Diana Kendall - Executive Agent Magazine

Transcription

S O U T H E R N CAL I F O R N IA’S P U B L I CAT I O N F O R T H E R EAL E S TAT E P R O F E S S I O NAL
E XECUTIVEAGENT
MAGAZINE
Feature Stories:
• Greg Carrescia
First Team Real Estate
• Michael P. Hickman
Seven Gables Real Estate
• Robert P. Goulette
MetLife Home Loans
Diana
Kendall
Executive Agent of the Month
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©2008 METLIFE, INC. L11086440[exp1109][All States][DC]
8J
ExecutiveAgent
Magazine
contents
OCTOBER 2009
Cover Story
VOL. 1 NO. 8
Editorials
22
C. Richard Weylman:
Renew, Rekindle and Recharge
Your Enthusiasm...
20
David Rathgeber:
Market Yourself???
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
5
12
Dirk Zeller:
Know Your Competition...
Diana Kendall
Executive Agent of the month
34
Feature Stories
26
Greg Carrescia
Professional Profile
Jim Rohn:
How Do You Attract
Opportunity in Your Life?
14
AgentPlace.....................................33
MetLife Home Loans..........................2
Prudential California Realty...............25
Tarbell, REALTORS®......................36
Tom Slyman......................................35
Wells Fargo Home Mortgage..............4
John Boe:
“The Strangest Secret”
28
Tony Alessandra:
The People Puzzle
16
Mike P. Hickman
Company Profile
EXECUTIVEAGENT Magazine
Photography: Errol Higgins, Rob Paino
Graphic Designers: Crystal Arrias,
Rob Paino, Trudy Van
Editorial Manager: Garon Arrias
Production Director: Fred Arrias
Production Manager: Leslie Paino
Writers: Lalaena Gonzalez–Figueroa,
Charlene Pokorny
© Copyright 2009
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.
30
Robert P. Goulette
Affiliate Profile
ExecutiveAgent Magazine
3
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Diana
Kendall
Executive Agent of the Month
Cover Story
Professionalism Makes the Difference
By Lalaena Gonzalez-Figueroa - Photography by Rob Paino
I
n an industry known for its constant change,
there is perhaps no better sign of an agent’s
professionalism than her longevity in the field.
For Diana Kendall-Margileth, the proof is steeped
in over three decades of successful transactions, a
loyal client base, and a full staff of highly qualified
individuals designed to manage her ever-growing
business. Her ability to adjust to meet a changing
market’s needs, paired with her marketing expertise, has
enabled Diana to find lasting success in her profession.
the University of Southern California, she went on to
work at the Los Angeles Times where she wrote market
presentations. Once in the field, she found she was a
natural fit for the diverse demands placed upon real estate
agents. “I love statistics, I’m extremely detail-oriented
and creative, and I take great pleasure in working to
accomplish my clients’ goals,” Diana explains. These
traits, paired with her commitment to professionalism,
adaptability and tireless approach, have been key
factors in her ability to sustain a thriving business.
Like many agents, Diana moved into real estate after
honing her skills in the business world. Educated at
Throughout her career, Diana has displayed a
dedication to developing a comprehensive understanding
Diana counts upon her team of professionals to assist her in maintaining a thriving business.
L to R: Lisa Letizio, Sal Manzella, Diana Kendall, Heather Muths and Carlos Solis
of real estate trends and transactions. In addition to
handling residential sales and purchases of homes
throughout Orange County, she is also well-versed in
property management, along with the intricacies of the
REO market and bank-owned foreclosures. “I work
with banks around the country,” she reveals. “It’s
an honor to be so trusted by asset managers who, in
most cases, have never seen a property I’m going to
represent. They know they can depend on me to handle
the necessary details, to negotiate a strong selling
price, and to help facilitate a successful transaction.”
While many agents of late have dedicated themselves
exclusively to the burgeoning REO market, Diana
maintains a balance between traditional and REO
transactions. “The market will always cycle,” she
explains. “I choose to maintain an active knowledge and
understanding of trends on both ends of the spectrum,
which allows me to better represent my broad client base.”
Diana’s clientele is indeed a diverse group. Centrallybased in Tustin, she specializes in Orange County
properties of all types. She represents transactions
throughout the county, and is particularly well-versed in
luxury waterfront homes. In addition to the support of her
brokerage, she also counts upon her team of professionals
to assist her in maintaining a thriving business. “I
have a fabulous staff,” she says of the comprehensive
group. Complementing a highly qualified team of
buyer’s agents, are a pair of licensed administrative
assistants, a licensed appraiser who is also licensed
as a Realtor®, a bilingual assistant with a background
in appraisal and contracting, talented marketing and
advertising specialists, an escrow department, and
specialized individuals including technical support,
property managers, and BPO specialists. Thanks to
the reliable support of her extensive team, Diana is
better able to work with her clients, to pursue ongoing
education opportunities, to handle all offers and counter
offers, and to oversee every transaction she represents.
In 1986 she earned her broker’s license, though
Diana has chosen to work with Seven Gables Real
Estate, citing the firm’s exceptional support and the
benefits it provides to her clients. “There’s a great
energy within the Seven Gables organization,” she
notes. “In a large office, I’m also gaining more
exposure for my clients among my colleagues and
their buyers. With excellent marketing and advertising
exposure, a leadership team that ensures agents are
current on new programs and laws, plus the energy
of other top-notch agents, I’m able to better meet
the wants and needs of my clients throughout every
transaction and beyond.”
Diana’s forte is in marketing high-end luxury homes,
and she takes great pains to ensure that every property
is represented in its best light. Her photographer, Brett
Hickman with Pro Real Estate Imagery, has earned
accolades from Diana as well as her clients. “He has a
way of ensuring that each shot is perfectly staged,” she
notes. “My clients are impressed by his use of lighting
and timing, and his ability to consistently maximize the
effect of each shot.” Listings are carefully marketed via
online and print outlets, with exposure throughout the
United States and worldwide. Her upscale listings are
marketed to target demographic audiences, and thanks
to Seven Gables Real Estates’ membership in Leading
Real Estate Companies of the World, Diana is able to
effectively market her high-end properties worldwide
through LuxuryPortfolio.com.
As a listing agent, Diana is committed to going
the extra mile for her customers. She hosts broker
previews complete with homemade fare, something
she says is now a tradition. “I cook the food myself,”
she acknowledges. “People have come to expect it!”
Diana adds, “My commitment to my clients includes
maintaining open lines of communication. I offer
ongoing updates throughout every transaction, so that
they are aware of exactly what is being done behind the
scenes. By keeping them informed and educated, I am
better able to answer their questions and concerns.”
Diana credits her tenacity and high energy level
for helping her achieve quick sales at top dollar in
the affordable price ranges. Attention to detail and
innovative marketing programs have enabled her to
cultivate success in the luxury home market, as well. A
consistent top producer at Seven Gables, Diana earned
recognition as the recipient of the #1 Award in Sales in
2008. “I have had the opportunity to hone my marketing
skills after spending thirty-three successful years in a
T. Taylor Photography
Diana and husband Dr. David Margileth
competitive market environment,” explains Diana. “I
utilize this knowledge to maximize my clients’ results.”
Her clients appreciate what Diana brings to the
table. Accolades are abundant; one longtime customer
raves, “I have worked with Diana since the early 1980s
and have found her to be exceedingly professional
and knowledgeable. She is diligent and honest in
her dealings and is always careful to cover the bases.
She can be trusted to speak the truth even when it
may be to her financial detriment, such as when she
recommends declining a low offer.” Another satisfied
client notes, “Diana is organized, has trained staff
support and possesses meticulous attention to detail.
Her skill sets include the traits needed to successfully
market, supervise, trouble shoot and close transactions.”
Still another client states, “Her years of experience
and exposure to many types of unique situations
resulted in Diana’s ability to handle and resolve many
situations before they became critical in nature.”
In addition to maintaining and growing her real estate
business, Diana is also active within her community. Her
husband, David Margileth, is an oncologist at St. Joseph
Hospital in Orange, where he is Medical Director of the
Genetics Program within the hospital’s new cancer center,
and specializes in the treatment of breast cancer. Diana
serves on the committee for the Circles of Life Fashion
Show, which raises funds for the center. Additionally,
she is a member of the Junior League of Orange County,
the Tustin Historical Society, and the Tustin Schools
Foundation. Outside of her professional and personal
commitments, Diana enjoys spending time with her
extended family, which includes five children and twelve
grandchildren. Diana and Dave are also avid golfers and
supporters of Orange County’s Performing Arts Center.
Diana
Kendall
Diana Kendall-Margileth
12651 Newport Ave.
Tustin, CA 92780
Telephone: 714-665-7135
[email protected]
www.DianaKendall.com
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TRISTONE
COVER STORY
REALTY GROUP
By Lalaena Gonzalez-Figueroa - Photography by Rob Paino
Shauna Werts and TriStone Realty:
Moving Forward, a Step Ahead of the Curve
A
n innate business sense, a drive to stay ahead of
market trends, and the ability to connect on a
personal level with her clients and colleagues are
three of the cornerstones to success in Shauna Werts’ real
estate career. Utilizing the strength of a professional team,
she is meeting challenging market conditions head-on,
assisting her clients in a range of real estate needs.
While earning a Bachelor’s Degree in Psychology from
California State University, Fullerton, Shauna began
working as an administrative assistant for a real estate
broker, and soon found herself drawn to the business
of real estate. After two months in the office she
earned her California sales license, eventually going on
to become a licensed real estate agent in several states.
After building her clientele and helping grow her
first brokerage, Shauna transitioned to Seven Gables
Real Estate. Well-versed in residential and residentialincome transactions, she says she was quick to
pick up on market indicators that pointed to drastic
changes. She expanded her services to include short
sales and REO properties, and quickly realized she’d
need additional assistance to succeed in her endeavors.
“If you don’t have a reliable and dedicated team of
professionals, it’s virtually impossible to handle an REO
account with multiple properties,” observes Shauna.
“It’s a fast-paced environment that requires quick and
efficient work with no mistakes.” She didn’t have
to look far to build a team: her assistant at the time,
Sean Drumm, had an obvious interest in the business
and all the makings of a successful agent. “He’s
got a love for life and a great spirit,” Shauna says.
“Sean makes a tremendous impression on everyone he
meets.” Kevin Drumm, who boasted a background in
electrical engineering and the technical sector, brought
a detail-oriented approach and a knack with numbers.
Recognizing the brothers’ potential, Shauna took
matters into her own hands. “I signed them up for a
real estate licensing course and informed them that
they were going to join me as partners,” she recalls.
“They had this passion and love for real estate, and
the second I realized what we could accomplish as a
team, I just had to make it happen.” Fortunately, the
brothers agreed. After earning their licenses they joined
forces to form TriStone Realty Group, an independent
entity housed within the Seven Gables brokerage.
Ensure repeat business
Their synergy is undeniable, though Sean reveals that
the group’s internal structure has been an evolutionary
process. “We each bring unique strengths to the table,
and we have continually evaluated what we need to do
in order to best perform in the market today and in the
future. We have invested a great deal of thought and
planning into every phase of our business, and we are constantly adjusting our team to suit the needs of our clients
and the demands of the markets we represent,” he says.
Sean notes that the members of TriStone capitalize on
their strengths as individuals and as a group, and says that
the three challenge each other to perform to their best
potential at all times. “Kevin’s technical background is
a great asset to our group,” he observes. “He is detailoriented and incredibly organized and efficient.” Shauna,
he says, “Is the complete package. She handles all aspects
of the business, from clients to behind-the-scenes work.”
As for Sean, “I really enjoy working with people,” he
offers. “The opportunity to make a difference in the lives
of my clients is incredible.” The group is highly driven
by the industry’s fast pace and consistent challenges, and
their enthusiasm and quest for knowledge impress clients
and colleagues alike. “As clients and agents become
savvier, it’s imperative for us to stay on top of our business,” remarks Sean. “We are committed to serving
as a knowledgeable resource for our customers, and to
consistently exceed their expectations for our group.”
Kevin agrees. “We thrive on the excitement and daily
challenges that we encounter,” he asserts. “Staying on top
of current market conditions and anticipating upcoming
trends, plus meeting the daily demands of our business
requires high energy and the ability to work at a fast
pace. We don’t just get the work done; we enjoy it.”
Though the members of the TriStone Group spend
much of their time on REO and short-sale properties,
they offer traditional buyers and sellers exceptional
service as well, thanks in part to the collegial relationships they have developed. “Every weekend, our team
and fellow agents host open houses on our properties,
maximizing exposure to attract buyers,” notes Shauna.
A wise broker taught her to stay one to two years
ahead of market trends, and Shauna has taken that
advice to heart. Her dedication to leading the curve
enabled her to learn the unique business of short-sale
and REO properties before the boom; it’s a market
share that requires patience, perseverance and professionalism. “Though the challenges are immense, there
is no better feeling than knowing we’re getting the job
done for our clients, whether they are individual buyers or
sellers, investors, or asset managers at banks,” she states.
EXECUTIVE AGENT
SEAN DRUMM
TRISTONE
- SHAUNA WERTS EXECUTIVE AGENT Magazine
KEVIN DRUMM
In their work with REO properties, Shauna, Kevin
and Sean employ a refined system of tasks and responsibilities, handling repairs and maintenance as needed.
The group also handles cash-for-keys transactions as
well as court evictions. They are so systematized, says
Shauna, that they’re often working on a task before
an asset manager asks them to begin. “We like to be
a step ahead in the process,” she says. “It obviously
shows that we know what we’re doing, but it helps our
asset managers as well, because they’re reporting progress to their superiors. In the end, we all look good!”
Her keen business sense is tempered by a personable approach to her work and her academic training
in psychology. This, she acknowledges, is particularly
helpful when working with clients who must resort to
short sales. “People are under duress and many want to
just stay in their homes,” she explains. “It’s not easy;
the first option we examine is the possibility of loan
modification. If we can pair a client up with someone
who can help, that’s great.” The group offers these
services at no cost to their clients. “All we ask is for
referrals,” Shauna says. “When people are able to avoid
losing their homes, they’re more than happy to show
their gratitude, and to recommend us to others!” She
adds that the group’s relationship with satisfied clients
extends well beyond a single transaction. “When we
help any of our clients get themselves into better situations, we tend to become lifelong friends!” she enthuses.
EXECUTIVE AGENT Magazine
REALTY GROUP
TriStone Realty Group
5481 E. Santa Ana Canyon Rd.
Anaheim, CA 92807
Telephone: 714-685-2237
www.TriStoneRealtyGroup.com
2929 Calle Frontera
San Clemente, CA 92673
949.366.3349—949.266.8757
[email protected]
www.ExecutiveAgentMagazine.com
When a loan modification isn’t sufficient, TriStone
members take every step possible to prepare their clients for the process of the short sale which, despite its
name, can take months to complete. “It’s an emotionally sensitive situation, and we do what we can to make
the process as easy as possible,” offers Shauna. “Many
people fear that they’ll be forced to foreclose before
they can sell, so we take great pains to ensure that no
costly mistakes are made on our end.” The group,
she adds, understands how to work well with bank
negotiators. “They’re in a difficult position as well,”
observes Shauna. “Our goal is to achieve a win-win
situation where the bank is satisfied with their payment,
and our clients are released of the financial and emotional burdens of being upside-down in their homes.”
It is their congruency as a team, notes Kevin, that
allows the group to succeed in a diverse real estate
market. “REO work demands that we are on-call and
ready to go at short notice,” he explains. “When time
is of the essence, at least one of us is always available
to handle business. We keep the transaction in motion
to ensure a successful closing.” TriStone’s approach
works particularly well for banks and asset managers,
but their clientele as a whole benefit from their dynamic
method as well. Kevin notes, “We receive a lot of
positive feedback from colleagues as well as clients, for
being a group that works cohesively and efficiently.”
Their work with the challenging REO and shortsale market enables the team to better serve traditional
buyers and sellers, as well as investors. “We know
what’s out there, and can assist buyers in filtering
through the properties on the market,” Shauna says.
“We’re also able to offer sellers an honest evaluation of their property’s worth. In these conditions
houses are selling, you’ve just got to market and
price appropriately.” The group handles transactions
throughout Orange and Riverside Counties, offering their
clients a great range of opportunities to buy and sell.
Though they have dedicated much of their time to
building their business, Shauna and her partners have
found the opportunity to give back to her community
through volunteerism. They participate in events through
Orangewood Children’s Home, an emergency shelter for
neglected and sexually, physically or emotionally abused
children. “It’s a wonderful opportunity for us to give
back to the communities that support us,” Shauna notes.
Like many top agents, Shauna and her team are guardedly optimistic about the market’s current and projected
direction. “We’re already looking at the next wave and
planning accordingly,” she reveals. “This is a time when
there are excellent opportunities for buyers in particular.
We believe that real estate remains a sound investment.”
TRISTONE
REALTY GROUP
back
KNOW YOUR COMPETITION...
By Dirk Zeller
W
ith today’s market being more competitive than
ever, our skills need to be at their highest levels.
There is more competition to secure listings than
ever before. There are more Agents competing for the
same listings than ever before. Many of those Agents are
willing to discount their fees to stay alive.
The real answer in a more competitive marketplace is:
“Don’t wish it were easier – make yourself better.”
~Dirk Zeller
Too often, we enter a presentation opportunity without
clearly knowing what the client wants. What are the initial
factors of their decision? How and when will they make
the decision? What is most important to them? What is
second most important?
We leave our presentation to chance and hope that we hit
the “hot button” of the client. We cannot guess and win
consistently. We must be willing to probe the client before
the actual presentation takes place.
2. Know your competition.
For some reason, Agents feel like knowing the competition
The time to secure a signature on a contract is at the appointment.
I can hear it now, “But, Dirk, I don’t want to be too pushy.”
I understand, but you do want to be assertive, confident, and committed
to their cause and yours. If you know you’re the best – tell them.
There will always be someone you are competing against
who:
1. Has more listings than you do
2. Has more market share than you do
3. Belongs to a company that is more dominant than yours
4. Will do the deal for less money
5. Has been in the business longer than you
There will always be an effective strategy that Agents
can use to sell against other Agents. As a Champion
Salesperson, you must understand your Competitive Points
of Difference and how to convey them to the client. We
need to create points of differentiation, or we will all look
the same. When we look the same, the consumer will select
the Agent they perceive to be the lowest risk individual.
The risk evaluation could be based on the commission the
Agent charges, the price they are willing to list the home
for, or the higher probability of a sale because the Agent
does more business or is with a larger company. Recently,
consumers have started viewing risk in terms of the fees
we charge – selecting the lower fee Agent. There are many
factors, but it boils down to a perception of risk. There are
a couple of things you can do to tilt the risk in your favor:
1. Understand the needs, wants, and desire of the
consumer.
12
is unethical or dishonest. I find that to be a naive
philosophy. In sales, our job is to promote our product
or service in comparison to the other options; to truthfully
expose the advantages of our product or service over the
competition. If we don’t help the consumer comparison
shop benefits and services, there are only two outcomes,
and neither is acceptable.
• The other Agent does it for us. This is disastrous and
leads to lots of appointments and no contracts.
• Allow the consumer to figure it out. This lowers our
odds of success significantly.
The consumer will often evaluate the wrong factors. They
can make a decision based on what they hope will happen
versus what will really happen. I remember early in my
career losing a number of listings to a top-performing
Agent who was working FSBOs, as I was doing. He had
a discount program where, if they sold it, he charged them
2%. If he sold it, he charged 4%, and a co-op sale was 6%.
I got hammered initially because I let the consumers figure
it out for themselves. Most of them wanted to believe they
had a good chance at the 2% or the 4% fee. The truth was
markedly different than their hope. When I started to show
them the actual number of times the other Agent really sold
a home at the 2% and 4% commission rate based on the
MLS stats, they began to see the light.
Then I further explained that he would make more money
by taking the buyer he created from their home to another
Agent’s listing and selling them that home for the 3% he
would receive from the listing Agent and waiting for their
home to sell by a co-op broker. I then showed them the
actual monetary difference that this Agent would make on
their $200,000 home by co-oping the sale, taking buyers off
their home, and working to sell other Agents’ listings. He
earned $4,000 more in commission income from their home
for the same amount of work. What do you think most
Agents would do when faced with this decision? I would
then ask them, “What would you do?”
We must know the competition. Who is the competition
for each listing presentation you go on? What competitive
advantages do they have over you? What are their
weaknesses? We all have them. How do they sell a
prospect?
3. Close for the contract at the time of the presentation
Too many Agents are leaving the presentation without
a contract signed. The farther the time span from the
presentation until the decision by the client and their actual
signature – the lower the probability we will secure the
listing. I have never believed in the be-back-listing. I firmly
believe we have one real opportunity to take the listing; that’s
at the presentation. Once we walk out the door without the
contract signed, our odds go down exponentially each day
the contract remains unsigned. At the end of a couple of
weeks, we have a less than a 10% chance.
At the presentation, you have just completed your case
for employment. They have the clearest picture of your
Competitive Points of Difference and why they should
hire you. Once you walk out the door, your benefits and
Competitive Points of Difference start to get muddled with
all the other Agents. The clarity they have right now, after
your presentation, starts to change over time. They forget
that you are better and gravitate to the cheaper commission
or the Agent that will start the listing at a higher price.
The time to secure a signature on a contract is at the
appointment. I can hear it now, “But, Dirk, I don’t want to
be too pushy.” I understand, but you do want to be assertive,
confident, and committed to their cause and yours. If you
know you’re the best – tell them. If you don’t believe it
or can’t tell them, you should figure out what you need to
learn, do, study, and perfect, so you do believe it. People
are attracted to assertive, confident presentations and sales
people. They are entrusting their largest asset to you, and
they want to feel good about their decision. Show them that
you have no doubt that a decision to list with you tonight
is the best decision they could make, and they should do it
now.
The industry has seen a swelling number of Agents in the last
few years. The competition for business is fiercer than ever.
The market will change eventually, and not all Agents will
survive the change. The question is will you be prepared to
survive and ultimately thrive in the future?
Dirk Zeller is an Agent, an Investor, and the President &
CEO of Real Estate Champions. His company trains more
than 350,000 Agents worldwide each year through live
events, online training, self-study programs, and newsletters.
He’s the widely published author of Your First Year in Real
Estate, Success as a Real Estate Agent for Dummies®,
The Champion Real Estate Agent, The Champion Real
Estate Team, Telephone Sales for Dummies®, Successful
Time Management for Dummies®, and over 300 articles
in print. You can get more information by visiting www.
RealEstateChampions.com.
13
“The Strangest Secret”
By John Boe
I
n 1957, Earl Nightingale, speaker, author and co founder
of the Nightingale-Conant Corporation, recorded his
classic motivational record “The Strangest Secret.” “The
Strangest Secret” sold over one million copies and made
history in the recording industry by being honored as the
first Gold Record for the spoken word. Nightingale, known
as the “dean of personal development,” concluded that life’s
“strangest secret” is that we become what we think about all
day long.
Your belief system, like your computer, doesn’t judge
At the core of Earl’s message, he reveals the incredible
power of positive self-talk, belief and expectation. That you
vividly imagine and hold in your subconscious mind begins
to out picture as your reality. Your belief system not only
defines your reality, but it also shapes your character and
determines your potential.
The Placebo Effect
The ability of the mind to cure a disease even when the
medicine is known to be worthless is known as the “placebo
effect.” This occurs in medical trials where doctors give
patients sugar pills, but tell them they will cure their illness.
Often it does, even though the pills contain nothing of
medical benefit. The only thing of value in these medical
trials is the patient’s own belief that the sugar pills will cure
them. It’s the power of the patient’s belief and expectation
alone that produces the improvement in his or her health.
I recently read a remarkable story about a group of
cancer patients who thought they were being treated with
chemotherapy, but were actually given a placebo. Before
their treatment began, the patients were informed about the
complications associated with undergoing chemotherapy
treatment, such as fatigue and loss of hair. Amazingly, based
on nothing more than their belief and expectation, nearly one
third of the patients who were given the placebo reported
feeling fatigued and actually experienced hair loss!
The Power of Affirmation and Positive Self-talk
If you had access to a powerful tool that would enhance our
self-esteem and allow you to reach your full potential would
you use it?
A good way to create positive self-talk is through affirmations.
An affirmation is a positive statement that represents your
desired condition or outcome. Interesting enough, your
subconscious mind doesn’t know the difference between a real
experience and a vividly imagined “mental” experience.
When he was a struggling young comedian, late at night Jim
Carrey would drive into the hills overlooking Hollywood
and yell at the top of his lungs “I will earn ten million dollars
a year by 1995.” When 1995 finally arrived, Jim was the star
of the movie “Ace Ventura: When Nature Calls”, for which
he was paid twenty million dollars!
or even question what you input; it merely accepts your
thoughts as the truth, the whole truth and nothing but the
truth. Think thoughts of defeat or failure and you’re bound
to feel discouraged.
Continuous thoughts of worry, anxiety and fear are unhealthy
and often manifest in the body as stress, panic attacks and
depression.
14
World-class athletes understand the value of affirmation
and recognize the impact of their mental preparation on
their physical performance. They use the power of positive
affirmation to reduce anxiety and increase their expectation
of achievement. To be of maximum benefit an affirmation
must be simple, encouraging and stated in the present
sense.
By repeating an affirmation over and over again it becomes
embedded in the subconscious mind.
• “Infinite riches are now freely flowing into my life!”
• “I am relaxed and centered!”
• “I feel happy and blissful!”
To be effective your affirmation must be stated aloud...
1. In a positive manner with the focus on what you want.
When you catch yourself saying or thinking something
negative about yourself, counteract the negative self-talk
with a positive affirmation. Start your affirmation with words
like “I am...” or “I already have...”
Example:
• “I close sales with little or no resistance.”
• “I take good care of my customers and they show their
appreciation by referring their friends to me.”
2. In the present tense. Your subconscious mind works in
the present tense, so avoid words such as can, will, should
or could.
Example:
• “I love doing my work and I am richly rewarded
creatively and financially.”
Do affirmations really work and can they be used to propel
a person to achieve greatness? As a young boy growing up
in Louisville, Kentucky, 12-year-old Cassius Marcellus Clay
dreamed of someday becoming the heavyweight boxing
champion of the world. When working out in the gym, Clay
would continuously affirm to all within earshot that he was
indeed the greatest boxer of all time! While many felt he was
brash and boastful, few people actually took this 89-pound
youngster seriously. Mohammad Ali used his affirmation to
become the undisputed heavyweight boxing champion of the
world and arguably one of the most popular and recognized
sports figures of all times!
3. With strong emotion and conviction.
“Watch your thoughts, for they become words. Choose your
words, for they become actions. Understand your actions, for
they become habits. Study your habits, for they will become
your character. Develop your character, for it becomes your
destiny.”
- Anonymous
4. Repeatedly. I suggest you read your affirmations each
morning upon awakening and again each night just before
falling asleep. Close your eyes and picture the end result.
You show me a salesperson with high self-esteem, a positive
attitude and a healthy work ethic and I’ll be able to predict
his or her success in advance... I guarantee it.
Feel the emotions associated with the affirmation.
John Boe presents a wide variety of motivational
and sales-oriented keynote/breakout session/seminar
programs for sales meetings and conventions. When you
book John for your next sales meeting or convention,
you get a nationally recognized author, sales trainer
and business motivational speaker with an impeccable
track record in the meeting industry. © 2008, John
Boe International. All rights reserved. For additional
information, contact the FrogPond at 800.704.
FROG(3764) or email [email protected]; http://
www.FrogPond.com.
Here are some of my favorite affirmations:
• “Every day in every way I’m getting better and better!”
• “Everything comes to me easily and effortlessly!”
• “I love and appreciate myself just as I am!”
• “I love doing my work and I am richly rewarded
creatively and financially!”
• “I now have enough time, energy, wisdom and money to accomplish all my desires!”
15
MICHAEL P. HICKMAN
SEVEN GABLES REAL ESTATE
The Future of Real Estate
By Lalaena Gonzalez-Figueroa
F
or over three decades, Seven Gables Real Estate has
defied industry stereotypes within the real estate
community by maintaining a forward-thinking
approach to the business of real estate and offering
exceptional support and
service to both clients
and agents. Today,
the company led by
President and C.O.O.
Michael P. Hickman,
Seven Gables Real
Estate remains a leader
in the Orange County
market.
From its inception,
Seven Gables Real
Estate was designed
to raise the bar on
the
standards
of
service within Orange
County’s
unique
real estate market.
Hickman
explains,
“Our firm’s founders
recognized a distinct
need for a higher level
of service, particularly
in marketing sellers’
properties.”
Their
answer: a thoughtful and
concentrated approach
to the business with
a focus on strong and
cohesive leadership.
The
first
area
brokerage to run fullpage advertisements in
local print newspapers,
the company has
diversified in keeping
with
technological
advancements, offering
extensive online exposure in addition to a presence in
targeted print publications.
Long known as a firm represented by many of the area’s
top real estate professionals, Seven Gables Real Estate
remains an ideal brokerage for newer & experienced
agents looking to jump-start their careers. “We were built
on a principle of understanding the consumer’s desires
and taking the steps necessary to meet and exceed their
expectations,” offers Hickman. “In keeping with that
commitment, we have
repositioned ourselves
to better meet the needs
of today’s buyers
and sellers.” Clients
are
increasingly
market-savvy,
he
notes, and real estate
professionals must
offer stellar service
that coincides with
value-backed service.
“At Seven Gables Real
Estate,” says Hickman,
office managers are
called ‘performance
coaches’ to reflect
their primary focus.”
Professional coaching
isn’t limited to less
experienced agents;
at Seven Gables Real
Estate,
seasoned
veterans and managers
alike are also working
with others to improve
their skills.
“Top
athletes are coached;
that’s
how
they
remain competitive
at the highest level
of
their
sport,”
Hickman explains.
“In our industry,
agents maximize their
performance through
coaching as well.”
Achieving
what
many in the business refer to as “the wow factor” requires
a concentrated focus on recognizing, understanding and
meeting the needs of clients within a particular market.
At Seven Gables Real Estate, a unique Client Services
Division has been formed in order to better address this
comprehensive task. In addition to launching a newly
redesigned website, the firm unveils a concierge service
in October 2009 that will serve as a resource for its
clients and agents alike, as well as members of the Orange
County communities served by the brokerage.
a company whose roots are firmly planted within the
communities it serves, along with the amenities that
national franchises provide. It’s the best of both worlds,
and our clients truly benefit from that,” Hickman adds.
An independent local agency, Seven Gables Real Estate
has cultivated a worldwide audience thanks to strategic
alliances with industry bigwigs including Leading
Real Estate Companies of the World and its high-end
offshoot, Luxury Portfolio, the largest global network of
independent luxury real estate brokerages. “In addition
to a tremendous local presence, we also provide our
clients with global exposure through an incredible online
presence. That level of visibility is second to none,”
Hickman says.
While a transitioning market has wreaked havoc on
many real estate professionals and their brokerages, the
leadership team at Seven Gables Real Estate is poised
to continue to meet the challenges presented to them.
“Our aim is to preserve the traditions of the past and,
when appropriate, to refresh our image and our services,”
Hickman reveals. “Thanks to the wisdom, experience
and guidance of our superb leadership team, we’re
accomplishing this goal. I couldn’t be more proud of
our firm’s management group, and consider it a privilege
to collaborate with them. Together, along with our
agents, we are looking intently at tomorrow’s real estate
industry in order to position ourselves and our clients for
success.”
Seven Gables Real Estate has also cultivated a strong
network of real estate-related companies under its own
umbrella. With upwards of 250 agents and 30-plus staff
members, the firm is also affiliated with two escrow and
financial lending businesses, as well as a home insurance
company. Seven Gables’ agents handle a variety of
transactions. And while the brokerage focuses primarily
on residential real estate sales, they also offer clients the
convenience of commercial real estate services. “Our
expansion was simply a means to provide a higher level
of service to our clients. We offer the personal touch of
Michael Hickman, President/COO
12651 Newport Avenue
Tustin, CA 92780
Telephone: 714-731-3777
www.SevenGables.com
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Market Yourself ???
By David Rathgeber
Y
ou need a personal brochure to give to prospects
and send to friends. The style variations are many,
but use full color. The general appearance of your
brochure says something about you, just as does the car you
drive. Of course, the brochure will show your name, your
photograph, your company name, and your main phone
number. Try to use only one phone number. You are in
a better position to choose a number rather than hoping
your prospective clients will guess which one of four or
five numbers to use. They are sure to find four or five
numbers more confusing than impressive. You might also
detail your accomplishments. Those with too voluminous
a list of accomplishments must limit their brochure to truly
major triumphs or risk excessive verbosity.
Those without accomplishments can philosophize on
their personal style of real estate, their caring ways, or offer
some other subjective dialogue. Include a brief personal
statement or letter to your clients-to-be describing your
method of operation and how it benefits them. Remember
that they do not care what you have done or what you will
do unless it relates directly to their agenda. Maximize the
“personal-ness” of your brochure: No one is hiring real
estate agents; they are hiring people who can handle real
estate. Do not forget the old adage “less is more” meaning
in this instance that the fewer words you use to convey
your idea, the more effective a brochure you will produce.
You might include testimonials. They can be powerful,
20
especially if you can attribute them to your past clients.
And it is twenty times more effective to have someone else
brag about you. Again, pay special attention to the overall
appearance of the brochure but do not agonize over the
words: You really need a brochure, but no one will ever
read your words.
You might wonder whether you should develop a logo,
an image, a design, or a trademark that people would
immediately associate with your “brand” of real estate.
In a very few cases, when a name itself suggests an
unmistakable picture, such as a first name of Rose or a last
name of North, a logo might be appropriate. (But pass on
the personal logo idea if your name is John.) Otherwise,
skip the entire idea: It merely adds clutter to your marketing
effort and dilutes the focus of your program. Do not delude
yourself into thinking you are General Motors or IBM.
Save your time and money: Dealing with the Trademark
Office can be excruciating. The most appropriate logo for
most of us is our photo. Get a good one in full color with
direct eye contact.
It is time that we each have a presence on the World Wide
Web (www). Simple web pages are readily available from
many sources, including many brokers and realtor.com at a
reasonable cost. More elaborate sites with multiple pages
can be an important addition to your marketing arsenal.
Conduct some research (surf the web) on what other
“Learning your business and becoming an expert is certainly
worth pursuing so that you can serve your client’s best interests,
as well as for your personal satisfaction.”
agents are doing. Visit www.davidr.net and several other
sites of agents in your area. Your web site is your on-line
brochure.
Review the suggestions above concerning your personal
brochure when you are designing your web presence. Also
include some real estate information that buyers and sellers
will find helpful. Your web address should be as short and
simple as possible. There are two ways to use your web
site. You can hire professionals to improve your ranking
on important search engines so
that your information appears
near the top of the list in
random searches. This can cost
hundreds of dollars monthly.
A more conservative approach
is for you to publicize the site
to your friends and prospective
clients directly: Be sure that
your web address appears on all
your promotional materials.
In any event, develop a
slogan, seven words or less,
that captures the essence of
your real estate practice, your
credo. Use the slogan on your
personal brochure, on your web site, on your business card,
and on every piece of correspondence that you send.
When you’re done preparing your marketing material,
consider the following: Once upon a time, there was a
truly great real estate agent: Licensed as a broker, a CRS
(Certified Residential Specialist), a GRI (Graduate of the
Realtors Institute), a MVP (Most Valuable Player), with
lots of experience, lots of sales awards, and lots of client
appreciation. Smart as a whip, Mensa qualified, out in front
of the crowd. This agent wrote real estate books, front page
articles for major newspapers, and lectured buyers, sellers,
and agents. And this agent appeared on local and national
TV programs as a recognized expert.
In short, the epitome of the better mouse trap. And what
do you think happened? In a very short time, nearly all the
buyers and sellers in this agent’s market area were lining
up, begging to become this agent’s clients. Unfortunately,
there was very little business left for the other 6,999 agents
in this particular market area and most of them were forced
to find alternative employment. Meanwhile, the perfect
agent, unable to handle all the business, was forced to turn
many prospective clients away.
Make sense? A true story? Guess what: Save your time
and energy if you think being the perfect agent is your key to
success. Learning your business and becoming an expert is
certainly worth pursuing so that you can serve your client’s
best interests, as well as for your personal satisfaction.
But if you think that achieving a high measure of success,
expertise, or recognition will, in itself, cause clients to line
up at your door, you will be sorely disappointed. There
are effective ways to have clients line up at your door, but
there is no magic in technical expertise or any other specific
virtue. Attempting to bring
your stellar accomplishments
to the attention of your publicin-waiting via newspaper,
radio, or TV advertising will
meet with a hearty “Ho-hum.”
Being great and advertising it
does not work.
Why is this, you ask? The
answer lies in the fact that
we are seen by most people
as a commodity: Each as
indistinguishable as grains of
sand on the beach. Most of
our public does not even look
for differences. Many see us
as a necessary evil: The monopolizers of the MLS. The
simple truth is that people are all different, and no agent
is right for absolutely everyone, despite accomplishments,
level of expertise, winning personality, or any other factor,
even with the best self-marketing materials. The corollary
of this axiom is that almost any agent, even the most inept
among us, is right for someone. So smile, your next listing
is lurking right around the corner.
David Rathgeber is consistently among the top Realtors
engaged in residential real estate and his talks focus on
practical ideas that have been proven in action. He has
written for “REALTOR Magazine” and has addressed
Realtors on various topics at the national convention. This
article is excerpted from David Rathgeber’s AGENT’S
GUIDE to REAL ESTATE which is available in major
bookstores and through Internet book sellers such as www.
amazon.com. Copyright© 2002, David Rathgeber. All
rights reserved. For information about David’s keynote
presentations, contact the Frog Pond Group at 800.704.
FROG(3764) or email [email protected]; http://www.
frogpond.com
21
Renew, Rekindle and Recharge
By: C. Richard Weylman
C
ompetitive pressures, persistent negative
perceptions of the industry, and the difficulty
gaining access to qualified buyers all can wear
you down over time. Even the best producers are
experiencing difficulty in their marketing and prospecting
activities. The consequences of this relentlessly stressful
environment is a waning enthusiasm to grow your practice.
It is often far easier to rest where you are now than it is
to push yourself to the next level. We all know that
complacency leads to mediocrity, which almost always
leads to disaster. We’ve seen evidence of this not only in
the financial services industry, but throughout corporate
America. Thus, the challenge that you face is how
to keep yourself
responsive,
resourceful, and
recharged
in
today’s difficult
marketing
and
prospecting
environment.
Prospects
and clients are
influenced and
affected by your
enthusiasm
or
lack thereof. In
fact, recent surveys
indicate that 64%
of small business
owners say that
the
positive,
enthusiastic
fervor
of
a
financial services
professional is one
of the key reasons
they would want
to do business
with them.
Studies indicate
that even though you feel you can mask your lack
of enthusiasm about the business and the stress that
you’re having, it is visible in many ways. People
can detect your mindset based on several things:
* How you feel. The emotions that you exhibit during
the prospecting and sales process clearly communicate
your passion or lack of passion for the business.
* The way you think.
Your opinions and
convictions clearly mirror whether or not you are
22
worn down and are not fully charged and enthusiastic
about the process that you’re recommending.
* By your actions. Your behavior and your
disposition prove that actions do speak louder than words.
To rekindle your enthusiasm and prevent yourself
from becoming worn down by the difficulties and
chaos facing you and the industry today, here are
seven tactics that have made a difference in my life
and my business that I know will work for you:
1. Practice self-discipline versus self-indulgence.
Self-indulgence is thinking about how you feel at
a given moment,
then
deciding
what action, if
any, to take and
worrying about
the consequences
later.
Selfdiscipline
is
thinking first about
the consequences
(if you do or if you
don’t), taking the
appropriate action,
and feeling great
about doing the
right thing once
it’s done. Selfindulgence tends
to build guilt after
the fact which,
in turn, reduces
your enthusiasm
for yourself and
the work that
you’re
doing.
2. Remember
the
difference
that you make
in people’s lives.
The financial services industry certainly has unlimited
income opportunities and most discussions are about
how much money can be made. However, the real
measure of your success is the difference that you’re
making in people’s lives. Having been orphaned at the
age of six, I know what the consequences are of my
father not having any financial plan in place and no life
insurance. These are consequences that no one should
suffer. My brother, my sister, and I were split up until
Your Enthusiasm...
we became adults and were able to find one another and
re-unite. I lived in 19 foster homes by the time I was 18
years old and went to 11 different schools. The great
passion I have for the industry in my speaking, seminars,
and consulting is driven by my own life experiences.
By marketing yourself effectively and prospecting
consistently, you can reach more people and make a
difference in their lives. You must never forget that the
great reward of this industry is not just the money that
is made, but the difference that is made in their lives.
3. Avoid negative self-talk. It’s so easy today to
get caught up in negative self-talk and tell yourself
all the things you’re not doing right and all the things
you need to improve on, and all the things that you are
not good at. However, there are enough card-carrying
members of the cold water committee that you don’t
have to throw cold water on every one of your ideas
and on yourself as well. Each day focus on and write
down three actions you’ve taken that have had a positive
impact on your business and personal relationships.
4. Listen to one motivational or inspirational
message each week. In today’s contentious society, it is
difficult to continue to be enthusiastic and fervent on a
daily basis and stay “up.” Without recharging yourself,
it’s impossible to recharge others. Whether this message
comes from your religious affiliation or simply from
motivational tapes or messages such as those you receive
from MDRT and NALU, etc., it is vital to realize that
by renewing yourself, only then can you renew others.
5. Read books by and for successful people. It is
said that the average agent only reads one book a year.
Of course, that’s exactly why they’re average. The
importance of reading is that it not only develops your
logic and understanding, but it also develops your verbal
skills and gives you exposure to new ideas that you can
use to build your business and your relationships. I
spend a few minutes each day reading scripture so that I
have an opportunity to renew my thoughts and my mind.
6. Focus on your long-term vision versus the
short-term. Roger Crawford (author of How High
Can You Bounce) tells us that “People without vision
perish.” Clearly that’s true. People get bogged down
by the short-term happenings as opposed to what they
value for the future. When Helen Keller was asked
what was the worst thing about being blind she replied,
“To have sight, but not to have vision.” Take the time
to renew your goals weekly so that you’re focused on
the long-term and there is not as much impact from
the negative things that happen in the short-term.
Ask yourself:
a) How serious a setback to my life goals is this situation?
b) How serious is this situation when compared to
what others around me are facing?
c) How disturbed will I be about this one month from
now?
d) What is one good thing I can find in all of this?
Keep things in perspective.
7. Manage yourself wisely. Recharge or renew
yourself and then put in enough effort to get to where you
want to be, not just enough to justify where you are now.
By utilizing these seven proven, practical tactics to renew
and recharge yourself, you’ll be able to re-engineer your
approach to the market, re-think the processes necessary
to be effective, and re-energize your clients and prospects.
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 of productivity and fulfillment.
He is the author of “Opening Closed Doors, Keys to
Reaching Hard-to-Reach People” and numerous other
sales, relationship marketing and management audio
and video programs. Copyright© 2000, C. Richard
Weylman. All rights reserved. To receive more ideas and
insight on how to market to high net worth people, recruit
quality people, or practice management issues, schedule
Richard to speak at your next meeting by calling The
Frog Pond Group at 800-704-FROG or email susie@
frogpondgroup.com; http://www.frogpondgroup.com.
23
G REG CARRESCIA
Branch Manager
PUTTING HIS
AGENTS
FIRST
By Lalaena Gonzalez-Figueroa - Ralph Auletta Photography
H
e launched his own real estate career as
a teenager and found success through the
principles of hard work, strong market
knowledge, and a commitment to exceptional
customer service. Today, as the manager of First
Team Real Estate’s Fullerton office, Greg Carrescia is
helping agents achieve their own professional goals.
Greg entered the field at just 19 years old, though
he’d been around the business all his life. His father,
a real estate broker since the mid-1970’s, provided
his son with a strong foundation upon which to build
his own career. While Greg enjoyed notable success
in his business, the arrival of his long-awaited first
child prompted him to reevaluate his priorities. When
presented with the opportunity to join the leadership
team at First Team Real Estate, he didn’t hesitate.
“I’ve always found joy in helping people reach their
goals,” he reveals. “Now, rather than a sale that I post
on the board, I’m making a difference in the lives of
my agents and, in turn, their clients as well. It’s great
to be involved at that level, and to have the ability to
cultivate strong relationships with our amazing agents.”
First Team Real Estate’s dedication to
its agents is well known; in addition to a multimillion dollar annual marketing budget, the firm
also offers superior training and support programs
designed to provide every real estate professional
with the tools, skills and knowledge necessary to
succeed. A non-competitive management approach
means leaders like Greg are out of the field, though
In order to best serve as knowledgeable resources
for their agents, First Team Real Estate managers
and leaders adhere to a commitment to ongoing
professional education. “We have, I believe, the
largest brain trust in the industry.”
they’re never out of touch with their agents’ changing
needs. “I call my style ‘MBWA’ – manage by walking
around,” Greg explains. In addition to keeping an
open-door policy, I am also actively reaching out to my
agents, staying engaged and in touch with them. I know
from experience that people don’t always ask for help
when they need it. My approach is to be proactive, and
to respond quickly to my agents’ questions and needs.
In order to best serve as knowledgeable resources
for their agents, First Team Real Estate managers
and leaders adhere to a commitment to ongoing
professional education. “We have, I believe, the
largest brain trust in the industry,” notes Greg. “Our
weekly leadership team meetings are great forums
for managers to ask questions, provide solutions to
challenges, and generate new ideas. Everyone talks,
and everyone listens. It’s a powerful thing, and we
are all learning together.” The knowledge learned
from these meetings, Greg adds, is imparted directly
to First Team Real Estate agents at office meetings,
workshops, webinars, seminars, mastermind groups
and one on one coaching. Greg’s own field experience,
which includes a background in Short Sales and REOs,
enables him to offer sound advice and guidance to his
agents as well. “I love to help others, and I’ve had the
opportunity to work through many industry cycles, so
I can share my experiences with my agents to assist
them as they encounter new challenges,” he says.
office, Greg’s replies without hesitation. “We have
created a culture of caring, sharing and teamwork,” he
offers. “We are a family away from home, and enjoy a
strong camaraderie.” In keeping with the vision of First
Team Real Estate founder Cameron “Cam” Merage,
Greg’s Fullerton office is a veritable launching pad for
success. “We ask our agents, ‘How far do you want
to grow?’” Greg reveals. And with the incomparable
support, technology and education that First Team
Real Estate provides, the opportunities are limitless.
Greg Carrescia
First Team Real Estate
1400 North Harbor Blvd., Suite 101
Fullerton, CA 92835
Cell: 714-915-3318
[email protected]
www.FirstTeam.com/GregCarrescia
His enthusiasm isn’t limited to his managerial role;
Greg is a devoted family man who spends free time with
his wife Dara, their son Jadon, and their daughter Talya.
He is also passionate about giving back to his community,
and is active in organizing events including local food,
toy and blood drives through his Fullerton office.
When asked to describe the atmosphere within his
The People Puzzle
By Tony Alessandra
O
ne of your most valuable skills in any business is
the ability to “read” people. The people you interact
with each day send you signals on how to work
with them most effectively. If you learn what to look and
listen for, each person will tell you exactly how to treat him
effectively.
So what is there to read?
Dozens of signals--verbal, vocal and visual, tell you when
to speed up or slow down, when to focus on the details, or
when to work on building the relationship with the other
person. But why does your technique work sometimes and
not at other times? Mostly because people are different.
The four major groupings of needs are results, recognition,
regimentation, and relationships.
For example: One person may be the type who measures
his success by results. To him, the finished product is
the most important thing, and he’ll do whatever it takes,
within reason, to get the job done. His dominant need is for
accomplishment.
Then there is the sensitive, warm, supportive type of person
whose dominant need is relationships. The appeal that would
work well with a results-oriented person might be totally
inappropriate for the person interested in relationships.
A third type of person usually places high value on
recognition and measures success by the amount of
acknowledgment and praise he receives.
Personality Needs
Everyone experiences the same basic human needs, but
with each person some needs are more dominant than others.
Conversely, another person will be more concerned with
the content than the congratulations.
The primary need appears to be for
regimentation. In other words, things
must be put together in neat packages
that can be clearly understood.
You can quickly see that a different
type of appeal is necessary for each of
these four “personalities.” Recognizing
this is very important because once
you’ve learned the needs of each major
behavior pattern, you will know how
to work more effectively with each
type of person.
Behavioral Style Characteristics
When people act and react in social
situations, they exhibit clues that
help to define their behavioral styles.
You can identify behavioral style by
watching for the observable aspects of
people’s behavior - those verbal, vocal
and visual actions that people display
when others are present.
Undirected, you could observe and
try to catalogue thousands of behaviors
in any one person. That would quickly
become an exercise in futility. But
identifying behavioral style is possible
by classifying a person’s behavioral
on two dimensions: openness and
directness.
28
“Direct people tend to “come on strong,” take the social initiative,
and create a powerful first impression. They are fast-paced
people, making swift decisions and taking risks.”
It is much like measuring a foot for a shoe; make it wide
enough for the widest part and long enough for the longest
part, and the rest of the foot will fit someplace in between.
Openness is the readiness and willingness with
which a person outwardly shows emotions or
feelings and develops interpersonal relationships.
Others commonly describe open people as being
relaxed, warm, responsive, informal, and personable.
They tend to be relationship-oriented. In conversations
with others, open individuals share their personal
feelings and like to tell stories and anecdotes.
They tend to be flexible about time and base their
decisions more on intuition and opinion than on hard facts
and data. They also are likely to behave dramatically and
to give you immediate nonverbal feedback in conversation.
Guarded individuals commonly are seen as formal
and proper. They tend to be more guarded and aloof
in their interpersonal relationships. These people
are more likely to follow the letter of the law and
try to base their decisions on cold, hard facts.
Guarded individuals are usually very task oriented and
disciplined about time. As opposed to open people, they
hide their personal feelings in the presence of others.
Now consider the second dimension--directness.
This refers to the amount of control and forcefulness
that a person attempts to exercise over situations or
other people, their thoughts and their emotions.
Direct people tend to “come on strong,” take the
social initiative, and create a powerful first impression.
They are fast-paced people, making swift decisions and
taking risks. They easily become impatient with others
who cannot keep up with their fast pace. They are
very active people who do a lot of talking and appear
confident and sometimes dominant. Direct people express
their opinions readily and make emphatic statements.
On the opposite end of the spectrum, indirect people give
the impression of being quiet, shy, and reserved. They seem
to be supportive and easy-going. They tend to be securityconscious-moving slowly, meditation on their decisions,
and avoiding risks. They frequently ask questions and
listen more than they talk. They reserve their opinions and
make tentative statements when they must take a stand.
Openness and directness levels vary among individuals,
and any one person may be high in one, low in the other,
or somewhere in between. In other words, everyone has
some usual level of openness and some level of directness.
Behavior Styles
When directness is combined with openness it
forms four different, recognizable, and habitual
behavior patterns or behavioral styles: the
socializer, the director, the thinker, and the relater.
Each style represents unique combinations of openness
and directness and is linked to separate and unique ways
of behaving with others. The name given to each style
reflects a very general characteristic rather than a full or
accurate description. As you better understand why people
behave the way they do, your knowledge can help you
communicate with others effectively and openly to help
them feel more comfortable in their interactions with you.
Socializer: Open and Direct
The socializer is high in both directness and
openness, readily exhibiting such characteristics as
animation, intuitiveness, and liveliness. He is an idea
person--a dreamer--but he also can be viewed as
manipulative, impetuous, and excitable when displaying
behavior inappropriate to a particular situation.
continued on page 32
29
R obert P. G oulette
A Solid Financial Foundation
By Lalaena Gonzalez-Figueroa
W
hen challenges arise in the business world, the
strongest institutions are those that cultivate
opportunities in the face of adversity.
For MetLife, opportunity came at the unlikeliest of
times. Already a worldwide presence in the insurance
industry, MetLife increased its viability in 2008 when
subsidiary company MetLife
Bank acquired First Horizon
Home Loans, expanding
its line of insurance and
financial services to include
a comprehensive group of
home financing products.
Branch Manager Robert
P. Goulette, who oversees
offices in Tustin and Seal
Beach, is enthusiastic about
MetLife’s move into the home
loan industry. “MetLife is an
amazing company with over
one hundred and forty years
in business,” he asserts. “By
acquiring the home mortgage
division we are placing
ourselves into an exciting
period of growth. Backed by
the solid financial foundation
and incredible reputation
that MetLife has built over
the years, we anticipate
continued expansion and
success.” In fact, Goulette
notes that the company,
currently ranked within the
top 10 mortgage providers
in the nation, is looking to
increase its ranking.
As a strictly non-producing
manager, Goulette enjoys the
opportunity to build teams
of seasoned, well-connected
mortgage consultants who
seek the support and name
With over 25 years of experience in home loans,
Goulette thrives on the opportunity to support his mortgage consultants
in building their businesses. “I’m a problem solver, and am passionate
about finding creative solutions to challenges.”
recognition that MetLife offers. In an industry that
has been revolutionized by technology, there is
no substitution, says Goulette, for the personalized
service that his company provides. “Our consultants
are well-versed in putting their clients in loan
packages that suit their specific needs and financial
situations,” he explains. “We aim to elicit prompt
and positive responses from our underwriters,
and we have the product knowledge and industry
experience to match clients with appropriate loan
packages that increase successful outcomes.”
In addition to the experience and support of a strong
local leadership team, MetLife Home Loans mortgage
consultants can also count on thorough training
on the company’s culture and business processes.
“Everything we are doing at MetLife Home Loans
upholds the reputation that our company has worked
so hard to develop and cultivate,” asserts Goulette.
“Ultimately, we are all about providing exceptional and
comprehensive financial services for our customers,
and developing lifelong relationships.”
Building long-term relationships, notes Goulette,
is the key to achieving clients’ short- and longterm goals. “Everything we do is based upon the
clients’ needs,” he offers. “This is ‘relationship
lending,’ where a client calls the consultant directly,
rather than navigating through an impersonal generic
telephone system.” While many lenders today view
customers as little more than a commodity, says
Goulette, MetLife is making things personal. “We
are here to assist our clients as their needs change
and develop. From first-time buyers to those who are
moving up, to individuals who are downsizing and
looking to utilize the benefits of a reverse mortgage,
we have an array of products and services designed
to assist them throughout the courses of their lives.”
Robert P. Goulette
Branch Manager
MetLife Home Loans
18302 Irvine Blvd. Suite 350
Tustin, CA 92780
Direct: 714.734.3540
Fax: 714.665.1114
With over 25 years of experience in home loans,
Goulette thrives on the opportunity to support his
mortgage consultants in building their businesses.
“I’m a problem solver, and am passionate about finding
creative solutions to challenges,” he reveals. Goulette
notes that on-site sales managers Mark McDonell (in
Tustin) and Christopher Fenoglio (in Seal Beach)
are also excellent resources for new hires. “Mark and
Christopher, who have both achieved President’s Club
status for their production levels, readily share their
knowledge with their fellow consultants,” he says.
“Our goal is to have people up to speed as quickly
as possible, so that they may focus on building their
businesses and assisting their clientele.”
[email protected]
continued from page 29
The socializer is a fast-paced person with spontaneous
actions and decisions. He is not concerned about
facts and details, and tries to avoid them as much as
possible. This disregard for details may prompt him at
times to exaggerate and generalize facts and figures.
The socializer is more comfortable with “best
guesstimates” than with carefully researched facts.
He thrives on involvement with people and usually
works quickly and enthusiastically with others.
The socializer always seems to be chasing dreams,
but he has the uncanny ability to catch others up in
his dreams because of his good persuasive skills.
He always seems to be seeking approval and pats on
the back for his accomplishments and achievements.
The socializer is a very creative person who has
that dynamic ability to think quickly on his feet.
Director: Direct and Guarded
The director is very direct and at the same time guarded.
He exhibits firmness in his relationships with others, is
oriented toward productivity and goals, and is concerned
with bottom-line results. Closely allied to these positive
traits, however, are the negative ones of stubbornness,
impatience, toughness, and even domineeringness.
A director tends to take control of other people
and situations and is decisive in both his actions
and decisions. He likes to move at an extremely
fast pace and is very impatient with delays. When
other people can’t keep up with his speed, he views
them as incompetent. The director’s motto might well
be “I want it done right and I want it done now.”
The director is typically a high achiever who
exhibits very good administrative skills; he
certainly gets things done and makes things happen.
The director likes to do many things at the same
time. He may start by juggling three things at the
same time, and as soon as he feels comfortable with
those he picks up a fourth. He keeps adding on until
the pressure builds to such a point that he turns
his back and lets everything drop. Then he turns
right around and starts the whole process over again.
Thinker: Indirect and Guarded
The person who has the thinker-style behavior is both
indirect and guarded. He seems to be very concerned with
the process of thinking, and is a persistent, systematic
problem-solver. But he also can be seen as aloof, picky,
and critical. A thinker is very security conscious and has a
strong need to be right. This leads him to an over-reliance
on data collection. In his quest for data he tends to ask
32
many questions about specific details. His actions
and decisions tend to be extremely cautious.
The thinker works slowly and precisely by himself
and prefers an intellectual work environment
that is organized and structured. He tends
to be skeptical and likes to see things in writing.
Although he is a great problem-solver, the thinker
is a poor decision-maker, he may keep collecting
data even beyond the time when a decision is due,
justifying his caution by saying, “When you are making
vast decisions, you cannot do it on half-vast data.”
Relater: Open and Indirect
The fourth and last style, the relater, is open and
unassertive, warm, supportive, and reliable. However,
the relater sometimes is seen by others as compliant,
soft-hearted, and acquiescent. The relater seeks security
and belongingness and like the thinker, is slow at
taking action and making decisions. This procrastination
stems from his desire to avoid risky and unknown
situations. Before he takes action or makes a decision,
he has to know how other people feel about it.
The relater is the most people-oriented of all
four styles. Having close, friendly, personal, and
first-name relationships with others is one of the
most important objectives of the relater’s style.
The relater dislikes interpersonal conflicts so much
that he sometimes says what he thinks other people
want to hear rather than what is really on his mind. The
relater has tremendous counseling skills and is extremely
supportive of other people. He also is an incredibly active
listener. You usually feel good just being with a relater.
Because a relater listens so well to other people, when it
comes his turn to talk, people usually listen. This gives
him an excellent ability to gain support from others.
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. Dr. Tony Alessandra is recognized by
Meetings and Conventions Magazine as... “one of
America’s most electrifying speakers.” Copyright©
2003, Tony Alessandra. All rights reserved. For
information about Tony’s keynote presentations,
contact the Frog Pond at 800.704.FROG(3764) or
email [email protected]; http://www.frogpond.com.
33
How Do You Attract Opportunity in Your Life?
By Jim Rohn
S
omeone recently asked me the question: “How
can I have more opportunities come into my
life?” Good question, but I think my answer
surprised them a bit.
I bypassed the obvious (and necessary) points about
hard work, persistence and preparation. They actually
were very hard workers. They had the great attribute
of being seekers, they were on the outlook. But I felt
maybe they were missing this next and most valuable
point - attraction.
I always thought opportunities and success were
something you went after, then I found out that I
needed to turn it around. Opportunities and success are
not something you go after necessarily, but something
you attract - by becoming an attractive person.
That’s why I teach development of skills. If you can
develop your skills, keep refining all the parts of your
character and yourself, your health, your relationships,
etc. so that you become an attractive person to the
marketplace – you’ll attract opportunity. Opportunity
will probably seek you out. Your reputation will
probably precede you and someone will want to do
business with you. All of the possibilities are there by
34
working on the philosophy that success is something
you attract.
The key is to continue making yourself a more
attractive person by the skills you have, the disciplines
you have, the personality you’ve acquired, the
character and reputation you have established, the
language and speech you use - all of that refinement
makes you more attractive to the marketplace.
Personal development - the never ending
chance to improve not only yourself, but also
to attract opportunities and affect others.
Jim Rohn knows the secrets of success - in business
and in life. He has devoted his life to a study of
the fundamentals of human behavior and personal
motivation that affect professional performance. He can
awaken the unlimited power of achievement within you!
Reproduced with permission from the Jim Rohn Weekly
E-zine. Copyright© 2006, Jim Rohn. All right reserved.
For information about Jim’s keynote presentations and
seminars, contact the FrogPond at 800.704.FROG(3764)
or email [email protected] http://FrogPond.com

Diana Kendall - Executive Agent Magazine

Transcription

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