FLORIDA EDITION
Playing the Real Estate Matchmaker
7 Simple Tips that are Proven to Help You
STAY AHEAD OF THE COMPETITION
FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM
MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate
5 REASONS WHY YOU NEED A MENTOR
FEATURED AGENTS
KENT RODAHAVER KRISTI LEE STEWART MIKE WARM COVER STORY
VICTORIA CARLISLE
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
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Playing the Real Estate Matchmaker –
Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4
between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”
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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.
back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.
Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:
Be Genuine, Not Superficial
When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.
Never Let Your Client’s First Impression of a Home Rule Their Decisions
Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine
When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.
When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-
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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.
Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.
See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with
their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade
Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.
Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.
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VICTORIA CARLISLE
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In addition to being a multi-million dollar producer with Herron Real Estate, Top Agent Victoria Carlisle is currently a top producing agent in the state of Florida. Victoria Carlisle got her start in real estate by being scouted — not by a brokerage, but by the person she bought her first house from. When she was just 19 years old, she bought a for-sale- by-owner property whose sellers instantly clicked 8Copyright Top Agent Magazine
with her personality. They asked Victoria if she would be willing to help sell their other properties, of which they had many. Sensing that she had a great opportunity in her hands, Victoria took the job, was successful, and the rest is history. Top Agent Magazine
This June will mark 29 years of working in real estate for Victoria. She’s accomplished a lot in almost three decades, to say the least. In addition to being a multi-million dollar producer with Herron Real Estate, she is currently a top producing agent in the state of Florida. Over
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time, she has earned a reputation for attentiveness and expert market knowledge. Victoria lives in Columbia County in central Florida and her office is based in Orange Park. However, she provides services to all of Florida. If unable to personally handle the transaction, she has a
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As Victoria continues to expand her reach, she is planning to open a local office where she can build a team who will support her business. “I’m very passionate about what I do and want to continue to grow in the next few years,”she says. plethora of trusted agents throughout the state to accommodate. Almost half of Victoria’s business comes from repeat clientele, a number that she Copyright Top Agent Magazine 10
says would be higher except for the fact that most of her clients invest in properties that they live in for a long time. Highly communicative and excellent at providing updates, she provides a thorough service Top Agent Magazine
from A to Z that clients appreciate. Her marketing is organized by Herron’s concierge team who make sure listings are posted far and wide on every major online real estate platform. Victoria also has two preferred lenders who generate
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brochures from their company about her listings. While Victoria works around the clock to make sure her clients are well cared for, she enjoys hobbies like riding her
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side-by-side when she can. An avid fan of the outdoors, she spends many weekends boating and being in nature. On average, Victoria completes over 80-100 transactions per year, which amounts to over $20 million in sales. She’s already
sold around 35 properties this year. As she continues to expand her reach, she is planning to open a local office where she can build a team who will support her business. “I’m very passionate about what I do and want to continue to grow in the next few years.”
To learn more about Victoria Carlisle, call 352-222-7954, email realtorvictoria8@gmail.com, or visit victoriacarlisle.com www.
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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine
1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.
2. Know your customers You might know your clientele very well, but as economic conditions change, so does your
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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.
3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.
5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.
6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.
4. Keep up to date
7. Be a great boss
This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.
One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.
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KENT RODAHAVER Having excelled for many years as a builder and developer, including owning his own development firm, Kent Rodahaver realized the enjoyment in buying and selling properties. His passion for residential real estate grew, and he ultimately decided to pursue his broker’s license. Eventually, Kent’s main focus shifted from real estate development to real estate sales, and he decided to open the first of two real estate brokerages. Now, with 12 years in the industry behind him, he has forged a strong reputation in the Greater Tampa Bay Area, as well as the Gainesville area, offering exceptional residential real estate services to clients throughout the West Coast and North Central Florida. Conveniently located in St. Petersburg and Gainesville, Kent’s offices thrive on a supportive company culture. “We are relatively small compared to many of our competitors,” he says, “But our team is comprised of talented people who work hard and sincerely care about our clients.” As a result of their efforts, NextHome South Pointe has been voted ‘Best in the Bay’ for two consecutive years. They’ve also received the Diamond Pinnacle Office Award for their outstanding service. At the heart of Kent’s practice is his commitment to authenticity and customer satisfaction. 90% of his business comes from repeat clients and referrals, which is a testament to his ability to make sure his clients are the main focus at all times. “If you avoid pretending to be something you’re not and present yourself as the authentic person
you are, folks tend to gravitate towards you,” explains Kent. He’s an advocate of personal outreach, rather than automation, and frequently makes phone calls and texts to his past clients to let them know he is thinking of them. As an extra treat for his clients, Kent hosts numerous client appreciation events throughout the year. When it comes to marketing his listings, Kent invests in the highest quality resources and talent to make the biggest impact. With a nationally recognized photographer/videographer, Kent creates exciting video content that brings a lot of people to his door. “We do these short videos that are less than a minute long where we highlight each listing,” he explains. “People absolutely love them because they are engaging and fun while also providing really useful information.” Additionally, every listing has its own dedicated website, which includes 3-D walkthroughs, detailed floor plans, and supplementary information about the property. Last year, Kent personally completed 45 real estate transactions, totaling $26 million in sales. While he continues to balance both his production and managing his brokerages, he keeps an eye out for new ways to make the experience of working with his team even better. “We’re a customer-centric company with a passion for helping each other excel in real estate,” he says. “We want every interaction to be genuine and meaningful so that our clients know that their goals and interests are at the forefront of every single thing that we do.”
To learn more about Kent Rodahaver, call 727-301-7300, email Kent@NHSouthPointe.com or visit KentRodahaver.com www.
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KRISTI LEE STEWART In her role as a Team Leader, Broker and Owner of Coastal Home Real Estate, Kristi Stewart wears many hats every day. But whether she’s training a new agent or closing a deal, her philosophy remains the same: “I work hard for everybody. I treat the janitor the same as the ceo. I pick up my phone, and I do my job right,” she says. Kristi took to real estate like a duck to water. After working in the industry for several years and obtaining her license in 2016, she sold over 75 homes in her first two years. But it was a deep desire to share her knowledge with others that led her to also obtain her Broker license. Now she heads up a team with 15 agents at Coastal Home, a boutique brokerage agency that services southeast Florida. Coastal Home’s mission is to maintain a family-friendly environment and strong communication while providing the highest possible level of service to their clients. As the Team Leader, Kristi’s focus is on using her expertise in the real estate industry and knowledge of the Treasure Coast area to take her Realtor®s to the next level. “As a broker, I love training agents to be successful, and as a Realtor®, I love making dreams come true for my clients,” she says. Last year, the firm did $50 million in sales, of which Kristi personally closed almost $8 million. She’s proud of the fact that 100% of her personal sales came from repeat customers and referrals. Coastal Home uses a number of high-tech tools to market their listings and maintain a strong social media presence. In addition to that, Kristi goes above and beyond in her efforts to delight her clients. “On the listing side, I overextend my service with professional photography, free listing inspections, videography, and deep cleaning. For the buyers, I’m very strong in my market knowledge. I pay attention to what they need, and I put together really aggressive offers,” she says. One marketing method that’s proven particularly effective for the firm is the use of a “Coming Soon” 16
status that gives the agents 21 days to generate excitement via social media about an upcoming listing. “In my office, everyone empowers everyone else to help get the listings sold---often before they even hit the market,” she says. An active member of the community, Kristi is deeply involved in a charity called #DoYouGiveARuck?. Headquartered in Vero Beach, Florida, the nonprofit organization is dedicated to making the lives of veterans better through fundraising and raising public awareness for veterans’ issues like homelessness and suicide risk. “We put together a huge event last July and raised a ton of money for them,” she says. In her free time, Kristi enjoys being outdoors, fishing, and spending time with her animals on her mini-farm. But she won’t be slowing down any time soon. In the future, she plans to continue focusing on exceeding her clients’ expectations while also helping other real estate professionals master their skills. “Hopefully, we’ll be able to open up a real estate school and continue training agents. I’d love to have an additional branch and open up something down south—and maybe another office up north,” she says.
To get in contact with Kristi Stewart please call 631.617.8743, email brokerkristilee@gmail.com, or visit coastalhometreasurecoast.com
www.
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Laughs!
Graham Harrop Graham Harrop Cartoons Cartoons
Putting the power of humour to work for you!
Putting the power of humour to work for you! grahamharrop.com
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My Crystal Ball:
You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA
You can predict if you’ll be successful in real estate. It’s not what you think, either. 18
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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.
Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine
sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.
Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression… Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.
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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing
• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?
Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.
https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.
She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 20
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MIKE WARM Mike Warm of Sarasota, Florida, has built a legacy in the luxury real estate market by combining his unparalleled dedication to detail with a penchant for perfectionism. “When you’re selling these kinds of properties, you expect people to have high expectations for their homes and their experiences. I love being able to come up with the right idea at the right time – my negotiation skills and over-the-top thinking helps me come up with resolutions that nobody else can see. Making deals has always been important to me, and I still find tremendous satisfaction helping people get across that finish line.” After graduating from The Ohio State University, Mike explored the world as a jet skier and Colorado local before moving to Sarasota in the early nineties. “I started buying houses for myself, and living in them while fixing them up,” he recalls. “It was just fun, and I learned the business of rehabbing and remodeling.” This experience spring-boarded his curiosity, and Mike became an officially licensed REALTOR® in 2015. Since then, Mike has grown to place among the top 25 REALTORS® at Premier Sotheby’s International Realty in the Sarasota region. His enterprise thrives on a book of business that is over ninety-five percent repeat and referral clients, and for the past three years, he has averaged over $40 million in annual volume as a solo agent primarily serving downtown Sarasota and Siesta Key, but his sphere extends south to Venice and north to Bradenton. His testimonials broadcast constant communication and transparency, paired with a warmth and presence that helps clients feel cared for. “I tend to make friends with my customers,” he exudes. “Making people feel like they are your only client – even when you’re as busy as I am – continues to be my biggest asset.” With his position cemented in the industry (recently recognized by SRQ Magazine as one of Sarasota’s Top Ten REALTORS®, and by the Tampa Bay Business Top Agent Magazine
Journal as an expert Global Advisor), Mike plans to bolster his business by leaning into his digital footprint. “My assistant does incredible work – he spends time behind the computer so that I can be out in front of clients. I was recently told by a client that, after thirty-plus years of living here, they were surprised to hear two separate attorneys from their firm recommend me by name – so I guess it’s time to get out there a little more.” When he’s not growing his business, Mike enjoys spending time outdoors with his wife (when she can find time to step away from her busy life as a teacher), soaking in the sun on his boat during the summer and hitting the slopes during the winter. “I spent a season as a ski bum in Aspen during my youth, and I’m a very average golfer, so I’m plenty active. Plus I keep my remodeling skills sharp – any time I’m home, it doesn’t take me long before I start tinkering and working on the next project!”
To learn more about Mike Warm, please visit mikewarm.com, email mike.warm@premiersir.com or call 941-525-2740 www.
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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 22
most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.
1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good
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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.
energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.
2. They will encourage you to think outside of the box
In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.
Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.
3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine
4. Networking
5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.
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