Real Estate Agents

If You Want To Change Your Life, You Must Change Your Expectations.

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Twenty percent of all sales people earn eighty percent of the income. Why? The biggest difference between being successful in sales and struggling to earn a living is how you decide to spend your time. The top twenty percent spend their time working on what they need to do to become the person who is a top wage earner. Who do you need to be to produce the sales results you desire?

The real estate environment continues to change, as it has for the past 10 years, and in order to succeed you must be aware of the current and future needs of the market that must be met through the services you provide your clients. We have gone from an industrial revolution to a technological revolution to an informational revolution. Everyone has access to the same information that real estate brokerages once held exclusively. However, information is not knowledge or the power to make the best decisions. Your ability to deliver useful results better than any other brokerage or agent to your homebuying and selling clients  will determine your success. While the method in which people gather information has changed, the one aspect that has never changed in the sale of non-commodity assets, such as real estate, is that consumers still have to interact with people. The real estate brokerage community will always need people who possess certain traditional characteristics and skills of personal self-led leadership.

Success has always left clues. Business leaders, corporate boards and human resource directors in every field have discovered a need for people with not only technical expertise but also self-management skills.

While real estate agents need to change their technical approach on how they will better assist their clients, they also must manage a newly developed set of emotions that stem from the uncertainty of the current market and the potential of not easily finding their clients’ first home or next home. Agents who excel in all market conditions do so because they have developed habits that are built on a successful foundation of how they approach each day. They refuse to let the market, changing technology or competition dictate their outcome. They have not only a Why to succeed but also a recognition of Who they need to be to reach meaningful goals. Our latest United training, Amplified Selling, will teach who you need to be as the preferred local agent of homebuyers and sellers.

If you justify your current lifestyle, then you will earn the same in sales year after year. Learn how to amplify your thoughts about your future in order to change your expectations and results!

Upcoming Amplified Selling Dates: June 20 in Richmond and June 22 in Fredericksburg, Virginia.

To your success,

Peter Giese

President

United Real Estate

The Limit on Your Dreams Does Not Exist, but the Number of Homes For Sale Does.

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As we enter the summer months, the busiest time for purchasing a home, a common problem across the United States is facing the next generation of potential homebuyers. Although many Millennials have delayed marriage and children, they are reaching the age where it is “getting real” and they are wanting to purchase their first home.

We should all have an image of our dream house but then acknowledge the actual home we are able to afford. While many in Generation X may have missed the opportunity to purchase their top choice during their search for their first home, they knew there was always going to be another home to purchase. Historically, the housing market has had a 6-month availability of housing inventory that was actively available for sale on the market at any given time. Today, with less than 60 days of housing inventory available and multi-bid situations becoming the norm, if first-time homebuyers miss an opportunity to purchase a home they like and are able to afford, they may be waiting a very long time before they can be in a position to submit the winning offer on a home they want.

What does 10 years of record lows in new home construction look like? What does it mean for the future of first-time homebuyers?  Take a look at the chart below from the Commerce Department.

As a nation we are building too few single family homes. The nation has not seen an extended timeframe with a low level of new home sales activity per adult population like this since prior to 1965. A generation of 4 million people are continuing to turn 31 every year across the nation and we are only building around 800K new homes annually. The cycle we are in of historic low levels of new construction is not bent, it’s broken. Correcting this long-term challenge will require alignment of local and national government agencies and private equity to target a solution that requires all of them to be involved in solving this problem.

How is this going to affect your real estate business and your income? Goal orientated individuals realize that it’s not only the market that determines their future, but how they approach the market. For instance, 30% of homes in Southern California markets sold in Q1 without being entered into the MLS system. The amount of pocket listings held out of the MLS by brokerages and agents are growing and will be coming to your market.

My plan is to help you develop the mindset you need and the activities to perform in order to succeed as a top-performing real estate agent in this market. Homebuyers and sellers need local market expertise, and to be a successful real estate agent you must own that position in the mind of your consumers.

Join me at Amplified Selling in Richmond and Fredericksburg, Virginia June 20 and 22 and learn how to tune up your activity to amplify your results.

To your success,

Peter Giese

President

United Real Estate

Am I Supposed To Take This On Myself?

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Part of the American dream, and who we are as a culture of diverse people, is our desire to enjoy freedom and have the ability to express that freedom by owning our own home. We live in a very fortunate time in history. The idea of liberty, that founded our country, was defined as individuals being free from oppressive restrictions. As we have grown as a nation, we have broadened our idea of liberty by relating it towards freedom. Today, we seldom speak of liberty but daily speak of freedom.

As we grow as individuals, how we look at liberty/freedom has shifted to focus on the ability to pursue our own interests and preferences. Freedom for the growing population is not about owning only a home, but also includes operating their own business. This ability to dream big is reinforced by the abundant stories of entrepreneurial success. As more individuals look at expanding their freedom through self-employment, they enter the business world with abundant hope. In doing so, they move from being an employee where their wages are determined by someone else and have someone tell them where to be and what to do, to having the opportunity to coordinate all aspects of their business, including income.

Everyone who has started their own business took a leap. However, most who took that leap either failed or were disappointed by the results of their new venture. According to the Small Business Administration over 50% of businesses fail during the first five years. Most fail not because they don’t have a business plan, they fail because they cannot execute the number one component of that plan – acquiring customers. That success ratio can be daunting, but you do not have to take that leap by yourself.

In all industries, acquiring enough customers to become a successful entity long-term requires a focus on sales. You must effectively sell your product, your service and yourself. Selling is a difficult venture because it is accompanied with a lot of no’s. Hearing no every day can be very discouraging. Of all the details that you have to master to develop your business, selling is the most important task but also the loneliest one.

If you work in commission-based sales, such as real estate, where customers don’t frequently transact, you have to work daily on attracting new customers who will be in the market to sell or buy a home sooner rather than later. To be successful to the point where you are making more money than you would in an employee/employer arrangement, you must have a plan you will work toward each day to prospect for new clients. In real estate, the ability to earn a large income is tremendous. The daily activity you have to accomplish to achieve that success can also be overwhelming. If you are doing it alone or are frustrated with your results, there are reasons. Those reasons are real to you, but they can be overcome if you have a foundation of success to rely upon.

Individuals who have huge positive breakthroughs in their lives did so by taking massive action. Life or career changing results take place from either inspiration or desperation. In Amplified Selling, I will be teaching you how to obtain a new level of success from inspiration. Individuals who achieve a high-levels of success long-term do it in two parts — 80% having compelling reasons to succeed, 20% tactically knowing how to perform client building activities. The latest training we are offering, Amplified Selling, will cover both the compelling and the tactical components of becoming a successful entrepreneur with an ever-increasing customer base. Taking a big leap forward requires getting big help. That process and help is available to you.

The first sessions will be held May 16 in Louisville, KY followed by May 17 in Lexington, KY with more locations to be announced.

To your success,

Peter Giese

President

United Real Estate

Leadership Is Action – Not Position

  • Leadership Is Action

    Leadership Is Action

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For anyone who is self-employed or is aspiring to be an entrepreneur, and is willing to do the work, I will continually coach you on the great opportunity ahead. When a business idea or the opportunity to go into a sales career matches a market opportunity along with your genuine enthusiasm, you have the unique ability not to just create a thriving business, but also to create the lifestyle you desire.

Combining work with a great lifestyle would seem to be a desire in life everyone would want.  However, along the path to change comes the realization that change is difficult and the business world is much more competitive than you first imagined. Newly anointed entrepreneurs will typically begin to focus on what they want, only to find the prolonged wait of receiving that prize takes longer than they expected, and thus soon quit. Others may start off on a better track by knowing the reason they want to reach an end economic result, but knowing why you want something doesn’t necessarily translate into what you need to do or how to develop yourself to reach your goal.

A better method is to add another step to your development process. Absolutely discover your why, know what you specifically want and need to achieve, realize your goal and purpose, but then add the next step to help guarantee your success. It is not enough to know what and why you want to accomplish a goal, you must also answer the question who do you want to be? 

Every success story is backed by an individual taking appropriate daily actions to improve their results. This is true for businesses, individual sales professionals and those who want to improve their personal relationships or health. They learned to develop the right habits that became a part of their success routine in business and in life. From how they start their day, to how they present themselves, to what they read and who they associate with. They learned to eliminate the tricks our minds attempt to play on us to get us to accept or justify why we haven’t reached a goal. They received help learning how to develop accountability, and you can as well!

Accountability. How did such a great concept get such a negative reputation? Inefficient leaders, managers, and excuse makers have wrapped it into a veil of negativity and used it as the enforcer of responsibility. When you decide to create your own success, accountability becomes a central part of the equation. In order to master the component of accountability, you need first a system to hold yourself accountable but also a confidant, coach, mentor or someone you trust who has interest in your success.

I believe in coaching and accountability so much that at United Real Estate we offer 12 months of coaching through our JumpStart training program. It is a part of our franchise ownership culture that allows us to exponentially grow each year as our operators commit to bi-annual conferences, bi-weekly accountability and coaching sessions known as our Broker Amplified series.

I am proud to announce that I will be adding a new program for experienced agents entitled “Amplified Selling”. I will be personally conducting regional sessions across the United States sharing proven methods to help agents increase their incomes and show them how to build the lifestyle they desired when they made the decision to enter into real estate. Freedom is realized when you have the ability to do what you are supposed to do. Everyone who achieved great success had help. During Amplified Selling, I will review what you need to know to raise the level of your success, the energy in your daily life and how to enhance all of your relationships to develop a very productive real estate business.

The first sessions will be held May 16 in Louisville, KY followed by May 17 in Lexington, KY with more locations to be announced.

 

All the best,

Peter Giese

President

United Real Estate

Will The Lack of Inventory Be the Real Estate Agent’s Downfall?

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Sales, like many high income potential careers, has always been competitive. In the residential real estate industry, where the value of homes sold is expected to exceed $2.5 trillion in 2018, market conditions are going to contribute to competitiveness for both real estate agents and homebuyers alike to reach their goals. For the first time, that I am aware of, there are more active Realtors than there are active listings to begin a new year. (See graph below. Data from realtor.com and NAR monthly membership report.)

The number of Realtors is slightly down from the peak of real estate market in 2006, but the inventory levels continue to decrease. We are now entering the 11th straight year of single family home construction being at historically low levels. (See graph – info from Census Bureau)

This decade of low activity in single family home construction is now affecting the 4+ million millennials who will continue to turn 31 (current average age of first time homebuyer) every year for the next 10 years. Prices will continue to rise and increase at a higher annual rate than wages. The good news is that unemployment is down, but wages are not growing at the same pace as housing prices. The projection for an 8% increase in 2018 of single family construction still leaves a big shortage and is lower than the actual building that occurred during the 1980 recession when unemployment was at 7.5% and would grow to 10%.

While financial advisors debate whether a home is a good investment, I’ll end the argument for them – it is. The median net worth of 65 year olds in this country is $194K, if you take out the equity in their home that drops to $43K. More importantly, the house is not a commodity, it’s a home that gives people freedom and is a part of the majority of American’s idea of living the dream. New business entrants need to enter the discussion with local and national government agencies on how to get more single family entry level homes built. That is currently not happening.

Knowing the competitive landscape, what should you do as a real estate professional who wants to grow their income in 2018? A massive amount of money has been invested in companies looking to change the dynamics of the real estate relationships between consumers and agents, and brokerages and agents. The quality and sources for accurate housing data for consumers continues to improve and is becoming easier to access. The consumer with the iPhone is in charge. But who will own the relationship to assist them with the biggest and most complicated investment in their life? It should remain the local, micro market expert. Potential homebuyers and sellers will do a lot of research, however, research doesn’t equate to knowledge and taking action to buy or sell.

What agents need to do immediately is have an aggressive plan to market themselves on social media (Facebook, Instagram, LinkedIn, Twitter), as well as through traditional online sources, and take massive action to build their local brand. If they wait, others will take advantage of their lethargy and position themselves as the go-to source for navigating the home purchase, and in the best scenario they charge the agent a 35+% referral fee. The worst case scenario is the new entrants keep them as their real estate customer. Forget the noisy discussions amongst the largest brands about who is going to own the real estate data. The reality is that agents who have owned the real estate consumer relationships have up to three years to make a commitment to establish themselves as the micro market expert and own their database. Who is going to succeed in the low inventory/high tech world? The agents who build, own and invest in building their brand reputation, will remain the trusted source.

This is your road map. The question for agents to ask themselves knowing this to be the true path is: Who Do You Want to Be in Real Estate?

5-4-3-2-1, Go!

All the best in investing in yourself!

Peter

Viva United

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I want to personally thank all of our coast-to-coast attendees, our sponsors, brokers and agents from our host city, the great speakers and the United corporate staff who made the 2018 United Real Estate Convention a high-energy, impactful event! There is no question that United is a company filled with passionate, driven individuals who are willing to take action to improve their business, improve the lives of our families and the communities we serve.

We strive as a company to be different – and that starts with the relationship we have with our agents. We partner with our agents to not only sell real estate, but to help them create a lifestyle that is based on who they want to be. Other companies have focused their training by asking “What do you want to do (in sales)?”  This question revolves entirely around a financial number. A better way to ask this question is to say, “Who do you want to be?” and then build a business and plan around the answer.

Determining who you want to be and developing yourself will put you on the one true path to long-term success. In the 24/7-connected world of iPhones and social media, the entrepreneurs who will prosper are those who are sincere, trusted and liked. Being authentic and true is an important part of that equation. So, start taking action towards who you want to be, be genuine, and the rest will fall into place.

To quote Mel Robbins, our Viva United Keynote Speaker: “If I have a problem that can be solved with action, I don’t have a problem.”

Next year’s convention is in Nashville, Tennessee – and it’s one you won’t want to miss. We will continue to raise the energy level of the event and the growth opportunities for our brokers and agents. Look for pictures and videos to be posted soon to recapture the fun!

All the best,

Peter

The ABC’s of Having a Great Start to Your New Year!

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The chance to start anew makes the New Year’s holiday unique for almost everyone. New Year’s is not centered on a historical event, a memorial occasion or a religious remembrance. It is about the beginning of a new calendar. The fresh new calendar and end of year celebrations, spurs millions to rethink their opportunities in life. If you are one of the millions of people who made a New Year’s resolution and want to start off right to achieve your goals this year, here are the ABC’s of simplifying the process to crush 2018!

A – Acceptance.  In order to get where you want to go, you have to accept the realities of your current situation. If you do not start with your current truth, the odds are against you achieving your future goals. It is important to have a bold and exciting vision for the New Year so you are continuously reminded that success is worth the journey.  However without accepting the complete truth of your current status, the New Year goals will soon be replaced with the realization of the difficulty in change. If you want to lose weight, then you must step on the scale to see your starting point. If you are in sales and your goal is to double your income, then you must look to see the potential clients you should reach out to in the New Year. Eliminate a potential downfall by recognizing the facts and accepting your starting point, whether positive or negative.

B – Belief.  It is very seldom in life that we accomplish anything more than what we believe we can achieve or deserve. Belief is the foundation of all religious faiths.  It is central to our accomplishments that we believe that regardless of the difficulties ahead, there are in fact better days ahead. If you create goals and accept your starting point, then you must develop a process that reminds you each day to move forward and reach your goal. Forget the naysayers, the biggest critic you have is you. In order to reach your true potential and crush your goals, you must stop your own negative thinking and believe in yourself.  Start each day with the affirmation, “I deserve this success.” Follow up with a visual image of what you are striving for in 2018 that is printed out and in front of you each day as a meaningful reminder of why it’s important to believe in yourself.

C – Comfortable. If you are comfortable in your current situation, you will continue to justify your actions and be part of the 90+% of the population that does not achieve their New Year goals. If you allow yourself to be comfortable with the status quo, you will prevent yourself from taking the necessary actions to achieve your goal and become okay with your past self. You will justify your actions and rationalize why you didn’t reach your goal. Life should be lived with an attitude of abundance to wake up each day working towards achieving a big dream. We become who we desire, by taking action every day until those positive actions become habits. Whatever you want to accomplish that is new in 2018 will require change. Change is difficult because doing new things is uncomfortable. The key to success is committing to new action items.  You will reach success when you transform actions that were once uncomfortable into actions that are now comfortable. No one is immediately comfortable getting up early to go to the gym or in a sales position is eager to call on new prospects.

The key to crushing your goals this year is to take action. Perform those new activities for 90 days and you will discover what was once uncomfortable will become comfortable and you now have built a habit to reach your goals.

Happy New Year!

Peter Giese

Determine Who You Want To Be And Grow Your Business Exponentially

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We recently completed our annual business planning workshops where over 1,000 United® Real Estate agents participated and I am extremely enthusiastic about their future. Those in attendance ranged from recent graduates to experienced individuals switching careers to long-term real estate professional. Each attendee was introduced to the first component of successful planning – knowing your why and who you want to become.

It does not matter where you are in your professional career. Every day we see images on social media and read about people who accomplish what we classify as “incredible achievements.” It’s important to note that before they achieved success, every one of them took the same initial step – they decided who they wanted to be, what they wanted to do and that they were going to create their success.

Choosing to create your success today is a deciding moment that will change the course of your life. The path you take and the decisions you make will have an effect on those you meet along the way and, most importantly, be the architecture that drives your end result. Write down today’s date; take a picture of yourself as a reminder and memento that you can show others when your deciding moment happened. Despite the changes in technology, the global economy or your own local real estate community, concentrating on becoming who you want to be will allow you to achieve what you need to be successful. With that stable foundation, the changes you encounter in life will not affect who you are or who you will be.

Recently, United Real Estate was highlighted in a documentary series by trusted real estate source, Real Trends, on How to Grow Your Business. What began as a technology testimonial turned into a more in-depth overview of United. The shift in focus of the documentary occurred because of a common theme evident in our office owners’ and agents’ testimonials which demonstrated that United is more about the culture and the people of a growing company, rather than just the company objectives and strategies. Motivation comes from being empowered to become who you want to be. Once you discover who that is, what you need to accomplish your goals will become evident and you will look forward to the progress you make each week.

Click Here to enjoy the brief video documentary that is also available to view on our United Real Estate YouTube channel.

Thank you to all our local brokers and managers that helped make these successful, life-changing workshops a reality. When your dream is bigger than you are, you can either give up or seek help.  At United Real Estate, we are here to help!

Best wishes that you may always dream big!

Peter

Dramatically Change Your Business Results in 2018

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If you are an entrepreneur or are in a leadership position inside a larger organization, at some point in your career you will initiate a strategy that requires you and your team to change how you’re operating. Specifically, entrepreneurs can fall behind their competition because of a delayed response to change, or their ideas of what to change were faulty. Often a decision made on a course of change, is not properly addressed in terms of managing clients, partners or employee’s feelings or aversion to change. Not addressing those individuals’ real concerns can lead to resistance, which leads to non-action. Being unengaged with your work associates and clients’ feelings does not create better thinking, and it does not create better customer outcomes. If you want to better predict what your customers’ needs will be — spend more time getting to know their motivations and less time expanding the tabs in your company’s spreadsheets. To close the gap between your goals and potential client’s wants and needs requires you to further develop the skill set of empathy.

Empathy: the ability to identify with and understand another’s situation, feelings and motives. What challenges are others having and how is it affecting them personally and in their work habits? How would you feel or handle their situation? What is the best way to offer support and suggest actionable steps?

Using this definition of empathy, it is clear there is an unfortunate lack of empathy in the majority of our government and educational institutions, businesses and the personal interactions we have every day. Doctors, teachers and sales people who are more empathetic have all demonstrated greater success in their occupations. They have patients who recover faster, students who perform better on tests and receive more repeat business and referrals for their business. If you own a real estate company, you will perform better as a recruiter and coach to your agents if you are more empathetic to their needs.

Using data as opposed to connecting to an individual’s personal motivations and fears is nothing new. We have been bored by excessive charts and graphs for some time.  Yes, it is important to know your numbers and where your customer comes from, but if you want to successfully implement change, you are much better off working on showing empathy towards your team than showing them charts.

A prime example of overusing data to implement change was during the 1992 Presidential election. Ross Perot was the third party candidate who spent a great deal of money to gain an audience only to provide them with too much information at one point in time. You can relate his approach to the modern business meeting with PowerPoint presentations that have an overwhelming amount of data. I am not certain whether his charts and their predictions were right or wrong. What I am certain, is that the majority of people did not connect with the information and charts he was presenting. The election that year was won by a candidate with a slogan that was simple and to the point. Change in the economy was wanted and every candidate made this their primary focus, but only one message resonated with the majority of voters. What will your message be to your company on how to execute a new strategy of growth?

The idea of building empathy to properly implement change is not only for large corporations and government bureaucracies. If you are self-employed in a business, such as real estate, and you want to grow your income, the idea of implementing empathy will hold true for you. You are going to need to invest more time and money to develop a larger client list. Most real estate professionals have someone in their life who will want to know what will be spent in order to grow your business. How might your family feel about you working more hours each week or how the business change will affect their overall responsibilities to your household? Show them a chart about your potential income growth and you will probably receive reluctance. Show them a picture of a beach house you can own together and how they would feel about making sacrifices to obtain that, and you will most likely have a partner on your side.

Next time you are faced with implementing change in your business, with your customers or in your personal life, try to empathize with your employees, clients or family members on how they feel.  After you do this, then you can demonstrate your proficiency in Excel and PowerPoint.

Want to learn more about how to discover what truly drives your motivation to succeed and positon yourself for abundant success in 2018? Please contact your broker about joining us at one of United’s national business planning sessions that will be held on November 9, 16 and 28.  Together, we will build a plan that is more than a spreadsheet, and one that takes into account the changing consumer preferences. If you can get to the “heart” of what matters to you and your clients, you can enter 2018 with a plan that will inspire you to take the steps needed every day to be successful in effectively helping more clients and reaching your annual income goal.

A dream is a goal with a deadline.  I look forward to helping each of you create the lifestyle you desire from the entrepreneurial opportunity that exists in working for United Real Estate.

Peter

How Betting on Yourself with a 100% Commission Model can Grow Your Business

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“I’d love to chat with you about what I discovered”…“Learn about an exciting new opportunity” – have you ever received one of these emails? Chances are, if you are over the age of 40, you’ve received many of these emails! It is the first step in the backbone of recruiting for multi-level marketing. This sales technique is usually accompanied with either flattering you as a hand-selected, unique individual for this once-in-a-lifetime opportunity or boasting the sender’s prowess as a business-thought leader that is now driven out of “retirement” because of this great product. In either technique, you are being sold more fiction than fact.

I was recently reminded of this when someone I knew claimed that they “came out of retirement” and began this type of email campaign in hopes of getting to step two of the multi-level marketing plan – the sales pitch. Promises of an abundant life, enjoyable retirement and “this is the future” are all part of the standard “pitch.” While it is possible to make money in any venture, it’s unlikely to achieve the results described in the pitch, including in the real estate industry. An interesting book on multi-level marketing was written by Jon M. Taylor, MBA, Ph.D., president, Consumer Awareness Institute. In his free eBook, Mr. Taylor found that 99.7 percent of people will lose money in network marketing. The dream of making money by not working and building a down-line is just that, “a dream.” And, in a case where it seems too good to be true – it actually is.

A better strategy for obtaining your goals is to bet on yourself. This is where the power of focus will help you succeed in reaching your goals. To be successful and earn more money, you need to become a specialist in your field. To become a specialist, you need to continue learning. I strongly agree with Malcolm Gladwell, who identified in his book, Outliers, that people who become experts in a field put in a practice time of around 10,000 hours to master the skills in their chosen discipline. Because of this dedication to practice, they were able to become very successful in their occupations.

Who makes the most money in any profession? The world rewards people who have obtained specific skills. This holds true for all professions. If you are a doctor who becomes a heart specialist, you will achieve greater financial rewards than someone in general medicine. The same holds true for the leaders in business who developed specialized knowledge of an industry, financial dealings or organizational development.

The next time you are approached about an exciting new opportunity that promises residual income with an ever-growing down-line, do yourself a favor and bet on your own abilities. After all, a half truth is often a great lie. The process of obtaining special skills is only achieved through committing to improve your knowledge, focusing and then applying that knowledge to your career and your life. The truth for everyone is that time is our greatest asset. Are you going to spend it developing your skills or hoping that others you recruit will spend their time selling for you? Right now, someone is betting on themselves and becoming an expert. If you want to guarantee your future, you should do the same.

Here is to betting on yourself. You are worth the power of focus!

Peter