Nationwide Mortgage 9-18-17 by Top Agent Magazine

NATIONWIDE MORTGAGE EDITION

From Chaos to CONTROL

BILL BOLDENOW

LONG TERM GOAL SETTING Vision = Perspective = Better Decisions Things I have Learned AT THE GYM

MICHAEL NIELSEN

7 Simple Tips that are Proven to Help You STAY AHEAD OF THE COMPETITION

NATIONWIDE MORTGAGE EDITION

BILL BOLDENOW

w of AMEC (American MortConsultants, Inc.) in the Twin ta, success can be distilled basic concepts. Being clear ion while providing top-notch d being detailed in his work.

part-time doing telemarketing. Never in my 13 wildest dreams would I have imagined working in the mortgage industry, but after a while I found I had a passion for talking to people and seeing the benefit that could be created by helping people refinance. Within a few months, the company asked if I would renounce being a chef and start doing mortgages full-time. So at the age of 19, I took a leap of faith and haven’t looked back since.” His leap of faith has paid off handsomely, and Bill has been helping his many MICHAEL thousands ofNIELSEN satisfied clients purchase and refinance homes since 1999.

tors and my clients,” says Bill, mes down to is communication. nd knowing your job. A lot of ors have had bad experiences with people they’ve worked BILL BOLDENOW Often, they had not been kept re they were in the transaction t’s going on. Sometimes, it’s the day before Despite his stellar success, what Bill enjoys most about his job still haven’t been given an update,” he says. hasCONTENTS less to do with the dollar and more with the personal side are consistently updating all parties involved of the business. “The best part of what I do,” he says, “is seeon, including the listing agent, so that everying kids, parents, newlyweds, etc. at a closing table being so LONG 4) TERM GOAL 15) THINGS I HAVE LEARNED ow and are all on the same page.” happy, and knowing I helped give them joy. It’s also rewarding SETTING: VISION = GYM to see somebody AT whoTHE has waited all their lives to buy a home, PERSPECTIVE = BETTER oan process with due diligence and attenand seeing dreams come true for those people.” He also takes 18) he BEWARE THE SNIOP! mportant to Bill. “I know some companies pleasure in the benefit provides those who are refinancing. DECISIONS her initial income documentation upfront “When you can save someone money, and know they pay for 22) 7 SIMPLE TIPS THAT eople, they just take the word CHAOS of the clientTO their monthly medications, or can afford to have that second 8) FROM o complications if what they assumed was child, or just put ARE them inPROVEN a better position in life, it makes all TO HELP CONTROL doesn’t hold true. I like to do a very thorthe hard work and stress of this industry worthOF it.” THE YOU STAY AHEAD b upfront to make sure we don’t have issues COMPETITION h the process. It’s a lot easier for someone When he’s not working, Bill is actively involved in multiple current lease than it is to have to scramble charities, including Habitat for Humanity. His primary love, ere to live within a two-week period if the however, is spending time with his wife Katie, his four-yearse. Not being thorough upfront can cause a old twins Alec and Averie, and his nine-year-old daughter, Phone 888-461-3930 | Fax 310-751-7068 and frustration for all parties involved in the Mackenzie. | www.topagentmagazine.com y doing my mag@topagentmagazine.com due diligence and clearly comeryone makes an enjoyable for in any Looking to the future, plan of is the to publisher. continue grow his No it portion of this issueexperience may be reproduced manner whatsoever withoutBill’s prior consent Topto Agent Magazine is published by Feature Publications GA, Inc. Although precautions takenI to ensure the of published ome should be.” business. “Thisareyear focused onaccuracy building a strongmaterials, team with Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change some of the best, most knowledgeable people in the industry. address, send inquiry to mag@topagentmagazine.com. Published in the U.S. rney in the mortgage industry almost directly More so than any year in the past. Now that I’ve got that founl, when his dreams of being a chef were supdation set and it’s extremely strong, I’m definitely looking most immediate success in the loan business. forward to expanding even further and taking my business to 2 Top Agent Magazine chool to be a chef,” he says, “and my cousin the next level. In Fact we have recently added a Spanish divia telemarketer for a mortgage company. She sion to our branch as that is very important to us to serve as

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BILL BOLDENOW For Bill Boldenow of AMEC (American Mortgage & Equity Consultants, Inc.) in the Twin Cities, Minnesota, success can be distilled down to several basic concepts. Being clear with communication while providing top-notch client service and being detailed in his work. “For both my realtors and my clients,” says Bill, “what it really comes down to is communication. Being detailed and knowing your job. A lot of clients and Realtors have had bad experiences and frustration with people they’ve worked with in the past. Often, they had not been kept informed of where they were in the transaction process and what’s going on. Sometimes, it’s the day before closing and they still haven’t been given an update,” he says. “At AMEC, we are consistently updating all parties involved with the transaction, including the listing agent, so that everybody is in the know and are all on the same page.” Beginning the loan process with due diligence and attention to detail is important to Bill. “I know some companies don’t even gather initial income documentation upfront to pre-qualify people, they just take the word of the client which can lead to complications if what they assumed was the right answer doesn’t hold true. I like to do a very thorough, detailed job upfront to make sure we don’t have issues as we go through the process. It’s a lot easier for someone to stay in their current lease than it is to have to scramble to find somewhere to live within a two-week period if the loan will not close. Not being thorough upfront can cause a lot of heartache and frustration for all parties involved in the transaction. So by doing my due diligence and clearly communicating to everyone makes it an enjoyable experience for all as buying a home should be.” Bill began his journey in the mortgage industry almost directly out of high school, when his dreams of being a chef were supplanted by his almost immediate success in the loan business. “I was going to school to be a chef,” he says, “and my cousin was working as a telemarketer for a mortgage company. She begged and pleaded for me to join her, so I started working

part-time doing telemarketing. Never in my wildest dreams would I have imagined working in the mortgage industry, but after a while I found I had a passion for talking to people and seeing the benefit that could be created by helping people refinance. Within a few months, the company asked if I would renounce being a chef and start doing mortgages full-time. So at the age of 19, I took a leap of faith and haven’t looked back since.” His leap of faith has paid off handsomely, and Bill has been helping his many thousands of satisfied clients purchase and refinance homes since 1999. Despite his stellar success, what Bill enjoys most about his job has less to do with the dollar and more with the personal side of the business. “The best part of what I do,” he says, “is seeing kids, parents, newlyweds, etc. at a closing table being so happy, and knowing I helped give them joy. It’s also rewarding to see somebody who has waited all their lives to buy a home, and seeing dreams come true for those people.” He also takes pleasure in the benefit he provides those who are refinancing. “When you can save someone money, and know they pay for their monthly medications, or can afford to have that second child, or just put them in a better position in life, it makes all the hard work and stress of this industry worth it.” When he’s not working, Bill is actively involved in multiple charities, including Habitat for Humanity. His primary love, however, is spending time with his wife Katie, his four-yearold twins Alec and Averie, and his nine-year-old daughter, Mackenzie. Looking to the future, Bill’s plan is to continue to grow his business. “This year I focused on building a strong team with some of the best, most knowledgeable people in the industry. More so than any year in the past. Now that I’ve got that foundation set and it’s extremely strong, I’m definitely looking forward to expanding even further and taking my business to the next level. In Fact we have recently added a Spanish division to our branch as that is very important to us to serve as many people as we are able to.”

For more information about Bill Boldenow, please call 612-387-4745 or email bill@workwithbillb.com Top Agent Magazine

From Chaos to Control By Barry Eisen

Below are 24 great ideas designed to give you back your time and life. Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more. 1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too. 8

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it. 3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be). • It will be important. Put it in its home (where it’s supposed to be). • It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar. First, keep track of the usual calendar events: birthdays, and appointments. Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars. 6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask. Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track. 8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it. 9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities. 11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity. 12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day. Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t 10

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already an agenda, propose talking points to squeeze more value out of the meeting. 13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find. 15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder. • Set rigorous anti-spam settings to block unwanted email from reaching your inbox. • Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file). 17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message. 18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type. Top Agent Magazine

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy. 20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles). 22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch. 23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 12

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MICHAEL NIELSEN Top Loan Officer Michael Nielsen of radius financial group, Inc. in Norwell, Massachusetts has only been in the lending business for a year and a half, but has already made his mark as someone who provides the very best in client service for his enormous roster of highly-grateful borrowers and realtor partners. Michael, who was formerly involved in residential real estate, found himself struggling during the legendary market crash of 2008. “I ended up jumping from sales job to sales job,” he says. “My wife was working at Radius, and I was going to a lot of their events and it eventually just pulled me in. I wanted to be a part of a positive re-build of the economy. Being from construction, and seeing that kind of diminish, I wanted to be a part of a positive footprint moving forward, and it felt like a natural fit.” The highly-reputable radius financial group is a direct lender that provides an extensive line of established lending programs, from industry standards to niche products, which meet a range of borrowing needs and circumstances, even for less-typical client profiles. Michael, whose primary referral sources are realtors and financial planners, believes he understands why his borrowers and realtors continue to work with him over and over. “My level of service and dedication to my clients plays a large part,” he says. “I truly believe that this is a service industry, and that everyone is going to have different rates in this commodities-driven industry, so at the end of the day it’s the service that sets me apart. I make sure I always exceed the expectations my clients set for me.” The gratitude his clients feel for him is best expressed from this testimonial on the Radius website: “Moving forward with Radius and working with Mike was the best decision I made. From our very first call, Mike was super-thorough in explaining the process and how we would work together. Mike’s knowledge and can-do approach made a huge difference throughout the process, he was also always available for questions or to provide explanations of anything I did not quite understand. Additionally, the system used to manage all uploading and tracking of personal information is beyond amazing – so user-friendly and helps make the proTop Agent Magazine

cess move much faster. Thank you Mike once again for such superb service.” Another factor in Michael’s rapid rise to the top of his profession is his ability to educate his clients and keep them informed during the often-convoluted loan process. “It’s about communication for me,” says Michael. “I communicate thoroughly to all parties during a transaction, whether it’s the buyer’s agent, the listing agent, or the borrower. I make sure that at the beginning expectations are set correctly and that when I’m speaking with my borrowers it’s very proactive to make sure they get to the closing table on time.” While the financial rewards of his job are not inconsiderable, it’s the more personal side of the business that Michael finds most enjoyable. “It’s the people that I enjoy most,” he says. “I’ll always be the most successful when I keep it focused and centered on every person involved in the transaction: the attorney, the contractors, the buyers, the sellers. Everyone’s got a story to tell and I really make sure to stay focused on that.” “I come from construction,” says Michael, “so I take a very measure twice, cut once approach when it comes to mortgages. My process up-front with clients is very consultative. My clients won’t be second-guessing the mortgage they’re getting at the closing table, and they’ll know all the ins and outs of everything they’re getting and they’ll feel very comfortable during that process.”

For more information about

MICHAEL NIELSEN, call 781-742 - 6500 ext. 208 or email MNielsen@radiusgrp.com Copyright Top Agent Magazine 13

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Things I Have Learned at the Gym by Barry Eisen

Within the macrocosm of life there are pockets of microcosms that reflect the bigger picture. Sometimes the bigger picture gets a little too fuzzy or ambiguous to grasp or be motivated by or to learn from. What we can learn from a moment’s contemplation of some of the more familiar areas of our lives can have value in figuring out the bigger picture.

with a positive anticipation allows the memory to work better and to perform at higher levels.

Gym: When someone is using a mirror for focus or to see their posture, have the courtesy to not walk in between them and the mirror and break the train of thought. Life: Like some of you, I have been a “gym When someone in the office is “on a rat” my entire life. Going to the gym roll” or a friend has created a great at least five days per week whether relationship, be supportive or at I’m in L.A. or out of town is simply least get out of the way and shut up. what I do. Here are some observations I’ve made. Even if you don’t exercise Gym: (What?!), see if these work for you: Use a towel to clean the bench after you have left your sweat on it. It’s Gym: your responsibility. Mental Preparation—Have a better Life: attitude before you begin and you will When you make a mistake, apologize. have a better workout. Endorphins It’s the right thing to do. make the miles go faster and the weights lighter. Gym: Life: Re-rack your weights when you are Mental Preparation—Going into a done with them. Don’t leave your selling presentation or a college test mess for someone else. Top Agent Magazine

Life: When you make a mess, clean it up. Why should someone else have to see or deal with it? It’s your job. Gym: Neuroscientists have discovered that when you focus on the muscle being used, there is an increase of 20%+ more circulation going to that muscle to grow and tone it. Life: When you stay on task (focus on that activity being done—not multitask) you get more done efficiently and need to apologize less. Gym: Keep the loud grunting sounds to a minimum. Life: Keep the loud grunting sounds to a minimum. 16

Gym: Spot the person who asks for help. That doesn’t mean lift the weight for them. It means let them exert themselves to their maximum and add your vocal and physical support to allow them to grow. Life: Show the way if you know it, but let the discovery, wonder and growth be experienced by the other-for everyone’s sake. Gym: Read the body language of the other person. Get a sense of whether he or she is moving quickly and is time constrained and less conversation would be appropriate. Be attentive to the whole picture. Life: Read the body language of the other Top Agent Magazine

“Pay your dues and get your money’s worth.” person. Because more communication is non-verbal than spoken, add your senses and instincts to see, hear and feel an experience or encounter. This is not to say make assumptions, but rather, to prompt you to ask a clarifying question if you find a difference between the words you hear and the message you feel. Gym: At the time you are experiencing the greatest muscle exhaustion, you are gaining the greatest results. Stay with it a little longer. You’ll lift and do more, easier, the next time. Life: When you’re frustrated and feel you are at the end of your patience or abilities, stick with it a little longer, look “outside the box” for other options. That’s where the greatest lifeskills are grown. You’ll handle things more easily without feeling the stress the next time. Gym: Vary your workout routine every 4-6 weeks by using barbells, dumbbells and machines to keep up mental interest and to develop greater Top Agent Magazine

strength by stimulating muscles from different angles. Set goals of accomplishment. Life: Plan to periodically learn something new, go someplace interesting or set goals that are bigger than your present abilities to create an interesting life and to force your own personal growth. Take a risk once in a while. Interesting people do interesting things and are generally more fun to be around. Gym: Pay your dues and get your money’s worth. Life: Show up, pay attention, take positive action every time. Gym: Take a shower! Life: Take a shower! Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 17

Beware the SNIOP! by Barry Eisen

Daily, Greg was growing more like I said, unfriendly, rude, eh! And excited about his upcoming, first did you see the Pope? Ha—I’ll bet all you could get was his postcard.” trip to Rome. Finishing up all the last minute Brimming with enthusiasm, Greg details, with just two days to his offered “Al, It was the best flight ever. flight, Greg headed to his barber, Al, Everyone was so accommodating. I was treated like family, and the people for a haircut. with whom I stayed showed me the Sharing his excitement with Al about sights as if I were royalty. Oh, and the upcoming trip, Greg bubbled when I got to the Vatican, not only did about staying with local people, I meet with the Pope, I had a private eating homemade, Italian food and audience. It was awesome and I’m so even having an audience with the grateful!” Pope. Al put down his scissors and started droning, “You know traveling Al, astounded to hear all this, asked is so hard these days, such a long “What did the Pope say to a nobody boring plane ride. Rome, of all places! like you?” “Well,” Greg replied, “as It’s hard to get around. They drive I bent forward to kiss his Holiness’ like crazy, the people are rude and the ring, he wanted to know one thing... streets…disgusting! The Pope? Ha! and asked me, ‘Who gave you such You’ll never get close to him.” Greg, a lousy haircut?’’ feeling a little deflated, left the shop. SNIOP After his trip, Greg popped into the barber shop. Al started digging in SNIOP is an acronym for a person immediately, “Well, didn’t I tell you who is: Susceptible to the Negative about the terrible flight? The people, Influences of Other People. 18

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Greg didn’t play that role in the anecdote above, but do you? More importantly, are you willing to discover the subtleties of when you are? And most significantly, if you are, are you willing to take back responsibility for directing your own play, hearing your own song, standing up for your own dreams, living your own best life? Being a SNIOP is not about being just influenced by others. We are and we ought to be. We don’t live in a vacuum and the fastest way to create Top Agent Magazine

success is to copy it. That means we want to not only allow influence, but to encourage ourselves to be impacted by the thinking and actions of those coaches, mentors and success models who’ve held high the bar of personal and professional excellence. The goal is to not be influenced by the negative and the limited. It’s about: 1. Bringing conscious choice as to whom we invite to impact us, and 2. Seeking direction and guidance from the best vs seeking approval and opinion of the many (or the “Any”). 19

Ask yourself in what ways your world view is colored and shaped by those around you? In what ways— dig deep here, look for the subtle, do you allow yourself to be impacted by the leaders who can advance you or the negative opinions of others that can limit you? • Do you use your inner voice with an “I know that,” to stop you from hearing those who have messages that can advance you? • Do you seek approval by others when the authority should be your own inner voice? The best way to predict the future is to create it. We create it by intentional focus on our consciously chosen VISION. I’ll bet you’ll agree that driving forward while only looking in the rear view mirror is a recipe for disaster. It’s no different whether we are in the driver’s seat of our car or the driver’s seat of our daily attitudes. We GO where we LOOK, so we want to guard where we look. Why put on the glasses of those who look to their world with negative attitudes and limited expectations, when we can immediately and consistently commit to playing with those going our way? Who are the people with whom you surround yourself? Who are your 20

coaches, teachers, friends, religious leaders, mentors, trainers and business associates? What do you choose to read, watch on TV, browse on the internet, and attend for entertainment? Who you watch and read are the pals with whom you’re hanging. Are you listening to: • Gossips on how to have good relationships? • The impoverished on how to make money or to invest it? • Couch potatoes on how to be healthy? • The mean-spirited about loving? • Failing students on how to study and succeed? There is an alternative and it’s a shortcut to success: 10 Points to CREATE Your BEST (and avoid being a SNIOP) 1. Surround yourself with successful supportive people in the arena of each goal. Listen well to those who listen well and hear constructive criticism. 2. Choose goals that make you stretch and grow in positive directions. 3. Model yourself in the mental, physical and emotional habits of those who are positive and successful. • Eat well, exercise with consistency. Top Agent Magazine

It’s all rehearsal for the life you live, by choice. You become what you think about. • Make time to relax and focus on positive thoughts and solutions. • Prioritize the highest good and long term payoff. • Share more smiles and laughs. 4. Put your goals on paper and review them daily. 5. Commit yourself to do what’s right, not what’s easy. 6. Value friendships with those who have good to say about others and value friendships. 7. Read worthwhile literature by people who have excelled where you want to go. 8. Develop a wealth mentality. It’s one thing to be broke, it’s quite another to be poor. With a wealthy mentality and no money in the bank, a person is broke but not poor for the riches of possibility and the willingness to do the work to create the change. 9. Be open to the inspiration of others. Better yet, be an inspiration to others. Don’t only avoid those SNIOPS, don’t be one. Top Agent Magazine

10. Make time daily to be still and reflect on your day. Celebrate those places where you fulfilled these steps. Celebrate your awareness of the moments when you didn’t. Re-create the negative moments when you either rained on others’ dreams or when you were a SNIOP. Imagine those scenes as if you behaved the way you’d consciously choose. Then Replay those the new way in your mind’s eye. It’s all rehearsal for the life you live, by choice. You become what you think about. Thank you for investing this time with me. And thank you for passing this to others who may benefit. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 21

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. 22

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.

Top Agent Magazine

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Top Agent Magazine