Georgia 2-26-17

GEORGIA EDITION

CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS FEATURED AGENT

SARA LEE PARKER FEATURED PROPERTY INSEPCTOR

BOB McDONOUGH COVER STORY

PIYUSHA ZOPE

TIPS ON BEING A GOOD TEAM LEADER TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS 6 METHODS FOR BUILDING BETTER EMAIL LISTS

GEORGIA EDITION

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PIYUSHA ZOPE

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PROPERTY INSEPCTOR BOB McDONOUGH

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SARA LEE PARKER

CONTENTS 4) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

18) TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS

13) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

22) TIPS ON BEING A GOOD TEAM LEADER

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 4

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 6

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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PIYUSHA ZOPE Top Agent Magazine

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PIYUSHA ZOPE Piyusha Zope’s longtime interest in properties led her into a career in real estate sales, where she has thrived since 2008, even while others left the business during a down economy. “I’ve always been captivated by different house styles and architecture and how homes are designed and decorated,” she says. In addition to every home’s uniqueness, Piyusha appreciates that every buyer or seller has unique needs. As an independent agent with Virtual Properties Realty in Duluth, GA, she serves buyers, sellers and investors in the entire Atlanta Metropolitan area, handling both residential and commercial real estate transactions with strong attention to detail.

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“I listen very carefully to understand my clients,” says Piyusha. “People say I have a lot of patience. When I am working with someone, I stick with them until I get them the perfect house or, if they are selling, I make sure they get as much money as they can.” She embraces the opportunity and the challenge of helping people make the best possible decisions for their particular situation. She takes the time to help clients to understand the marketplace in relation to location of a property. Once in escrow, she walks them through the entire process of financing through closing. She puts herself in her clients’ shoes and provides the empaTop Agent Magazine

thy they need and deserve in making one of the most important decisions of their lives.

she sold houses ranging from $30,000 to $300,000, serving everyone equally.

Providing one example, Piyusha explains that during the hardest economic times, which occurred shortly after she entered real estate, she dedicated herself to working with any client who needed her, regardless of price and regardless of the amount of time it would take them to sell or purchase.

“Many people didn’t have a lot of money,” she says. “They would come to me and say other agents wouldn’t help them because they could only afford a $100,000 house.”

Piyusha didn’t hesitate. During that time,

As a result of this fairness and patience, she now earns all of her business from referrals.

“I have either sold their house, or they bought a house with me, or they know someone who worked with me,” she says. Piyusha loves this relationship-building aspect of her work.

“When I’m at the closing and I see my clients so happy, I know I have accomplished something important in life.” Her clients know she cares about them as people; they appreciate that she shows her care by making herself available 24/7 and responds immediately to

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any questions. “No matter where I am, even if I’m traveling internationally, I make sure my phone and computer are working and if someone calls, I answer,” says Piyusha.

One recent client, for example, described how Piyusha’s professionalism, market knowledge and savvy negotiation skills made for a surprisingly smooth home purchase process. “Piyusha is accessible and responded immediately when we had questions or needed immediate answers. She made us feel at ease during the entire selling and purchasing process,” the buyer wrote.

Others appreciate her eagerness to remain in touch after settlement. “I always call my Copyright Top Agent Magazine 10

clients after they move to see if there have any questions or issues,” says Piyusha, reinforcing her commitment to others.

While of course continuing her commitment to clients, Piyusha also plans to give back to the real estate profession in the near future.

“I plan to teach classes to give other agents the guidance they need to be successful and to best serve their clients,” says Piyisha, who for four years has ranked among the top transaction agents out of 2,700 agents with Virtual Properties. “I want to help as many people as I can so they can be successful and leave their clients happy and satisfied.”

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To learn more about Piyusha Zope, visit www.piyushazope.listingware.com, email piyushazope@gmail.com or call 404.542.9391 Copyright Top Agent Magazine 12

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6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

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Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

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Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

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Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

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Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

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Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

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Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies.

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BOB McDONOUGH After relocating to Georgia in 2004 and working with Target Corporation in facility management for years, Bob McDonough decided to take the plunge and become his own boss, repositioning his experience and passion for his work into a self-directed enterprise. Since 2008, Bob’s Atlanta-area chapter of National Property Inspections has flourished. With remarkable rates of yearly growth and home to seven full-time employees, Bob and his team’s upward trajectory is not only impressive, but also by design.

As former owner of his own catering business, and with personal experience selling homes and investment properties in his own right, Bob launched his inspection outfit with the perfect professional blend: capability in autonomy and keen insight into the real estate world. Serving the vast Atlanta metro area, Bob has calibrated his business for success and distinction by offering unique warranty options on his services. “The quality and customer service we provide in our inspections truly set us apart and keep clients coming back,” Bob recounts. “Plus, our warranty benefits add tremendous value to the process and keep clients happy and loyal.” Confident in his team’s performance, Bob’s benefits include a ninety-day inspection warranty on a property’s structure and mechanical system and main sewer and water lines, a fiveyear roof protection plan, and appliance recall checks. “We focus on giving clients added protections, even after the inspection is complete. If a client moves into a property and something isn’t working right, their inspection warranties will get those things fixed without additional costs.” Bob’s forthright stance on customer service has not only kept customers coming back, but it has also advanced his business.

“I started adding those features to my business four years ago and since then, we’ve grown an average of 37% per year, every year. Just last year we completed over $1 million in home and commercial inspections.”

With an impressive 90% rate of referral, clients are demonstrably pleased with the services Bob and his team provide.

Employing a full-time marketing specialist on staff, Bob’s grown his database to over 6,000 real estate agents and some 10,000 former inspection clients, all of whom are kept in touch with through monthly e-newsletters, field calls, sales meetings, social media, and widespread continuing education efforts, where Bob and his team lead 25-30 classes per year in a variety of real estate and mortgage offices in the Atlanta area. What’s more, Bob’s site offers a range of informational and DIY instructional videos on topics related to home inspections, further driving home his resolve to help inform others, providing the most value possible to clients past, present, and potential.

In fact, the interpersonal connections forged through his business rest squarely at the heart of Bob’s endeavor. “I particularly enjoy my interactions with homebuyers,” Bob reflects. “Our clients are making a major investment and they need quality information about the home they’re buying. I love to help clients understand their future homes better, so that they can feel confident and secure in their decision to buy.” In a similar vein, Bob derives much fulfillment from growing and sustaining his tightknit team of employees, recognizing that people are integral to a business’s success. “I also derive a lot of joy from the fact that I’ve built a business that’s fortunate enough to support our employees and their families, too.”

While Bob’s business plays a pivotal role in the greater Atlanta area’s housing market, he and his team also devote plenty of time and energy to civic causes, from contributing to various real estate office’s charitable efforts to sponsoring local golf tournaments. As for his coveted spare hours, Bob and his wife getaway when they can to their home on Lake Martin in Alabama, boating and spending time with their three grandchildren—with another one soon on the way. With the future in mind, Bob has long-term plans to develop his business for franchising by his employees, taking methodical steps to manage and train future leaders along the way. Now, with almost a decade of success under his belt and in command of a thriving business growing by leaps and bounds, the years ahead appear filled with promise for Bob McDonough and his team at National Property Inspections.

To learn more about Bob McDonough, call (770) 656-2209 or visit ATLhomeinspector.com www.

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Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types.

The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing.

Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects.

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Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that Top Agent Magazine

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond.

Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects.

However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the Top Agent Magazine

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary.

When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow.

Q: “I’m targeting executives of major companies here in Rochester.

How can I best get their attention?”

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In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales.

A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals.

Two, you need to speak their language.

Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions.

Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

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SARA LEE PARKER Top Agent and Georgia native Sara Lee Parker likes to point out that she is not named after the cake brand, but that she can certainly get her clients “sweet” deals.

Coming to the world of real estate after a 15-year career in the notfor-profit world, she formerly was involved in development and marketing for organizations like the American Red Cross, the American Cancer Society and Emory University. Picking up the real estate bug while renovating her first home and following her entrepreneurial spirit, she decided to make a career change and obtained her real estate license in 2005. Two years later she earned her Broker’s License and co-founded a boutique, real estate office in Atlanta where she served as managing broker for 20+ agents. In 2012, hanging up her broker’s hat, she joined forces with Keller Williams Realty. Recognized in 2015 as one of the top 10 individual agents in the Keller Williams Southeast Region, she now leads one of the top producing teams in her in-town Atlanta office, closing over 70 transactions and twenty-one million in sales volume in 2016 alone.

A firm believer in the “Law of Reciprocity,” Sara Lee is committed to “paying it forward.” To that end she serves as the Chair of Keller Williams Culture Committee, and has spearheaded many charitable events, raising thousands of dollars for local organizations. In addition, she is a founding Board member of Athena’s Warehouse, which is dedicated to educating and empowering underserved teen girls in the Atlanta community. Sara Lee also serves on the Speaker’s Bureau for the Atlanta Beltline Partnership and is an avid supporter of animal rescue organizations.

Among the things Sara Lee loves best about what she does is the relationships she has forged with her clients. “Besides being long-term repeat customers, many of my clients have become dear friends.”

As for the future, Sara Lee is looking to grow her team, though she is adamant about not becoming too large. “I don’t want to lose that one-on-one connection,” she says.

Currently working with a dedicated buyer’s specialist and a licensed assistant, Sara Lee and team are proud to provide top notch service to each and every one of her satisfied clients, which has resulted in a staggering rate of referral business that exceeds 90%. It’s the personal touch, says Sara Lee, that keeps her clients coming back.

“My clients have a high level of trust in me,” she says, “and my communication with them is key, I do my best to always be available for questions and guidance.”

A hands on approach is paramount to Sara Lee. A stunning 74 fivestar reviews on Zillow alone is testament to the care with which she approaches client relationships. One particularly glowing testimonial reads “Sara Lee was energetic and creative in helping us save some money and secure amenities on our new construction home.

She recommended a lower purchasing price and from there we negotiated a better deal. She saw flaws in the design and put these in the contract and they were taken care of. She showed us several houses in the area to give us a good set of choices… I never felt abandoned by her and she was always prompt with appointments.”

Client appreciation runs deep, and Sara Lee has an explanation: “I attribute this to my wealth of experience, strong negotiation skills and commitment to superior service. With a keen knowledge of the local market, an extensive marketing background, and a vast network of resources from lenders to home inspectors, plumbers or roofers, even dog walkers – my ultimate goal is to exceed expectations on every level. Ultimately, trust, hard work and solid communication result in successful outcomes for both my buyers and sellers.”

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For more information about SARA LEE PARKER, call 678-575-2258 or email SaraLee@SaraLeeParker.com Copyright Top Agent Magazine 21

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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