Los Angeles 9-11-17 by Top Agent Magazine

LOS ANGELES EDITION

BE THEIR REALTORÂ® FOR LIFE: How to Build a Relationship with Your Clients that Will Last a Lifetime

FEATURED AGENT:

KIA ARAN COVER STORY:

CHRISTOPHER ROGERS

5 STEPS TO ACHIEVE LONG-TERM SUCCESS As a Real Estate Agent Why MILLENNIALS are Now the Hottest Segment of the Buyers Market

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LOS ANGELES EDITION

CHRISTOPHER ROGERS

KIA ARAN

Skill, strategy, heart. Thos a few qualities of an ou Realtor, and they are the v ities that define Kia Aran. MBA in strategic marketin entrepreneurial mindset, K upon his vast knowledge his clients to success. And it with joy, energy and com

“For me, real estate is not just a job, it’s a lifestyle,” “Clients have to open up their life to you when they’r or selling. Once they see how friendly, dedicated and CONTENTS nicative I am, they open up. I understand their needs the market and I put all the pieces together.”

4) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

13) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

CHRISTOPHER ROGERS

20) 5 STEPS TO ACHIEVE LONG-TERM SUCCESS AS His clients agree. Although he started in 2013, he alr AGENT aA 50REAL percentESTATE referral rate and has repeatedly been

Top Agent in Los Angeles. He serves the luxury hom in Beverly Hills, along with Bel Air, West Hollyw 22) 5 SIMPLE MINDSET Brentwood. He aims to decrease risk factors and m SHIFTS THAT WILL HELP profits for his clients through negotiation. His goa YOU ACHIEVE YOUR GOALS client satisfaction.

A career in real estate had always been Kia’s dream didn’t pursue it until after earning his MBA. At that he shifted from one business idea to the next, his wife him to pursue his dream. “That first year was a stru Phone 888-461-3930 | Fax 310-751-7068 says, “but my wife encouraged me not to give up. It m mag@topagentmagazine.com | www.topagentmagazine.com stronger person. Now nothing can discourage me.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy published That are positive attitude carries ofover into his day-to-d materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. actions. If clients become hesitant or uncertain, he To subscribe or change address, send inquiry to mag@topagentmagazine.com. mind at ease with words from the heart, such as, “This Published in the U.S.

to happen if you bear with me, stay positive!” or “Le this happen!”

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His MBA has proven invaluable for marketing his list

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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CHRISTOPHER ROGERS Top Agent Magazine

Christopher Rogers serves the Los Angeles Westside, extending his expertise to Westchester, Santa Monica, Venice, Mar Vista, and even as far afield as North Hollywood and Lake Balboa in the valley and Dana Point in Orange County. CHRISTOPHER ROGERS Twenty-four years ago, in the market town of Aylesbury, England, Christopher Rogers began working on one of the top-producing real estate teams in the area. In 2005, Chris moved to the United States and went to work earning his domestic license, learning the ins-and-outs of the American market. In short order, he launched his stateside career serving Los Angeles’ beach cities and quickly excelled in his new environment. Ten years after his American debut, Chris now serves the Los Angeles Westside and has executed over 700 transactions, amassing critical experience along the way. Over the course of his lengthy industry tenure, he has maintained a sterling reputation for delivering attuned, client-centric care to those he serves. 8 Copyright Top Agent Magazine

Today, Chris extends his expertise to Westchester, Santa Monica, Venice, Mar Vista, and even as far afield as North Hollywood and Lake Balboa in the valley and Dana Point in Orange County. He has joined forces with Jeff Pantanella at independent real estate firm Pantanella & Partners, with delineated systems in place for his vendors—be it a photographer, stager, or other necessary professionals to assist clients through each transactional phase. With over 80% of his business generated by repeat and referral clientele, Chris keeps business consistent by establishing trust early on and taking a big-picture view of his clients’ goals. From the outset, he takes the time to get to know his clients and their long-term vision. Because of his experience and demonstrable follow-through, his clients are confident in Top Agent Magazine

Chris’s ability to deliver every penny possible for their property. Likewise, Chris is mindful in his communication, reviewing all the relevant details with his clients’ to best prepare them for the sale process. To further ease the inherent anxiety of the buying or selling process, Chris remains accessible at all times for his clients’ benefit, no matter the time of day. In representing buyers, he instills a sense of security in clients by referring experienced, reliable lenders who can close a deal on time. In today’s competitive market, this efficiency and competency proTop Agent Magazine

vides a desirable edge and added value. “It’s not about carrying a massive array of transactions,” Chris explains, “People know I care, and I deliver on my word.” As for marketing his listings, Chris recognizes that in this day and age, curating striking online photography is of the utmost importance. Accordingly, he pays for staging when a property would benefit, and helps clients declutter and prep homes for sale. Once a professional photographer documents the home, listings are syndicated to all major Copyright Top Agent Magazine 9

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listing websites and promoted across social media. As for staying in touch with past clients, Chris reaches out over social media and makes personal calls to see how former clients are faring. All in all, those that work with him remember Chris for the confidence and sense of loyalty they were left with at the closing table. Reflecting on his favorite aspect of his work, Chris says: “I love the feeling of getting an offer accepted. After experiencing clients’ fears and being able to remind them of the bigger picture, it’s a great feeling to help someone build a financial future just by living in a home.” Outside of the office, Chris is active in his community through volunteer work and by serving Top Agent Magazine

as the Vice President of his Home Owners Association for the last three years. He also enjoys playing on his local soccer team on the Westside, which he participates in three times a week and serving as assistant organizer of the West L.A. Soccer Meetup Group. Above all, Chris relishes time spent with his son— one of their favorite pastimes being playing the piano. When he finds the time and opportunity, he likes to DJ, with his biggest gig being at the Windsor Castle for the Queen at her 50th Anniversary Jubilee. As an adoptive Angelino, he loves to go to shows at the Hollywood Bowl, Greek Theatre, and the Disney Concert Hall. He and his wife—a Trojan alumna—also enjoy attending football games and the annual Festival of Books at USC. Copyright Top Agent Magazine11

With an eye toward the future, Chris plans to further grow his business, while maintaining the same superlative service heâ&#x20AC;&#x2122;s built a prosperous career upon. Within the next few years, he hopes to develop a portfolio of his own of homes

bought, renovated, and sold. Now, with more than two decades of diverse, hard-won experience and an innate instinct for his clientsâ&#x20AC;&#x2122; successes in the Southern California market, the best is assuredly still to come for Christopher Rogers.

To learn more about CHRISTOPHER ROGERS, visit ChrisRogers.realtor, e-mail agentchrisrogers@yahoo.com, or call (310) 351-7276 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives? Top Agent Magazine

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession. Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year. Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isnâ&#x20AC;&#x2122;t even theirs to own. The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing. Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent. So, now that weâ&#x20AC;&#x2122;ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: â&#x20AC;˘ Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd. • Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home. Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer. 16

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KIA ARAN Skill, strategy, heart. Those are just a few qualities of an outstanding Realtor, and they are the very qualities that define Kia Aran. With an MBA in strategic marketing and an entrepreneurial mindset, Kia draws upon his vast knowledge to guide his clients to success. And he does it with joy, energy and compassion. “For me, real estate is not just a job, it’s a lifestyle,” Kia says. “Clients have to open up their life to you when they’re buying or selling. Once they see how friendly, dedicated and communicative I am, they open up. I understand their needs, I know the market and I put all the pieces together.” His clients agree. Although he started in 2013, he already has a 50 percent referral rate and has repeatedly been named a Top Agent in Los Angeles. He serves the luxury home market in Beverly Hills, along with Bel Air, West Hollywood and Brentwood. He aims to decrease risk factors and maximize profits for his clients through negotiation. His goal is total client satisfaction.

lifetime friendships,” he says, “whether I make a sale or not. It’s not something I do just to make money.” Kia’s generous nature is reflected in the community, where he supports numerous charities and raises funds for good causes. “My parents have always supported me and taught me to be compassionate, faithful and grateful,” he says. Kia is committed to sustainable actions and does his best to transmit those values to others. “I want to inspire clients into the beauty of the surrounding natural environment, the harmony of nature.” When he has a casual day, he likes to spend it with his wife exploring different areas of Los Angeles. That way, he’s not only enjoying quality time with his wife but also learning the ins and outs of this wonderful city, from the mountains to the sea. As the future unfolds, Kia plans to grow a team and help several new Realtors he’s been talking to. “A career in real estate is not easy,” he says. “I’d like to help put new agents into the right platform and help them grow faster.” With Kia’s expertise and compassion at the helm, his future team is guaranteed to soar along with him.

A career in real estate had always been Kia’s dream, but he didn’t pursue it until after earning his MBA. At that point, as he shifted from one business idea to the next, his wife inspired him to pursue his dream. “That first year was a struggle,” he says, “but my wife encouraged me not to give up. It made me a stronger person. Now nothing can discourage me.” That positive attitude carries over into his day-to-day interactions. If clients become hesitant or uncertain, he sets their mind at ease with words from the heart, such as, “This is going to happen if you bear with me, stay positive!” or “Let’s make this happen!” His MBA has proven invaluable for marketing his listings, distinguishing him from the competition. He’s fluent in all the technology platforms and was among the first to use social media in his marketing. He also has set up a great global marketing plan to attract international buyers from overseas, especially the Middle East and Asia. Social media also keep him connected with past clients. He posts regularly on Facebook and Instagram, sends messages on holidays and gives past clients market updates. When he has an open house, he sends them an invitation and asks them to come and support. “I love getting to know people and developing Top Agent Magazine

For more information about Kia Aran of Rodeo Realty Beverly Hills, Beverly Hills, California, please visit kiaaran.com, call 310-746-7773 or email kia@kiaaran.com www.

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

BUILD A SOLID FOUNDATION

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy. You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back. Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve. 22

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves. If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day. Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until Top Agent Magazine

you’re back in a rational state of mind and take it from there.

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success. In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed. People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t? They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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