O U FEATURING T FEATURING Aaron Rian No one knows the Portland, Oregon real estate market better than Aaron Rian, and AARON RIAN F no one works harder for his clients to bring him or her the best deals, whether their GREG ROLLETT goal is to buy or sell property. R ANDREW LOCK Rian was born and raised in the Portland area where he continues to live to this day. His extensive DAVID WOLFE firsthand knowledge of the area gives him a powerful perspective on its most advantageous real estate opportunities. This brings immense value to his clients. O FRANK ISTUETA Get “Out Front” – and Stand Out From BARBARA COOPER That in turn has brought Rian top-level recognition for the excellence of his work. In his five-plus years as Your Business Rivals! a real estate agent, Rian has been a Top One Percent Portland Metro Realtor and a Multi-Million Dollar N EMILY LETRAN Sales Producer. He also won back-to-back Top Real Estate Agent awards from the Portland Monthly In today’s crowded marketplace, it’s harder than WILLIAM CALDON, DMD magazine in 2011 and 2012, and he was recently added to the “Registry of Business Excellence™” by ever to be a business leader. And it’s easier than America’s Registry of Outstanding Professionals organization. T ever to find yourself falling behind the competition. KAZI ANAM M.S.,R.PH.,C.Ht. That’s why it’s more important than ever to position SUNDARDAS D. ANNAMALAY Rian has also begun to make his mark as a thought leader in the American real estate industry. He has yourself “Out Front” from the pack. appeared in such national publications as USA Today and The Wall Street Journal, and was recently JOE ORSAK featured in Top Agent Magazine. His first book, Out Front: The Art of Closing a Deal, will be available on Branding experts JW Dicks, Esq. and Nick JOSH MCWHORTER Amazon.com later this year. FEATURING Nanton, Esq. have joined together with maverick Aaron Rian ALLEN NEUENSCHWANDER marketer Andrew Lock, the man behind the Currently, Rian supervises thirteen staff members at The Rian Group and Keller Williams Realty. Rian number one WebTV show for entrepreneurs, EDDIE OVERDYKE and his team are on track to close over 199 transactions with a value of nearly 66 million dollars in & Leading Experts from Around the World “Help! My Business Sucks!”, to create this volume in 2012. SHASHANK SHEKHAR collection of awesome and innovative tactics to help you boost your profile and your bottom line. JW DICKS In his spare time, Rian enjoys traveling and sports of all kinds. He is an avid Portland Trail Blazers and L.A. Lakers fan and provides sponsorships for local high school basketball and football programs. He attributes Inside, you’ll discover exclusive breakthrough NICK NANTON his competitive negotiating skills to his experience running a lemonade stand when he was six. action plans, many revealed here for the first time, LINDSAY DICKS from the country’s foremost business experts and thought leaders. You’ll learn how to market and LAURA WAAGE sell in revolutionary new ways that will deliver SHANE AND LISA ADAMS equally revolutionary results. Most importantly, you’ll find out how to put yourself “Out Front” - and make sure you stay there! The Authors in this book have donated all royalties to Marketers for Good. For more information, please visit www.MarketersForGood.org DESIGNED AND PRODUCED BY CELEBRITYPRESS WWW.CELEBRITYPRESSPUBLISHING.COM Printed in the USA Copyright © 2012 CelebrityPress™ LLC All rights reserved. No part of this book may be used or reproduced in any manner whatsoever without prior written consent of the authors, except as provided by the United States of America copyright law. Published by CelebrityPress™, Orlando, FL A division of The Celebrity Branding Agency® Celebrity Branding® is a registered trademark Printed in the United States of America. ISBN: 9780985714321 LCCN: 2012941314 This publication is designed to provide accurate and authoritative information with regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional advice. If legal advice or other expert assistance is required, the services of a competent professional should be sought. The opinions expressed by the authors in this book are not endorsed by CelebrityPress™ and are the sole responsibility of the author rendering the opinion. Most CelebrityPress™ titles are available at special quantity discounts for bulk purchases for sales promotions, premiums, fundraising, and educational use. Special versions or book excerpts can also be created to fit specific needs. For more information, please write: CelebrityPress™ 520 N. Orlando Ave, #2 Winter Park, FL 32789 or call 1.877.261.4930 Visit us online at www.CelebrityPressPublishing.com TABLE OF CONTENTS CHAPTER 1 THE ART OF CLOSING THE DEAL BY AARON RIAN ……………………………………… 13 CHAPTER 2 USING EDUCATIONAL MARKETING TO BUILD RAPPORT, CREDIBILITY AND CRUSH OBJECTIONS BY GREG ROLLETT …………………………………… 23 CHAPTER 3 HOW TO GET YOUR BUSINESS OUT FRONT BY ANDREW LOCK …………………………………… 35 CHAPTER 4 ENGLISH AS A FOREIGN LANGUAGE – FOR TECHNOLOGY PROFESSIONALS (OR, YOU CAN BE ON THE BUS, OFF THE BUS – BUT THERE IS A BUS...) BY DAVID WOLFE ……………………………………… 49 CHAPTER 5 QUALITY ISN’T EXPENSIVE; IT’S PRICELESS BY FRANK ISTUETA …………………………………… 59 CHAPTER 6 BUST YOUR BELIEFS TO WIN BY BARBARA COOPER ……………………………… 73 CHAPTER 7 PRICELESS SMILES BY EMILY LETRAN ……………………………………… 81 CHAPTER 8 A BEAUTIFUL SMILE: A KEY TO A BRIGHT AND SUCCESSFUL FUTURE BY WILLIAM CALDON, DMD ………………………… 91 CHAPTER 9 EIGHT THINGS YOU CAN DO TODAY TO INCREASE YOUR HEALTH AND LONGEVITY BY KAZI ANAM M.S.,R.PH.,C.Ht. ……………………… 101 CHAPTER 10 TO LIVE LONG AND PROSPER BY SUNDARDAS D. ANNAMALAY …………………… 113 CHAPTER 11 BUILDING THE WILDLY SUCCESSFUL YOU THE CLARITY OF PURPOSE BY JOE ORSAK ………………………………………… 127 CHAPTER 12 7 STEPS TO LEVERAGE WITH CAN BY JOSH McWHORTER ……………………………… 135