What I Wish I Knew Before Getting My Real Estate License

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What Changes Can You Make to Get Better?

Change is good! Embrace it to get better.

As humans we love the comfort and security of our routine. We wake up at the same time, drive the same way to work, eat at our favorite restaurants, have our usual workout routine and we generally do the same thing over and over, day after day, week after week, month after month, and year after year.

The comfort and security of our routine applies to being a Realtor. Once we find a comfortable business model we generally do the same thing year after year. This is good and bad–good because we are doing the basics and working towards our goals but it is also bad because we resist change in our business because it’s uncomfortable and sometimes change can be scary.

I would like to pose the following questions to you as we embark on a new year because if we want to change our results then we have to change.

Focusing on your business what daily habits and activities can you change to improve your business? What monthly habits and activities can you change to improve your business? As an example, what time do you normally get to work at the office? If it’s 9:00, could you improve your business by getting into the office at 8:00 am?

Daily activities–make sure to do at least 3 marketing activities every morning before noon, could that help? These are just examples in case you’re already doing this.

Let’s say you are not hosting Open Houses–how would your business improve if you started hosting Open Houses at least twice a month?

Are you staying in touch with your champions in your Sphere? These are the people who go out of their way to support you, encourage you and most importantly refer you business. What if you scheduled eight face-to-face meetings with your Champions every month? (Coffee, Lunch) Would this improve your business?

My point is we all need to look at our business–build on our strengths and fill in the gaps where we have weaknesses. We have to change to get better. Don’t get caught in the trap of doing the same thing day after day, week after week, month after month, year after year and then before you know it ten years go by.

We can always reinvent ourselves. Think of today, January 1, 2018, as a new beginning. A fresh start! Get excited about your goals and what you want to do this year and make constructive changes in your business to get better.

My last point is to make sure you are focused on your personal development as well. Are you reading the books which can help you improve as a person? Are you listening to positive audio content? Are you exercising to stay fit and strong? Are you spending quality time with family and friends? Are you passionate about your life? Read the books, take the classes, listen to audio content, get around positive like minded people and push each other forward to reaching your goals.

Happy New Year! I wish you the best in 2018! Keep moving forward and you will reach the mountaintop.

Thank you.

Mario Jannatpour

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Mastery Summit: Christina Canters

Christina Canters

I help Gen Ys communicate effectively. But don’t take my word for it. Listen to my podcast ‘Stand Out Get Noticed’​ to experience it for yourself: http://thecmethod.com/listen

I believe Paul J. Meyer was right in saying: “Communication – the human connection – is the key to personal and career success.”​ To me, this includes:

– Being a confident and persuasive public speaker
– Effectively pitching your ideas and work to clients, employers & colleagues
– Connecting with and building strong relationships with the people who matter to you
– Landing your dream job with a standout application and killer interview skills

Really, it comes down to crafting a CLEAR MESSAGE whenever you speak, present, write, blog, draw, gesture, sing, tweet, walk into a room…so that you can be understood and get WHAT YOU WANT.
And the best part?  Confidence and communication are skills that can be learned.  And I’m here to show you how.

Christina’s website: http://thecmethod.com

Other things I like:
– Doing stuff outside my comfort zone – like stand up comedy, couchsurfing and competitive CrossFit
– Blogging about doing stuff outside my comfort zone at http://christinacanters.com/
– Voice over work (yes, I do answer phone messages)
– Travelling the world and making silly videos to document it
– Playing the ukulele.

Twitter: @cjcanters

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Mastery Summit: Jerod Morris

Jerod Morris the VP of Marketing for Rainmaker Digital.  He is a veteran podcaster, and currently serves as the co-host of The Showrunner.

Jerod’s Website:  http://primility.com/

Jerod on Twitter:  @JerodMorris

Rainmaker.FM:  http://rainmaker.fm/

The Showrunner Podcast:  http://rainmaker.fm/series/showrunner/

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Mastery Summit: Sonia Thompson

Sonia Thompson is a marketer and business strategist obsessed with roaming around South America. She spent more than a decade living the corporate life, growing million dollar brands around the world.  Now she takes entrepreneurs by the hand and teaches them how to build their dream businesses, step-by-step.

Her book Delight Inside provides a roadmap to build, manage, and grow a business.  She also hosts a podcast, I Am the One: Entrepreneur Edition which features inspiring stories of entrepreneurs.

Join her at http://trybizschool.com/

Coaching services: http://trybizschool.com/coaching/

95 Ways To Get Your Customers To Love You:  http://trybizschool.com/95-ways-get-customers-love/

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Mastery Summit: Jack Cotton

Jack Cotton founded Cotton Real Estate, now Sotheby’s International Realty, in 1974 and has overseen thousands of purchases and sales of Cape Cod properties.  Jack’s mastery of Cape Cod Real Estate is clear, yet he never stops striving for new knowledge.  In fact, he believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate studies at Cape Cod Community College in 2006.

Jack Cotton has built his reputation as one of the most respected Cape Cod Real Estate professionals on the foundation of integrity.  The integrity to put his customer first in every single situation.  Jack Cotton is highly regarded in the Cape Cod community, by his Real Estate peers throughout the country, and perhaps most importantly, by his customers and clients.  Jack specializes in luxury properties and Cape Cod’s waterfront homes.

Jack Cotton is a Cape Cod Real Estate leader.  He is constantly inventing and fine-tuning techniques of the selling and buying processes.  Jack stays ahead of the curve with the best training and education and always finds new ways to serve his customers.

Jack’s Websites:



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Mastery Summit: Matt Parker

Matt Parker was professionally trained in sales and marketing in Minor League Baseball and the NBA.  He began selling real estate at age twenty-four, and quickly became a market leader south of Seattle, WA.  He has been featured in local, regional, and national print and television media, and is the author of “The Real Estate Sales Secret,” a succinct guide to seller interaction.

He is an active sponsored water sports athlete in his spare time, and an avid outdoorsman.

Matt’s Links:


Matt’s Books on Amazon: https://goo.gl/7taZNB

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Mastery Summit: Michael Thorne

Michael Thorne is keenly aware of the gravity of his chosen occupation. He doesn’t take lightly the fact that clients trust him to be a steady hand – and a source of “compassion and passion” – to hold on to through something as life-changing as a move. His daily motivation comes from “the legacy of the people we’re able to help.”

Michael’s relationship to real estate has been a lifelong (and family) affair. Both of his parents were agents, and he started working at a real estate office when he was 15 years old. He got his real estate license at 19. Real estate, he says, allows him to be an ambassador for the community that shaped him.

Michael is known (and beloved) for his curiosity. Michael attributes his notoriety as one of Inman News’ 100 Top Real Estate Innovators to his confidence in two simple words: what if? While his ebullience and fun-loving nature are what make him an esteemed character in the industry, his drive to provide a cutting-edge experience for his clients has made him a pioneer in the expert union of real estate and video.

Video, for Michael, changed everything. And once you get to know him, you see why. Stillness is not a natural state for Michael, and thus his energy and passion translates perfectly to video.

Michael uses his expertise in video not only to sell clients’ homes, but also to showcase the neighbourhood where he has lived his entire life. “I built my business in North Langley, I built my life here – this is home.”. He now lives 10 blocks from the hobby farm where he grew up, 7 blocks away from the high school he graduated from (his was the then-new high school’s first graduating class), and 5 blocks away from where he began his real estate career.

Michael sees himself as owing a great debt. Not monetary, but rather the sense of duty to the community that has given him what he calls his “ridiculously amazing life.” His passion for his home town stems from an eagerness for “other people to be able to experience living here, to raise their kids here and have their kids feel about this area the way I feel about it.” And outside of real estate? Michael describes himself as “[living] at the hockey rink, at the baseball diamond,” coaching his kids. “My dream was to be a great dad.”

Michael’s Website: http://www.tmbrealestate.com/

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Mastery Summit: Karri Flatla

Karri Flatla has been pioneering her way through the real estate industry since 2012.  Armed with extensive business and marketing chops—and fueled by a passion for excellence—Karri is setting new standards for client care and education.  Determined to ditch the pitch, Karri eschews traditional sales for a more consultative approach.  The result?  Today’s consumer can make smarter decisions about their real estate in a no-pressure, comfortable environment.

Karri is a full-time residential real estate agent with RE/MAX Real Estate – Lethbridge in Alberta, Canada.  You can learn more about her services at http://karriflatla.com/

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Mastery Summit: Jeff Dowler

Jeff Dowler

After 15 years in corporate Human Resources positions, my wife and I opened a successful art gallery in Cambridge, MA.  Shortly thereafter I obtained my real estate license and began working for RE/MAX Destiny in Cambridge, home of Harvard University and MIT, in 2002.

In the Spring of 2005 my wife and I made the decision to relocate to Carlsbad California.  We bought our 9th home in the La Costa area of Carlsbad to be near the beach, and not too long a drive to San Diego, or LA where our daughter was in school.

After obtaining my California real estate license I joined RE/MAX Associates in Encinitas in June 2005, which later became RE/MAX Moonlight Beach, created after RE/MAX Associates was restructured in 2008.  In January 2011 I made the move to a new brokerage, SOLUTIONS REAL ESTATE, shortly after they opened their first California office in Carlsbad, where I am today.

I have been a primary home buyer and seller 10 times, and have also bought and sold a business condo and 2 vacation properties, one waterfront, in 4 different states.  I understand the practical and emotional issues of buying and selling from the consumer’s perspective, and have had some difficult transactions to navigate, all of which benefits my clients.

I have relocated multiple times, most recently from Boston to Carlsbad, and have moved very young children, pets, and cars.  I am also familiar with the business side of relocation from my years as a Human Resources professional, including corporate relocation programs and packages, and working with relocation companies.  I understand the relocation process very well and specialize in working with buyers and sellers who are making significant moves to or from Southern California.

I am 1 of about 3% of all REALTORS with the Certified Residential Specialist (CRS) designation, which required advanced training in technology, working with referrals, and listing and buying strategies, and had rigorous production requirements.  I have been a CRS since 2005 and have been active in the Council of Residential Specialists (CRS) organization at the state level since earning the designation.

I have served in every position on the Board of Directors for the Southern California Chapter of CRS, including President for 2011 when we won the Chapter of the Year Award.  I am also active on a National level, serving as Chair of the Educational Forum for the National CRS Organization for 2014, and Vice Chair for the Membership Development Committee in 2015; I will Chair that committee in 2016. I have been Regional Vice President for 2014 and 2015, working with the 4 state CRS Chapters in New England, and will serve in that role again for 2016.

Lastly, I believe strongly in ongoing education and learning, and stay current with technology and changes in our business through webinars, classes, and by attending regional and national conferences.  Education is also essential for buyers and sellers, and I author 2 different consumer blogs; I’ve written several thousand articles since 2006 about the North San Diego County area, neighborhoods, the local housing market, and what consumers need to know about the buying and selling process.


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