Alabama 8-21-17 by Top Agent Magazine

ALABAMA EDITION

1 Billion–Plus Reasons Why YOU SHOULD BE ACTIVE ON FACEBOOK Creative Ways to SAY THANK YOU Making a 'LEAD GENERATOR' Work for You FEATURED AGENT

NANCY LOCKLAR

COVER STORY

BUB GIDEONS RISING STAR

BE THEIR REALTOR® FOR LIFE: How to Build a Relationship with Your Clients that Will Last a Lifetime 8 Things SUCCESSFUL PEOPLE Never Do

ALABAMA EDITION

BUB GIDEONS

NANCY LOCKLAR

CONTENTS 4) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 13) 1 BILLION–PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

16) CREATIVE WAYS TO SAY THANK YOU 19) MAKING A 'LEAD GENERATOR' WORK FOR YOU 22) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 4

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 6

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BUB GIDEONS RISING STAR

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BUB GIDEONS Born and raised in Alabama, Bub Gideons didn’t bring his career back to his home state until after gaining several years’ honing his craft in the Atlanta area. A lawyer by training, he earned his JD from the University of Alabama School of Law before spending the first six years of his law career in Atlanta. Although many people had been trying to interest him in real estate, telling him he would be great at it, he held his ground, determined to work in law after all his time in school. But on a lark, he studied for and passed the real estate exam in 1998. That year, he began representing Atlanta developers and realized he loved real estate. “I sold new condos and townhomes and eventually worked my way to high-rises on 8Copyright Top Agent Magazine

A member of two regional MLSs, Bub Gideons syndicates his listings to more than 300 sites in conjunction with local-area print and social media marketing. Peachtree Street in Atlanta for the next 12 years,” he says. But when the condo market took a hard hit in 2008-2009, Bub decided to move back to Alabama and reinvent his real estate career. Going from urban, high-rise condos to rural real estate – complete with its lower price point and more government loans – was an eye-opener. “But I worked my way up and created a whole new life.” Bub quickly developed skills in real estate resales to help people try and sell their rural homes. He also embraced the technology for marketing these unique properties. As an independent agent at PHD Realty in Atmore, Alabama, he represents nearly 40 listings at a time along with buyers across six counties in Northwest Florida and Southwest AlaTop Agent Magazine

bama. A member of two regional MLSs, he also syndicates his listings to more than 300 sites in conjunction with local-area print and social media marketing. “We do an exceptional job of covering all our bases,” he says. “If someone is looking, they’ll find our listings!” Bub’s work has become his passion and his concurrent passion for community activism and involvement fuels his success. “If you asked my clients, I think most of them would say my energy level and my availability set me apart,” he says. The two go hand-in-hand. On the one hand, he eagerly answers his phone up until 11 pm nightly Top Agent Magazine

and on the other hand, he can’t help but to get involved in as much as possible to help the communities he serves. “I do everything I do in the community because it fulfills me,” he says. Among those activities, Bub volunteers at community festivals, serves in leadership roles with the Lions Club and Chamber of Commerce, and is executive director of a downtown revitalization committee, Pride of Atmore. That group is bringing back its once-thriving downtown, which hit hard times amid big-box stores and internet shopping. “We focus on the core of downtown, restore it historically, tying that together with the arts, theatres, stuCopyright Top Agent Magazine9

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“Being a top agent is more than just sales and numbers. It’s being well-rounded and involved, having a good reputation and serving your community.” dios, galleries, shops, dining and events,” he says. “We’re creating destinations on Main Street.” He’s committed to restoring historic downtowns anywhere. “We’re working on a template to share with any community.” An unplanned but organic benefit of Bub’s community involvement is the name recogTop Agent Magazine

nition and new business that comes his way. “Interaction with clients is the best part of real estate,” says Bub. “I have personal relationships with at least half of my clients; we get to know each other,” he says. “Being a top agent is more than just sales and numbers. It’s being well-rounded and involved, having a good reputation and serving your Copyright Top Agent Magazine 11

community.” While Bub would like to serve more people and see his business grow, he will only grow if he can do so responsibly. “I don’t want to be so busy that I don’t have time to

spend in the community, getting to know people and being of service,” he says. “My life is fuller because I know so many folks. I’m enriched by the whole of what they all do.”

To learn more about

BUB GIDEONS, visit phdrealty.com/bub-gideons, email Bub@phdrealty.com or call 251-359-6523 www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. Top Agent Magazine

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down. 14

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. Top Agent Magazine

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

NANCY LOCKLAR Although Nancy Locklar hadn’t initially considered a career in real estate, after helping her parents sell their home, she got the bug for it. 19 years later it is still her passion. Nancy has become one of the most successful agents working in the state of Alabama, and focuses primarily on the stunning lake communities of Lay Lake, Logan Martin lake and Neely Henry. When looking to buy or sell in Eastern Central Alabama, you won’t find anyone more experienced than Nancy Locklar. Nancy has built her reputation not only on having a comprehensive and in-depth knowledge of her market, but she is also well-known for the exceptional customer service she provides, as well as her aggressive and comprehensive approach to marketing. “My goal is to have every transaction be as seamless as possible. There are always complications that can arise, but I help things stay stress-free with excellent communication and a near constant availability. My clients can count on me to not only be professional and honest, but to really care about them and their goals.” Nancy’s highly successful approach to sales, has been one reason for her impressively high rate of repeat and referral business. She is also skilled at building and maintaining relationships. “I really stay in front of people. I have a large, active presence on social media, and I’m at a lot of vendor shows where I’m not only making new leads, but running into past clients. I’ve really cultivated a large online presence, that’s been a great

way to market my business, as well as my listings. In addition to being on all of the social media platforms, I’m syndicated on all of the major real estate websites, and my number one source of new leads comes from my own website, nancysellsthelake.com.” Nancy is actively involved in the community she represents and loves, and makes it a real priority to give back to the counties she works in. She serves on several local boards, and is always eager to offer sponsorship for charitable functions held in town. Two charities that are particularly close to her heart are the local Human Society, as well as the local battered women’s shelter. When she isn’t working, Nancy enjoys spending time on her boat with her family. She also remodels and flips homes with her husband, who is a talented contractor, and works in new construction. In addition to growing her business, Nancy would really like to get the word out about the wonderful lifestyle the lake communities offer people. “I really love all aspects of this business and plan on doing it for a long time. One of my big goals is to get the word out about this area. It’s a more rural community, but it truly is a hidden gem. The lake areas I work in are truly stunning. So I just want to keep educating myself, so I can continue providing top notch service and stay at the top of my market. Being able to help find people a home and then seeing how much they enjoy it, really is the most rewarding thing about what I do.”

To learn more about Nancy Locklar,

call 205-362-6888, email nancylocklar@icloud.com, or visit nancysellsthelake.com www.

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Making A ‘Lead Generator’ Work For You by Carla Cross

When it comes to sales, some people just seem to have the ‘golden touch’. There are agents who seem to be able to convert ‘leads’ into appointments, while others struggle. I had an opportunity to observe this time and again as a manager. Jerry, in my office, seemed to be able to convert ‘floor time’ calls into appointments with ease. (Floor time, as you may remember, is a scheduled time when agents answer inquiry calls from consumers). George, on the other hand, seemed never to get an appointment while he was assigned floor time. In fact, George accused me of giving Jerry “all the good floor time”. From Jerry’s conversion rates of calls to appointments, it may have seemed like it. However, we simply rotated floor times with all the agents. No one got any better ‘floor time’ than any other agent! Why did Jerry convert calls to appointments, while George struggled? You would know the answer if you just listened to each Top Agent Magazine

man on the phone. Jerry immediately established rapport, asked great questions, and answered objections masterfully. He followed up immediately. He had awesome sales skills. George had no skills, seemed not to care much about the caller, and acted as though he was doing the caller a great favor simply by answering the phone! A “lead generator” is anyone or thing that generates leads for you. There are two types of lead generation: Pro-Active: You go find the lead (like calling on for sale by owners) Re-Active: You wait for the leads (like lead generating companies, floor time, and open houses) Too often, agents like George blame the re-active lead generating source for lack of quality of leads. On the other side, lead generating sources feel that agents don’t convert enough of the leads provided. Instead of blaming each other, we can take 19

positive steps to assure that you can screen your leads effectively, and turn good leads into appointments. Now, both agents and lead generating sources are happy! The First Principle: Follow Up on the Lead Now! A web site lead costs $215 to generate, on average. Yet, a majority of real estate agents don’t even get back to a lead—ever! Why? I think there are three reasons:

you can’t just get back to a lead three days later. The consumer today expects to get a reply quickly. I’m constantly amazed when someone thanks me for responding quickly about a product or a question about our coaching. Our standard for answering product and coaching inquiries is within the day. What’s your standard for answering lead inquiries? (Which require much faster responses, in my opinion, than my ‘leads’).

There’s Competition For That Lead • Agents mistakenly think that the A few days ago, I was visiting with lead will be theirs forever—that my cousin, whose daughter just went there’s no time sensitivity to into real estate (she’s twenty-two). She has immediately put technology answering that lead to work, creating an awesome • Agents believe there’s no database and contact management system. She’s selling up a storm— competition for the lead and making the agents in the area • Agents don’t know the cost of a mad at her. Why? Because she’s lead—in both time and money so getting to the consumers before the they don’t treasure that lead as if it other agents do. They thought they ‘owned’ those consumers’. But, my were gold cousin’s daughter is proving that no With the instant information age, one owns the consumer. She’s

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turn that lead into an appointment. In my coaching program, Carla Cross Coaching, we find that developing agents lack the sales skills to optimize their time and energies. So, we The Second Principle: Give provide sales skills training resources to shore up their motivation and desire the Lead Its Value to reach their goals. If you’ve ever spent time generating your own leads, you know what this Set Your Sites And Raise Your means. As a new agent, I knew Skills To Mastery about two people in the area. Because I had no built-in network, I Our high accountability training did every kind of lead generation program, Advantage, is helping new known to man. I worked all the and newer agents capture the sales time. I learned by all my mistakes and organizational skills it takes to how to generate leads—and the convert leads more often. But, value of a lead. Purchasing a lead is training is only the start. It takes so much easier than generating your coaching to master any skill, along own. But, you must treat that lead with your determination to get like the potential gold it is, so you’ll really good at lead conversion. be the Jerry of sales, not the George. Decide today your standards for performance, what you want to The Third Principle: Develop master, and how you’ll go about it. Now, you’re on your way to Your Sales Skills becoming a top producer! Following up on the lead immediately shows you value the lead. But, that’s Copyright©, Carla Cross. All rights not all. It takes specific sales skills to reserved. demonstrating that those who put technology to work effectively today capture the consumer’s attention and loyalty.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

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and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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