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The Salesperson's Struggle: Why vs. How

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Excerpt from <a href="https://www.amazon.com/dp/B071KVWLGC/ref=cm_sw_em_r_mt_dp_U_W8WACb6R8Q54S" style="font-size: x-small;">Profit with Your Personality</a> to be featured in the South Florida Real Estate Magazine.   </div>
 
 
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You love houses.  Or, maybe you love the generational wealth potential of real estate as an investment vehicle.  Perhaps you love the thrill of connecting with new people and helping them navigate one of their most expensive transactions successfully. 
 Now, however, whatever got you involved in residential real estate sales may be a distant memory if you are struggling to generate leads (a.k.a. new business contacts and prospects). "Why?" you wonder.  Why am I not successful yet?  Why did I think I could do this? Why am I not a top producer?  Why did the "failproof" method of "Sally Sales-A-Lot" (the local top producer) NOT work for me?  You are plagued with wondering why.   You may even feel hopeless and have started your search online for job positions that will allow you to return to your former work life or help you start a second, third or fourth career. 
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 What if you can generate leads necessary to have a thriving residential real estate sales business but you just do not know how to do so yet?  The key question to ask here is not simply why but rather how.  How can I succeed in this career?  How can I become a top producer?  How can I hit my business goals?  
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 "The answers are all out there, we just need to ask the right questions."</h3>
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-- Oscar Wilde</div>
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 "Successful people ask better questions, and as a result, they get better answers." </h3>
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-- Anthony Robbins</div>
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It's not, Do I have the right personality? or Why is it so hard for me to cold call, door-knock, or use social media?  How can I be so certain?  I had an opportunity to study some of the top 1,000 residential real estate sales agents in the U.S. for my doctoral research.  Guess what I found?  All four DISC personality types (even the introverts!) were represented among individual top producers, those making $500K plus annually.  Check out the full results in the peer-reviewed publication, <a href="https://aresjournals.org/toc/repe/21/1" target="_blank">Journal of Real Estate Practice and Education</a>. 
 
Asking why may leave us feeling inadequate as if we are not good enough for this career. Whereas wondering how often empowers us to proactively seek and execute a solution.  The how that I found among the nation’s top producers can change how you see lead generation.  
 
 
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Your Turn</h1>
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I want to challenge you to ask better questions, ESPECIALLY if you are not seeing the results you desire in your sales.  You can do more than you know… so transform what you know by asking how!  Then seek out the courses, books, and mentors that can deliver the how.   
 Make it your goal this week to meet one sales leader (who is where you want to be), read one new book, and take one class that teaches you something you do not know.</div>
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Want more of the best practices of our nation's top producers? Grab your copy of the short read, <a href="http://www.learnwithlee.realtor/p/resources.html" target="_blank">Profit with Your Personality</a>. And, be sure to share with your favorite salesperson a copy of the classic 5-star rated workbook, <a href="http://amzn.com/1508652325" style="background-color: white; line-height: 22.08px;">Plan to Win</a>, to transform their real estate sales game plan.  Here's to your success! 
 Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="font-size: medium; font-style: normal; font-weight: 400; line-height: 22.08px; white-space: normal;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="font-size: medium; font-style: normal; font-weight: 400; line-height: 22.08px; white-space: normal;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="font-size: medium; font-style: normal; font-weight: 400; line-height: 22.08px; white-space: normal;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="font-size: medium; font-style: normal; font-weight: 400; line-height: 22.08px; white-space: normal;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="font-size: medium; font-style: normal; font-weight: 400; line-height: 22.08px; white-space: normal;" target="_blank">LearnWithLee.Realtor</a>.  </div>

profit with your personality excerpt, slideshow-v1

The Salesperson's Struggle: Why vs. How

Excerpt from Profit with Your Personality to be featured in the South Florida Real Estate Magazine. You love houses. Or...

1 Proven Key to Pivot Objections from Rejections to Sales Opportunities

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Snippet from the Workshop: How to Pivot <a href="https://www.ypn.realtor/the-lounge/turn-objections-into-sales-opportunities/" target="_blank">Objections from Rejections to Sales Opportunities</a> . 
 
 
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 No. 
 I'm not interested. 
 Some other time. 
 You don't have to call me, I'll call you. 
 
 
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 To the unfamiliar ear, those sound like words of rejection.  And, if you are "single and ready to mingle" as we approach Valentine's Day, you may KNOW those are words of rejection.  No means no with dating PERIOD.   But in the world of residential real estate, where EVERYONE needs a place to live, those words are actually opportunities (if no other agent has a stake and you are not violating solicitation laws). 
 Not opportunities to misguide, manipulate, harass, coerce, or be "slimy". 
 Rather opportunities to serve and probably become someone's lifelong real estate "go-to" because you "rolled up your sleeves" in a time of need. 
 Let me explain with this quote from renowned psychologist, Marshall B. Rosenberg, PhD (1934 - 2015): 
 
 
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..hear the word no without taking it as a rejection... shine the light of consciousness on the feelings and needs behind someone else's 'no' [to] become cognizant of WHAT they are wanting that PREVENTS them from responding as we would like.</blockquote>
 In other words for the real estate world among those without an agent and not on Do Not Call Lists:  
 NO means Needs Overlooked (the reason for the no) and Needs Opportunity (for you to pair them with essential real estate resources of which they were not aware) 
 To reiterate, this is NOT an opportunity to misguide, manipulate, harass, coerce, break laws, or be "slimy".  We are not forcing ourselves on people.  Instead, we are assessing their needs to provide solutions.   
 This is a critical key: Do a Needs Analysis. 
 People make real estate decisions because of THEIR needs, whether familial (e.g. parents moving in, children moving out, etc.), financial (e.g. leveling up, downsizing, relocating, etc.) or something else impacting where they lay their heads at night.  Typically the situation dictates that they ABSOLUTELY will make a housing change (whether now or 5 years from now) but the unknown is will they use a real estate agent/broker and will it be you. 
 You want it to be you, whether it is now or later. 
 In light of this, our mission ultimately becomes to meet needs not simply to "sell".  Again, we are not trying to force people to buy, sell, or lease real estate.  They already plan to do that.  It is just a matter of will it be with you.  As a result, our "why" should translate into us being a "match-maker", "problem solver", "fixer" or any other synonym you choose to help people that have real estate needs find the best solution based on all of the aspects that make up their very personalized, often helter-skelter situation. 
 The question, then becomes, not why are they rejecting me but what real estate needs do they have which are an opportunity for me to serve them? 
 Think about each of your clients and start asking questions.  Here are a few to get your "creative juices" flowing: 
1. What are your plans for your home?  
2. Is real estate part of your wealth plan?  
3. Are you in the home you want/need since_____ (name an economic event e.g. interest rates are low, etc.)?  
4. Do you know how real estate can pay for each of your (grand)children's college?  
5. If you could live anywhere, where would it be and why? 
 
 
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Want to learn more of these proven techniques to turn your objections into sales opportunities? Request this workshop for your team or subscribe to the Master Class videos (<a href="http://bit.ly/drleemasterclass">http://bit.ly/drleemasterclass</a>) and get an update when this workshop is available as an on-demand video series (coming next month!). 
 Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">LearnWithLee.Realtor</a>.

objections, slideshow-v1

1 Proven Key to Pivot Objections from Rejections to Sales Opportunities

Snippet from the Workshop: How to Pivot Objections from Rejections to Sales Opportunities . No. I'm not interested. Some o...

How to Strike Instagram Gold with this Overlooked Feature

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As featured on <a href="https://www.inman.com/2019/02/07/how-to-strike-instagram-gold-with-this-overlooked-feature/" target="_blank">Inman News</a>.  </div>
 
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Are you doing it for the 'Gram yet?  
 
I understand if you do not personally want to get caught up in the foolishness but you can be all about business, using Insta' to grow your lead generation and easily follow-up with your database. 
 
Do you struggle with understanding its importance?  Instagram (IG, the 'Gram, Insta') has MORE engagement than <a href="https://www.forbes.com/sites/ryanholmes/2018/02/01/as-facebook-shifts-instagram-emerges-as-a-new-home-for-brands/#469196ee7834" target="_blank">Facebook</a> and <a href="https://www.brandwatch.com/blog/instagram-stats/" target="_blank">Twitter</a>.  Kylie Jenner credits social media (with Instagram being her most vocal site) as being the catalyst for her "<a href="https://people.com/tv/kylie-jenner-is-one-of-the-top-5-wealthiest-celebrities-in-america-for-2018/" target="_blank">youngest 'self-made' billionaire</a>" status.  It stands to reason that if you have seen your business grow on Facebook or Twitter, just think what can happen on IG.  Nevermind that Instagram is owned by Facebook (since 2012) because it has not (thankfully) become Facebook's "mini-me" clone. 
 
Check out this video on more of why IG should be in your business' marketing mix: 
 
<iframe allowfullscreen="" frameborder="0" height="360" mozallowfullscreen="" src="https://player.vimeo.com/video/314547306" webkitallowfullscreen="" width="640"></iframe>

Okay so IG is the place to be but how can your business get in on the 'gold rush'?  Here is a free IG features that you should employ EVERY. TIME. YOU. POST. 
 
 
Make IG Stories a Lead Generator 
 
IG Stories have now passed more than <a href="https://www.facebook.com/zuck/posts/10106340834478671" target="_blank">500 million daily actives</a>.  But, just knowing that number means nothing if it does not translate into business.   Enter: IG Stories polling feature. Polls in IG Stories can be used strategically to connect and re-connect with IG users.  Often, people use polls for random shenanigans but we can make sure our shenanigans have a "moral of the story" -- business growth. 
 
Here is a quick video example of how you can use IG Stories polling feature: 
 
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To recap: 
 
1. Ask a captivating question based on your business and give two answer options that help you to identify potential leads. 
 
2. Follow-up with the potentials. 
 
With one IG Stories' poll post, you could potentially walk away with several leads.  Undoubtedly, you have struck gold! 
 
Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">LearnWithLee.Realtor</a>.   
 Want more of the best practices of our nation's top producers? Grab your copy of the short read, <a href="http://www.learnwithlee.realtor/p/resources.html" target="_blank">Profit with Your Personality</a> and, the classic, 5-star rated workbook, <a href="http://amzn.com/1508652325" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration-line: none;">Plan to Win</a>, to transform their real estate sales game plan. Or, get your "training on" with these <a href="http://vimeo.com/ondemand/learnwithlee" target="_blank">on-demand classes</a>.  Here's to your success! #LearnWithLee

instagram, instagram stories, slideshow-v1

How to Strike Instagram Gold with this Overlooked Feature

As featured on Inman News . Are you doing it for the 'Gram yet? I understand if you do not personally want to get caught...

1 Tip to be a Sales OVER-Achiever from a $20M Producer

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<a href="https://2.bp.blogspot.com/-mVYWM5GHH0g/XDZuCzhw-MI/AAAAAAAAZXI/p84LrnZNkVYqeWBPepfQBkuMUe6X7unkwCLcBGAs/s1600/IMG_2464.PNG" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="1600" data-original-width="900" height="200" src="https://2.bp.blogspot.com/-mVYWM5GHH0g/XDZuCzhw-MI/AAAAAAAAZXI/p84LrnZNkVYqeWBPepfQBkuMUe6X7unkwCLcBGAs/s200/IMG_2464.PNG" width="112" /></a>Do you know the new math to help your business grow? You should!  Watch this short video to learn it :-) and #LearnWithLee.</div>
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Link from video: </div>
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http://bit.ly/strategysurge for Solopreneurs</div>
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http://bit.ly/strategyevolution for Teams/Groups</div>
 Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">LearnWithLee.Realtor</a>.   
 Want more of the best practices of our nation's top producers? Grab your copy of the short read, <a href="http://www.learnwithlee.realtor/p/resources.html" target="_blank">Profit with Your Personality</a> and, the classic, 5-star rated workbook, <a href="http://amzn.com/1508652325" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration-line: none;">Plan to Win</a>, to transform their real estate sales game plan. Or, get your "training on" with these <a href="http://vimeo.com/ondemand/learnwithlee" target="_blank">on-demand classes</a>.  Here's to your success! #LearnWithLee

goals, sales advice

1 Tip to be a Sales OVER-Achiever from a $20M Producer

Do you know the new math to help your business grow? You should! Watch this short video to learn it :-) and #LearnWithLee. Link from...

Setbacks may be Set-ups for Success

It's not what happens to us in life and business but how we respond. I am learning this (I am still a work in progress) through market shifts, health crises, and family changes. We cannot necessarily control, stop, or change various seasons of life and market cycles but we can still "make lemonade from lemons". 
 
If you are at the point in life where it is hard to see the purpose of what you or your business may be going through, I hope my story will encourage you! 
 
Click here to check it out: <a href="http://voyageatl.com/interview/life-work-dr-lee/">http://voyageatl.com/interview/life-work-dr-lee/</a> 
 
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<a href="http://voyageatl.com/interview/life-work-dr-lee/" target="_blank"><img border="0" data-original-height="714" data-original-width="628" height="320" src="https://1.bp.blogspot.com/-QtYgXOmU3Qg/XDS5ZzxsRcI/AAAAAAAAZW4/zz3ABbI5nIw1YQoB_PPMkZg0jNIcNqXUQCLcBGAs/s320/Screen%2BShot%2B2019-01-08%2Bat%2B9.52.35%2BAM.png" width="281" /></a></div>
 
 
Thanks for capturing part of my journey, VoyageATL. 
 
I have faced some very bleak business situations but by the grace of God I have been able to pivot and ultimately prosper from the disappoints and delays. I want you to do the same! 
 
 Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">LearnWithLee.Realtor</a>.   
 Want more of the best practices of our nation's top producers? Grab your copy of the short read, <a href="http://www.learnwithlee.realtor/p/resources.html" target="_blank">Profit with Your Personality</a> and, the classic, 5-star rated workbook, <a href="http://amzn.com/1508652325" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration-line: none;">Plan to Win</a>, to transform their real estate sales game plan. Or, get your "training on" with these <a href="http://vimeo.com/ondemand/learnwithlee" target="_blank">on-demand classes</a>.  Here's to your success! #LearnWithLee

my story, VoyageATL

Setbacks may be Set-ups for Success

It's not what happens to us in life and business but how we respond. I am learning this (I am still a work in progress) through market ...

Does your team need a Strategy EVOLUTION?

Does every member on your team know how they will get the next 1, 10, or even 100 leads?  If any team member can honestly say, "No" or "Not quite", then it is time for a STRATEGY EVOLUTION.   
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 What is a Strategy EVOLUTION?</div>
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The Strategy EVOLUTION plan is 4 weeks of proven assignments (we call Missions) customized to help your team PROFIT WITH their PERSONALITY and jump-start their lead generation.  The Strategy EVOLUTION is relevant, whether you have a team of rookie real estate agents or 30-year veterans that have hit a plateau.  In other words, it is group coaching at its best.  As a bonus, your team gets 4 direct strategy calls with Dr. Lee so that you can get personalized guidance as you develop or revamp your lead generation strategy.</div>
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Why is it Important to PROFIT WITH MY PERSONALITY?</div>
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One size never fits all.  That is true of a wide range of things from clothing to business models.  If you are trying to model your business after "Sally Sales-A-Lot" (a.k.a. the top producer in your area) and you notice it is not working, this is likely a strategy that is not suited to your God-given personality.  That means her system is not necessarily broken or a scam, nor are you destined to fail.  Instead, it is vital that you identify how you can profit in your business with the unique way you think, work and relate to others.</div>
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The Strategy EVOLUTION will help you create a plan to do just this!  Also, check out the book, <a href="http://a.co/7T2Qowk" target="_blank">Profit with Your Personality</a> if you enjoy background reading. 
 
 
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Why 4 Weeks?</div>
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This time period will allow your team to implement and test your new custom strategy, get specific feedback directly from Dr. Lee, and make any necessary adjustments.  It is frustrating to start some lead generation strategy without having any guidance to keep it going.  This 4-week program makes sure you are not going it alone.</div>
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I'm a Manager so How Does This Work for My Team?</h2>
 As a broker/manager/owner, you can offer the Strategy EVOLUTION to each of your agents as a way for them to intentionally create an individualized lead generation plan since "one size does not fit all".  Often, managers have their team members pay for the coaching but reimburse them after their next closing or work with sponsors to give the team members scholarships. 
 
 I Have Questions?</div>
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Schedule a chat to discuss your needs and learn more about the Strategy EVOLUTION and all group coaching options by <a href="https://calendly.com/coachlee/15min" target="_blank">clicking here</a>.   
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What Others Are Saying About the Strategy EVOLUTION</h2>
 Here is just one of the many wins from a participant that started generating leads IMMEDIATELY with this new strategy/plan. 
 
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 Here is just one of the many wins from a social media user. 
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 Listen to just one of the many "win-imonies" from participants. 
 <iframe allowfullscreen="" frameborder="0" height="360" src="https://player.vimeo.com/video/277634219" width="640"></iframe> 
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Is Coaching with Dr. Lee Right for Me?</h2>
 
Prefer 1-on-1 coaching? Find out if 1-on-1 coaching with Dr. Lee is right for you by taking this self-assessment: <a href="https://docs.google.com/forms/d/e/1FAIpQLSe9TD_76lE9mUfAwL0HZAGgwnkYWgiLvIWqfEZTgfymd3eEEA/viewform" target="_blank">click here</a>. 
 
 Sound off - I would love to hear from you!  Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">YouTube</a>, and <a href="http://google.com/+leedavenport" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;">Google+</a> or by visiting <a href="https://www.learnwithlee.realtor/" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration: none;" target="_blank">LearnWithLee.Realtor</a>.   
 Want more of the best practices of our nation's top producers? Grab your copy of the short read, <a href="http://www.learnwithlee.realtor/p/resources.html" target="_blank">Profit with Your Personality</a> and, the classic, 5-star rated workbook, <a href="http://amzn.com/1508652325" style="background-color: white; font-family: times; line-height: 22.08px; text-decoration-line: none;">Plan to Win</a>, to transform their real estate sales game plan. Or, get your "training on" with these <a href="http://vimeo.com/ondemand/learnwithlee" target="_blank">on-demand classes</a>.  Here's to your success! #LearnWithLee</div>

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