with A.Z. Araujo - Episode 40:

You Can NOT Repeat 
What is NOT Sustainable

with A.Z. Araujo - Episode 40:

You Can NOT Repeat 
What is NOT Sustainable

CUSTOM JAVASCRIPT / HTML
How do you look at your success? Is it a fluke or a well-oiled machine? Are the big numbers you are bringing in consistent or hit and miss? The targets you set for yourself now will come to fruition in the next 90 days; what will that look like for you? Invest in yourself, in your business, and in your family to ensure that your success is sustainable every quarter. The greater you is within you now.
You Cannot Repeat What is Not Sustainable
  • ​We are coming off of a Sales Meeting that was pure fire and looking at the patterns of our production. By breaking down these numbers, I was attempting to have you see where your numbers were at; what your patterns are. After three quarters, I feel we have a good idea of what our ups and downs are and what our patterns of a good month vs. a bad month; there are patterns with everything.
  • ​My goal was for you to see and break down your patterns so that you could tell what you do over a certain period will create. If you don't do certain things that will produce as well. I wanted you to focus on your best quarter; many of you felt you had a great quarter, and everything fell into place. Many of you believed it was a fluke; it all fell into place at the right time. 
  • ​I wanted to shatter that perspective and have you realize that maybe it wasn't a fluke. Maybe this is the level you are supposed to perform in every quarter; the other quarters were you not living up to your full potential as a business person. You could do this best quarter repeatedly if you did it once you can do it again. If you can repeat this over and over, you can make a significant difference over a year.
  • ​I asked a lot of questions, and one was how much money you left on the table? Some said 40,000, and some said 50,000. There were a few of you that said you left 100,000 dollars on the table. When we look at those numbers, we realize that is a lot of money, and we could have done a lot for your family. That is the money that you are stealing from your family.
  • ​Part of us wants to defend that and claim it isn't our fault and say it was because we wanted to spend time with the family. That is the point of today's Mindset Mastery; you cannot repeat what is not sustainable. I understand you aren't spending time at home if you are a one-person show. What do you have to do to ensure that you can repeat the cycle over and over again? A lot of you are ready to hire employees and to invest in your systems and databases. You aren't there mentally, though, because you think your success was a fluke. If you can repeat the cycles, it will not be a fluke; it will be a way of life and the way you operate. 
Crucial Questions
  • 1. What could you have done with the money that was left on the table?                                                                                                                                                                                                                                                                                       - There is a lot you can do with it, including investing in your business. I am not telling you to sacrifice time away from your family; I am saying that you can buy some time. The way you do that is to reinvest into your business, hire the right people, transaction coordinator, showing agents, and systems to automate your process.                                - If you are doing it as a hustle, you will not be able to sustain it. That is why your best quarter will remain like that. You need to process in your mind that it wasn't a fluke and learn to sustain that. When it gets tough, there is a part of us that doesn't want to push the envelope. A portion of us wants to hold back because of the pressure on us already. That is the first sign that you are trying to all things on your own. That is the best you will ever get.                 - If you apply the right systems and personnel, that is now the standard of what you will get. When we ask these questions, I want you to process them.
  • ​2. What must change within you to understand that your ideal year is a real possibility for your career?                                                                                                                                                                                                                                 - Not only will it increase your bottom line, but imagine how it will make you feel. Imagine what you could supply for yourself and your family? If you work hard to get there, it is not sustainable; are you capable of repeating it? Yes, if you do it once, you can do it again. Now the game becomes how to repeat it.
  • ​3. What investment in personnel or actions for your business are you prepared to take to insure you don't leave this money on the table in 2020?                                                                                                                                                                                                                                                                                                                                                                 - My whole point of this is to shatter your perspective. If you had a 3 million dollar quarter, you just showcased that you could be a top player at 12 million. That will make you part of the top 1% in the state. Our top 7 agents were in that top 1%. If you can take your production from 1.5 to 3 million in one quarter and then repeat that, it changes the game for you. You will operate differently and talk differently. If you see it as a fluke, you will think it is something that happened and wasn't strategic or repeatable. What if your best quarter this year became the standard for you next year? All it takes is for you to envision that you are supposed to operate this way. I am challenging you to believe that the increase was a direct result of your actions and marketing; Your approach, your confidence, and certainty. Embrace it and believe it. 
The Best is Yet to Come
  • We have talked about the repetitive, tedious aspects that we hate about this game. You will not love every aspect of it. There is growth in that repetitive cycle. The things we do not like to do, get the best results for us as we look at the questions above we need to open our minds to something greater for ourselves. I can tell it's working because, and if you can repeat that over a four-quarter cycle, you would be in the 1%. All of our top 20 agents were in the top 2%. It's working, but your best is yet to come. 
  • ​You have demonstrated what you are capable of doing. Results take time to build up, but when you have that momentum, you cannot hold yourself back. I want you to think about a few things:                                                                                                                                                                                                                                                                     - How does it feel when you don't perform on all cylinders? When you have a pattern of inconsistency, trying to maintain your home, marriage, and business can be complicated. If you don't perform as a parent, you feel guilty if you don't perform as a business owner, you feel the same way.                                                                                             - How does it feel when you don't do what you are supposed to do? You feel guilty; you aren't doing your part. You treat your family bad when you aren't getting the results you want out of your business. I have done this multiple times because I am angry at myself. When you aren't giving the best of yourself to your business, you aren't giving the best of yourself to your family.                                                                                                                                               - How do you treat yourself when you aren't performing how you think you should be? This is where many of us lose ourselves, where the comparison game comes. It has nothing to do with what the other person is doing but what you are failing to do. We don't compare ourselves when we are doing great things; when we stop, we compare, blame, get angry, upset, and shut down.
The Best You is Yet to Come
  • As you digest what your best quarter was, think about what actions you took during that time frame. 
  • ​How did you get there?                                                                                                                                                                 - What action items did you take in the 2nd quarter to give you the results in the 3rd quarter? There is instant satisfaction in this game; what you do now will show up in the future. What actions in the last quarter gave you results in the next? Open Houses, texting your sphere daily, on Facebook consistently, marketing daily, and emailing. You were talking, going to family functions, and networking events; you were on your game. 
  • ​What stopped you?                                                                                                                                                                        - That is as important to think about as what got you there. You need to look at Your actions and start to do those things you did and forgot to do now. You will blow up your next quarter when you focus on the action items you need to do. Think about how good it feels to get the result; to do a cash injection into your family's coiffure. The bank account, the savings; think about how good it feels every time you get paid. You need to tap into that feeling every time you don't feel like doing something. 
  • ​Set new targets.                                                                                                                                                                             - What are they? If it is something materialistic, that is okay. A new car, a great Christmas, help your parents or a sibling who needs money. Maybe you want to take a vacation and take your immediate family along. A new house or paying off debts; You need to have a target and let that drive you to do the things you want to do. What will you do for yourself or your family if you meet your 2019 targets? You haven't arrived yet, though, if you hit it. There is still more within you.
  • ​Don't reward yourself unless you hit your target.                                                                                                                      - What that does is condition you to get the satisfaction of a reward without hitting the items you set forth. It can set off the wrong habits and patterns. It's like having a cheat day on Sunday when you work out every other day. If you only worked out twice and still had the cheat day, you are reinforcing bad habits and a lack of restraint. You can't take the vacation, buy the car unless you hit your target. This means you need to make them achievable but outside of your reach. 
  • ​I hope this reinforces our meeting. I was so proud to stand there and watch what you are achieving; no one else in our market is doing this. We come together within the brokerage to set new targets and see something greater for ourselves. Seventy people-focused and determined with what they are going to do over the next 45-50 days. We need to learn to repeat the cycle; you cannot repeat what is not sustainable. 
  • ​When you leave all of that money on the table, we are creating instability and hostility, resentment, and anger; your kids know when you are on your game and when you are not. It goes beyond your finances; it's your certainty and ability to create stability for our family. When you don't do what you are supposed to do, there is collateral damage there. It goes beyond you and weighs heavy on your spouse and your kids. 
  • ​These are truths that we need to look at and reflect on continually; patterns need to change, and some need to be reinforced.

More Episodes

CUSTOM JAVASCRIPT / HTML
How do you look at your success? Is it a fluke or a well-oiled machine? Are the big numbers you are bringing in consistent or hit and miss? The targets you set for yourself now will come to fruition in the next 90 days; what will that look like for you? Invest in yourself, in your business, and in your family to ensure that your success is sustainable every quarter. The greater you is within you now.
You Cannot Repeat What is Not Sustainable
  • ​We are coming off of a Sales Meeting that was pure fire and looking at the patterns of our production. By breaking down these numbers, I was attempting to have you see where your numbers were at; what your patterns are. After three quarters, I feel we have a good idea of what our ups and downs are and what our patterns of a good month vs. a bad month; there are patterns with everything.
  • ​My goal was for you to see and break down your patterns so that you could tell what you do over a certain period will create. If you don't do certain things that will produce as well. I wanted you to focus on your best quarter; many of you felt you had a great quarter, and everything fell into place. Many of you believed it was a fluke; it all fell into place at the right time. 
  • ​I wanted to shatter that perspective and have you realize that maybe it wasn't a fluke. Maybe this is the level you are supposed to perform in every quarter; the other quarters were you not living up to your full potential as a business person. You could do this best quarter repeatedly if you did it once you can do it again. If you can repeat this over and over, you can make a significant difference over a year.
  • ​I asked a lot of questions, and one was how much money you left on the table? Some said 40,000, and some said 50,000. There were a few of you that said you left 100,000 dollars on the table. When we look at those numbers, we realize that is a lot of money, and we could have done a lot for your family. That is the money that you are stealing from your family.
  • ​Part of us wants to defend that and claim it isn't our fault and say it was because we wanted to spend time with the family. That is the point of today's Mindset Mastery; you cannot repeat what is not sustainable. I understand you aren't spending time at home if you are a one-person show. What do you have to do to ensure that you can repeat the cycle over and over again? A lot of you are ready to hire employees and to invest in your systems and databases. You aren't there mentally, though, because you think your success was a fluke. If you can repeat the cycles, it will not be a fluke; it will be a way of life and the way you operate. 
Crucial Questions
  • 1. What could you have done with the money that was left on the table?                                                                                                                                                                     - There is a lot you can do with it, including investing in your business. I am not telling you to sacrifice time away from your family; I am saying that you can buy some time. The way you do that is to reinvest into your business, hire the right people, transaction coordinator, showing agents, and systems to automate your process.   - If you are doing it as a hustle, you will not be able to sustain it. That is why your best quarter will remain like that. You need to process in your mind that it wasn't a fluke and learn to sustain that. When it gets tough, there is a part of us that doesn't want to push the envelope. A portion of us wants to hold back because of the pressure on us already. That is the first sign that you are trying to all things on your own. That is the best you will ever get.                                                                           - If you apply the right systems and personnel, that is now the standard of what you will get. When we ask these questions, I want you to process them.
  • ​2. What must change within you to understand that your ideal year is a real possibility for your career?                                                                                                                  - Not only will it increase your bottom line, but imagine how it will make you feel. Imagine what you could supply for yourself and your family? If you work hard to get there, it is not sustainable; are you capable of repeating it? Yes, if you do it once, you can do it again. Now the game becomes how to repeat it.
  • ​3. What investment in personnel or actions for your business are you prepared to take to insure you don't leave this money on the table in 2020?                                                                                                                                - My whole point of this is to shatter your perspective. If you had a 3 million dollar quarter, you just showcased that you could be a top player at 12 million. That will make you part of the top 1% in the state. Our top 7 agents were in that top 1%. If you can take your production from 1.5 to 3 million in one quarter and then repeat that, it changes the game for you. You will operate differently and talk differently. If you see it as a fluke, you will think it is something that happened and wasn't strategic or repeatable. What if your best quarter this year became the standard for you next year? All it takes is for you to envision that you are supposed to operate this way. I am challenging you to believe that the increase was a direct result of your actions and marketing; Your approach, your confidence, and certainty. Embrace it and believe it. 
The Best is Yet to Come
  • We have talked about the repetitive, tedious aspects that we hate about this game. You will not love every aspect of it. There is growth in that repetitive cycle. The things we do not like to do, get the best results for us as we look at the questions above we need to open our minds to something greater for ourselves. I can tell it's working because, and if you can repeat that over a four-quarter cycle, you would be in the 1%. All of our top 20 agents were in the top 2%. It's working, but your best is yet to come. 
  • ​You have demonstrated what you are capable of doing. Results take time to build up, but when you have that momentum, you cannot hold yourself back. I want you to think about a few things:                                                                                                                                                                                                                                                                     - How does it feel when you don't perform on all cylinders? When you have a pattern of inconsistency, trying to maintain your home, marriage, and business can be complicated. If you don't perform as a parent, you feel guilty if you don't perform as a business owner, you feel the same way.                                                                                             - How does it feel when you don't do what you are supposed to do? You feel guilty; you aren't doing your part. You treat your family bad when you aren't getting the results you want out of your business. I have done this multiple times because I am angry at myself. When you aren't giving the best of yourself to your business, you aren't giving the best of yourself to your family.                                                                                                                                               - How do you treat yourself when you aren't performing how you think you should be? This is where many of us lose ourselves, where the comparison game comes. It has nothing to do with what the other person is doing but what you are failing to do. We don't compare ourselves when we are doing great things; when we stop, we compare, blame, get angry, upset, and shut down.
The Best You is Yet to Come
  • As you digest what your best quarter was, think about what actions you took during that time frame. 
  • ​How did you get there?                                                                                                                                                                 - What action items did you take in the 2nd quarter to give you the results in the 3rd quarter? There is instant satisfaction in this game; what you do now will show up in the future. What actions in the last quarter gave you results in the next? Open Houses, texting your sphere daily, on Facebook consistently, marketing daily, and emailing. You were talking, going to family functions, and networking events; you were on your game. 
  • ​What stopped you?                                                                                                                                                                        - That is as important to think about as what got you there. You need to look at Your actions and start to do those things you did and forgot to do now. You will blow up your next quarter when you focus on the action items you need to do. Think about how good it feels to get the result; to do a cash injection into your family's coiffure. The bank account, the savings; think about how good it feels every time you get paid. You need to tap into that feeling every time you don't feel like doing something. 
  • ​Set new targets.                                                                                                                                                                             - What are they? If it is something materialistic, that is okay. A new car, a great Christmas, help your parents or a sibling who needs money. Maybe you want to take a vacation and take your immediate family along. A new house or paying off debts; You need to have a target and let that drive you to do the things you want to do. What will you do for yourself or your family if you meet your 2019 targets? You haven't arrived yet, though, if you hit it. There is still more within you.
  • ​Don't reward yourself unless you hit your target.                                                                                                                      - What that does is condition you to get the satisfaction of a reward without hitting the items you set forth. It can set off the wrong habits and patterns. It's like having a cheat day on Sunday when you work out every other day. If you only worked out twice and still had the cheat day, you are reinforcing bad habits and a lack of restraint. You can't take the vacation, buy the car unless you hit your target. This means you need to make them achievable but outside of your reach. 
  • ​I hope this reinforces our meeting. I was so proud to stand there and watch what you are achieving; no one else in our market is doing this. We come together within the brokerage to set new targets and see something greater for ourselves. Seventy people-focused and determined with what they are going to do over the next 45-50 days. We need to learn to repeat the cycle; you cannot repeat what is not sustainable. 
  • ​When you leave all of that money on the table, we are creating instability and hostility, resentment, and anger; your kids know when you are on your game and when you are not. It goes beyond your finances; it's your certainty and ability to create stability for our family. When you don't do what you are supposed to do, there is collateral damage there. It goes beyond you and weighs heavy on your spouse and your kids. 
  • ​These are truths that we need to look at and reflect on continually; patterns need to change, and some need to be reinforced.

More Episodes



A.Z. & Associates Real Estate Group - 2019