ONTARIO 10-17-22

ONTARIO EDITION

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THINGS THE BEST LEADERS NEVER SAY

EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE TIPS ON BREAKING INTO THE LUXURY MARKET

FEATURED AGENTS

JAY LESKY TANYA EVOY

CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS COVER STORY

ALANNA LOEBACH

ONTARIO EDITION

JAY LESKY TANYA EVOY

platform Evoy grew y Lesky hasTanya personally amplify a20home’s curb asa 7 up in a military family 16 buyersbring are. which estate for over 20 meant years.frequent relocation growing and back. He also ings with th up. That experience created an interest in o working with different to make home improvem networks an real estate by showing her the flaws in the d end up doing most ofa mentor suggested she give Jay’s brokeragehasisrecently know system.

When leg work duereal toestate the spetomized closingRE/MAX gifts forP a try, she saw it as an opportuFam make a difference. After five years d. Eventually,nity hetorealized buyers, which Hall areofuniq Chairman’s working as a solo agent, today Tanya leads t only do a better job for that are different every a team five with plans to continue expando, but help others navialways puts theWhat blueTanya rib ALANNA LOEBACH JAY She LESKY TANYA EVOY ing the team in the near future. enjoys g and selling.

“Once my 90% repeat and referral door to let everyone real estatekn i a well-deserved andhas share what she’s rate after 12 years in the business serving the Ottawa p and I was comfortable, resident moved in. newer agents to help th a quest to improve and grow lp others,” heValley says.market.

EightAlways on CONTENTS when they initially com as an agent, Tanya recently completed the Luxury ounded Pay Home It Forward Each month, Jay’s em Marketing Specialist Certification and received the real-world experien 4) CONNECT BEYOND 18) TIPS ON BREAKING nered with Jake Eivers to turn team Home charities a portion of theirc created a 12-week Guild Recognition for aLuxury Sales. to donatehas REAL ESTATE TO INTO THE . Today,ATTRACT they oversee Pay It Forward choosing organizations that to have speci and plans expand th FUTURE CLIENTS LUXURY MARKET continues to grow prides herself on being extremely thorough mbining theirTanya knowledge and experithem. For example,team they have support whether it’s for her clie in her process andISbelieves that her clients value her THE 22) 9Bank, THINGS headache14) outEVERY of the PLAYER real estate process. Food a local dog rescue and depth ofHOW knowledge and years of experience.

As a in their personal and p VALUABLE: TO BOOST BEST LEADERS cancer and diabetes.

Sometimes Tanya’s devotion to exc advisor, clients can count breast onNEVER Tanya to solve YOURtrusted TEAM'S MORALE SAY teen employees whothey together cover getMaking involved in helping out with fund problems don’t even know exist! the proAs someone cess main as smooth and stress-free helps to give dius from their trading area ofas possible drives.

“Pay It Forward Realtywho notsees onl of small business, Tan clients afocuses positive experience when within making our majorown life walls io. He personally on Brantand with our cl Phone 310-734-1440 | Fax decisions.

Tanya and310-734-1440 her team nurture these relation- al local organizations. olk, Brantmag@topagentmagazine.com and Haldimand, but some the community,” hefundraiser says. to support In www.topagentmagazine.com ships by staying in touch |with past clients in a variety No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine ver Cambridge, Kitchener, Waterloo, of ways - from phone calls and small gifts to hosting provides a safe haven is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Magazine be held responsible fornetworking opinions expressed or facts supplied by its also authors. urlington.Agent “We arecannot Brantford’s biggest On average, Jay closes around ing violence.

The100 team client appreciation and events.

They To subscribe or change address, send inquiry to mag@topagentmagazine.com. to Children’s M through always in the U.S. contests rage and Published are sponsor known for having thesocial ar- media year.

Withbalanca strongprofits network of lende the behind area children’s ing hard work with a fun and socialdustry team culture. professionals,” he says.

“If someone professionals him, hosp he supporter of Pivotal He comes theandstress the real estate pro 2 to us, we can put them in touch Top Agent Magazine to mental health Marketing is a key to the team’sduce success their ofaccess vice providers like plumbers, electritectingthey’re both their and sellers. ing, Tanya loves to spen 30-point marketing plan is something al- buyers https://

To learn more about Alanna, call 519-381-3873, email alanna@336exit.com or visit her website: exitrealty.com/agent/Alanna/Loebach/256094

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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

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

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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ALANNA LOEBACH

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Top Agent Alanna Loebach works solo at Exit Realty Twin Bridges, working closely with several other agents and a network of top industry veterans serving a geographic area in and around her hometown of Sarnia, Ontario.

With demonstrated success that already has her earning repeat and referral business, you’d never know that Alanna just got started in real estate last year. She had a sales background when the pandemic hit and she started thinking about pursuing other opportunities. After talking through the idea with a broker friend, it seemed like the perfect time to enroll in a licensing course and become a real estate agent.

Today, Alanna is excited to be building a new career that she feels has unlimited growth potential with no glass ceilings impeding her success.

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Alanna serves a geographic area in and around Sarnia, Ontario. Sarnia is the largest city on Lake Huron, located just across the St. Clair River from Port Huron, Michigan. Historically a hub for the petro chemical industry, Sarnia is poised for economic growth in new sectors such as clean energy.

With reasonable housing prices and a beautiful location on the Great Lakes, Sarnia is a desirable place to

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live and work making it a smart place to invest in real estate.

While Alanna is technically a solo agent at Exit Realty Twin Bridges, she works closely with several other agents and a network of top industry veterans. She credits the guidance of experienced agents with helping her to launch her business and gain traction in a new field so quickly.

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Alanna closed 13 transactions in her first year, totaling over 5.3 million in property value, and currently has five active listings. She hopes to grow that number to 25 closings per year in the next two years.

Alanna closed 13 transactions in her first year, totaling over 5.3 million in property value, and currently has five active listings. She hopes to grow that number to 25 closings per year in the next two years by getting her name out there and continuing to grow her client base.

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Working as an agent allows Alanna the freedom to balance work and family life. When she’s not working, she loves to spend quality time with her family including her two children, a daughter who is a university student and a son who’s ten. With so much water to play in, the family often spends the day Top Agent Magazine

boating on the river. An avid fan of baseball, Alanna also plays on an area softball league.

Alanna is active in the local community of Sarnia. She has been involved with the Chamber of Commerce, Humane Society and local parades and festivals as well as collection drives for food banks and a local social services

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organization called the Inn of the Good Shepherd. Participating in community outreach like last year’s Christmas caroling visits to clients who couldn’t get out and about during the holidays is another way that Alanna gives back to her community. Alanna enjoys helping others as well as showing appreciation to those who have helped her to get where she is today.

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To learn more about Alanna, call 519-381-3873, email alanna@336exit.com or visit her website: exitrealty.com/agent/Alanna/Loebach/256094

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at 14

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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JAY LESKY REALTOR® Jay Lesky has personally invested in real estate for over 20 years.

When it came to working with different agents, he would end up doing most of the research and leg work due to the specific goals he had. Eventually, he realized that he could not only do a better job for his own portfolio, but help others navigate home buying and selling. “Once my portfolio filled up and I was comfortable, it was time to help others,” he says. Eight years ago, he founded Pay It Forward Realty and partnered with Jake Eivers to turn a team into a brokerage. Today, they oversee Pay It Forward Realty Inc., combining their knowledge and experience to take the headache out of the real estate process.

Jay manages fifteen employees who together cover the half-hour radius from their main trading area of Brantford, Ontario. He personally focuses on Brantford, Paris, Norfolk, Brant and Haldimand, but some of his agents cover Cambridge, Kitchener, Waterloo, Hamilton, and Burlington. “We are Brantford’s biggest hometown brokerage and are known for having the area’s most-trusted professionals,” he says. “If someone not from the area comes to us, we can put them in touch with industry service providers like plumbers, electricians, contractors, etc.” As the only brokerage of its kind in the area, the team works together to help clients achieve their real estate goals. “You’re not just getting one agent, you’re getting all of us,” says Jay. “A team will outperform any single agent.”

Clients come to Jay through a referral program because of the special experience he provides, from the moment they look at a listing to the closing table. He owns both an in-house staging team and a landscaping company and utilizes these unique services to

amplify a home’s curb appeal from front and back. He also brings in contractors to make home improvements as needed.

Jay’s brokerage is known for their customized closing gifts for first-time homebuyers, which are unique experiences that are different every time. His team always puts the blue ribbon on the front door to let everyone know that a new resident has moved in.

Each month, Jay’s employees select charities to donate a portion of their income to, often choosing organizations that have special significance to them. For example, they have supported the Brantford Food Bank, a local dog rescue and non-profits for breast cancer and diabetes. Sometimes, even his clients get involved in helping out with fundraisers and food drives. “Pay It Forward Realty not only pays it forward within our own walls and with our clients, but also in the community,” he says.

On average, Jay closes around 100 transactions per year. With a strong network of lenders and other industry professionals behind him, he and his team reduce the stress of the real estate process while protecting both their buyers and sellers. Even with rising interest rates and everything happening right now, he makes sure that clients are prepared and secure in their decisions. “We are paving a different form of real estate where we provide the most services to ultimately net more money in our clients’ pockets.”

It is very important to Jay to provide mentorship to newer agents so that they too can reach their potential in real estate. “We lift each other up and empower one another in the brokerage through training for all the agents. We are not only growing as a team, but individually as better, stronger agents.”

To learn more about Jay Lesky, call 519-861-9867, email jay@payitforwardrealty.ca or visit payitforwardrealty.ca www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 18

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively Top Agent Magazine

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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TANYA EVOY Tanya Evoy grew up in a military family which meant frequent relocation growing up. That experience created an interest in real estate by showing her the flaws in the system. When a mentor suggested she give real estate a try, she saw it as an opportunity to make a difference. After five years working as a solo agent, today Tanya leads a team five with plans to continue expanding the team in the near future. She enjoys a well-deserved 90% repeat and referral rate after 12 years in the business serving the Ottawa Valley market. Always on a quest to improve and grow as an agent, Tanya recently completed the Luxury Home Marketing Specialist Certification and received Guild Recognition for Luxury Home Sales.

Tanya prides herself on being extremely thorough in her process and believes that her clients value her depth of knowledge and years of experience. As a trusted advisor, clients can count on Tanya to solve problems they don’t even know exist! Making the process as smooth and stress-free as possible helps to give clients a positive experience when making major life decisions. Tanya and her team nurture these relationships by staying in touch with past clients in a variety of ways - from phone calls and small gifts to hosting client appreciation and networking events. They also sponsor contests through social media always balancing hard work with a fun and social team culture.

Marketing is a key to the team’s success and their 30-point marketing plan is something they’re always refining as technology and the market shift and change. Today, social media is a primary marketing

platform as Tanya says that’s where the buyers are. The team also shares new listings with their professional and personal networks and press contacts. Their tenacity has recently earned Tanya and her team the RE/MAX Platinum Sales award, RE/MAX Hall of Fame award and RE/MAX Team Chairman’s award.

What Tanya loves most about working in real estate is the opportunity to give back and share what she’s learned. She actively mentors newer agents to help them bridge the knowledge gap when they initially complete their education but lack the real-world experience that comes with time. Tanya has created a 12-week course for new hires on her team and plans to expand this area of her business as the team continues to grow. Creating the best experience, whether it’s for her clients or supporting other agents in their personal and professional growth are keys to Tanya’s devotion to excellence in service.

As someone who sees community as the cornerstone of small business, Tanya is actively involved several local organizations. Her team sponsors an annual fundraiser to support Interval House a non-profit that provides a safe haven for women and children fleeing violence. The team also donates a percentage of profits to Children’s Miracle Network in support of the area children’s hospital. Tanya is also a passionate supporter of Pivotal Help which focusing on providing access to mental health services. When she’s not working, Tanya loves to spend time with friends and family and relax at their lake cottage. She also enjoys yoga, meditation, reading and writing.

To learn more about Tanya call 613.285.4214, email tanya@evoyrealestate.ca, or visit her website: Evoyrealestate.ca.

Tanya is also active on social media.

Visit on Facebook: Facebook.com/EvoyRealEstateTeam or Instagram: instagram.com/tanyaevoy www.

www.

www.

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Laughs!

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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