with A.Z. Araujo - Episode 68:

You Won’t Know Until 
You Do It

with A.Z. Araujo - Episode 68:

You Won’t Know Until 
You Do It

CUSTOM JAVASCRIPT / HTML
This past weekend I showcased to myself what I was capable of. I not only broke my record for running four miles but shattered the stories in my head. When we focus on what and how someone else is doing, we lose sight of what we have accomplished and how far we have come. Celebrate yourself, get in the game, continue to grow, and move forward, because someone is aligning themself to pass you by.
Celebrate Yourself
  • ​I am fired up today. This past Saturday, I completed my 100-mile challenge. I finished with my best time running; 26:46, and that is pretty impressive. I was running through this thing, not jogging, not holding back. It was a great honor to be able to finish up with Jesse Abarca. It showcased to me what I am capable of; anytime I put my mind to something, I know I will accomplish it. This was one more factor that solidified that thought. 
  • ​Being able to push through thresholds, pain, and my thoughts was amazing to me. I'm not comparing myself to others who have done great things; everyone has their own story. We diminish that when we begin to compare our stories to someone else's. When you go after something, I want you to be very proud of what you have accomplished. If you hit thresholds where you have more money in the bank, celebrate that and realize you have more to do. Don't compare yourself to someone who has more.
  • ​You now take the positivity and cloak it with negativity, saying someone did better than you. I am not going to do that today; I am going to celebrate what we have done. Celebrate what you are doing for yourself in business regardless of who may be doing better or worse. If it is your personal best, it is something to be proud of. 
  • ​We have done 100 miles since March 21st. It wasn't the intention to do 100 miles after this run. We put it out on our social group on A.Z. & Associates and said we would be running four miles the next day. We had a lot of people show up, and that was going to be it. Somehow during that process, it occurred to me that maybe we should do 100 miles. I lived to regret it many times during the next several weeks, especially when the target was so far away. I was so motivated the first few runs, and then by the fifth run, I wondered what the heck I was doing. I had eighty miles left; my legs were aching; I was hurting and thinking I was too old. 
  • ​There are many similarities between physical challenges and business challenges, and that is why I continue to put myself out there physically. Whatever I can mold myself into on the physical side, I can bring that into the business side. It reminded me of how we get excited about certain things in our business when things are progressing. We suddenly hit walls and wondered why. Why am I in this situation, why did I quit my job? Why did I go this route? Much like I was after mile number twenty. What the hell was I doing? 
  • ​My times and mindset reflected how discouraged I was at times. At first, I was so excited, and I saw my time improving until I hit that wall and questioned why I was doing this. Why am I doing this? I hated getting up in the morning and coming in; it was a chore. The excitement dissipated. How many times has that happened to you? One minute you are doing good until you lose that one deal, and you think everything is a chore, and you hate everyone. Our clients become a pain; our spouses are a problem; everyone sucks. It's our mindset because things are not going the way we want them too.
Shout Outs
  • I want to give a big salute to the individuals who finished with me. Jesse Abarca and there are so many lessons you can get from him. Each one of these individuals had their journey to overcome. One hundred miles is not easy. Going out there and pushing ourselves and shattering the stories that we aren't runners, and now we have run 100 miles. It is huge. 
  • ​I learned that Jesse came out of the gate as a leader. He often wanted not to go so hard, but he had to continue to show that leadership. Being a leader comes with great responsibility. He had reps under him from prepping for the Ironman. I would see him one mile ahead of me, and it was a little discouraging. Just seeing him there, constantly ahead. He had obstacles to overcome in being the leader. 
  • ​When you rise in your business and hit new thresholds, a new standard, it puts a lot of pressure on you. You have to operate at this level daily; you can't take it easy or take a day off. There are people right behind you trying to catch you. You either have more market share right now, or you don't. 
  • ​I also want to give a big thumbs up to Rio Vidrio. He hated the run but realized someone else's best was not his best. This entire time he was always pacing off of someone else. He went into his darkness and pain, not putting himself at the standard of someone else. He pushed through the thought process that you had to have someone in front of you to set the pace for you. Not realizing the entire time he was holding himself back. That was the lesson for many of us, including me. 
  • ​My sister, Nilza, wasn't with us the whole time, but she finished with us and was determined not to be left behind. She was doing the work behind the scenes, finding the time. As business owners, that is our main excuse; we don't have the time to work out, or anything else. She saw people within her realm, moving along, and she didn't want to be left behind. That is a bad feeling when you realize you have an opportunity to stay up and choose not too. Not because you are incapable but because your thoughts stopped you. She was on our runs consistently with us, but when she wasn't, she was doing it in the morning or the afternoon. 
  • ​Madeline came out like a beast. From this meek, nice person to seeing the dog in her. That beast, that fighter in her. She completed it with us. Rudy was always the first to show up in the parking lot, not the first to finish, but the first there. He brought another level of consistency to himself, which is having a direct impact on his business; he is killing it. More than that, what he is doing for his son, who also joined us. Only ten years old and he was out here with us. This kid did 100 miles because he saw Dad doing it. There were a few times he didn't make it out, but he made up for it. He would run alone, and he got it done because he didn't want to be left behind.
  • ​Wendy, who before joining the brokerage, was watching from afar. She wanted to be part of this organization; her excuse was she had knee problems. Wendy made it out once, and then again and again. She realized the stories around her knee problems no longer existed, and she could do this, taking it upon herself to also put in the work behind the scenes. She finished right along with us. These are stories all of us are capable of if we choose. It can be in the physical or business challenges you bring on yourself. 
It's All Within You
  • This is all within your realm, and it's not always easy. You will hit walls. I realized I had more within me, and I had to find my stride. I broke my own records and caught up with Jesse. We did our best time on the last run at 26:46, and that is impressive. I got the thumbs up from other Ironmen, which makes me feel good because I am shattering stories, making myself stronger, and that was the point of it. 
  • ​Going into this pandemic, not wanting to fear, and I love what Rudy said, he didn't want to be that person projecting fear, and that is why he did it. When you project fear, you bring fear to others, especially if you are the leader in your household. If you are cowering or afraid if you stop doing what made you successful, what are you showing your family? Rudy didn't want to project that, and he wanted to align his certainty by running daily, and his business followed suit. 
  • ​With anything, there is excitement and challenges. If you took your foot off the pedal, you are probably facing these challenges. There was uncertainty, and that is all you were hearing. You now have market share, or you don't. Those that do are the ones that didn't let up. We have all had an equal amount of fear, but you were able to overcome it. Some of you are not seeing the escrows in play and know you won't be closing any deals in the next thirty or sixty days. Now you have to work harder; it's harder to catch up than remain up. 
  • ​It's tough to have to makeup, it hurts more. It's doable, though, because if you don't, you will be left behind. You will see others pass their checkpoint, and you will be standing on the sidelines, wishing you would have done what you should have done. Now is the time to admit you screwed up, and get back on your game. You will have to work twice as hard as the individuals that decided not to stop. 
  • ​This is why I didn't want to miss any runs during the 8-week process; I wanted to lead from the front because I understand the stress and duress from playing catch up. When you can't get past your thoughts, fears, and stories, you will see those you were running with ahead of you. You can make it up, but you will be carrying that stress with you. It is simply black and white; you either have more market share, or you have less. If you have less, it's because you did less. 
  • ​You can blame it on 101 different things, but it's what you did less during this time frame. It's going to suck trying to catch up, and I realize this. With every decision, there is a reward or a consequence, and some of you are reaping the rewards by having your best months ever. During the pandemic, that is impressive; congratulations. Please don't take it easy, though, because right behind you, some made mistakes, and they are coming for you. 
  • ​The fight now is about who wants it more. The only person who can determine that is you; you either came out stronger or didn't. If you didn't, it will be a hard road up, but it is doable. In this run, some were 8 miles behind and had to make it up. I know it sucked because I saw the burden and the stress in their face. 
  • ​It got me to thinking of what it will take for those that didn't gain the market share; they will be playing catch up. Imagine if you had stayed consistent and not let up on your marketing, follow-up, or providing value and went hard; the amount of energy you are spending now to catch up could have been used to go harder. It is all within you because many of you are using the same energy to get back to where you were that you didn't use to grow even more. 
Shattering the Stories
  • You will demonstrate how you have it in you by catching up in the next few weeks. Now that everyone has confidence that the economy is back, the restrictions have been lifted. When you decide to stay up, new possibilities open up for you. When you fall behind, the thought of where you could have been will weigh you down. It will drain you energetically, and tough on you and your family. Be prepared for that and have those conversations; you are either better, or you're not. 
  • ​What are you going to do about it if you are not? I understand the burdens of trying to catch up, and I had one day where I almost didn't make it. I showed up and used that energy to get my best times ever. One day, I didn't make it, and I went the next day because I wanted to come back hard. I didn't want it to linger, and I went the very next day. I didn't like the feeling of being 4 miles behind the group. 
  • ​By being the leader, being by myself, I reached my best time. Jesse was not there, and that broke a new threshold for me; if I could do that alone, maybe I could keep up with Jesse. Maybe he was feeling pains similar to mine. The only difference is he can push forward and keep going. That one day, I decided I was the leader because Jesse wasn't around; it opened a new horizon for me. That prepared me for the final run; that was the first time I broke 28 minutes. When Jesse was back on the next run, we did 27:30 together. 
  • ​That is the beauty of shattering your stories; I was under the story that Jesse would always be a half-mile ahead of me. I realized I could push myself harder when I was in my own space. On the first five runs, I hit 29, all below 30, and I was excited. The five runs after that were between 28:50 and 29:50. For the next 11 runs, I could not get under the 30-minute mark; I hit a wall like most of us do. After starting strong, why was I retracting? I wasn't; my body was recovering and building itself. I was building a pain tolerance. 
  • ​When I hit my first under 28 when I ran alone and then 27:30 with Jesse and the next four runs, I let my body recover. We ran 30 minutes on the 4-mile run. That used to be a stressful situation for me. Then my final run, I did 26:46, and it feels good. The only way to achieve that is through consistency, allowing that voice to guide you and to keep going. I was very intentional in my last run. I usually listen to music through my earbuds, but instead, I was determined to get my best time. I decided to be in my head and not allow music to distract me. I was going to feel every ounce of pain; I was attempting to set this milestone for myself. 
  • ​I wanted to battle myself, and be in my head and remember every aspect of it. I wanted to hear my breath and the thoughts telling me to slow down. When you think about this, it is when we are alone when we have our darkest thoughts. It's when your business gets too tough, and you are your head. If you condition yourself during a stressful time, guess what to do for you in your business? In your life in general? You will now know how to navigate through the pain with zero distractions.
Reflecting on the Pain
  • I did a lot of reflecting, and I thought about the anguish I was putting myself and my family through—the pains from before, my experiences, and my wins. I remembered the times I set goals, overcoming them, and how they felt is what continued to push me forward. I was thinking about the pain and also my successful past, where I am today, and where I want to go. Those were the thoughts that were constantly being replayed in my mind. 
  • ​We forget that, sometimes. Why? Because of the distractions that keep us from reflecting on the good, the bad, the ugly, and the painful. All of these are motivators; the good, the bad, the ugly, and the painful are all motivators. If we choose to be in that place and look at it that way, it is easier to go on our phones and compare. It is easier to beat yourself up. I wanted to be in that moment and that moment alone. There were so many moments that I got lost in those thoughts, and maybe that is what you are doing today. You are looking at your numbers, and you aren't where you should have been. Maybe you should take this time to reflect on your accomplishments, the pains; that's where I gained my strength.
  • ​I kept pushing, leaning my body forward, remembering what it took to recover from surgeries; that is the painful part. Not the surgery, but the recovery. Not being able to use my right hand or feel my fingers and learning to write with my left hand my Senior year of high school. Having my flesh and my deformed arm right in front of me. You can't imagine how that affects a 17-year old kid. That is what I was remembering; writing essays with my left hand; that fueled me, I was going to keep going, and break records. 
  • ​How could you not feel that? If you are in a tough spot right now, I need you to reflect. Get yourself out of that story and kill it. I killed it, and I decided that I was going to come out stronger; I said it, and I came out a beast. Now you need to decide, wherever you are, how big a beast you will be.
  • ​I love seeing where our brokerage is and how we have gained market share at this time. It is because of individuals like you that decided not to hide and shut down. You have more work to do. If you did shut down a bit, you have double the work to do, but it is all within your realm. Think about that. When you start to feel those thresholds, think about more painful situations that you have been through. Laugh at whatever you are going through right now. You think it is tough with what you have in the bank; think back a few years. 
  • ​That is what pushed me; it was awesome to be in my own head and look for things to motivate me. Painful moments others would hide from and suppress. I wanted that, and it fueled me and fired me up. Whatever you are going through now, pales in comparison to whatever you have been through. 
  • ​We are going to come up with another challenge, and I invite all of you to participate. Today I went back to what I know. I worked out, knowing that this is what builds me. At 41, I feel stronger than ever, and that is insane. I can't believe I did what I did, and it is a milestone that I am proud of.
  • ​I want you to come up with an immediate game plan. Did you gain market share, or did you lose market share? If you lost market share, if your escrows are not where they need to be, if your closings aren't where they should be, you have a lot of work to do. I don't want you to sit in regret. I want you to go after it like a beast. Your Facebook and Instagram marketing and you're follow-ups; be intentional about it. If you gain market share, know that the people who lost it will be on your heels. There is no letting up, not celebrating. You need to go hard. 
In Closing
  • The stories have been shattered; I am a fast runner. I learned something from all of this. We have all heard how ice baths can help your body, especially after pushing yourself to a new level. I have listened to this for years and have seen others do it, but I never made it my own. As soon as this run was over, I did an ice bath; 160 pounds of ice. I put it in a giant tub, and it was not pleasurable whatsoever. I felt okay after the run, but as soon as I got into the ice bath, every muscle started to ache. It felt as if I was doing the complete opposite. It was escalating the time frame; the recovery was going through warp speed. The pains were elevated to another level because of the ice. 
  • ​After that, I felt great, and if I didn't do it, I knew I would be lingering for a few days, but the ice helped, and I wish I had bought into this idea sooner. Many of you know what it takes to be successful, but you haven't bought into it. Every person that has hit great milestones in their business was the consistency that got them there. We all hear this daily; consistency on social media, and follow up but we disregard it. That is why the title of today's Mindset Mastery is, “You Won't Know Until You Do.”  
  • ​I didn't realize how beneficial ice was to my body’s recovery. I instead would go through the pains of not knowing, pretending I didn't know. I was doubling up on Tylenol and Advil, wondering why my body hurt so much. If I had iced myself after each workout, I wouldn't have gone through that. If you are wondering why your business isn't where it needs to be, consider consistency, the three required posts daily, the six stories required on Instagram, the follow-up, and text messages. Consider that, and it may be the answer to all of your pains and ills. 
  • ​You won't know until you do. That 160 pounds of ice was beautiful to my body and was a Godsend. The two times prior, when I beat my records, I was hurting for days. I went home on one of those days because the pain was intolerable; it cost me production. Consistency will allow you to get where you need to be. You hear this all of the time, just like I heard about the ice baths. Try it. 
  • ​When you go out there, realizing you still have 84 miles left, it seems like you will never get there. The tide suddenly changes, and now you have more miles under your belt than you have left. Jesse was an inspiration for me, and I felt like I needed to be at that level. Being able to lead massively, he could have easily led a minute ahead of us. He decided to go all-in, and during the first mile, he would leave me behind, and I felt like that is where I wanted to be. Wendy saw us from afar, wasn't even a realtor yet, and she lined up with us as well. 
  • ​It doesn't matter your ability; there will always be those that are greater at certain things. Your job is to line up with the people that you want to be with, and align yourself with and mimic. I tried to mimic Jesse, and I lined up where he was at. If you are growing your business during this time, you took market share. Be proud of that. 
  • ​We all have to put ourselves in a position to win, and some didn't join us because they felt they couldn't keep up or run with us. The reality is this was your own personal challenge and journey. If we are always comparing ourselves to what others are doing in life, we will always lose. If you merely put yourself in the race, it is amazing where you will take yourself, your business, and your mindset; it is all about you and what you decide to do moving forward. 

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CUSTOM JAVASCRIPT / HTML
This past weekend I showcased to myself what I was capable of. I not only broke my record for running four miles but shattered the stories in my head. When we focus on what and how someone else is doing, we lose sight of what we have accomplished and how far we have come. Celebrate yourself, get in the game, continue to grow, and move forward, because someone is aligning themself to pass you by.
Celebrate Yourself
  • ​I am fired up today. This past Saturday, I completed my 100-mile challenge. I finished with my best time running; 26:46, and that is pretty impressive. I was running through this thing, not jogging, not holding back. It was a great honor to be able to finish up with Jesse Abarca. It showcased to me what I am capable of; anytime I put my mind to something, I know I will accomplish it. This was one more factor that solidified that thought. 
  • ​Being able to push through thresholds, pain, and my thoughts was amazing to me. I'm not comparing myself to others who have done great things; everyone has their own story. We diminish that when we begin to compare our stories to someone else's. When you go after something, I want you to be very proud of what you have accomplished. If you hit thresholds where you have more money in the bank, celebrate that and realize you have more to do. Don't compare yourself to someone who has more.
  • ​You now take the positivity and cloak it with negativity, saying someone did better than you. I am not going to do that today; I am going to celebrate what we have done. Celebrate what you are doing for yourself in business regardless of who may be doing better or worse. If it is your personal best, it is something to be proud of. 
  • ​We have done 100 miles since March 21st. It wasn't the intention to do 100 miles after this run. We put it out on our social group on A.Z. & Associates and said we would be running four miles the next day. We had a lot of people show up, and that was going to be it. Somehow during that process, it occurred to me that maybe we should do 100 miles. I lived to regret it many times during the next several weeks, especially when the target was so far away. I was so motivated the first few runs, and then by the fifth run, I wondered what the heck I was doing. I had eighty miles left; my legs were aching; I was hurting and thinking I was too old. 
  • ​There are many similarities between physical challenges and business challenges, and that is why I continue to put myself out there physically. Whatever I can mold myself into on the physical side, I can bring that into the business side. It reminded me of how we get excited about certain things in our business when things are progressing. We suddenly hit walls and wondered why. Why am I in this situation, why did I quit my job? Why did I go this route? Much like I was after mile number twenty. What the hell was I doing? 
  • ​My times and mindset reflected how discouraged I was at times. At first, I was so excited, and I saw my time improving until I hit that wall and questioned why I was doing this. Why am I doing this? I hated getting up in the morning and coming in; it was a chore. The excitement dissipated. How many times has that happened to you? One minute you are doing good until you lose that one deal, and you think everything is a chore, and you hate everyone. Our clients become a pain; our spouses are a problem; everyone sucks. It's our mindset because things are not going the way we want them too.
Shout Outs
  • I want to give a big salute to the individuals who finished with me. Jesse Abarca and there are so many lessons you can get from him. Each one of these individuals had their journey to overcome. One hundred miles is not easy. Going out there and pushing ourselves and shattering the stories that we aren't runners, and now we have run 100 miles. It is huge. 
  • ​I learned that Jesse came out of the gate as a leader. He often wanted not to go so hard, but he had to continue to show that leadership. Being a leader comes with great responsibility. He had reps under him from prepping for the Ironman. I would see him one mile ahead of me, and it was a little discouraging. Just seeing him there, constantly ahead. He had obstacles to overcome in being the leader. 
  • ​When you rise in your business and hit new thresholds, a new standard, it puts a lot of pressure on you. You have to operate at this level daily; you can't take it easy or take a day off. There are people right behind you trying to catch you. You either have more market share right now, or you don't. 
  • ​I also want to give a big thumbs up to Rio Vidrio. He hated the run but realized someone else's best was not his best. This entire time he was always pacing off of someone else. He went into his darkness and pain, not putting himself at the standard of someone else. He pushed through the thought process that you had to have someone in front of you to set the pace for you. Not realizing the entire time he was holding himself back. That was the lesson for many of us, including me. 
  • ​My sister, Nilza, wasn't with us the whole time, but she finished with us and was determined not to be left behind. She was doing the work behind the scenes, finding the time. As business owners, that is our main excuse; we don't have the time to work out, or anything else. She saw people within her realm, moving along, and she didn't want to be left behind. That is a bad feeling when you realize you have an opportunity to stay up and choose not too. Not because you are incapable but because your thoughts stopped you. She was on our runs consistently with us, but when she wasn't, she was doing it in the morning or the afternoon. 
  • ​Madeline came out like a beast. From this meek, nice person to seeing the dog in her. That beast, that fighter in her. She completed it with us. Rudy was always the first to show up in the parking lot, not the first to finish, but the first there. He brought another level of consistency to himself, which is having a direct impact on his business; he is killing it. More than that, what he is doing for his son, who also joined us. Only ten years old and he was out here with us. This kid did 100 miles because he saw Dad doing it. There were a few times he didn't make it out, but he made up for it. He would run alone, and he got it done because he didn't want to be left behind.
  • ​Wendy, who before joining the brokerage, was watching from afar. She wanted to be part of this organization; her excuse was she had knee problems. Wendy made it out once, and then again and again. She realized the stories around her knee problems no longer existed, and she could do this, taking it upon herself to also put in the work behind the scenes. She finished right along with us. These are stories all of us are capable of if we choose. It can be in the physical or business challenges you bring on yourself. 
It's All Within You
  • This is all within your realm, and it's not always easy. You will hit walls. I realized I had more within me, and I had to find my stride. I broke my own records and caught up with Jesse. We did our best time on the last run at 26:46, and that is impressive. I got the thumbs up from other Ironmen, which makes me feel good because I am shattering stories, making myself stronger, and that was the point of it. 
  • ​Going into this pandemic, not wanting to fear, and I love what Rudy said, he didn't want to be that person projecting fear, and that is why he did it. When you project fear, you bring fear to others, especially if you are the leader in your household. If you are cowering or afraid if you stop doing what made you successful, what are you showing your family? Rudy didn't want to project that, and he wanted to align his certainty by running daily, and his business followed suit. 
  • ​With anything, there is excitement and challenges. If you took your foot off the pedal, you are probably facing these challenges. There was uncertainty, and that is all you were hearing. You now have market share, or you don't. Those that do are the ones that didn't let up. We have all had an equal amount of fear, but you were able to overcome it. Some of you are not seeing the escrows in play and know you won't be closing any deals in the next thirty or sixty days. Now you have to work harder; it's harder to catch up than remain up. 
  • ​It's tough to have to makeup, it hurts more. It's doable, though, because if you don't, you will be left behind. You will see others pass their checkpoint, and you will be standing on the sidelines, wishing you would have done what you should have done. Now is the time to admit you screwed up, and get back on your game. You will have to work twice as hard as the individuals that decided not to stop. 
  • ​This is why I didn't want to miss any runs during the 8-week process; I wanted to lead from the front because I understand the stress and duress from playing catch up. When you can't get past your thoughts, fears, and stories, you will see those you were running with ahead of you. You can make it up, but you will be carrying that stress with you. It is simply black and white; you either have more market share, or you have less. If you have less, it's because you did less. 
  • ​You can blame it on 101 different things, but it's what you did less during this time frame. It's going to suck trying to catch up, and I realize this. With every decision, there is a reward or a consequence, and some of you are reaping the rewards by having your best months ever. During the pandemic, that is impressive; congratulations. Please don't take it easy, though, because right behind you, some made mistakes, and they are coming for you. 
  • ​The fight now is about who wants it more. The only person who can determine that is you; you either came out stronger or didn't. If you didn't, it will be a hard road up, but it is doable. In this run, some were 8 miles behind and had to make it up. I know it sucked because I saw the burden and the stress in their face. 
  • ​It got me to thinking of what it will take for those that didn't gain the market share; they will be playing catch up. Imagine if you had stayed consistent and not let up on your marketing, follow-up, or providing value and went hard; the amount of energy you are spending now to catch up could have been used to go harder. It is all within you because many of you are using the same energy to get back to where you were that you didn't use to grow even more. 
Shattering the Stories
  • You will demonstrate how you have it in you by catching up in the next few weeks. Now that everyone has confidence that the economy is back, the restrictions have been lifted. When you decide to stay up, new possibilities open up for you. When you fall behind, the thought of where you could have been will weigh you down. It will drain you energetically, and tough on you and your family. Be prepared for that and have those conversations; you are either better, or you're not. 
  • ​What are you going to do about it if you are not? I understand the burdens of trying to catch up, and I had one day where I almost didn't make it. I showed up and used that energy to get my best times ever. One day, I didn't make it, and I went the next day because I wanted to come back hard. I didn't want it to linger, and I went the very next day. I didn't like the feeling of being 4 miles behind the group. 
  • ​By being the leader, being by myself, I reached my best time. Jesse was not there, and that broke a new threshold for me; if I could do that alone, maybe I could keep up with Jesse. Maybe he was feeling pains similar to mine. The only difference is he can push forward and keep going. That one day, I decided I was the leader because Jesse wasn't around; it opened a new horizon for me. That prepared me for the final run; that was the first time I broke 28 minutes. When Jesse was back on the next run, we did 27:30 together. 
  • ​That is the beauty of shattering your stories; I was under the story that Jesse would always be a half-mile ahead of me. I realized I could push myself harder when I was in my own space. On the first five runs, I hit 29, all below 30, and I was excited. The five runs after that were between 28:50 and 29:50. For the next 11 runs, I could not get under the 30-minute mark; I hit a wall like most of us do. After starting strong, why was I retracting? I wasn't; my body was recovering and building itself. I was building a pain tolerance. 
  • ​When I hit my first under 28 when I ran alone and then 27:30 with Jesse and the next four runs, I let my body recover. We ran 30 minutes on the 4-mile run. That used to be a stressful situation for me. Then my final run, I did 26:46, and it feels good. The only way to achieve that is through consistency, allowing that voice to guide you and to keep going. I was very intentional in my last run. I usually listen to music through my earbuds, but instead, I was determined to get my best time. I decided to be in my head and not allow music to distract me. I was going to feel every ounce of pain; I was attempting to set this milestone for myself. 
  • ​I wanted to battle myself, and be in my head and remember every aspect of it. I wanted to hear my breath and the thoughts telling me to slow down. When you think about this, it is when we are alone when we have our darkest thoughts. It's when your business gets too tough, and you are your head. If you condition yourself during a stressful time, guess what to do for you in your business? In your life in general? You will now know how to navigate through the pain with zero distractions.
Reflecting on the Pain
  • I did a lot of reflecting, and I thought about the anguish I was putting myself and my family through—the pains from before, my experiences, and my wins. I remembered the times I set goals, overcoming them, and how they felt is what continued to push me forward. I was thinking about the pain and also my successful past, where I am today, and where I want to go. Those were the thoughts that were constantly being replayed in my mind. 
  • ​We forget that, sometimes. Why? Because of the distractions that keep us from reflecting on the good, the bad, the ugly, and the painful. All of these are motivators; the good, the bad, the ugly, and the painful are all motivators. If we choose to be in that place and look at it that way, it is easier to go on our phones and compare. It is easier to beat yourself up. I wanted to be in that moment and that moment alone. There were so many moments that I got lost in those thoughts, and maybe that is what you are doing today. You are looking at your numbers, and you aren't where you should have been. Maybe you should take this time to reflect on your accomplishments, the pains; that's where I gained my strength.
  • ​I kept pushing, leaning my body forward, remembering what it took to recover from surgeries; that is the painful part. Not the surgery, but the recovery. Not being able to use my right hand or feel my fingers and learning to write with my left hand my Senior year of high school. Having my flesh and my deformed arm right in front of me. You can't imagine how that affects a 17-year old kid. That is what I was remembering; writing essays with my left hand; that fueled me, I was going to keep going, and break records. 
  • ​How could you not feel that? If you are in a tough spot right now, I need you to reflect. Get yourself out of that story and kill it. I killed it, and I decided that I was going to come out stronger; I said it, and I came out a beast. Now you need to decide, wherever you are, how big a beast you will be.
  • ​I love seeing where our brokerage is and how we have gained market share at this time. It is because of individuals like you that decided not to hide and shut down. You have more work to do. If you did shut down a bit, you have double the work to do, but it is all within your realm. Think about that. When you start to feel those thresholds, think about more painful situations that you have been through. Laugh at whatever you are going through right now. You think it is tough with what you have in the bank; think back a few years. 
  • ​That is what pushed me; it was awesome to be in my own head and look for things to motivate me. Painful moments others would hide from and suppress. I wanted that, and it fueled me and fired me up. Whatever you are going through now, pales in comparison to whatever you have been through. 
  • ​We are going to come up with another challenge, and I invite all of you to participate. Today I went back to what I know. I worked out, knowing that this is what builds me. At 41, I feel stronger than ever, and that is insane. I can't believe I did what I did, and it is a milestone that I am proud of.
  • ​I want you to come up with an immediate game plan. Did you gain market share, or did you lose market share? If you lost market share, if your escrows are not where they need to be, if your closings aren't where they should be, you have a lot of work to do. I don't want you to sit in regret. I want you to go after it like a beast. Your Facebook and Instagram marketing and you're follow-ups; be intentional about it. If you gain market share, know that the people who lost it will be on your heels. There is no letting up, not celebrating. You need to go hard. 
In Closing
  • The stories have been shattered; I am a fast runner. I learned something from all of this. We have all heard how ice baths can help your body, especially after pushing yourself to a new level. I have listened to this for years and have seen others do it, but I never made it my own. As soon as this run was over, I did an ice bath; 160 pounds of ice. I put it in a giant tub, and it was not pleasurable whatsoever. I felt okay after the run, but as soon as I got into the ice bath, every muscle started to ache. It felt as if I was doing the complete opposite. It was escalating the time frame; the recovery was going through warp speed. The pains were elevated to another level because of the ice. 
  • ​After that, I felt great, and if I didn't do it, I knew I would be lingering for a few days, but the ice helped, and I wish I had bought into this idea sooner. Many of you know what it takes to be successful, but you haven't bought into it. Every person that has hit great milestones in their business was the consistency that got them there. We all hear this daily; consistency on social media, and follow up but we disregard it. That is why the title of today's Mindset Mastery is, “You Won't Know Until You Do.”  
  • ​I didn't realize how beneficial ice was to my body’s recovery. I instead would go through the pains of not knowing, pretending I didn't know. I was doubling up on Tylenol and Advil, wondering why my body hurt so much. If I had iced myself after each workout, I wouldn't have gone through that. If you are wondering why your business isn't where it needs to be, consider consistency, the three required posts daily, the six stories required on Instagram, the follow-up, and text messages. Consider that, and it may be the answer to all of your pains and ills. 
  • ​You won't know until you do. That 160 pounds of ice was beautiful to my body and was a Godsend. The two times prior, when I beat my records, I was hurting for days. I went home on one of those days because the pain was intolerable; it cost me production. Consistency will allow you to get where you need to be. You hear this all of the time, just like I heard about the ice baths. Try it. 
  • ​When you go out there, realizing you still have 84 miles left, it seems like you will never get there. The tide suddenly changes, and now you have more miles under your belt than you have left. Jesse was an inspiration for me, and I felt like I needed to be at that level. Being able to lead massively, he could have easily led a minute ahead of us. He decided to go all-in, and during the first mile, he would leave me behind, and I felt like that is where I wanted to be. Wendy saw us from afar, wasn't even a realtor yet, and she lined up with us as well. 
  • ​It doesn't matter your ability; there will always be those that are greater at certain things. Your job is to line up with the people that you want to be with, and align yourself with and mimic. I tried to mimic Jesse, and I lined up where he was at. If you are growing your business during this time, you took market share. Be proud of that. 
  • ​We all have to put ourselves in a position to win, and some didn't join us because they felt they couldn't keep up or run with us. The reality is this was your own personal challenge and journey. If we are always comparing ourselves to what others are doing in life, we will always lose. If you merely put yourself in the race, it is amazing where you will take yourself, your business, and your mindset; it is all about you and what you decide to do moving forward. 

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A.Z. & Associates Real Estate Group - 2019