with A.Z. Araujo - Episode 41:

When Doubt Sinks In

with A.Z. Araujo - Episode 41:

When Doubt Sinks In

CUSTOM JAVASCRIPT / HTML
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. 
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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. 
  • ​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.
  • ​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. 
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 

More Episodes

CUSTOM JAVASCRIPT / HTML
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. 
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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. 
  • ​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.
  • ​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. 
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 

More Episodes



A.Z. & Associates Real Estate Group - 2019