, it’s communicating regularly.
•
Step two is the Advantage you bring that differentiates you. In the example above, it is setting aside an
hour each day.
•
Step three is the Benefit to them. In the example
above, it is making them certain, comfortable and confident.
ExecutiveAgent Magazine
EA
“Would you like to have the advantage of seeing the
newest properties on the market, every day?”
•
Step four is the Close, which is asking for a decision. In the example above, it is asking for the specific
number to be reached on a specific day and time.
AABC
Action: What you do.
Advantage: Your distinction.
Benefit: What’s in it for them?
Close: Asking for a decision.
something different, something more. They will more
easily sign exclusive contracts with less commission
challenges. They will trust you and make your job
with them easier, because they strongly believe in your
efforts on their behalf.
A Few Subtleties
I like to start with a question. Do you know? Have
you heard? Would you like?
This has been taught by Fortune 500 Companies
decades before Anthony Robbins was a twinkle in his
mother’s eye. Most agents miss the mark on this in
today’s competitive real estate market. To hit a bull’s
eye, use AABC as your secret weapon. You will begin
to notice sellers and buyers having more confidence in
you, relaxing with you, and trusting your judgment.
Sample Buyer Script
“Would you like to have the advantage of seeing the
newest properties on the market, every day?”
A – The Action: “Every day - often twice a day - I
will search for properties that are new to the market.”
A - The Advantage: “In our area there are nearly
three thousand real estate agents. Every day, some of
them are placing a new property on the market. Within
hours, often less, I make sure that you are aware of any
and every property that even remotely matches your
desires.”
B - The Benefit: “You’ll have the best opportunity to
find the property that has the most of what you want
before you are in competition for it, and you often get
it at the best price. Each year, many of the homes I sell
are those fresh listings that have only been viewed by
my buyers. It’s fun for me. It’s the best way to give
you the competitive edge.”
C - Close: “Do you want me to contact you each day
as soon as we become aware of any property in which
you may be interested? If I call during the workday
with an excellent choice - something that looks perfect
- would you be able to come fairly quickly to see it?”
The Action can be very simple. It is your Advantage
- the way you do it differently - that makes the distinction.
The Benefit is always more money, the best time
frame, and/or more ease and convenience. That is
WIIFT: What’s In It for Them.
The Close is critical. In addition to confirming their
agreement, it makes them an active participant in the
process.
In my work, I occasionally accompany Agents on
listing presentations - Agents who take over a hundred
listings a year. Once they begin to apply AABC, they
immediately express that they feel, hear, and see the
difference in the way their clients responded to them.
This is an advanced skill that raises your effectiveness and enhances your relationships and your results.
It requires preparation and practice. It is a secret
weapon that can shift your work and your career into
the next gear.
Rich Levin is one of the most successful Real Estate
coaches in the nation by virtue of the measurable results
of his clients and creator of the Real Estate Hierarchy of
Success, a working model for understanding and planning
your business. Copyright© 2008, Rich Levin. All rights
reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or
email [email protected]; http://www.FrogPond.com.
You will find AABC is your secret weapon. While
other agents present their same old way, the buyers
and sellers to whom you present see, hear, and feel
ExecutiveAgent Magazine
23
SUCCESS!
PLAN IT. BUILD IT. GROW IT.
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© 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
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EA
VISUALIZATION
By Tony Alessandra
isualization is indispensable tools in helping
people attain their goals. Musicians and athletes
have proven that visualization is an effective
substitute for real practice.
V
Feel. What would your tactile sensations be? You
would feel people rubbing up against you in the crowded
room. You would feel others shaking your hand. What
else?
In visualizing your goals, you will live your accomplishments in your mind’s eye. The more of the five
senses that you can involve, the greater your chances are
of accomplishment.
Taste. Taste in your mind the champagne you will be
drinking.
Taste the food you will be eating. Experience the
sweet taste of success - in advance! Most importantly,
imagine the exhilaration you will feel when your name
is called to receive the award! Take your time during
this exercise and enjoy it. The more you can “visually” attend this banquet, the more motivated you will
become.
For example, you may want to be the Salesperson of
the Year in your company. You know that each year
an awards banquet is given during which a plaque is
presented to the year’s sales leader. You may choose
to focus on this banquet for your visualization exercise.
Here is what you do:
Make yourself comfortable. Close your eyes and
relax. Slowly and systematically go through all of the
five senses. Imagine what you would be experiencing at
the banquet.
Sight. Imagine what you would see there. You would
see other salespeople and their spouses. Imagine what
they are wearing.
You would see tables decorated and waiters scurrying
about.
You would see the bar and people standing around
talking.
Keep expanding what you “see” for several minutes.
Sound. What would you hear? You would hear the
chatter of people. You would hear laughter, the tinkling
of glasses, music from a band, and people talking. You
would also continually hear people coming up to congratulate you. Imagine that!
Smell. Imagine all the smells you would experience:
women’s perfume, food, alcohol, men’s cologne, and the
smell of floral decorations. What else?
To aid in your visualization exercise, you might want
to start a visualization file. This is a file into which you
put pictures, clippings, letters, and other reminders of
what it will be like to succeed. Your file should also
contain letters or awards that you have received in the
past. Anything that makes you feel good about yourself
can be included in the file. It can then be used as a
source of motivation and inspiration, especially if you
begin to feel a little down or de- motivated. We all need
to be reminded of our past accomplishments once in a
while. Be your own best friend -- remind yourself!
Dr. Tony Alessandra, CSP, CPAE has authored
13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches
since 1976. Copyright© 1999, Tony Alessandra. All
rights reserved. This article has been adapted from Dr.
Alessandra’s book, The Platinum Rule (Warner Books,
1996). Dr. Tony Alessandra is recognized by Meetings
and Conventions Magazine as... “one of America’s most
electrifying speakers.” For information about Tony’s
keynote presentations, please call The Frog Pond Group
at 800-704-FROG (3764) or email [email protected]; http://www.frogpondgroup.com.
ExecutiveAgent Magazine
27
E XECUTIVE AGENT
MAGAZINE
TM
Chris Montes
By Lalaena Gonzalez-Figueroa
F
or nearly two decades, Chris Montes cultivated
a thriving career as a mortgage professional who
specialized in creating solid packages designed to
meet each client’s unique needs. His commitment to
building a solid base of industry-related knowledge was
unwavering, and he eventually found himself acting as
a resource for individuals who trusted his abilities and
experience. “People began to suggest that I should
become a full-time real estate agent,” recalls Chris.
And when the time was right to make a professional
change, that’s exactly what he did. Today he represents
buyers and sellers throughout Orange County and the
surrounding regions, offering his clients exceptional and
knowledgeable care.
His work as a mortgage professional enabled Chris to
earn his clients’ trust and respect, which often extended
beyond the lending process. “When they didn’t know
where to look for help with sales and leasing, my
mortgage clients would call me for advice,” he recalls.
Transitioning into a role as a full time agent made sense,
and Chris has thoroughly enjoyed the opportunity to
continue to provide services focused on the wants and
needs of his clientele.
ExecutiveAgent Magazine
EA
Building a Consumer
Centric Business
He excels as a listing agent, but it is Chris’ dedication
to assisting buyers that has distinguished him among
his peers. His knowledge and creative approach to
identifying solutions has allowed him to consistently
provide solid solutions to individuals who may otherwise
find themselves stymied in the purchase process. Not
only is he able to provide reasonable suggestions on
price points, but he has also successfully negotiated
non-traditional terms for his buyers, facilitating
transactions that may otherwise have stalled or failed.
The reduction in stress for his clients, says Chris, is
immeasurable.
“It can be torturous for people to have to meet with a
lender and obtain prequalification before they ever look
at a home with an agent,” he asserts. “My background
is different; my clients and I discuss their financial
outlooks while we are previewing properties, and
create a clear picture of their options before they ever
have to meet with a lender.” It’s an unofficial process,
but one that prepares consumers for the steps they’ll
take, alleviating fears of the unknown. And when a
traditional mortgage simply won’t work, adds Chris,
there are still opportunities to buy.
“When a seller doesn’t need all of the money up
front, an owner-carry finance plan may be a great
option for all parties involved,” he explains. It’s a
viable plan for individuals with vacant and high-end
properties, because sellers earn immediate income
rather than waiting for homes to languish in a sluggish
market. “Many times agents have heard of these types
of transactions, but aren’t really well-versed in them,”
observes Chris. “I’m happy to walk them through the
process, to answer their questions and concerns. I also
work with escrow companies that are experienced in
these types of transactions, and who are highly skilled
at managing the process.”
acknowledges. “When we meet or exceed clients’
expectations on both sides of the transaction, everyone
wins.”
His business acumen isn’t limited to his own clientele;
as the broker/owner of Dominion Property Investments,
Chris leads a team of professionals focused on the real
estate markets throughout Orange, Riverside and San
Diego Counties. Agents offer top-notch representation
centered on their clients’ individual needs and tailored
to the unique market conditions impacting buyers
and sellers today. The brokerage has also cultivated
a professional partnership with Miracle Mitigation,
a loan modification firm that represents residential
and commercial clients. “This is a great benefit to
our clients, because the company’s president, Stacie
Hatfield, has developed strong working relationships
with banks, asset managers and short-sale negotiators,”
explains Chris. “Regardless of their needs, our clients
have access to a wealth of resources.”
In every aspect of his professional endeavors, Chris
strives to achieve consistent client satisfaction. “We’re
building long-term relationships, working together
to accomplish their short-and long-term goals,” he
says. “I have appreciated the opportunity to facilitate
successful transactions and to continue to capitalize on
opportunities to keep myself– and my fellow agentsactive.”
Chris’ innovative approach to business has facilitated
strong relationships with clients and colleagues
alike. Fellow agents appreciate his ability to create
business and the efficacy with which he manages
his transactions. He is proactive and systematized,
identifying and addressing potential barriers before
they become unmanageable. “I want to slam it,” Chris
ExecutiveAgent Magazine
Chris Montes, Broker/Owner
Dominion Property Investments
Real Estate and Finance Services
28262 San Marcos
Mission Viejo, CA 92692
Telephone: 949.294.8747
www.OCSalesAndLease.com
[email protected]
Broker ID# 01204198
NMLS ID# 358487
Why Wells Fargo
We want to be the key to your success
We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers
• Wells Fargo Closing GuaranteeSM: If we don’t meet your client’s initial closing date, as indicated in the original purchase
contract, we’ll refund their first month’s mortgage payment (principal and interest).1
• Full service lender: We offer financing for conventional, FHA, VA, renovation, relocation, and more!
• PriorityBuyer Preapproval: You’ll know you’re dealing with serious buyers who have already completed the application,
credit check, and first decisioning phase.
Call us today to find out more.
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. Available on all qualified purchase transactions. For FHA and Rural Development loan customers, the lender will make a one-time donation
in the customer’s name to a 501(c)(3) charity of their choice instead of the refund. Other terms and conditions apply. See a home mortgage
consultant for details
This information is for real estate professionals only and is not intended for distribution to consumers.
Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A.
© 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS940382 1/12-4/12
EA
32
ExecutiveAgent Magazine
EA
Marketing The REAL YOU
By C.J. Hayden
I
often wonder how the practice began of pretending
to be someone else in order to market your business.
You know what I’m talking about -- it’s the
marketing face, the selling voice, that you often put on
in order to attend a networking event or make a sales
call. Who taught you to do that?
I have a suspicion where we learn this behavior. Most
of us spend a lifetime observing showroom salespeople,
product spokespersons in the media, and hucksters
on street corners. What we see demonstrated there is
artificial enthusiasm, manipulative use of language,
feigned interest, and in some cases outright deception.
Sounds awful, doesn’t it? So why copy any part of this
distasteful way of selling?
Psychologist Abraham Maslow said, “If all you have
is a hammer, everything looks like a nail.” Perhaps
we believe this is the only way we can sell because
it’s the only way we know. I’m not accusing anyone
of consciously deceiving prospective clients. What
I’m suggesting is that what we do unconsciously and
automatically is to behave inauthentically around them.
Intuitively, many of us feel as if something is
wrong with this way of operating. When we have to
sell ourselves, we find it unpleasant, disagreeable,
even repulsive. But what if all those negative feelings
were simply because we hate the artificiality and
manipulation we think must be a part of selling?
Imagine what it would be like to go to a business
networking event as yourself. No facade, no pretension,
just plain you. When someone asks your reason for
coming, you tell them the truth. You don’t have to claim
you wanted to hear the speaker (if you didn’t). You
can come right out and say, “I’m hoping to make some
contacts that will lead to business for me.”
You wouldn’t have to invent reasons to start a
conversation. You can walk up to someone who looks
interesting and say, “Hi, I haven’t met you yet.” If
you’re shy around strangers, you can tell the first person
you meet, “I’m sort of a wallflower and feel awkward
at events like this. Could you introduce me to some
folks?”
Now imagine placing a follow-up call to a prospect
where you are completely honest. You could say, “I
have some days open on my calendar soon and I’m
wondering if this would be a good time for that project
we’ve been discussing.” Or, “We haven’t talked in a
while and I’d like to find out if you’re still planning to
start the new training program this year.”
I see so many professionals and consultants struggle
with trying to find an “excuse” to call a prospect. You
don’t need some manufactured excuse. You know the
reason you’re calling. Most of the time THEY know the
reason you’re calling. Just say what it is.
Let’s extend this same principle to making a cold call.
Instead of stumbling around awkwardly trying to make
a polished -- but unnatural -- sales approach, imagine
yourself saying, “I’m not much of a salesperson, but I’m
really good at what I do. Can we have a conversation
about what you need and see if I’m the right person for
the job?”
If you’ve been working from a cold-calling script
that makes you flush and get a tight throat every time
you read it, throw it out. Come up with one really good
opening line that feels authentic and gets directly to the
point. Then decide how you will answer -- honestly -some of the typical questions prospects ask you. My bet
is that your calls will immediately get easier.
In fact, the more you become honest, direct, and
authentic in all of your marketing, the more appealing
selling will be to you, the more effortless it will
become, and the more success you will ultimately
achieve. Because most business results from building
relationships, and how can you develop a relationship
with someone when you never reveal who you really
are?
C.J. Hayden, MCC, is a business coach and consultant
who teaches people to make a better living doing what
they love. Her company, Wings for Business, specializes
in serving entrepreneurs, self-employed professionals,
and people in marketing and sales. C.J. is the author
of Get Clients Now! (AMACOM, 2007), Get Hired
Now! (Bay Tree, 2005) and The One-Person Marketing
Plan Workbook, and a contributing author to Guerrilla
Marketing on the Front Lines. © 2008, C.J. Hayden. All
rights reserved. For information contact FrogPond at
800.704.FROG(3764) or email [email protected];
http://www.FrogPond.com.
ExecutiveAgent Magazine
33
EXECUTIVEAGENT
T HE N ATIONAL A SSOCIATION OF
H ISPANIC R EAL E STATE P ROFESSIONALS
MAGAZINE
TM
NAHREP-LA’s mission is to increase the rate of sustainable homeownership
among Hispanics, increase membership, help educate Hispanics in the home
buying process & promote homeownership in the Hispanic Community.
N E X T N A H R E P - L A E D U C AT I O N A L E V E N T
GET ALL THE DETAILS: W W W . N A H R E P - L A . O R G
EXECUTIVEAGENT
TM
Advisory/Selection Committee
MAGAZINE
Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting
the cover Agent of the Month.
The Executive Agent Magazine 2012 Advisory Selection Committee members:
Fred Arrias
Executive Agent
Magazine
949.366.3349
John Reed
MetLife
Home Loans
949.812.3410
Jim & Marcia Brashier
McMonigle Group
Teles Properties
949.734.6228
Derek Graham
Advantage
Title365
949.584.2570
Tom Slyman
Advantage
Title365
714.585.9333
Sue LaPeter
Prudential
California Realty
714.369.4689
Elizabeth Do
Keller
Williams Realty
714.317.7243
Spyro Kemble
Surterre®
Properties
949.717.7248
Chris McKeen
Prudential
California Realty
714.921.9457
Shauna Covington
Prudential
California Realty
949.395.8786
Barbara Amstadter
Prudential
California Realty
949.500.0155
Bob Fox
Escrow
Leaders
949.373.7000
Gerold Grosso
Evergreen
Realty
714.396.5514
Lynn Wong
First Team
Real Estate
714.414.8809
Janice Eckles
MetLife
Home Loans
949.812.3501
EA
Liberate Yourself From The Opin
By Mark Victor Hansen
Y
ou can’t make everyone happy. I’m sure you’ve
heard this most of your life. It seems like a
surface statement – it goes in one ear and out
the other – but it runs very deep. You will never be
able to please everyone. No matter what you do, what
decisions you make, what kind of car you drive or
where you live – someone is going to be disappointed
with you. Putting the opinions and judgments of
others before your own will only result in your failure.
Learn to trust and believe in yourself for phenomenal
success.
Are you constantly trying to maintain the peace in
your office or home by making sure everyone is happy?
Do you find yourself walking on eggshells everywhere
you go, hoping no one will “start something”? Are you
afraid of ruffling feathers when you’re out with your
friends, so you agree with whatever they say? If you
said yes to any of these questions then you my friend
are a people pleaser, or on the fast track to becoming
one.
I’m not saying there’s anything wrong with wanting
everyone to be happy. Heck no! I want everyone
to be happy 24 hours a day. But I’m not willing to
compromise who I am to make that happen.
Sometimes you have to ruffle a few feathers – and
that’s okay. You can’t be a “lesser” you just to make
someone else happy. That’s not the way it works.
Express yourself. Go ahead. But do it with love and a
gentle voice. You’re not challenging anyone. You’re
just being your authentic self.
When you stop saying “yes” to everyone and start
expressing how you really feel, be prepared. The
people you have only known the “suppressed” you
are going to give you funny looks and you’ll probably
hear “what’s gotten into you” quite a bit. A few
so-called friends may not ever speak to you again.
But isn’t it better to know who your true friends are?
There is no such thing as a superiority complex. It’s
only an inferiority complex hiding as superiority.
Action Step
Do you have people in your life that you are
constantly trying to please? Are these people who you
look to for approval? Do they always have opinions
about your life and what you’re doing wrong?
36
ExecutiveAgent Magazine
EA
nions And Judgments Of Others
Normally, we all have at least one of these people
in our lives. But why do people act negatively
towards us when we try to better ourselves? It’s
not usually out of spite. Most of the time these
people are either insecure about themselves and
their lives, or afraid that once we begin living our
dreams they’ll be left behind.
So, how do you keep your mind and your focus
on your goals when these people are around? Well,
the first step would be decide who you really want
in your life – people who are going to support you
or people who are going to bring you down. You
are going to change your life and you don’t need
any negative distractions. If those around you can’t
listen and support you in your efforts, then they
have no place in your life. Period.
If for some reason you cannot remove these
people from your life, then you’ll have to decide
not to discuss your life with them. If they ask
you questions about what’s going on in your life
tell them you’d rather not discuss it with them.
Eventually they will stop asking and go away. If
they offer advice anyway, simply thank them for the
advice and ignore them. Try this a few times and
see what happens. Negativity only survives where
it is allowed to feed – starve it and it will move on.
Mark Victor Hansen, “that Chicken Soup for
the Soul guy®”, inspires NEW VISION that
generates innovation, productivity and profitability.
markvictorhansen.com. Copyright(c)2004, Mark
Victor Hansen. All rights reserved. For information
about Mark’s Keynote Presentations, contact
the Frog Pond at 800.704.FROG(3764) or email
[email protected]; http://www.frogpond.com.
ExecutiveAgent Magazine
37
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