NATIONWIDE MORTGAGE 6-28-21

NATIONWIDE MORTGAGE EDITION

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REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS and Up Your Productivity

DON’T WORRY, BE HAPPY! TOP MORTGAGE LENDER

TIMOTHY DANKHA

COVER STORY

KATHY LEE QUACH

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(800)-962-6613

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info@StrattonEquities.com

www.StrattonEquities.com

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NATIONWIDE MORTGAGE EDITION

TIMOTHY DANKHA When he decided to open LoanX Mortgage in 2019, Tim Dankha9 had achieved pretty much everything a loan officer could hope for at his old brokerage. In his first year he’d earned top rookie honors, and continued to be a top producer for the entirety of his six-year tenure with the company. After becoming a senior executive, he led his team to top-producer status three years straight. The next KATHY-LEE-QUACH step was only logical for a man with his passion.

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promising anything. Many bait and switch when they do resources to fully underwr We never do that.”

That professionalism has e company a repeat client ra percent, an unbelievable num sheer volume of the loans t It’s also earned them a str rate from both clients and R TIMOTHY DANKHA trust their work. “A couple o companies have numerous agents who “I love the art of finding the right loan to match first, and several people in Michigan alon someone’s need. Being able to change a client’s life— with us.”

KATHY LEE QUACH whether that’s saving them money or shortening their CONTENTS term—gives me an incredible rush.

A mortgage is the Tim never takes that loyalty for gr biggest financial investment most people will make, constantly on the phone, calling Realto I wanted to be in an even better position to help make sure their clients are happy, or to 15) 4 REASONS WHY 4)soHOW TO CUT DOWN ON them in that process.” anything he and his team can do better. If MULTITASKING CAN ACTUALLY DIGITAL DISTRACTIONS AND have a problem, his team follows up ve DERAIL YOUR UPAsYOUR owner PRODUCTIVITY and CEO of LoanX, Tim now manages address DAY it. “We have a same-day call ba a team of over 30 brokers and assistants. Not which serves as a kind of moral compa 18) DON’T BEa HAPPY! team NEW has achieved top producer treatWORRY, a client like number. We take our 6)surprisingly, 5 TIPS TOthe MAKE status A every single month over the company’s eight- right by them.”

HIRES LONG-LASTING 22) 6 THINGS ALL SUCCESSFUL year existence, closing hundreds of millions in sales SUCCESS NEGOTIATORS DOservice is also a high-prior volume. Licensed nationwide, Tim’s brokerage offers Community every kind of loan available. his team do many givebacks througho especially during the holidays. They ext In 2021 the company was listed as one of the top donations to local churches, food banks, a Phone 310-734-1440 Fax 310-734-1440 workplaces

by Inc. |Magazine, and was recognized as and hope to amp up their volunteer work a company to watch out for by numerous publications. danger of Covid fades. mag@topagentmagazine.com | www.topagentmagazine.com Timofhas worked to build a quality company No portion this issue may behard reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published

by Feature Publications Inc. Although precautions to ensure the accuracy worthy of such honors.

“I doGA,weekly trainings forare taken Going forward, Timofispublished in the process o materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. my loan officers and associates. On average, our “We’re looking to hire 25 more folks by t To subscribe or change address, send inquiry to mag@topagentmagazine.com. loans close year, and will be moving into a larger c Published in the U.S. in 14 to 17 days, which is the fastest and most efficient on the market. That’s because soon. We’re also opening offices in two we make sure to qualify the client up front before which I’m very excited about.”

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Contact Tim at 248-875-9299 or email TimDankha@LoanXMortgage.c

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— 4

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 6

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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KATHY LEE QUACH Top Agent Magazine

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KATHY LEE QUACH Kathy Lee Quach acts as the Originator and Mortgage Broker of her own full-service team, assisting clients throughout the San Diego and Riverside counties.

When Kathy Lee Quach isn’t helping her clients obtain their dream homes, she can be found, of all things, cooking for friends in her kitchen. “I love it,” she says with a laugh.

“I’m always fascinated by the different ways we can combine everyday ingredients.”

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As for Kathy, she arrived at the mortgage industry by combining the various skills and experiences gleaned from her past.

When she started out as a personal banker, Kathy became good friends with one of her Top Agent Magazine

clients, a real estate agent who suggested that she delve into mortgages. From there, Kathy dabbled not only in loan processing, but also business development and marketing.

“Problem solving is one of my big passions,” she says. “I love seeing an issue from all Top Agent Magazine

perspectives and coming up with a creative solution.”

Today, she acts as the Originator and Mortgage Broker of her own full-service team, assisting clients throughout the San Diego and Copyright Top Agent Magazine11

Not only does Kathy help clients obtain homeownership, but she also provides them with education, and a roadmap to ensure that their financial decisions are well-considered and conducive to their longterm goals.

Riverside counties. Above all, Kathy and her team specialize in purchases and VA Loans for active duty military service members and veterans alike.

When working with clients, Kathy always zooms out to consider their full financial situation. Not only does she help clients obtain homeownership, but she also provides them with education, and a roadmap to ensure that their financial decisions are well-considered and conducive to their long-term goals.

This attentive approach requires Kathy to wear many hats. For instance, she frequently doubles as a consultant for credit-challenged clients. Elsewhere, she works with clients to manage their budgets to help pay off their debts. While this workflow requires plenty of hard work, Kathy joyfully embraces the challenge. The reason?

“We help people realize their dreams,” she 12Copyright Top Agent Magazine

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says. “I really care about my clients and their goals. My clients become family to me.”

Kathy and her team have been rewarded for their efforts with a strong reputation among homebuyers, Realtors, and home builders. As a result, almost all of her business comes from either repeat clients or referrals.

Her reliability, in particular, has made her a standout among her referral partners. “If in-house lenders can’t do it,” she says, “they usually turn to me for a fresh set of eyes.”

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Through responsibility, Kathy has found her place in the mortgage industry; however, she has also sought a similar role in her community. Outside of her career, Kathy serves on the board of the Veteran Homeowners Club, a nonprofit that provides assistance to active duty service members as well as veterans and inspires volunteer efforts around Southern California. At the Veteran Homeowners Club, she has sponsored families for the holidays, participated in scholarship giveaways, and provided Copyright Top Agent Magazine13

food to the homeless. “A lot has been given to me,” she says. “I want to give back.”

By mixing all these ingredients, Kathy has fostered an empathetic and heartfelt approach to her business. She handles every scenario with

grace and grit, acting as a faithful steward for her clients’ future aspirations. For Kathy, this approach has been the recipe for success. “I cherish being part of the journey,” she says.

“We help people reach their goals—in real estate, finances, or life in general.”

To learn more about Kathy Lee Quach, email loans@kathyleemortgageteam.com, visit homeloansbykathy.com or call (619)708-0971 www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 16

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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TIMOTHY DANKHA When he decided to open LoanX Mortgage in 2019, Tim Dankha had achieved pretty much everything a loan officer could hope for at his old brokerage. In his first year he’d earned top rookie honors, and continued to be a top producer for the entirety of his six-year tenure with the company. After becoming a senior executive, he led his team to top-producer status three years straight. The next step was only logical for a man with his passion.

“I love the art of finding the right loan to match someone’s need. Being able to change a client’s life— whether that’s saving them money or shortening their term—gives me an incredible rush. A mortgage is the biggest financial investment most people will make, so I wanted to be in an even better position to help them in that process.”

As owner and CEO of LoanX, Tim now manages a team of over 30 brokers and assistants. Not surprisingly, the team has achieved top producer status every single month over the company’s eightyear existence, closing hundreds of millions in sales volume. Licensed nationwide, Tim’s brokerage offers every kind of loan available.

In 2021 the company was listed as one of the top workplaces by Inc. Magazine, and was recognized as a company to watch out for by numerous publications.

Tim has worked hard to build a quality company worthy of such honors. “I do weekly trainings for my loan officers and associates. On average, our loans close in 14 to 17 days, which is the fastest and most efficient on the market. That’s because we make sure to qualify the client up front before

promising anything. Many lenders will bait and switch when they don’t have the resources to fully underwrite the loan.

We never do that.”

That professionalism has earned Tim’s company a repeat client rate of 70-90 percent, an unbelievable number given the sheer volume of the loans they process.

It’s also earned them a strong referral rate from both clients and Realtors who trust their work. “A couple of real estate companies have numerous agents who will call me first, and several people in Michigan alone work only with us.”

Tim never takes that loyalty for granted. He’s constantly on the phone, calling Realtors weekly to make sure their clients are happy, or to see if there’s anything he and his team can do better. If a client does have a problem, his team follows up very quickly to address it. “We have a same-day call back rule here, which serves as a kind of moral compass. We never treat a client like a number. We take our time and do right by them.”

Community service is also a high-priority. Tim and his team do many givebacks throughout the year, especially during the holidays. They extend gifts and donations to local churches, food banks, and charities, and hope to amp up their volunteer work again as the danger of Covid fades.

Going forward, Tim is in the process of expansion.

“We’re looking to hire 25 more folks by the end of the year, and will be moving into a larger central office soon. We’re also opening offices in two other states, which I’m very excited about.”

Contact Tim at 248-875-9299 or email TimDankha@LoanXMortgage.com

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Don’t Worry, Be Happy!

– Bobby McFerrin

By Barry Eisen

A gizzillion years ago I had the honor and privilege of spending time with Norman Vincent Peale, Methodist minister, author of The Power of Positive Thinking, controversial thinker and one of the best motivational speakers I’ve ever heard.

He told of a chance encounter with one of his parishioners, George, on a street in New York City. George was despondent. When Dr. Peale asked him about his state of mind, George let go with a tirade of confessions of being so overwhelmed with problems and worries that he couldn’t sleep at night and couldn’t think straight by day. “I’m a depressed mess,” George sadly confided.

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the end of TODAY. Preparing for tomorrow at the end of today helps you rest well. The mind doesn’t have to spend the night worrying “Remember this and Don’t forget that!”

You wake up knowing how to start and where you’re going! Be sure to prioritize your list with an A, B, or C. Let go of yesterday and focus on your To-Do-List of today. If it was important from yesterday and “George,” Dr. Peale said, waiving his incomplete, it’ll be on today’s list. arm slowly over the horizon, “here Do things, not because you have to, are thousands of souls who haven’t but because you get to. got a worry among them. If death means you have no worries, to worry • Keep your mind busy with the must mean you’re alive! And if you highest priority in the moment. Inhave lots of worries, how much more stead of figuring out why you are the alive you must be!” It’s a matter of way you are, stay on task knowing that you can only do one thing at a perspective.” time. Consider the satisfaction you Worry is something we choose that will feel when that one task is acis not of the world, but rather, in complished and then turn to your how we think. It’s a distraction that next. Of course interruptions will takes us away from confronting our happen. When they do, ask yourself: Is the interruption or is the task at realities. hand of HIGHER VALUE for THIS Here are nine potentially life chang- moment? (Most therapists don’t try ing ideas. Some you maybe doing, to figure out why a person is worrysome you have done in the past, ing; but will prescribe that a patient and for some may these serve as a do something or learn something on reminder to get back on track. If any which to focus positively. Learning/ would serve you, start now. stimulating the mind can get a person out of their ego-centric predicament.)

• Make your list for tomorrow at Multi-tasking has been proven not to

Dr. Peale asked George if he could spare some time to meet a large group of people who might have answers to George’s worries, since this was truly a worry free group. George, at his wits end grunted “sure.” After a long car ride to near the tip of Long Island, Dr. Peale had the taxicab stop in the middle of a large cemetery and the two men got out.

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likely to show you their good if they feel that availability from you. Don’t listen to T.V. or read internet news be• Allow yourself to risk. Enter en- fore you go to sleep at night. Count the ough. A friend of Nan’s had won the things for which you can be grateful grand prize on the American Chop- (full of greatness!) and sleep better. per contest. When asked how he won, he laughed and said, “When the con- • Smile more and hold eye contact test was announced, I ENTERED.” with others. Create a positive posYou’ve got to allow yourself to enter ture. Your positive physiology will the game and know that you aren’t be reflected by others and even if going to win every time, but you’re a you’re faking it, your forced smile, winner by playing and playing your eye contact and positive posture will best. Enter enough! If worrying about feel more natural and comfortable. losing stops you from entering, it Little shifts. guarantees a loss. Enter enough and you’ll find those places where you • Delegate responsibilities. Do what win. And as you enter enough, your you can, but let go of things before skills get better. Make up for lack of you become overwhelmed. If someskills, not by thinking about the lack, one else can do a task only 80% of but with enough activity. Show up... the way you would do it, but it gives you 100% of that time for another most don’t. taks which only YOU can do...you • Focus on what is right, the good, are 180% productive with that time. rather than on what is wrong. So Life is too short. What parts are really much of the media focuses on the worth your attention? isolated disaster story. Happy stories don’t sell. Media stories appeal to • Exercise/eat well/sleep well. Exthe lowest common denominator of ercise is a great idea even though our interests. Don’t go for the easy you may feel stressed about time and “take” or opinion of others. Consider other preoccupations. The endorthe possibilities. Have you ever had phins that reduce feelings of worry, your good intentions misread by fear, adrenaline production, also others? Allow the benefit of doubt by promote a more relaxed mind and seeing good in others. They are more body. As we grow older it’s inactivity be the best way to go. Slow down and focus.

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that will contribute most to pain and suffering. Do what’s right. Stay active. Cutting back on simple carbs allows the brain greater clarity.

Good sleep patterns promote a healthier brain and better transmission of neurotransmitters (especially dopamine, serotonin and oxytocin -- happy! happy! happy!).

• Take breaks. Short (10-15 minute) periods of meditation, stretching or self hypnosis have been proven to minimize mental fatigue, re-direct thinking to positive vision, and prompt productive, feelings of well being and energy.

On the top of a full size piece of paper or, if you prefer, a digital memo app, write or type the words WORRY LIST. When a worry comes to mind, instead of letting it interrupt what you are doing, take out this list and jot down/type the worry. Keep doing this for one whole week. On Friday afternoon between the hours of 4:005:00 PM lock yourself up in a room alone and take out your worry list.

Worry about everything on your list for that full hour. So, you haven’t missed your self-made opportunity (choice) to worry, but you did it under your conditions, and wasted a lot less time.

• Do something nice for at least one someone each day. Go out of your way to make some else’s life a little better. Get out of your own head, just a little. Pass it forward.

If this idea seems silly, it is...and it’s not. (You might be surprised at how many people with whom I’ve shared this thought, took it seriously and found great benefit.) Value yourself and those around you by not sweating Worry is not caused by external events so much of the small stuff... And as or situations, but by how we perceive the wise man said, “It’s ALL small those events or situations. But for stuff.” those self sabotaging warriors who are reluctant to give up worrier ways, Copyright©, Barry Eisen. here is a great idea: All rights reserved.

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

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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