Pennsylvania 3-5-18 by Top Agent Magazine

PENNSYLVANIA EDITION

Are You a VALUE-ADDED AGENT? CONNECT BEYOND REAL ESTATE to Attract Future Clients Try vs. DO

FEATURED AGENTS

IAN HOOVER & ALEX DEACON

5 Morning Habits to MAKE YOUR DAY SUPER PRODUCTIVE

COVER STORY

LIRON KAHN GROSSMAN

PENNSYLVANIA EDITION

HOOVER & ALEX DEACON IANIAN HOOVER & ALEX DEACON

didHoover Ian Hoover and Deacon Alex Deacon understand How How did Ian and Alex understand that wit 17 7 become the experts in investment no business become the experts in investment prop- propno business,” Alex the Pittsburgh area? Ian Hoover with past Ia c erties erties in the in Pittsburgh area? Ian Hoover with past clients, had ahad career in sales that that via social a career in and salesrealized and realized viamedia, socialse m real estate wouldwould be a logical next step. emails, and mailand ou real estate be a logical next step. emails, “I was“Iinto and investing and I and I ipes, or ipes, smallor gifts. wasreal intoestate real estate and investing sm decided, ‘What‘What better better way toway advance my my decided, to advance careercareer than tothan go into I’m pasTo market residen to gosomething into something I’m pasTo market sionatesionate about?’” He wasHelicensed in 2010in 2010 Ian hireIanhigh about?’” was licensed hirequa h and, after meeting Alex Deacon his career tographers to take and, after meeting Alex Deacon his career tographers soon began to thrive. Alex became interproperties best fea LIRON KAHN GROSSMAN IAN HOOVER & ALEX DEACON soon began to thrive. Alex became interproperties ested in realinestate when awhen friend from work studying for staging each property to help potential ested real estate a friend fromwas work was studying for staging each property to help po his license. Alex has now been going strong in the business for sion actually living in the house. his license. Alex has now been going strong in the business for sion actually living in the They hous 23 years. Ian and Alex now co-own the brokerage Deacon & their clients and give them written recom 23 years. Ian and Alex now co-own the brokerage Deacon & their clients and give them writt CONTENTS Hoover Real Estate Advisors and together they dothey about best prepare the property for showings. Hoover Real Estate Advisors and together do $15 about $15 best prepare the property for sh millionmillion a year ainyear production. Their brokerage also currently has mendations for repairs and any needed in production. Their brokerage also currently has mendations for repairs and any dn eight real estate agents, and is on track produce an impressive that willthat help thehelp property to reallytoshin eight real estate YOU agents, andVALUE-ADDED is ontotrack to produce an19) impressive will the property re 4) ARE A TRY VS. DO $30 million in production this year. quick sale at the best possible price. $30 million in production this year. quick sale at the best possible pr AGENT?

22) 5 MORNING HABITS Ian and serve serve the greater Pittsburgh area including Alex and Ian’s clients about am Ian Alex and Alex the greater Pittsburgh area including Alex and Ian’srave clients ravetheabou 14) County CONNECT BEYOND TO MAKE DAYThey SUPER Allegheny County and parts Butler, BeaverBeaver and Washington ance YOUR they provide. appreciate they Allegheny andofparts of Butler, and Washington ance they provide. They appreci counties. A REAL staggering eighty eighty percent of theirofbusiness comes make a make decision. “If it’s not ho ESTATE TO ATTRACT PRODUCTIVE counties. A staggering percent their business comes a decision. “If the it’s right not the from repeat and referral clients.clients. “We deal lot ofa inveslooking.looking. If we have go see CLIENTS from FUTURE repeat and referral “Wewith deala with lot of invesIf weto have to 50 go house see 5 tors,” Ian says. “Our investors continue to come back and buy see 50 houses,” Ian says with a smile. A tors,” Ian says. “Our investors continue to come back and buy see 50 houses,” Ian says with a more and on top of that they refer us to their friends who are interacting with their clients and they e more and on top of that they refer us to their friends who are interacting with their clients and looking to get into investing as well.” What keep their clients relationships often develop into friend looking to get into investing as well.” What keep their clients relationships often develop int coming back at such a high rate? “We are knowledgeable, we enjoy the negotiating process. coming back at such a high rate? “We are knowledgeable, we enjoy the negotiating process. are experienced we have a| knack for finding good deals, Phone and 888-461-3930 Fax 310-751-7068 are experienced and we have a knack for finding good deals, Alex and Ian invest in properties through especiallymag@topagentmagazine.com on the investment side of the business,” Ian says. He www.topagentmagazine.com Alex and Ian invest in properties especially on the investment side of |the business,” Ian says. He and Alex No pride themselves on being the rare brokers who have they receive great satisfaction in renovati portion of this themselves issue may be reproduced in anythe manner consent ofthey the publisher. Topgreat Agent satisfaction in receive and Alex pride on being rarewhatsoever brokerswithout whoprior have a deep understanding of investment real estate. long as weare taken andto ensure making them beautiful. Magazine is published by Feature Publications GA, Inc. “As Although precautions the accuracy of published This ultima and bymaking a deep understanding of cannot investment real estate. “As expressed long asorwe materials, Top Agent Magazine be held responsible for opinions facts supplied its authors.them beautiful. Thi and revitalize neighborhoods. They als sell people good properties, they continue to come back and Topeople subscribe good or change address, send inquiry to mag@topagentmagazine.com. and revitalize neighborhoods. T sell properties, they continue to come back and and parades and are dedicated to impr buy more,” he says. Published in theIan U.S. and Alex are both known as being fair and In parades dedicated buy more,” hefor says. Ian and Alexcalm are both known every as being fair tiple ways. Alex’sand freeare time he enjo and reasonable and always staying throughout tiple ways. In Alex’s free time and reasonable and for always staying calm throughout every guitar, camping and riding ATVs. In Ian transaction. transaction. guitar, camping and riding ATV time with his wife, 2 Top two Agentchildren, Magazine and hi time with his wife, twoonchildren When it comes to residential business, Ian and Alex are conto go home and see the smiles my ki When it comes to residential business, Ian and Alex are conto go home and see the smiles o

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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LIRON KAHN GROSSMAN

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Specializing in marketing, sales, property management, construction management, market research and negotiation, Liron Kahn Grossman is one of the most sought-after and respected Realtors currently working in the City of Brotherly Love.

LIRON KAHN GROSSMAN Top Agent Liron Kahn Grossman is a true entrepreneur: as the owner of five highly-successful real estate-related businesses, he is truly working at the top of his game. Specializing in marketing, sales, property management, construction management, market research and negotiation, Liron is one of the most sought-after and respected Realtors currently working in the City of Brotherly Love. Liron, who graduated at the top of his class with a BA in Business Management, began his business experience right after finishing college. Building and selling a few successful companies, he started his Real Estate journey 8Copyright Top Agent Magazine

in 2014. “I started my real estate career by opening one of my first real estate companies, called HorizonLook LLC, which I started with another investor. A year after that, I decided to get my own salesperson license so I can serve my clients better.” Since then, Liron has added four additional highly-successful companies to his roster: Grossman Group LLC, Victory Real Estate LLC, Grossman Holdings LLC, and Toffee LLC. He has also recently obtained his real estate broker’s license. Providing top-drawer client service is a hallmark of Liron’s approach with his real estate activities. With almost 75% of his business based on repeat clients and referrals from satisfied customers, he is clearly doing something right. When asked to account for this level of client loyalty, Liron replies, “I really care about my clients. I discourage them from Top Agent Magazine

buying more frequently than I encourage them. It’s about building relationships, not earning another commission. “I’ve canceled deals that I didn’t think were good for my clients. I’m very, very honest with my clients and I’m always trying to find them the best deals possible.” Liron is recognized in the real estate industry for his sharp, incisive business acumen and the highly ethical standards to which he adheres. Whether his clients are domestic or international, they rely on Liron for expert guidance through the often-treacherous process of buying, selling, investing or renovating. Keeping his clients educated is of paramount importance to Liron. “I really Top Agent Magazine

like to provide up-to-date information to my clients,” he explains. “I think this is the most important part of being an agent. I get information from behind the scenes that I can use to assist my clients.” Liron’s negotiation skills are also highly impressive. “I’m pretty aggressive in negotiations,” he says. “One Copyright Top Agent Magazine Copyright 10

of my biggest achievements was reducing to $95,000 below asking price for one of my clients. That’s the kind of thing they remember.” A Premier Agent on Zillow, Liron can boast of dozens of glowing reviews on that site, all of which paint a picture of him as someone who Top Agent Magazine

can be depended on to make the often-convoluted buying or selling process go smoothly. Reads one glowing testimonial: “Liron went above and beyond to make sure my home purchase was smooth and perfect. As a first-time homebuyer and single female, there was a lot about the process I didn’t know and he walked Top Agent Magazine

me through the process explaining every detail. He was patient, thorough and had extensive knowledge about the purchase process and the Philadelphia real estate market.” The enthusiasm with which Liron approaches his job is authentic. “I’m in love with what I Copyright Top Agent Magazine 11

do,” he says. “I do a lot of things in real estate, from renovations to staging, to flips, to wholesale, to dealing with investors and first-time home buyers and sellers. It varies every day. Almost every day I’m doing something a little bit different. It’s always interesting.” As for the future, it seems little can stop this dynamo. “I always believe in developing, and

increasing my businesses’ activities, as well as the services we can provide to our clientele. I believe that if I’m doing something good enough – clients will always ask for more services so I’m planning to set up even a few more companies in the near future, including my own title company and mortgage company, because I’d really like to have the ability to offer my clients everything under one roof.”

For more information about

LIRON KAHN GROSSMAN, please call 215 - 519 - 9991 or email info@grossmangroupllc.com

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Marc Blatstein is proud to congratulate

Liron Kahn Grossman

on being featured for the state of Pennsylvania in Top Agent Magazine!

E Mortgage Management, LLC 1155 Business Center Drive, Suite 220, Horsham, PA 19044 Top Agent Magazine

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 14

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 â&#x20AC;&#x201C; 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 didnâ&#x20AC;&#x2122;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 16

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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IAN HOOVER & ALEX DEACON How did Ian Hoover and Alex Deacon become the experts in investment properties in the Pittsburgh area? Ian Hoover had a career in sales and realized that real estate would be a logical next step. “I was into real estate and investing and I decided, ‘What better way to advance my career than to go into something I’m passionate about?’” He was licensed in 2010 and, after meeting Alex Deacon his career soon began to thrive. Alex became interested in real estate when a friend from work was studying for his license. Alex has now been going strong in the business for 23 years. Ian and Alex now co-own the brokerage Deacon & Hoover Real Estate Advisors and together they do about $15 million a year in production. Their brokerage also currently has eight real estate agents, and is on track to produce an impressive $30 million in production this year. Ian and Alex serve the greater Pittsburgh area including Allegheny County and parts of Butler, Beaver and Washington counties. A staggering eighty percent of their business comes from repeat and referral clients. “We deal with a lot of investors,” Ian says. “Our investors continue to come back and buy more and on top of that they refer us to their friends who are looking to get into investing as well.” What keep their clients coming back at such a high rate? “We are knowledgeable, we are experienced and we have a knack for finding good deals, especially on the investment side of the business,” Ian says. He and Alex pride themselves on being the rare brokers who have a deep understanding of investment real estate. “As long as we sell people good properties, they continue to come back and buy more,” he says. Ian and Alex are both known as being fair and reasonable and for always staying calm throughout every transaction. When it comes to residential business, Ian and Alex are constantly available to their clients, have great communication and constantly update their clients throughout the process. “If a client calls, we drop everything and attend to their needs. We

understand that without the client, there is no business,” Alex says. To keep in touch with past clients, Ian and Alex touch base via social media, send informative, helpful emails, and mail out Christmas cards, recipes, or small gifts. To market residential listings, Alex and Ian hire high quality professional photographers to take photos highlighting the properties best features. They believe in staging each property to help potential buyers be able to envision actually living in the house. They tour the property with their clients and give them written recommendations on how to best prepare the property for showings. They also give recommendations for repairs and any needed decluttering, or cleaning that will help the property to really shine. The result is often a quick sale at the best possible price. Alex and Ian’s clients rave about the amazing service and guidance they provide. They appreciate they never feel pressured to make a decision. “If it’s not the right house for them, we keep looking. If we have to go see 50 houses, then we have to go see 50 houses,” Ian says with a smile. Alex and Ian both love interacting with their clients and they enjoy the fact that those relationships often develop into friendships. They both also enjoy the negotiating process. Alex and Ian invest in properties throughout the community and they receive great satisfaction in renovating previous “eyesores” and making them beautiful. This ultimately helps to transform and revitalize neighborhoods. They also sponsor local events and parades and are dedicated to improving the area in multiple ways. In Alex’s free time he enjoys golfing, playing the guitar, camping and riding ATVs. In Ian’s free time, he spends time with his wife, two children, and his friends. “I can’t wait to go home and see the smiles on my kids’ faces,” he says. For the future, Ian and Alex want to help support their agents and improve the industry as a whole. With their incredible skills and expertise, they’re sure to make those goals a reality!

To find out more about Ian Hoover, contact him via email at ian@ianhoover.com or by phone at 724 - 492 - 8312. You can also check him out online at IanHoover.com. www.

To find out more about Alex Deacon, contact him via email at alex@alexdeacon.com or visit his website AlexDeacon.com. www.

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Try vs Do By Barry Eisen

“Do or do not. There is no try.” – Yoda (1977) The day is done. It seems you’ve done a million things. Everything went well. You had loads of energy and you’re stoked. Clients listened to you and acknowledged the clarity and wisdom of your suggestions. Your kids paid attention. Even the dog obeyed. Great feelings! Dawns a new day... You wake up groggy, you become a magnet for clients’ frustrations, you feel invisible, the dog spits up on the thick white rug, an associate points out a huge stain on your shirt, a selling appointment cancels and it’s not even 10:00 AM. Know what you are? Normal. Look around and you will find a lot of normal. Stuff happens to us all. To some, who seem to attract more stuff than the rest (something to be said about selffulfilling prophecies) the distractions feel overwhelming and continuous. Some try their best to turn the tide. Trying doesn’t work. Doing does. Effort is appreciated, but accomplishment creates the lifestyle and is a lot more satisfying. Top Agent Magazine

We use the word often and teach our kids to try hard. Think of what the concept of “trying” implies. We are telling ourselves to make the effort. But how often do we confuse effort and activity with accomplishment? Is it not our egos protecting ourselves from the perceived agony of failure by saying...you don’t have to do what it takes, just appreciate the effort. It’s kinda like the controversy raging on today about all kids getting trophies for participating in a competition, even if they came in last place. Maybe rewards for the little ones keep them engaged, but the reality of life for most adults is about accomplishing, not efforting.

Some try their best to turn the tide. One of the surest ways to become a victim is to try. Trying doesn’t When we commit to trying something and fall short work. Doing oftoadosuccess, we can always claim “ I tried.” Even in failure does. we can claim victory as we achieved what we committed to... I tried! Be careful of the words you use as they become converted into action. As in sports, good effort is appreciated, but the ones who want it more generally prevail. They call it Scoreboard.

The “doer” is the person who takes the bigger risk of making the extra effort. Without the risk to continue and create a victory, you create “normal.” It’s safe but unsatisfying. And worse yet, this settling for the lazy way out develops into whining, excuse making, low energy, irritability and much more. Do what’s right, not what’s easy. The best of your intentions won’t create a better relationship, clean up the planet or make you more money. 20

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7 DO’s to make a difference:

1 2

Leave every part of your day with a positive accomplishment (even a small one).

In every endeavor, act AS IF you were already successful and capable. Show yourself what you CAN DO.

Do what’s right, not what’s easy.

Read or listen to positive books or recordings at least 30 minutes each day-spend as much time with personal development as you do growing your business. Look for and apply the lessons that feel right.

Write out your to-do list every night before you go to sleep, whether you feel like it or not and prioritize it. Let it guide you to better decisions during your day.

Create a Value Added mindset that allows you to under promise and over deliver. That unexpected extra personal touch, that personalized attention, that piece of humanity, the extra door you knock, the thank you, please, your welcome can put you over the top. It is usually the little things that make a difference.

Develop strong enough “whys” and the “hows” answer themselves. Dig deeper than just an amount of money. Money doesn’t motivate. Figure out what moves you and your focus will become laser-like.

Follow through and do it not because you “have to,” but because you “get to.” Play, have fun, lighten up and shine. 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 Copyright©, 2016 Barry Eisen. All rights reserved. 818-769-4300

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 22

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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