SOUTHERN FLORIDA EDITION
MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate
Tips on Being a GOOD TEAM LEADER FEATURED AGENTS
AMBER REYES TRACEY LAVOLL COVER STORY
DAHLIA GOTZMANN
How to Answer the Inevitable Question:
WHY SHOULD I CHOOSE YOU?
Small Yard? Big Statement: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES
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How to Answer the Inevitable Question:
Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script. Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4
ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with. To answer your client’s why you must go back to your own why. WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the
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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest. WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions. In real estate, there’s so much to enjoy. There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones. There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community. WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team. Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine
you are and if that’s the type of person they want to work with. WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events. WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns. Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers. Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal]. Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.
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My Crystal Ball:
You CAN Predict You’ll Be Successful Selling Real Estate ►Carla
Cross, CRB, MA
You can predict if you’ll be successful in real estate. It’s not what you think, either. 6
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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.
Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine
sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.
Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression… Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.
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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing
• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?
Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.
https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.
She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 8
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DAHLIA GOTZMANN Top Agent Magazine
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DA H L I A G O T Z M A N N
“I think people like that I am able to really help them. It’s not just about the transaction, it’s about getting to know them, providing knowledge about the treasure coast,and referring them to my trusted personally used vendors when they need them.” Throughout Dahlia Gotzmann’s life, real estate has always found its way into her heart. She first started in the industry right out of Sebastian River High School, working for a large and local real estate office in Vero Beach and Sebastian. “I was their office receptionist. They saw me as a quick 10
and diligent learner, proficient with computers to the point that I got promoted to do accounting, advertising and marketing for individual agents and the company at large,” she explains. Her father was also involved in real estate, investing locally in a few rental and resale properties and falling Top Agent Magazine
in love with Fellsmere where her family still has Ag-zoned farmland. But when the market crashed in ‘08, Dahlia decided to pursue a career in Public Safety Administration and Registered Nursing at Indian River State College and USF. After earning her degrees with honors, she started working at a large trauma hospital in Boston. It was there that she met her husband, who, funnily enough, worked as her real estate broker. “He helped me find my very first apartment rental, and he encouraged me to get my license while we were dating,” she says. Sadly, at home, Dahlia’s father had just suffered through 5 strokes. In light of these changing personal circumstances, she thought it would be a good idea to get her Massachusetts sales license,
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which would give her more flexibility juggling family and career. It proved to be a smart decision because she’s established a large community of satisfied sellers and buyers over the last 7 years in New England. Simultaneously, she’s maintained selling and buying properties in Indian River County, Florida. Pre-pandemic, she headed south and earned her Broker’s license, hitting the ground running as a real estate broker in her hometown of Vero Beach. Today she is proud to call herself broker and owner of Atlantic Key Realty Group, which she opened about two years ago. Serving both her childhood home of Vero Beach and the greater Indian River County area, Dahlia is seeing more success than ever before. She closed 30
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transactions and $6.5 million in volume for 2021, and is on track to surpass that for 2022. This immense growth has happened in a short period of time, and is remarkable for a sole proprietor in this region. “I’m not a big brand who is using their decades-long reputation, we’re an independent real estate brokerage. And that’s saying something. People notice that.” By treating each buyer and seller like family, many clients spread the word about her work and the relationship they have created with her. “They become my proud and loud advertising counterparts because they’ve had such a great experience with me,” Dahlia says. “I think people like that I am ready and willing to guide them through the process from beginning to end. They tell me I helped them more than any other agents that they have been involved with, either selling or buying”. It’s
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not just about the transaction, it’s about getting to know them, providing knowledge about the Treasure Coast, what wood frame means versus CBS, covering roof and insurance woes, importance of a home inspection, septic’s, wells, the Florida contract process, new construction, and referring them to my trusted, personally used vendors when they need them.” Dahlia’s relationships with her clients go beyond real estate, as she wants to build lasting relationships with those she serves. “I am there for them whenever they need me, even if it’s not about buying or selling properties.” She remarks on a time she helped her sellers move their last remaining things out of their house. The husband in this circumstance sprained his ankle. They saw me that morning dressed in my business attire but then I came back in my sneakers and workout attire, lifting and moving heavy boxes. That’s who I am. Then clients and now friends, they still
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chuckle about this with her. In order to provide the top quality her clients have come to depend on, Dahlia is big on education. She recently received her Graduate Realtor Institute (GRI) accreditation, which provides in-depth knowledge on real estate’s most technical subjects and fundamentals. She then teaches her clients to prepare them to make those informed decisions when time comes. In her own words, “this helps me stand apart from another agent who hasn’t achieved this accreditation.” She’s transparent and honest throughout, never pressuring clients. “I don’t just push contracts back and forth. I try to really show them what the process is, why they need to pay attention to particular things, and what the mode of operations for an informed seller and buyer are in the ever-changing Florida market. This helps us eliminate stress and prepares us for the unknowns. 95% percent of the time, my buyers are winning those competition wars: offer price, market value, and Terms of an offer are very important for a seller. It’s not always Top Agent Magazine
about who presents the highest offer. While cash is considered King typically, I can show you how to make an offer as good as cash”. Buyers appreciate her hands-on approach, as she leaves no stone left unturned. One recently said, “Simply put, Dahlia is the BEST! We were not the typical ‘local’ buyers and lived in Maryland. My parents live in Sebastian, and thanks to Dahlia we did Virtual Tours and my parents also would view the properties with her. Dahlia was on top of things from the beginning. Dahlia was able to help us get into the home of our dreams in Sebastian! We will be forever thankful. She has helped many family members with their house search AND their selling needs. I guarantee you will be completely satisfied with all aspects of your experience.” And local real estate professionals also appreciate her business candor. Being successful in today’s real estate market as a seller or buyer’s agent 13
also depends on how well you can get along with your peers on the other side. A recent review of a local colleague says just that… “I highly recommend Dahlia Gotzmann at Atlantic Key Realty Group. I have worked with her on multiple occasions and she is the most astute and capable broker that I know. I am a semi-retired broker with 50 years’ experience on the Treasure Coast. I have sold many residences and some of the biggest land deals in the region including 2 linear miles of ocean-frontage, so I can say I know and have known hundreds of brokers and agents and I know of none better and hardly any that might be equal to Dahlia!” When Dahlia isn’t working, she’s staying active in the community. She is currently working with a well-known local builder and is personally involved in creating new, quality homes at an affordable price. Dahlia is also a member of the Sebastian River Chamber of Commerce, and volunteers with an international dog rescue specializing in saving and rehoming dog meat trade pups. The future looks exciting for Dahlia as she plans to build out her team with her husband and continues to be a local resource for the Treasure Coast. She finds it rewarding to help others achieve their real estate dreams. “I really love helping people get what they desire, and doing so in an informed and well-educated position. It’s the greatest honor to earn a client’s trust”.
For more information about Dahlia Gotzmann, please call 772-643-7989 or email dahliagotzmann@gmail.com
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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine
work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With
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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.
1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.
2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 16
list can inspire you to continue on to the next item in the spirit of productivity.
3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.
4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.
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AMBER REYES Leading the Exceptional Experience Team, Amber Reyes is determined to provide the highest quality service to each and every client. “We’re all about making the customer’s experience amazing, from start to finish,” Amber explains. Amber’s passion for helping others was sparked during her career as a fitness instructor. “I had been coaching, and moved my way up to management for a large fitness company,” she explains. After some time, she began to realize she could make an even greater impact on the lives of others by being a part of their real estate journeys. So she earned her license in 2017 and hit the ground running. It didn’t take long for Amber to become a top producing agent, known for going above and beyond to achieve her client’s goals. Serving southwest Florida, much of the Exceptional Experience Team’s business derives from repeat clients and referrals. Amber credits their extensive knowledge and guidance for helping their business grow. “It doesn’t matter if we’re assisting someone with their first purchase or 20th purchase, we support them through the entire process,” Amber explains. “The same goes for our sellers. We will hold their hands all the way through.” Every detail is tended to, and each question is answered, so clients feel prepared for the next step. This eliminates stress from the transaction and helps buyers and sellers focus on the other responsibilities that come with this major life event, like packing up moving boxes. Amber and her team provide a full service real estate approach, which results in lasting relationships with those they serve. “I have many clients who I remain in touch with for
years after they’ve purchased or sold their home,” Amber says. “And once a year, we host a client appreciation event to show our gratitude.” Buyers and sellers love to spread the word about the Exceptional Experience Team. One recently said, “Amber was an excellent person to work with. She took care of every detail from start to finish. She always made herself available to discuss any questions or concerns we had. She worked her skills by negotiating the best deal for us. Amber kept us informed as to every detail regarding signing of documents and helped us navigate the entire process with the title company. We purchased in Cape Coral and Amber even advised us to local food stores and shopping to help as we are new to the area. We bought our home with Amber and would highly recommend her!” Amber and her team are very involved with the community. They sponsor a diversity-related event each year. “It’s all about diversity inclusion and teaching people about different cultures,” Amber explains. They also sponsor other events in the community, including one that is hosted by the city of Fort Myers. During Amber’s free time, she’s teaching fitness classes for fun, or relaxing with her family. The Exceptional Experience Team plans to continue growing for many years to come. “We want to build a much larger team,” Amber explains. She plans on earning her broker’s license soon, and will keep optimizing her business. “We’re all about positivity here, and doing things the right way.”
For more about Amber Reyes, please call 239-220-5198 or email amberreyesrealtor@gmail.com Top Agent Magazine
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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 18
urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature. Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.
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Think vertically. When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.
Soothing sounds set the mood.
Upgrade the look of structural components. Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine
retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.
While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.
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Don’t compromise on your culinary dreams. If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.
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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well. Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.
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TRACEY LAVOLL For Tracey Lavoll, real estate is about forming strong relationships with her clients and going above and beyond to help them achieve their goals. A former teacher, Tracey educates her clients every step of the way and guides them through the process. Tracey started her real estate career in 2003 selling her own investment properties, and she now takes the expertise and sound advice she honed through her years of investing and brings it to her residential real estate clients. Tracey primarily serves the Jupiter area, going as far north as Port St. Lucie and as far south as West Palm Beach. An impressive 87% of Tracey’s business comes from repeat and referral clients, a testament to the trust and confidence she inspires. “I focus my business on repeat and referrals,” Tracey says. “I go the extra mile for my customers, and I try to do the best job possible for them. I keep in touch with them in the long term.” In the realm of marketing, Tracey adds tremendous value for her sellers. She markets her properties across social media platforms including YouTube, Facebook, Instagram and LinkedIn, as well as investing in Facebook ads. Coupled with professional photography and staging assistance on all her listings, this allows Tracey to spread the word far and wide for optimum exposure. That’s in addition to print, including postcards, as well as marketing back to her prior clients. Giving back to her community is important to Tracey. “Every year we do something different,” she explains. She is involved with putting on local community events including a Halloween parade and a holiday toy drive, and this year she was in charge of organizing her Keller Williams office’s red day event. “We worked with a local farm that grows fruits and vegetables, and the local farm then distributes that fresh food at no cost to the local residents,” Tracey says of the event. “About 50 agents helped get the land ready for planting this year.” She also serves on the Agent Leadership Top Agent Magazine
Council in her office as the chairperson of the Culture Committee. When she’s not working or giving back, Tracey loves paddleboarding with her husband, going for walks, working out at the gym, going to the beach, and reading. Looking toward the future, Tracey says, “I am working on growing my business. I also just launched a new business called Deal Seekers. We are actively looking for real estate deals so we can add an investment branch to our business and offer our existing clients an opportunity to grow their portfolio investing in real estate. We were looking to add to our own real estate portfolio and we thought, ‘Why don’t we offer this to our clients?’ We want to share our knowledge and teach our clients how to build a portfolio so they can have extra cash flow and passive income.” Above all, Tracey looks forward to continuing to serve her clients. “What I love most about real estate is working with people,” Tracey says. “I love the variety of working with buyers and sellers. It’s always something different, and it’s never boring!”
To find out more about Tracey Lavoll, please call 561-707-8845 email Tracey@JupiterHomes411.com or visit JupiterHomes411.com www.
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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22
important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. Top Agent Magazine
Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. Top Agent Magazine
Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. 23
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