Property Manager 3-19-17

PROPERTY MANAGER EDITION

9 THINGS THE BEST LEADERS Never Say HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS and for Your Clients?

WOULD YOU LIKE FRIES with That?

FEATURED PROPERTY MANAGERS:

JACK CORDER JENNIFER MORAWSKI

COVER STORY

MARK A. HALL

PROPERTY MANAGER EDITION

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MARK A. HALL MARK A. HALL

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JACK CORDER

CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE

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JENNIFE

Having earned h back in 1999, already knew when she trans management in an economic dow what it took to housing market JENNIFER MORAWSKI nation, results-d client satisfaction. Today, five years after endeavor, Ventures Property Management, have found success serving the northwest managing almost 100 residential and comm

At VenturesYOU PropertyLIKE Management, Jennife 18) WOULD full-service approach to property managem FRIES WITH THAT? advertising, securing a tenant and fielding ap

inspections and overseeing maintenance, col any necessary evictions, licensing, and beyo 22) 9 THINGS THE manage custom tenantBEST and owner online po 13) DO YOU ADD accessNEVER to resources SAY and communication. Boa LEADERS range of duties, Ventures Property Managem CONSISTENT VALUE sight, tailoring their services to the particula FOR YOUR BUSINESS Likewise, their robust rate of repeat and ref the team’s commitment to exceeding tenan AND FOR YOUR CLIENTS? tions, in turn keeping business booming. Je promise of forthright communication as o tenets of their work. “Communication is k “We always keep owners and tenants inform Phone 888-461-3930 | Fax 310-751-7068 in our communication. A lot of what we do mag@topagentmagazine.com | www.topagentmagazine.com tionships and demonstrating availability and No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent we serve. Whether working on behalf of a t Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published make sure to give each the personal attentio materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. why we know our clients on a first name ba Published in the U.S. confidence that we are always here to pick u 2

Having fostered a passion for real estate Top Agent Magazine years, Jennifer has built a wealth of acq ularly in regards to the northwest suburbs

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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MARK A. HALL 7

MARK A. HALL Serving investors, buyers and sellers across the Las Vegas Valley, Mark Hall blends contemporary marketing techniques with good-oldfashioned customer service while focusing strictly on single-family residential properties.

It’s fair to say that Mark Hall has more than a little bit of experience in all facets of residential real estate. After all, he earned his real estate license in 1978, working as a listing and selling agent before “cutting his teeth” in property management in the 1980s. “I was a broker in the Dallas/Fort Worth area, where I managed about 75 properties,” he says, adding that he formed his own company before moving to Nevada in 1998. Once in Nevada, he earned his broker’s license and initially listed and sold residential real estate. But when the financial and real estate markets soured, Mark’s depth and breadth of prop8 Copyright Top Agent Magazine

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erty management experience served him well.

“Loans were difficult to get; more and more people needed to rent,” he says. “Investors were lured by lower prices and they needed property managers.” In 2008, Mark opened Southwestern Management And Realty Team (SMART).

Serving investors, buyers and sellers across the Las Vegas Valley, Mark blends contemporary marketing techniques with good-old-fashioned customer service while focusing strictly on single-family residential properties. Given this niche, Mark and his team provide unparalleled service to property owners. “We actually answer our phones with live people, full-time Monday through Friday!” he says with a laugh. “We also Top Agent Magazine

adhere to reliable systems, sending property owners their distributions on the same day every month and following established patterns for dealing with tenants; we don’t let things slide,” he says. While the team recognizes that they work for the owners, not the tenants, SMART treats tenants fairly, giving the benefit of the doubt as much as possible. “But our primary goal is protecting the owners’ financial interests and taking good care of their properties.”

Southwestern Management And Realty Team’s “soup to nuts” services include more than advertising rentals, screening tenants, collecting payments, managing maintenance and repairs and managing the funds for owners and tenants.

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“We’ve developed a number of marketing strategies, including incentive programs that are very helpful getting houses rented.”

“We go above and beyond,” says Mark, explaining that while some management companies post vague information with a single photo, he treats rental advertisements as if they were real estate sales listings. “We include up to 35 good photos with detailed descriptions, making the property as appealing as possible,” he says. “We’ve developed a number of marketing strategies, including incentive programs that are very helpful getting 10Copyright Top Agent Magazine

houses rented.” They generally maintain 97-98% occupancy of their approximately 300 properties.

Other marketing techniques include networking with REALTORS® and nurturing relationships that benefit property owners, agents, tenants and Mark’s business. “We pay agents a referral fee of $300 or a quarter of the first month’s rent, whichever is greater,” says Mark, adding that they also Top Agent Magazine

ensure an agent remains the agent-of-record for each property. The agent’s name and contact information appears on the property owner’s monthly statement, asking them to remember their agent when they’re ready to buy or sell.

Other communication tools include two online portals – one for owners and one for tenants – for viewing weekly updates on anything happening with a unit. “It’s a very important link for our owners, many of whom live out of state or out of the country.” Monthly newsletters to owners and tenants keep everyone abreast of updates in the community or changes in the market. “We’ve also hired a company that assists us with social media marketing and we’ve revamped our website with a look and feel that reflects our professionalism.”

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All these enhanced business practices are fueling the growth of Mark’s business; his goal is to increase the listings and sales side by hiring more agents and simultaneously expanding the management side to 500-600 properties.

“This market is shifting and becoming more viable,” he says, adding that he and his wife Cindi are active locally in supporting important causes. Mark, for instance, sponsors two missionaries while they build churches and work with underprivileged children in the Dominican Republic. His wife, because of her love for animals, is an avid supporter of the local SPCA. “We may want to retire at some point,” he says. But for now, business is solid and life is good.

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To learn more about MARK HALL, visit managevegas.com, email mark.hall@managevegas.com or call 702.750.9725, Ext 223 www.

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Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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JACK CORDER You really couldn’t find someone with a more diverse real estate background than Jack Corder. After earning a Bachelor’s of Business degree from New Mexico State University with a Real Estate Major and a Finance Minor, Jack got started in real estate sales in 1976.

He got his Broker’s license in in 1984, and after an award winning career with Century 21, he started his own successful company in 1988. A multi-million dollar producer, Jack eventually made his mark in commercial real estate with Coldwell Banker, before trying his hand at property management, when he took on managing one of the largest, Manufactured home communities in New Mexico with great success.

In 2014, when he had the opportunity to open his own property management company, he jumped at the chance. Jack founded Corder & Company and they have quickly become one of the fastest growing property management companies in the state. Serving the Albuquerque metro area, they’ve experienced remarkable growth in just a few short years, and show no signs of slowing down. Jack credits their ability to be a full-service company that customizes service to the clients’ needs as being a key to their success.

“We do everything our clients need, from accounting, to leasing to maintenance, you name it. We take care of a property as if it was our own. We’re especially big on preventative maintenance, doing semi-annual inspections in order to ensure we take care of potential problems before they become a more major repair, which saves our client’s money and headaches.

I believe the service we offer goes above what you

might normally get from a property management company.”

Jack is a member of member of the National Association of Residential Property Managers® which is another way he shows his dedication to going above and beyond for his clients. “Not only does this organization provide educational opportunities, that help me stay on the cutting edge, but it also has a strict code of ethics that I absolutely subscribe to. I believe our business is all about serving our owners and our tenants. It’s my job to protect the investment of my clients and to keep the tenants happy. I don’t want either to worry about anything. I want them to know I have things taken care of.”

Corder & Company does have an active presence on the internet and on social media. Their clients all have access to owner portals on their websites, allowing them 24/7 access to anything they need to know about their properties.

Jack is actively involved in his community through his church, and he enjoys playing golf and spending time with his grandkids. He and his wife are also avid travelers and are planning on revisiting Scotland for their 40th Anniversary next year.

Jack’s challenge is to continue to see his company grow and he couldn’t be more thrilled with the remarkable success he has already achieved. “I really love this business. I love the customer interaction and working with people on a daily basis. Every day is different, and that keeps me excited to come to work every morning.”

To learn more about Jack Corder call 505-896-7700 email jack@corderandcompany.com or visit corderandcompany.com www.

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Would You Like Fries With That?

By John Boe

While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling.

Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.

Shortsighted salespeople are often quick to suggest that customers get irritated by attempts to cross-sell products and perceive cross-selling as an aggressive sales technique. Interestingly enough, consumer research indicates that the reverse is true. The majority of consumers surveyed actually preferred a full range of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. Top producing sales reps and progressive companies understand the power of crossselling and recognize it as a critical component for promoting both customer retention and revenue growth.

What is cross-selling? Cross-selling is nothing more than a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling and up selling are trust and convenience.

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Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling and up selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell and up sell, because when you go the extra mile and provide information about additional products to your customers, you are financially rewarded for helping them make a more informed buying decision.

The first exposure I had to cross-selling and up selling was as a teenager in high school working part-time at McDonalds during my summer vacation.

Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean, and always ask the customers if they would like some fries with their meal.

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A couple of years later while attending college, I took a part-time job selling shoes at the mall. I was paid an hourly wage to sell the shoes, but I received a commission whenever I sold any accessory items such as shoe polish, socks, or purses. This was my first taste of commission-based sales and I took to cross-selling and up selling like a duck to water. After I had sold a woman a pair of new shoes, I would routinely hand her a bottle of leather cleaner and a purse to match the shoes. As a college student, the extra money I was able to make from cross-selling and up selling additional products was like manna from heaven.

The best place to introduce your customer to the concept of cross-selling and up selling is during your initial needs analysis meeting. Unfortunately, many salespeople fail to take the time to conduct a thorough needs analysis and as a result, do not uncover potential products and services that would be of benefit to their customers. The key to effective cross-selling and up selling is all about guided self-discovery. Through a series of thought provoking, open-ended questions, successful sales reps help their customers identify the products and services that they require.

Developing a systematic approach to cross-selling and up selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, I challenge you to look for cross-selling and up selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell and up sell products actually do a disservice to their customers and leave the back door open to their competitors!

“The sad truth is that most salespeople forget to cross-sell their products and services. This is a big mistake, because cross-selling gives customers more options and is a good way for a sales rep to make additional income.”

– Don Roberts Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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JENNIFER MORAWSKI Having earned her real estate license back in 1999, Jennifer Morawski already knew the market firsthand when she transitioned into property management in 2007. On the heels of an economic downturn, Jennifer knew what it took to make a career in the housing market successful: determination, results-driven execution, and client satisfaction. Today, five years after establishing her own endeavor, Ventures Property Management, Jennifer and her team have found success serving the northwest suburbs of Chicago, managing almost 100 residential and commercial property units.

capable hands. Fluent in sign language, Jennifer is also uniquely equipped to assist the hearing impaired as clients.

At Ventures Property Management, Jennifer and her team offer a full-service approach to property management, including digital advertising, securing a tenant and fielding applications, conducting inspections and overseeing maintenance, collecting rent, managing any necessary evictions, licensing, and beyond. Additionally, they manage custom tenant and owner online portals to provide instant access to resources and communication. Boasting a comprehensive range of duties, Ventures Property Management offers 24/7 oversight, tailoring their services to the particular needs of each owner.

Likewise, their robust rate of repeat and referral clients exemplify the team’s commitment to exceeding tenant and owner expectations, in turn keeping business booming. Jennifer cites her team’s promise of forthright communication as one of the most prized tenets of their work. “Communication is key,” Jennifer recounts.

“We always keep owners and tenants informed and are transparent in our communication. A lot of what we do is about building relationships and demonstrating availability and commitment to those we serve. Whether working on behalf of a tenant or an owner, we make sure to give each the personal attention they deserve. That’s why we know our clients on a first name basis, and why they have confidence that we are always here to pick up their call.”

With eighteen hard-won years of experience in the real estate industry under her belt, along with almost a decade of exemplary service in the property management field, Jennifer’s consistent dedication to craft work has amounted to sustained success—with many more years of promise assuredly ahead.

Having fostered a passion for real estate for the past eighteen years, Jennifer has built a wealth of acquired insight, particularly in regards to the northwest suburbs expansive inventory and market. Passing along those sharpened instincts and knowledge, she and the team at Ventures Property Management elicit a high rate of retention from owners and clients. “I know who all of my clients are,” Jennifer reflects. “I understand their goals and remember the details of each of the properties we oversee.

Part of what we do is making sure our tenants and owners have a voice.” Another priority for Ventures Property Management lies in continuing professional education, where Jennifer stays up-todate on industry and regulatory developments in her field so that she is able to serve clients with comprehensiveness. Through her continued education efforts, Jennifer is adept at handling Section 8 housing and has even attended crime prevention seminars to ensure that each of the properties she’s responsible for is in good, Top Agent Magazine

Looking toward the future, Jennifer and her team have plans to continue Ventures Property Management’s upward trajectory, incorporating more residential and commercial properties while maintaining the superior standard of client care their network is loyal to. In terms of community involvements, Jennifer contributes her time to a variety of causes and commitments, from volunteering at the school where her two young children attend to contributing her efforts to causes benefitting the hearing impaired.

In her coveted free hours, Jennifer enjoys staying active through running, golfing, and spending quality time with her family.

To learn more about Jennifer Morawski and Ventures Property Management, visit venturesproperty.com, e-mail Jennifer@venturespropertymgt.com, or call (847) 361-9075 www.

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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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