WIN THE LISTING
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What have you imagined for your life? Do you have a clear picture of where you want to be in your relationship, your body, and your business? To get there, you need to make sure you are on the right track for success. Today I give you 5 Things to Know if You Are on the Right Track. Realizing where you want to be can be a game-changer, and getting there will take consistency and patience. Where is your path taking you?
Being Happy
- I am fresh off the plane from Florida, and I had a blast with my family. We went for a Real Estate conference and decided to make it a family trip. It was one of the best trips we have had in a long time. Being able to sit back and watch my family enjoy themselves on the beach, I imagined my life this way.
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I found so much satisfaction that I have been able to create a life where my daughters are smiling and laughing. I can sit back and focus on life in general while being financially stable, healthy, and excited about the future. It comes down to one word: Happy. This wasn't possible for me for quite a long time.
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I have learned to appreciate where I am because of where I have been. At times we don't feel we are on the right track that we don't realize we have experienced growth already. We aren't where we want to be, but we have established a path of growth. My finances are good, but are they where I want them to be? No. My marriage and parenting skills are good, but I can always improve.
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How do you know if you are on the right track? We don't realize we are on the right track sometimes because we are too focused on where we think we should be. Part of me went to Florida to validate if I was on the right path; I am glad that I did because it confirmed a lot of things for me. We are doing the right things here at A.Z. and Associates.
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A lot of other brokerages are missing out on the leadership and presence of realizing that it is all up to you. I am on the right track, and I see that when I step back and look at how other brokerages are doing things. I need to realize that time needs to take its course. You are taking the right actions as long as you see that you are growing from who you used to be.
5 Things
- I am going to talk to you about the five things to determine if and to ask yourself, “Am I On the Right Track?”
- 1. How do you know if you are on track? Do you have targets set? Do you even have a track? If you don't have anything to compare to where you want to go, you will always feel lost. If you don't have a clear vision of what you want to accomplish, you will never feel on track. That is what we are committed to at A.Z. & Associates, and that is why we have our quarterly meetings like clockwork, so you can remind yourself you have a track, and a target you are seeking to achieve. When you achieve it, that creates a sense of accomplishment; that, in turn, is growth and expansion. You need to continually reinforce that every 90 days; are you moving forward or farther away? I had the image of my family being happy embedded in my mind, and me being connected; that image was so vivid even six years ago when my life looked completely different. My connection wasn't there with my daughters, and Carla and I were headed for a divorce. The moment I stopped focusing on what I didn't have, I didn't have Carla's support or love, and I was blaming everyone else, I changed all of that. My focus changed to what I want instead of what I wish I had. Any great thing takes time, but I imagined my daughters so happy and proud of their Dad. I was creating a lifestyle where I wasn't watching every nickel and dime. I look at my wife, and she returns the look with appreciation and respect, as opposed to resentment and hatred. The only way to have a vivid picture is to ask yourself what you want. What do you want? I have told the story of a time I passed two girls on the sidewalk who were my daughter's age; one of them said that her Dad was her best friend. That was the first time I realized how I was falling short as a Father; it smacked me in the face. I was the tyrant, the enforcer, the traditional parent; do as I say, not as I do. I wanted my daughter to say those same things, to be proud of me, and to understand and see my role as a parent. I celebrated my birthday last week, and I got a video from her; everything I had imagined is what she had put into this video. I became the Dad I should have been all along.
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2. How do you know you are on the right track? This is about comparison. I'm not saying to compare yourself to others; that can be counterproductive to your success. Compare yourself and ask the right questions: compare yourself to who you are today and who you were six months ago, one year ago, and five years ago. If you can see a notable difference, that means you are on the right track. The results may not be as fruitful as you would like, but it means you are on the right track. Are you financially better right now that a year or five years ago? If yes, then that is okay; if it's not, you need to ask what is causing that. Maybe you're new to the business, and you aren't going to see the finances at this point. Are you a better marketer and salesperson today? Think back; are you better, more skilled, or communicate more effectively? Then I would say that you are on the right track. Are you healthier than you were? Are your choices better with the food you are consuming? You can always get better; no one has it all figured out. You need to do this for every aspect of your life. Are your relationships better, are they more connected? It is a simple yes or no; we all know if we are in a better place or not. If we compare ourselves to where we think we should be, we will always come up short. I can only look to the future, as a guideline to where I want to go; I cannot compare myself to that person or anyone else at that level. I would feel small and not be able to make the moves I need to become that person. I need to pause and look at where I was; I am a better marketer, businessman, husband, and father today because I put in the small deposits. Are you where you are supposed to be? Probably not, but you need to ask yourself if you are on the right track. Let that be the fuel.
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3. You are focused on the small wins. You are excited about learning, and at the same time, you are teaching the growth to others. You are on the right track if you are focused on the small wins; you are making more right decisions than wrong ones. The small wins in your life will change your experience and how you live life. We all have targets and things we can check off consistently; every decision will ask you the question of whether or not it gets you closer to what you want. Are you winning the day? If you win most of the days of the week, then you are on the right track. If you workout 4 out of 7 days, you are on the right track. If you eat more healthy meals than not throughout the day, then you are on the right track. If you market vs. not marketing, then you are on the right track. Each day that you do more of the right things, over time, that is where growth will happen; it's a challenge to you all. Are you trying to lose weight? What are you doing today to win the day? Spending a little more time with my daughters every day, being engaged a bit more each day has created the results I have with them. I love them, and they love me; they are my inspiration.
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4. Handle Obstacles and Conflict with Intention; you don't make it worse. A growth factor for me is how I handle obstacles and failures. I know that after each obstacle and failure, I can make things worse, and I have stopped that; I bounce back and get out of that pit and mindset quicker. What used to bring me to my knees for weeks and months at a time, I can handle like a boss now; with intention, understanding this is an obstacle for me to solve. I need to rise to the issue and not cower to it. Does it still bring me to my knees? Yes, but I get right back up and not allow it to fester. I don't sit back and question why it is happening to me with a sense of entitlement. We are all human and get knocked on our ass; how long will you remain there? The longer I stay in the pit, in a dark place, the less time I have to grow. If I can compress the time I am there, I am growing. After every deal falls through, every argument at home after breaking your diet, what do you do? Do you say forget it and make things worse? When you eat something bad, do you go for something worse? When you argue, do you walk out or say something to make it worse? When a deal falls through, do you stop marketing? These are all indicators of how you handle conflict; are you handling it with intention? The next time you have an obstacle or issue, you need to step away from yourself and determine if you are having a tantrum? Are you acting like a teenager? Then go back in with intention and fix it. If you catch yourself in this place, and you aren't making it worse, and you get back up, you are on the right track.
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5. Others Notice the Growth in You. You are no longer telling people that things will change for you. The one who is hardest to convince of that is your spouse. Carla was a skeptic because I let her down so many times. I would tell her things would be different, and then I would go back to my old patterns. You will get the feedback from how they look at you, respond to you, and support you; if you are on the right track. Don't blame them for being skeptical; those were your actions. It is hard for someone to be skeptical when you are delivering. You will see it in your kid's eyes, your parent's eyes, and in your spouse, if you are delivering or not.
What Path Are You On?
- These are the things I have determined, and maybe you have your list. I look at this and know I am on the right track, and I am growing exponentially. I feel good, and you need to feel good to create good things.
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Do you have targets? Do you have comparisons of your personal growth? Are you focused on the small wins? Are you handling obstacles and conflict with intention? Are others noticing the growth in you? The only way you will convince anyone of your growth is by your action over time. When you can appreciate how far you have come, that will change your trajectory. I wasn't the father, husband, or businessman I wanted to be, but I am now. We all can get inspired when we compare who we are to who we used to be.
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I promise you that if you look back on your life, you will see the different areas where growth occurred in all areas. When something happens, we convert back to our lowest form of habit; don't beat yourself up, but don't make it worse either. Change it and go back to your consistency, realize the deal that fell through isn't the end of the world. It's a blip in the grand scheme of your life, so don't treat it like it is more than that.
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Learn to overcome and be excited about your day. Understand that failures are part of the growth process, and if you can handle your business while you are on vacation, you are on the right track. If you can continue to grow while you are working from home, you are on the right track. My kids understand we had the fun that we did in Florida because of the actions and steps we had to take to get there; they get it. If your kids aren't understanding this and making you feel guilty about being at the office, you need to bring them into your world. I used to take Abigail to show houses and listing appointments; she understands.
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Once you learn to dominate the small wins every day, you will be in that place of growth more often than not. Once you stay more consistent, it's game over in all you do. It's a learning process for all of us, but you are getting better and consistent than you were a year ago.
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Being surrounded by influential, powerful people gives you a sense of their intention and intensity. What are your clients feeling from you when you walk in their door? Are you focused on your strengths and dominating in the space like you own it? Maybe you are being too concerned with the technicalities of the sale and not putting forth the confidence they need to see? You must acknowledge who you are as an agent and walk in that authority, letting everyone you come in contact with know you are there to dominate and deliver every time.
Fight Night
- This weekend Carla and I headed to New York for the UFC 244. The venue was great, the energy was unbelievable, and the fights were on point. We have been to many fights over the years, but we got away from it for a while. We enjoyed our time together so much that now we are focusing on when we can do it again. It reminded us that we need to create that space for ourselves and our marriage.
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We can get so focused on our business that we disconnect and stop doing the things we enjoy doing. I was all in and present in what we were doing all weekend. It is important to reinvest in the things you like to do.
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There were many stories behind who would win this fight. The two fighters in the main event have been in this arena for a long time. I had done my research on both fighters, and I favored Nate Diaz, but Jorge Masvidal I grew to appreciate. He is highly intelligent and speaks very well and is engaging. He is entertaining and witty. He reminded me of Connor McGregor and how he owns the media aspect of his fights.
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We had great seats, rubbed elbows with some famous athletes. Seeing President Trump and being in his vicinity, the most powerful man in the world, was awesome. I would say my tickets were better than his. This is the world we live in; that we can be in the same venue as the most influential people by doing what we love.
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We all work very hard to get to a certain level, and it was very satisfying to be in that place. Living a healthy lifestyle, focused on my marriage and my family. Being focused on my business, and I am all in on all areas of my life. People asked us how we stayed so fit and were surprised to hear we had been married for 16 years. There is a misconception at times, that when you get married, you settle; you settle down and stop doing what drives you.
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It isn't about settling; it's about continuing to grow and expand. There were many moments last weekend that made me stop and appreciate how far we had come. I was rooting for Nate Diaz in the fight, but there was something interesting that he said a few days ago that made me question his chances. He was asked what he was looking forward to; he answered that he didn't think it would happen this fast. That made me feel that he didn't believe he was prepared. Those words create doubt anytime we question ourselves. When I saw his opponent, Jorge Masvidal, he was confident and ready.
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The words the competitors spoke showed how they were going to perform on the mat. From our seats, I could feel Masvidal's energy and focus. It got me thinking about how we sense things as humans. When you go into a listing appointment or a new buyer, they can feel your certainty and intention. I don't think we are aware of how we respond or show up to others. We need to be clear about that.
Focus On Your Strengths
- You need to focus on your strengths when you go into those appointments. Maybe it's honesty, or being open and reassuring. When you are focused only on the mechanics and technicalities of the Listing Agreement, the doubt will set in. Your client will get that energy from you.
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I could tell Masvidal was ready for the dog fight; he had been training his entire career for this moment. From the moment the bell rang, he dominated the fight. His energy never depleted for three solid rounds. They stopped the match because of some cuts to Diaz's eye, but you could tell he needed it to end.
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When you are intentional and focused on what you want, you can't be defeated. Diaz didn't have the confidence and felt he didn't have the time to prepare. He said it publicly, so what was going on in his mind? Have you ever seen a couple arguing in public? That is the watered-down version of what goes down. Behind closed doors, it is probably World War 3. If they are willing to act out that way publicly, imagine what goes on at home.
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Whenever you speak words that your clients can grab onto, it's like the iceberg theory. There is so much more below the surface that they know is there. Following the fight, Diaz told the press he wasn't able to run because of an injury; running is one of his training methods to give him stamina in the ring. With that statement and the previous regarding the fight coming so fast, those two things now are the main focus and no longer about dominating the fight.
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Masvidal isn't undefeated, but he is getting stronger and completely dominating in his space. What do your clients feel when they talk to you? If they think you are uncertain or doubtful, they will walk all over you. If you find that you are always apologizing, walking on thin ice around your clients, it's because they sense your weakness and doubt. You are focused on trying to be all things when you need to focus on only your strengths.
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Your client wants to hear what you are willing to deliver for them. Are you catering to your clients or delivering results? They can sense, smell, and hear the doubt from you. They begin to doubt the choice they made with you. Focus on what you are good at, experience doesn't matter, and confidence is everything.
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My focus is on training and empowering; occasionally, I will take a listing from clients that know me. The fact that a lot of you make more sales than me does not diminish my confidence. That isn't what I do anymore; I have been at the top of the game in sales. I was intentional and focused so that never pops into my mind about others who are greater.
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When I went on a listing appointment recently, it was my confidence, my intensity that made the client appreciate me taking on the listing. They are thanking me and are paying me big money because of my intensity to deliver what they are looking for. If your client is thanking you, then you are focused on the wrong things.
Consider These 3 Things
- I show up powerfully every day in everything that I do. They see how I show up for myself, family, and business and know I will do the same for them. I assured them through my words, my energy, my behavior, and they knew I was in full integrity because of the reps.
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Taking care of all aspects of your life builds you; Taking care of yourself, your family, and killing it in your business grows your confidence. That confidence will convey to your client that you are their only choice. Your business will make or break itself based on your intention. Top Producers have more confidence and certainty, and producing makes you more confident because it pushes you to be bigger.
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Here are Three Things I want you to think about: - 1. Everyone has self-doubt. Maybe you are dealing with your biggest listing or your first buyer. You want to make sure you deliver at a high level. Everyone feels these same feelings. When I run with Jesse, he is built for running, and I am a bigger guy. He is built for endurance, and at times I doubt if I can keep up with him and his time. I am older, bigger, and it's tough. Every time I want to quit, I remind myself, Jesse is also hurting. I took the focus away from myself and looked at his pain too. It isn't only you feeling this, it's everyone. The game needs to become about whether or not you can outlast them. - 2. You have done the reps. My daughter always questions if she will do good today in volleyball. She has put in 1,000's of reps, and I tell her to continue doing what she is doing. It doesn't have to be above and beyond. In real estate, you have built relationships, delivered, and sold to people in the past; whatever job you have been in, you have to sell yourself. Don't act like you are new to this process because you are new to this industry; you have done the reps and been there for others. You need to ask for their business. In one way or another, you have done this before. - 3. Focus on your strengths. Someone will always be more elite at things; their website or extensive database. Maybe it's the way they market or a 1,000 different attributes they have the advantage over; focus on your strengths regardless of what you have sold. What is your biggest strength? Mine is that I can deliver, and I won't stop until I do. I am also honest, driven, and loyal. I am dedicated, tenacious, and have a conviction that is fired up to the core. I live in full integrity, and that is the most significant advantage that you can have. Live in integrity by doing what you say you will do day in and day out. All of your client's senses will be attuned to your honesty, and that is the most powerful tool you can have. Not the numbers, but that and that alone.
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Everyone has self-doubt; you have done the reps and focus on your strengths. Speak in truths, and you will win every time even if you don't get the transaction. According to the Harvard Business Review, "A salesperson that is timid, uncertain, and full of doubt is unlikely to be able to complete a successful sale. At the same time, sales reps that have a high level of conscientiousness are likely to succeed." There are two types of salespeople of when a deal doesn't close; the first, when they fail, they know they have done their best. They delivered and did everything within their control. Factors beyond their control are what caused the deal to fall through.
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The second type takes it personally and experiences low self-esteem and self-doubt. They only then sabotage themselves for the next deal because now they begin to cater and work from a place of scarcity. They weren't living in integrity and didn't deliver what they said they would, stumbling through the process, taking it personally instead of focusing on their strengths.
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You need to remain in the game regardless of the economy, and you then you will know you are successful. Anyone can have a successful year, but can you dominate repeatedly; that is what real success is, sustainability. Focus on your strengths, know that you will deliver, and your clients will take your guidance and see you as a leader; you need to see yourself there first and foremost.
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A.Z. & Associates Real Estate Group - 2019