Looking to Buy, Sell  or Invest in Real Estate
When Doubt Sinks In
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 Mc Gregor 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. 
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 Mc Gregor 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. 
You Can NOT Repeat What Is NOT Sustainable
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 Can Not 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. 
Self Reflection
  • 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 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. 
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 Can Not 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. 
Self Reflection
  • 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 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. 
Five Principles
Five Principles
CUSTOM JAVASCRIPT / HTML
I realize what it means to be successful in my life, but have been guilty of taking that for granted. To achieve success in all areas of your life, you need to implement processes and principles to get it and keep it. We all have great ideas, but without execution, they are only a dream that will dissipate and never be realized. What are you doing today to implement your success?
Principles of Success
  • ​This Friday, I will celebrate 16 years with my wife, Carla. We met when we were 20 years old and have been together for 21 years. I wish I could say that it has all been great and perfect; you know with anything significant, though, there will be challenges. 
  • ​When we get to a certain level of success, we tend to take things for granted. I have been very guilty of that in the past. To this day, I notice the difference of being in a successful marriage vs. being in a loveless marriage and going through the motions. 
  • ​Having intention in what we do is a philosophy and a skill set that we must learn and implement in all aspects of our lives. Carla and I don't always get along, but we know for sure that we are both all in. We are in a place knowing we are both in the relationship instead of being unsure if this is where we want to be. 
  • ​We were in that other place for a long time many years ago; it was the first thing to come up if we were in a disagreement. The marriage was always an option, and always up in the air. It was a threat we both used, and it went back and forth. We could never find true happiness or commitment because we were always in a place of indecision. 
  • ​Coming up on our 16th anniversary led me to think about the principles of success for personal business. I believe the principles can be implemented into our personal lives and our business life; we need to be aware of what it is we want.
5 Principles
  • 1. Commit to Your Practice.                                                                                                                                                           - Don't have one foot in, one foot out. Some have faced challenges and have been in the game 10 or 15 years, and there is a part of us that feels entitled. I have felt entitled, and that comes from a sense of dissatisfaction. We would threaten each other with divorce, and in many cases, some of you think you should quit your business. You lost some deals, you aren't generating enough leads, and you are considering looking for an outside job. Being in a place of one foot and one foot out, you will never give you the optimal growth that you need. If you don't go all in, you will never get the expansion you desire. When we both decided divorce was not an option; we were all in, and we're committed to it; the commitment was no longer the indecision. If you make that type of decision for your business, things will begin to turn around. The world will now know that you are committed to your craft. If the first thing that comes to mind when something goes wrong is you hate your business, guess what will happen? You will have more of that pain and chaos. For us to be successful, we have to understand that we must burn the ships and commit to our practice. This is what you are going to do, regardless of the pains and pleasures. You will show up consistently, and you will get more of the outcomes you are after. 
  • ​2. Do the Work.                                                                                                                                                                               - You always hear people say they love what they do, and I get it, but I don't think when you love what you do, there are also things we don't like. This morning I was working out, and it sucked lifting those weights; it was exhausting, and I didn't want to move forward. I had a game plan and an agenda written on my mirror, and it outlined what I needed to do. The work can sometimes suck, but when I focus on the result, it then makes the whole process tolerable. It doesn't mean you have to love every step, but you need to focus on the outcome. What will it do for you, your confidence, your finances, and your family? If there are parts of the process that you hate, it doesn't mean you hate the entire process. Focus on the thing you love; I love the result and what I can create. The work can suck, be tedious, and painful, but recognize the repetitive boredom will pay off. Open Houses are boring, and they suck, but you need to understand that there is a result in them. 
  • ​3. Don't be a Secret Agent.                                                                                                                                                             - In this world of technology and age of social media, if you aren't growing your database consistently, you aren't doing enough. The responsibility of an agent is to be out there consistently to not only talk about their business but their personal life as well. Seven out of every ten posts should be personal. What you do, what you love, what your family is doing, and what you are doing in your life. It should reflect your personality and your extracurricular activities; people want to connect with you one on one. If you are a secret agent and ashamed of putting yourself and your success out there, you will be limited to how far you can go. You will always struggle with generating leads and obtaining the lifestyle you want. You need to be shameless about self-promotion and about showcasing your love for what you do. I have zero shame in loving what I do and making an impact on other agent's lives. That is what drew you here; I was shameless about my self-promotion and the results we get here. You understand the impact you are having on your client's lives and the wealth they are building. If you are shameless, you will help more people. The competition doesn't care as much as you do, they are part-time, and they are after the quick dollar. You are in this for the long haul, and it is your responsibility to be out there consistently regardless if you feel they have seen you a million times. Don't be a secret agent, become the authority; what would that look like? What would it feel like to have your family and friends come to you because they understand you know the market? They have seen you deliver on your social media. You need to have zero shame for loving what you do; if you fail to do so, they will end up with an agent that is out to make a buck. You need to meet more people and expand your database; do things that will put you out there. Attend social events, clubs, church groups, kids' sporting events, and start networking. Talk to people and let them get to know you. 
  • ​4. Set Targets.                                                                                                                                                                                  - You need to know what you want. What does a win for you look like? We do this every 12 weeks, like clockwork at our Sales Meeting. We recalibrate and recommit to envision and paint a picture of what we want. It is your job to reinforce that daily, weekly, and monthly. It comes down to realizing what your main focus is. What are the five targets you plan on achieving today? It could be simple; adding ten people to your database, texting five people, sending an email, doing a live video for your Facebook Group. Maybe you have a Mindset Mastery every Monday for your clients or your small group. You don't need permission; you only need to make a decision. What is holding you back? Setting targets is crucial in realizing if you are winning or not. Set your targets today and determine what the five simple things you will do today are. Learn to check off those boxes and reinforce good behaviors; it will be good to accomplish that. Ask yourself what it is that you want; more money is not specific enough. You need to win every day in your body, mind, relationship, and business. I know that I need to accomplish these things daily to live a long, productive life. I am in it for the long haul, and I want to be strong and powerful. When you continuously learn how to win, you will build an unrecognizable life.
  • ​5. Turn ideas into Actions.                                                                                                                                                             - You need to turn ideas into actions; every one of us has a voice that speaks to us. It tells you what to do; make a phone call, make a video, and text someone. There is also a rational voice that tells you that you don't have time and not bother people. If you can execute an idea, there is always a lesson to be learned. Your job is to listen to your internal voice and then execute on it. My life completely changed when I stopped hesitating and stopped overthinking. I am a rational thinker at heart, but I have learned to pull the trigger. I understand that win, lose, or fail, there is always a lesson to be learned. It will build my capacity and steer me in the right direction; you need to face your pains to make a right turn. You go through your processes, and an idea pops into your mind; write it down and execute it. Taking that next step is the difference between those that have it and those that struggle to get it. You have enough experience behind you to know if it is a good idea or not. We all have great ideas, don't hold off to execute them. My problem used to be that I would have an idea, ask others their opinions, I would think about it, sleep on it, and then do nothing with it. I would see others who would have ideas and execute repeatedly. We all have that within us, and you don't need permission to execute. Make mistakes because that is what the game is all about. Win, lose, or fail; you will learn something; your job is to execute. 
You are the Master of Your Destiny
  • Those are the five principles for personal business success that I thought about over the past weekend. If you can take possession of them and add them to your life, you will see a bigger vision for yourself. All we need is someone else to paint the possibility of what we can create. 
  • ​What principle is the best for you? For me, they all are essential and in no particular order.                                                                                                                                                                                                                                                  #5 - Turn your ideas into action and never stop learning. Feed your mind good things and execute when the idea pops.                                                                                                                                                                                                                                                                                                                                                                                                #4 - Set targets. We are religious about that here. Set the targets and then execute them.                                                                                                                                                                                                                                                    #3 - Don't be a secret agent. Have zero shame for loving what you do.                                                                                                                                                                                                                                                                                    #2 - Do the Work. Understand that it can suck, and it can be monotonous and repetitive. That boredom will pay off, and repetition will pay off.                                                                                                                                                                                                                                                                                                                                                                #1 - Commit to your Practice. Don't have one foot in, one foot out. Go all-in on whatever it is you are doing. If you want a divorce, then do the other person a favor and let them out of your loveless marriage or vice versa. You can't live in a place of indecision in your marriage or your business. 
  • ​You are the master of your destiny. That is the first quote I ever wrote down, and I was 12 years old. I put it over my bedroom door; I didn't know what my future held or that self-development even existed. I saw the quote, typed it up, and printed it out. It comes from mastering who you are, and being aware of who you are. This life is short, and I love life and want to be around for a long time. I love the challenges and pains; I want to live it as much and as successful as possible. 
  • ​We all have to love what we do, even through the ugliness of it. We are alive to feel it, and we are the masters of our destiny. I don't want to live with regrets, so let's do all things at a high level. You will have to better yourself consistently. Turning your ideas into actions is crucial in this process. 
  • ​We are all here because we want to better ourselves, and know there are bigger and better things for us. Being surrounded by that fuels that fire, having the people around you with the same mindset. You are in a unique atmosphere, and you need to embrace it. We are all about bettering every aspect of our lives. Lean into what you already know and execute that. 
CUSTOM JAVASCRIPT / HTML
I realize what it means to be successful in my life, but have been guilty of taking that for granted. To achieve success in all areas of your life, you need to implement processes and principles to get it and keep it. We all have great ideas, but without execution, they are only a dream that will dissipate and never be realized. What are you doing today to implement your success?
Principles of Success
  • ​This Friday, I will celebrate 16 years with my wife, Carla. We met when we were 20 years old and have been together for 21 years. I wish I could say that it has all been great and perfect; you know with anything significant, though, there will be challenges. 
  • ​When we get to a certain level of success, we tend to take things for granted. I have been very guilty of that in the past. To this day, I notice the difference of being in a successful marriage vs. being in a loveless marriage and going through the motions. 
  • ​Having intention in what we do is a philosophy and a skill set that we must learn and implement in all aspects of our lives. Carla and I don't always get along, but we know for sure that we are both all in. We are in a place knowing we are both in the relationship instead of being unsure if this is where we want to be. 
  • ​We were in that other place for a long time many years ago; it was the first thing to come up if we were in a disagreement. The marriage was always an option, and always up in the air. It was a threat we both used, and it went back and forth. We could never find true happiness or commitment because we were always in a place of indecision. 
  • ​Coming up on our 16th anniversary led me to think about the principles of success for personal business. I believe the principles can be implemented into our personal lives and our business life; we need to be aware of what it is we want.
5 Principles
  • 1. Commit to Your Practice.                                                                                                                                                           - Don't have one foot in, one foot out. Some have faced challenges and have been in the game 10 or 15 years, and there is a part of us that feels entitled. I have felt entitled, and that comes from a sense of dissatisfaction. We would threaten each other with divorce, and in many cases, some of you think you should quit your business. You lost some deals, you aren't generating enough leads, and you are considering looking for an outside job. Being in a place of one foot and one foot out, you will never give you the optimal growth that you need. If you don't go all in, you will never get the expansion you desire. When we both decided divorce was not an option; we were all in, and we're committed to it; the commitment was no longer the indecision. If you make that type of decision for your business, things will begin to turn around. The world will now know that you are committed to your craft. If the first thing that comes to mind when something goes wrong is you hate your business, guess what will happen? You will have more of that pain and chaos. For us to be successful, we have to understand that we must burn the ships and commit to our practice. This is what you are going to do, regardless of the pains and pleasures. You will show up consistently, and you will get more of the outcomes you are after. 
  • ​2. Do the Work.                                                                                                                                                                               - You always hear people say they love what they do, and I get it, but I don't think when you love what you do, there are also things we don't like. This morning I was working out, and it sucked lifting those weights; it was exhausting, and I didn't want to move forward. I had a game plan and an agenda written on my mirror, and it outlined what I needed to do. The work can sometimes suck, but when I focus on the result, it then makes the whole process tolerable. It doesn't mean you have to love every step, but you need to focus on the outcome. What will it do for you, your confidence, your finances, and your family? If there are parts of the process that you hate, it doesn't mean you hate the entire process. Focus on the thing you love; I love the result and what I can create. The work can suck, be tedious, and painful, but recognize the repetitive boredom will pay off. Open Houses are boring, and they suck, but you need to understand that there is a result in them. 
  • ​3. Don't be a Secret Agent.                                                                                                                                                             - In this world of technology and age of social media, if you aren't growing your database consistently, you aren't doing enough. The responsibility of an agent is to be out there consistently to not only talk about their business but their personal life as well. Seven out of every ten posts should be personal. What you do, what you love, what your family is doing, and what you are doing in your life. It should reflect your personality and your extracurricular activities; people want to connect with you one on one. If you are a secret agent and ashamed of putting yourself and your success out there, you will be limited to how far you can go. You will always struggle with generating leads and obtaining the lifestyle you want. You need to be shameless about self-promotion and about showcasing your love for what you do. I have zero shame in loving what I do and making an impact on other agent's lives. That is what drew you here; I was shameless about my self-promotion and the results we get here. You understand the impact you are having on your client's lives and the wealth they are building. If you are shameless, you will help more people. The competition doesn't care as much as you do, they are part-time, and they are after the quick dollar. You are in this for the long haul, and it is your responsibility to be out there consistently regardless if you feel they have seen you a million times. Don't be a secret agent, become the authority; what would that look like? What would it feel like to have your family and friends come to you because they understand you know the market? They have seen you deliver on your social media. You need to have zero shame for loving what you do; if you fail to do so, they will end up with an agent that is out to make a buck. You need to meet more people and expand your database; do things that will put you out there. Attend social events, clubs, church groups, kids' sporting events, and start networking. Talk to people and let them get to know you. 
  • ​4. Set Targets.                                                                                                                                                                                  - You need to know what you want. What does a win for you look like? We do this every 12 weeks, like clockwork at our Sales Meeting. We recalibrate and recommit to envision and paint a picture of what we want. It is your job to reinforce that daily, weekly, and monthly. It comes down to realizing what your main focus is. What are the five targets you plan on achieving today? It could be simple; adding ten people to your database, texting five people, sending an email, doing a live video for your Facebook Group. Maybe you have a Mindset Mastery every Monday for your clients or your small group. You don't need permission; you only need to make a decision. What is holding you back? Setting targets is crucial in realizing if you are winning or not. Set your targets today and determine what the five simple things you will do today are. Learn to check off those boxes and reinforce good behaviors; it will be good to accomplish that. Ask yourself what it is that you want; more money is not specific enough. You need to win every day in your body, mind, relationship, and business. I know that I need to accomplish these things daily to live a long, productive life. I am in it for the long haul, and I want to be strong and powerful. When you continuously learn how to win, you will build an unrecognizable life.
  • ​5. Turn ideas into Actions.                                                                                                                                                             - You need to turn ideas into actions; every one of us has a voice that speaks to us. It tells you what to do; make a phone call, make a video, and text someone. There is also a rational voice that tells you that you don't have time and not bother people. If you can execute an idea, there is always a lesson to be learned. Your job is to listen to your internal voice and then execute on it. My life completely changed when I stopped hesitating and stopped overthinking. I am a rational thinker at heart, but I have learned to pull the trigger. I understand that win, lose, or fail, there is always a lesson to be learned. It will build my capacity and steer me in the right direction; you need to face your pains to make a right turn. You go through your processes, and an idea pops into your mind; write it down and execute it. Taking that next step is the difference between those that have it and those that struggle to get it. You have enough experience behind you to know if it is a good idea or not. We all have great ideas, don't hold off to execute them. My problem used to be that I would have an idea, ask others their opinions, I would think about it, sleep on it, and then do nothing with it. I would see others who would have ideas and execute repeatedly. We all have that within us, and you don't need permission to execute. Make mistakes because that is what the game is all about. Win, lose, or fail; you will learn something; your job is to execute. 
You are the Master of Your Destiny
  • Those are the five principles for personal business success that I thought about over the past weekend. If you can take possession of them and add them to your life, you will see a bigger vision for yourself. All we need is someone else to paint the possibility of what we can create. 
  • ​What principle is the best for you? For me, they all are essential and in no particular order.                                                                                                                                                                                                                                                  #5 - Turn your ideas into action and never stop learning. Feed your mind good things and execute when the idea pops.                                                                                                                                                                                                                                                                                                                                                                                        #4 - Set targets. We are religious about that here. Set the targets and then execute them.                                                                                                                                                                                                                                              #3 - Don't be a secret agent. Have zero shame for loving what you do.                                                                                                                                                                                                                                                                              #2 - Do the Work. Understand that it can suck, and it can be monotonous and repetitive. That boredom will pay off, and repetition will pay off.                                                                                                                                                                                                                                                                                                                                                        #1 - Commit to your Practice. Don't have one foot in, one foot out. Go all-in on whatever it is you are doing. If you want a divorce, then do the other person a favor and let them out of your loveless marriage or vice versa. You can't live in a place of indecision in your marriage or your business. 
  • ​You are the master of your destiny. That is the first quote I ever wrote down, and I was 12 years old. I put it over my bedroom door; I didn't know what my future held or that self-development even existed. I saw the quote, typed it up, and printed it out. It comes from mastering who you are, and being aware of who you are. This life is short, and I love life and want to be around for a long time. I love the challenges and pains; I want to live it as much and as successful as possible. 
  • ​We all have to love what we do, even through the ugliness of it. We are alive to feel it, and we are the masters of our destiny. I don't want to live with regrets, so let's do all things at a high level. You will have to better yourself consistently. Turning your ideas into actions is crucial in this process. 
  • ​We are all here because we want to better ourselves, and know there are bigger and better things for us. Being surrounded by that fuels that fire, having the people around you with the same mindset. You are in a unique atmosphere, and you need to embrace it. We are all about bettering every aspect of our lives. Lean into what you already know and execute that. 
Are You on the Right Track?
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?
CUSTOM JAVASCRIPT / HTML
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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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.
  • ​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.
  • ​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.
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
When Opportunity Knocks
Are You on the Right Track?
CUSTOM JAVASCRIPT / HTML
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. 
  • ​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. 
  • ​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. 
  • ​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.
  • ​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.
  • ​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.
  • ​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.
  • ​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.
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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. 
  • ​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.
When Opportunity Knocks
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Life sometimes requires you to be on the bench. Use those times to reassess your skillset, your actions, and then take the appropriate measures to align yourself with your production targets. Seeing yourself on the court in the game will give you the confidence to face your Goliaths. You don't have to accept your current role as an average agent; why not become the best? It's a new level, it's a new game, and it's time for you to lean in. 
Reinventing Yourself?
  • ​Will you be ready when opportunity knocks? The thoughts that are going through my mind about reinventing yourself are intense. The concept sounds easy; if you want to be a successful business owner, become that. The person we were, the people around us, and our experiences determine where we will be at. 
  • ​I learned a valuable lesson this weekend from the movie "Joker." It is a dark example, but it ties into every one of us. This man wasn't content where he was at, and the more he thought about his situation, the darker things got. At a point in the movie, he realized he could be this other person, everything changed. It was a dark moment for him that changed things for him.
  • ​We have to believe first and foremost that we can become the business owner we want to be. We set 90-day targets to get you into a mindset of knowing you can produce more. Those of you that see that at the forefront of possibilities can see that when it comes to your production numbers, lifestyle, health, and marriage.
  • ​If you halfway believe it, you are only focused on what is happening right now in your life; lack of money, not enough leads, shakey home life, etc. The more we focus there, nothing changes. If you want to reach a new level in all areas, it will require you to reinvent yourself. It is going to push you into very uncomfortable areas. 
  • ​There is a quote from Robert Greene and his book entitled,"48 Laws of Power." It says,"" Do not accept the roles society forces on you; recreate yourself by forging a new identity, one that commands attention and never bores the audience. Be the master of your image rather than letting others define it for you. Incorporate dramatic devices into your public gesture and actions; your power will be enhanced, and your character will seem larger than life." 
  • ​This is, in a way permitting yourself; Our entire lives, we have been molded in a certain way to conform to what others will accept you as. When you stop out of your norm, it will be uncomfortable; that is the process of reinventing yourself and the only way to separate yourself from the masses.
  • ​You have to proclaim that you will be different moving forward. I focused on changing myself by creating a new identity, one that commands attention and never bores the audience; just as the quote said. Once I harnessed the power I had, and my identity ever aspect of my life began to elevate to a new level. When the character in Joker embraced his crazy side, he created happiness for himself. It is a dark example, but you need to lean into who you are without thinking you have to conform to what others expect. 
  • ​My beard, and now my tattoos, add to my story of creating a new identity. This is why my life is becoming powerful because I am leaning into my identity, into the person I know I am. Some of you are holding back and are unable to fully flourish because you are still living within other people's parameters. It'sIt's a powerful way to live when you can convey what you think, and believe what you are speaking; it will draw others to you. 
  • ​Getting to this place and embracing it is a new level. The real challenges my daughter is facing after making the Varsity Volleyball team as a Freshman, have come long after the day she made the team. She is at a new level, and her opponents are stronger, taller, more powerful, and experienced. All of the ambition and excitement has turned into nervousness and doubt. Can she play at this level? Can she continue to develop her skill set to compete at this level? She was in her head, and some of you are in the same place as you attempt to reinvent yourself.
  • ​The new levels and targets you are setting for yourself as an agent, have entirely transformed your financial situation. At this level, it takes more challenges, a better business person, better marketing, and systems and processes to maintain it. Some of you are content to stick with two sales per month because increasing to three or four will require more of you, and that can be scary. When you try and try without new results, it can be discouraging. 
Face Your Goliath
  • My daughter, Abigail, couldn't get any playing time, and it's been tough for her. She is used to competing at a high level with people in her age group; now, she is playing with girls at 14 years old who are turning 18 this year. She was unassuming, and maybe that is how people see you; a non-threat. When you reinvent yourself, and you can market loudly, unapologetically, confident in your skill sets, you will be taking someone else's market share. 
  • ​Abigail is very unassuming at only five foot five and a bit over 100 pounds; she is fast and athletic, but there is nothing physical about her that separates her at first glance. She could stay in that role, the way society sees her, or she could proclaim who she is. She could believe in herself and has had some dark moments during the reinvention process. 
  • ​When you reinvent yourself, you don't proclaim it one day and have it happen immediately. There is a process of reps, honing in on your skillset, mindset, systems, and processes; that lead to the metamorphosis. Or, you can accept your role as an average agent. Abigail could have accepted her role as a bench warmer, being content that she is at least on the Varsity team. She knows that she is better than that and has put in too much to be a benchwarmer. 
  • ​To be content as an average agent, after all, you have sacrificed, all the pressure to be average. You can accept it, or you can understand that it is only a matter of time before the opportunity presents itself; when it does, you will be ready to strike and strike hard. It's hard to watch my daughter not get any time on the court and still be able to give her the wisdom and encouragement; when all she did was sit on the bench. 
  • ​As an agent, when you struggle financially, and you come to me saying that nothing is working, it's hard for me to hear. It is hard for me to make you believe that it's only a matter of time if you continue to put in the work. All I could do for my daughter was encourage and remind her of how great she it. If she wants to become this player, she has to reinvent herself, proclaim and see herself greater than how others are seeing her. 
  • ​You refuse to take a stand for yourself, and others, including your family, see you as unassuming. No one sees you as a threat because you lack follow through on the things you say you will do. My daughter didn't sit on the bench consumed in dark thoughts, she battled those thoughts and is working hard; she sees herself in that place, on the court. 
  • ​What is beyond you only making a living in Real Estate? Prosperity, happiness, fulfillment? Abigail started playing harder during practice, asking the right questions of how she could improve; and then she did it. She sits on the bench and cheers on her team. If you aren't getting the results right now, you need to cheer on those that are. They were probably where you were, not knowing how to grow their business, expand, and scale it; they found a way. Don't let the competition damage your success while you are focused on what they have. Let it serve as inspiration, or else it will be the detriment of your business. 
  • ​Abigail could have been lost in jealousy and entitlement; she instead focused on herself and realized what it would take to get out on the court. It's a new level, and she cannot be the same person if she wants to be out on the court; it isn't good enough, but she is working hard. She can see herself on the court, being able to pass the ball to the girls that are over six feet tall, without being scared. 
  • ​The competition was much greater than she anticipated. It may be harder, but that doesn't mean you wish for it to be easier. You must get better, and Abigail got better because her skill set was always there; she needed to get her mind aligned also. To get better, you need to make only a small adjustment, a slight tweak. 
  • ​During a big Nike Tournament this weekend, Abigail started all games. She killed it, and I am so proud of that little girl. All she was lacking was confidence when she entered that new level; she forgot how great she is and the work she has put in. Once she aligned her confidence with her skill set, it was unbelievable to witness. 
  • ​There was a big girl on the other team, and watching her face Abigail was like watching David and Goliath. Abigail didn't waiver, wasn't intimidated because she honed into who she was. I need you to do the same thing and remind yourself about all of the reps you have put in. It is time to get to the next level and not be afraid to ask or lean in, understand your value to your team; it is your responsibility to ask for referrals, do the Open Houses and ask for contact information.
  • ​When opportunity knocked, when Abigail was put into the game, she was ready, and she delivered. Are your thoughts focused on what you don't have vs the work that needs to be done? If you are focused on a lack of money and leads; you will get more of them. If you understand that while it seems you are on the bench, you are still in the game. You have a responsibility to grow your business and not only a way to make a living, but a way of life. 
  • ​How will you reinvent yourself? What will you proclaim? How will you become a real player in the game of Real Estate? It will require you stepping out of your comfort zone and face more pain before you realize the fruits. This is where you need to lean in; you are greater than this and not just a bench warmer or an average agent. 
  • ​It may require you being on the bench to reassess your skillset, your actions, and take the appropriate measures to align yourself with your production targets. See yourself on the court, see yourself in the game. You don't have to accept your current role as an average agent; why not become the best? It's a new level, it's a new game, and it's time for you to lean in. 
CUSTOM JAVASCRIPT / HTML
Life sometimes requires you to be on the bench. Use those times to reassess your skillset, your actions, and then take the appropriate measures to align yourself with your production targets. Seeing yourself on the court in the game will give you the confidence to face your Goliaths. You don't have to accept your current role as an average agent; why not become the best? It's a new level, it's a new game, and it's time for you to lean in. 
Reinventing Yourself?
  • ​Will you be ready when opportunity knocks? The thoughts that are going through my mind about reinventing yourself are intense. The concept sounds easy; if you want to be a successful business owner, become that. The person we were, the people around us, and our experiences determine where we will be at. 
  • ​I learned a valuable lesson this weekend from the movie "Joker." It is a dark example, but it ties into every one of us. This man wasn't content where he was at, and the more he thought about his situation, the darker things got. At a point in the movie, he realized he could be this other person, everything changed. It was a dark moment for him that changed things for him.
  • ​We have to believe first and foremost that we can become the business owner we want to be. We set 90-day targets to get you into a mindset of knowing you can produce more. Those of you that see that at the forefront of possibilities can see that when it comes to your production numbers, lifestyle, health, and marriage.
  • ​If you halfway believe it, you are only focused on what is happening right now in your life; lack of money, not enough leads, shakey home life, etc. The more we focus there, nothing changes. If you want to reach a new level in all areas, it will require you to reinvent yourself. It is going to push you into very uncomfortable areas. 
  • ​There is a quote from Robert Greene and his book entitled,"48 Laws of Power." It says,"" Do not accept the roles society forces on you; recreate yourself by forging a new identity, one that commands attention and never bores the audience. Be the master of your image rather than letting others define it for you. Incorporate dramatic devices into your public gesture and actions; your power will be enhanced, and your character will seem larger than life." 
  • ​This is, in a way permitting yourself; Our entire lives, we have been molded in a certain way to conform to what others will accept you as. When you stop out of your norm, it will be uncomfortable; that is the process of reinventing yourself and the only way to separate yourself from the masses.
  • ​You have to proclaim that you will be different moving forward. I focused on changing myself by creating a new identity, one that commands attention and never bores the audience; just as the quote said. Once I harnessed the power I had, and my identity ever aspect of my life began to elevate to a new level. When the character in Joker embraced his crazy side, he created happiness for himself. It is a dark example, but you need to lean into who you are without thinking you have to conform to what others expect. 
  • ​My beard, and now my tattoos, add to my story of creating a new identity. This is why my life is becoming powerful because I am leaning into my identity, into the person I know I am. Some of you are holding back and are unable to fully flourish because you are still living within other people's parameters. It'sIt's a powerful way to live when you can convey what you think, and believe what you are speaking; it will draw others to you. 
  • ​Getting to this place and embracing it is a new level. The real challenges my daughter is facing after making the Varsity Volleyball team as a Freshman, have come long after the day she made the team. She is at a new level, and her opponents are stronger, taller, more powerful, and experienced. All of the ambition and excitement has turned into nervousness and doubt. Can she play at this level? Can she continue to develop her skill set to compete at this level? She was in her head, and some of you are in the same place as you attempt to reinvent yourself.
  • ​The new levels and targets you are setting for yourself as an agent, have entirely transformed your financial situation. At this level, it takes more challenges, a better business person, better marketing, and systems and processes to maintain it. Some of you are content to stick with two sales per month because increasing to three or four will require more of you, and that can be scary. When you try and try without new results, it can be discouraging. 
Face Your Goliath
  • My daughter, Abigail, couldn't get any playing time, and it's been tough for her. She is used to competing at a high level with people in her age group; now, she is playing with girls at 14 years old who are turning 18 this year. She was unassuming, and maybe that is how people see you; a non-threat. When you reinvent yourself, and you can market loudly, unapologetically, confident in your skill sets, you will be taking someone else's market share. 
  • ​Abigail is very unassuming at only five foot five and a bit over 100 pounds; she is fast and athletic, but there is nothing physical about her that separates her at first glance. She could stay in that role, the way society sees her, or she could proclaim who she is. She could believe in herself and has had some dark moments during the reinvention process. 
  • ​When you reinvent yourself, you don't proclaim it one day and have it happen immediately. There is a process of reps, honing in on your skillset, mindset, systems, and processes; that lead to the metamorphosis. Or, you can accept your role as an average agent. Abigail could have accepted her role as a bench warmer, being content that she is at least on the Varsity team. She knows that she is better than that and has put in too much to be a benchwarmer. 
  • ​To be content as an average agent, after all, you have sacrificed, all the pressure to be average. You can accept it, or you can understand that it is only a matter of time before the opportunity presents itself; when it does, you will be ready to strike and strike hard. It's hard to watch my daughter not get any time on the court and still be able to give her the wisdom and encouragement; when all she did was sit on the bench. 
  • ​As an agent, when you struggle financially, and you come to me saying that nothing is working, it's hard for me to hear. It is hard for me to make you believe that it's only a matter of time if you continue to put in the work. All I could do for my daughter was encourage and remind her of how great she it. If she wants to become this player, she has to reinvent herself, proclaim and see herself greater than how others are seeing her. 
  • ​You refuse to take a stand for yourself, and others, including your family, see you as unassuming. No one sees you as a threat because you lack follow through on the things you say you will do. My daughter didn't sit on the bench consumed in dark thoughts, she battled those thoughts and is working hard; she sees herself in that place, on the court. 
  • ​What is beyond you only making a living in Real Estate? Prosperity, happiness, fulfillment? Abigail started playing harder during practice, asking the right questions of how she could improve; and then she did it. She sits on the bench and cheers on her team. If you aren't getting the results right now, you need to cheer on those that are. They were probably where you were, not knowing how to grow their business, expand, and scale it; they found a way. Don't let the competition damage your success while you are focused on what they have. Let it serve as inspiration, or else it will be the detriment of your business. 
  • ​Abigail could have been lost in jealousy and entitlement; she instead focused on herself and realized what it would take to get out on the court. It's a new level, and she cannot be the same person if she wants to be out on the court; it isn't good enough, but she is working hard. She can see herself on the court, being able to pass the ball to the girls that are over six feet tall, without being scared. 
  • ​The competition was much greater than she anticipated. It may be harder, but that doesn't mean you wish for it to be easier. You must get better, and Abigail got better because her skill set was always there; she needed to get her mind aligned also. To get better, you need to make only a small adjustment, a slight tweak. 
  • ​During a big Nike Tournament this weekend, Abigail started all games. She killed it, and I am so proud of that little girl. All she was lacking was confidence when she entered that new level; she forgot how great she is and the work she has put in. Once she aligned her confidence with her skill set, it was unbelievable to witness. 
  • ​There was a big girl on the other team, and watching her face Abigail was like watching David and Goliath. Abigail didn't waiver, wasn't intimidated because she honed into who she was. I need you to do the same thing and remind yourself about all of the reps you have put in. It is time to get to the next level and not be afraid to ask or lean in, understand your value to your team; it is your responsibility to ask for referrals, do the Open Houses and ask for contact information.
  • ​When opportunity knocked, when Abigail was put into the game, she was ready, and she delivered. Are your thoughts focused on what you don't have vs the work that needs to be done? If you are focused on a lack of money and leads; you will get more of them. If you understand that while it seems you are on the bench, you are still in the game. You have a responsibility to grow your business and not only a way to make a living, but a way of life. 
  • ​How will you reinvent yourself? What will you proclaim? How will you become a real player in the game of Real Estate? It will require you stepping out of your comfort zone and face more pain before you realize the fruits. This is where you need to lean in; you are greater than this and not just a bench warmer or an average agent. 
  • ​It may require you being on the bench to reassess your skillset, your actions, and take the appropriate measures to align yourself with your production targets. See yourself on the court, see yourself in the game. You don't have to accept your current role as an average agent; why not become the best? It's a new level, it's a new game, and it's time for you to lean in. 
Burdens
Burdens
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I am in a state of awe. Being in a place where I can stand back and see the growth of someone who I once held back is enlightening. There was a time in my life when I was a burden to Carla, my family, and myself. The worry I caused them, held them hostage in my depression and entitlement. Once I was cut free by Carla, and I began to show up powerfully, everything changed. There are unintended consequences when you decide to play small, but there are innumerable rewards when you choose to rise; it starts with you, it starts today.
Are You the Burden?
  • ​Today's topic is Burdens. Are you the burden? This past weekend I went MIA on Social Media and focused on the task at hand; assisting Carla with Women's Evolution 3. It was an incredible event where lives were impacted entirely. Transformations happened right in front of me, leaving me in awe. 
  • ​Carla has put a process together, through her own experiences, to rise into this person she has become today. As I sat back and witnessed what was happening, it was as if she was being guided by God, a higher source; a voice was leading her where to go next. More than once, I was covered in goosebumps. I watched this woman navigate and lead these other women in understanding what they are made of; there is more for them, and they all had the epiphany that things would change moving forward. 
  • ​It reminded me of how things used to be, as I admired this powerful person; she didn't become this person because of me. Carla was this person before me, before she lost herself, because of me. I was a burden in her life that failed to live life the way I was supposed to live it; powerfully. I was constantly on edge, in my head; that creates a lot of instability in your family; they can't focus on their growth because they don't know how you will show up. 
  • ​Would I be this happy, go-lucky guy, an angry one on edge, or the person that shuts down, isolating myself? Maybe the guy who lays in bed, waiting for the world to end. I was in a position where Carla couldn't find herself because I was that burden she always was thinking about. 
  • ​As we navigate and try to grow our businesses, and things don't go our way; clients decide not to use you, and deals fall through. We isolate, we get depressed and angry. We don't realize there are further, deep consequences that your family will endure, every time you are in this place. I couldn't create a happy home for my children, the stability they needed to flourish; because I was in my head and a burden. 
  • ​You are not the only one who feels the effects, and it sucks. We all wish it could have gone a different way, but the unintended consequences go beyond that. Not only do you isolate yourself, but your family isolates themselves, because of the weight of your burden. 
  • ​I sat there, realizing I held her back for years; since the day she met me. It's not all my fault, we all have choices, but I can only take responsibility for myself. Carla would not be in this place if I didn't rise powerfully deciding to keep going. After every failure, disappointment; when I rose, it gave her the space to know, I am not her burden. Carla needed that space so she could focus on herself, and not be under this constant state of worry, due to my disappointments.
  • ​I worked on myself, the small things we talk about here consistently. Feeding positivity into my mind, first thing in the morning by challenging myself mentally and physically. Instead of starting my day in a place of anxiousness, and worry; I have to combat it, knowing it is how I function. 
  • ​Negative thoughts pop into my head before positive ones do; the problem is that I would let the negative thoughts fester and grow. They would limit me and what I was capable of creating. I have to battle that first thing in the morning by reading positive material and listening to podcasts. Then I challenge myself physically, so I can be proud of where I am going; putting the strain on my body, so the pain in my body will be no less than the pain anywhere else. 
The Anchor
  • Are you that burden on your family? Your children and your spouse can see it. I didn't realize how much anger and resentment Carla had for me; I don't think she realized it because of the worry she had for me. The worry turns into resentment, and we all get in that place sometimes; worrying about Mom or Dad, our children, siblings, and our business. 
  • ​Maybe you are the person who has the burden of everyone else's problems they have brought to you. We are holding them back, you are the anchor, and it's a shame when they have to break the chain so you can sink on your own. That's what Carla did, so she could save herself. You can break the chain because you are not the anchor; you are tied to it right now. Break off the section that has you tied to the anchor, so you can rise. It doesn't happen overnight but awareness and the ability to dissect on how we react, goes a long way; it all comes down to you. 
  • ​Will you continue to be a burden, or will you allow others to continue burdening you? To weigh you down, to slow you down? I am proud of Carla, but I didn't create this person, she was this person before me, and I held her back. When you become that burden or someone becomes that burden on you, there will be resentment and anger. When they realize everything they gave up for you, sacrificing themselves to save you; it's a shame when you understand that it was all your fault. 
  • ​We have choices, but when you decide to play small, your results are strictly on you. Failing to rise has unintended consequences that shape generations. I know where I am going; watching Carla lead those women, only occurred because she broke the chain. I had to realize I am not an anchor, that I was built for more, and had to break the chain also. Everything I was feeling was a sense of entitlement, and I don't deserve shit; I need to work my ass off for it. 
  • ​Our lives have completely transformed, because I decided to rise, Carla decided to rise; that is the same effect you have, regardless of where you are at. Regardless of where you are in your business, in your relationships, you can stop things from becoming worse, and handing over these generational dysfunctions. The same shit your parents couldn't deal with, you are dealing with now, but you haven't done anything to fix it. Guess what your children are going to deal with? It is your responsibility to stop it; right now! 
  • ​You can't change your children's lives, you can only change yours, and that will inspire change in others. How do you handle disappointment, stress, and anger? Your kids are watching, and your spouse is watching, can they take more of your burden? The impact is huge, and I didn't see us in this place; it was amazing what Carla's program has done; it was unbelievable. Maybe you are that person right now, but you can't fully rise because you are too worried about your spouse; too worried about your brother or sister. You aren't a savior, continuing to worry about others will only cause resentment.
  • ​Your life is not going to work, and you are going to try and place blame. It was all your fault, and if you are a burden, it is 100% your fault. I am asking you to rise today, regardless of whatever happened in the days before. The deposits that you make daily will determine the overall satisfaction of your life. It starts today, and you won't see immediate results. Carla's Women's Event was five years in the making, and it was awesome to witness. 
  • ​There are unintended consequences when you decide to play small, but there are innumerable rewards when you choose to rise; everyone in your family will benefit. I have so much appreciation for who I was five years ago, embarking on this journey not knowing where it would lead — deciding to challenge myself to become a better husband, father, and businessman. To better myself physically, mentally; I am so proud of that kid. I can say, kid, because what I have done, how much I have grown; I've watched that naive kid grow on social media, and I am proud of him. The future me, the me I am today; is thanking him. And the future me, five years from now, will be so proud of me also. 
  • ​I decided to lean in and become aware of my own, personal actions, and behaviors. It's all intentional, and be proud of yourself five years from now. Can you look back on yourself today, and say you are proud of that kid? You don't want those unintentional consequences, which will last past your lifetime and on to your kids. Are you a burden? Cut the anchor, and don't be the burden or let someone in your family be a burden on you. Quit trying to save them. They are there because they choose to be; it's affecting your family, your marriage, and your business. 
  • ​We fail to realize the rewards when we fully show up powerfully. When we are wiser, every day. The rewards are endless and even more significant than the unintended consequences. The rewards are massive and limitless, but you have to decide. Will you continue to be a burden, or allow others to burden you? If you are the one that is the burden, shame on you; shame on me because I know better, and so do you. 
  • ​Stop the dysfunction and create the stability, the safe homestead; who knows what could come from that. To see Carla where she is today, and how she leads those women; holy shit. I couldn't believe it. She found her purpose because she had to cut the burden, and that burden was me. I rose up, and that was the best thing she did for me. 
  • ​Before I was the victim, asking how she could do this to me? After all I did for her? Cutting me off was the best thing she did for us, for herself, for me; when she stopped trying to save me, she saved herself. You all set the bar and make us want to be better, and I thank you. That is what this game of business is all about; it's easy, but can you dominate the game of life? All aspects of life? Can you dominate your body, your mind, your family, and you as a father or mother? Business is easy, but you need to go within; the burdens stop today, and the choices begin today. 
  • ​If you are a burden, stop; if someone else is, stop trying to save them. Your brother is not your problem, your mother is not your problem, it is a culmination of their decisions, and it is affecting your happiness. If you are the problem, you are affecting someone else's happiness, and you are holding them back. STOP. 
  • ​Go out and dominate the day and be aware of your behaviors. 
CUSTOM JAVASCRIPT / HTML
I am in a state of awe. Being in a place where I can stand back and see the growth of someone who I once held back is enlightening. There was a time in my life when I was a burden to Carla, my family, and myself. The worry I caused them, held them hostage in my depression and entitlement. Once I was cut free by Carla, and I began to show up powerfully, everything changed. There are unintended consequences when you decide to play small, but there are innumerable rewards when you choose to rise; it starts with you, it starts today.
Are You the Burden?
  • ​Today's topic is Burdens. Are you the burden? This past weekend I went MIA on Social Media and focused on the task at hand; assisting Carla with Women's Evolution 3. It was an incredible event where lives were impacted entirely. Transformations happened right in front of me, leaving me in awe. 
  • ​Carla has put a process together, through her own experiences, to rise into this person she has become today. As I sat back and witnessed what was happening, it was as if she was being guided by God, a higher source; a voice was leading her where to go next. More than once, I was covered in goosebumps. I watched this woman navigate and lead these other women in understanding what they are made of; there is more for them, and they all had the epiphany that things would change moving forward. 
  • ​It reminded me of how things used to be, as I admired this powerful person; she didn't become this person because of me. Carla was this person before me, before she lost herself, because of me. I was a burden in her life that failed to live life the way I was supposed to live it; powerfully. I was constantly on edge, in my head; that creates a lot of instability in your family; they can't focus on their growth because they don't know how you will show up. 
  • ​Would I be this happy, go-lucky guy, an angry one on edge, or the person that shuts down, isolating myself? Maybe the guy who lays in bed, waiting for the world to end. I was in a position where Carla couldn't find herself because I was that burden she always was thinking about. 
  • ​As we navigate and try to grow our businesses, and things don't go our way; clients decide not to use you, and deals fall through. We isolate, we get depressed and angry. We don't realize there are further, deep consequences that your family will endure, every time you are in this place. I couldn't create a happy home for my children, the stability they needed to flourish; because I was in my head and a burden. 
  • ​You are not the only one who feels the effects, and it sucks. We all wish it could have gone a different way, but the unintended consequences go beyond that. Not only do you isolate yourself, but your family isolates themselves, because of the weight of your burden. 
  • ​I sat there, realizing I held her back for years; since the day she met me. It's not all my fault, we all have choices, but I can only take responsibility for myself. Carla would not be in this place if I didn't rise powerfully deciding to keep going. After every failure, disappointment; when I rose, it gave her the space to know, I am not her burden. Carla needed that space so she could focus on herself, and not be under this constant state of worry, due to my disappointments.
  • ​I worked on myself, the small things we talk about here consistently. Feeding positivity into my mind, first thing in the morning by challenging myself mentally and physically. Instead of starting my day in a place of anxiousness, and worry; I have to combat it, knowing it is how I function. 
  • ​Negative thoughts pop into my head before positive ones do; the problem is that I would let the negative thoughts fester and grow. They would limit me and what I was capable of creating. I have to battle that first thing in the morning by reading positive material and listening to podcasts. Then I challenge myself physically, so I can be proud of where I am going; putting the strain on my body, so the pain in my body will be no less than the pain anywhere else. 
The Anchor
  • Are you that burden on your family? Your children and your spouse can see it. I didn't realize how much anger and resentment Carla had for me; I don't think she realized it because of the worry she had for me. The worry turns into resentment, and we all get in that place sometimes; worrying about Mom or Dad, our children, siblings, and our business. 
  • ​Maybe you are the person who has the burden of everyone else's problems they have brought to you. We are holding them back, you are the anchor, and it's a shame when they have to break the chain so you can sink on your own. That's what Carla did, so she could save herself. You can break the chain because you are not the anchor; you are tied to it right now. Break off the section that has you tied to the anchor, so you can rise. It doesn't happen overnight but awareness and the ability to dissect on how we react, goes a long way; it all comes down to you. 
  • ​Will you continue to be a burden, or will you allow others to continue burdening you? To weigh you down, to slow you down? I am proud of Carla, but I didn't create this person, she was this person before me, and I held her back. When you become that burden or someone becomes that burden on you, there will be resentment and anger. When they realize everything they gave up for you, sacrificing themselves to save you; it's a shame when you understand that it was all your fault. 
  • ​We have choices, but when you decide to play small, your results are strictly on you. Failing to rise has unintended consequences that shape generations. I know where I am going; watching Carla lead those women, only occurred because she broke the chain. I had to realize I am not an anchor, that I was built for more, and had to break the chain also. Everything I was feeling was a sense of entitlement, and I don't deserve shit; I need to work my ass off for it. 
  • ​Our lives have completely transformed, because I decided to rise, Carla decided to rise; that is the same effect you have, regardless of where you are at. Regardless of where you are in your business, in your relationships, you can stop things from becoming worse, and handing over these generational dysfunctions. The same shit your parents couldn't deal with, you are dealing with now, but you haven't done anything to fix it. Guess what your children are going to deal with? It is your responsibility to stop it; right now! 
  • ​You can't change your children's lives, you can only change yours, and that will inspire change in others. How do you handle disappointment, stress, and anger? Your kids are watching, and your spouse is watching, can they take more of your burden? The impact is huge, and I didn't see us in this place; it was amazing what Carla's program has done; it was unbelievable. Maybe you are that person right now, but you can't fully rise because you are too worried about your spouse; too worried about your brother or sister. You aren't a savior, continuing to worry about others will only cause resentment.
  • ​Your life is not going to work, and you are going to try and place blame. It was all your fault, and if you are a burden, it is 100% your fault. I am asking you to rise today, regardless of whatever happened in the days before. The deposits that you make daily will determine the overall satisfaction of your life. It starts today, and you won't see immediate results. Carla's Women's Event was five years in the making, and it was awesome to witness. 
  • ​There are unintended consequences when you decide to play small, but there are innumerable rewards when you choose to rise; everyone in your family will benefit. I have so much appreciation for who I was five years ago, embarking on this journey not knowing where it would lead — deciding to challenge myself to become a better husband, father, and businessman. To better myself physically, mentally; I am so proud of that kid. I can say, kid, because what I have done, how much I have grown; I've watched that naive kid grow on social media, and I am proud of him. The future me, the me I am today; is thanking him. And the future me, five years from now, will be so proud of me also. 
  • ​I decided to lean in and become aware of my own, personal actions, and behaviors. It's all intentional, and be proud of yourself five years from now. Can you look back on yourself today, and say you are proud of that kid? You don't want those unintentional consequences, which will last past your lifetime and on to your kids. Are you a burden? Cut the anchor, and don't be the burden or let someone in your family be a burden on you. Quit trying to save them. They are there because they choose to be; it's affecting your family, your marriage, and your business. 
  • ​We fail to realize the rewards when we fully show up powerfully. When we are wiser, every day. The rewards are endless and even more significant than the unintended consequences. The rewards are massive and limitless, but you have to decide. Will you continue to be a burden, or allow others to burden you? If you are the one that is the burden, shame on you; shame on me because I know better, and so do you. 
  • ​Stop the dysfunction and create the stability, the safe homestead; who knows what could come from that. To see Carla where she is today, and how she leads those women; holy shit. I couldn't believe it. She found her purpose because she had to cut the burden, and that burden was me. I rose up, and that was the best thing she did for me. 
  • ​Before I was the victim, asking how she could do this to me? After all I did for her? Cutting me off was the best thing she did for us, for herself, for me; when she stopped trying to save me, she saved herself. You all set the bar and make us want to be better, and I thank you. That is what this game of business is all about; it's easy, but can you dominate the game of life? All aspects of life? Can you dominate your body, your mind, your family, and you as a father or mother? Business is easy, but you need to go within; the burdens stop today, and the choices begin today. 
  • ​If you are a burden, stop; if someone else is, stop trying to save them. Your brother is not your problem, your mother is not your problem, it is a culmination of their decisions, and it is affecting your happiness. If you are the problem, you are affecting someone else's happiness, and you are holding them back. STOP. 
  • ​Go out and dominate the day and be aware of your behaviors. 
Judgment and Character
Judgment and Character
CUSTOM JAVASCRIPT / HTML
We all judge; it is in our nature to sum someone up the minute we see them; How they dress, their gender, race, or assertiveness. So why do we get offended when it happens to us? When people make us feel uncomfortable, small or insignificant, it has nothing to do with us. They don't know our character, and we don't know anything about theirs. It is by our actions and exposure through our marketing that people know who we are and what we are about. What are you doing today to reveal your character to your client base? 
Pre-Dispositions and Walking the Dogs
  • ​If you have not subscribed to Badassagents.com make sure you do that. All of the training, show notes, and breakdowns of each episode are there. Mindset Mastery is designed to put your mind and actions in the right place so we can kill the week. It is also about learning who we are, our mannerisms, behaviors, and dysfunctions, as well as our triggers. 
  • ​The resistance that is a never-ending battle, and it is our job to continue to learn more about ourselves so we can identify what triggers us. Today's topic is Judgement and Character. 
  • ​I have two Labradoodles, and I have been working hard to train them, and it has been fun and frustrating. I am teaching them to be aware of my commands, and they have progressed to the point of walking next to me, unleashed, around our street. 
  • ​I have been taking advantage of the cooler mornings, and it is something I do for my dogs, and myself; it gets my mind in the right place. On Saturday, something interesting happened while walking my dogs. We turned a corner, and a lady walked out from her house, came down her walkway to turn onto the sidewalk we were on; I was about a block away from her, and she stopped dead in her tracks. 
  • ​Everyone knows me or has seen me in the neighborhood, but I don't think this lady and I had ever met. Her pace increased to retrieve her newspaper from her driveway, and I am still nowhere near her. She grabbed her paper hastily and then ran back to her front door. The whole time she is running, she has her eye on me. She had a reaction to me that I think would trigger anyone. 
  • ​When someone ignores us, leaves us out of a conversation or avoids us, it makes us feel like we are that person, and it's our insecurities about how we look or act. This is not the first time this has happened, and I think we have all experienced it. I don't believe it has to do with race or gender; it could be any number of things. 
  • ​We all judge, and we all get judged; there are pre-dispositions there. For me to get upset at this woman who reacted to me a certain way, I can't. I don't know what her experience is, maybe it is due to how her life has pre-dispositioned her. Past experiences, people of influence, environment, social media, it could be any number of things that have her thinking that she needs to react this way. 
  • ​A few years ago that would have thrown me off and given me cause to second guess myself. Maybe I need to not walk in my neighborhood, trim my beard, wear brighter colors, or walk around with a big smile. These are all of the things we think we need to change; it doesn't matter what you change; they will have their pre-dispositions until they experience you first-hand. 
  • ​Another instance happened when I first moved to my neighborhood, which is tight knit and has only about 35 homes. It's a gated community, and when I first moved in, I wanted to make some significant changes to my house. I submitted to the HOA my renditions for approval. I was invited to the Head of the HOA's home, who has lived there from day one. I felt very small and felt as if they were judging me, being talked down to. I didn't like the experience at all.
  • ​Something irked me that they had said; they wanted their neighborhood to stay the same. I'm in the real estate business; I know what will add value to the neighborhood. It pissed me off that they put me in the position of feeling small. Maybe I should have been more aggressive, or given them the same energy they were giving me. Carla and I left and thought that those people were clueless. It made me reconsider my decision to move to that neighborhood. 
  • ​We ended up doing the work we wanted to do, and they threatened to send me violations, and I did it anyway. What that neighbor in the meeting, who talked down to me didn't know anything about was my character. It is always going to be about your character.
Let It Shine
  • I could have conformed to them, or I could show up powerfully in my skin. I decided to stand strong and did not tailor myself to the expectations they had. The HOA president, my next-door neighbor, had a granddaughter coached, by me, in volleyball. Guess who's parents adore my family and me? He had no idea coming into that meeting, and it was more a lady on the committee who was rude to me. 
  • ​Now he has changed his tune, and is always friendly and connected to me. The reality is that your character will always shine through. Their pre-dispositions should not change who you are. If individuals belong in your life, they will see the true nature of who you are. If you are constantly trying to tailor and change, because certain people don't approve of you, you will be a lost soul. 
  • ​You will be walking through life with no real agenda, no definitive direction because you are trying to be a chameleon going back and forth between the judgments of others. My neighbor didn't realize that my girls and his granddaughter go to the same Christian school. He didn't know my commitment to my family and the activities of theirs that I am involved with. It was the judgment of others that influenced his opinion of me. 
  • ​When that lady reacted to me walking towards her, for whatever reason, I cannot react to her actions. I cannot give that same energy back or disregard her; I tried to understand her. 
  • ​This past week I went to see a commercial building, and I was there with some city officials. I am guilty of pre-dispositions, and judging others also; we all are. We can't get upset when we get the same reaction. I met with two officials, one who was dressed to the nines, and I assumed this was the guy I needed to talk too. The other guy came in a polo shirt, very friendly, and down to earth; no posturing and answering all of my questions. I disregarded him because I have my judgments.
  • ​I didn't realize I still had this embedded in my mind; that to be successful, you had to look a certain way. This couldn't be further from the truth, but I caught myself in this place. It turned out that the man in the suit is the main guy, but the other guy is the one who calls all the shots. I automatically had a pre-disposition based on what I saw. When it happens to us, we get so offended, it's against us, and we put negative energy in how they are wrong. 
  • ​In fact you are expressing all of your insecurities. I couldn't see that the one guy was talking a big game, and the other guy was confident. If I had taken one step back, trying to understand their character, I would have known who was who. Some of us when we get rejected we think it because of one of our insecurities. We come to conclusions and blame ourselves when, in reality, we have to understand that not everyone is meant to work with us. If they are your character will shine through, and they will see the true nature of who you are.
They Know What You Show
  • If you are not out there on social media, showing who you are, people have nothing to compare you too. Maybe they can sense your lack of confidence because you haven't embraced the true you. It has nothing to do with your age, race, gender, appearance, but your assertiveness. Instead of making excuses, start looking at what it takes to build a strong and profitable business. 
  • ​Maybe this is how this person sees life in general, and it has nothing to do with you. A lot of people ask what our relationship with Erica Jade is. She is one of our realtors in Las Vegas and has corporate clients here in Arizona. We have been partners with her for close to ten years. The first time I met Erica, it wasn't under the right conditions. 
  • ​Her family is involved in the NRBA, they are a prominent association, and they have these private meetings. I was in Denver one year visiting clients, during the REO property days. I was building relationships, investing in my clients that have invested in me. There was a private event happening, and I called one of my clients to see if we could meet up and she told me to come to the hotel where this event was being held. 
  • ​I agreed to go and didn't realize that they had rented out the entire hotel; they only wanted their association members to attend this event. I wasn't part of that association, and I am sitting there with my client, having a conversation. Three big guys and Erica came over to me and told me it was a private event; she kicked me out of this event. I was embarrassed, upset, a little nervous, but they walked me out the door.
  • ​My client couldn't believe it was happening. I can't be mad at the situation because Erica didn't know what kind of man I was; she only based me on her past experiences of less than reputable realtors. How could I expect to be treated differently if she had no idea who I was? It turned out our paths would cross again, but I needed to respect her as a business owner. I needed to recognize that this was her function. 
  • ​A few months later, I talk with Erica, and she was moving to Vegas and needed some assistance in the Phoenix market. Out of all the agents she could have chosen to team up with, she chose the person she kicked out. Erica got to know my character and what I was all about. I wasn't about the quick dollar, but about integrity. 
  • ​She has the front she has, based on her experience with business partners that have turned on her. Erica trusts us and knows we aren't out there to undermine her clientele. We were going to help her grow her business while she was going to help us grow ours. We are still business partners and friends to this day. 
  • ​My character shined through, and I didn't tailor to her or anyone else. I do my job as a marketer, and people know what I am all about. I market who I am and then live up to that expectation. If I say I am going to do something, I do it. Situations like this aren't meant to change you; it's meant to cause you to double down on yourself. It is meant to embrace who you are; if they belong in your life, they will come around. 
  • ​You aren't going to do a song and dance to fit into someone's life; you are going to stand powerfully. Three things to consider when you feel this judgment coming on you:

  • Everyone Judges. We all do it, and often times it speaks to our insecurities. You need to understand that people don't know you, it's not their fault.
  • It Has Nothing To Do With You. It's not against you; it is their set of experiences; they have had seeds planted from the people in their circle. It's because of their environment and what they see on t.v. and social media. If you feel that you must dress to the nines, do it because of how it makes you feel, not because you are trying to impress others. People know my character and energy now, and I don't have to impress anyone. I'm a good person, and you need to remind yourself you are too. Don't be a chameleon, be you. 
  • Don't Think It's Something About You Physically. It has to do with your confidence, and that comes from accepting who you are. Stand firm in your skin, and don't change your behavior for others or you will get lost. Be confident in who you are and in your experiences, and the right people will always surround you. If I were fake, none of you would be here; you would see right through me. Be you authentically, and remind your clients that you are going to do everything possible to deliver for them. Assurance, assertiveness, confidence, and certainty that you will deliver.; If they can't see beyond your gender, race, or appearance than it wasn't meant to be.
  • ​Your character will always shine through, and you will develop relationships, opportunities that you didn't see coming. If you stand in the place of pity, blame, and excuses, you are shutting yourself off from opportunities. I could have been there because of my experiences, but I looked beyond those situations and realized they had nothing to do with me. 
  • ​I am committed to this process with you, and if it can make us powerful, you will feel more powerful and do bigger things. Be authentic, and you will always have the right people in your life when you operate from that place; with full integrity. If you are a lie in everything you do and say, you will attract those same people. 
CUSTOM JAVASCRIPT / HTML
We all judge; it is in our nature to sum someone up the minute we see them; How they dress, their gender, race, or assertiveness. So why do we get offended when it happens to us? When people make us feel uncomfortable, small or insignificant, it has nothing to do with us. They don't know our character, and we don't know anything about theirs. It is by our actions and exposure through our marketing that people know who we are and what we are about. What are you doing today to reveal your character to your client base? 
Pre-Dispositions and Walking the Dogs
  • ​If you have not subscribed to Badassagents.com make sure you do that. All of the training, show notes, and breakdowns of each episode are there. Mindset Mastery is designed to put your mind and actions in the right place so we can kill the week. It is also about learning who we are, our mannerisms, behaviors, and dysfunctions, as well as our triggers. 
  • ​The resistance that is a never-ending battle, and it is our job to continue to learn more about ourselves so we can identify what triggers us. Today's topic is Judgement and Character. 
  • ​I have two Labradoodles, and I have been working hard to train them, and it has been fun and frustrating. I am teaching them to be aware of my commands, and they have progressed to the point of walking next to me, unleashed, around our street. 
  • ​I have been taking advantage of the cooler mornings, and it is something I do for my dogs, and myself; it gets my mind in the right place. On Saturday, something interesting happened while walking my dogs. We turned a corner, and a lady walked out from her house, came down her walkway to turn onto the sidewalk we were on; I was about a block away from her, and she stopped dead in her tracks. 
  • ​Everyone knows me or has seen me in the neighborhood, but I don't think this lady and I had ever met. Her pace increased to retrieve her newspaper from her driveway, and I am still nowhere near her. She grabbed her paper hastily and then ran back to her front door. The whole time she is running, she has her eye on me. She had a reaction to me that I think would trigger anyone. 
  • ​When someone ignores us, leaves us out of a conversation or avoids us, it makes us feel like we are that person, and it's our insecurities about how we look or act. This is not the first time this has happened, and I think we have all experienced it. I don't believe it has to do with race or gender; it could be any number of things. 
  • ​We all judge, and we all get judged; there are pre-dispositions there. For me to get upset at this woman who reacted to me a certain way, I can't. I don't know what her experience is, maybe it is due to how her life has pre-dispositioned her. Past experiences, people of influence, environment, social media, it could be any number of things that have her thinking that she needs to react this way. 
  • ​A few years ago that would have thrown me off and given me cause to second guess myself. Maybe I need to not walk in my neighborhood, trim my beard, wear brighter colors, or walk around with a big smile. These are all of the things we think we need to change; it doesn't matter what you change; they will have their pre-dispositions until they experience you first-hand. 
  • ​Another instance happened when I first moved to my neighborhood, which is tight knit and has only about 35 homes. It's a gated community, and when I first moved in, I wanted to make some significant changes to my house. I submitted to the HOA my renditions for approval. I was invited to the Head of the HOA's home, who has lived there from day one. I felt very small and felt as if they were judging me, being talked down to. I didn't like the experience at all.
  • ​Something irked me that they had said; they wanted their neighborhood to stay the same. I'm in the real estate business; I know what will add value to the neighborhood. It pissed me off that they put me in the position of feeling small. Maybe I should have been more aggressive, or given them the same energy they were giving me. Carla and I left and thought that those people were clueless. It made me reconsider my decision to move to that neighborhood. 
  • ​We ended up doing the work we wanted to do, and they threatened to send me violations, and I did it anyway. What that neighbor in the meeting, who talked down to me didn't know anything about was my character. It is always going to be about your character.
Let It Shine
  • I could have conformed to them, or I could show up powerfully in my skin. I decided to stand strong and did not tailor myself to the expectations they had. The HOA president, my next-door neighbor, had a granddaughter coached, by me, in volleyball. Guess who's parents adore my family and me? He had no idea coming into that meeting, and it was more a lady on the committee who was rude to me. 
  • ​Now he has changed his tune, and is always friendly and connected to me. The reality is that your character will always shine through. Their pre-dispositions should not change who you are. If individuals belong in your life, they will see the true nature of who you are. If you are constantly trying to tailor and change, because certain people don't approve of you, you will be a lost soul. 
  • ​You will be walking through life with no real agenda, no definitive direction because you are trying to be a chameleon going back and forth between the judgments of others. My neighbor didn't realize that my girls and his granddaughter go to the same Christian school. He didn't know my commitment to my family and the activities of theirs that I am involved with. It was the judgment of others that influenced his opinion of me. 
  • ​When that lady reacted to me walking towards her, for whatever reason, I cannot react to her actions. I cannot give that same energy back or disregard her; I tried to understand her. 
  • ​This past week I went to see a commercial building, and I was there with some city officials. I am guilty of pre-dispositions, and judging others also; we all are. We can't get upset when we get the same reaction. I met with two officials, one who was dressed to the nines, and I assumed this was the guy I needed to talk too. The other guy came in a polo shirt, very friendly, and down to earth; no posturing and answering all of my questions. I disregarded him because I have my judgments.
  • ​I didn't realize I still had this embedded in my mind; that to be successful, you had to look a certain way. This couldn't be further from the truth, but I caught myself in this place. It turned out that the man in the suit is the main guy, but the other guy is the one who calls all the shots. I automatically had a pre-disposition based on what I saw. When it happens to us, we get so offended, it's against us, and we put negative energy in how they are wrong. 
  • ​In fact you are expressing all of your insecurities. I couldn't see that the one guy was talking a big game, and the other guy was confident. If I had taken one step back, trying to understand their character, I would have known who was who. Some of us when we get rejected we think it because of one of our insecurities. We come to conclusions and blame ourselves when, in reality, we have to understand that not everyone is meant to work with us. If they are your character will shine through, and they will see the true nature of who you are.
They Know What You Show
  • If you are not out there on social media, showing who you are, people have nothing to compare you too. Maybe they can sense your lack of confidence because you haven't embraced the true you. It has nothing to do with your age, race, gender, appearance, but your assertiveness. Instead of making excuses, start looking at what it takes to build a strong and profitable business. 
  • ​Maybe this is how this person sees life in general, and it has nothing to do with you. A lot of people ask what our relationship with Erica Jade is. She is one of our realtors in Las Vegas and has corporate clients here in Arizona. We have been partners with her for close to ten years. The first time I met Erica, it wasn't under the right conditions. 
  • ​Her family is involved in the NRBA, they are a prominent association, and they have these private meetings. I was in Denver one year visiting clients, during the REO property days. I was building relationships, investing in my clients that have invested in me. There was a private event happening, and I called one of my clients to see if we could meet up and she told me to come to the hotel where this event was being held. 
  • ​I agreed to go and didn't realize that they had rented out the entire hotel; they only wanted their association members to attend this event. I wasn't part of that association, and I am sitting there with my client, having a conversation. Three big guys and Erica came over to me and told me it was a private event; she kicked me out of this event. I was embarrassed, upset, a little nervous, but they walked me out the door.
  • ​My client couldn't believe it was happening. I can't be mad at the situation because Erica didn't know what kind of man I was; she only based me on her past experiences of less than reputable realtors. How could I expect to be treated differently if she had no idea who I was? It turned out our paths would cross again, but I needed to respect her as a business owner. I needed to recognize that this was her function. 
  • ​A few months later, I talk with Erica, and she was moving to Vegas and needed some assistance in the Phoenix market. Out of all the agents she could have chosen to team up with, she chose the person she kicked out. Erica got to know my character and what I was all about. I wasn't about the quick dollar, but about integrity. 
  • ​She has the front she has, based on her experience with business partners that have turned on her. Erica trusts us and knows we aren't out there to undermine her clientele. We were going to help her grow her business while she was going to help us grow ours. We are still business partners and friends to this day. 
  • ​My character shined through, and I didn't tailor to her or anyone else. I do my job as a marketer, and people know what I am all about. I market who I am and then live up to that expectation. If I say I am going to do something, I do it. Situations like this aren't meant to change you; it's meant to cause you to double down on yourself. It is meant to embrace who you are; if they belong in your life, they will come around. 
  • ​You aren't going to do a song and dance to fit into someone's life; you are going to stand powerfully. Three things to consider when you feel this judgment coming on you:

  • Everyone Judges. We all do it, and often times it speaks to our insecurities. You need to understand that people don't know you, it's not their fault.
  • It Has Nothing To Do With You. It's not against you; it is their set of experiences; they have had seeds planted from the people in their circle. It's because of their environment and what they see on t.v. and social media. If you feel that you must dress to the nines, do it because of how it makes you feel, not because you are trying to impress others. People know my character and energy now, and I don't have to impress anyone. I'm a good person, and you need to remind yourself you are too. Don't be a chameleon, be you. 
  • Don't Think It's Something About You Physically. It has to do with your confidence, and that comes from accepting who you are. Stand firm in your skin, and don't change your behavior for others or you will get lost. Be confident in who you are and in your experiences, and the right people will always surround you. If I were fake, none of you would be here; you would see right through me. Be you authentically, and remind your clients that you are going to do everything possible to deliver for them. Assurance, assertiveness, confidence, and certainty that you will deliver.; If they can't see beyond your gender, race, or appearance than it wasn't meant to be.
  • ​Your character will always shine through, and you will develop relationships, opportunities that you didn't see coming. If you stand in the place of pity, blame, and excuses, you are shutting yourself off from opportunities. I could have been there because of my experiences, but I looked beyond those situations and realized they had nothing to do with me. 
  • ​I am committed to this process with you, and if it can make us powerful, you will feel more powerful and do bigger things. Be authentic, and you will always have the right people in your life when you operate from that place; with full integrity. If you are a lie in everything you do and say, you will attract those same people. 
Affirmations Are Weak
Affirmations Are Weak
CUSTOM JAVASCRIPT / HTML
I have noticed something about affirmations; they are weak. They need to be proclaimed, but then what? If we don't ask the "HOW" to get us to where we desire to be, affirmations are dead. Words without actions are nothing more than talk; your competition is doing the work, are you? Take time to appreciate where you are today and then ask yourself what you are going to do to get where you need to be tomorrow. Ask yourself the right questions, and follow it up with the right actions. What you tell yourself is what fuels your future.
Make a Statement, Then Take Action
  • ​Today's topic is how Affirmations are Weak. They have had a significant impact on my life by knowing what I want and declaring it with passion. I believe the reason we don't get what we want at times is that that is where it stops. We say what we want but fail to open our minds to receive it. 
  • ​Affirmations are statements, and when we make one, it is a solution, a matter of fact. When we speak our affirmations but don't ask better questions, it shuts us down and be counterproductive. There is a layer beyond that which is asking better questions. 
  • ​My 14-year old made the Varsity Volleyball Team and is only a Freshmen. That was a great accomplishment for her and felt awesome about it. She has had a rude awakening though by understanding the level she has played at, is barely sufficient to get her on the Varsity court. 
  • ​We have all been through this as Realtors. Each time we reach a new level, we discover it isn't exactly what we thought. The competition is doing things we aren't. 
  • ​For my daughter, it has been disappointing for her and us; watching her sit on the bench. I feel for her, and as a parent, it is tough. There are 13 players on the team, and 7 of them get heavy rotation. I know that we aren't the only parents experiencing this disappointment for our daughter. She is used to being a star athlete, for her teams; now, she is at a point where it isn't working. 
  • ​I know she is disappointed, but she continues to smile and cheer on her teammates. She looks content, but as we ask more questions, the real feelings come to the surface. As she was finished with her games this weekend, she was quiet in the car. We asked her how she was, and she said she was okay. We all face these moments, and it is up to us to decide if we are going to rise. You need to declare it and dig deep to ask better questions. 
  • ​As Carla was speaking to Abigail, she told her that she couldn't even shake her co-competitors hands, because she was filled with hate and jealousy. Carla told her she was proud of her because she is a phenomenal teammate; she has great sportsmanship, and Carla didn't. She looks at Abigail and is proud to see her cheer on her teammates, and she didn't even play. Carla told her that when she gets into the car, to do what she was doing at that moment; Cry, express herself, hate; so whatever she needs to do. But when she shows up on that court, she needs to smile; she needs to learn more about herself this season than ever before. Abigail needs to be in her journals again because Carla doesn't want her Freshman year to be filled with hate because she is benched. This is part of the sport, and they are proud of her. 
  • ​Abigail doesn't express herself as much as we would like her too. Carla and I were growing this business and always very busy, and a lot of that was in defense mode. We had businesses that were not working, the economy shifted, and Abigail learned not to give us a hard time. It's been hard for her to express herself because as a child, we told her not to cry, and be quiet. 
  • ​We find as her parents we are running into a wall with her, where she isn't expressing herself. What happens when we keep our emotions in, it creates other issues within us; anxiety, depression, and dysfunctional behaviors. We are now encouraging her to express herself because she can be stone cold. Our job is to break down that layer; we don't want her walking around angry.
  • ​As business owners, we have all of these emotions; anger, fear, doubt, jealousy, and hate. All of these are natural feelings. For those that claim they are never these things, you aren't speaking your truth. All of us go through it, especially if you aren't producing at a high level. 
  • ​Not coming to terms with how you feel will never allow you to grow. You need to focus on those feelings and understand that these feelings will come about again. We cannot shut ourselves down when we experience these disappointments; we have to ask ourselves better questions. 
  • ​Carla and I asked Abigail to give us two reasons why it was good for her to be on the bench. She couldn't come up with them; she came up with five things of why she thought it was bad; she was on the bench. She isn't getting any playing time; she has no stats, she is frustrated, and wants to play. She couldn't come to terms of why it was a good thing. 
Passing Your Thresholds
  • In the darkest moments of my life, I realize there is always something good about being in that place. Real growth happens when you remember those dark moments. It reinforces within and gives you the conviction to ask if you will rise above it. If you can face the dark moments, continuing to navigate through it, how can you get to the next level? It builds capacity within us.
  • ​As we gave Abigail examples, she said that it was making her understand how much she really wanted this. How many times have we been in those dark places where we come to terms, and understand we really want something? When we really want it, it's to get out of our current position. We then asked her how she was going to get it if she really wanted it? She replied that she was going to get stronger and faster. What she has done has got her on the Varsity Team, but it's not good enough to get her on the starting line-up. 
  • ​Abigail now knows she needs to push herself to full capacity, beyond her capacity, to get on that starting line-up. It will be a tough road, but we need to ask ourselves why is it good being in our dark place? It is creating a beast within Abigail, and I can see it; she is becoming more determined. 
  • ​When things go our way always, we don't become more determined. We become complacent. Even if you have grown your business, you know it can grow more; it can become bigger and more profitable. Where you are right now is a moment in time, and being in these dark moments will allow you to ask yourself better questions. 
  • ​Your path ends at the declaration, the affirmation; it's a statement. Your brain is not looking for opportunities for how you will get to the next level. Affirmations to a certain point are great but without asking yourself better questions, and then taking action; you are limiting yourself. We have all been there. 
  • ​When you ask yourself better questions, it opens up your mind to find ways to get what you want. Instead of I can't afford it, ask yourself how you can afford it. Instead of stating Open Houses don't work; find ways to make them work. Asking yourself the "Hows" will open up your brain to get instruction. Statements are a done deal, and your brain sees it as such. 
  • ​I need you to appreciate where you are right now. The two reasons we gave Abigail were; you are building your capacity, and you are a Freshman on a Varsity Team. How cool is that? She could have all the starting time she wanted on the JV Team. She was good enough to pass that threshold, but there is always going to be thresholds we need to pass to push ourselves. 
  • ​Acknowledging our thresholds pushes us forward to the next. If we are only focused on the result, we will destroy our confidence when we come up short. Instead, claim what you want, and then discover how to get there by asking yourself better questions. Now your brain is challenged to find ways to get you there. 
  • ​Affirmations are great, but at some point, you are going to have to do the work. As entrepreneurs, as realtors, we forget the pain points; we are so focused to get out of it. There is a strong possibility we could end up there again, and we need to remind ourselves we were here before, and we got out. Sometimes the pain is so immense, and profound, that we commit and go back to those patterns again. 
  • ​The pain points of trying to build a business without a strong foundation, not showing up as a powerful man in my family; I never want to go back there again. Those pain points are what fuels me today, to continue to show up powerfully daily. Not only for myself, but my business, and as a father. I remember and understand how it used to be; I have to take that with me so I can avoid the peaks and valleys in our businesses. 
  • ​As soon as we begin to make money, we forget about the pain points and begin to ease up. The competition is stiff, and they will not let up. Abigail's ability to get on the starting line is only as good as how committed the competition is, and they are very committed. A bunch of 17-year olds are not going to allow a 14-year old to take their place. 
  • ​Abigail will have to work ten times harder, and the realtors that were here years before you, aren't going to give up their market share. Some of them think they deserve it, so they have already let their foot off the pedal; that is your chance. If you aren't as committed as they are, you will never get their market share. 
  • ​The only way to survive and thrive in this business is by taking others market share. See that as your opportunity, and work ten times harder than the others. When you understand your role, it will fuel you daily. The competition will become complacent, and that is when you will strike. If you don't build the capacity, skillset, and mindset to be there when they ease up, you still won't get it; someone else will. 
  • ​Let's get on it and understand that by asking yourself better questions, working hard towards that affirmation is the only way you will achieve what you want. Continue to make the affirmations, but reinforcing them is critical. Ask yourself the right questions and follow it up with the right actions. 
  • ​One of two things will happen in your dark moments; you will quit, or you will thrive. I know that Abigail has the hunger and the mindset; if it weren't for where she is now, she would never get to where she is going. As you are facing your challenges, appreciate the moments. You will never get to the next level without them. 
CUSTOM JAVASCRIPT / HTML
I have noticed something about affirmations; they are weak. They need to be proclaimed, but then what? If we don't ask the "HOW" to get us to where we desire to be, affirmations are dead. Words without actions are nothing more than talk; your competition is doing the work, are you? Take time to appreciate where you are today and then ask yourself what you are going to do to get where you need to be tomorrow. Ask yourself the right questions, and follow it up with the right actions. What you tell yourself is what fuels your future.
Make a Statement, Then Take Action
  • ​Today's topic is how Affirmations are Weak. They have had a significant impact on my life by knowing what I want and declaring it with passion. I believe the reason we don't get what we want at times is that that is where it stops. We say what we want but fail to open our minds to receive it. 
  • ​Affirmations are statements, and when we make one, it is a solution, a matter of fact. When we speak our affirmations but don't ask better questions, it shuts us down and be counterproductive. There is a layer beyond that which is asking better questions. 
  • ​My 14-year old made the Varsity Volleyball Team and is only a Freshmen. That was a great accomplishment for her and felt awesome about it. She has had a rude awakening though by understanding the level she has played at, is barely sufficient to get her on the Varsity court. 
  • ​We have all been through this as Realtors. Each time we reach a new level, we discover it isn't exactly what we thought. The competition is doing things we aren't. 
  • ​For my daughter, it has been disappointing for her and us; watching her sit on the bench. I feel for her, and as a parent, it is tough. There are 13 players on the team, and 7 of them get heavy rotation. I know that we aren't the only parents experiencing this disappointment for our daughter. She is used to being a star athlete, for her teams; now, she is at a point where it isn't working. 
  • ​I know she is disappointed, but she continues to smile and cheer on her teammates. She looks content, but as we ask more questions, the real feelings come to the surface. As she was finished with her games this weekend, she was quiet in the car. We asked her how she was, and she said she was okay. We all face these moments, and it is up to us to decide if we are going to rise. You need to declare it and dig deep to ask better questions. 
  • ​As Carla was speaking to Abigail, she told her that she couldn't even shake her co-competitors hands, because she was filled with hate and jealousy. Carla told her she was proud of her because she is a phenomenal teammate; she has great sportsmanship, and Carla didn't. She looks at Abigail and is proud to see her cheer on her teammates, and she didn't even play. Carla told her that when she gets into the car, to do what she was doing at that moment; Cry, express herself, hate; so whatever she needs to do. But when she shows up on that court, she needs to smile; she needs to learn more about herself this season than ever before. Abigail needs to be in her journals again because Carla doesn't want her Freshman year to be filled with hate because she is benched. This is part of the sport, and they are proud of her. 
  • ​Abigail doesn't express herself as much as we would like her too. Carla and I were growing this business and always very busy, and a lot of that was in defense mode. We had businesses that were not working, the economy shifted, and Abigail learned not to give us a hard time. It's been hard for her to express herself because as a child, we told her not to cry, and be quiet. 
  • ​We find as her parents we are running into a wall with her, where she isn't expressing herself. What happens when we keep our emotions in, it creates other issues within us; anxiety, depression, and dysfunctional behaviors. We are now encouraging her to express herself because she can be stone cold. Our job is to break down that layer; we don't want her walking around angry.
  • ​As business owners, we have all of these emotions; anger, fear, doubt, jealousy, and hate. All of these are natural feelings. For those that claim they are never these things, you aren't speaking your truth. All of us go through it, especially if you aren't producing at a high level. 
  • ​Not coming to terms with how you feel will never allow you to grow. You need to focus on those feelings and understand that these feelings will come about again. We cannot shut ourselves down when we experience these disappointments; we have to ask ourselves better questions. 
  • ​Carla and I asked Abigail to give us two reasons why it was good for her to be on the bench. She couldn't come up with them; she came up with five things of why she thought it was bad; she was on the bench. She isn't getting any playing time; she has no stats, she is frustrated, and wants to play. She couldn't come to terms of why it was a good thing. 
Passing Your Thresholds
  • In the darkest moments of my life, I realize there is always something good about being in that place. Real growth happens when you remember those dark moments. It reinforces within and gives you the conviction to ask if you will rise above it. If you can face the dark moments, continuing to navigate through it, how can you get to the next level? It builds capacity within us.
  • ​As we gave Abigail examples, she said that it was making her understand how much she really wanted this. How many times have we been in those dark places where we come to terms, and understand we really want something? When we really want it, it's to get out of our current position. We then asked her how she was going to get it if she really wanted it? She replied that she was going to get stronger and faster. What she has done has got her on the Varsity Team, but it's not good enough to get her on the starting line-up. 
  • ​Abigail now knows she needs to push herself to full capacity, beyond her capacity, to get on that starting line-up. It will be a tough road, but we need to ask ourselves why is it good being in our dark place? It is creating a beast within Abigail, and I can see it; she is becoming more determined. 
  • ​When things go our way always, we don't become more determined. We become complacent. Even if you have grown your business, you know it can grow more; it can become bigger and more profitable. Where you are right now is a moment in time, and being in these dark moments will allow you to ask yourself better questions. 
  • ​Your path ends at the declaration, the affirmation; it's a statement. Your brain is not looking for opportunities for how you will get to the next level. Affirmations to a certain point are great but without asking yourself better questions, and then taking action; you are limiting yourself. We have all been there. 
  • ​When you ask yourself better questions, it opens up your mind to find ways to get what you want. Instead of I can't afford it, ask yourself how you can afford it. Instead of stating Open Houses don't work; find ways to make them work. Asking yourself the "Hows" will open up your brain to get instruction. Statements are a done deal, and your brain sees it as such. 
  • ​I need you to appreciate where you are right now. The two reasons we gave Abigail were; you are building your capacity, and you are a Freshman on a Varsity Team. How cool is that? She could have all the starting time she wanted on the JV Team. She was good enough to pass that threshold, but there is always going to be thresholds we need to pass to push ourselves. 
  • ​Acknowledging our thresholds pushes us forward to the next. If we are only focused on the result, we will destroy our confidence when we come up short. Instead, claim what you want, and then discover how to get there by asking yourself better questions. Now your brain is challenged to find ways to get you there. 
  • ​Affirmations are great, but at some point, you are going to have to do the work. As entrepreneurs, as realtors, we forget the pain points; we are so focused to get out of it. There is a strong possibility we could end up there again, and we need to remind ourselves we were here before, and we got out. Sometimes the pain is so immense, and profound, that we commit and go back to those patterns again. 
  • ​The pain points of trying to build a business without a strong foundation, not showing up as a powerful man in my family; I never want to go back there again. Those pain points are what fuels me today, to continue to show up powerfully daily. Not only for myself, but my business, and as a father. I remember and understand how it used to be; I have to take that with me so I can avoid the peaks and valleys in our businesses. 
  • ​As soon as we begin to make money, we forget about the pain points and begin to ease up. The competition is stiff, and they will not let up. Abigail's ability to get on the starting line is only as good as how committed the competition is, and they are very committed. A bunch of 17-year olds are not going to allow a 14-year old to take their place. 
  • ​Abigail will have to work ten times harder, and the realtors that were here years before you, aren't going to give up their market share. Some of them think they deserve it, so they have already let their foot off the pedal; that is your chance. If you aren't as committed as they are, you will never get their market share. 
  • ​The only way to survive and thrive in this business is by taking others market share. See that as your opportunity, and work ten times harder than the others. When you understand your role, it will fuel you daily. The competition will become complacent, and that is when you will strike. If you don't build the capacity, skillset, and mindset to be there when they ease up, you still won't get it; someone else will. 
  • ​Let's get on it and understand that by asking yourself better questions, working hard towards that affirmation is the only way you will achieve what you want. Continue to make the affirmations, but reinforcing them is critical. Ask yourself the right questions and follow it up with the right actions. 
  • ​One of two things will happen in your dark moments; you will quit, or you will thrive. I know that Abigail has the hunger and the mindset; if it weren't for where she is now, she would never get to where she is going. As you are facing your challenges, appreciate the moments. You will never get to the next level without them. 
How To Lose On Social Media
How To Lose On Social Media
CUSTOM JAVASCRIPT / HTML
There is a person out there in Social Media waiting to pounce. You aren't sure where they are coming from, but they are ready to question everything you do and post. What is triggering them? A strangers conviction can drive you to a place of complacency. They doubt themselves and their marketing, so they try to make you question what is working for you. Don't engage in the opinions of others. It will suck your energy and your focus; you don't have time for pointless arguments, so hit the block button and move forward with what you have proven to work. 
Seeing Beyond Resistance
  • ​One of the things I love about Social Media is how it allows us to connect with family and friends. It also gives us the ability to see greater possibilities for ourselves; we see what others are doing, and it can motivate us to do the same. There are downsides to Social Media as well; the comparison game.
  • ​Social Media arguments are something you can never win. I have seen plenty of them through my marketing that I spend thousands of dollars per month on. I have noticed that people are quick to give their opinions, and sometimes they are not kind and straightforward about it. 
  • ​For a long time, I used to get caught up in defending myself; it was my ego speaking. When we defend ourselves, it is our ego at work, wanting to prove them wrong. What eventually happens is we waste hours arguing with people we don't even know. 
  • ​I don't get a lot of resistance from people who know, like, and trust me because we are usually on the same page. As you become a better marketer and begin to expose yourself, you will run into this more often. 
  • ​15 to 20% of all adults and 25% of all teens engage in some interactions that end friendships. We have all been scrolling on Facebook and notice a topic, and 100+ comments are going back and forth of people trying to assert their position. You begin to see people's true colors, only to realize those who you thought were like-minded are on a separate path than you. 
  • ​Everyone has the right to voice their opinion, but it's what you allow to happen when that occurs. I recently put an ad up on A.Z.& Associates, and I was being recorded in my car by one of my media people. It was a good topic, if you listened to the content, seeing beyond the fact that I am driving while being recorded.
  • ​I was speaking from the aspect of an entrepreneur, which is what I consider myself. I have faced my fair share of disappointments and failures, but I have learned from it. What ends up happening is you run into those individuals that have something to say. Another local Realtor ended up saying something to the effect of was I too busy to record a proper video; what is it with all of these people recording from their cars. 
  • ​My first instinct was to bash this guy because of his audacity to try to school me on marketing; he has no idea of my journey. The reality was that he had no idea, so why was I going to take the time to bash him? I have been down this path before and have found myself arguing with someone I didn't need to waste my time on. 
  • ​These people are often strangers to you and don't deserve your time or energy. I don't know his story, his insecurities, or his journey. Any time we get triggered to say something, it because there is already a history of realizing there are some changes that need to be made. He didn't start with my post; something before that triggered him. 
  • ​Somewhere along the line, he has discovered he needs to grow his business. His solution is to be a better marketer and maybe realizes he needs to record more videos. Trainers, coaches, and mentors all say how important videos are. 
  • ​This isn't so simple for someone who isn't used to doing it. This leads to trying to find ways to not do it, instead of finding ways to pull it off. Now he is stuck in the comparison game and sees me and gets triggered. Most people get inspired by seeing something that someone else is doing. 
Don't Engage
  • This person saw me recording in the car and probably thought to himself that was blasphemous, and he couldn't do that. It triggered his insecurity and unwillingness to move forward. His comment had nothing to do with me, and everything to do with his insecurities. 
  • ​Videos aren't the easiest thing to do, especially as you begin to share more of your personal life. Out of insecurity came his opinion, an opinion about me. Your job now is to remove yourself from the disagreement, because it will suck your energy and make you second guess yourself. 
  • ​The comments can be direct or indirect when individuals tell you that you are posting too much. You are consistent in your execution, and they are not. They would rather vent their opinion on you, so they can prove they are correctly viewing you, and your way is incorrect. A lot of you fall into the trap of believing their opinion.
  • ​You begin to slow the trajectory of your marketing and the consistency of it. This is the resistance caused by someone trying to get you to stop your progression. If you fall into it, that is your fault. Our job is to be more aware and not sucked into these arguments online. 
  • ​I could have easily been sucked into this, and my business is swelling with abundance. I am doing everything right, and his opinion has nothing to do with me. The moment I listen to the resistance and conform to other opinions, I will be taking a step towards my destruction. 
  • ​I am going to continue to be deliberate and consistent and do what works. This is your business and the money you are investing. My response to this person when he asked if I was too busy to record a video somewhere else? I said, "Yes." 
  • ​I could have easily escalated the conversation, and it would only have sucked my energy. A real player doesn't have time for it, because they are focused on their business, and minding their own business. 
  • ​REASONS TO NOT ENGAGE IN ONLINE ARGUMENTS
  • 1. It is pointless, and you will never win. You don't know who the person is or what their history is. Let them rant on and like their post and move on. Block them if you need too. Be the authentic you, and if people block you, that is okay also. 
  • 2. It can escalate quickly; You don't know how much time this other person has to argue. They might be a keyword warrior, and that is all they do all day. Choose to ignore and not defend your ego. It is merely a spectacle for others. 
  • 3. It sucks your energy. It will bleed into other areas of your life all to prove yourself right. We only have a limited amount of energy we can exude each day and how we use it will determine our success. We already have the stress every day with our family and business; we don't need to bring on more. When you do, it doesn't create more production; it debilitates you. We everything you have to do with marketing, sales and delivering for your clients, and the stress of your home life; why add more on top of it? 
  • - Protect your sanity and your ability to produce at a high level. Real players don't engage in games; they don't line up with what you are trying to accomplish. You don't have time to respond to people who you are triggering with your actions. They are already feeling the pressure; it was already historically there. 
  • - No one knows what you have done to get what you have. Why engage? It's pointless. Protect your energy and your sanity and go out and produce at a high level. 
CUSTOM JAVASCRIPT / HTML
There is a person out there in Social Media waiting to pounce. You aren't sure where they are coming from, but they are ready to question everything you do and post. What is triggering them? A strangers conviction can drive you to a place of complacency. They doubt themselves and their marketing, so they try to make you question what is working for you. Don't engage in the opinions of others. It will suck your energy and your focus; you don't have time for pointless arguments, so hit the block button and move forward with what you have proven to work. 
Seeing Beyond Resistance
  • ​One of the things I love about Social Media is how it allows us to connect with family and friends. It also gives us the ability to see greater possibilities for ourselves; we see what others are doing, and it can motivate us to do the same. There are downsides to Social Media as well; the comparison game.
  • ​Social Media arguments are something you can never win. I have seen plenty of them through my marketing that I spend thousands of dollars per month on. I have noticed that people are quick to give their opinions, and sometimes they are not kind and straightforward about it. 
  • ​For a long time, I used to get caught up in defending myself; it was my ego speaking. When we defend ourselves, it is our ego at work, wanting to prove them wrong. What eventually happens is we waste hours arguing with people we don't even know. 
  • ​I don't get a lot of resistance from people who know, like, and trust me because we are usually on the same page. As you become a better marketer and begin to expose yourself, you will run into this more often. 
  • ​15 to 20% of all adults and 25% of all teens engage in some interactions that end friendships. We have all been scrolling on Facebook and notice a topic, and 100+ comments are going back and forth of people trying to assert their position. You begin to see people's true colors, only to realize those who you thought were like-minded are on a separate path than you. 
  • ​Everyone has the right to voice their opinion, but it's what you allow to happen when that occurs. I recently put an ad up on A.Z.& Associates, and I was being recorded in my car by one of my media people. It was a good topic, if you listened to the content, seeing beyond the fact that I am driving while being recorded.
  • ​I was speaking from the aspect of an entrepreneur, which is what I consider myself. I have faced my fair share of disappointments and failures, but I have learned from it. What ends up happening is you run into those individuals that have something to say. Another local Realtor ended up saying something to the effect of was I too busy to record a proper video; what is it with all of these people recording from their cars. 
  • ​My first instinct was to bash this guy because of his audacity to try to school me on marketing; he has no idea of my journey. The reality was that he had no idea, so why was I going to take the time to bash him? I have been down this path before and have found myself arguing with someone I didn't need to waste my time on. 
  • ​These people are often strangers to you and don't deserve your time or energy. I don't know his story, his insecurities, or his journey. Any time we get triggered to say something, it because there is already a history of realizing there are some changes that need to be made. He didn't start with my post; something before that triggered him. 
  • ​Somewhere along the line, he has discovered he needs to grow his business. His solution is to be a better marketer and maybe realizes he needs to record more videos. Trainers, coaches, and mentors all say how important videos are. 
  • ​This isn't so simple for someone who isn't used to doing it. This leads to trying to find ways to not do it, instead of finding ways to pull it off. Now he is stuck in the comparison game and sees me and gets triggered. Most people get inspired by seeing something that someone else is doing. 
Don't Engage
  • This person saw me recording in the car and probably thought to himself that was blasphemous, and he couldn't do that. It triggered his insecurity and unwillingness to move forward. His comment had nothing to do with me, and everything to do with his insecurities. 
  • ​Videos aren't the easiest thing to do, especially as you begin to share more of your personal life. Out of insecurity came his opinion, an opinion about me. Your job now is to remove yourself from the disagreement, because it will suck your energy and make you second guess yourself. 
  • ​The comments can be direct or indirect when individuals tell you that you are posting too much. You are consistent in your execution, and they are not. They would rather vent their opinion on you, so they can prove they are correctly viewing you, and your way is incorrect. A lot of you fall into the trap of believing their opinion.
  • ​You begin to slow the trajectory of your marketing and the consistency of it. This is the resistance caused by someone trying to get you to stop your progression. If you fall into it, that is your fault. Our job is to be more aware and not sucked into these arguments online. 
  • ​I could have easily been sucked into this, and my business is swelling with abundance. I am doing everything right, and his opinion has nothing to do with me. The moment I listen to the resistance and conform to other opinions, I will be taking a step towards my destruction. 
  • ​I am going to continue to be deliberate and consistent and do what works. This is your business and the money you are investing. My response to this person when he asked if I was too busy to record a video somewhere else? I said, "Yes." 
  • ​I could have easily escalated the conversation, and it would only have sucked my energy. A real player doesn't have time for it, because they are focused on their business, and minding their own business. 
  • ​REASONS TO NOT ENGAGE IN ONLINE ARGUMENTS
  • 1. It is pointless, and you will never win. You don't know who the person is or what their history is. Let them rant on and like their post and move on. Block them if you need too. Be the authentic you, and if people block you, that is okay also. 
  • 2. It can escalate quickly; You don't know how much time this other person has to argue. They might be a keyword warrior, and that is all they do all day. Choose to ignore and not defend your ego. It is merely a spectacle for others. 
  • 3. It sucks your energy. It will bleed into other areas of your life all to prove yourself right. We only have a limited amount of energy we can exude each day and how we use it will determine our success. We already have the stress every day with our family and business; we don't need to bring on more. When you do, it doesn't create more production; it debilitates you. We everything you have to do with marketing, sales and delivering for your clients, and the stress of your home life; why add more on top of it? 
  • - Protect your sanity and your ability to produce at a high level. Real players don't engage in games; they don't line up with what you are trying to accomplish. You don't have time to respond to people who you are triggering with your actions. They are already feeling the pressure; it was already historically there. 
  • - No one knows what you have done to get what you have. Why engage? It's pointless. Protect your energy and your sanity and go out and produce at a high level. 
Ego
Ego
CUSTOM JAVASCRIPT / HTML
We have all been in that place where we have a moment of Ego. We want others to see our success, so we take trips and buy expensive cars and boats; then showcase for the world to see. What about your business? Have you reinvested in your systems and software? Have you hired a Transaction Coordinator to push your growth forward? Until you put your Ego on the back burner and your systems on the forefront, your business will be nothing more than a hustle without reaching long-term success. 
It Tickles
  • ​I have realized the show must go on; especially when it's a paid holiday and my staff is off for the day. Mindset Mastery is part of my regimen, and I plan to deliver on what I said. We have a lot to do today, and we have plans for the holiday, but taking 30 minutes with me will put your mindset in the right place; to continue to grow your business, deliver for your family and set your foundation for long-term growth and expansion.
  • ​We all understand how rough the game of Real Estate can be. If we aren't in the right mindset, reminding ourselves of what is necessary to do daily, it becomes easy to veer off track. Today I want to have a conversation about Ego.
  • ​I caught myself in a place of Ego this weekend; showing off my success. We are in a business where we need to showcase our success immediately to feel we have arrived and show our clients we are successful. 
  • ​Ego can sabotage your growth if you don't see it for what it is. Ego is a person's sense of self-esteem and the way you feel about yourself. It's almost a pride you have of yourself. I read over the weekend that when your Ego is tickled, it wants more. When someone gives you compliments, you want more. 
  • ​When we showcase a level of success we want or gain a certain amount of power, we want more. Ego is not a bad thing; it is an asset. It is what got you to this point, to begin with, because you felt you deserved more in life. 
  • ​Because of your Ego, you have a certain standard and sense of self-esteem, and it drives you to be competitive. We want to show others that we are dominant in our space, telling our clients that we are successful. Social Media makes it easy to get sucked into material items, showcasing success before it happens. 
  • ​Most of us are running, where everything depends on your actions alone. There is no software, automated marketing, or systems behind it; it's all on the shoulders of hard work. This weekend I was on social media, and I ran into this guy, that is showcasing his success in a massive way. He is driving these six-digit cars, and I thought to myself, how insane it was, but it was his way of showing his success. 
All for Show
  • We all show it in different ways; photos of our vacations, and buying a new car. Part of why we put it on social media is because of our ego. Those things are easy to showcase. The things that are tough to showcase are the systems, and software for your business; we put that on the back burner. 
  • ​We are more inclined to take our family to Disneyland, to take that trip to New York, to showcase the success we had. But when it comes to spending money for additional systems and software for our business, we hesitate.
  • ​Many agents make 300,000 but hesitate to pay a software system that will cost them 100 dollars a month. But when it comes to showcasing a vacation or big purchase to our clients or family, we have no problem putting out the money. The reason most of us don't reinvest in our business, buying a camera, software for a podcast, or investing in Facebook ads, even hiring an employee; because there is no way to showcase that on social media.
  • ​That does not easily tickle your ego; but if you showcase that new purse, it's easy to get the compliments. When the ego is tickled, we want more of that. My hard work and doing the right things, equated to the results that I wanted. I know it wasn't a miracle, but I feel blessed; I have the mindset to understand that by doing the right things consistently, I will always get the results I want. 
  • ​I am happy my businesses are profitable, my brokerage, coaching/consulting company, and my investment companies; I am blessed to have that. I know that I still need to reinvest into the business. I haven't arrived yet. This past weekend I started to get sucked into the materialistic aspects of showcasing my success; there is nothing wrong with that. We all work hard, but I was only doing it to tickle my ego. 
  • ​I know I have bigger things to do, but I am getting sucked into the vortex of having my ego tickled to showcase to others that I have made it. That has never been my game. I did that once before, and it cost me money. It was at a time where everything depended solely on my efforts; there were no systems or processes. 
  • ​I have made changes after learning from the ills of my ways. Showcasing my cars and houses doesn't drive me. When you showcase for comparison, that is when your ego is bad. I know where I want to take this company in the next few years, and buying a 300,000 car is not part of the plan. 
  • ​Priorities for a small business owner can easily be put on the back burner when the ego comes to the forefront. They go for the quick satisfaction so their ego can be tickled. 
  • ​When another broker contacts out of the blue, for no reason, they first tickle your ego and tell you how great you are doing. But what do they want from you? What is their agenda? That is how we caught up in doing things we don't want to do. It's called manipulation, and we get manipulated through our ego. We agree to meet, to lend money, to do all of those things because they understand by tickling our ego, we will now do the things they want. 
Maintaining Presence
  • ​I got a call, knowing and understanding all of this, that this guy who has been in the business for 30 years was stroking my ego; he wanted to meet and work with me. He was with a big company trying to buy me out; there are so many companies that try because they think it's about the money for me. They have no idea that I love what I do. 
  • ​I am making an impact and if fires me up and fuels me every day. This guy had an agenda, and he continued to stroke my ego. It didn't sit right with me, and it gave me a sense of unease the next day. I called him back and told him I couldn't meet with him. 
  • ​We know the ego is a good thing that drives us, motivates us, and makes us competitive; where do we need to stop ourselves from putting ego ahead of priority? If you are prioritizing materialistic things, before putting the systems and processes in place, then you are doing your business an injustice. If you don't have a transaction coordinator; you need to hire one now. 
  • ​If we can make big purchases without thinking twice, but can't spend $200 to purchase software to make us more efficient; we halt our growth and our business. The agents that are willing to do what it takes will trample over you when the market shifts. Hard work, hustle, and the market can only evolve so much; it's systems, and processes that will evolve your business for you. 
  • ​I ran into a very successful agent, and he told me he had to dissolve his whole team. He became driven by the money, and he didn't treat his employees well. He became a tyrant, and now he has to start from scratch and do everything for himself. 
  • ​He asked me how I was pulling what I was doing off. How did I have the energy? I told him I learned how to create space in my life. I can make decisions, to hire more people so I can continue to maintain that level of space and see future opportunities. You need to create that space for yourself and hire that employee you know you need. 
  • ​I have to take a direct hit to my profit margin, every time I hire someone new and reinvest in my business. Long-term, I have never been happier and more profitable in my entire life. I can sit here and have a conversation without the worry of my business burning down in a day. 
  • ​Twenty years from now, you don't want to see yourself in a place of your business riding solely on your efforts. I'm asking you to put your ego aside for a bit. Take care of the things you need to take care of. Yes, you can go to the movies and spend time with your family; take care of your business first. 
  • ​The first thing you need to do for your business is to hire a transaction coordinator; this is not negotiable. After you become a $6 million producer, you need to consider hiring a part-time employee. Over $6 million you need a full-time employee. After that, you need to hire a Marketing Coordinator and a Transaction Coordinator. This is how you need to think, understanding when you have that person there; it will pay off long-term. 
  • ​When the market changes, you will maintain a strong presence in this game. I am going to ask you to do a few things:                                                                                                                                                                                                                                                                                                                                                                                                     Embrace your ego, be proud of who you are. Continue to lead for your family and others that are watching.
  •  Understand that if you are operating in your ego to only showcase to others, cut it off. Don't ever put your ego in front of the systems and processes of your business. Become proficient and prioritize. 
  • Love what you do. Pay attention to the eyes and the smiles of those you are delivering too. When you tell them their house sold, as you deliver the keys, become attuned to these individuals. Embed their faces in your mind and know that is the reason you are doing this. This is the reason you are taking all of the stress and duress, day after day. You are helping these families build their financial future.

  • ​When people give us something we feel indebted; they compliment us, and we want to return the favor. If someone compliments you, take a step back, and try to see what their agenda is. Don't waste your time on someone else's agenda for their business. 
  • ​Don't feel bad if you want to spend a little on yourself if you are doing it because you want it. If you are doing it to only showcase to another, then don't do it. The plans we have here at A.Z. & Associates are massive, so I need to stay the course. Once I pull that off, I can go after the cherry on top. 
  • ​I used to make big purchases to mask the pain of the conditions of my business. The reason I didn't hire more people then, because I knew it was only a hustle and I hesitated because I knew that would make me responsible for someone else. I wasn't confident in my level of fire to keep it going to pay them. It is scary, and I get that. 
  • ​We have to take calculated risks, so you can begin to trust yourself. When you have that employee, when you open that office, it shows that you trust yourself. Doing it all yourself is the biggest mistake you can make from the beginning. 
  • ​I need to stay the course and so do you. You will be surprised at how far you can get in two to three years; The skies the limit. 
CUSTOM JAVASCRIPT / HTML
We have all been in that place where we have a moment of Ego. We want others to see our success, so we take trips and buy expensive cars and boats; then showcase for the world to see. What about your business? Have you reinvested in your systems and software? Have you hired a Transaction Coordinator to push your growth forward? Until you put your Ego on the back burner and your systems on the forefront, your business will be nothing more than a hustle without reaching long-term success. 
It Tickles
  • ​I have realized the show must go on; especially when it's a paid holiday and my staff is off for the day. Mindset Mastery is part of my regimen, and I plan to deliver on what I said. We have a lot to do today, and we have plans for the holiday, but taking 30 minutes with me will put your mindset in the right place; to continue to grow your business, deliver for your family and set your foundation for long-term growth and expansion.
  • ​We all understand how rough the game of Real Estate can be. If we aren't in the right mindset, reminding ourselves of what is necessary to do daily, it becomes easy to veer off track. Today I want to have a conversation about Ego.
  • ​I caught myself in a place of Ego this weekend; showing off my success. We are in a business where we need to showcase our success immediately to feel we have arrived and show our clients we are successful. 
  • ​Ego can sabotage your growth if you don't see it for what it is. Ego is a person's sense of self-esteem and the way you feel about yourself. It's almost a pride you have of yourself. I read over the weekend that when your Ego is tickled, it wants more. When someone gives you compliments, you want more. 
  • ​When we showcase a level of success we want or gain a certain amount of power, we want more. Ego is not a bad thing; it is an asset. It is what got you to this point, to begin with, because you felt you deserved more in life. 
  • ​Because of your Ego, you have a certain standard and sense of self-esteem, and it drives you to be competitive. We want to show others that we are dominant in our space, telling our clients that we are successful. Social Media makes it easy to get sucked into material items, showcasing success before it happens. 
  • ​Most of us are running, where everything depends on your actions alone. There is no software, automated marketing, or systems behind it; it's all on the shoulders of hard work. This weekend I was on social media, and I ran into this guy, that is showcasing his success in a massive way. He is driving these six-digit cars, and I thought to myself, how insane it was, but it was his way of showing his success. 
All for Show
  • We all show it in different ways; photos of our vacations, and buying a new car. Part of why we put it on social media is because of our ego. Those things are easy to showcase. The things that are tough to showcase are the systems, and software for your business; we put that on the back burner. 
  • ​We are more inclined to take our family to Disneyland, to take that trip to New York, to showcase the success we had. But when it comes to spending money for additional systems and software for our business, we hesitate.
  • ​Many agents make 300,000 but hesitate to pay a software system that will cost them 100 dollars a month. But when it comes to showcasing a vacation or big purchase to our clients or family, we have no problem putting out the money. The reason most of us don't reinvest in our business, buying a camera, software for a podcast, or investing in Facebook ads, even hiring an employee; because there is no way to showcase that on social media.
  • ​That does not easily tickle your ego; but if you showcase that new purse, it's easy to get the compliments. When the ego is tickled, we want more of that. My hard work and doing the right things, equated to the results that I wanted. I know it wasn't a miracle, but I feel blessed; I have the mindset to understand that by doing the right things consistently, I will always get the results I want. 
  • ​I am happy my businesses are profitable, my brokerage, coaching/consulting company, and my investment companies; I am blessed to have that. I know that I still need to reinvest into the business. I haven't arrived yet. This past weekend I started to get sucked into the materialistic aspects of showcasing my success; there is nothing wrong with that. We all work hard, but I was only doing it to tickle my ego. 
  • ​I know I have bigger things to do, but I am getting sucked into the vortex of having my ego tickled to showcase to others that I have made it. That has never been my game. I did that once before, and it cost me money. It was at a time where everything depended solely on my efforts; there were no systems or processes. 
  • ​I have made changes after learning from the ills of my ways. Showcasing my cars and houses doesn't drive me. When you showcase for comparison, that is when your ego is bad. I know where I want to take this company in the next few years, and buying a 300,000 car is not part of the plan. 
  • ​Priorities for a small business owner can easily be put on the back burner when the ego comes to the forefront. They go for the quick satisfaction so their ego can be tickled. 
  • ​When another broker contacts out of the blue, for no reason, they first tickle your ego and tell you how great you are doing. But what do they want from you? What is their agenda? That is how we caught up in doing things we don't want to do. It's called manipulation, and we get manipulated through our ego. We agree to meet, to lend money, to do all of those things because they understand by tickling our ego, we will now do the things they want. 
Maintaining Presence
  • ​I got a call, knowing and understanding all of this, that this guy who has been in the business for 30 years was stroking my ego; he wanted to meet and work with me. He was with a big company trying to buy me out; there are so many companies that try because they think it's about the money for me. They have no idea that I love what I do. 
  • ​I am making an impact and if fires me up and fuels me every day. This guy had an agenda, and he continued to stroke my ego. It didn't sit right with me, and it gave me a sense of unease the next day. I called him back and told him I couldn't meet with him. 
  • ​We know the ego is a good thing that drives us, motivates us, and makes us competitive; where do we need to stop ourselves from putting ego ahead of priority? If you are prioritizing materialistic things, before putting the systems and processes in place, then you are doing your business an injustice. If you don't have a transaction coordinator; you need to hire one now. 
  • ​If we can make big purchases without thinking twice, but can't spend $200 to purchase software to make us more efficient; we halt our growth and our business. The agents that are willing to do what it takes will trample over you when the market shifts. Hard work, hustle, and the market can only evolve so much; it's systems, and processes that will evolve your business for you. 
  • ​I ran into a very successful agent, and he told me he had to dissolve his whole team. He became driven by the money, and he didn't treat his employees well. He became a tyrant, and now he has to start from scratch and do everything for himself. 
  • ​He asked me how I was pulling what I was doing off. How did I have the energy? I told him I learned how to create space in my life. I can make decisions, to hire more people so I can continue to maintain that level of space and see future opportunities. You need to create that space for yourself and hire that employee you know you need. 
  • ​I have to take a direct hit to my profit margin, every time I hire someone new and reinvest in my business. Long-term, I have never been happier and more profitable in my entire life. I can sit here and have a conversation without the worry of my business burning down in a day. 
  • ​Twenty years from now, you don't want to see yourself in a place of your business riding solely on your efforts. I'm asking you to put your ego aside for a bit. Take care of the things you need to take care of. Yes, you can go to the movies and spend time with your family; take care of your business first. 
  • ​The first thing you need to do for your business is to hire a transaction coordinator; this is not negotiable. After you become a $6 million producer, you need to consider hiring a part-time employee. Over $6 million you need a full-time employee. After that, you need to hire a Marketing Coordinator and a Transaction Coordinator. This is how you need to think, understanding when you have that person there; it will pay off long-term. 
  • ​When the market changes, you will maintain a strong presence in this game. I am going to ask you to do a few things:                                                                                                                                                                                    Embrace your ego, be proud of who you are. Continue to lead for your family and others that are watching.
  •  Understand that if you are operating in your ego to only showcase to others, cut it off. Don't ever put your ego in front of the systems and processes of your business. Become proficient and prioritize. 
  • Love what you do. Pay attention to the eyes and the smiles of those you are delivering too. When you tell them their house sold, as you deliver the keys, become attuned to these individuals. Embed their faces in your mind and know that is the reason you are doing this. This is the reason you are taking all of the stress and duress, day after day. You are helping these families build their financial future.

  • ​When people give us something we feel indebted; they compliment us, and we want to return the favor. If someone compliments you, take a step back, and try to see what their agenda is. Don't waste your time on someone else's agenda for their business. 
  • ​Don't feel bad if you want to spend a little on yourself if you are doing it because you want it. If you are doing it to only showcase to another, then don't do it. The plans we have here at A.Z. & Associates are massive, so I need to stay the course. Once I pull that off, I can go after the cherry on top. 
  • ​I used to make big purchases to mask the pain of the conditions of my business. The reason I didn't hire more people then, because I knew it was only a hustle and I hesitated because I knew that would make me responsible for someone else. I wasn't confident in my level of fire to keep it going to pay them. It is scary, and I get that. 
  • ​We have to take calculated risks, so you can begin to trust yourself. When you have that employee, when you open that office, it shows that you trust yourself. Doing it all yourself is the biggest mistake you can make from the beginning. 
  • ​I need to stay the course and so do you. You will be surprised at how far you can get in two to three years; The skies the limit. 
I'm Pissed Off
I'm Pissed Off
CUSTOM JAVASCRIPT / HTML
It happens to everyone; you wake up pissed off and don't even know why. Everything is hitting you at once, and you find yourself down a hole that you don't know how to escape from. Do you make it worse and go back to bed? Or do you take a minute, create space, suck it up and kill the day? Growth happens when you can allow yourself that moment of unhappiness and make the necessary course corrections to get shit done. This moment is temporary; focus on the happiness you can control and go after it.
I Woke Up Pissed 
  • ​I'm pissed; the conditions for me to be happy are not ideal. My back is achy; I woke up late, contractors are calling me early; I am pissed off at the whole process of getting my day going. I know I have to workout, drop off my daughters, and get ready for work. I am thinking about everything I have to do, and I am irritated at the entire process. 
  • ​It didn't set my day up in a way that I could kill it. When you wake up in a hole, it is hard to dig ourselves out. I used to think it was my attitude, and my mindset of all I had to do. A lot of it is a genetic makeup of who we are. 
  • ​I was doing research last night on how to be happy, and I read an article that states 10% of people's happiness is due to their life's circumstances. We work out every day to look good, we work hard to get the car we want, or to live in the house we have always dreamed of. The research suggested that even those things bring happiness; it is short-lived and doesn't last. 
  • ​I can remember my first car, and I was so happy at first, but after the first few months, I stopped caring so much about this purchase I made. I found myself at the same level of happiness I was before. Everything we are working for is for those small spurts of joy, and it doesn't last long term.
  • ​It comes from achieving a goal or having that material object, maybe even a sense of security. Every day we work to get what we want only to give us a small blip in our current mood. As I read on the research said that about 50% of the reasons we are happy or unhappy is our genetic makeup.
  • ​Regardless of how hard we work at our business, relationships, and obtaining the things we want; half of our happiness is already predetermined through our genes. What about irritability, sadness, and depression; that is said to be a mental illness. 
  • ​We have all seen those individuals that are driven, every day; it seems they are on fire. Some have an advantage over others; some people wake up pissed off or sad and defeated. Others are happy and can't wait to start their day. For me, I realize that I am irritable, and I do get pissed off a lot, and things trigger me. I have done the right things over time not to allow it to prolong itself, overwhelm me, or create the conditions for me. 
  • ​I have learned to take specific steps so I can control it; understand the irritability or sadness, you may be feeling, you have control over. The next 40% is due to intentional behavior; that is what creates happiness and mood. 
  • ​We do have a fighting chance to create the conditions we need to kill the day. Even though you may wake up in a huge pit, you still can climb out of it and not allow it to overwhelm you. This morning I am pissed off at the world, and I don't know why. I'm in the gym, and I'm pissed off that I am there, and it's tiring me out. I am in a mindset where I don't want to do anything.
  • ​I feel like punching something, screaming at the top of my lungs; I have built-up energy that isn't positive. I have been in this place before, and some of you may face it daily. What are the things we can do to offset that? I have created a lifestyle which has created a foundation for me; as a result, if I do certain things, I will win the day and the week. 
On of Those Days
  • There are days when I am really happy and can't wait to start my day. I go to the gym, and I'm energized and all pumped up; on those days serious things happen for me. I also realize that some days, I am not going to feel that way, and today is one of those days. I'm feeling better by talking about it; certain things pissed me off this morning, maybe there was a full moon last night. 
  • ​Carla and I only had a few words this morning; we weren't fighting, but we both woke up in a mood. You need to understand that we aren't going to wake up every day energized and ready to deal with our clients. It goes back to the foundation you have been laying in the past. Over the last week, I have seen reminders on Facebook about what I was doing four years ago. I shared those, and I got a few comments about how that was consistency, and that is my foundation. 
  • ​Before on days like this, I would have made it worse; I would have got up and got into a fight with Carla. Then, I would have found a way to fight with my kids on the way to school. I would have found ways to yell at my dogs, blame them for something. I would have gotten progressively worse from an already deep pit. We need to understand that to be in that place is okay because me admitting I am pissed off is one step closer to not being pissed off. 
  • ​Keeping it to yourself is only a means to make things worse, and I have done that. We have all taken a bad situation and made it worse because we weren't able to express ourselves or create space to unleash on someone: the guy that cut me off, or the Starbucks lady who didn't make my coffee correctly. Things poke at you, even more, when you aren't in that place. My coffee is always right, but today it wasn't; it's like the world knows you are heading down a slippery slope. 
  • ​There are ways to make it worse, and the universe sets up ways to make it worse. It's nonsense because there isn't anyone out to get me; my kids and spouse aren't trying to make me more irritable. My team isn't out to make things worse for me; I am fixated on the minor stuff and the shit that doesn't matter. 
  • ​When we are in a place of not feeling the full power, we need to stop fixating on the things that don't matter. I don't know how your feeling today, maybe you're on fire. When I'm on fire I don't fixate on the small things; I let them go. When I'm not happy, I fixate on the things that don't matter.
  • ​I have realized that I see my progression with my finances, my lifestyle, and my overall happiness; it's not because I have more money, but because I have been able to take more control of my intentional behavior. 
    If 50% is genetic, that doesn't mean all 50% is negative; I have a certain standard that may be over 50%. I have to understand that I still have full control of over 40%, and that is your job. Even though I was pissed off, I went into the gym, and I had a good workout. Though it didn't help my irritability, I set the foundation. 
  • ​We can be in this place of despair right now, but that might be the genetic makeup. You still have full control of the other 50% to make it better. I am responsible for containing the conditions, and I will not blame anyone else, I know the things I need to do to have a great day. Now I am slowly maneuvering myself, understanding what makes me tick, and I still did the things that will fuel me to keep going. 
Stop Making It Worse
  • ​How can I make things worse? By refusing to do what is good for my body, my mind, and that is the difference. I don't know why I am feeling this way today, and I don't need to know. I need to keep going and understand that things will change, because this is only for the short-term, especially if I am setting the conditions and not thinking the conditions have already been set for me. I am going to kill the day because I showed up, regardless of how I was feeling. 
  • ​Even though there is a baseline for me, and your baseline could be different. Maybe yours is sadness, and you need to get up and be in that place. You could be sad or angry while your working out; refusing to do nothing will only prolong the amount of time you are there. It's a choice, you won't always be happy, and your genes might be against you being happy every day. 
  • ​You still have control of how you will respond to it. I have a list of what I need to do today, but before I do that I am going to drive to another Starbucks and make things right. I have big shit to accomplish today, and so do you. Regardless of where you're at now; if you're overwhelmed or feeling energetic, double down, on those feelings. If you are in the hole like I am right now, start digging yourself out. 
  • ​Set the conditions to make yourself win; I didn't make things worse for myself today, and I am proud of myself. This is where I have created the worst arguments in my marriage, the worst decisions in my business, blown up on my clients, teammates, or employees; this is where I have made things worse. Even though I was in that pit, I have done the right things, including doing this Mindset Mastery, to guarantee I will win the day. 
  • ​I am further ahead then I was at six this morning because I didn't make things worse. Refuse it, understand it is all under your control, and this too shall pass. Give yourself some space, and don't make it worse. I am going to sit at that Starbucks by myself and journal out what I am feeling, come back to my team, have my meetings, and kill it. You have that control, too; we aren't always on fire, and that is okay. 
  • ​Regardless of where we are or how much success we've achieved, we always have a certain baseline, and the feelings we are going to feel. We have to continue to move forward, and a portion of that is intentional behavior. A sense of accomplishment that will contribute to our overall happiness and fulfillment. It is on you. 
  • ​I have set a foundation, and have full control of conditions moving forward regardless of how pissed off I am. When you can shift it within hours, that is when real growth happens. I used to let these feelings overwhelm me, and I would make things worse. Instead of it being a 2-hour thing, it would be a two-week thing, because I messed things up with Carla, my kids, and business. I tried to repair the problems I had created for myself when all I had to do was create space. 
CUSTOM JAVASCRIPT / HTML
It happens to everyone; you wake up pissed off and don't even know why. Everything is hitting you at once, and you find yourself down a hole that you don't know how to escape from. Do you make it worse and go back to bed? Or do you take a minute, create space, suck it up and kill the day? Growth happens when you can allow yourself that moment of unhappiness and make the necessary course corrections to get shit done. This moment is temporary; focus on the happiness you can control and go after it.
I Woke Up Pissed 
  • ​I'm pissed; the conditions for me to be happy are not ideal. My back is achy; I woke up late, contractors are calling me early; I am pissed off at the whole process of getting my day going. I know I have to workout, drop off my daughters, and get ready for work. I am thinking about everything I have to do, and I am irritated at the entire process. 
  • ​It didn't set my day up in a way that I could kill it. When you wake up in a hole, it is hard to dig ourselves out. I used to think it was my attitude, and my mindset of all I had to do. A lot of it is a genetic makeup of who we are. 
  • ​I was doing research last night on how to be happy, and I read an article that states 10% of people's happiness is due to their life's circumstances. We work out every day to look good, we work hard to get the car we want, or to live in the house we have always dreamed of. The research suggested that even those things bring happiness; it is short-lived and doesn't last. 
  • ​I can remember my first car, and I was so happy at first, but after the first few months, I stopped caring so much about this purchase I made. I found myself at the same level of happiness I was before. Everything we are working for is for those small spurts of joy, and it doesn't last long term.
  • ​It comes from achieving a goal or having that material object, maybe even a sense of security. Every day we work to get what we want only to give us a small blip in our current mood. As I read on the research said that about 50% of the reasons we are happy or unhappy is our genetic makeup.
  • ​Regardless of how hard we work at our business, relationships, and obtaining the things we want; half of our happiness is already predetermined through our genes. What about irritability, sadness, and depression; that is said to be a mental illness. 
  • ​We have all seen those individuals that are driven, every day; it seems they are on fire. Some have an advantage over others; some people wake up pissed off or sad and defeated. Others are happy and can't wait to start their day. For me, I realize that I am irritable, and I do get pissed off a lot, and things trigger me. I have done the right things over time not to allow it to prolong itself, overwhelm me, or create the conditions for me. 
  • ​I have learned to take specific steps so I can control it; understand the irritability or sadness, you may be feeling, you have control over. The next 40% is due to intentional behavior; that is what creates happiness and mood. 
  • ​We do have a fighting chance to create the conditions we need to kill the day. Even though you may wake up in a huge pit, you still can climb out of it and not allow it to overwhelm you. This morning I am pissed off at the world, and I don't know why. I'm in the gym, and I'm pissed off that I am there, and it's tiring me out. I am in a mindset where I don't want to do anything.
  • ​I feel like punching something, screaming at the top of my lungs; I have built-up energy that isn't positive. I have been in this place before, and some of you may face it daily. What are the things we can do to offset that? I have created a lifestyle which has created a foundation for me; as a result, if I do certain things, I will win the day and the week. 
On of Those Days
  • There are days when I am really happy and can't wait to start my day. I go to the gym, and I'm energized and all pumped up; on those days serious things happen for me. I also realize that some days, I am not going to feel that way, and today is one of those days. I'm feeling better by talking about it; certain things pissed me off this morning, maybe there was a full moon last night. 
  • ​Carla and I only had a few words this morning; we weren't fighting, but we both woke up in a mood. You need to understand that we aren't going to wake up every day energized and ready to deal with our clients. It goes back to the foundation you have been laying in the past. Over the last week, I have seen reminders on Facebook about what I was doing four years ago. I shared those, and I got a few comments about how that was consistency, and that is my foundation. 
  • ​Before on days like this, I would have made it worse; I would have got up and got into a fight with Carla. Then, I would have found a way to fight with my kids on the way to school. I would have found ways to yell at my dogs, blame them for something. I would have gotten progressively worse from an already deep pit. We need to understand that to be in that place is okay because me admitting I am pissed off is one step closer to not being pissed off. 
  • ​Keeping it to yourself is only a means to make things worse, and I have done that. We have all taken a bad situation and made it worse because we weren't able to express ourselves or create space to unleash on someone: the guy that cut me off, or the Starbucks lady who didn't make my coffee correctly. Things poke at you, even more, when you aren't in that place. My coffee is always right, but today it wasn't; it's like the world knows you are heading down a slippery slope. 
  • ​There are ways to make it worse, and the universe sets up ways to make it worse. It's nonsense because there isn't anyone out to get me; my kids and spouse aren't trying to make me more irritable. My team isn't out to make things worse for me; I am fixated on the minor stuff and the shit that doesn't matter. 
  • ​When we are in a place of not feeling the full power, we need to stop fixating on the things that don't matter. I don't know how your feeling today, maybe you're on fire. When I'm on fire I don't fixate on the small things; I let them go. When I'm not happy, I fixate on the things that don't matter.
  • ​I have realized that I see my progression with my finances, my lifestyle, and my overall happiness; it's not because I have more money, but because I have been able to take more control of my intentional behavior. 
    If 50% is genetic, that doesn't mean all 50% is negative; I have a certain standard that may be over 50%. I have to understand that I still have full control of over 40%, and that is your job. Even though I was pissed off, I went into the gym, and I had a good workout. Though it didn't help my irritability, I set the foundation. 
  • ​We can be in this place of despair right now, but that might be the genetic makeup. You still have full control of the other 50% to make it better. I am responsible for containing the conditions, and I will not blame anyone else, I know the things I need to do to have a great day. Now I am slowly maneuvering myself, understanding what makes me tick, and I still did the things that will fuel me to keep going. 
Stop Making It Worse
  • ​How can I make things worse? By refusing to do what is good for my body, my mind, and that is the difference. I don't know why I am feeling this way today, and I don't need to know. I need to keep going and understand that things will change, because this is only for the short-term, especially if I am setting the conditions and not thinking the conditions have already been set for me. I am going to kill the day because I showed up, regardless of how I was feeling. 
  • ​Even though there is a baseline for me, and your baseline could be different. Maybe yours is sadness, and you need to get up and be in that place. You could be sad or angry while your working out; refusing to do nothing will only prolong the amount of time you are there. It's a choice, you won't always be happy, and your genes might be against you being happy every day. 
  • ​You still have control of how you will respond to it. I have a list of what I need to do today, but before I do that I am going to drive to another Starbucks and make things right. I have big shit to accomplish today, and so do you. Regardless of where you're at now; if you're overwhelmed or feeling energetic, double down, on those feelings. If you are in the hole like I am right now, start digging yourself out. 
  • ​Set the conditions to make yourself win; I didn't make things worse for myself today, and I am proud of myself. This is where I have created the worst arguments in my marriage, the worst decisions in my business, blown up on my clients, teammates, or employees; this is where I have made things worse. Even though I was in that pit, I have done the right things, including doing this Mindset Mastery, to guarantee I will win the day. 
  • ​I am further ahead then I was at six this morning because I didn't make things worse. Refuse it, understand it is all under your control, and this too shall pass. Give yourself some space, and don't make it worse. I am going to sit at that Starbucks by myself and journal out what I am feeling, come back to my team, have my meetings, and kill it. You have that control, too; we aren't always on fire, and that is okay. 
  • ​Regardless of where we are or how much success we've achieved, we always have a certain baseline, and the feelings we are going to feel. We have to continue to move forward, and a portion of that is intentional behavior. A sense of accomplishment that will contribute to our overall happiness and fulfillment. It is on you. 
  • ​I have set a foundation, and have full control of conditions moving forward regardless of how pissed off I am. When you can shift it within hours, that is when real growth happens. I used to let these feelings overwhelm me, and I would make things worse. Instead of it being a 2-hour thing, it would be a two-week thing, because I messed things up with Carla, my kids, and business. I tried to repair the problems I had created for myself when all I had to do was create space. 
Who Is Hearing You?
Who Is Hearing You?
CUSTOM JAVASCRIPT / HTML
Referrals are what can make or break your business. A good line of referrals can make you millions over the lifetime of your business; a bad referral can stop you in your tracks. The best referrals come from those who know, like, and trust you; your family and friends. What do they see when they spend time with you? A calm, confident, reasonable person or a short-tempered individual that flies off the handle at the drop of a hat? If all they see from you is that person you used to be and not the business owner you've become; not even your Mama will tell people you're in real estate. 
How Are You Perceived? 
  • ​Who is Hearing You? I think we all have influence in one form or another. We have significant influence over our kids and spouse; everyone perceives us in a certain way, having opinions of who we are. Everyone understands what triggers you and gets you upset or happy. 
  • ​We don't always realize that, especially when it comes to our businesses. The majority of this game will always come from referrals from the people who know, like, and trust you. Do you realize though there are some individuals, including family and friends, that are hesitant when it comes to referring you? They are not the first one to speak up and tell people that you are an agent. 
  • ​They love you, and will do anything for you, but when it comes to referring you; not so much. Think about the last time someone close to you referred you. If they talked about you consistently, referrals should be coming in every day. Why don't they refer you? I don't think we realize how we show up to other people, and how we parent, the way we handle stressful situations. 
  • ​These people have seen you at your worst and darkest moments; do you think that influences them when it comes to referrals? Do they feel you may disappoint whoever they refer to you? Do they think you may complain about the person to them if they turn out to be a bad client? 
  • ​I think that is something we all have to consider. I have been burned several times after referring a contractor, or a car detailer; they did a great job for me but not the next person. So what happens? We feel responsible for referring that person to our friends. I think they consider that when it comes to real estate knowing it's a significant purchase, and knowing your history. Let's think about how we are perceived. 
  • ​I went to the lake last weekend, and we spent a few hours out there. The whole summer my daughters wanted to use the jet skis we purchased; this was the first time this summer we used them. We have been in the middle of a home remodel for the past few months, and our jet skis were stuck behind the large garbage bin. 
  • ​We were set up in a cove with other people sitting on the shoreline, and we could hear everyone's conversations and watch them interact. There was a family that came in after us, and their kids were having a great time. The man yells suddenly for his kids to get out of the water, and I glance over, and one of the kids has his head down. The man is chastising his kid because of something he said or did. 
  • ​This poor kid, the whole point of going to the lake is to have a good time, and what will he remember? How he got chastised and put on time out. I thought he must have done something pretty bad. He told his Mom that he told the other kids to get the F off of him. I thought that was pretty harsh language; this kid is like ten years old.
  • ​I continued to observe them, and there was a lot of interaction between the adults and all they were doing was cussing up a storm. Cursing isn't bad, and my kids have heard me cuss, but they choose not to follow suit and use that language. But how could I chastise my kid for doing that if I am doing it myself? The kid is listening to all of the F-bombs dropping, what else can he be expected to do? The expectation is though that he should do the opposite of what his parents are doing. 
  • ​This same kid was getting a little rough with the other kids, and he got chastised for that also. Ten minutes later the man is on his raft with a beer in his hand, and he finds a giant earthworm. He begins to chase that kid around with it, and the kid is screaming and crying because he is terrified. What do you think that kid is going to do to other kids?
The Wedge of Hypocrisy
  • We don't realize we do things like this as parents. We get upset with our kids, our spouse, for the very things that we are doing. I had a client who wanted his kids to be football stars. It was imperative that the older son, who was a senior, got noticed by colleges. He was upset with his son because he wasn't as committed as he thought he should be. 
  • ​He wasn't committed to going to practice, working out every day and meeting up with his coaches. Now there is a big wedge between father and son because his son is not committed because he knows what it takes to go to college. He begins to resent his son, for the very things he is unwilling to do himself. It's easier to blame and put that wedge there, then to admit that he is reluctant to do the same things he is telling his son to do. 
  • ​He wasn't willing to go above and beyond to do what it takes to take his family to the next level, but it's easier to blame. He is the one stuck in the same job for 25 years and refuses to grow himself and his family. His son is doing what he is seeing and what he has seen his entire life. Now his son is as resentful as his Dad is to him. The relationship is wedged.
  • ​Taking it back to the referrals, you get upset with your family for not referring their friends to you; but what are you showing them? It's easier to feel entitled to that referral, it's easier to blame your friend for not using you, but what have they seen? We have all been in that situation. 
  • ​You can't believe they went with someone else, but what have they seen from you; the way you parent, the way you handle stress? Maybe the way you feel entitled makes them not want that stress in their lives. They understand exactly how you operate, and it's not what they are hearing but what they are seeing. 
  • ​We need to think of things when we analyze our business model and wonder why we are not getting referrals. Everything you do, including parenting, how you treat your spouse in front of your friends, will determine if they refer you or not. It has nothing to do with their love for you; they don't want to be involved in that situation, where they are embarrassed or make excuses for you. 
  • ​It happens in relationships all of the time as well. We get upset with our spouse for not accepting the new you; the person that said they were going to make changes and do certain things. When you do it, you don't have to convince anyone. So how do you change everyone's perspective of you? Everyone already has a certain perception of who you are and how you operate. How you are when you are happy, upset, or stressed. 
  • ​In this business, referrals are a major component, and we have to learn how to change others perspectives. Some of us are tied to the idea of who we were as teenagers. Until we show a significant difference in who we are to who we were back then, they will always refer to you like that 20-year-old or teenager. It is not your job to get upset with them but to continue to show others how you have grown and changed. 
  • ​You need to be aware of your behaviors. The way you respond and react to everyone, and everything will have a direct impression on they feel you will respond to certain situations. I know we all lose our cool and feel down sometimes, but if that is at the forefront of the minds of those you want to refer you; you have a long way to go. 
  • ​It doesn't mean it isn't going to happen but that you have to be more aware of your situation. Are you always complaining, continually feeling down and out? Are you continuously seeking pity because of your circumstances? Being aware of your actions is huge.
Changing Perception
  • ​Before you can get there you need to change your perspective of yourself and how you want to be perceived. How do you do that?
  • 1. When we make mistakes, which we will, we need to address the issue head-on. We can't pretend that blowing up didn't happen. It's easy to pass judgment on what other people are doing wrong, but I am constantly looking at myself. 'I'm not always in a place of calmness; I saw myself losing my cool on that lake. The way my daughter came in too fast to the shore; I was getting upset about it when there was no reason for it. 
  • I talked to my daughter about it, and I asked her if I embarrassed her when I questioned her about her speed; some people around heard but she said she wasn't. I needed to have that conversation and not cover up my reaction. The people closest to you will address the issue of why you lost your cool.

  • 2. You need to admit when you are wrong. If you want to change your family's perception of who you are, accept when you are wrong. Getting a great referral source from your family and friends will make you millions of dollars throughout your career. You need them on your bandwagon and to be your greatest cheerleaders. You need to have real and raw conversations with them because avoiding them will create a wedge. Avoiding things makes you feel entitled to other peoples business.

  • 3. Be aware of your behaviors. Catch yourself, and if you are in a stressful situation, how are you responding? How are others perceiving you? You need their referrals, and you need them on your team. If your mother is not referring you, your spouse isn't going above and beyond; it isn't their fault. It's how they perceive you, and that is based 100% on your actions. The way you parent, handle stress, and interact with your spouse, all influences how others perceive you.
  • ​Some people may not even have a perception or opinion about you because they never see you; they don't even know you are a business owner. You aren't out there proclaiming who you are consistently. You aren't marketing enough, hiding in the shadows and getting upset when you don't get a referral. The reality is you aren't doing enough to get out there. 
  • ​If you want to be perceived a certain way, you need to market yourself a certain way and be aware of your actions. I'm not saying to posture and lie; be you, and be raw about your experiences. When you make mistakes and admit to them, it will change the perspective of those you want to refer you. Talk about how you handled a situation and how you should have handled it. 
  • ​When you are vocal about those things, you change other perceptions of you and also that of yourself. You become more aware. We are in a position with these cameras in our faces that we can change that perspective in a snap but only if we are consistent. This, in turn, will increase the profitability of your business. Think about that today. Where were you not in your power today or over the weekend? How could you talk about it? How could you be raw about it? Show people, you are aware of your mistakes, and now you are going to fix them.
CUSTOM JAVASCRIPT / HTML
Referrals are what can make or break your business. A good line of referrals can make you millions over the lifetime of your business; a bad referral can stop you in your tracks. The best referrals come from those who know, like, and trust you; your family and friends. What do they see when they spend time with you? A calm, confident, reasonable person or a short-tempered individual that flies off the handle at the drop of a hat? If all they see from you is that person you used to be and not the business owner you've become; not even your Mama will tell people you're in real estate. 
How Are You Perceived? 
  • ​Who is Hearing You? I think we all have influence in one form or another. We have significant influence over our kids and spouse; everyone perceives us in a certain way, having opinions of who we are. Everyone understands what triggers you and gets you upset or happy. 
  • ​We don't always realize that, especially when it comes to our businesses. The majority of this game will always come from referrals from the people who know, like, and trust you. Do you realize though there are some individuals, including family and friends, that are hesitant when it comes to referring you? They are not the first one to speak up and tell people that you are an agent. 
  • ​They love you, and will do anything for you, but when it comes to referring you; not so much. Think about the last time someone close to you referred you. If they talked about you consistently, referrals should be coming in every day. Why don't they refer you? I don't think we realize how we show up to other people, and how we parent, the way we handle stressful situations. 
  • ​These people have seen you at your worst and darkest moments; do you think that influences them when it comes to referrals? Do they feel you may disappoint whoever they refer to you? Do they think you may complain about the person to them if they turn out to be a bad client? 
  • ​I think that is something we all have to consider. I have been burned several times after referring a contractor, or a car detailer; they did a great job for me but not the next person. So what happens? We feel responsible for referring that person to our friends. I think they consider that when it comes to real estate knowing it's a significant purchase, and knowing your history. Let's think about how we are perceived. 
  • ​I went to the lake last weekend, and we spent a few hours out there. The whole summer my daughters wanted to use the jet skis we purchased; this was the first time this summer we used them. We have been in the middle of a home remodel for the past few months, and our jet skis were stuck behind the large garbage bin. 
  • ​We were set up in a cove with other people sitting on the shoreline, and we could hear everyone's conversations and watch them interact. There was a family that came in after us, and their kids were having a great time. The man yells suddenly for his kids to get out of the water, and I glance over, and one of the kids has his head down. The man is chastising his kid because of something he said or did. 
  • ​This poor kid, the whole point of going to the lake is to have a good time, and what will he remember? How he got chastised and put on time out. I thought he must have done something pretty bad. He told his Mom that he told the other kids to get the F off of him. I thought that was pretty harsh language; this kid is like ten years old.
  • ​I continued to observe them, and there was a lot of interaction between the adults and all they were doing was cussing up a storm. Cursing isn't bad, and my kids have heard me cuss, but they choose not to follow suit and use that language. But how could I chastise my kid for doing that if I am doing it myself? The kid is listening to all of the F-bombs dropping, what else can he be expected to do? The expectation is though that he should do the opposite of what his parents are doing. 
  • ​This same kid was getting a little rough with the other kids, and he got chastised for that also. Ten minutes later the man is on his raft with a beer in his hand, and he finds a giant earthworm. He begins to chase that kid around with it, and the kid is screaming and crying because he is terrified. What do you think that kid is going to do to other kids?
The Wedge of Hypocrisy
  • We don't realize we do things like this as parents. We get upset with our kids, our spouse, for the very things that we are doing. I had a client who wanted his kids to be football stars. It was imperative that the older son, who was a senior, got noticed by colleges. He was upset with his son because he wasn't as committed as he thought he should be. 
  • ​He wasn't committed to going to practice, working out every day and meeting up with his coaches. Now there is a big wedge between father and son because his son is not committed because he knows what it takes to go to college. He begins to resent his son, for the very things he is unwilling to do himself. It's easier to blame and put that wedge there, then to admit that he is reluctant to do the same things he is telling his son to do. 
  • ​He wasn't willing to go above and beyond to do what it takes to take his family to the next level, but it's easier to blame. He is the one stuck in the same job for 25 years and refuses to grow himself and his family. His son is doing what he is seeing and what he has seen his entire life. Now his son is as resentful as his Dad is to him. The relationship is wedged.
  • ​Taking it back to the referrals, you get upset with your family for not referring their friends to you; but what are you showing them? It's easier to feel entitled to that referral, it's easier to blame your friend for not using you, but what have they seen? We have all been in that situation. 
  • ​You can't believe they went with someone else, but what have they seen from you; the way you parent, the way you handle stress? Maybe the way you feel entitled makes them not want that stress in their lives. They understand exactly how you operate, and it's not what they are hearing but what they are seeing. 
  • ​We need to think of things when we analyze our business model and wonder why we are not getting referrals. Everything you do, including parenting, how you treat your spouse in front of your friends, will determine if they refer you or not. It has nothing to do with their love for you; they don't want to be involved in that situation, where they are embarrassed or make excuses for you. 
  • ​It happens in relationships all of the time as well. We get upset with our spouse for not accepting the new you; the person that said they were going to make changes and do certain things. When you do it, you don't have to convince anyone. So how do you change everyone's perspective of you? Everyone already has a certain perception of who you are and how you operate. How you are when you are happy, upset, or stressed. 
  • ​In this business, referrals are a major component, and we have to learn how to change others perspectives. Some of us are tied to the idea of who we were as teenagers. Until we show a significant difference in who we are to who we were back then, they will always refer to you like that 20-year-old or teenager. It is not your job to get upset with them but to continue to show others how you have grown and changed. 
  • ​You need to be aware of your behaviors. The way you respond and react to everyone, and everything will have a direct impression on they feel you will respond to certain situations. I know we all lose our cool and feel down sometimes, but if that is at the forefront of the minds of those you want to refer you; you have a long way to go. 
  • ​It doesn't mean it isn't going to happen but that you have to be more aware of your situation. Are you always complaining, continually feeling down and out? Are you continuously seeking pity because of your circumstances? Being aware of your actions is huge.
Changing Perception
  • ​Before you can get there you need to change your perspective of yourself and how you want to be perceived. How do you do that?
  • 1. When we make mistakes, which we will, we need to address the issue head-on. We can't pretend that blowing up didn't happen. It's easy to pass judgment on what other people are doing wrong, but I am constantly looking at myself. 'I'm not always in a place of calmness; I saw myself losing my cool on that lake. The way my daughter came in too fast to the shore; I was getting upset about it when there was no reason for it. 
  • I talked to my daughter about it, and I asked her if I embarrassed her when I questioned her about her speed; some people around heard but she said she wasn't. I needed to have that conversation and not cover up my reaction. The people closest to you will address the issue of why you lost your cool.

  • 2. You need to admit when you are wrong. If you want to change your family's perception of who you are, accept when you are wrong. Getting a great referral source from your family and friends will make you millions of dollars throughout your career. You need them on your bandwagon and to be your greatest cheerleaders. You need to have real and raw conversations with them because avoiding them will create a wedge. Avoiding things makes you feel entitled to other peoples business.

  • 3. Be aware of your behaviors. Catch yourself, and if you are in a stressful situation, how are you responding? How are others perceiving you? You need their referrals, and you need them on your team. If your mother is not referring you, your spouse isn't going above and beyond; it isn't their fault. It's how they perceive you, and that is based 100% on your actions. The way you parent, handle stress, and interact with your spouse, all influences how others perceive you.
  • ​Some people may not even have a perception or opinion about you because they never see you; they don't even know you are a business owner. You aren't out there proclaiming who you are consistently. You aren't marketing enough, hiding in the shadows and getting upset when you don't get a referral. The reality is you aren't doing enough to get out there. 
  • ​If you want to be perceived a certain way, you need to market yourself a certain way and be aware of your actions. I'm not saying to posture and lie; be you, and be raw about your experiences. When you make mistakes and admit to them, it will change the perspective of those you want to refer you. Talk about how you handled a situation and how you should have handled it. 
  • ​When you are vocal about those things, you change other perceptions of you and also that of yourself. You become more aware. We are in a position with these cameras in our faces that we can change that perspective in a snap but only if we are consistent. This, in turn, will increase the profitability of your business. Think about that today. Where were you not in your power today or over the weekend? How could you talk about it? How could you be raw about it? Show people, you are aware of your mistakes, and now you are going to fix them.
Delayed Gratification
Delayed Gratification
CUSTOM JAVASCRIPT / HTML
We all have been conditioned to soothe our pain as it happens and not ride it out. Looking for the instant satisfaction and not waiting on the delayed gratification is why we are unable to achieve what it is we want. Keeping your eye on the big picture, saying no to the frivolous purchases and unnecessary get-aways will set your path forward to your long term goals. Don't sedate and soothe but feel the growing pains of your business and gratification that comes with the sacrifice of success.
Delayed Gratification vs Instant Satisfaction 
  • ​When we talk about Delayed Gratification, what does that mean to you? To me, it means to be able to delay certain things you want to reach the 'Big Picture." The reason we don't have what we want is we are constantly looking to soothe and satisfy ourselves, cravings, emotions, and thoughts, immediately.
  • ​The most successful people on this planet have delayed gratification; they aren't looking for the quick fix or euphoria of satisfying those cravings. When I dropped off my daughter today, she was a little nervous about her tryouts for High School Volleyball. Even though she was nervous, there was a sense of confidence that I got from her.
  • ​She knows that she has done the work and put in the reps for many years. She has been playing since she was seven years old, and is 14 now. She has been playing Club Volleyball since she was nine years old and that is more competitive.
  • ​Right now, she is in the position of possibly making the Varsity Team as a Freshman; will she make it? I don't know, but I know she has a really good chance of it happening. She has the reps behind her. I remember though through her journey, how many birthday parties she missed, and there was always this thing of gratification. 
  • ​She could have taken the Instant Gratification and skipped practice, and missed a game, but she understood what the bigger picture was to get what she wanted. We have always imbedded in her to focus on getting better. 
  • With the possibility of the Varsity Team in her grasp, she knows she could have taken the instant gratification to satisfy her cravings at the time, and she would never have known the consequence of that action. That is where I come in as a parent. I remind her about her commitments because none of us as humans can see the pleasures of delayed gratification. We also don't see the sheer consequence of delayed pain. 
  • ​We are constantly working on the goal of what we feel instantly. Sometimes that is why we are in a situation where we go to a restaurant and decide to eat healthy for the day so we can lose weight. Within minutes of them bringing out a plate of bread, and we are good for a minute. The next thing you know we take a small piece because we want to satisfy that craving and yet we can't correlate that to the delayed consequence; which is that you aren't going to meet your overall goals. 
  • ​At the moment when the small temptation is put in front of us, we go for a small bite of that bread, and then the full slice and then the whole basket is gone. I can't tell you how many times I have been in that situation. What do I do now? No bread, please. I don't want the temptation in front of me. I understand the long term consequences. Every successful person that understands the consequences long term understands the gratification long term and is able to delay all of that for themselves. 
  • ​They can live through the pain of wanting that bread. When they get the body that they want, the energy and vitality they will have in the future, it all makes sense; but it's tough, and we see this pattern also within our agents.
Feel The Pain
  • We are always looking forward to this paycheck that is coming through; as soon as we get it we start spending it as if it were required; required to satisfy or soothe the pain of getting a deal through escrow.
  • ​I used to do that a lot and work my ass off. Instead of staying in that pain, and invest in something greater for the future, I wanted to spend it. I look in my closet at stuff I bought over five years ago; expensive shoes, belts, and clothes. That was my way of getting that instant gratification. I look at it now, and I question myself and what I was thinking. What was I thinking about spending all of that money on ridiculous items? Carla will tell you the same thing; the $5,000 purses. That is the way to soothe the instant pain, instead of sitting in it and wondering why you must soothe the pain. \
  • ​Is there something I am doing that I don't like that I have to soothe it to feel better, by spending money on ridiculous items. Why must I go on vacation the moment I close a deal? I couldn't stay in that moment long enough to discover my dysfunctional patterns. I just wanted to soothe the pain and get that instant gratification for all of the hard work I had done.
  • ​The reality was my business was a mess. I was working my ass ragged, but I couldn't identify that because as soon as I got paid, I was ready to go shopping. That was my way of soothing the pain, to go on vacation. I wanted that instant gratification, and I couldn't delay it. I needed to show people how successful I was right now. 
  • ​I had four cars and only two licensed drivers in the house. Why? Because I didn't like what I did and instead of building the systems and processes so that I could enjoy my business, I went for the instant gratification. I couldn't correlate the two for many years after. But there was a reason I couldn't contain myself.
  • ​I didn't want to look at the real picture, and I couldn't see anything greater for myself. I found the pleasure of spending it as opposed to sitting in the pain. This is a pattern we get from childhood; it isn't something that I developed as an adult. My parents, as soon as I was in pain, we're there to soothe it. Now I am conditioned that when I feel the pain of hard work, I want to ease it automatically. 
  • ​When you feel the pains of stress, people find different ways to soothe it. Through sedation, eating, and addictions of all sorts. Gambling and even sexual addictions. We want immediate satisfaction. 
  • ​We had a situation last week when our daughter came home, my youngest, bawling about how she isn't in the same class with her best friend; it wasn't fair in her eyes that all of her friends are in one class and she is in another. There were a few parents that thought it was up to them to bring it up to the school district. They wanted to know why all of their kids weren't in the same class. 
  • ​We had an administrator call Carla and told her they were thinking about changing these groups of people because they didn't want to feel the pain of parents complaining. The parents didn't want to feel the pain of their kids crying, so they wanted to give them that instant satisfaction. What do you think that does to those kids as adults? They will feel entitled, and then they reach a point as an adult that they don't get what they want, and it stops them in their tracks. They can't figure out what to do next.
  • ​Carla and I were on the same page and said not. There is a reason this occurred this way. These best friends are becoming dependent on each other, and if you give into them now what will happen two years from now or when they get into high school? They will have it in their mind if they complain enough, they will get what they want. All they are going for is instant satisfaction and don't see that making new friends, being in new environments alone, is the greater reward.
  • ​Delayed gratification. Because the parents didn't want to hear their kids crying and the administrators at the school didn't want to have parents upset; so we cater. We have to feel the pain because we have been conditioned since we were young, and as adults, we are trying to figure out why. Instead, the vast majority of the population is depressed and riddled with anxiety because the real world isn't what it was when we were young. 
  • ​We don't have the self-control to say we will feel the pain right now because there is something more significant in the future. So we told the administrators no, and we wanted them to leave it as is. I don't care how much we complain, or others complain, or our daughter complains. They agreed. 
  • ​I asked my daughter on Friday how school was going? She said awesome, and she met some new kids that came to the school. She started to tell me about the new girls in her school, and she would have missed that opportunity, being dependent on her best friends; not seeing the world for what it is. She would have missed the big picture if I had soothed her pain or looked for the instant gratification of trying to shut them up.
Rip Off the Band-Aid
  • ​That is what we are trying to do as parents; we are trying to fix our kids, so they don't cry or go through pain. As opposed to letting them sit in that pain so they can realize the world is not always going to give them what they want. When it doesn't you figure out an alternative, a different path to handle it, she was glad she didn't move classes, but she couldn't see that at first.
  • ​Carla and I were villainized in that situation, and some of you fall into that pressure the instant you get paid. The moment you get paid, you want to go out of town or spend recklessly. You want to spend that money as if it will always be that way because the pressures of our kids, our spouse, and maybe even the guilt of not being able to provide the entire time. That is a temporary band-aid because you haven't been able to duplicate your business over and over again. 
  • ​All you're doing is creating a greater consequence for your family as opposed to seeing the greater reward, the ups and downs of giving your family everything but this month you can't. Just because you want to satisfy the small complaints, you don't want to go through the minor pains. You are doing a big disservice to your family instead of saying that you are going to continue to work your ass off and invest in your business; it's a small term reward that doesn't mean you should feel accomplished. 
  • ​Hold off on vacation this year and the things you want to buy for the next six months. See what you can do with your business, so you don't go through the roller coaster of being able to provide one month but not the next. You have to live in that pain, and a reward doesn't always have to come about for every accomplishment. You don't have to go out and spend it because you don't want to hear your kids complain or your spouse wants to get out of town. But this takes communication and seeing the bigger picture, not the short term gratification. 
  • ​I see this time and time again, and maybe I am speaking to you. I am speaking in generalities, but I need you to see yourself in this place. It is a greater disservice to you and your confidence, to your kids; communication. We all want to live large and take great vacations; you have worked hard, but I need you to take a step back and ask yourself why you have to be in a place of satisfaction all of the time. 
  • ​Why? What is it about your business that you hate so much? We all work hard, and if you want to build something great, there is going to have to be some sacrifices, and short term pain that you live in. Ask a successful person when they took their last vacation; I didn't take one for five years. You will hear the different stories because they are willing to live through the short term pain for the long term gratification.
  • ​They don't think they got paid, so they better go shopping and buy this that or the other. You got paid so you can take the weekend off. Peaks and valleys are what you will get, and I promise you, if you take the route of being in the short term pain, five years from now it will become a different game. 
  • ​The vacations will be grander and not a way to avoid the pain but to celebrate the successes. You need to ask yourself if you are doing these things to soothe the pain, or are you celebrating the achievements.
If you Play, You're Going to Pay
  • ​We hear the term, "You gotta work hard and play harder." Working hard means that there is a lot of pain attached to that, a lot of sacrifices. But playing hard, what does that mean? It is to soothe the pain. How about you focus on working hard, keep doing that day after day and year after year and see where you end up. Not for the short term satisfaction but for the long term gratification of knowing you have built the right systems and processes. 
  • ​You don't have to go out and soothe the pain right away; it's a conditioning process that will take many years. We need to unravel the habits that we have built throughout the years. The game will become so much greater when you can see the bigger picture; The hundreds of thousands in your bank account, the systems, and processes in your business and the predictability of your lead sources.
  • ​It takes an understanding that the instant gratification will not get you the long term satisfaction; just like the bread. It feels good at the moment but will it get you closer to what you want. It will take continued sacrifice Our friends would always invite us to do things, but those things were not in alignment with what we wanted to do long term. After a while, they stopped asking, stopped hanging out and I wouldn't change anything about that experience. Right now, I am living a life that I could only imagine before. 
  • ​I have the space, the finances, the passion, and the fire. I kept my eye on the prize and kept looking at the bigger picture and not the short term goal of hanging out and partying. Our friend pool is pretty much just Carla and me, and sometimes we want to give up on the long term goal to satisfy that instant gratification.
  • ​If I had, I wouldn't be where I am today; I have not arrived by any means, but I see everything about my life begin to swell. It is continuing to expand, and it feels so good because I was able to live through the short term pains and the sacrifices that came along with it. My kids aren't any less happy because we didn't get to do the things they wanted to do over the summer. They are kids, and of course, they want certain things, they want to eat candy all day long. 
  • ​It doesn't make me a bad parent for not giving them what they want. It won't make you a bad person if you delay certain things and communicate that right now, it is all about building. It's about building, not about celebrating; not yet, not right now. The market is too good, and you need to take advantage of that. You will reap the benefits for years to come if you do it right. 
  • ​Look at the big picture and consider the delay in gratification. Where are you constantly going to soothe the pain? Where are you going for instant gratification and satisfaction?
Building on the Pain
  • Sometimes family doesn't understand that building a business takes years and not months. It is so difficult to say no to family and friends; they think they are looking out for us by telling us we need to take it easy. There are greater consequences if you don't go after what you want. 
  • ​It sometimes sucks to see your friends and family hanging out on Facebook, and we weren't even invited, but I get it. We said no so many times, and I honestly will probably say no again. I will never give up what I have right now and all the pain I went through to get it. It's only getting better and swelling with opportunity. 
  • ​In your attempts to satisfy that short term craving I want you to ask yourself do you feel like your swelling with opportunity? If you are not, you are going to have to put that aside for now and stay in the pain of going through the process of building a business. If you don't get the feeling that things are swelling with opportunity and you want to go out and spend that paycheck you just got, maybe it's time to take a step back. Maybe it's time to feel the pains of building the systems and processes of your business instead of escaping and feeling like you have arrived.
  • ​There is something more significant for you and you know that; stay in that pain right now. Be aware of your journey, aware of your behaviors and patterns. If you are going through peaks and valleys in your business, there is something there that needs to be identified. Something there that you are running away from, soothing your short term pain. 
  • ​When you quit and refuse to get up early, you have satisfied that pain by sleeping in and not doing the videos you needed to do. By saying that today is not a good day to do it, then you will feel out of your integrity later on when you are trying to create that space in the evening. The process must be that you are going to continue to do this so I can reap the rewards.
  • ​You need to ask yourself if you do this, will it lead to what I want in the future? Yes or no? Then weigh that against the outcome, not an impulse; not on a bread basket that will cause us to give up on all of our convictions. The pain is not bad, and sometimes we have to sit in there, we never create big things when we are feeling good. We are usually celebrating when we feel good; it's the pain that we learn the most from. It's the pain where we test ourselves and understand what we are made of.
  • ​If we sit in that pain as opposed to soothing it you will discover more about yourself then you realize. At least that is what has happened to the people that I know and me. I wonder how some of these triathletes are well off, CEO's of their own companies, very successful business owners and entrepreneurs; they dive into these pains to learn more about themselves. They understand that they must live in pain to see something more significant for themselves. 
  • ​The pain isn't always meant to debilitate you; it's meant to build you. That is where it ends, but we try to avoid it by making short term decisions, buying things, and going away when we shouldn't. What is the real reason why we want to soothe the pain instantly? That is the question. It's hard to always say no to family and deal with that guilt. When you go out when things are in abundance, and your bank account is swelling with money, it's a different game; there is no guilt. 
  • ​Giving up on the short term satisfaction makes for a greater outcome. It is always a matter of reflecting on your behaviors and patterns because you have all of the answers to get what you want. My job is to remind you and give you a different perspective so you can apply it to your own life. Ask yourself where in your life are you going through that right now? Not through my experiences or what my kids are going through, I am trying to trigger memories in your life because you are probably going through it right now.
  • ​I need you to analyze it then and discover why you do certain things and stop doing others. That's the game right now, learning more about yourself.
CUSTOM JAVASCRIPT / HTML
We all have been conditioned to soothe our pain as it happens and not ride it out. Looking for the instant satisfaction and not waiting on the delayed gratification is why we are unable to achieve what it is we want. Keeping your eye on the big picture, saying no to the frivolous purchases and unnecessary get-aways will set your path forward to your long term goals. Don't sedate and soothe but feel the growing pains of your business and gratification that comes with the sacrifice of success.
Delayed Gratification vs Instant Satisfaction 
  • ​When we talk about Delayed Gratification, what does that mean to you? To me, it means to be able to delay certain things you want to reach the 'Big Picture." The reason we don't have what we want is we are constantly looking to soothe and satisfy ourselves, cravings, emotions, and thoughts, immediately.
  • ​The most successful people on this planet have delayed gratification; they aren't looking for the quick fix or euphoria of satisfying those cravings. When I dropped off my daughter today, she was a little nervous about her tryouts for High School Volleyball. Even though she was nervous, there was a sense of confidence that I got from her.
  • ​She knows that she has done the work and put in the reps for many years. She has been playing since she was seven years old, and is 14 now. She has been playing Club Volleyball since she was nine years old and that is more competitive.
  • ​Right now, she is in the position of possibly making the Varsity Team as a Freshman; will she make it? I don't know, but I know she has a really good chance of it happening. She has the reps behind her. I remember though through her journey, how many birthday parties she missed, and there was always this thing of gratification. 
  • ​She could have taken the Instant Gratification and skipped practice, and missed a game, but she understood what the bigger picture was to get what she wanted. We have always imbedded in her to focus on getting better. 
  • With the possibility of the Varsity Team in her grasp, she knows she could have taken the instant gratification to satisfy her cravings at the time, and she would never have known the consequence of that action. That is where I come in as a parent. I remind her about her commitments because none of us as humans can see the pleasures of delayed gratification. We also don't see the sheer consequence of delayed pain. 
  • ​We are constantly working on the goal of what we feel instantly. Sometimes that is why we are in a situation where we go to a restaurant and decide to eat healthy for the day so we can lose weight. Within minutes of them bringing out a plate of bread, and we are good for a minute. The next thing you know we take a small piece because we want to satisfy that craving and yet we can't correlate that to the delayed consequence; which is that you aren't going to meet your overall goals. 
  • ​At the moment when the small temptation is put in front of us, we go for a small bite of that bread, and then the full slice and then the whole basket is gone. I can't tell you how many times I have been in that situation. What do I do now? No bread, please. I don't want the temptation in front of me. I understand the long term consequences. Every successful person that understands the consequences long term understands the gratification long term and is able to delay all of that for themselves. 
  • ​They can live through the pain of wanting that bread. When they get the body that they want, the energy and vitality they will have in the future, it all makes sense; but it's tough, and we see this pattern also within our agents.
Feel The Pain
  • We are always looking forward to this paycheck that is coming through; as soon as we get it we start spending it as if it were required; required to satisfy or soothe the pain of getting a deal through escrow.
  • ​I used to do that a lot and work my ass off. Instead of staying in that pain, and invest in something greater for the future, I wanted to spend it. I look in my closet at stuff I bought over five years ago; expensive shoes, belts, and clothes. That was my way of getting that instant gratification. I look at it now, and I question myself and what I was thinking. What was I thinking about spending all of that money on ridiculous items? Carla will tell you the same thing; the $5,000 purses. That is the way to soothe the instant pain, instead of sitting in it and wondering why you must soothe the pain. \
  • ​Is there something I am doing that I don't like that I have to soothe it to feel better, by spending money on ridiculous items. Why must I go on vacation the moment I close a deal? I couldn't stay in that moment long enough to discover my dysfunctional patterns. I just wanted to soothe the pain and get that instant gratification for all of the hard work I had done.
  • ​The reality was my business was a mess. I was working my ass ragged, but I couldn't identify that because as soon as I got paid, I was ready to go shopping. That was my way of soothing the pain, to go on vacation. I wanted that instant gratification, and I couldn't delay it. I needed to show people how successful I was right now. 
  • ​I had four cars and only two licensed drivers in the house. Why? Because I didn't like what I did and instead of building the systems and processes so that I could enjoy my business, I went for the instant gratification. I couldn't correlate the two for many years after. But there was a reason I couldn't contain myself.
  • ​I didn't want to look at the real picture, and I couldn't see anything greater for myself. I found the pleasure of spending it as opposed to sitting in the pain. This is a pattern we get from childhood; it isn't something that I developed as an adult. My parents, as soon as I was in pain, we're there to soothe it. Now I am conditioned that when I feel the pain of hard work, I want to ease it automatically. 
  • ​When you feel the pains of stress, people find different ways to soothe it. Through sedation, eating, and addictions of all sorts. Gambling and even sexual addictions. We want immediate satisfaction. 
  • ​We had a situation last week when our daughter came home, my youngest, bawling about how she isn't in the same class with her best friend; it wasn't fair in her eyes that all of her friends are in one class and she is in another. There were a few parents that thought it was up to them to bring it up to the school district. They wanted to know why all of their kids weren't in the same class. 
  • ​We had an administrator call Carla and told her they were thinking about changing these groups of people because they didn't want to feel the pain of parents complaining. The parents didn't want to feel the pain of their kids crying, so they wanted to give them that instant satisfaction. What do you think that does to those kids as adults? They will feel entitled, and then they reach a point as an adult that they don't get what they want, and it stops them in their tracks. They can't figure out what to do next.
  • ​Carla and I were on the same page and said not. There is a reason this occurred this way. These best friends are becoming dependent on each other, and if you give into them now what will happen two years from now or when they get into high school? They will have it in their mind if they complain enough, they will get what they want. All they are going for is instant satisfaction and don't see that making new friends, being in new environments alone, is the greater reward.
  • ​Delayed gratification. Because the parents didn't want to hear their kids crying and the administrators at the school didn't want to have parents upset; so we cater. We have to feel the pain because we have been conditioned since we were young, and as adults, we are trying to figure out why. Instead, the vast majority of the population is depressed and riddled with anxiety because the real world isn't what it was when we were young. 
  • ​We don't have the self-control to say we will feel the pain right now because there is something more significant in the future. So we told the administrators no, and we wanted them to leave it as is. I don't care how much we complain, or others complain, or our daughter complains. They agreed. 
  • ​I asked my daughter on Friday how school was going? She said awesome, and she met some new kids that came to the school. She started to tell me about the new girls in her school, and she would have missed that opportunity, being dependent on her best friends; not seeing the world for what it is. She would have missed the big picture if I had soothed her pain or looked for the instant gratification of trying to shut them up.
Rip Off the Band-Aid
  • ​That is what we are trying to do as parents; we are trying to fix our kids, so they don't cry or go through pain. As opposed to letting them sit in that pain so they can realize the world is not always going to give them what they want. When it doesn't you figure out an alternative, a different path to handle it, she was glad she didn't move classes, but she couldn't see that at first.
  • ​Carla and I were villainized in that situation, and some of you fall into that pressure the instant you get paid. The moment you get paid, you want to go out of town or spend recklessly. You want to spend that money as if it will always be that way because the pressures of our kids, our spouse, and maybe even the guilt of not being able to provide the entire time. That is a temporary band-aid because you haven't been able to duplicate your business over and over again. 
  • ​All you're doing is creating a greater consequence for your family as opposed to seeing the greater reward, the ups and downs of giving your family everything but this month you can't. Just because you want to satisfy the small complaints, you don't want to go through the minor pains. You are doing a big disservice to your family instead of saying that you are going to continue to work your ass off and invest in your business; it's a small term reward that doesn't mean you should feel accomplished. 
  • ​Hold off on vacation this year and the things you want to buy for the next six months. See what you can do with your business, so you don't go through the roller coaster of being able to provide one month but not the next. You have to live in that pain, and a reward doesn't always have to come about for every accomplishment. You don't have to go out and spend it because you don't want to hear your kids complain or your spouse wants to get out of town. But this takes communication and seeing the bigger picture, not the short term gratification. 
  • ​I see this time and time again, and maybe I am speaking to you. I am speaking in generalities, but I need you to see yourself in this place. It is a greater disservice to you and your confidence, to your kids; communication. We all want to live large and take great vacations; you have worked hard, but I need you to take a step back and ask yourself why you have to be in a place of satisfaction all of the time. 
  • ​Why? What is it about your business that you hate so much? We all work hard, and if you want to build something great, there is going to have to be some sacrifices, and short term pain that you live in. Ask a successful person when they took their last vacation; I didn't take one for five years. You will hear the different stories because they are willing to live through the short term pain for the long term gratification.
  • ​They don't think they got paid, so they better go shopping and buy this that or the other. You got paid so you can take the weekend off. Peaks and valleys are what you will get, and I promise you, if you take the route of being in the short term pain, five years from now it will become a different game. 
  • ​The vacations will be grander and not a way to avoid the pain but to celebrate the successes. You need to ask yourself if you are doing these things to soothe the pain, or are you celebrating the achievements.
If you Play, You're Going to Pay
  • ​We hear the term, "You gotta work hard and play harder." Working hard means that there is a lot of pain attached to that, a lot of sacrifices. But playing hard, what does that mean? It is to soothe the pain. How about you focus on working hard, keep doing that day after day and year after year and see where you end up. Not for the short term satisfaction but for the long term gratification of knowing you have built the right systems and processes. 
  • ​You don't have to go out and soothe the pain right away; it's a conditioning process that will take many years. We need to unravel the habits that we have built throughout the years. The game will become so much greater when you can see the bigger picture; The hundreds of thousands in your bank account, the systems, and processes in your business and the predictability of your lead sources.
  • ​It takes an understanding that the instant gratification will not get you the long term satisfaction; just like the bread. It feels good at the moment but will it get you closer to what you want. It will take continued sacrifice Our friends would always invite us to do things, but those things were not in alignment with what we wanted to do long term. After a while, they stopped asking, stopped hanging out and I wouldn't change anything about that experience. Right now, I am living a life that I could only imagine before. 
  • ​I have the space, the finances, the passion, and the fire. I kept my eye on the prize and kept looking at the bigger picture and not the short term goal of hanging out and partying. Our friend pool is pretty much just Carla and me, and sometimes we want to give up on the long term goal to satisfy that instant gratification.
  • ​If I had, I wouldn't be where I am today; I have not arrived by any means, but I see everything about my life begin to swell. It is continuing to expand, and it feels so good because I was able to live through the short term pains and the sacrifices that came along with it. My kids aren't any less happy because we didn't get to do the things they wanted to do over the summer. They are kids, and of course, they want certain things, they want to eat candy all day long. 
  • ​It doesn't make me a bad parent for not giving them what they want. It won't make you a bad person if you delay certain things and communicate that right now, it is all about building. It's about building, not about celebrating; not yet, not right now. The market is too good, and you need to take advantage of that. You will reap the benefits for years to come if you do it right. 
  • ​Look at the big picture and consider the delay in gratification. Where are you constantly going to soothe the pain? Where are you going for instant gratification and satisfaction?
Building on the Pain
  • Sometimes family doesn't understand that building a business takes years and not months. It is so difficult to say no to family and friends; they think they are looking out for us by telling us we need to take it easy. There are greater consequences if you don't go after what you want. 
  • ​It sometimes sucks to see your friends and family hanging out on Facebook, and we weren't even invited, but I get it. We said no so many times, and I honestly will probably say no again. I will never give up what I have right now and all the pain I went through to get it. It's only getting better and swelling with opportunity. 
  • ​In your attempts to satisfy that short term craving I want you to ask yourself do you feel like your swelling with opportunity? If you are not, you are going to have to put that aside for now and stay in the pain of going through the process of building a business. If you don't get the feeling that things are swelling with opportunity and you want to go out and spend that paycheck you just got, maybe it's time to take a step back. Maybe it's time to feel the pains of building the systems and processes of your business instead of escaping and feeling like you have arrived.
  • ​There is something more significant for you and you know that; stay in that pain right now. Be aware of your journey, aware of your behaviors and patterns. If you are going through peaks and valleys in your business, there is something there that needs to be identified. Something there that you are running away from, soothing your short term pain. 
  • ​When you quit and refuse to get up early, you have satisfied that pain by sleeping in and not doing the videos you needed to do. By saying that today is not a good day to do it, then you will feel out of your integrity later on when you are trying to create that space in the evening. The process must be that you are going to continue to do this so I can reap the rewards.
  • ​You need to ask yourself if you do this, will it lead to what I want in the future? Yes or no? Then weigh that against the outcome, not an impulse; not on a bread basket that will cause us to give up on all of our convictions. The pain is not bad, and sometimes we have to sit in there, we never create big things when we are feeling good. We are usually celebrating when we feel good; it's the pain that we learn the most from. It's the pain where we test ourselves and understand what we are made of.
  • ​If we sit in that pain as opposed to soothing it you will discover more about yourself then you realize. At least that is what has happened to the people that I know and me. I wonder how some of these triathletes are well off, CEO's of their own companies, very successful business owners and entrepreneurs; they dive into these pains to learn more about themselves. They understand that they must live in pain to see something more significant for themselves. 
  • ​The pain isn't always meant to debilitate you; it's meant to build you. That is where it ends, but we try to avoid it by making short term decisions, buying things, and going away when we shouldn't. What is the real reason why we want to soothe the pain instantly? That is the question. It's hard to always say no to family and deal with that guilt. When you go out when things are in abundance, and your bank account is swelling with money, it's a different game; there is no guilt. 
  • ​Giving up on the short term satisfaction makes for a greater outcome. It is always a matter of reflecting on your behaviors and patterns because you have all of the answers to get what you want. My job is to remind you and give you a different perspective so you can apply it to your own life. Ask yourself where in your life are you going through that right now? Not through my experiences or what my kids are going through, I am trying to trigger memories in your life because you are probably going through it right now.
  • ​I need you to analyze it then and discover why you do certain things and stop doing others. That's the game right now, learning more about yourself.
Profit: Revelation and Application
Profit: Revelation and Application
CUSTOM JAVASCRIPT / HTML
Everyone wants to accomplish big things in their life and their business. Without the energy required behind it, you will fizzle out before the end of the day; with all energy lost, your patience will be fading as well. Committing to making small deposits into your self when you first arise will allow you the ability to make the withdrawals you need to accomplish what you want. I have learned to choose my target and break it down so that the idea will not overwhelm me and keeps me from progressing forward. I have adapted a process that increases my energy and drives me towards my goal. What will you do this week to bring you closer to realizing yours?
Profits: Revelation and Application
  • ​With every subject I cover, I take it from my personal experience, as well as, do a lot of research to find out more about human behavior. The more I discover, the more enlightened I become about my behavior and dysfunction. It is the constant need to learn and become more; the only way to become more is to take that aspect of Revelation from things that have not been revealed to you before. That is knowledge.
  • ​Knowledge itself will not necessarily help you get what you want; it is a step towards it though; not until you apply it will you be able to ask better questions. Just because you know something doesn't mean you can predict the questions that will come after you do it. We all have a desire to learn more, and there is so much information for us to get what we need and learn what it is we want to learn. That does not affect your overall growth if you don't apply it and discover the mistakes and what questions arise from it. 
  • ​Our perspective will always have a ceiling if we haven't applied it. As I look at my journey and the thought process of profits, which is part of the P3 that we have discussed; Profits are made up of 2 components, the Revelation and the Application.
  • ​The Revelation is to discover, to learn, and to find something new. The Application process is to execute on what you've learned. That is where Profits come from. It is a culmination of continually learning something and then executing it and profits become the by-product of that. 
  • ​I have been in many situations where I have a deep desire to learn something new, and I face it every time; especially with marketing. I think a lot of you are in that space right now where you want to learn more about how to edit a video because you aren't in a place where you can hire somebody. Some of you are ready to start a podcast, and you want it but become overwhelmed by the process. I have been there many times. 
  • ​Right now, I am streaming this podcast live, and there are three cameras set up, this result was only available to me after I took that initial step of purchasing the equipment. What happens quite often is that after we take the initial step of investing or learning, there is a big gap between when we execute. 
  • ​I bought $25,000 worth of equipment to get started, and it sat in my studio for months. I was so pissed off and disappointed in myself after I spent all of this money and then didn't do shit with it. Every time I would walk in that room, I would avoid it, and the site of it was gnawing at me. It came to a point where I put a table in front of the equipment so that I wouldn't feel so guilty.
Early to Rise
  • I think we all have the right intentions and want to learn something new, and we take the initial steps. We have had so many in-depth training for podcasting and setting up live videos and Facebook marketing, but it can seem overwhelming. We have good intentions, but once we get started, we lose that because of all the work we have to do. We don't realize that there is a conflict between two competing goals and motives — the purpose of getting it accomplished and the goal of taking the easy route. Often we succumb to the easy route. 
  • ​For example; the goal of losing weight and the goal of eating what you want; that is a delicate balance. When I first started with filming, I started with one camera, and from that point, I could learn to set up multiple. Before going there, I needed to choose the right software, and before I went there, I needed to make sure I could go to YouTube and find out how others have done it. 
  • ​I want you to be aware that anytime you have a goal, or a target there is always going to be a competing goal or target. That is called resistance. Anytime you go to do something, there will be immediate resistance, and it is conditioning on our part. That conditioning is that there is no urgency, that there are more important things. 
  • ​I have learned that when I have a goal or target in mind, I have to attack it first thing in the morning. We have more patience first thing in the morning, more self-control and energy. As the day wears on, it erodes your self-control, and your energy because you are dealing with so many outside influences. Especially owning a small business. 
  • ​By the time you go to attack something new, working out, eating healthier, or applying something new to your business, you're less likely to accomplish it in the afternoon. I recommend that whatever it is that you want to achieve, whether it is starting a podcast, going live on Facebook or getting your CRM set up; try doing it first thing in the morning. 
  • ​This will give you a higher chance to pull off what you want to do. That is why we talk about the CORE 4 and the PRIME 3, is to be able to accomplish these things first thing in the morning. As the day goes on, that energy and your patience will be eroded, and the likelihood of you learning something new is less likely.
  • ​I am going to show you what I have done to apply and execute on the goals at hand. Since these cameras were added, I have done so much more. I am more technically savvy than I have ever been before in my life. I used to use that as an excuse. I didn't like technology or understand it, and I didn't know how to use the software. Over time I have taken my energy in the morning and applied it to learning and executing. 
  • ​As you think about what you want to create, what will it take for you to get there? If you make it mandatory to do it in the morning when you have the most energy, odds are you will pull it off.
Breaking it Down
  • ​One of the things that I started to do was to break down my goal. If you are in the position now where you want to start a podcast, or that CRM, don't think that it will be completed in one day. We overestimate what we can do in a day or a year, and we underestimate what we can do in a year or ten years. We put so much pressure on ourselves to get it done today if we break down the process and say that today we are merely going to unbox items, which is something so simple but takes you that one step further.
  • ​If you bought the ZOOM for your podcast; unbox it today. Next is finding what you need in regards to equipment next, and then you check that off. What you are doing is breaking it down, so you don't feel overwhelmed. If you take these steps one by one by the end of next week, you will be set up and ready to start recording. Breaking it down gives you a pathway to pull it off. When we overwhelm ourselves with what is required, because it is above what we already know, that is the reason we can't muster the energy to figure it out.
  • ​By breaking it down, piece by piece, it doesn't seem so overwhelming. I took the same process and decided to break it down, and before you know it, I had my first camera up and running. It was an amazing feeling that after all of those months, all I had to do was try to take care of it first thing in the morning. For the following two to three weeks, I broke it down and tried to learn something new about this process, about streaming live, changing cameras and the software it requires. Because I tackled it in the morning, it became possible. 
  • ​There are also things we do to sabotage our overall growth. If there is no self-control or self-awareness first thing in the morning; things will not get better, they get more difficult. If you aren't doing the right things from the beginning of your day, it will not get better regardless of how much you think it is. This morning I went to get some, and as I was there, I saw droves of people, construction and office workers, coming out with huge drinks. A lot of them also had gas station food. My thought process is that your choices don't get better as the day goes on. If you have no self-control in the morning, you will have none by the end of the day. 
  • ​Think about it, we feel good in the morning we are going about our day, but yet the most stressful part of the day is around 3 o'clock. By the time we get home, we have very little patience for our kids. I can't tell you times I have blown up on my kids for something so dumb. I am yelling at my kids for something so minimal. It is because we eroded the energy we had and if we start on the wrong foot it will carry on and magnify itself through the rest of the day. 
  • ​If you have something that can alleviate that stress, so you're not carrying that stress, the guilt of not executing that will make you better at the end of your day. You won't be so stressed out and impatient, and you will have more energy to pay close attention to what you need to focus on. Think about the things it will take to get those things accomplished during that time. 
  • ​Our progress is eroded at times not only by the heaviness of the task at hand, the thought process of the systems we have to apply, but also the pressure we face as small business owners. If you want to be in power, it comes down to this question: What are you doing when you first start your day?
Direct Deposits
  • ​Back to the conversation about Prime 3, which is Revelation; learning something new. As business owners, we have to take care of all aspects, especially as we are starting out, all aspects of our business. Marketing, Sales, Systems; we are responsible for it all. If you have a clear plan of action, you are more likely to accomplish it, to execute it, and to grow your business. You are even more likely to do it faster if you start first thing in the morning. 
  • ​We have talked about accessing power, mental, and physical. I want you to challenge yourself to lead that life of getting up and doing something for yourself both mentally and physically. I do that through audible books, podcasts, working out, and by challenging myself. Your job is to make a deposit at the beginning of your day so it will be more effective and you aren't blowing up at your family at the end of the day. 
  • ​You need to make a deposit into the energy, in the ability to learn something new. If you are rolling out of bed, trying to accomplish something, your ability to stay on track will be nil; you won't be able to compete with someone who has taken care of themselves first and foremost. If you access power, it is like making a deposit, and throughout the day you are withdrawing from that deposit; you don't want to be at a deficit by the end of the day. What is it that you want to learn? 
  • ​First, let's do this, let's deposit this energy, deposit great thoughts in our minds; deposit about the abilities and the things we can achieve. Now when it comes to learning about podcasting and executing on Facebook live videos and posting, you are more likely to do that because you made that deposit. Some of us are trying to reach into that bank account with no deposits being made. If all you are doing is withdrawing, of course, you won't be successful or be able to compete with the next person. 
  • ​If you continue to withdraw without making deposits that deficit will blow up in your face. You will start to make irrational decisions and blow up over minimal situations, making mountains out of molehills. You will find yourself apologizing throughout the day because you are in a weakened state. There is no way you will be able to effectively compete with the person that understands the only way to make a withdrawal is if you put in the deposits. 
  • ​Think about what it is you want to execute and let's break it down. How can you do it?

  • 1. Set the target. I wanted to get my live videos on my HD camera's up and running. I set the goal
  • 2. Develop the breakdown. I knew I couldn't pull it off in one day or one week; I couldn't overwhelm myself because I had a limited capacity for patience. I only have an available amount of energy that I can utilize throughout the day. If I am trying to finish it all in the morning and it slowly depletes my energy by the afternoon, I will have nothing left in my tank. So when I break it down and realize I don't have to finish it all in one day, giving myself the entire week to learn more about the CRM or Auto Responder or for podcasting; I break it down into four simple steps. 
  • I will watch a YouTube video and learn how to connect my camera to my computer. 
  • I will watch a second YouTube video to learn how to connect my computer to the audio. 
  • Then I will learn more about the software I need to use. 
  • Now I have a step, and by the end of the following week, I can execute on this podcast. It's about breaking it down to a four-step process taking one target and breaking it down. 
  • 3. The next thing I do is I draw a concept fan with the primary objective in the circle and the lines coming from it the breakdown. With anything that you want to think about the possible issues that you may run into it and what you will learn from it. So if you take the idea and draw a circle around it and then branch off the things you need to accomplish and what issues you may have. In everything that I do with my podcast, my training, my Mindset Mastery, this is the process I follow. It helps me to put it into perspective, putting everything down regardless of how dumb the idea may be; there is always something that comes from that. I have put myself in a place of discovery. 
  • 4. Put a time frame of when you will accomplish it. If you can't decide on what CRM to use, make that your goal for today. Today you will pick one, and that will require you to break it down. You will have to research and sign up for 3 CRM's and use the trial week they give you to choose one. Now you are one step closer to having a fully functional CRM. That is the key to all of this.

What Will Your Week Bring?
  • As you start thinking about the Revelation and the Application of Profits, it will not be available to you until you access that power. Listen to those Podcasts, those audiobooks, and watch the videos that will get you closer to that place. Make the necessary deposits so you can prolong the energy you have, throughout your day. You can't continue to give the worst to your family and those closest to you because that energy has eroded itself. 
  • ​You are doing an injustice to your business if you don't learn something new every day; if you don't reveal something to yourself every day and execute on it. The deposits? What are you doing about it?
  • ​We all have big things we need to accomplish this week so ask yourself, draw a concept fan, and claim what it is that you are going to pull off? If you have been wanting to do a podcast, how much closer will you be at the end of the week? It doesn't mean you need to execute it, how much closer will you be to it? If you have been planning on editing videos, how much closer are you going to get to that? 
  • ​I learned how to use Imovie, and it is the best software you can use. You don't need more than that. My whole team can run off of that software and be fine. How long will it take for you to learn it so you can stop the excuses that you don't know how and aren't technologically savvy? The further you push that along there is someone else who is willing to do it right now. Often they have the advantage over you as time progresses.
  • ​Don't sit back wondering how this young kid or this new agent, can grow faster in the industry than you. They start executing on the things that they had learned. What is it that you will pull off this week? Say it and then do it? Write it down and then execute upon it. It's all about you and understand that as the day progresses, you will erode that energy. Make the deposits from the very beginning of your day.
  • ​If you aren't doing the right things in the morning, don't beat yourself up for not being able to pull it off in the afternoon; it won't happen. If you don't take care of things, you are supposed to in the morning your decision-making skills will not get better. It starts with taking care of yourself and don't be that person walking out of the gas station with a 44 oz drink and expect that you will lose weight after making that decision first thing in the morning. 
  • ​We need to make a decision and no longer ride on the statement of "one day." Proclaim that this is the week that it is going to happen. Set a time frame that today you are going to deposit towards that goal by the end of the week. It's a simple process, and before you know it, you will have learned to do the Facebook ads. You will have better answers to the questions you had about how to edit video. You will have the 5 or 10 episodes recorded of your podcast. It begins today. 
  • ​Don't overwhelm yourself with all of the things you need to do; we all have big things to do. Just pick one break it down, and by the end of the week, you will be closer to your target. Opening a box, choosing a CRM, and watching a video will take you one step closer. I hope you can take this message and understand the key principles of what I am trying to communicate; make the deposits and know that you will have more energy and more ability to execute whatever you want when it is in the morning.
CUSTOM JAVASCRIPT / HTML
Everyone wants to accomplish big things in their life and their business. Without the energy required behind it, you will fizzle out before the end of the day; with all energy lost, your patience will be fading as well. Committing to making small deposits into your self when you first arise will allow you the ability to make the withdrawals you need to accomplish what you want. I have learned to choose my target and break it down so that the idea will not overwhelm me and keeps me from progressing forward. I have adapted a process that increases my energy and drives me towards my goal. What will you do this week to bring you closer to realizing yours?
Profits: Revelation and Application
  • ​With every subject I cover, I take it from my personal experience, as well as, do a lot of research to find out more about human behavior. The more I discover, the more enlightened I become about my behavior and dysfunction. It is the constant need to learn and become more; the only way to become more is to take that aspect of Revelation from things that have not been revealed to you before. That is knowledge.
  • ​Knowledge itself will not necessarily help you get what you want; it is a step towards it though; not until you apply it will you be able to ask better questions. Just because you know something doesn't mean you can predict the questions that will come after you do it. We all have a desire to learn more, and there is so much information for us to get what we need and learn what it is we want to learn. That does not affect your overall growth if you don't apply it and discover the mistakes and what questions arise from it. 
  • ​Our perspective will always have a ceiling if we haven't applied it. As I look at my journey and the thought process of profits, which is part of the P3 that we have discussed; Profits are made up of 2 components, the Revelation and the Application.
  • ​The Revelation is to discover, to learn, and to find something new. The Application process is to execute on what you've learned. That is where Profits come from. It is a culmination of continually learning something and then executing it and profits become the by-product of that. 
  • ​I have been in many situations where I have a deep desire to learn something new, and I face it every time; especially with marketing. I think a lot of you are in that space right now where you want to learn more about how to edit a video because you aren't in a place where you can hire somebody. Some of you are ready to start a podcast, and you want it but become overwhelmed by the process. I have been there many times. 
  • ​Right now, I am streaming this podcast live, and there are three cameras set up, this result was only available to me after I took that initial step of purchasing the equipment. What happens quite often is that after we take the initial step of investing or learning, there is a big gap between when we execute. 
  • ​I bought $25,000 worth of equipment to get started, and it sat in my studio for months. I was so pissed off and disappointed in myself after I spent all of this money and then didn't do shit with it. Every time I would walk in that room, I would avoid it, and the site of it was gnawing at me. It came to a point where I put a table in front of the equipment so that I wouldn't feel so guilty.
Early to Rise
  • I think we all have the right intentions and want to learn something new, and we take the initial steps. We have had so many in-depth training for podcasting and setting up live videos and Facebook marketing, but it can seem overwhelming. We have good intentions, but once we get started, we lose that because of all the work we have to do. We don't realize that there is a conflict between two competing goals and motives — the purpose of getting it accomplished and the goal of taking the easy route. Often we succumb to the easy route. 
  • ​For example; the goal of losing weight and the goal of eating what you want; that is a delicate balance. When I first started with filming, I started with one camera, and from that point, I could learn to set up multiple. Before going there, I needed to choose the right software, and before I went there, I needed to make sure I could go to YouTube and find out how others have done it. 
  • ​I want you to be aware that anytime you have a goal, or a target there is always going to be a competing goal or target. That is called resistance. Anytime you go to do something, there will be immediate resistance, and it is conditioning on our part. That conditioning is that there is no urgency, that there are more important things. 
  • ​I have learned that when I have a goal or target in mind, I have to attack it first thing in the morning. We have more patience first thing in the morning, more self-control and energy. As the day wears on, it erodes your self-control, and your energy because you are dealing with so many outside influences. Especially owning a small business. 
  • ​By the time you go to attack something new, working out, eating healthier, or applying something new to your business, you're less likely to accomplish it in the afternoon. I recommend that whatever it is that you want to achieve, whether it is starting a podcast, going live on Facebook or getting your CRM set up; try doing it first thing in the morning. 
  • ​This will give you a higher chance to pull off what you want to do. That is why we talk about the CORE 4 and the PRIME 3, is to be able to accomplish these things first thing in the morning. As the day goes on, that energy and your patience will be eroded, and the likelihood of you learning something new is less likely.
  • ​I am going to show you what I have done to apply and execute on the goals at hand. Since these cameras were added, I have done so much more. I am more technically savvy than I have ever been before in my life. I used to use that as an excuse. I didn't like technology or understand it, and I didn't know how to use the software. Over time I have taken my energy in the morning and applied it to learning and executing. 
  • ​As you think about what you want to create, what will it take for you to get there? If you make it mandatory to do it in the morning when you have the most energy, odds are you will pull it off.
Breaking it Down
  • ​One of the things that I started to do was to break down my goal. If you are in the position now where you want to start a podcast, or that CRM, don't think that it will be completed in one day. We overestimate what we can do in a day or a year, and we underestimate what we can do in a year or ten years. We put so much pressure on ourselves to get it done today if we break down the process and say that today we are merely going to unbox items, which is something so simple but takes you that one step further.
  • ​If you bought the ZOOM for your podcast; unbox it today. Next is finding what you need in regards to equipment next, and then you check that off. What you are doing is breaking it down, so you don't feel overwhelmed. If you take these steps one by one by the end of next week, you will be set up and ready to start recording. Breaking it down gives you a pathway to pull it off. When we overwhelm ourselves with what is required, because it is above what we already know, that is the reason we can't muster the energy to figure it out.
  • ​By breaking it down, piece by piece, it doesn't seem so overwhelming. I took the same process and decided to break it down, and before you know it, I had my first camera up and running. It was an amazing feeling that after all of those months, all I had to do was try to take care of it first thing in the morning. For the following two to three weeks, I broke it down and tried to learn something new about this process, about streaming live, changing cameras and the software it requires. Because I tackled it in the morning, it became possible. 
  • ​There are also things we do to sabotage our overall growth. If there is no self-control or self-awareness first thing in the morning; things will not get better, they get more difficult. If you aren't doing the right things from the beginning of your day, it will not get better regardless of how much you think it is. This morning I went to get some, and as I was there, I saw droves of people, construction and office workers, coming out with huge drinks. A lot of them also had gas station food. My thought process is that your choices don't get better as the day goes on. If you have no self-control in the morning, you will have none by the end of the day. 
  • ​Think about it, we feel good in the morning we are going about our day, but yet the most stressful part of the day is around 3 o'clock. By the time we get home, we have very little patience for our kids. I can't tell you times I have blown up on my kids for something so dumb. I am yelling at my kids for something so minimal. It is because we eroded the energy we had and if we start on the wrong foot it will carry on and magnify itself through the rest of the day. 
  • ​If you have something that can alleviate that stress, so you're not carrying that stress, the guilt of not executing that will make you better at the end of your day. You won't be so stressed out and impatient, and you will have more energy to pay close attention to what you need to focus on. Think about the things it will take to get those things accomplished during that time. 
  • ​Our progress is eroded at times not only by the heaviness of the task at hand, the thought process of the systems we have to apply, but also the pressure we face as small business owners. If you want to be in power, it comes down to this question: What are you doing when you first start your day?
Direct Deposits
  • ​Back to the conversation about Prime 3, which is Revelation; learning something new. As business owners, we have to take care of all aspects, especially as we are starting out, all aspects of our business. Marketing, Sales, Systems; we are responsible for it all. If you have a clear plan of action, you are more likely to accomplish it, to execute it, and to grow your business. You are even more likely to do it faster if you start first thing in the morning. 
  • ​We have talked about accessing power, mental, and physical. I want you to challenge yourself to lead that life of getting up and doing something for yourself both mentally and physically. I do that through audible books, podcasts, working out, and by challenging myself. Your job is to make a deposit at the beginning of your day so it will be more effective and you aren't blowing up at your family at the end of the day. 
  • ​You need to make a deposit into the energy, in the ability to learn something new. If you are rolling out of bed, trying to accomplish something, your ability to stay on track will be nil; you won't be able to compete with someone who has taken care of themselves first and foremost. If you access power, it is like making a deposit, and throughout the day you are withdrawing from that deposit; you don't want to be at a deficit by the end of the day. What is it that you want to learn? 
  • ​First, let's do this, let's deposit this energy, deposit great thoughts in our minds; deposit about the abilities and the things we can achieve. Now when it comes to learning about podcasting and executing on Facebook live videos and posting, you are more likely to do that because you made that deposit. Some of us are trying to reach into that bank account with no deposits being made. If all you are doing is withdrawing, of course, you won't be successful or be able to compete with the next person. 
  • ​If you continue to withdraw without making deposits that deficit will blow up in your face. You will start to make irrational decisions and blow up over minimal situations, making mountains out of molehills. You will find yourself apologizing throughout the day because you are in a weakened state. There is no way you will be able to effectively compete with the person that understands the only way to make a withdrawal is if you put in the deposits. 
  • ​Think about what it is you want to execute and let's break it down. How can you do it?

  • 1. Set the target. I wanted to get my live videos on my HD camera's up and running. I set the goal
  • 2. Develop the breakdown. I knew I couldn't pull it off in one day or one week; I couldn't overwhelm myself because I had a limited capacity for patience. I only have an available amount of energy that I can utilize throughout the day. If I am trying to finish it all in the morning and it slowly depletes my energy by the afternoon, I will have nothing left in my tank. So when I break it down and realize I don't have to finish it all in one day, giving myself the entire week to learn more about the CRM or Auto Responder or for podcasting; I break it down into four simple steps. 
  • I will watch a YouTube video and learn how to connect my camera to my computer. 
  • I will watch a second YouTube video to learn how to connect my computer to the audio. 
  • Then I will learn more about the software I need to use. 
  • Now I have a step, and by the end of the following week, I can execute on this podcast. It's about breaking it down to a four-step process taking one target and breaking it down. 
  • 3. The next thing I do is I draw a concept fan with the primary objective in the circle and the lines coming from it the breakdown. With anything that you want to think about the possible issues that you may run into it and what you will learn from it. So if you take the idea and draw a circle around it and then branch off the things you need to accomplish and what issues you may have. In everything that I do with my podcast, my training, my Mindset Mastery, this is the process I follow. It helps me to put it into perspective, putting everything down regardless of how dumb the idea may be; there is always something that comes from that. I have put myself in a place of discovery. 
  • 4. Put a time frame of when you will accomplish it. If you can't decide on what CRM to use, make that your goal for today. Today you will pick one, and that will require you to break it down. You will have to research and sign up for 3 CRM's and use the trial week they give you to choose one. Now you are one step closer to having a fully functional CRM. That is the key to all of this.

What Will Your Week Bring?
  • As you start thinking about the Revelation and the Application of Profits, it will not be available to you until you access that power. Listen to those Podcasts, those audiobooks, and watch the videos that will get you closer to that place. Make the necessary deposits so you can prolong the energy you have, throughout your day. You can't continue to give the worst to your family and those closest to you because that energy has eroded itself. 
  • ​You are doing an injustice to your business if you don't learn something new every day; if you don't reveal something to yourself every day and execute on it. The deposits? What are you doing about it?
  • ​We all have big things we need to accomplish this week so ask yourself, draw a concept fan, and claim what it is that you are going to pull off? If you have been wanting to do a podcast, how much closer will you be at the end of the week? It doesn't mean you need to execute it, how much closer will you be to it? If you have been planning on editing videos, how much closer are you going to get to that? 
  • ​I learned how to use Imovie, and it is the best software you can use. You don't need more than that. My whole team can run off of that software and be fine. How long will it take for you to learn it so you can stop the excuses that you don't know how and aren't technologically savvy? The further you push that along there is someone else who is willing to do it right now. Often they have the advantage over you as time progresses.
  • ​Don't sit back wondering how this young kid or this new agent, can grow faster in the industry than you. They start executing on the things that they had learned. What is it that you will pull off this week? Say it and then do it? Write it down and then execute upon it. It's all about you and understand that as the day progresses, you will erode that energy. Make the deposits from the very beginning of your day.
  • ​If you aren't doing the right things in the morning, don't beat yourself up for not being able to pull it off in the afternoon; it won't happen. If you don't take care of things, you are supposed to in the morning your decision-making skills will not get better. It starts with taking care of yourself and don't be that person walking out of the gas station with a 44 oz drink and expect that you will lose weight after making that decision first thing in the morning. 
  • ​We need to make a decision and no longer ride on the statement of "one day." Proclaim that this is the week that it is going to happen. Set a time frame that today you are going to deposit towards that goal by the end of the week. It's a simple process, and before you know it, you will have learned to do the Facebook ads. You will have better answers to the questions you had about how to edit video. You will have the 5 or 10 episodes recorded of your podcast. It begins today. 
  • ​Don't overwhelm yourself with all of the things you need to do; we all have big things to do. Just pick one break it down, and by the end of the week, you will be closer to your target. Opening a box, choosing a CRM, and watching a video will take you one step closer. I hope you can take this message and understand the key principles of what I am trying to communicate; make the deposits and know that you will have more energy and more ability to execute whatever you want when it is in the morning.
Hope For The Best, Prepare For The Worst
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When you hear that saying,” Hope for the best but prepare for the worst,” what position of power does it put you in? Are you an eternal optimist or pessimist? Some think that if you focus your thoughts on the “what ifs,” then you use the power needed to achieve your success. Have you ever considered that by preparing for the failures, you are paving a pathway to your goals? By putting a plan of action into place for those times when things fall through, you secure your next step in the process of moving forward. Take time to appreciate how far you have come and prepare yourself for each step of your journey. I may not have it all figured out, but somehow, I always figure it out. 
Optimist or Pessimist?
  • ​We have all heard, "Hope for the best and prepare for the worst." Are you an optimist or a pessimist? When you prepare for the worst, some people can take offense to that; you are acknowledging that if it is going to happen, you are keeping a positive mindset. That is the mindset I had for many years. It was going to happen, I was going to fail, but I was going to move forward. 
  • ​When you say, "Hope for the best," let's make that an expectation. It's going to happen. When you do that it doesn't allow you to think about what if it doesn't happen? When it doesn't happen, we are devastated, and we don't understand why we lack the motivation to get up and do it again. Our expectations are so high that it will happen; the lesson for me was when we opened a franchise. 
  • ​Carla and I spent our savings and got a small business loan to supplement that as well. We leveraged everything and mortgaged my house to have more cash available. I even went as far as to get credit cards and pull money from them. I was determined that it was going to happen, and I declared it. Carla and I would constantly bump heads, and she would often ask me what if it doesn't happen? I would get upset with her and question her faith and trust in me to make it happen. 
  • ​This was something we prepared for, and it was going to happen. I would look at Carla and question her faith and belief that it would occur. She was giving bad energy to me and was being a pessimist. I went at it a 100 miles an hour and then just hoped for the best. And it didn't work out, and I didn't have a backup plan. When you don't have a backup plan, you drain your energy, resources, and your ability to navigate a way to figure something else out. 
  • ​You debilitate your ability to make good choices, and we shut down because there is no backup plan. I completely shut down because I had no backup plan, and I refused to look at the realities that sometimes I will fail. When the expectation was so high, and I failed so miserably it debilitated me. I slipped into a state of depression, into financial ruin and didn't realize there was something I could do about it. The expectation was so high, and I refused to look at the fact that if it didn't work out, then what? 
  • ​If Carla had been in that same place of expectation, then we would have never gotten out of it. Because she prepared for the worst, she was able to carry our family through. She is the one who took care of all the situations that arose from that. She met with our attorneys and CPAs and settled on our debts. While I was helpless and depressed, she dared to move forward; not because she was a pessimist, but she was a realist. Carla had an action plan to move forward, and she didn't let it debilitate her or our family. 
  • ​It happens so much in this industry, and we refuse to look at the statistics that nearly 90% of agents will fail. We refuse to look at that and say that we are different. I am going to keep hoping for the best and then set that expectation. When things don't happen our way, and we become that statistic we refused to be, because we refused to formulate a backup plan, an action plan, in case it did fail. 
  • ​We have a high expectation for our Open Houses; so many people are going to come through, and you're going to get a contract. You go three days at your Open House, and no one walks through it and then what? You go into the same feelings that I went through. Feeling helpless and then you don't have an action plan to go at it again the following weekend. That is why so many only hold a few Open Houses then quit. 
  • ​This is the reality, and it isn't about being a pessimist or an optimist; it's about realizing you are going to work your ass off, but in case it doesn't work, what will you do? That's all it is. You aren't saying that you are preparing yourself for failure, it's preparing yourself for success. The odds are that if you are pushing yourself, you are going to fail and face the obstacles. Your job is to understand what you will do right after. 
What's Your Plan?
  • When you lose that listing appointment; you can go in with all the optimism in the world and be prepared to get the listing, but what happens if you don't? Most agents will shut down, they stop marketing for weeks, and they self loathe; they go into a pit for weeks because of the listing they should have got. They failed to prepare for the worst, and you have to look at it that way; success comes with failure. It is your job to determine what you are going to do next? 
  • ​I let Carla fight this all by herself; she carried all the burden while I was in a place of victimhood. Oh Whoa is me. I was in a dark place, shutting down from my family and everything. My expectation was so high that I wasn't going to fail. I refused to look at the statistics stating that most businesses fail. 
  • ​We lay in self-pity and do nothing about it, making the situation worse. I want you to think about where you are right now; Are your actions as intentional as they were when you first got into this game. Are you self loathing because your expectations have not been met? You're questioning and doubting yourself, when in fact you need to realize that this business is full of failures. Your job is to determine what next and keep moving. 
  • ​I have seen individuals come into this industry with pure fire; on social media, reaching out to their clients, and they don't get a response. Prepare now for when you don't get a response, what will you do about it? The odds are you won't get a response, just because you got a wild hair to market your butt off you expect everyone to come on board? It will not work that way. As you are making these videos, sending emails, making phone calls, and texting your sphere; what will you do if they don't respond? Most stopped doing it and convinced that it might work for others but not for them. 
  • ​As you send those text messages today, what will you do if no one texts back? The simple solution would be that you will text more people and then in two weeks when it comes time to text them again, you don't think about what you did, and you will do what you are supposed to do; because you have an action plan.
  • ​This goes for all facets of your life. We set expectations so high that when we don't get what we thought in return, we start to feel bad for ourselves. I love to work out and the power that I obtain from a great workout. I know all the benefits of it. But what happens on those days when I don't feel like doing anything? I self loathe for a bit, knowing I shouldn't feel this way. I can stay in a place of self-pity or have a backup plan. 
  • ​This happened to me last week and when it happens to you, write down three things that you have to do. Sometimes you have to go through the motions knowing that there is an outcome at the end. It's having the action plan and not just sitting there in self-loathing. I know the benefits of working out, so why was I feeling this way? One solution would be to do nothing that day, give yourself permission; that's good, but you will carry the guilt of that decision later that day. Another solution would be to lower that expectation, realizing you will only be there for 20 or 30 minutes instead of an hour. Write down three things you have to do, follow those three things, and see how you feel afterwards. 
  • ​That is what I did; I did supersets, two exercises, back-to-back for a total of six exercises, and I had a hell of a pump. If I would have refused to work out and lay in that pity, I know how I would have felt. It's about preparation for the worst. It's our job as parents to do the same thing. 
The What If's
  • ​My 10- year old Madeline, my little Buddha is always thinking ahead. I was getting ready in my bathroom, and she walks in and asks me if I knew that men die first? She goes on to ask me if I am going to die first. I told her she didn't need to think about that because I am taking care of myself. That is our job to make our kids feel better, but it goes beyond that. What happens if that does happen? Are we preparing our kids if something devastating were to happen, or are we giving them a false sense of hope that everything will always be okay? 
  • ​We then question why depression is so prevalent in this world. It's because of the lack of preparation. I could have stopped it there, much like the advise my Mom would have given me. The conversation could have ended there; but what if it does happen? So I had a conversation like that with my 10-year old because it isn't the first time we have had this conversation. 
  • ​I told her it's okay to be sad if it happens; I'm her Dad. But I told her I didn't want her to give up her life for mine. I told her I didn't want her to stay in that sad place because I would be watching; everything I taught her and showed her, I want her to continue to move forward. I don't want her to shut down her life and feel bad that I am not here. I have lived my life, and my job was to prepare her for her life.
  • ​She sat there listening, and she had tears coming down her cheeks, but they began to dry up. I told her that is what I was preparing her for; I can't give her a false sense of hope because what if something happens? If I don't give her this advice, will she sink into a depressive state when I am gone? I don't want that for her, so we have a real conversation about what if. 
  • ​We had the same conversation with our 14-year old. She has on her phone numbers of our Attorney and CPA in case something happens to us. We have created a trust in case something happens to us. We have prepared her just in something happens to us. I am not going to give her false hope that everything will be okay all of the time. ; but it is her job to move forward. There is an action plan in place; it's right there on her phone. 
  • ​We have prepared this with my parents, Carla's Mom and my brother; these are the realities, and I don't want them to waste years trying to figure it out. Feeling sorry for the situation, they need to know they must move forward. That is our job as parents to have those real conversations and not give them a false sense of hope. And it takes work. 
Be Prepared
  • ​I am going to give you some pointers that I use and that I have learned over the years on how to be able to have the Hope of Success but to Prepare for the Worst. 
  • ​1. Have an immediate action plan if that listing appointment doesn't go your way or If that really strong offer you submitted is rejected. If you aren't prepared for it, how will you prepare your clients? Your clients will lose faith if you have no action plan. How about having that conversation with them? The market is hot right now, and if a home is priced correctly, odds are there will be multiple offers, and you will be going up against various people. You feel sorry for yourself because you lost two in a row; what about that person who lost 10? How about you prepare yourself and your client just in case it doesn't go your way; what action plans to do you have? Are you putting everything on this and if you lose it your energy will be sucked from you? Your clients can feel that, and they will lose confidence in you. Or, do you have a showing scheduled later that afternoon, just in case? I hear all of the time that an agent can't get their offers accepted. You are focusing on the wrong thing. Keep going until you get it accepted. That is the significant difference between a high producer against those that don't produce often enough. They get devastated because the offer on the house the clients loved wasn't accepted; what's the action plan. Of course, you're going to do your job to be successful, to get the client what they want; but what if it doesn't go their way? What if you don't have that motivation to go to the gym? Then what? Maybe you go for a walk, but it is the progression moving forward and not laying in that pit of disappointment. That is my greatest strength; my ability to keep going after an obstacle, disappointment, or failure. While most wallow in the self pit and darkness, I am taking the steps forward to keep going.
  • ​2. You need to have self-reflection and understand that you have full power of where you allow your emotions to go; full control of choice, and over your emotions. Reflection, you have been here before. You have been devastated and failed before. Opposed to thinking about the pain it brought you, think about how you got out of it. Think about how you are still here in this game. If you had the capacity to overcome before, why aren't you giving yourself credit for overcoming those obstacles today? Self-reflection will allow you to propel forward, to forge forward. This isn't the first time it has happened; why do we act as if it is? Why do we act like it is the end of the world? Self-reflection is key to this and odds are that whatever you're going through it isn't the worst thing that you have been through. Reflection allows us to understand that we have overcome and it is our job to continue to move forward; this too, shall pass. It will only pass when you understand the first thing to do. You have freedom of choice to control your actions, to control your emotions, and to keep moving forward. Self-reflection is key to this process of growth and overcoming this devastating situation, traumatic event, or disappointment. 
  • ​3. There is always a greater lesson to everything. Why is this happening? Why does it continue to happen? What is the real issue? We have to look at these failures as the ability to build capacity; being able to pinpoint what will make you succeed vs. what are the actions and behaviors that allow me to fail? There are lessons in everything, and I couldn't see that when I lost everything. Today that is what has built this company and made it strong. I am a better businessman because of those failures and that I understand I always have to prepare for the worst; just in case. I am an optimist to the core, but it doesn't mean I am a pessimist if I plan for an occurrence that it could happen. If someone walks into your Open House and you, don't have answers for them about the neighborhood, or about the school, guess what that did? They pointed out your weaknesses, so correct that weakness and become the authority in that knowledge; if it happens again, you are then well prepared. Most will feel stupid and helpless in that situation like they don't know enough vs. having the attitude of finding out the information. When you lose that listing appointment, what could you have done better? That was an opportunity to learn. Not an opportunity to shut down and believe that you will never get another listing appointment. You are going to get better because now you know what questions your clients will ask; there is a lesson in this. What are you facing right now? You need to look at it with a different perspective, and that is all it is. 
  • ​4. When we are in a place of failure, we lose confidence in ourselves, and we think someone else has it figured out. We wallow in a place of pity because we think someone needs to save us; there should be a miracle that transforms the series of events that led us here. What advice would you give if your child or a sibling were going through this? Someone you truly care about, what advice would you give that person if they were in your situation? We are powerful and have all of the solutions, but after failures, we lose our confidence and all hope in ourselves. When you are in that place, what advice would you give your son or daughter? Are they facing the same obstacles? Huge disappointment and rejection? After you think about what you would tell that person, I want you to take that same advice because it is dead on. It came from your heart, from your soul, and you are one hundred percent correct. I need you to listen to yourself and not wait for someone else to save you, because that will never happen. 
  • ​5. Appreciation. You are a resilient person; look around. The things you have been through, the things done to you; holy shit. You are resilient, relentless, fearless, and powerful; appreciate yourself because that will allow you to stand strong and understand that this situation doesn't define you. This is just a moment in time. It is so important that you can look in the mirror and appreciate the person that continues to move forward. Although these feelings of despair come at us, you need to refuse to stay there. The game now becomes about staying there less and less; that is where real growth happens because it is going to happen again. Unless you appreciate yourself and be grateful for who you have in your life, all you do is waste time in self-pity. I want you to have that deep sense of appreciation. Look at your kids, your family, and yourself; there is so much more to be grateful for then for you to be so selfish and stay in that place of pity and sorrow. It's time for you to stand up because you are bigger and greater than that. We all should hope to be the best and be unstoppable by preparing for the worst; just in case. We have that action plan, just in case, and this applies to all aspects of your life; your business, family, kids, relationships, and health. 
Don't Put Your Eggs in One Basket
  • ​You need to be in full control of yourself when things come up. You need to feel that power; I don't have it all figured out, but somehow, I always have it figured out. Embrace that and know that you can always figure it out after you get out of your head. Your job is not to let it linger for weeks and months at a time until you can muster up the courage to get out of that. Be intentional about it; you have full control because you have always figured it out. 
  • ​Sometimes we put all of our eggs in one basket, we get that one deal, and all we can do is cater to that one client. We plan what we will do with the money, but when the deal doesn't happen because the expectations were so high, we are devastated. It is your job to get more clients because if everything is riding on that one deal, it isn't your client's fault; it is your fault for not having more clients behind that. It is your fault for not generating enough leads, for not marketing enough; that is the real lesson. That lays the responsibility strictly one you and you will learn that after spending years in that pit or learning it now. Your deal always has a possibility of falling through, what are you going to do about it? 
  • ​How are you prepared if it doesn't go through? Sitting in the pit can be painful, and you lose power, you lose focus; you need to do your due diligence and find more deals and more families to help. You need to have that plan, just in case and then you won't be devastated. 
  • ​Carla stepped up when she had too because I was a mess and I can't imagine how much more powerfully we would be if I had taken a moment just in case it didn't work; instead of leaving her all by herself adding that additional stress on her. She should have had a man to back her up, but instead, she had a weak boy. Carla carried the entire load and burden as the whole. 
  • ​There are those of us who completely shut down when things don't go our way, and you allow your partner to carry the burden. You put it on your kids to carry the burden. It's not right. You need to become fierce and have that sense of appreciation for yourself. A sound back up plan will alleviate some of the anxiety away with execution. 
  • ​Appreciate the losses because that is when you learn the most; appreciate the rejection because now you can tweak and change your approach with your clients. It doesn't mean you're a failure if it doesn't go your way; this a skill set within the million others you need to become a master at this game. 
  • ​Take some time to reflect on the lessons that life is teaching you and make sure to prepare in case things don't go your way. There is power in everything; it depends on how you look at it. As I go through the five things, you will see some similarities of things you have done. 
  • 1. Ask yourself now what?
  • 2. Reflection
  • 3. What is the lesson?
  • 4. What advice would you give others? 
  • 5. Appreciation for what you have been through.
Concept + Execution = Growth
Hope For The Best, Prepare For The Worst
CUSTOM JAVASCRIPT / HTML
When you hear that saying,” Hope for the best but prepare for the worst,” what position of power does it put you in? Are you an eternal optimist or pessimist? Some think that if you focus your thoughts on the “what ifs,” then you use the power needed to achieve your success. Have you ever considered that by preparing for the failures, you are paving a pathway to your goals? By putting a plan of action into place for those times when things fall through, you secure your next step in the process of moving forward. Take time to appreciate how far you have come and prepare yourself for each step of your journey. I may not have it all figured out, but somehow, I always figure it out. 
Optimist or Pessimist?
  • ​We have all heard, "Hope for the best and prepare for the worst." Are you an optimist or a pessimist? When you prepare for the worst, some people can take offense to that; you are acknowledging that if it is going to happen, you are keeping a positive mindset. That is the mindset I had for many years. It was going to happen, I was going to fail, but I was going to move forward. 
  • ​When you say, "Hope for the best," let's make that an expectation. It's going to happen. When you do that it doesn't allow you to think about what if it doesn't happen? When it doesn't happen, we are devastated, and we don't understand why we lack the motivation to get up and do it again. Our expectations are so high that it will happen; the lesson for me was when we opened a franchise. 
  • ​Carla and I spent our savings and got a small business loan to supplement that as well. We leveraged everything and mortgaged my house to have more cash available. I even went as far as to get credit cards and pull money from them. I was determined that it was going to happen, and I declared it. Carla and I would constantly bump heads, and she would often ask me what if it doesn't happen? I would get upset with her and question her faith and trust in me to make it happen. 
  • ​This was something we prepared for, and it was going to happen. I would look at Carla and question her faith and belief that it would occur. She was giving bad energy to me and was being a pessimist. I went at it a 100 miles an hour and then just hoped for the best. And it didn't work out, and I didn't have a backup plan. When you don't have a backup plan, you drain your energy, resources, and your ability to navigate a way to figure something else out. 
  • ​You debilitate your ability to make good choices, and we shut down because there is no backup plan. I completely shut down because I had no backup plan, and I refused to look at the realities that sometimes I will fail. When the expectation was so high, and I failed so miserably it debilitated me. I slipped into a state of depression, into financial ruin and didn't realize there was something I could do about it. The expectation was so high, and I refused to look at the fact that if it didn't work out, then what? 
  • ​If Carla had been in that same place of expectation, then we would have never gotten out of it. Because she prepared for the worst, she was able to carry our family through. She is the one who took care of all the situations that arose from that. She met with our attorneys and CPAs and settled on our debts. While I was helpless and depressed, she dared to move forward; not because she was a pessimist, but she was a realist. Carla had an action plan to move forward, and she didn't let it debilitate her or our family. 
  • ​It happens so much in this industry, and we refuse to look at the statistics that nearly 90% of agents will fail. We refuse to look at that and say that we are different. I am going to keep hoping for the best and then set that expectation. When things don't happen our way, and we become that statistic we refused to be, because we refused to formulate a backup plan, an action plan, in case it did fail. 
  • ​We have a high expectation for our Open Houses; so many people are going to come through, and you're going to get a contract. You go three days at your Open House, and no one walks through it and then what? You go into the same feelings that I went through. Feeling helpless and then you don't have an action plan to go at it again the following weekend. That is why so many only hold a few Open Houses then quit. 
  • ​This is the reality, and it isn't about being a pessimist or an optimist; it's about realizing you are going to work your ass off, but in case it doesn't work, what will you do? That's all it is. You aren't saying that you are preparing yourself for failure, it's preparing yourself for success. The odds are that if you are pushing yourself, you are going to fail and face the obstacles. Your job is to understand what you will do right after. 
What's Your Plan?
  • When you lose that listing appointment; you can go in with all the optimism in the world and be prepared to get the listing, but what happens if you don't? Most agents will shut down, they stop marketing for weeks, and they self loathe; they go into a pit for weeks because of the listing they should have got. They failed to prepare for the worst, and you have to look at it that way; success comes with failure. It is your job to determine what you are going to do next? 
  • ​I let Carla fight this all by herself; she carried all the burden while I was in a place of victimhood. Oh Whoa is me. I was in a dark place, shutting down from my family and everything. My expectation was so high that I wasn't going to fail. I refused to look at the statistics stating that most businesses fail. 
  • ​We lay in self-pity and do nothing about it, making the situation worse. I want you to think about where you are right now; Are your actions as intentional as they were when you first got into this game. Are you self loathing because your expectations have not been met? You're questioning and doubting yourself, when in fact you need to realize that this business is full of failures. Your job is to determine what next and keep moving. 
  • ​I have seen individuals come into this industry with pure fire; on social media, reaching out to their clients, and they don't get a response. Prepare now for when you don't get a response, what will you do about it? The odds are you won't get a response, just because you got a wild hair to market your butt off you expect everyone to come on board? It will not work that way. As you are making these videos, sending emails, making phone calls, and texting your sphere; what will you do if they don't respond? Most stopped doing it and convinced that it might work for others but not for them. 
  • ​As you send those text messages today, what will you do if no one texts back? The simple solution would be that you will text more people and then in two weeks when it comes time to text them again, you don't think about what you did, and you will do what you are supposed to do; because you have an action plan.
  • ​This goes for all facets of your life. We set expectations so high that when we don't get what we thought in return, we start to feel bad for ourselves. I love to work out and the power that I obtain from a great workout. I know all the benefits of it. But what happens on those days when I don't feel like doing anything? I self loathe for a bit, knowing I shouldn't feel this way. I can stay in a place of self-pity or have a backup plan. 
  • ​This happened to me last week and when it happens to you, write down three things that you have to do. Sometimes you have to go through the motions knowing that there is an outcome at the end. It's having the action plan and not just sitting there in self-loathing. I know the benefits of working out, so why was I feeling this way? One solution would be to do nothing that day, give yourself permission; that's good, but you will carry the guilt of that decision later that day. Another solution would be to lower that expectation, realizing you will only be there for 20 or 30 minutes instead of an hour. Write down three things you have to do, follow those three things, and see how you feel afterwards. 
  • ​That is what I did; I did supersets, two exercises, back-to-back for a total of six exercises, and I had a hell of a pump. If I would have refused to work out and lay in that pity, I know how I would have felt. It's about preparation for the worst. It's our job as parents to do the same thing. 
The What If's
  • ​My 10- year old Madeline, my little Buddha is always thinking ahead. I was getting ready in my bathroom, and she walks in and asks me if I knew that men die first? She goes on to ask me if I am going to die first. I told her she didn't need to think about that because I am taking care of myself. That is our job to make our kids feel better, but it goes beyond that. What happens if that does happen? Are we preparing our kids if something devastating were to happen, or are we giving them a false sense of hope that everything will always be okay? 
  • ​We then question why depression is so prevalent in this world. It's because of the lack of preparation. I could have stopped it there, much like the advise my Mom would have given me. The conversation could have ended there; but what if it does happen? So I had a conversation like that with my 10-year old because it isn't the first time we have had this conversation. 
  • ​I told her it's okay to be sad if it happens; I'm her Dad. But I told her I didn't want her to give up her life for mine. I told her I didn't want her to stay in that sad place because I would be watching; everything I taught her and showed her, I want her to continue to move forward. I don't want her to shut down her life and feel bad that I am not here. I have lived my life, and my job was to prepare her for her life.
  • ​She sat there listening, and she had tears coming down her cheeks, but they began to dry up. I told her that is what I was preparing her for; I can't give her a false sense of hope because what if something happens? If I don't give her this advice, will she sink into a depressive state when I am gone? I don't want that for her, so we have a real conversation about what if. 
  • ​We had the same conversation with our 14-year old. She has on her phone numbers of our Attorney and CPA in case something happens to us. We have created a trust in case something happens to us. We have prepared her just in something happens to us. I am not going to give her false hope that everything will be okay all of the time. ; but it is her job to move forward. There is an action plan in place; it's right there on her phone. 
  • ​We have prepared this with my parents, Carla's Mom and my brother; these are the realities, and I don't want them to waste years trying to figure it out. Feeling sorry for the situation, they need to know they must move forward. That is our job as parents to have those real conversations and not give them a false sense of hope. And it takes work. 
Be Prepared
  • ​I am going to give you some pointers that I use and that I have learned over the years on how to be able to have the Hope of Success but to Prepare for the Worst. 
  • ​1. Have an immediate action plan if that listing appointment doesn't go your way or If that really strong offer you submitted is rejected. If you aren't prepared for it, how will you prepare your clients? Your clients will lose faith if you have no action plan. How about having that conversation with them? The market is hot right now, and if a home is priced correctly, odds are there will be multiple offers, and you will be going up against various people. You feel sorry for yourself because you lost two in a row; what about that person who lost 10? How about you prepare yourself and your client just in case it doesn't go your way; what action plans to do you have? Are you putting everything on this and if you lose it your energy will be sucked from you? Your clients can feel that, and they will lose confidence in you. Or, do you have a showing scheduled later that afternoon, just in case? I hear all of the time that an agent can't get their offers accepted. You are focusing on the wrong thing. Keep going until you get it accepted. That is the significant difference between a high producer against those that don't produce often enough. They get devastated because the offer on the house the clients loved wasn't accepted; what's the action plan. Of course, you're going to do your job to be successful, to get the client what they want; but what if it doesn't go their way? What if you don't have that motivation to go to the gym? Then what? Maybe you go for a walk, but it is the progression moving forward and not laying in that pit of disappointment. That is my greatest strength; my ability to keep going after an obstacle, disappointment, or failure. While most wallow in the self pit and darkness, I am taking the steps forward to keep going.
  • ​2. You need to have self-reflection and understand that you have full power of where you allow your emotions to go; full control of choice, and over your emotions. Reflection, you have been here before. You have been devastated and failed before. Opposed to thinking about the pain it brought you, think about how you got out of it. Think about how you are still here in this game. If you had the capacity to overcome before, why aren't you giving yourself credit for overcoming those obstacles today? Self-reflection will allow you to propel forward, to forge forward. This isn't the first time it has happened; why do we act as if it is? Why do we act like it is the end of the world? Self-reflection is key to this and odds are that whatever you're going through it isn't the worst thing that you have been through. Reflection allows us to understand that we have overcome and it is our job to continue to move forward; this too, shall pass. It will only pass when you understand the first thing to do. You have freedom of choice to control your actions, to control your emotions, and to keep moving forward. Self-reflection is key to this process of growth and overcoming this devastating situation, traumatic event, or disappointment. 
  • ​3. There is always a greater lesson to everything. Why is this happening? Why does it continue to happen? What is the real issue? We have to look at these failures as the ability to build capacity; being able to pinpoint what will make you succeed vs. what are the actions and behaviors that allow me to fail? There are lessons in everything, and I couldn't see that when I lost everything. Today that is what has built this company and made it strong. I am a better businessman because of those failures and that I understand I always have to prepare for the worst; just in case. I am an optimist to the core, but it doesn't mean I am a pessimist if I plan for an occurrence that it could happen. If someone walks into your Open House and you, don't have answers for them about the neighborhood, or about the school, guess what that did? They pointed out your weaknesses, so correct that weakness and become the authority in that knowledge; if it happens again, you are then well prepared. Most will feel stupid and helpless in that situation like they don't know enough vs. having the attitude of finding out the information. When you lose that listing appointment, what could you have done better? That was an opportunity to learn. Not an opportunity to shut down and believe that you will never get another listing appointment. You are going to get better because now you know what questions your clients will ask; there is a lesson in this. What are you facing right now? You need to look at it with a different perspective, and that is all it is. 
  • ​4. When we are in a place of failure, we lose confidence in ourselves, and we think someone else has it figured out. We wallow in a place of pity because we think someone needs to save us; there should be a miracle that transforms the series of events that led us here. What advice would you give if your child or a sibling were going through this? Someone you truly care about, what advice would you give that person if they were in your situation? We are powerful and have all of the solutions, but after failures, we lose our confidence and all hope in ourselves. When you are in that place, what advice would you give your son or daughter? Are they facing the same obstacles? Huge disappointment and rejection? After you think about what you would tell that person, I want you to take that same advice because it is dead on. It came from your heart, from your soul, and you are one hundred percent correct. I need you to listen to yourself and not wait for someone else to save you, because that will never happen. 
  • ​5. Appreciation. You are a resilient person; look around. The things you have been through, the things done to you; holy shit. You are resilient, relentless, fearless, and powerful; appreciate yourself because that will allow you to stand strong and understand that this situation doesn't define you. This is just a moment in time. It is so important that you can look in the mirror and appreciate the person that continues to move forward. Although these feelings of despair come at us, you need to refuse to stay there. The game now becomes about staying there less and less; that is where real growth happens because it is going to happen again. Unless you appreciate yourself and be grateful for who you have in your life, all you do is waste time in self-pity. I want you to have that deep sense of appreciation. Look at your kids, your family, and yourself; there is so much more to be grateful for then for you to be so selfish and stay in that place of pity and sorrow. It's time for you to stand up because you are bigger and greater than that. We all should hope to be the best and be unstoppable by preparing for the worst; just in case. We have that action plan, just in case, and this applies to all aspects of your life; your business, family, kids, relationships, and health. 
Don't Put Your Eggs in One Basket
  • ​You need to be in full control of yourself when things come up. You need to feel that power; I don't have it all figured out, but somehow, I always have it figured out. Embrace that and know that you can always figure it out after you get out of your head. Your job is not to let it linger for weeks and months at a time until you can muster up the courage to get out of that. Be intentional about it; you have full control because you have always figured it out. 
  • ​Sometimes we put all of our eggs in one basket, we get that one deal, and all we can do is cater to that one client. We plan what we will do with the money, but when the deal doesn't happen because the expectations were so high, we are devastated. It is your job to get more clients because if everything is riding on that one deal, it isn't your client's fault; it is your fault for not having more clients behind that. It is your fault for not generating enough leads, for not marketing enough; that is the real lesson. That lays the responsibility strictly one you and you will learn that after spending years in that pit or learning it now. Your deal always has a possibility of falling through, what are you going to do about it? 
  • ​How are you prepared if it doesn't go through? Sitting in the pit can be painful, and you lose power, you lose focus; you need to do your due diligence and find more deals and more families to help. You need to have that plan, just in case and then you won't be devastated. 
  • ​Carla stepped up when she had too because I was a mess and I can't imagine how much more powerfully we would be if I had taken a moment just in case it didn't work; instead of leaving her all by herself adding that additional stress on her. She should have had a man to back her up, but instead, she had a weak boy. Carla carried the entire load and burden as the whole. 
  • ​There are those of us who completely shut down when things don't go our way, and you allow your partner to carry the burden. You put it on your kids to carry the burden. It's not right. You need to become fierce and have that sense of appreciation for yourself. A sound back up plan will alleviate some of the anxiety away with execution. 
  • ​Appreciate the losses because that is when you learn the most; appreciate the rejection because now you can tweak and change your approach with your clients. It doesn't mean you're a failure if it doesn't go your way; this a skill set within the million others you need to become a master at this game. 
  • ​Take some time to reflect on the lessons that life is teaching you and make sure to prepare in case things don't go your way. There is power in everything; it depends on how you look at it. As I go through the five things, you will see some similarities of things you have done. 
  • 1. Ask yourself now what?
  • 2. Reflection
  • 3. What is the lesson?
  • 4. What advice would you give others? 
  • 5. Appreciation for what you have been through.
Concept + Execution = Growth
CUSTOM JAVASCRIPT / HTML
Today I woke up with a list of things to get done, the commitments I had made. I didn't want to do any of them. I reminded myself that it is in those times that I need to push myself to execute what I need to do so I can experience the exponential growth I desire. I am a man of my word, and if I say I am going to do it, I will; some days the process sucks, but the results are my focus. You need to let go of the story in your head that is telling you that it's okay not to go all-in today, to relax a bit, you've earned it. Those are the days that you need to refocus, recommit, and realign yourself with the commitments you have made to get the results that you want. When you remain committed to your purpose, your family will see it, and so will you. 
The Process Sucks
  • ​Your ability to take an idea to execution is what will determine your success. I had a few lessons about that this morning; when you have a concept that you can execute that is where the growth happens. I love to work out and feel good because I have attached myself to the result and to how it feels. You need to understand what that feeling of success is, that feeling of closing transactions and that feeling of having money injected into your bank account. That is what has to be the driving force for us to do it over and over again.
  • ​You can't just think about the process because the process sucks; you don't love everything you do. The process sometimes sucks, and that's why it is called a process; it's work. This morning I got up at 5 am, and I took the dogs out, and I felt like I was wasting time. Usually, I am taking my vitamins and getting out the door to the gym. This morning I wasn't feeling it and started to make excuses for myself; I'm exhausted, and my body needs recovery. I considered waking up my girls to take a walk instead and spend time with them. 
  • ​All of these stories came about what I could do instead of the things I was supposed to do; work out every day. I have committed to do something productive for my body every day because I understand the feeling that comes from it. After I work out the feeling that comes from it is that I am going to go out and kill it. I started to buy into the story that I was tired and needed to rest. 
  • ​It can happen in different aspects of your life. For your business, you can close a bunch of transactions; you think you deserve a day off; you are going off of your feelings and not commitment. My commitment says I have to show up every day, and your commitment to your business says you have to show up regardless of how many transactions you close. 
  • ​There is a sense of comfort that we tend to grasp onto and support it with the story that we have been working hard, and that was my story. Then I remembered I committed, and I said I was going to do something, and that is what I was going to do. Period. My word is gold; my family understands that I understand that and people in my sphere understand that. When I say it is going to get done, it is going to get done. Every time you say something and don't do it, you erode that confidence and trust. 
  • ​You may be able to get away with it for a while, your family won't notice, and your friends won't notice but you will. You will start to erode that power that you feel. I finally decided to go to the gym, and I sat there and looked at the weights, not wanting to go at it. I didn't know why, but I knew how I would feel afterwards. I picked up the weights and convinced myself to go light and workout for 40 minutes. I started to lift weights, and something happened within me, I felt inspired to go harder. I was feeling strong, and it motivated me to go harder. 
  • ​The feelings I had before were now long gone because I decided to get going. Some of you are stuck in a place of exhausting yourself mentally and physically by just thinking about it. You are overwhelmed by the things you have to do so you do nothing at all. It is frustrating to see so much potential around me, and those of you that are not willing to take the next step because you don't feel like it; opposed to taking that commitment and accessing that power as we talked about in P3, the Prime 3. 
  • ​Access that power to do something for yourself mentally and physically and remind yourself why it is that you are doing it through your purpose; internally for you, it is about the feeling you get from success and accomplishment — then back that up through the external purpose because of the lifestyle you want to live for you and your family. You ultimately will get the results, which is the profit. That is all the P3 stands for, and if you follow that methodology, you will get everything you want; through Power, Purpose, and Profits. 
Committed to Conviction
  • I saw so many eyes light up in last week's meeting, and yet some of you can't get past the feeling; even those that are producing. Because being comfortable is just as bad if not worse than not producing at all. Some of you have taken significant steps to have the most successful quarter you have ever had, and then comfort sets in. You can blow the lid off of this game and build the lifestyle you have only imagined. 
  • ​We are always in this battle though of fighting our feelings as opposed to looking at the commitments we have made. I want you to refocus on the commitments as opposed to focusing on how you are feeling; then executing on what your commitments were. I executed today because I had a commitment, and my commitment is that I work out every fricken day; that is the commitment. The feelings said that I could take the day off, you work so hard; you got the results already, you're feeling good so chill. 
  • ​I have a conviction about commitment because I know where my feelings take me. They take me to mediocrity, and my commitment takes me to limits I had no idea were available to me. So I was in there, and I was piling on the weights, and I did weight I hadn't done in years, and I tried the 95's; my dumbbells only go to 100. They had dust on them because that's how long it had been since I used them. I dusted them off, and I picked them up, and I did the most weight I had done in two years since my surgery. 
  • ​If I would have backtracked 40 minutes before that moment would have lost out on the fire I have right now and the appreciation of how far I have come. I have come from a place of wishing I could pick up my daughters to now throwing up 100 pounders. I remember those times of feeling sorry for myself. I killed it, and I feel good. 
  • ​I know some of you are hurting financially, and your confidence is down the drain because you aren't where you want to be. The struggle is hard; getting the business up and going is hard; taking the business to the next level is hard. Some of you are getting too comfortable because you have more money than you have ever had. I am going to remind you that wherever you are, wherever that may be, there is always more within you. If your struggling your back is against the wall right now, it is time to get over those feelings, that ego that you have and start doing the things you know will work. 
  • ​It's time to do the things you don't feel like doing; sending emails, making phone calls, texting, Open Houses, putting yourself out there and declaring you are the authority. Don't give me that story that you aren't committed, every one of you is committed. The problem is that some of us are committed to the story of why we can't, but you are still committed so I will give you that. Maybe you need to commit to showing that you can. 
  • ​There is more riding on you than just your feelings. We have laid out a basic framework, a foundation that is almost too easy. But if you tap into the source, the Prime 3, understanding that it is your responsibility to access that power, that fuel, which we all need; you can't get it sitting at your house, thinking about working out and not doing it. You won't get there if you put being just a mom, or just a Dad ahead of your purpose, which is a feeling. You are capable of having it all, so your commitment is where the story needs to change.
  • ​You need to access that fire by taking care of you, and then you fuel it through your purpose, which is connected to the feeling of when you accomplish certain things. Then take a step back and figure out why. Maybe you would like your kids to see you operate in power, then you can say you are doing it for them, but first, it is about you and overcoming those stories by executing on the idea. Executing on the thoughts you had at the sales meeting, the thoughts you had last night about all the great things you would do. 
Take a Stand
  • ​I had a whole plan of what I was going to do today, and I became overwhelmed. So overwhelmed that I didn't want to go to the gym. We all have great ideas, and I had a checklist a mile long of things I need to take care of. If I went based on my feelings, none of that shit would have been done. I want you to tap into that power and remind yourself of your purpose; you will then realize the profits every single time. It is a simple formula, and it all comes down to me, asking you to fight for yourself. 
  • ​You need that fire and to remind yourself that you are committed and not just committed to the stories of why you can't. This is it, and it is up to you. I used to feel so bad when I saw wasted potential in those that were not taking it to the next level. Producers that were at 5 - 8 million but then couldn't make it to the next level. It has nothing to do with me or your family; it has to do with you. When you take that responsibility, there is a whole new level of solutions that you can come up with. Take that thought process and start to execute it. 
  • ​I pushed myself this morning, and I feel powerful. Because I know my commitment is more powerful than my feelings. Think about what it is you have been wanting to do and then execute on that. We all have things we don't want to do; it's a process, and the process sucks. Your job is to focus on the profits and the outcomes, the results, and accomplishments. If you are getting stuck on step number one, it is going to be a hard life. 
  • ​If you can't do this with your business, good luck in your relationships, good luck building that confidence. We all have ideas, but now it's time to execute and stop holding back; you need to become an authority in your space. People need to get tired of seeing you so much and so committed to your craft of helping others get what they want. That one post today is not enough; the one live video is not enough; how bad do you want it? If you don't have what you want right now than you are leaving a lot on the table of the things you are not doing, because of the feelings, not your commitment. 
  • ​We are all committed; it's just that successful people know how to execute on those commitments. They don't delay it. You have the framework and a clear guideline of what you have to accomplish by the end of the year. The only way you won't reach it is if you continue to tap into the feelings of not wanting to do it. 
  • ​I know where I am going by the end of the year, and I am asking you to take a stand for yourself and come with me. I don't want to look at you and see the lost potential; the reality that instead of it being a 15 million dollar year, you got comfortable at seven. I understand the benefits of raising that bar for yourself and doing the things you are capable of. The byproduct of that is your family will notice and you will also. You need to level up every aspect of your life and do this for yourself. 
  • ​Understand that you are committed but can you have that commitment with more conviction or feelings. That is what the game is all about. The process will wear you out; you need to shift and focus on the results. We get upset when we don't have the results, but we have been avoiding the process. It is not about finding an easy path but focusing on accomplishment. The focus is not to steer away from what has worked to find an easier path but to double down on that process.
  • ​When you avoid the process, you miss out on an opportunity and then wonder three months down the road what happened. When you find a process that works double down on that, build on that. Be okay with having money in the bank and don't feel you need to spend it. You need to be committed and go back and look at your trends. Each one of us has a process that works, and you can see that in the months that you killed it and the months that the industry killed you. 
  • ​The action items were what happened 60 and 90 days before that; you need to analyze those results and double down on the commitment, not the feeling. Let's live up to our commitments and not question that. Each one of you has that embedded into your DNA; now it is about choosing the right processes regardless of how we feel and then executing on them. 
  • ​Take a moment and write down the things that you have to do; put it in a checklist. Get used to being able to check that stuff off. It will build your confidence and give you a sense of accomplishment; that is what purpose is all about.
CUSTOM JAVASCRIPT / HTML
Today I woke up with a list of things to get done, the commitments I had made. I didn't want to do any of them. I reminded myself that it is in those times that I need to push myself to execute what I need to do so I can experience the exponential growth I desire. I am a man of my word, and if I say I am going to do it, I will; some days the process sucks, but the results are my focus. You need to let go of the story in your head that is telling you that it's okay not to go all-in today, to relax a bit, you've earned it. Those are the days that you need to refocus, recommit, and realign yourself with the commitments you have made to get the results that you want. When you remain committed to your purpose, your family will see it, and so will you. 
The Process Sucks
  • ​Your ability to take an idea to execution is what will determine your success. I had a few lessons about that this morning; when you have a concept that you can execute that is where the growth happens. I love to work out and feel good because I have attached myself to the result and to how it feels. You need to understand what that feeling of success is, that feeling of closing transactions and that feeling of having money injected into your bank account. That is what has to be the driving force for us to do it over and over again.
  • ​You can't just think about the process because the process sucks; you don't love everything you do. The process sometimes sucks, and that's why it is called a process; it's work. This morning I got up at 5 am, and I took the dogs out, and I felt like I was wasting time. Usually, I am taking my vitamins and getting out the door to the gym. This morning I wasn't feeling it and started to make excuses for myself; I'm exhausted, and my body needs recovery. I considered waking up my girls to take a walk instead and spend time with them. 
  • ​All of these stories came about what I could do instead of the things I was supposed to do; work out every day. I have committed to do something productive for my body every day because I understand the feeling that comes from it. After I work out the feeling that comes from it is that I am going to go out and kill it. I started to buy into the story that I was tired and needed to rest. 
  • ​It can happen in different aspects of your life. For your business, you can close a bunch of transactions; you think you deserve a day off; you are going off of your feelings and not commitment. My commitment says I have to show up every day, and your commitment to your business says you have to show up regardless of how many transactions you close. 
  • ​There is a sense of comfort that we tend to grasp onto and support it with the story that we have been working hard, and that was my story. Then I remembered I committed, and I said I was going to do something, and that is what I was going to do. Period. My word is gold; my family understands that I understand that and people in my sphere understand that. When I say it is going to get done, it is going to get done. Every time you say something and don't do it, you erode that confidence and trust. 
  • ​You may be able to get away with it for a while, your family won't notice, and your friends won't notice but you will. You will start to erode that power that you feel. I finally decided to go to the gym, and I sat there and looked at the weights, not wanting to go at it. I didn't know why, but I knew how I would feel afterwards. I picked up the weights and convinced myself to go light and workout for 40 minutes. I started to lift weights, and something happened within me, I felt inspired to go harder. I was feeling strong, and it motivated me to go harder. 
  • ​The feelings I had before were now long gone because I decided to get going. Some of you are stuck in a place of exhausting yourself mentally and physically by just thinking about it. You are overwhelmed by the things you have to do so you do nothing at all. It is frustrating to see so much potential around me, and those of you that are not willing to take the next step because you don't feel like it; opposed to taking that commitment and accessing that power as we talked about in P3, the Prime 3. 
  • ​Access that power to do something for yourself mentally and physically and remind yourself why it is that you are doing it through your purpose; internally for you, it is about the feeling you get from success and accomplishment — then back that up through the external purpose because of the lifestyle you want to live for you and your family. You ultimately will get the results, which is the profit. That is all the P3 stands for, and if you follow that methodology, you will get everything you want; through Power, Purpose, and Profits. 
Committed to Conviction
  • I saw so many eyes light up in last week's meeting, and yet some of you can't get past the feeling; even those that are producing. Because being comfortable is just as bad if not worse than not producing at all. Some of you have taken significant steps to have the most successful quarter you have ever had, and then comfort sets in. You can blow the lid off of this game and build the lifestyle you have only imagined. 
  • ​We are always in this battle though of fighting our feelings as opposed to looking at the commitments we have made. I want you to refocus on the commitments as opposed to focusing on how you are feeling; then executing on what your commitments were. I executed today because I had a commitment, and my commitment is that I work out every fricken day; that is the commitment. The feelings said that I could take the day off, you work so hard; you got the results already, you're feeling good so chill. 
  • ​I have a conviction about commitment because I know where my feelings take me. They take me to mediocrity, and my commitment takes me to limits I had no idea were available to me. So I was in there, and I was piling on the weights, and I did weight I hadn't done in years, and I tried the 95's; my dumbbells only go to 100. They had dust on them because that's how long it had been since I used them. I dusted them off, and I picked them up, and I did the most weight I had done in two years since my surgery. 
  • ​If I would have backtracked 40 minutes before that moment would have lost out on the fire I have right now and the appreciation of how far I have come. I have come from a place of wishing I could pick up my daughters to now throwing up 100 pounders. I remember those times of feeling sorry for myself. I killed it, and I feel good. 
  • ​I know some of you are hurting financially, and your confidence is down the drain because you aren't where you want to be. The struggle is hard; getting the business up and going is hard; taking the business to the next level is hard. Some of you are getting too comfortable because you have more money than you have ever had. I am going to remind you that wherever you are, wherever that may be, there is always more within you. If your struggling your back is against the wall right now, it is time to get over those feelings, that ego that you have and start doing the things you know will work. 
  • ​It's time to do the things you don't feel like doing; sending emails, making phone calls, texting, Open Houses, putting yourself out there and declaring you are the authority. Don't give me that story that you aren't committed, every one of you is committed. The problem is that some of us are committed to the story of why we can't, but you are still committed so I will give you that. Maybe you need to commit to showing that you can. 
  • ​There is more riding on you than just your feelings. We have laid out a basic framework, a foundation that is almost too easy. But if you tap into the source, the Prime 3, understanding that it is your responsibility to access that power, that fuel, which we all need; you can't get it sitting at your house, thinking about working out and not doing it. You won't get there if you put being just a mom, or just a Dad ahead of your purpose, which is a feeling. You are capable of having it all, so your commitment is where the story needs to change.
  • ​You need to access that fire by taking care of you, and then you fuel it through your purpose, which is connected to the feeling of when you accomplish certain things. Then take a step back and figure out why. Maybe you would like your kids to see you operate in power, then you can say you are doing it for them, but first, it is about you and overcoming those stories by executing on the idea. Executing on the thoughts you had at the sales meeting, the thoughts you had last night about all the great things you would do. 
Take a Stand
  • ​I had a whole plan of what I was going to do today, and I became overwhelmed. So overwhelmed that I didn't want to go to the gym. We all have great ideas, and I had a checklist a mile long of things I need to take care of. If I went based on my feelings, none of that shit would have been done. I want you to tap into that power and remind yourself of your purpose; you will then realize the profits every single time. It is a simple formula, and it all comes down to me, asking you to fight for yourself. 
  • ​You need that fire and to remind yourself that you are committed and not just committed to the stories of why you can't. This is it, and it is up to you. I used to feel so bad when I saw wasted potential in those that were not taking it to the next level. Producers that were at 5 - 8 million but then couldn't make it to the next level. It has nothing to do with me or your family; it has to do with you. When you take that responsibility, there is a whole new level of solutions that you can come up with. Take that thought process and start to execute it. 
  • ​I pushed myself this morning, and I feel powerful. Because I know my commitment is more powerful than my feelings. Think about what it is you have been wanting to do and then execute on that. We all have things we don't want to do; it's a process, and the process sucks. Your job is to focus on the profits and the outcomes, the results, and accomplishments. If you are getting stuck on step number one, it is going to be a hard life. 
  • ​If you can't do this with your business, good luck in your relationships, good luck building that confidence. We all have ideas, but now it's time to execute and stop holding back; you need to become an authority in your space. People need to get tired of seeing you so much and so committed to your craft of helping others get what they want. That one post today is not enough; the one live video is not enough; how bad do you want it? If you don't have what you want right now than you are leaving a lot on the table of the things you are not doing, because of the feelings, not your commitment. 
  • ​We are all committed; it's just that successful people know how to execute on those commitments. They don't delay it. You have the framework and a clear guideline of what you have to accomplish by the end of the year. The only way you won't reach it is if you continue to tap into the feelings of not wanting to do it. 
  • ​I know where I am going by the end of the year, and I am asking you to take a stand for yourself and come with me. I don't want to look at you and see the lost potential; the reality that instead of it being a 15 million dollar year, you got comfortable at seven. I understand the benefits of raising that bar for yourself and doing the things you are capable of. The byproduct of that is your family will notice and you will also. You need to level up every aspect of your life and do this for yourself. 
  • ​Understand that you are committed but can you have that commitment with more conviction or feelings. That is what the game is all about. The process will wear you out; you need to shift and focus on the results. We get upset when we don't have the results, but we have been avoiding the process. It is not about finding an easy path but focusing on accomplishment. The focus is not to steer away from what has worked to find an easier path but to double down on that process.
  • ​When you avoid the process, you miss out on an opportunity and then wonder three months down the road what happened. When you find a process that works double down on that, build on that. Be okay with having money in the bank and don't feel you need to spend it. You need to be committed and go back and look at your trends. Each one of us has a process that works, and you can see that in the months that you killed it and the months that the industry killed you. 
  • ​The action items were what happened 60 and 90 days before that; you need to analyze those results and double down on the commitment, not the feeling. Let's live up to our commitments and not question that. Each one of you has that embedded into your DNA; now it is about choosing the right processes regardless of how we feel and then executing on them. 
  • ​Take a moment and write down the things that you have to do; put it in a checklist. Get used to being able to check that stuff off. It will build your confidence and give you a sense of accomplishment; that is what purpose is all about.
Did You Forget?
Did You Forget?
CUSTOM JAVASCRIPT / HTML
I have been reminded lately of what I have forgotten. The fruits of my labors are all around me, but at times, I am reminded of the sacrifices and hard work it took to get where I am today. My marriage is thriving, but it wasn't always. My business is growing, but there was a time I was ready to walk away. You can't let the burdens and pressures of your every day dictate what your tomorrow will bring. Your journey has been long, but your future is on track to bring you what you want from it; you need to stay the course for that to happen. That job you left to be here; the reasons you wanted to go all-in on yourself are still present. You need to tap into the power you possess and claim what you have earned, and sacrificed for. Pressure creates passion and growth; or have you forgotten?
Did You Forget?
  • ​I had a lot of reminders today of how I should not forget about the journey I have had in my marriage and business; The journey I have been on to reconnect with my daughter and fight every day for what I have. 
  • ​I had an opportunity this weekend to take my daughters to 2 different colleges for volleyball camp. My ten-year-old was so excited because it was her first time staying at a camp and she got to stay in the dorms like a college girl. She will be there for three nights and everyday she has checked in with us; she is so elated and excited not only about volleyball but also the campus. 
  • ​I realized as we dropped off our eldest daughter at ASU that none of this would be possible if Carla and I hadn't fought for what we wanted. 
  • ​Any great achievement we have had is because of our sacrifices because we decided to fight, and that saddened me a bit. 
  • ​Everything you have, the income in your bank account, the status of your relationship is a culmination of fighting or conceding in retrospect. I had a lot of appreciation for what we decided to do because a few years ago we hit rock bottom in our relationship. It was a mutual agreement that we couldn't keep it together. It was too much history, too much resentment, and too many bad memories. 
  • ​We wanted more, and I think there was just too much entitlement. We felt like the other person owed us for all the sacrifices we made personally. It was rough and later on in January of 2014 I was walking out of my office after giving up close to 75% of my income, going from a realtor to trying to grow this brokerage; it was an immense sacrifice, and it put a lot of financial pressure on our relationship. 
  • ​We had been through this position before where money was not as fruitful as it had been and here we are doing it again as I decide to go and grow this brokerage. The money I was making as a realtor was much greater than the money I was making as a broker. I was heavily vested, and the energy and time that it took to grow this was tough; it didn't pay off very well. 
  • ​I remember walking out of the office and walking out into the parking lot, and I had forgotten why I had done this. I wanted out, and I was prepared to shut this down. I walked to my car and sat there for 30 minutes, pondering what I should do. My marriage wasn't where it should be, this business was going south quickly, despite all of my efforts, there was no fruit to my labor. It was a drought, and it was heavy, and bills were piling up again; I promised my family I would not put us in that position again. We have faced this before, and we thought we took the right precautions never to face it again.
  • ​But yet here we are again, as I follow this voice that tells me I must grow this brokerage. It made no financial sense, and it put more burden and chaos on my marriage; none of it made sense. I was more disconnected with my girls than I had ever been. The reason certain things don't make sense is that we forget. We forget why we took those steps, to begin with. Why we married our spouse, and why we got into this business.
What a Shame
  • What a shame it would have been to sacrifice it all; all of that pressure we endured, every day, and just quit. If I had not remembered why we would not be here today; We wouldn't be running as a group today. I think we fail to realize that we need to continually remind ourselves why we even started why we took on the pressure because there are many other things we could do with a fraction of the stress it takes to be in this business. 
  • ​Many of us left jobs that we hated that brought out the worst in us. We have a few bad months here, and we think that other job wasn't that bad, maybe you can go back. What a shame, right? I sat in my car, thinking about how far I'd come in my business and marriage. What a shame it would be to go through all of that growth and then stop. 
  • ​It was at that moment I decided to fight. I reminded myself of why I started, why I got married, and why I decided to go from an agent to a broker, to a broker-owner. My confidence was lost, and it was battered and bruised by my eternal fights and my external conflicts with Carla. 
  • ​As I was at my lowest point, it seemed like comparison was all around me. Everyone is doing it better, greater, and no one had the same issues that I did. That was my thought process because I forgot. It comes down to a decision; it comes down to having that conviction and fighting for what you want. 
  • ​I sat there defeated, being pulled by my thoughts that were becoming a fact; I'm not good enough, my wife doesn't appreciate me, I can do other things and find someone else. We allow these thoughts to pull us to the point that we start to see it as fact when it is all a fallacy; a fallacy based on a story that isn't true.
  • ​I stopped those thoughts, and it took me a while. I was self-loathing, I was projecting, and it seemed like the good angel on my shoulder whispered in my ear, "Did you forget?" Forget what? The love you have for your wife, the love for your children, for your business and your higher calling; did you forget? The promise you made that your job would be to impact individuals, that your job was to love your wife and lead your family? The pressures of life will make you forget because we are caught up in our sad stories sometimes, defeated by a contract that goes south. 
  • ​When we think about how minor and insignificant one contract is or one bad client or one bad deal is; in the greater scope of life, how insignificant that it breaks it down. One small little failure, it breaks you down. No one walks into your Open House, and you start thinking you have to go back, forgetting how painful it was to work where you were previously. The insignificance of these battles we are in, but we magnify the issue when it is no problem at all. Because our focus is there staring us right in the face and it becomes a big issue. All we need to do is take a step back and realize, the problem is not as big as we thought. 
What are You Fighting For?
  • ​When we forget it is because we lost the vision of why we got into this business. Why did you take on the turmoil of the pressures of marketing, sales, and systems? You're constantly trying to fill your pipeline; why? There is a reason, and if you don't keep that focus on "why" you will never have a clear plan of action, and you will lose the focus. It will reach a point where you get defeated by a simple contract. 
  • ​Now all of a sudden we discredit everything we went through and all of the sacrifices we made. Did we walk away from our careers only to come this far? All of the excitement we had and the reassurance that we would work our butts off every single day, go by the wayside as we pretend not to know what to do and how to do it. 
  • ​What a shame to end a marriage that we both wanted and not all marriages are supposed to last. What a shame to stay in a marriage that you both know you shouldn't be in. What a shame not to fight for yourself; I had to fight for what I believed in, and I believed in myself. Although financially I wasn't in that place, there were fights that broke out where Carla would say that I had to go back out and sell real estate. The bills were piling up, and we couldn't afford to go down that path. But I remembered why I did it, and it was beyond me, and it was a promise that I made. I was going to make a bigger impact than just to my own pockets, but to others lives. I made that promise.
  • ​When I was 17 years old laying on my deathbed, I made that promise. Years later I fell short because it was all about self-gain and selfishness. So much so that I was breaking up my family because I was out of integrity. It is essential that you start to think about where you are today and why you even got to this place. 
  • ​When you start to appreciate the journey that you have been through, the financial hardships, the pressures we face in business are just a fraction of what you have already surpassed. These marital problems are only a fraction of what you have been through, and we cannot forget the power we possess when the challenge is in front of us; that is the first thing that goes out the window. You need not forget the goals and ambitions, not to forget the power you possess, and not to forget the journey you have taken. 
  • ​This is it, and you have to declare it today; what is it that you want? Then fight for it. You can not let it go and then pretend that it isn't an issue. You can't pretend that things will get better when you make no effort to make it better. You can't be oblivious; you need to fight for yourself first and foremost and then decide what you want to do with the other aspects of your life. First fight for you, not in a selfish way but in a way that empowers you to realize why you got married, and why you are in this business and what your role is as a parent.
  • ​This business will leave you battered and bruised, and create a lot of havoc, and unhealthy habits; this business is tough. For those of you that have been in the game for over ten years, congratulations to you; You're still in it, and now it's your job to create the lifestyle so you can support it without burning out or giving up on yourself. This is the game, and I want you to declare that with conviction and be all-in. Decide what you want. 
The Power You Possess
  • ​This business is very profitable, and we need to be grateful for that. We have the potential to make a lot of money. I was used to making that kind of money, but it was all for self-gain, and I wasn't out there trying to change lives; it was all selfish, and I had to sacrifice a lot. A lot of you that were here at that time probably felt the pressure that I was under. The stress I was feeling I also put onto Carla. She wasn't in full power because she couldn't trust that I was going to make the right decisions. Even though I had a voice calling me to do this, I was often weakened by my thoughts. As breadwinners if our thoughts weaken us, we don't have the confidence of our spouses; and they feel the pressure because they know what is going on. 
  • ​We become defined by that one bad escrow, that one bad experience and we disregard all of the obstacles that we have overcome, all of the tragedies and trials that we went through. We overlook all of that, at that specific moment, and we define ourselves as a failure. I have been there many times, not realizing that I had an amazing journey. You have had an amazing journey. 
  • ​We are that small fraction of realtors that had the conviction to go all in. There is something special about small business owners, entrepreneurs, and self proprietors. A majority of the population would love to do what we do; only a small fraction decided to do what we did; to go all-in on all the pressures that follow suit.
  • ​The pressures don't only impact our financial situation; it goes way beyond that and impacts everything. The strains that it puts on our marriage, family, and relationships. It took me six months and a $180,000 escrow to bring my fire back. Those six months is something we have control over, and there are some things we will never have control over; obstacles we can not see.
  • ​A lot of it we can keep at bay, by doing the things that we know will make us better. There are sometimes things that rock us and are out of our control. The only thing we have control over is how long we decide to stay there; in that pit. That is the only thing we have control over. 
  • ​You make up a story that you aren't good enough until you decide to do something about it. You will face that again, but next time you will be wiser and stronger, and it won't take you six months, it may only take you six days, six hours or six minutes. That is what we have control over. Life will knock you on your ass; how long do you want to stay there? 
  • ​I want you to think about the remaining 5 and a half months you have, to create the best year that you have had. To mend relationships, to get in better physical health and start thinking more positively about yourself. We cannot forget why we began, and you need to take that time to reflect. You can't forget the power you possess, you have been through too much; you have dealt with your fair share of pain.
CUSTOM JAVASCRIPT / HTML
I have been reminded lately of what I have forgotten. The fruits of my labors are all around me, but at times, I am reminded of the sacrifices and hard work it took to get where I am today. My marriage is thriving, but it wasn't always. My business is growing, but there was a time I was ready to walk away. You can't let the burdens and pressures of your every day dictate what your tomorrow will bring. Your journey has been long, but your future is on track to bring you what you want from it; you need to stay the course for that to happen. That job you left to be here; the reasons you wanted to go all-in on yourself are still present. You need to tap into the power you possess and claim what you have earned, and sacrificed for. Pressure creates passion and growth; or have you forgotten?
Did You Forget?
  • ​I had a lot of reminders today of how I should not forget about the journey I have had in my marriage and business; The journey I have been on to reconnect with my daughter and fight every day for what I have. 
  • ​I had an opportunity this weekend to take my daughters to 2 different colleges for volleyball camp. My ten-year-old was so excited because it was her first time staying at a camp and she got to stay in the dorms like a college girl. She will be there for three nights and everyday she has checked in with us; she is so elated and excited not only about volleyball but also the campus. 
  • ​I realized as we dropped off our eldest daughter at ASU that none of this would be possible if Carla and I hadn't fought for what we wanted. 
  • ​Any great achievement we have had is because of our sacrifices because we decided to fight, and that saddened me a bit. 
  • ​Everything you have, the income in your bank account, the status of your relationship is a culmination of fighting or conceding in retrospect. I had a lot of appreciation for what we decided to do because a few years ago we hit rock bottom in our relationship. It was a mutual agreement that we couldn't keep it together. It was too much history, too much resentment, and too many bad memories. 
  • ​We wanted more, and I think there was just too much entitlement. We felt like the other person owed us for all the sacrifices we made personally. It was rough and later on in January of 2014 I was walking out of my office after giving up close to 75% of my income, going from a realtor to trying to grow this brokerage; it was an immense sacrifice, and it put a lot of financial pressure on our relationship. 
  • ​We had been through this position before where money was not as fruitful as it had been and here we are doing it again as I decide to go and grow this brokerage. The money I was making as a realtor was much greater than the money I was making as a broker. I was heavily vested, and the energy and time that it took to grow this was tough; it didn't pay off very well. 
  • ​I remember walking out of the office and walking out into the parking lot, and I had forgotten why I had done this. I wanted out, and I was prepared to shut this down. I walked to my car and sat there for 30 minutes, pondering what I should do. My marriage wasn't where it should be, this business was going south quickly, despite all of my efforts, there was no fruit to my labor. It was a drought, and it was heavy, and bills were piling up again; I promised my family I would not put us in that position again. We have faced this before, and we thought we took the right precautions never to face it again.
  • ​But yet here we are again, as I follow this voice that tells me I must grow this brokerage. It made no financial sense, and it put more burden and chaos on my marriage; none of it made sense. I was more disconnected with my girls than I had ever been. The reason certain things don't make sense is that we forget. We forget why we took those steps, to begin with. Why we married our spouse, and why we got into this business.
What a Shame
  • What a shame it would have been to sacrifice it all; all of that pressure we endured, every day, and just quit. If I had not remembered why we would not be here today; We wouldn't be running as a group today. I think we fail to realize that we need to continually remind ourselves why we even started why we took on the pressure because there are many other things we could do with a fraction of the stress it takes to be in this business. 
  • ​Many of us left jobs that we hated that brought out the worst in us. We have a few bad months here, and we think that other job wasn't that bad, maybe you can go back. What a shame, right? I sat in my car, thinking about how far I'd come in my business and marriage. What a shame it would be to go through all of that growth and then stop. 
  • ​It was at that moment I decided to fight. I reminded myself of why I started, why I got married, and why I decided to go from an agent to a broker, to a broker-owner. My confidence was lost, and it was battered and bruised by my eternal fights and my external conflicts with Carla. 
  • ​As I was at my lowest point, it seemed like comparison was all around me. Everyone is doing it better, greater, and no one had the same issues that I did. That was my thought process because I forgot. It comes down to a decision; it comes down to having that conviction and fighting for what you want. 
  • ​I sat there defeated, being pulled by my thoughts that were becoming a fact; I'm not good enough, my wife doesn't appreciate me, I can do other things and find someone else. We allow these thoughts to pull us to the point that we start to see it as fact when it is all a fallacy; a fallacy based on a story that isn't true.
  • ​I stopped those thoughts, and it took me a while. I was self-loathing, I was projecting, and it seemed like the good angel on my shoulder whispered in my ear, "Did you forget?" Forget what? The love you have for your wife, the love for your children, for your business and your higher calling; did you forget? The promise you made that your job would be to impact individuals, that your job was to love your wife and lead your family? The pressures of life will make you forget because we are caught up in our sad stories sometimes, defeated by a contract that goes south. 
  • ​When we think about how minor and insignificant one contract is or one bad client or one bad deal is; in the greater scope of life, how insignificant that it breaks it down. One small little failure, it breaks you down. No one walks into your Open House, and you start thinking you have to go back, forgetting how painful it was to work where you were previously. The insignificance of these battles we are in, but we magnify the issue when it is no problem at all. Because our focus is there staring us right in the face and it becomes a big issue. All we need to do is take a step back and realize, the problem is not as big as we thought. 
What are You Fighting For?
  • ​When we forget it is because we lost the vision of why we got into this business. Why did you take on the turmoil of the pressures of marketing, sales, and systems? You're constantly trying to fill your pipeline; why? There is a reason, and if you don't keep that focus on "why" you will never have a clear plan of action, and you will lose the focus. It will reach a point where you get defeated by a simple contract. 
  • ​Now all of a sudden we discredit everything we went through and all of the sacrifices we made. Did we walk away from our careers only to come this far? All of the excitement we had and the reassurance that we would work our butts off every single day, go by the wayside as we pretend not to know what to do and how to do it. 
  • ​What a shame to end a marriage that we both wanted and not all marriages are supposed to last. What a shame to stay in a marriage that you both know you shouldn't be in. What a shame not to fight for yourself; I had to fight for what I believed in, and I believed in myself. Although financially I wasn't in that place, there were fights that broke out where Carla would say that I had to go back out and sell real estate. The bills were piling up, and we couldn't afford to go down that path. But I remembered why I did it, and it was beyond me, and it was a promise that I made. I was going to make a bigger impact than just to my own pockets, but to others lives. I made that promise.
  • ​When I was 17 years old laying on my deathbed, I made that promise. Years later I fell short because it was all about self-gain and selfishness. So much so that I was breaking up my family because I was out of integrity. It is essential that you start to think about where you are today and why you even got to this place. 
  • ​When you start to appreciate the journey that you have been through, the financial hardships, the pressures we face in business are just a fraction of what you have already surpassed. These marital problems are only a fraction of what you have been through, and we cannot forget the power we possess when the challenge is in front of us; that is the first thing that goes out the window. You need not forget the goals and ambitions, not to forget the power you possess, and not to forget the journey you have taken. 
  • ​This is it, and you have to declare it today; what is it that you want? Then fight for it. You can not let it go and then pretend that it isn't an issue. You can't pretend that things will get better when you make no effort to make it better. You can't be oblivious; you need to fight for yourself first and foremost and then decide what you want to do with the other aspects of your life. First fight for you, not in a selfish way but in a way that empowers you to realize why you got married, and why you are in this business and what your role is as a parent.
  • ​This business will leave you battered and bruised, and create a lot of havoc, and unhealthy habits; this business is tough. For those of you that have been in the game for over ten years, congratulations to you; You're still in it, and now it's your job to create the lifestyle so you can support it without burning out or giving up on yourself. This is the game, and I want you to declare that with conviction and be all-in. Decide what you want. 
The Power You Possess
  • ​This business is very profitable, and we need to be grateful for that. We have the potential to make a lot of money. I was used to making that kind of money, but it was all for self-gain, and I wasn't out there trying to change lives; it was all selfish, and I had to sacrifice a lot. A lot of you that were here at that time probably felt the pressure that I was under. The stress I was feeling I also put onto Carla. She wasn't in full power because she couldn't trust that I was going to make the right decisions. Even though I had a voice calling me to do this, I was often weakened by my thoughts. As breadwinners if our thoughts weaken us, we don't have the confidence of our spouses; and they feel the pressure because they know what is going on. 
  • ​We become defined by that one bad escrow, that one bad experience and we disregard all of the obstacles that we have overcome, all of the tragedies and trials that we went through. We overlook all of that, at that specific moment, and we define ourselves as a failure. I have been there many times, not realizing that I had an amazing journey. You have had an amazing journey. 
  • ​We are that small fraction of realtors that had the conviction to go all in. There is something special about small business owners, entrepreneurs, and self proprietors. A majority of the population would love to do what we do; only a small fraction decided to do what we did; to go all-in on all the pressures that follow suit.
  • ​The pressures don't only impact our financial situation; it goes way beyond that and impacts everything. The strains that it puts on our marriage, family, and relationships. It took me six months and a $180,000 escrow to bring my fire back. Those six months is something we have control over, and there are some things we will never have control over; obstacles we can not see.
  • ​A lot of it we can keep at bay, by doing the things that we know will make us better. There are sometimes things that rock us and are out of our control. The only thing we have control over is how long we decide to stay there; in that pit. That is the only thing we have control over. 
  • ​You make up a story that you aren't good enough until you decide to do something about it. You will face that again, but next time you will be wiser and stronger, and it won't take you six months, it may only take you six days, six hours or six minutes. That is what we have control over. Life will knock you on your ass; how long do you want to stay there? 
  • ​I want you to think about the remaining 5 and a half months you have, to create the best year that you have had. To mend relationships, to get in better physical health and start thinking more positively about yourself. We cannot forget why we began, and you need to take that time to reflect. You can't forget the power you possess, you have been through too much; you have dealt with your fair share of pain.
Defining Moments
Defining Moments
CUSTOM JAVASCRIPT / HTML
Have you ever experienced a moment in your life that defined who you would become? Of course, you have, we all have. What we allow to define us will determine the path we follow for the rest of our lives. When tragedy strikes and failures come upon us, we need to shake off the story and stand firm in the belief that it will not define who we are. Pick yourself up and leave the story of failure behind you; keep your mind focused on moving forward, knowing that success can take more than one set back to be achieved fully. Let your success, not your failures define who you are and who you will be.
Defining Moments
  • ​What a great holiday weekend we had out in California; 30 degrees cooler and so many lessons learned. One of the things I am going to challenge you to do is to look at what life is teaching you, where you can improve it, and be better in all aspects of it. The more aware I am, the better life seems to get because I can reflect on what is going on in my life right now. 
  • ​It's a double-edged sword when you do that because now you know and it eliminates you being oblivious to why you don't have the things you desire and why you have the things you have. You become aware of why your life is the way it is. 
  • ​It's a great day today, and we are six months into this game, with six months remaining to achieve what we want. As a reminder, we do have a mid-year review that we have planned for July 18th, which you need to sign-up to attend. We have some cool merchandise to give away, recognition for our Top Producers for the first six months and we are going recalibrate and recommit as a group. 
  • ​Before we do that together I want you to start doing that now; don't wait until the 18th to realize what it is you want to create over the next six months. We are going to break it down; we are going to reverse engineer and identify what is possible for us over the six months. 
  • ​The topic at hand is Defining Moments. Problems and obstacles occur in our lives, and there are Defining Moments. Often these Defining Moments occur through our failures. They occur through tragedies and build certain things in our life, which we create stories from; fear, apprehension, hesitation, etc. There are all types of things that happen in Defining Moments, and it usually occurs when we fail at something.
  • ​It doesn't have to major occurrences; it can be minor things. One of them for us as a family, happened recently and maybe you can correlate this to your business and see yourself in certain aspects of what I am going to tell you. This weekend we were at the beach, and both of my daughters and I were playing in the ocean. We were letting the waves hit us and jumping up as the waves came down. I would grab both of their hands and reassure them, and wouldn't let them go. 
  • ​There was this one wave, in particular, that was too big, and I slipped and let go of my ten-year-olds hand. I was frantic in the water because I was supposed to hold her hand and I had reassured her of that, and I panicked for a split second. You will not win against mother nature. She wasn't necessarily in danger, as the water was shallow, but it freaked me out. It freaked her out more, and I could see the fear in her eyes after she got up. Immediately she told me she was done playing. 
  • ​This is a ten-year-old that was excited about the waves, she didn't want to get out of the water and all of the sudden something happens that causes her to question everything about her enjoying her time. We could have easily stopped, but I knew this was a Defining Moment for her. If she would have stopped playing in the ocean, the last thing she would have remembered about the ocean was that it was dangerous.
  • ​The last thing she would have remembered was that she didn't have fun because she swallowed some water and it scared her and knocked her down. If we would have stopped right there, that is the only memory she would have had.
  • ​I think it was so crucial for me to encourage her to stay in the water; she wanted to leave. I had to explain to her why it was vital for her to stay in the water. I reminded her of how much fun she was having, that she was in no danger at all because what was happening in her mind was that she was creating a story and defining her life moving forward about the fears of water. 
  • ​I sat there, and I told her she had to stay there, you love the water, and if you leave now, you will forget about all of the good memories we had here today. She hesitated and told me she wanted to go. As parents, we need to take a stand sometimes because we know better, I know better. I told her that we would go in the shallow water and she was okay with that, and we progressively began to go back to where we were initially. 
  • ​Was there some fear in her mind? Absolutely. She was able to overcome, and she shattered that story then and there. We are defined by the moments that we fail to overcome. You are defined by the moments that you fail to overcome. All the fears and stories, all of the hesitation; that was all defined from a moment in your life that was never corrected, and you never attempted it again.
If at First You Don't Succeed
  • I was reading some statistics about how often businesses fail; the odds are against you. After five years it says that over 66 % of businesses fail. The grand majority. One statistic I found interesting said that after failing, 71% of individuals never try again. They had these high ambitions and these large goals, but as soon as an obstacle overcame them, which is a failure, they lost money and put their family at risk; 71% will never try again
  • ​What was more interesting those that do try are more likely to succeed the second time. This was a Defining Moment for them; the pain was too big. I get it; I had a lot of hesitation after I failed miserably after I put my family in financial devastation. I didn't want to venture out again; I wanted to play it safe and hold back because I never wanted to experience that again. I was more likely to succeed the second time and even more likely to succeed the third time.
  • ​We take these Defining Moments, and we realize them as fact. We observe it and process it as fact. So when you go to listing appointment, and it goes wrong, all of the sudden you have defined yourself as not being a good listing agent; the odds of you getting another listing now go by the wayside. You start to only focus on buyers because that is easier, that is your forte and what you are good at. You defined your story based on failure, not realizing that it is making you, that you needed to go through that failure to become better. 
  • ​You are more likely to succeed the second time, and if you fail the second time, you are more likely to succeed the third time. We do this often on the things you know that will make you successful in real estate. We all know that Open Houses are still one of the best and most profitable ways to grow your business. But because we go through it once or twice and nobody shows up, we think we have some solid contacts, and they don't pan out, we stop doing it and get it in our heads that this is the story moving forward; open houses do not work. 
  • ​They may work for everyone else that is consistent with it, but for me, it doesn't work A.Z. So we take that failure as a fact when it truly is just a moment in time, it was just a Rep. We need to understand that there are Defining Moments all around us and we can't assume that it is a fact because it happened to us the first, second or third time. You are more likely to succeed when you keep going; otherwise, we create these stories in our minds, these fears making us apprehensive and hesitant. When the statistics show that every time you try, you are more likely to succeed after failing before that time. 
  • ​Some of you have sworn off of live videos because the one that you attempted, you felt you looked stupid, you didn't make sense, like a deer in the headlights. I have been in all of those situations, and I have left them up. You want to look at somebody and have a laugh? Look at my videos from 2014. I didn't make sense half of the time, but it defined me, and I got better after the failures. 
  • ​I didn't make up a story that I wasn't good enough to go live, to speak publicly. Not only am I good enough, but I also kill it because I have my heart, soul, and experiences behind me that fuel me. It allows me to express my passions and the way I interpret life. Guess what? You have those same advantages, but we hold ourselves back because we have been defined our entire lives.
Fear Breeds Fear
  • ​We need to become aware of it in our own lives today, moving forward. We need to become aware of it in our children's lives moving forward. We cannot allow them to create these Defining Moments based on failures unless it helps them grow and not contract. After I had that conversation with Madeline, I asked her what she had learned from the experience? Try that with your children. 
  • ​After you teach them after you show them after you give them your advice, because you have many more years of life experience than they do; don't just tell them, explain to them and give them a real-life example from your life. Then ask them this important question: what did you learn from this experience? She told me that even though it was scary, she needed to be able to go back in there and make sure that she tried again; otherwise, she would have always been afraid of the ocean.
  • ​Fear creates additional fears, additional stories, but when you can showcase that you can overcome consistently, you become confident in yourself. There is less hesitation, less apprehension because contraction is not a part of how you operate. 
  • ​You may think that it sucked, but you are going to do it again. I am building in my kids that just because it happened once doesn't mean it will happen again. Even if it does, you are going to know what you have to do. Close your mouth, so you don't swallow any water, plug your nose, and you are going to get up; understanding that this is all part of playing on the beach. 
  • ​I doubt that many children drown in 2 feet of water in the ocean at her age, and I made sure of that and assured her it wasn't dangerous. Being way out in the ocean, that is dangerous, and you have to be more cautious; here in this place, have fun. 
  • ​Start thinking about where you have already defined yourself in this business, where have you defined your position when it comes to Open Houses and listing appointments? Where have you already defined your position with live videos and door knocking? Where have you already defined your position based on some failures, although you are more likely to succeed when you keep going? 
  • ​I was reading another statistic that out of all small business owners, we think that 18 - 39-year-olds have a significant share of all small businesses. We see all of these young entrepreneurs that are always out there, and we think they must be the majority. Did you know that entrepreneurs between the ages of 18-39 only own 18 % of small business? The vast majority are individuals between the ages of 40-59, at 60%. You have plenty of time to be successful in this game. 
  • ​It is never too late. If you are in the millennial group, congratulations you are in that 18 %. If you are in the 40 and above, you are more likely to succeed, so keep it up.
Not Your Cross to Bear
  • ​Where have you defined certain things in your business and your life? Where do you think some of your kids have already established some fears, and how can you help them overcome them? 
  • ​Yesterday my daughter Madeline walks in; I learn so much from her and the questions she asks. Our kids teach us so many lessons and about what life is teaching them. She walks in and sits down next to me, quiet at first but then she pulls up this article about an actor, a Nickelodeon actor that she grew up watching. He had passed away at only 20 years old. She sat there, and I asked her this question: How does that make you feel? All of a sudden, her eyes welled up with tears, and she got really sad. She said she felt terrible for him and his family, and she started to feel down herself. 
  • ​We are all in that situation where we hear about others suffering, and it pains us. We want to do something about it, we want to feel sad and feel what they are feeling. We want to make the situation better and reach out to family members as they are going through these tragic moments. It's not just reaching out, but sometimes we take it on as our issues, our pain, our battle when, in fact, it is not our battle to fight. It was presented to them for a reason and those close to them. 
  • ​You may say that you were close to a family member, an Aunt; but what about her kids, they are closer right? It is their battle to fight. Her husband or someone even closer than you, it's their battle. We see it as it is our battle to fight as well. We need to feel the pain, sadness, and sorrow, and we need to go down the path of taking that on; taking on that burden. I think this often happens where we want to take it on. I know individuals that go to every funeral that they hear about. Even when it is a good friend's best friend, which they didn't know, and they are there with those feelings. 
  • ​Understand when you take on burdens, you weigh yourself down, when you take on the burdens of many individuals that sets you up for failure with the obstacles you have to overcome. Sometimes when you have a significant failure in your life or a big obstacle come up in your life, you don't have the energy or the courage to keep going. Because of the burden you have taken on from others when it isn't your battle. 
  • ​So you kill your business, your connection with your family, you take on behaviors that you shouldn't take on that are not positive for you; you begin overeating, over-drinking, or oversleeping. We have taken on the burdens of others so that when we have something to face, we can't muster up the courage, we don't have the energy, and we are beaten up. All we do is delay growth; we delay expansion because of all of the burdens we are carrying. 
  • ​Some of you carry burdens to this day that are not yours to carry. It isn't your battle to fight, but somehow you feel responsible because you know them. You have your battles to fight, when it comes to your children, your marriage, your financial situation; those are you direct battles. Again, a friend is suffering in their marriage; you take on that burden. A sibling has made some bad decisions, and you take on that burden. 
  • ​When the time comes for you to deal with your obstacles, you don't have enough, and you shut down, killing your momentum. I told my daughter Madeline that it was okay to feel what she was feeling, but she couldn't allow it to ruin her day. She could say a prayer for them and feel bad for them, she could have all of these feelings, but she couldn't take on this burden. It is not her battle to fight; it's his parents battle and those that were close to him. 
You're Not a Savior
  • ​If we start to go down this slippery slope, it affects more than just us; there is collateral damage that happens. Guess what? Life is about great successes and enormous tragedies, but you have your battles to fight. We all wish that family members would make better decisions, we all wish certain relationships were as good as others, we all want to lend a helping hand; but you cannot take those burdens on and kill the momentum you have for your own family. If you are consistently taking on the hardships and struggles of others, that will leave you tired, worn out, and burnt out. 
  • ​When you don't have enough energy to get up and kill it at your business ask yourself who's burdens are you taking on? Burdens are heavy, your troubles and problems are heavy as hell. I cannot afford to take on anyone else's problems because I am not a Savior. I can be there, I can empathize and sympathize, and if I am in a financial situation that it will not affect my family, I can help out. Some of us don't have that financial backing and help out others, causing direct turmoil to your own family, fights within your own family. All you are doing is putting a Band-aid on a bigger problem, and you have brought that burden onto yourself and your family.
  • ​You are killing your momentum; you are killing your growth. Think about the burdens, and if your business isn't where it should be, what burdens are you taking on? Whose problems are you making your own? Don't have your marriage or your life suffer because you are emotionally, mentally, and physically burnt out by the problems of others. When you take on the burdens of others, and you assume that responsibility for fixing their struggles, other aspects of your life will suffer. Set those boundaries; you are not a savior. If you have the financial means, help them as long as it doesn't affect your family. 
  • ​Don't sacrifice yourself for the lessons that have to be learned by others. The conversation with my daughter went like that. Feel that way, but if you continue to feel like that you will find more things that sadden you, and that is why there is an epidemic of depression and anxiety. We take on too much, and we can't control our actions based on the heaviness of others. Be that strong person because when you fall down that slippery slope, you aren't helping anyone, including the person with the problem. Stand firm and understand that there is a reason they are going through this specific experience in their lives, and it is for them to learn, not for you to carry.
  • ​Two essential lessons here today that we need to think about: these are the things that will fuel your business or kill it. When you believe the stories, you create, you realize certain times in your life define you. We cannot let failure define us unless those failures make us stronger. If it weakens you, then you need to change that story, you have to face that fear whatever that may be. 
  • ​It can be as simple as a live Facebook video, a live Instagram video. There is a story behind that. Where were you embarrassed as a kid? Where were you mocked and ridiculed as a young adult? Why is there so much emphasis about looking silly, dumb, or stupid in front of others? Where was that defined for you as a young child, teenager, or young adult? That was defined somewhere along the line where you were embarrassed, and you couldn't own your skin. You couldn't be yourself, so you had to posture. 
  • ​Those are all defining moments, and when you face a fear, you need to drill down further to find where it originated from. When you see this in your kids, it is your job to help them to overcome these defining moments and make it a positive outcome. There are defining moments all around us, and it is your job to identify them and identify it in the people that depend on you.
CUSTOM JAVASCRIPT / HTML
Have you ever experienced a moment in your life that defined who you would become? Of course, you have, we all have. What we allow to define us will determine the path we follow for the rest of our lives. When tragedy strikes and failures come upon us, we need to shake off the story and stand firm in the belief that it will not define who we are. Pick yourself up and leave the story of failure behind you; keep your mind focused on moving forward, knowing that success can take more than one set back to be achieved fully. Let your success, not your failures define who you are and who you will be.
Defining Moments
  • ​What a great holiday weekend we had out in California; 30 degrees cooler and so many lessons learned. One of the things I am going to challenge you to do is to look at what life is teaching you, where you can improve it, and be better in all aspects of it. The more aware I am, the better life seems to get because I can reflect on what is going on in my life right now. 
  • ​It's a double-edged sword when you do that because now you know and it eliminates you being oblivious to why you don't have the things you desire and why you have the things you have. You become aware of why your life is the way it is. 
  • ​It's a great day today, and we are six months into this game, with six months remaining to achieve what we want. As a reminder, we do have a mid-year review that we have planned for July 18th, which you need to sign-up to attend. We have some cool merchandise to give away, recognition for our Top Producers for the first six months and we are going recalibrate and recommit as a group. 
  • ​Before we do that together I want you to start doing that now; don't wait until the 18th to realize what it is you want to create over the next six months. We are going to break it down; we are going to reverse engineer and identify what is possible for us over the six months. 
  • ​The topic at hand is Defining Moments. Problems and obstacles occur in our lives, and there are Defining Moments. Often these Defining Moments occur through our failures. They occur through tragedies and build certain things in our life, which we create stories from; fear, apprehension, hesitation, etc. There are all types of things that happen in Defining Moments, and it usually occurs when we fail at something.
  • ​It doesn't have to major occurrences; it can be minor things. One of them for us as a family, happened recently and maybe you can correlate this to your business and see yourself in certain aspects of what I am going to tell you. This weekend we were at the beach, and both of my daughters and I were playing in the ocean. We were letting the waves hit us and jumping up as the waves came down. I would grab both of their hands and reassure them, and wouldn't let them go. 
  • ​There was this one wave, in particular, that was too big, and I slipped and let go of my ten-year-olds hand. I was frantic in the water because I was supposed to hold her hand and I had reassured her of that, and I panicked for a split second. You will not win against mother nature. She wasn't necessarily in danger, as the water was shallow, but it freaked me out. It freaked her out more, and I could see the fear in her eyes after she got up. Immediately she told me she was done playing. 
  • ​This is a ten-year-old that was excited about the waves, she didn't want to get out of the water and all of the sudden something happens that causes her to question everything about her enjoying her time. We could have easily stopped, but I knew this was a Defining Moment for her. If she would have stopped playing in the ocean, the last thing she would have remembered about the ocean was that it was dangerous.
  • ​The last thing she would have remembered was that she didn't have fun because she swallowed some water and it scared her and knocked her down. If we would have stopped right there, that is the only memory she would have had.
  • ​I think it was so crucial for me to encourage her to stay in the water; she wanted to leave. I had to explain to her why it was vital for her to stay in the water. I reminded her of how much fun she was having, that she was in no danger at all because what was happening in her mind was that she was creating a story and defining her life moving forward about the fears of water. 
  • ​I sat there, and I told her she had to stay there, you love the water, and if you leave now, you will forget about all of the good memories we had here today. She hesitated and told me she wanted to go. As parents, we need to take a stand sometimes because we know better, I know better. I told her that we would go in the shallow water and she was okay with that, and we progressively began to go back to where we were initially. 
  • ​Was there some fear in her mind? Absolutely. She was able to overcome, and she shattered that story then and there. We are defined by the moments that we fail to overcome. You are defined by the moments that you fail to overcome. All the fears and stories, all of the hesitation; that was all defined from a moment in your life that was never corrected, and you never attempted it again.
If at First You Don't Succeed
  • I was reading some statistics about how often businesses fail; the odds are against you. After five years it says that over 66 % of businesses fail. The grand majority. One statistic I found interesting said that after failing, 71% of individuals never try again. They had these high ambitions and these large goals, but as soon as an obstacle overcame them, which is a failure, they lost money and put their family at risk; 71% will never try again
  • ​What was more interesting those that do try are more likely to succeed the second time. This was a Defining Moment for them; the pain was too big. I get it; I had a lot of hesitation after I failed miserably after I put my family in financial devastation. I didn't want to venture out again; I wanted to play it safe and hold back because I never wanted to experience that again. I was more likely to succeed the second time and even more likely to succeed the third time.
  • ​We take these Defining Moments, and we realize them as fact. We observe it and process it as fact. So when you go to listing appointment, and it goes wrong, all of the sudden you have defined yourself as not being a good listing agent; the odds of you getting another listing now go by the wayside. You start to only focus on buyers because that is easier, that is your forte and what you are good at. You defined your story based on failure, not realizing that it is making you, that you needed to go through that failure to become better. 
  • ​You are more likely to succeed the second time, and if you fail the second time, you are more likely to succeed the third time. We do this often on the things you know that will make you successful in real estate. We all know that Open Houses are still one of the best and most profitable ways to grow your business. But because we go through it once or twice and nobody shows up, we think we have some solid contacts, and they don't pan out, we stop doing it and get it in our heads that this is the story moving forward; open houses do not work. 
  • ​They may work for everyone else that is consistent with it, but for me, it doesn't work A.Z. So we take that failure as a fact when it truly is just a moment in time, it was just a Rep. We need to understand that there are Defining Moments all around us and we can't assume that it is a fact because it happened to us the first, second or third time. You are more likely to succeed when you keep going; otherwise, we create these stories in our minds, these fears making us apprehensive and hesitant. When the statistics show that every time you try, you are more likely to succeed after failing before that time. 
  • ​Some of you have sworn off of live videos because the one that you attempted, you felt you looked stupid, you didn't make sense, like a deer in the headlights. I have been in all of those situations, and I have left them up. You want to look at somebody and have a laugh? Look at my videos from 2014. I didn't make sense half of the time, but it defined me, and I got better after the failures. 
  • ​I didn't make up a story that I wasn't good enough to go live, to speak publicly. Not only am I good enough, but I also kill it because I have my heart, soul, and experiences behind me that fuel me. It allows me to express my passions and the way I interpret life. Guess what? You have those same advantages, but we hold ourselves back because we have been defined our entire lives.
Fear Breeds Fear
  • ​We need to become aware of it in our own lives today, moving forward. We need to become aware of it in our children's lives moving forward. We cannot allow them to create these Defining Moments based on failures unless it helps them grow and not contract. After I had that conversation with Madeline, I asked her what she had learned from the experience? Try that with your children. 
  • ​After you teach them after you show them after you give them your advice, because you have many more years of life experience than they do; don't just tell them, explain to them and give them a real-life example from your life. Then ask them this important question: what did you learn from this experience? She told me that even though it was scary, she needed to be able to go back in there and make sure that she tried again; otherwise, she would have always been afraid of the ocean.
  • ​Fear creates additional fears, additional stories, but when you can showcase that you can overcome consistently, you become confident in yourself. There is less hesitation, less apprehension because contraction is not a part of how you operate. 
  • ​You may think that it sucked, but you are going to do it again. I am building in my kids that just because it happened once doesn't mean it will happen again. Even if it does, you are going to know what you have to do. Close your mouth, so you don't swallow any water, plug your nose, and you are going to get up; understanding that this is all part of playing on the beach. 
  • ​I doubt that many children drown in 2 feet of water in the ocean at her age, and I made sure of that and assured her it wasn't dangerous. Being way out in the ocean, that is dangerous, and you have to be more cautious; here in this place, have fun. 
  • ​Start thinking about where you have already defined yourself in this business, where have you defined your position when it comes to Open Houses and listing appointments? Where have you already defined your position with live videos and door knocking? Where have you already defined your position based on some failures, although you are more likely to succeed when you keep going? 
  • ​I was reading another statistic that out of all small business owners, we think that 18 - 39-year-olds have a significant share of all small businesses. We see all of these young entrepreneurs that are always out there, and we think they must be the majority. Did you know that entrepreneurs between the ages of 18-39 only own 18 % of small business? The vast majority are individuals between the ages of 40-59, at 60%. You have plenty of time to be successful in this game. 
  • ​It is never too late. If you are in the millennial group, congratulations you are in that 18 %. If you are in the 40 and above, you are more likely to succeed, so keep it up.
Not Your Cross to Bear
  • ​Where have you defined certain things in your business and your life? Where do you think some of your kids have already established some fears, and how can you help them overcome them? 
  • ​Yesterday my daughter Madeline walks in; I learn so much from her and the questions she asks. Our kids teach us so many lessons and about what life is teaching them. She walks in and sits down next to me, quiet at first but then she pulls up this article about an actor, a Nickelodeon actor that she grew up watching. He had passed away at only 20 years old. She sat there, and I asked her this question: How does that make you feel? All of a sudden, her eyes welled up with tears, and she got really sad. She said she felt terrible for him and his family, and she started to feel down herself. 
  • ​We are all in that situation where we hear about others suffering, and it pains us. We want to do something about it, we want to feel sad and feel what they are feeling. We want to make the situation better and reach out to family members as they are going through these tragic moments. It's not just reaching out, but sometimes we take it on as our issues, our pain, our battle when, in fact, it is not our battle to fight. It was presented to them for a reason and those close to them. 
  • ​You may say that you were close to a family member, an Aunt; but what about her kids, they are closer right? It is their battle to fight. Her husband or someone even closer than you, it's their battle. We see it as it is our battle to fight as well. We need to feel the pain, sadness, and sorrow, and we need to go down the path of taking that on; taking on that burden. I think this often happens where we want to take it on. I know individuals that go to every funeral that they hear about. Even when it is a good friend's best friend, which they didn't know, and they are there with those feelings. 
  • ​Understand when you take on burdens, you weigh yourself down, when you take on the burdens of many individuals that sets you up for failure with the obstacles you have to overcome. Sometimes when you have a significant failure in your life or a big obstacle come up in your life, you don't have the energy or the courage to keep going. Because of the burden you have taken on from others when it isn't your battle. 
  • ​So you kill your business, your connection with your family, you take on behaviors that you shouldn't take on that are not positive for you; you begin overeating, over-drinking, or oversleeping. We have taken on the burdens of others so that when we have something to face, we can't muster up the courage, we don't have the energy, and we are beaten up. All we do is delay growth; we delay expansion because of all of the burdens we are carrying. 
  • ​Some of you carry burdens to this day that are not yours to carry. It isn't your battle to fight, but somehow you feel responsible because you know them. You have your battles to fight, when it comes to your children, your marriage, your financial situation; those are you direct battles. Again, a friend is suffering in their marriage; you take on that burden. A sibling has made some bad decisions, and you take on that burden. 
  • ​When the time comes for you to deal with your obstacles, you don't have enough, and you shut down, killing your momentum. I told my daughter Madeline that it was okay to feel what she was feeling, but she couldn't allow it to ruin her day. She could say a prayer for them and feel bad for them, she could have all of these feelings, but she couldn't take on this burden. It is not her battle to fight; it's his parents battle and those that were close to him. 
You're Not a Savior
  • ​If we start to go down this slippery slope, it affects more than just us; there is collateral damage that happens. Guess what? Life is about great successes and enormous tragedies, but you have your battles to fight. We all wish that family members would make better decisions, we all wish certain relationships were as good as others, we all want to lend a helping hand; but you cannot take those burdens on and kill the momentum you have for your own family. If you are consistently taking on the hardships and struggles of others, that will leave you tired, worn out, and burnt out. 
  • ​When you don't have enough energy to get up and kill it at your business ask yourself who's burdens are you taking on? Burdens are heavy, your troubles and problems are heavy as hell. I cannot afford to take on anyone else's problems because I am not a Savior. I can be there, I can empathize and sympathize, and if I am in a financial situation that it will not affect my family, I can help out. Some of us don't have that financial backing and help out others, causing direct turmoil to your own family, fights within your own family. All you are doing is putting a Band-aid on a bigger problem, and you have brought that burden onto yourself and your family.
  • ​You are killing your momentum; you are killing your growth. Think about the burdens, and if your business isn't where it should be, what burdens are you taking on? Whose problems are you making your own? Don't have your marriage or your life suffer because you are emotionally, mentally, and physically burnt out by the problems of others. When you take on the burdens of others, and you assume that responsibility for fixing their struggles, other aspects of your life will suffer. Set those boundaries; you are not a savior. If you have the financial means, help them as long as it doesn't affect your family. 
  • ​Don't sacrifice yourself for the lessons that have to be learned by others. The conversation with my daughter went like that. Feel that way, but if you continue to feel like that you will find more things that sadden you, and that is why there is an epidemic of depression and anxiety. We take on too much, and we can't control our actions based on the heaviness of others. Be that strong person because when you fall down that slippery slope, you aren't helping anyone, including the person with the problem. Stand firm and understand that there is a reason they are going through this specific experience in their lives, and it is for them to learn, not for you to carry.
  • ​Two essential lessons here today that we need to think about: these are the things that will fuel your business or kill it. When you believe the stories, you create, you realize certain times in your life define you. We cannot let failure define us unless those failures make us stronger. If it weakens you, then you need to change that story, you have to face that fear whatever that may be. 
  • ​It can be as simple as a live Facebook video, a live Instagram video. There is a story behind that. Where were you embarrassed as a kid? Where were you mocked and ridiculed as a young adult? Why is there so much emphasis about looking silly, dumb, or stupid in front of others? Where was that defined for you as a young child, teenager, or young adult? That was defined somewhere along the line where you were embarrassed, and you couldn't own your skin. You couldn't be yourself, so you had to posture. 
  • ​Those are all defining moments, and when you face a fear, you need to drill down further to find where it originated from. When you see this in your kids, it is your job to help them to overcome these defining moments and make it a positive outcome. There are defining moments all around us, and it is your job to identify them and identify it in the people that depend on you.
Building Momentum
Building Momentum
CUSTOM JAVASCRIPT / HTML
We are at the six-month mark in our year; are you better or worse than you were? Have you identified what drives you forward and what slows you down? Becoming aware of the friction that was occurring in my marriage was the turning point in my business. You can't concede in one area of your life and expect to excel in others. Life is like a pendulum, and when that ball begins to swing back and forth, it may appear to be maintaining a steady pace. There is friction at work against you, against that pendulum; identify where that is and fix it, and you will gain the momentum you need to achieve the results you desire.
Friction and Force
  • ​We are officially six months removed from the year, and we have six full months remaining. Think about who you were six months ago, last Christmas, and at our last sales meeting in January when we set our targets for the Ignite event. There was so much energy, promise and so much we wanted to go after; and now we are six months into the game.
  • ​Whether we did what we said we would do or whether we faltered, time goes on, and that is what we need to focus on. Right now, one of two things has happened: You are either inherently better or progressively worse than you were six months ago. 
  • ​Newton's Law dictates that "An object at rest stays at rest and an object in motion stays in motion, at the same speed and in the same direction; unless acted upon an unbalanced force. That means there is friction. Like a pendulum, when you drop the "ball," it continues to go back and forth. We can sit and watch that “ball” and see that it is moving along the same path; it will continue to be in motion. It appears to be traveling at the same speed but gradually begins to lose height on its swing. Little by little, it begins to slow because of the friction that is happening. 
  • ​As business owners, there is always friction going on that slows us down in our business. For me, it wasn't my business; it was my marriage. Because of the lack of focus on my relationships, there was constant friction that I didn't know was creating friction and affecting the growth of my business. Those two things marry each other, and if you try to pretend it doesn't the realization will be excruciating.
  • ​I didn't realize for many years that I couldn't get to the next level because there was constant friction at home. You can try to plow through it and from the outside looking in you can say that your business is growing; we say,” We aren't getting along great, but my marriage is ok.” Then you hit the moments of no communication between you and your partner, and you realize there is a drop in your business, but yet you fail to correlate the two.
  • ​Instead of taking a step back and reinvesting in our relationships, we immediately think we aren't working as hard in our business; so we go at it harder, yet we get farther away from what we want. Friction will stop you from getting to the next level, not your skill set. This is not a complicated business; you need skills to negotiate, build relationships, and deliver. I know that all of you are capable enough to over deliver in that aspect. It's the friction we are continually avoiding and trying to plow through, that is slowing us down.
  • ​Right now, you are inherently better than you were six months ago, or you are progressively worse. Over the past six months, you either made more good decisions or bad decisions and your decision-making ability is slowing down that progression. We are aware of our actions, and we can make a shift, and not just wait for next year. We do it consistently and without knowing that the pendulum begins to slow. We can't ride the momentum, and we have to deposit continually to get our momentum to continue. 
  • ​There is an outside influence that has to continue to create gravity or force to move up and down; for your business, it's an intention. That is the external influence which will either slow it down or make it go faster. Your awareness of it will make your business grow, and making the necessary deposits into your relationships so that the friction is not slowing down your progression. Outside influence is the only thing that can slow you down, but intentional action can help you grow. 
Band-Aids Don't Heal
  • There was a time when things with Carla and I seemed to be getting progressively worse. Now I am more aware when I am not in a good place at home it is because I lacked the investment in my family; I can't concentrate on my business. When things get really bad, I feel like burning my business to the ground. Have you ever been there? 
  • ​Things get so bad, and you get triggered, and you think that you don't even want to be a part of this industry. It can become a vindictive situation; that is where I was at, and I would just shut down. When we avoid investments and specific circumstances, things will slow down. Outside forces will slow you down and to keep the pendulum going at full speed, it takes intentional action towards your targets. 
  • ​We think by going on vacation, we will fix our marriage. That is a band-aid, a temporary solution to a bigger issue. We have a good time, we come back and reap the benefits of that small investment we made, but then we are right back to where we were because we avoided the crucial conversations that needed to be had. There is a three-part process to a crucial conversation: Realize what you want, realize what you want for the other person and realize what you want for you as a couple. 
  • ​When you have crucial conversations you know what you want, and that is usually love, support, and companionship. When we think about what the other person wants, it is generally in alignment with what we want, including respect, and care. You want the same thing, but you can't see that, and it kills your momentum. There are relationships right now that you need to consider what the friction is. What is stopping you from continuing to move full speed ahead? 
  • ​We need to identify that in order to dominate the next six months. When you have these conversations, it isn't pretty, and you may think it will make things worse. Carla and I have been through some nasty conversations, but we were willing to fight for it, just as I am willing to fight for this business. You can't concede in one aspect of your life and expect to excel in others. You may be doing well in your business, but if you concede in other areas, it will only be temporary. 
  • ​Don't be left scratching your head wondering what happened. What we do here at A.Z. & Associates is we look around and analyze the situation often. We observe, and then we make corrections. What we have here is unique, and we lead the market in the highest sales per agent. That is because we are continually reflecting on where we need to be. 
  • ​We have six full months to dominate the game, and by Christmas, two things will have happened: You are inherently better, or you are progressively worse, but you will not be both. We need to keep that pendulum going and friction, resistance is always on you, and it comes in many ways. Family is one of them, it's a major cause of friction and you need to fix it. Get out of your head and step back; be the person that is enlightened and not in the dark. 
  • ​You may have to create distance from others, or eat better; this is a brand new year for you beginning on July 1st. You may feel that there is friction, chaos, negativity all around you; but you have complete control over it. What you created in the first six months can be a fraction of what you can do in the next six months. 
  • ​I have witnessed people who have doubled their numbers from the first six months into the next six months. You need to identify the friction in your life, when that pendulum is slowing down, When you do it is because two things are happening: you are taking the steps upward or taking them downward; you need to identify those factors. I didn't realize how not showing up powerfully in my marriage was affecting the profitability of my business. When I wasn't in a good place, I wasn't in a good place and that can kill your business.
Collision and Conversation
  • ​Be okay with having collision and those crucial conversations in your relationships. You will probably realize you both want the same thing. I didn't realize it sooner, and we threw away years of production, profitability and love and respect. We couldn't consider the other person, and sometimes that meant letting go and creating distance. The first question is, what do you want? 
  • ​Identify the friction because it is robbing you of your momentum; an object at rest stays at rest, and an object in motion stays in motion, at the same speed in the same direction unless acted upon by an unbalanced force. We are all building momentum, and today is a reminder to make those deposits toward the right behaviors in all aspects of your life. 
  • ​We are here for the long game; you are in this game for decades, so let's prepare for it. My marriage has become my fuel now; when she isn't part of the vision I have, it seems impossible. If I get any resistance, everything seems hopeless. When we are on the same page, everything becomes possible. It doesn't happen with one conversation; it's the commitment to have those conversations on a consistent basis. 
  • ​Don't suppress those feelings, don't concede because it will blow up; it did in my relationship many times, and it is difficult to bounce back. You won't make things worse by bringing it up, because that friction is slowing you down. I can only imagine what you will be able to create when you are in power and feeling good, knowing that you are delivering in all aspects of your life. Things you only wished for will come to fruition.
  • ​I am taking steps towards things in the next six months that I had only wished for; now, they are a real possibility. Have those conversations because behaviors are anchors, not people. If they are unwilling to change their behavior, then that is a decision you will have to make; it begins today. When you're in power in all aspects of your life, what you can accomplish will surprise you. That is what I want you to focus on: What is your friction? What is stopping your pendulum from going back and forth at full speed? 
  • ​I hope this conversation triggers you to take some massive action. Think about who you were to who you are today, it is just awareness. Your relationship is better because your only comparison is with who you were. I was not aware, but now I am and that alone creates massive momentum, but it could destroy everything if I am not aware. 
  • ​It is empowering when you know that you are in full control of the situation. To get there, we must have those collisions, and the hard truths have to be spoken; otherwise, it will blow up in your face and get ugly. There were times when it seemed like Carla was my arch nemesis, my enemy, and she felt the same about me. We have to remind ourselves and be aware that we want the same things, growth, and expansion, love, respect, and support. Find the common ground through your crucial conversations. It may not turn out the way you want, so you need to be prepared to know what is next. 
  • ​You must fully comprehend and understand what you are willing to do next. Don't have that conversation without a clear understanding of what it is you want. It may not go the way you plan, and then it becomes wasted time and energy because you don't know what to do next. As people are just going through the motions, you are awake and a beacon; embrace that role. 
  • ​The mid-year review is coming up on July 18th, and the registration link will be going out today. We have some merchandise we want to give out, and we are going to reverse engineer how we will be taking control over the next six months. We have 18 days until that meeting, don't sit back and wait. I want you to be intentional about the actions and steps to get what you want over the next 90 days and throughout the end of the year. Let's kill the day.
CUSTOM JAVASCRIPT / HTML
We are at the six-month mark in our year; are you better or worse than you were? Have you identified what drives you forward and what slows you down? Becoming aware of the friction that was occurring in my marriage was the turning point in my business. You can't concede in one area of your life and expect to excel in the other. Life is like a pendulum, and when that ball begins to swing back and forth, it may appear to be maintaining a steady pace. There is friction at work against you, against that pendulum; identify where that is and fix it, and you will gain the momentum you need to achieve the results you desire.
Friction and Force
  • ​We are officially six months removed from the year, and we have six full months remaining. Think about who you were six months ago, last Christmas, and at our last sales meeting in January when we set our targets for the Ignite event. There was so much energy, promise and so much we wanted to go after; and now we are six months into the game.
  • ​Whether we did what we said we would do or whether we faltered, time goes on, and that is what we need to focus on. Right now, one of two things has happened: You are either inherently better or progressively worse than you were six months ago. 
  • ​Newtons Law dictates that "An object at rest stays at rest and an object in motion stays in motion, at the same speed and the same direction; unless, acted upon an unbalanced force. That means there is friction. Like a pendulum, when you drop the "bob," it continues to go back and forth. We can sit and see that it is moving along the same path; it will continue to be in motion. It appears to be traveling at the same speed buy gradually begins to lose height on its swing. Little by little, it begins to slow because of the friction that is happening. 
  • ​As business owners, there is always friction going on that slows us down in our business. For me, it wasn't my business; it was my marriage. Because of the lack of focus on my relationships, there was constant friction that I didn't know was creating friction and affecting the growth of my business. Those two things marry each other, and if you try to pretend it doesn't when you find out it will be excruciating.
  • ​I didn't realize for many years that I couldn't get to the next level because there was constant friction at home. You can try to plow through it and from the outside looking in you can say that your business is growing; we aren't getting along great, but my marriage is good. Then you hit the moments of no communication between you and your partner, and you don't see the constant growth in your business. 
  • ​Instead of taking a step back and thinking what am I not doing, we immediately think we aren't working as hard in our business; so we go at it harder, yet we get farther away. Friction will stop you from getting to the next level, not your skill set. This is not a complicated business; you need skills to negotiate, build relationships, and deliver. But all of you are capable enough to over deliver in that aspect. It's the friction we are continually avoiding and trying to plow through, that is slowing us down.
  • ​Right now, you are inherently better than you were six months ago, or you are progressively worse. Over the past six months, you either made more good decisions or bad decisions; your decision-making ability is slowing down that progression. We are aware of our actions, and we can shift, and not just wait for next year. We do it consistently and without knowing the pendulum begins to slow. We can't ride the momentum, and we have to deposit continually. 
  • ​There is an outside influence that has to continue to create gravity or force to move up and down; for your business, it's an intention. That is the external influence which will either slow it down or make it go faster. Your awareness will make your business grow, and put the necessary deposits so that the friction is not slowing down your progression. Outside influence is the only thing that can slow you down, but intentional action can help you grow. 
Band-Aids Don't Heal
  • There was a time when things with Carla and I seemed to be getting progressively worse. Now I am more aware that when I am not in a good place at home because I lacked the investment in my family; I can't concentrate on my business. When things get really bad, I feel like burning down my business. Have you ever been there? 
  • ​Things get so bad, and you get triggered, you think that you don't even want to be a part of this. It can become a vindictive situation; that is where I was at, and I would just shut down. When we avoid investments and specific circumstances, things will slow down. Outside forces will slow you down and to keep the pendulum going at full speed; it takes intentional action towards your targets that keep it going. 
  • ​We think the bandaid of a vacation will fix our marriage. We have a good time, we come back and reap the benefits of that small investment but then we are right back to where we were because we avoided the crucial conversations. There is a three-part process to a crucial conversation: Realize what you want, what you want for the other person and what you want for you both. 
  • ​When you have crucial conversations you know what you want, and that is usually love, support, and companionship. When we think about what the other person wants, it is generally in alignment with what we want: respect, and care. You want the same thing, but you can't see that, and it kills your momentum. There are relationships right now that you need to consider what the friction is that is stopping you from continuing to move full speed ahead. 
  • ​What is it? We need to identify that in order to dominate the next six months. When you have these conversations, it isn't pretty, and you may think it will make things worse. Carla and I have been through some nasty conversations, but we were willing to fight for it, just as I am willing to fight for this business. You can't concede in one aspect of your life and expect to excel in others. You may be doing well in your business, but if you concede in other areas, it will be temporary. 
  • ​Don't be left scratching your head wondering what happened. What we do here is we look around and analyze the situation often, we observe, and then we make corrections. What we have here is unique, and we lead the market in the highest sales per agent. That is because we are continually reflecting one where we need to be. 
  • ​We have six full months to dominate the game, and by Christmas, two things will have happened: You are inherently better, or you are progressively worse, but you will not be both. We need to keep that pendulum going and friction, resistance is always on you, and it comes in many ways. Family is one of them, so you need to fix it. Get out of your head and step back; be the person that is enlightened and not in the dark. 
  • ​You may have to create distance from others, or eat better; this is a brand new beginning on July 1st. The self-imposed friction, the starting, and stopping, the motivated you, to the one who won't get out of bed. You may feel that there is friction, chaos, negativity all around you; but you have complete control over it. What you created in the first six months can be a fraction of what you can do in the next. 
  • ​I have witnessed people who have doubled their numbers from the first six months into the next six months. You need to identify the friction when that pendulum is slowing down because two things are happening: you are taking the steps up or taking them down; you need to identify those factors. I didn't realize how not showing up powerfully in my marriage was affecting the profitability of my business. When I wasn't in a good place, I wasn't in a good place. That can kill your business.
Collision and Conversation
  • ​Be okay with having collision and those crucial conversations. You will probably realize you both want the same thing. I didn't realize it sooner, and we threw away years of production and profitability of love and respect. We couldn't consider the other person, and sometimes that means letting go and creating distance. The first question is, what do you want? 
  • ​Identify the friction because it is robbing you of your momentum; an object at rest stays at rest, and an object in motion stays in motion, at the same speed in the same direction unless acted upon by an unbalanced force. We are all building momentum, and today is a reminder to deposit toward the right behaviors in all aspects of your life. 
  • ​We are here for the long game; you are in this game for decades, so let's prepare for it. My marriage has become my fuel now; when she isn't part of the vision I have, it seems impossible. If I get any resistance, everything seems hopeless. When we are on the same page, everything becomes possible. It doesn't happen with one conversation; it's the commitment to have those conversations one a consistent basis. 
  • ​Don't suppress those feelings, don't concede because it will blow up; it did in my relationship many times, and it is difficult to bounce back. You won't make things worse by bringing it up, because that friction is slowing you down. If you are in power and feeling good, knowing that you are delivering in all aspects of your life, I can only imagine what you will be able to create. Things you only wished for will come to fruition.
  • ​I am taking steps towards things in the next six months that I had only wished for; now, they are a real possibility. Have those conversations; behaviors are anchors, not people. If they are unwilling to change their behavior, then that is a decision you will have to make; it begins today. When you're in power in all aspects of your life, what you can accomplish will surprise you. That is what I want you to focus on: What is your friction? What is stopping your pendulum from going back and forth at full speed? 
  • ​I hope this conversation triggers you to take some massive action. When you think about who you were to who you are today, it is just awareness. Your relationship is better because your only comparison is with who you were. I was not aware, but now I am that alone creates massive momentum, but it could destroy if I am not aware. 
  • ​It is empowering when you know that you are in full control of the situation. To get there, we must have those collisions, and the hard truths have to be spoken; otherwise, it will blow up in your face and get ugly. There were times when it seemed like Carla was my arch nemesis, my enemy, and she felt the same about me. We have to remind ourselves and be aware that we want the same things, growth, and expansion, love, respect, and support for each other. Find the common ground of your crucial conversations. It may not turn out the way you want, so you need to be prepared to know what is next. 
  • ​Fully comprehend and understand what you are willing to do next. Don't have that conversation without a clear understanding of what it is you want. It may not go the way you plan, and then it becomes wasted time and energy because you don't know what to do next. As people are just going through the motions, you are awake and a beacon; embrace that role. 
  • ​The mid-year review is coming up July 18th, and the registration link will be going out today. We have some merchandise we want to give out, and we are going to reverse engineer how we will be taking control over the next six months. We have 18 days until that meeting, don't sit back and wait. I want you to be intentional about the actions and steps to get what you want over the next 90 days and throughout the end of the year. Let's kill the day. 
When No One Is Watching
When No One Is Watching
CUSTOM JAVASCRIPT / HTML
It's summertime; the kids are out of school, and we want to be poolside enjoying the season. But what about your business? What are you doing when no one is watching to create the results you are looking for? It is essential to take time before you start your week and write down what you are going to accomplish. Put it in stone, store it in your phone, but proclaim it and then do it. The only thing keeping you from success is you. Recommit to the process and do the things you need to do, that only you see; you know what to do, now it's all up to you.
What’s the Plan?
  • ​This is the time of year where the kids are out of school, and everyone wants to go on vacation and enjoy the summer; which is something I think we all should do. This is also the time to strike and move, and if you can stay focused through the next few months, your third and fourth quarters will benefit. Industry wide this is when numbers drop; top producers are the ones who are taking the market share because everyone else is taking it easy.
  • ​Things you do this week are vital to your third and fourth quarter. I want you to get very clear about what you need to accomplish this week in your 12-week target books or your journal. This is a pattern we all need to initiate to give us a guideline to get the result we want. If you aren't specific about what you want to accomplish, you won't have a blueprint of what you need to do daily. As you go through this today, take notes.
  • ​During breakfast yesterday, my daughter turned down the kid's menu; this surprised me because she loves the activities that come with it. She told me that it wasn't 2010 anymore, she has her iPhone now. So if you want to take notes with your phone or in your book, the point is to know precisely what you want to accomplish. 
  • ​I started something six years ago that has become a habit; things I have to do when no one is watching. This is what separates those that have from those that want; those that can appropriately plan their week. What do you want and how will you achieve it? This week I have a new, clear marketing plan that is coming out. My marketing consultant and marketing team have created some awesome campaigns for Facebook and Instagram.
  • ​I am sending out two emails and the Main Focus Training this week. I am also planning the mid-year review, which will be along the lines of the 12-week targets. We are also planning the Top Producers Master Mind, which will focus on how to plan and scale your business. I know exactly what I need to accomplish this week, and it is a yes or no outcome. Did you do what you said you are going to do? Because I have conditioned myself and done the things I need to achieve while no one is watching. 
  • ​We all want certain things, we see people on social media, we see a marriage, someone's physique, and we want what they have. You want their vacations, their business, their outcomes; but what we don't see are the things that they do when no one is watching. We are conditioning you to do those things when there is no recognition when no one is watching; but in all actuality, there is always someone watching. That is your integrity and conscience that is always watching you. Be aware that there is someone there watching you; your character, honor, and your soul is always there.
Who is Watching You?
  • ​I have witnessed Carla when she was trying for her IFBB Pro Card. The three workouts a day, the extreme diet, the emotional rollercoaster, the mindset reinforcement; no one sees that they only see the outcome. I was a participant in a Wake Up Warrior Mastermind, which I was a member of for well over four years. 
  • ​There was a guy I ran into at the Mastermind who told me he admired my marriage and that Carla and I were so raw and real about our relationship. I noticed that every time we had a serious conversation, anytime a female would walk by his neck would turn, he would lose complete focus on what we were talking about to look. It was so common for him to do that; he didn't realize that people were watching his behavior. I called him out on it and told him that he kept saying he wanted great things for his marriage, but the moment the opportunity comes for you to look at someone else, you do. He had no idea he was doing it. 
  • ​This behavior of his was so ingrained into his daily routine; he didn't realize those were the steps right there that keep him from appreciating what he has; because you are always looking at others. We are guilty of this to some extent. We want to lose that 20 pounds, have a body like that other guy; what we do when no one is watching effects that. We say all the right things; we show up at the right moments. What do you do when no one is watching? What are your behaviors? But remember there is something or someone always watching. 
  • ​It is hard to stay motivated when you know you are out of integrity. You are showcasing your life through social media, embellishing what you are striving for. There is a part of you though that knows you are working out of our integrity, not only with our bodies but our business. We showcase what we are doing but don't take the time to respond, to follow up and only showing half of the battle. 90% of it is what you do when no one is watching. 
  • ​Look at the behaviors that may be keeping you from getting what you want. I was in that trap for many years, not knowing why my business and marriage were going south. It was what I was doing behind the scenes; we are all guilty of it. I lose my cool sometimes, and I am portraying that I want to be a great Dad; I showcase great things on social media, but I am not that person 100% of the time. At times my reactions are embarrassing, I raise my voice for no reason, chastise my kids, but my social media shows I am perfect. That gives me purpose to be better every day. 
  • ​I spent the weekend re-reading the book, "The Way of the Superior Man." I know I lack in certain areas and I don't show up powerfully every day. It is easy to embellish our lives, but if we don't have the results that we want, then we are doing a lot of wrong things when no one is watching. No one is perfect, but we can take corrective actions to fix it, so we are in line with our integrity. When you do the right things, continually going after the right things, it's hard not to smile and keep going. If you are in a constant place of despair, misery, and unhappiness, focus on what you aren't doing. 
Making the Team
  • ​This is something I strive to correct; it is part of being human, part of the game. We all have opportunities to take vacations, build that business, and have the freedom we all desire. You can't build something great by merely speaking it, or posting about it. I have been guilty, I have binged on Netflix, wondering why my business is not growing. That's dysfunction and what creates misery; expecting certain things and your actions don't follow suit. 
  • ​My daughter will be a Freshman next year, and she is committed to making the Varsity Volleyball team. Making the Varsity team as a Freshman is a big undertaking. She has big goals, but she has been playing since she was 6. She is at every open gym at the school, and she is at the gym with me two additional days a week, practicing. You need to remind yourself of the things you do when no one is watching. Someone who has fear and insecurity will tell you what you want is not possible, and you forget about the things you do when no one is watching.
  • ​My daughter's friend told her she doesn't think a Freshman can make the Varsity team. This brought her down. Will she make it? Time will tell. But you have to go into it mentally. If you start buying into the thoughts that 90% of agents fail, you have already failed. You need to understand that you are willing to do things outside of what others are seeing. I reminded my daughter that if she buys into the stories of others ignorance, you are telling yourself that your work ethic is only as good as the person who tells you that. 
  • ​In that person's mind, they think their work ethic is the same as yours when they have no idea. A lot of you have taken that leap of faith into this business, yet you surround yourself with individuals that constantly are telling you how hard it is to make it. You start to buy into the idea that you won't make because you don't have the results yet to back it up. I had to remind my daughter of all the things she does when no one is looking; you need to do the same. 
  • ​You have already done something that most aren't willing to do; you took that leap of faith and are ten steps ahead. To buy into the stories from your spouse, friends, parents, you will get sucked into that vortex. I had that conversation with my daughter, and she knew right away what she needed to do; she needed to refocus on herself. I need you to refocus on your business this week; what is it that you want to accomplish this week? What is it the no matter what you can pull off? That is how you build a great foundation.
  • ​My daughter knows she needs to do everything she did from day one. If she doesn't make the team, she knows she put everything on the table. She is committed to getting stronger and better, no matter what limitations others have met, she has not met hers. It comes down to doing the things when there is no recognition when no one is around to give you accolades. 
  • ​You are writing a story as you go through this process about the pain, the doubt, and how you overcame; and the back story is the things you do when no one is watching. The execution of what your thoughts are is 90% of the game. We can all have great ambitions, but what are you doing towards accomplishing them. 
  • ​I was able to get out of my dysfunctional loop; it is what I do in the morning when no one is watching. Taking the time to read about how to come in more strong and powerful, how to improve my marketing, improve my body; I have to push myself past the times when I think I have done enough. These are the little things that reinforce behavior or erode it. Give yourself some space if you need too, and recommit to the task at hand and then go. 
  • ​We all need those reminders, and you are here for that reason. What is it that you are going to do this week? Write it down, make a list and give yourself that blueprint, that outcome you are looking for. Now do it. 

CUSTOM JAVASCRIPT / HTML
It's summertime; the kids are out of school, and we want to be poolside enjoying the season. But what about your business? What are you doing when no one is watching to create the results you are looking for? It is essential to take time before you start your week and write down what you are going to accomplish. Put it in stone, store it in your phone, but proclaim it and then do it. The only thing keeping you from success is you. Recommit to the process and do the things you need to do, that only you see; you know what to do, now it's all up to you.
What’s the Plan?
  • ​This is the time of year where the kids are out of school, and everyone wants to go on vacation and enjoy the summer; which is something I think we all should do. This is also the time to strike and move, and if you can stay focused through the next few months, your third and fourth quarters will benefit. Industry wide this is when numbers drop; top producers are the ones who are taking the market share because everyone else is taking it easy.
  • ​Things you do this week are vital to your third and fourth quarter. I want you to get very clear about what you need to accomplish this week in your 12-week target books or your journal. This is a pattern we all need to initiate to give us a guideline to get the result we want. If you aren't specific about what you want to accomplish, you won't have a blueprint of what you need to do daily. As you go through this today, take notes.
  • ​During breakfast yesterday, my daughter turned down the kid's menu; this surprised me because she loves the activities that come with it. She told me that it wasn't 2010 anymore, she has her iPhone now. So if you want to take notes with your phone or in your book, the point is to know precisely what you want to accomplish. 
  • ​I started something six years ago that has become a habit; things I have to do when no one is watching. This is what separates those that have from those that want; those that can appropriately plan their week. What do you want and how will you achieve it? This week I have a new, clear marketing plan that is coming out. My marketing consultant and marketing team have created some awesome campaigns for Facebook and Instagram.
  • ​I am sending out two emails and the Main Focus Training this week. I am also planning the mid-year review, which will be along the lines of the 12-week targets. We are also planning the Top Producers Master Mind, which will focus on how to plan and scale your business. I know exactly what I need to accomplish this week, and it is a yes or no outcome. Did you do what you said you are going to do? Because I have conditioned myself and done the things I need to achieve while no one is watching. 
  • ​We all want certain things, we see people on social media, we see a marriage, someone's physique, and we want what they have. You want their vacations, their business, their outcomes; but what we don't see are the things that they do when no one is watching. We are conditioning you to do those things when there is no recognition when no one is watching; but in all actuality, there is always someone watching. That is your integrity and conscience that is always watching you. Be aware that there is someone there watching you; your character, honor, and your soul is always there.
Who is Watching You?
  • ​I have witnessed Carla when she was trying for her IFBB Pro Card. The three workouts a day, the extreme diet, the emotional rollercoaster, the mindset reinforcement; no one sees that they only see the outcome. I was a participant in a Wake Up Warrior Mastermind, which I was a member of for well over four years. 
  • ​There was a guy I ran into at the Mastermind who told me he admired my marriage and that Carla and I were so raw and real about our relationship. I noticed that every time we had a serious conversation, anytime a female would walk by his neck would turn, he would lose complete focus on what we were talking about to look. It was so common for him to do that; he didn't realize that people were watching his behavior. I called him out on it and told him that he kept saying he wanted great things for his marriage, but the moment the opportunity comes for you to look at someone else, you do. He had no idea he was doing it. 
  • ​This behavior of his was so ingrained into his daily routine; he didn't realize those were the steps right there that keep him from appreciating what he has; because you are always looking at others. We are guilty of this to some extent. We want to lose that 20 pounds, have a body like that other guy; what we do when no one is watching effects that. We say all the right things; we show up at the right moments. What do you do when no one is watching? What are your behaviors? But remember there is something or someone always watching. 
  • ​It is hard to stay motivated when you know you are out of integrity. You are showcasing your life through social media, embellishing what you are striving for. There is a part of you though that knows you are working out of our integrity, not only with our bodies but our business. We showcase what we are doing but don't take the time to respond, to follow up and only showing half of the battle. 90% of it is what you do when no one is watching. 
  • ​Look at the behaviors that may be keeping you from getting what you want. I was in that trap for many years, not knowing why my business and marriage were going south. It was what I was doing behind the scenes; we are all guilty of it. I lose my cool sometimes, and I am portraying that I want to be a great Dad; I showcase great things on social media, but I am not that person 100% of the time. At times my reactions are embarrassing, I raise my voice for no reason, chastise my kids, but my social media shows I am perfect. That gives me purpose to be better every day. 
  • ​I spent the weekend re-reading the book, "The Way of the Superior Man." I know I lack in certain areas and I don't show up powerfully every day. It is easy to embellish our lives, but if we don't have the results that we want, then we are doing a lot of wrong things when no one is watching. No one is perfect, but we can take corrective actions to fix it, so we are in line with our integrity. When you do the right things, continually going after the right things, it's hard not to smile and keep going. If you are in a constant place of despair, misery, and unhappiness, focus on what you aren't doing. 
Making the Team
  • ​This is something I strive to correct; it is part of being human, part of the game. We all have opportunities to take vacations, build that business, and have the freedom we all desire. You can't build something great by merely speaking it, or posting about it. I have been guilty, I have binged on Netflix, wondering why my business is not growing. That's dysfunction and what creates misery; expecting certain things and your actions don't follow suit. 
  • ​My daughter will be a Freshman next year, and she is committed to making the Varsity Volleyball team. Making the Varsity team as a Freshman is a big undertaking. She has big goals, but she has been playing since she was 6. She is at every open gym at the school, and she is at the gym with me two additional days a week, practicing. You need to remind yourself of the things you do when no one is watching. Someone who has fear and insecurity will tell you what you want is not possible, and you forget about the things you do when no one is watching.
  • ​My daughter's friend told her she doesn't think a Freshman can make the Varsity team. This brought her down. Will she make it? Time will tell. But you have to go into it mentally. If you start buying into the thoughts that 90% of agents fail, you have already failed. You need to understand that you are willing to do things outside of what others are seeing. I reminded my daughter that if she buys into the stories of others ignorance, you are telling yourself that your work ethic is only as good as the person who tells you that. 
  • ​In that person's mind, they think their work ethic is the same as yours when they have no idea. A lot of you have taken that leap of faith into this business, yet you surround yourself with individuals that constantly are telling you how hard it is to make it. You start to buy into the idea that you won't make because you don't have the results yet to back it up. I had to remind my daughter of all the things she does when no one is looking; you need to do the same. 
  • ​You have already done something that most aren't willing to do; you took that leap of faith and are ten steps ahead. To buy into the stories from your spouse, friends, parents, you will get sucked into that vortex. I had that conversation with my daughter, and she knew right away what she needed to do; she needed to refocus on herself. I need you to refocus on your business this week; what is it that you want to accomplish this week? What is it the no matter what you can pull off? That is how you build a great foundation.
  • ​My daughter knows she needs to do everything she did from day one. If she doesn't make the team, she knows she put everything on the table. She is committed to getting stronger and better, no matter what limitations others have met, she has not met hers. It comes down to doing the things when there is no recognition when no one is around to give you accolades. 
  • ​You are writing a story as you go through this process about the pain, the doubt, and how you overcame; and the back story is the things you do when no one is watching. The execution of what your thoughts are is 90% of the game. We can all have great ambitions, but what are you doing towards accomplishing them. 
  • ​I was able to get out of my dysfunctional loop; it is what I do in the morning when no one is watching. Taking the time to read about how to come in more strong and powerful, how to improve my marketing, improve my body; I have to push myself past the times when I think I have done enough. These are the little things that reinforce behavior or erode it. Give yourself some space if you need too, and recommit to the task at hand and then go. 
  • ​We all need those reminders, and you are here for that reason. What is it that you are going to do this week? Write it down, make a list and give yourself that blueprint, that outcome you are looking for. Now do it. 

Influences and Appreciation
Influences and Appreciation
CUSTOM JAVASCRIPT / HTML
My Dad showed me the small steps for years, and it is the foundation I pride myself on. The small steps of Love, respect, and patience; I can get all things with that. I can also destroy things without that need to start by appreciating yourself and where you are right now; then tell others how they have influenced you. Don't wait for a holiday; tell them every day. It is also crucial to enjoy the journey; embrace it, trust it, and you will see the life you have always imagined come to fruition.
The Small Steps
  • ​I became a patient man once I began to appreciate who I was, and that starts with you as well. You can't have love respect and patience if you don't appreciate where you are at now. Finding appreciation can be difficult if there is a constant comparison to others; we see the top producers and wonder how we can get there.
  • ​Getting there for them took years, years of mistakes, and course correction. The small steps that sometimes can feel meaningless. My Dad showed me those small steps for years, and it is the foundation I pride myself on. Love, respect, and patience; I can get all things with that. I can also destroy things without that. 
  • ​Your success relies on your foundation of how you handle yourself and understanding that you are continually being influenced. The influence that is always attacking or complementing those Core Four characteristics. We need to identify those that are attacking those values; whether it is friends that we associate with, that don't share in our values and work ethic and inviting those that do into our lives.
  • ​Influence in all around us and this weekend we had the opportunity to spend time with the Luna's. There was a lot of appreciation there, because of the love, respect, and patience they show each other. It is similar to how Carla and I are with each other consistently. We have also been part of their not great times, and they have been there for some of ours. The influence at those times that I had on Ruben wasn't the greatest. It was about drive, ambition, and money. 
  • ​We both suffered consequences for that in our marriages. It was an influence that changed the dynamic of our families, and it's the influence that is changing the dynamic of your life. Where were you six months ago? A year ago or before you joined A.Z. & Associates? That is where you will find the fuel to keep going, not subjecting yourself to a comparison that will destroy your momentum. 
  • ​You need to lay a foundation of what it means to keep the fire going; you need to show love to yourself and not beat yourself up consistently for not getting the results that you want. I can appreciate the foundation my Dad gave me now, but I couldn't back then. That was the most significant influence he ever had on me. 
  • ​What if we appreciated people and what they do for us, on an everyday basis and not on a specific holiday? What do you think that will do for you? When you can do that it is because you have an appreciation for yourself and the path that you are on. Where you are at right now is temporary, and you have to appreciate the process of where you are going.
Boi: The Chako Whisperer
  • ​It's amazing the lessons that we can find in realizing that influence is all around us. Our new puppy, Chako, is being influenced by our older dog, Boi. The time it takes to learn to do things is collapsed because of the influence Boi has on him. He is crate trained, and Boi comes out he is, and he always greets me. The first time I let Chako out he didn't know what to do, but he observed Boi and his behavior, and he slowly started to do the same thing. 
  • ​Boi has influenced Chako to do the same things, including habits I hoped he wouldn't pick up. I appreciate how fast he is learning, though, and that is the impact we all have. 
  • ​Today I want you to think about a few things; first and foremost start appreciating yourself more. Nothing will improve if there isn't that appreciation. Secondly, appreciate those around you and let them know; don't wait until Fathers Day or Mothers Day. My Dad needed to hear my words of appreciation; he is compassionate and has a big heart, and I was missing that in myself. When we have a big heart, we can create big things, appreciate yourself where you are, and identify the growth pattern. You are not the same person from six months ago unless you sabotaged yourself. 
  • ​Finally, appreciate the journey because things will not always be this way. If they are good than great, continue to build on that. If deals are falling through, it's okay, learn the lessons there. There is skin to build thickness on and capacity to grow. The skillsets you are learning from this painful moment are going to help you later in life. 
  • ​Your scars build you and make you strong; I won't stop, and nothing can stop me. I have a firm foundation because of the influence my Dad had on me. How are you influencing your kids? How are those around you influencing you? We can all slip into a place of trying to control the ones we love the most; that was a characteristic of my Mom. 
  • ​Sometimes we are in such a place of control; it doesn't allow others to flourish in their space. When they do, we find fault because it wasn't done the way we wanted. I saw that growing up and then mimicked that in my relationships and my marriage. Wanting certain things but when it was done, it wasn't my way, so it was wrong. How many times have we done that?
  • ​A true leader is patient, patient with loved ones, the loan officer, the title person, and clients. Start appreciating yourself, others, and your journey. The small steps you are taking will pay off in big dividends. You are on a trajectory that you aren't even aware of. Some of you are overcoming stories of defeat; some have quits jobs they thought they never could; some are building on your best year ever. 
  • ​How can patience help the overall growth of your business? When you are in a good place, there is no way you can't build your business. When someone tells me I am a patient man, I am thankful; it doesn't floor me anymore because I have created that space to handle things. We all have work to do, but it starts with you; start with appreciating where you are. Quit comparing yourself to others. Tell people how they have influenced and impacted you every day. Look at this journey and imagine where you will be in two years, in five years. It will be more than you ever anticipated. 
  • ​I could never imagine where my life is now; my marriage works, my business works, my body functions for me. I didn't know that was a possibility; right now, you can't see it but trust the process, and you will. 
CUSTOM JAVASCRIPT / HTML
My Dad showed me the small steps for years, and it is the foundation I pride myself on. The small steps of Love, respect, and patience; I can get all things with that. I can also destroy things without that need to start by appreciating yourself and where you are right now; then tell others how they have influenced you. Don't wait for a holiday; tell them every day. It is also crucial to enjoy the journey; embrace it, trust it, and you will see the life you have always imagined come to fruition.
The Small Steps
  • ​I became a patient man once I began to appreciate who I was, and that starts with you as well. You can't have love respect and patience if you don't appreciate where you are at now. Finding appreciation can be difficult if there is a constant comparison to others; we see the top producers and wonder how we can get there.
  • ​Getting there for them took years, years of mistakes, and course correction. The small steps that sometimes can feel meaningless. My Dad showed me those small steps for years, and it is the foundation I pride myself on. Love, respect, and patience; I can get all things with that. I can also destroy things without that. 
  • ​Your success relies on your foundation of how you handle yourself and understanding that you are continually being influenced. The influence that is always attacking or complementing those Core Four characteristics. We need to identify those that are attacking those values; whether it is friends that we associate with, that don't share in our values and work ethic and inviting those that do into our lives.
  • ​Influence in all around us and this weekend we had the opportunity to spend time with the Luna's. There was a lot of appreciation there, because of the love, respect, and patience they show each other. It is similar to how Carla and I are with each other consistently. We have also been part of their not great times, and they have been there for some of ours. The influence at those times that I had on Ruben wasn't the greatest. It was about drive, ambition, and money. 
  • ​We both suffered consequences for that in our marriages. It was an influence that changed the dynamic of our families, and it's the influence that is changing the dynamic of your life. Where were you six months ago? A year ago or before you joined A.Z. & Associates? That is where you will find the fuel to keep going, not subjecting yourself to a comparison that will destroy your momentum. 
  • ​You need to lay a foundation of what it means to keep the fire going; you need to show love to yourself and not beat yourself up consistently for not getting the results that you want. I can appreciate the foundation my Dad gave me now, but I couldn't back then. That was the most significant influence he ever had on me. 
  • ​What if we appreciated people and what they do for us, on an everyday basis and not on a specific holiday? What do you think that will do for you? When you can do that it is because you have an appreciation for yourself and the path that you are on. Where you are at right now is temporary, and you have to appreciate the process of where you are going.
Boi: The Chako Whisperer
  • ​It's amazing the lessons that we can find in realizing that influence is all around us. Our new puppy, Chako, is being influenced by our older dog, Boi. The time it takes to learn to do things is collapsed because of the influence Boi has on him. He is crate trained, and Boi comes out he is, and he always greets me. The first time I let Chako out he didn't know what to do, but he observed Boi and his behavior, and he slowly started to do the same thing. 
  • ​Boi has influenced Chako to do the same things, including habits I hoped he wouldn't pick up. I appreciate how fast he is learning, though, and that is the impact we all have. 
  • ​Today I want you to think about a few things; first and foremost start appreciating yourself more. Nothing will improve if there isn't that appreciation. Secondly, appreciate those around you and let them know; don't wait until Fathers Day or Mothers Day. My Dad needed to hear my words of appreciation; he is compassionate and has a big heart, and I was missing that in myself. When we have a big heart, we can create big things, appreciate yourself where you are, and identify the growth pattern. You are not the same person from six months ago unless you sabotaged yourself. 
  • ​Finally, appreciate the journey because things will not always be this way. If they are good than great, continue to build on that. If deals are falling through, it's okay, learn the lessons there. There is skin to build thickness on and capacity to grow. The skillsets you are learning from this painful moment are going to help you later in life. 
  • ​Your scars build you and make you strong; I won't stop, and nothing can stop me. I have a firm foundation because of the influence my Dad had on me. How are you influencing your kids? How are those around you influencing you? We can all slip into a place of trying to control the ones we love the most; that was a characteristic of my Mom. 
  • ​Sometimes we are in such a place of control; it doesn't allow others to flourish in their space. When they do, we find fault because it wasn't done the way we wanted. I saw that growing up and then mimicked that in my relationships and my marriage. Wanting certain things but when it was done, it wasn't my way, so it was wrong. How many times have we done that?
  • ​A true leader is patient, patient with loved ones, the loan officer, the title person, and clients. Start appreciating yourself, others, and your journey. The small steps you are taking will pay off in big dividends. You are on a trajectory that you aren't even aware of. Some of you are overcoming stories of defeat; some have quits jobs they thought they never could; some are building on your best year ever. 
  • ​How can patience help the overall growth of your business? When you are in a good place, there is no way you can't build your business. When someone tells me I am a patient man, I am thankful; it doesn't floor me anymore because I have created that space to handle things. We all have work to do, but it starts with you; start with appreciating where you are. Quit comparing yourself to others. Tell people how they have influenced and impacted you every day. Look at this journey and imagine where you will be in two years, in five years. It will be more than you ever anticipated. 
  • ​I could never imagine where my life is now; my marriage works, my business works, my body functions for me. I didn't know that was a possibility; right now, you can't see it but trust the process, and you will. 
Attitude and Behavior
Attitude and Behavior
CUSTOM JAVASCRIPT / HTML
What does your month look like? What are your targets, and how do you plan to get there? You are stuck in a valley because you are bored and realize that you hate what you are doing; you need an attitude check. Your attitude determines your altitude in this business; you will never reach the peaks if you are laying low in the valley of complacency. It's time to kill your plan B and trust the process that you have started. If you want the success of a Top Producer, you need to do the things that hurt the most until they become the ones you love.
Cute Puppy Syndrome
  • ​It is essential to realize what you want to accomplish for this week, this month; merely putting it out there keeps you focused on the task at hand. When you went to Real Estate School, you knew what you wanted, and that was to get your license. The actions and behaviors that you employed got you here, and that is why you are with A.Z. & Associates.
  • ​Start thinking about production and what you want to create by the end of this month. Is it one, two, four escrows? Is it one or two listings? Be very aware though of your current results. You can't say you're going to have five escrows if you haven't had five all year. What is it that will stretch you past your current capacity to get what you want? 
  • ​This is not about impressing me or others but setting that threshold and say what you will achieve this month. Once you have the result that you want, now you can reverse engineer it and determine what actions, attitudes, and behaviors we need to achieve it.
  • ​It is easy to get in a trap of wanting the big goal and big rewards, but there is no preparation for that on your end. You haven't put into place any behavior over the past week or month to lead to that result. I want you to think about if you can stretch your capacity today to get to the next level, what does that look like this month? If you got one escrow last month what will it take to get two, if you got five what will it take to get six? 
  • ​What are you going after this month? Can you go another month without an escrow or with only two? We need to be able to see the result to reinforce the attitude and behaviors. You have a direct vision of what you want; a right attitude will get you what you want, but the only way to reinforce that is to see the result. 
  • ​I have said many times that if you want to start a business, then hold 4 to 5 Open Houses a week. After 80 hours, you will begin to see results. If you go into it with a good attitude, your attitude can dwindle, and that causes your behaviors to begin to diminish. It's hard to keep that attitude when you don't see the results after 4 or 5 Open Houses. 
  • ​This is the main reason most get out of this business because being able to reinforce this attitude consistently, especially when you don't have the results you desire. We then compare ourselves to others, looking at how good their results are, looking at what they're driving and that they are on vacation all the time. It's okay if that is what you want, but we don't see the back story to how they got there.
  • ​I got a new puppy, and I have been getting a lot of feedback from people about how they want one. I keep showing him playing around with my other dogs on social media. He is, but what I am not showing is the 4 or 5 times he wakes me up at night. The constant crying because we are crate training him; the accidents and the frustration that comes from that. I blame my daughters for not helping when they didn't do anything wrong; it's a puppy, and it's going to have accidents. 
  • ​When I first saw the puppy, I could hardly wait to bring him home; that first night we were almost dreading our decision because we forgot how much responsibility it is to raise a puppy. We forget as well how hard it is to start a business from scratch. Some of you have been in the game for 5 or 10 years, and you can't get past that threshold because we forget. 
  • ​Every one of us got into this business because we saw someone producing at a high level. You were influenced by someone else that showed the results that you want, and it's frustrating when you don't have it right now. You have somewhat been doing all the things that we have told you to do, and yet you have an attitude that it will never happen. You want to close 5 or 10 deals a month, but you forget the sleepless nights those others had; we forget the frustrations at home that they had.
  • ​You only see the result, the cute puppy. Some specific actions and behaviors are required to get to that level. To be in this game, you need to be able to consistently close transactions, but if your attitude doesn't change about the behaviors that are required, it will always be an up and down. 
How Do You Reach the Peak When You are Stuck in the Valley?
  • ​Every time you have peaks and valleys, it's because you don't like what you are doing. When you like what you are doing the peaks will continue to spike. When you do it forcefully because you don't like the hustle and the grind or the work required; you only do enough to get the results you want, and you want to forget the rest. 
  • ​There is no other reason for the peaks and valleys; there is no passion. You only work as hard as you need to get what you want, and then you stop the work it took to get you there. Maybe you stopped because you hate it; but now that we realize why we have the peaks and valleys, we can perhaps start to realize that this is what it took to create the lifestyle that we want. Maybe our attitude needs to change so that we can appreciate yourself for being in this volatile game. 
  • ​I challenge you that if you are continuing to have these peaks and valleys year after year, maybe your attitude towards what you are doing is not where it should be. I promise you that if you love this, there would be no valleys or lulls. You would continue to move forward, to progress in your systems and marketing because you love it. Knowledge is a significant component of attitude and behavior, and now you know. 
  • ​Instead of saying you don't know why you are where you are at, maybe you hate it. Now you need to change your attitude towards marketing and being out there consistently because that is what is required. If you hate going on Facebook live, you hate posting on social media, sending emails and making phone calls, your career will be riddled with peaks and valleys. 
  • ​Hating the process of going to the gym and avoiding it, secretly loathing yourself because you don't like the way you look or feel; You avoid it altogether and working just hard enough to get what you want and then go back to the valley. Attitude is everything because it influences behavior, and it is reinforced through results. The results in this game don't come overnight, but that is knowledge, and you know that now. 
  • ​We try to focus on the actions and behaviors, but they are inconsistent because the result isn't pulling that you want; the result isn't big enough and doesn't call to you enough. This game is hard even for top producers. Start thinking about what it is you want this month; not about the next 90 days, or the year, what does THIS month look like. Your attitude towards showing houses and having Open Houses has to shift, your attitude towards marketing and live videos has to completely change to get what you want. Without the right attitude, your behaviors will stay the same.
Hard Work Sucks Sometimes
  • ​The vast majority of agents will be losing market share to the Top Producers because of the false sense of accomplishment; only working towards the results, because secretly they don't like what they do. 
  • ​I love what I do, and it's hard work and sucks sometimes; I know though that I can't abandon my business and I have to show up. Sometimes I have to do the things that I don't want to do. It sucks to make those phone calls, sitting in that Open House for 4 hours. I promise you that you will love the results, and every time you do it, you reinforce your attitude; every time you show up at the gym, it reinforces the behavior. 
  • ​When you start to see the results, you will recognize that as knowledge; if you do this and have this type of attitude and behavior, you will get this result. That combination of things is considered knowledge. Your attitude influences behavior, which gets you understanding. 
  • ​We all see what everybody else has out there, but we don't see what isn't being shown. You don't see the constant crying of my puppy, waking up all night long; my poor daughters, I need to apologize to them because it isn't their fault. I know ultimately I will have a well behaved, best friend of a pet. Just like Boi my first dog; I forgot how much work it took to get there. 
  • ​I want you to declare what you are going to do this month; it's about going after that and not worrying about impressing me or others. I am watching some of the new agents and loving it. All of your hard work will pay off; I hope you keep it up. I have been in the game for 15 years, and I am seeing a lot of great action and people getting out of their comfort zones, pushing the threshold of what they consider their normal; stretching their boundaries and it is awesome to see. 
  • ​What some of you are doing in the first 90 days with your social media marketing is better then what took me years to accomplish. Continuing to move forward has everything to do with your attitude. Understand that you will ultimately get what you want if you continue on this path; you are meeting the resistance head-on The resistance wants you to stay back to stay the way you are, and every time you push through it, it's painful, but it isn't meant to debilitate you. I have seen it time and again with those that come in hard and do the right thing, but because they don't see the result fast enough, they quit, revert, retract and lose confidence. Don't do all of this work just to quit. 
  • ​Successful people double down when it gets painful when the results are not there, and the bills start piling up; Don't get distracted by that. When we were trying to regenerate our business after not having a lot of money; I remember thinking that I was in it for the long haul. Instead of being distracted by the bills piling up, quitting, being pressured by the bills to go back to a mainstream job; I figured they would get taken care of at some point, but I am not going to let that dictate my behavior and actions from what I wanted to do in this industry. 
  • ​If a bill has to be paid late then so be it; if you have to spend money, you don't have to get your business started, then so be it. I can't tell you how many times I have seen those with promise that could change the entire dynamic of their financial situation for their family quit because of the pressures of bills. I took that pressure to the brink; I couldn't pay my mortgage, but it didn't force me to give up on my dream.
  • ​Starting a business is tough, and I eventually maxed out my credit cards because I had a dream I had to go after. I also had a lot of confidence in what I could accomplish; I had that conviction and desire and fire within. There was no plan B, and some of you can't take off right now because you know you have a plan B in place. Your spouse will take care of you; you can always go back to your job; you will keep doing Real Estate part-time because you don't want to feel the pain. You want something big; you need to be able to thrive in that pain.
Kill Plan B
  • ​I never let my circumstance hinder my progression; if I got kicked out of my house, I would deal with it then. If I can't pay my credit cards by the end of the month, I will deal with it then. If I am 2 months late, I will deal with it then. I knew that to build something great; it takes time. Not just a 12-week target because that is part of a bigger game altogether. It doesn't mean that you are going to get everything you want out of life in just 12-weeks. 
  • ​12-weeks isn't going to change it, not your marriage or your business; how have you been showing up for the past ten years? As long as you have the big picture though ahead of you, it will push you through the 12- weeks into the next 12-weeks, and so on, until you see more significant results for yourself. 
  • ​You either want it, or you don't; you can't dwindle from your resolve. I was all in it, and if it didn't work out, I would have been in a world of hurt. Most of us think that way. We are led by those fears as opposed to thinking what if it does work out? None of this would have been possible if I didn't believe in myself; I had no plan B. If you have one I need you to destroy it and light it on fire; this is it, what are you going to do over the next 20 days? 
  • ​I'm not telling you to kill your credit score; I am telling you what I did because I had no other choice than to go all in. There was a lot of pain, frustration, and doubt involved, but I kept going. You know precisely what you need to do to get your next deal; get the next deal, and after that, we will focus on getting the next one after that. Stop focusing on the ten and get the next one. 
  • ​I want you to think about where you see the peaks and valleys, especially in business. When you hit the valleys, what is it about the process that you hate and focus on changing your attitude around that; because you will love the results. You need to correlate that the stuff that you hate gets you the thing that you want, and you will start to appreciate that uncomfortable part of you, the marketing videos, the phone calls, the boring Open Houses. You will begin to appreciate that more because you know it will get you this. 
  • ​We all love handing over the keys and our clients; that's the easy part. I want you to enjoy the stuff that you hate. Start reflecting on what your attitude is towards buyers, towards listings that don't sell right away, towards other agents? Start loving that, and you will start to avoid the valleys; we want the peaks and continue to grow on that. 
  • ​You're in this game, Top Producers or just getting in; we all need to reinforce that mindset and change our attitudes. Try smiling every time you get on the phone, or putting a post on Facebook; it induces the endorphins of positivity when you are talking to somebody, smile, and enjoys the energy there. Attitude is everything, but so is behavior. 
  • ​When he takes his ease, give him no rest- General Sun Tzu. That means that you have confidence in yourself, that you know how to strike and strike hard. This is the time. I hope this conversation gave you a pathway to get what you want this month. 
CUSTOM JAVASCRIPT / HTML
What does your month look like? What are your targets, and how do you plan to get there? You are stuck in a valley because you are bored and realize that you hate what you are doing; you need an attitude check. Your attitude determines your altitude in this business; you will never reach the peaks if you are laying low in the valley of complacency. It's time to kill your plan B and trust the process that you have started. If you want the success of a Top Producer, you need to do the things that hurt the most until they become the ones you love.
Cute Puppy Syndrome
  • ​It is essential to realize what you want to accomplish for this week, this month; merely putting it out there keeps you focused on the task at hand. When you went to Real Estate School, you knew what you wanted, and that was to get your license. The actions and behaviors that you employed got you here, and that is why you are with A.Z. & Associates.
  • ​Start thinking about production and what you want to create by the end of this month. Is it one, two, four escrows? Is it one or two listings? Be very aware though of your current results. You can't say you're going to have five escrows if you haven't had five all year. What is it that will stretch you past your current capacity to get what you want? 
  • ​This is not about impressing me or others but setting that threshold and say what you will achieve this month. Once you have the result that you want, now you can reverse engineer it and determine what actions, attitudes, and behaviors we need to achieve it.
  • ​It is easy to get in a trap of wanting the big goal and big rewards, but there is no preparation for that on your end. You haven't put into place any behavior over the past week or month to lead to that result. I want you to think about if you can stretch your capacity today to get to the next level, what does that look like this month? If you got one escrow last month what will it take to get two, if you got five what will it take to get six? 
  • ​What are you going after this month? Can you go another month without an escrow or with only two? We need to be able to see the result to reinforce the attitude and behaviors. You have a direct vision of what you want; a right attitude will get you what you want, but the only way to reinforce that is to see the result. 
  • ​I have said many times that if you want to start a business, then hold 4 to 5 Open Houses a week. After 80 hours, you will begin to see results. If you go into it with a good attitude, your attitude can dwindle, and that causes your behaviors to begin to diminish. It's hard to keep that attitude when you don't see the results after 4 or 5 Open Houses. 
  • ​This is the main reason most get out of this business because being able to reinforce this attitude consistently, especially when you don't have the results you desire. We then compare ourselves to others, looking at how good their results are, looking at what they're driving and that they are on vacation all the time. It's okay if that is what you want, but we don't see the back story to how they got there.
  • ​I got a new puppy, and I have been getting a lot of feedback from people about how they want one. I keep showing him playing around with my other dogs on social media. He is, but what I am not showing is the 4 or 5 times he wakes me up at night. The constant crying because we are crate training him; the accidents and the frustration that comes from that. I blame my daughters for not helping when they didn't do anything wrong; it's a puppy, and it's going to have accidents. 
  • ​When I first saw the puppy, I could hardly wait to bring him home; that first night we were almost dreading our decision because we forgot how much responsibility it is to raise a puppy. We forget as well how hard it is to start a business from scratch. Some of you have been in the game for 5 or 10 years, and you can't get past that threshold because we forget. 
  • ​Every one of us got into this business because we saw someone producing at a high level. You were influenced by someone else that showed the results that you want, and it's frustrating when you don't have it right now. You have somewhat been doing all the things that we have told you to do, and yet you have an attitude that it will never happen. You want to close 5 or 10 deals a month, but you forget the sleepless nights those others had; we forget the frustrations at home that they had.
  • ​You only see the result, the cute puppy. Some specific actions and behaviors are required to get to that level. To be in this game, you need to be able to consistently close transactions, but if your attitude doesn't change about the behaviors that are required, it will always be an up and down. 
How Do You Reach the Peak When You are Stuck in the Valley?
  • ​Every time you have peaks and valleys, it's because you don't like what you are doing. When you like what you are doing the peaks will continue to spike. When you do it forcefully because you don't like the hustle and the grind or the work required; you only do enough to get the results you want, and you want to forget the rest. 
  • ​There is no other reason for the peaks and valleys; there is no passion. You only work as hard as you need to get what you want, and then you stop the work it took to get you there. Maybe you stopped because you hate it; but now that we realize why we have the peaks and valleys, we can perhaps start to realize that this is what it took to create the lifestyle that we want. Maybe our attitude needs to change so that we can appreciate yourself for being in this volatile game. 
  • ​I challenge you that if you are continuing to have these peaks and valleys year after year, maybe your attitude towards what you are doing is not where it should be. I promise you that if you love this, there would be no valleys or lulls. You would continue to move forward, to progress in your systems and marketing because you love it. Knowledge is a significant component of attitude and behavior, and now you know. 
  • ​Instead of saying you don't know why you are where you are at, maybe you hate it. Now you need to change your attitude towards marketing and being out there consistently because that is what is required. If you hate going on Facebook live, you hate posting on social media, sending emails and making phone calls, your career will be riddled with peaks and valleys. 
  • ​Hating the process of going to the gym and avoiding it, secretly loathing yourself because you don't like the way you look or feel; You avoid it altogether and working just hard enough to get what you want and then go back to the valley. Attitude is everything because it influences behavior, and it is reinforced through results. The results in this game don't come overnight, but that is knowledge, and you know that now. 
  • ​We try to focus on the actions and behaviors, but they are inconsistent because the result isn't pulling that you want; the result isn't big enough and doesn't call to you enough. This game is hard even for top producers. Start thinking about what it is you want this month; not about the next 90 days, or the year, what does THIS month look like. Your attitude towards showing houses and having Open Houses has to shift, your attitude towards marketing and live videos has to completely change to get what you want. Without the right attitude, your behaviors will stay the same.
Hard Work Sucks Sometimes
  • ​The vast majority of agents will be losing market share to the Top Producers because of the false sense of accomplishment; only working towards the results, because secretly they don't like what they do. 
  • ​I love what I do, and it's hard work and sucks sometimes; I know though that I can't abandon my business and I have to show up. Sometimes I have to do the things that I don't want to do. It sucks to make those phone calls, sitting in that Open House for 4 hours. I promise you that you will love the results, and every time you do it, you reinforce your attitude; every time you show up at the gym, it reinforces the behavior. 
  • ​When you start to see the results, you will recognize that as knowledge; if you do this and have this type of attitude and behavior, you will get this result. That combination of things is considered knowledge. Your attitude influences behavior, which gets you understanding. 
  • ​We all see what everybody else has out there, but we don't see what isn't being shown. You don't see the constant crying of my puppy, waking up all night long; my poor daughters, I need to apologize to them because it isn't their fault. I know ultimately I will have a well behaved, best friend of a pet. Just like Boi my first dog; I forgot how much work it took to get there. 
  • ​I want you to declare what you are going to do this month; it's about going after that and not worrying about impressing me or others. I am watching some of the new agents and loving it. All of your hard work will pay off; I hope you keep it up. I have been in the game for 15 years, and I am seeing a lot of great action and people getting out of their comfort zones, pushing the threshold of what they consider their normal; stretching their boundaries and it is awesome to see. 
  • ​What some of you are doing in the first 90 days with your social media marketing is better then what took me years to accomplish. Continuing to move forward has everything to do with your attitude. Understand that you will ultimately get what you want if you continue on this path; you are meeting the resistance head-on The resistance wants you to stay back to stay the way you are, and every time you push through it, it's painful, but it isn't meant to debilitate you. I have seen it time and again with those that come in hard and do the right thing, but because they don't see the result fast enough, they quit, revert, retract and lose confidence. Don't do all of this work just to quit. 
  • ​Successful people double down when it gets painful when the results are not there, and the bills start piling up; Don't get distracted by that. When we were trying to regenerate our business after not having a lot of money; I remember thinking that I was in it for the long haul. Instead of being distracted by the bills piling up, quitting, being pressured by the bills to go back to a mainstream job; I figured they would get taken care of at some point, but I am not going to let that dictate my behavior and actions from what I wanted to do in this industry. 
  • ​If a bill has to be paid late then so be it; if you have to spend money, you don't have to get your business started, then so be it. I can't tell you how many times I have seen those with promise that could change the entire dynamic of their financial situation for their family quit because of the pressures of bills. I took that pressure to the brink; I couldn't pay my mortgage, but it didn't force me to give up on my dream.
  • ​Starting a business is tough, and I eventually maxed out my credit cards because I had a dream I had to go after. I also had a lot of confidence in what I could accomplish; I had that conviction and desire and fire within. There was no plan B, and some of you can't take off right now because you know you have a plan B in place. Your spouse will take care of you; you can always go back to your job; you will keep doing Real Estate part-time because you don't want to feel the pain. You want something big; you need to be able to thrive in that pain.
Kill Plan B
  • ​I never let my circumstance hinder my progression; if I got kicked out of my house, I would deal with it then. If I can't pay my credit cards by the end of the month, I will deal with it then. If I am 2 months late, I will deal with it then. I knew that to build something great; it takes time. Not just a 12-week target because that is part of a bigger game altogether. It doesn't mean that you are going to get everything you want out of life in just 12-weeks. 
  • ​12-weeks isn't going to change it, not your marriage or your business; how have you been showing up for the past ten years? As long as you have the big picture though ahead of you, it will push you through the 12- weeks into the next 12-weeks, and so on, until you see more significant results for yourself. 
  • ​You either want it, or you don't; you can't dwindle from your resolve. I was all in it, and if it didn't work out, I would have been in a world of hurt. Most of us think that way. We are led by those fears as opposed to thinking what if it does work out? None of this would have been possible if I didn't believe in myself; I had no plan B. If you have one I need you to destroy it and light it on fire; this is it, what are you going to do over the next 20 days? 
  • ​I'm not telling you to kill your credit score; I am telling you what I did because I had no other choice than to go all in. There was a lot of pain, frustration, and doubt involved, but I kept going. You know precisely what you need to do to get your next deal; get the next deal, and after that, we will focus on getting the next one after that. Stop focusing on the ten and get the next one. 
  • ​I want you to think about where you see the peaks and valleys, especially in business. When you hit the valleys, what is it about the process that you hate and focus on changing your attitude around that; because you will love the results. You need to correlate that the stuff that you hate gets you the thing that you want, and you will start to appreciate that uncomfortable part of you, the marketing videos, the phone calls, the boring Open Houses. You will begin to appreciate that more because you know it will get you this. 
  • ​We all love handing over the keys and our clients; that's the easy part. I want you to enjoy the stuff that you hate. Start reflecting on what your attitude is towards buyers, towards listings that don't sell right away, towards other agents? Start loving that, and you will start to avoid the valleys; we want the peaks and continue to grow on that. 
  • ​You're in this game, Top Producers or just getting in; we all need to reinforce that mindset and change our attitudes. Try smiling every time you get on the phone, or putting a post on Facebook; it induces the endorphins of positivity when you are talking to somebody, smile, and enjoys the energy there. Attitude is everything, but so is behavior. 
  • ​When he takes his ease, give him no rest- General Sun Tzu. That means that you have confidence in yourself, that you know how to strike and strike hard. This is the time. I hope this conversation gave you a pathway to get what you want this month. 
Living on the Edge
Living on the Edge
CUSTOM JAVASCRIPT / HTML
Waking up in a state of overwhelm of what the day holds for you, stressed beyond your limits, misplacing anger on the people who don't deserve it. If any of these examples apply to you; you are probably an entrepreneur. When you haven't developed the capacity to be where you think you should be, it leaves no space for anything but stress and edginess. Building capacity doesn't happen overnight, and it takes years of consistently doing the reps to create that space for growth and elevates you to the next level. Utilize the Core 4 and tap into your power daily in your body, being, balance, and business.
Increasing Your Capacity
  • ​Recapping the week and the lessons that life is teaching us and doing something about it is how at A.Z. & Associates, we learn to stop dysfunctional behavior and the things that are holding us back.
  • Becoming more aware and increasing your capacity of what is available to you, results in the direct increase of your numbers; Increasing your capacity to continue to go after the things we can produce for our bodies, business and all aspects of life. 
  • ​The term capacity means; the maximum amount that something can contain, and produce; We all have a certain capacity, but the object here is to increase it. 
  • Capacity also means; occupying the available area or space. Being at the edge and living to our limit. 
  • It can also mean; A person's legal competence — the ability to comprehend fully.
  • ​Stress is the main debilitation of growth. If we know that every day we have to do something to improve ourselves, that means we are trying to grow our capacity from our current realities. The process of the Core 4 is genius, and when I first learned about it, I didn't realize that I would not only increase my capacity, but I will always raise my production and my level of happiness and overall sense of accomplishment.
  • ​We need to revisit a simple process that allows us to increase space. We all have a certain level of capacity, and we need to focus on how to create space so we can handle more within that container. We all have a container of how much stress we can handle and how much we can produce, and every day we want to increase that. We don't double it within a week or a month; it takes years to increase capacity. 
  • ​I went from someone who could barely handle the stress of 15 agents in my brokerage to well over 120. It took years; I could not have accomplished that in 6 months, I would have imploded because my capacity wasn't there. The fastest way to go from 5 million dollars to 10 million in production, is to understand that it isn't possible immediately, you need to lower your current capacity; the stresses within that container. 
  • ​If you're always living at the edge of your capacity, there is little room for growth. A simple argument or disagreement at home will throw you off your game and shut you down; you are stressed out beyond your limits about your business and trying to close deals. A simple disagreement at home sends you on a dysfunctional journey. 
  • ​We have to learn to take 5 million in production to 7 million. Over time you will get to the 10, 15, or whatever your goals are. If you are only producing have of your goal, it's because your capacity isn't there yet; you are capable it just isn't there, however. If you continue to do the right things that are talked about in the Core 4; investing in yourself, your business, your family, and creating space. 
  • ​Stress can kill your business because you are living on the edge. If you are a one-person show, it is killing your growth. I understand it is hard to look at additional costs of more people, but it is not allowing you enough space. My business changed when I hired my first transaction coordinator, and again, when I hired a full-time administrator. Did it increase my profits immediately? No. But it did lower and create space for my current capacity and the stress level. 
  • ​When you are always on the grind and not increasing that space and any little thing will take you off of your game. This past weekend, I read some emails about reimbursements, and I allowed It to stress me out. Carla came in and said something that I overreacted too. I didn't do things to lower my stress level so that I could have space between my capacity and my stress level; allowing me to handle things that come my way.
  • ​When I was in that place I started to blame everything; she always does this, it's always this, that or the other. I didn't do the things that kept me in power. We are all on edge when we wake up; if you're not, you are fortunate. As entrepreneurs, we get up and wonder what will happen today; we are already on the edge even though our capacity has grown. Some people operate like that all day long; week after week and month after month. 
  • ​You wonder why your marriage isn't working, why you can't lose weight, and you work out constantly? It's your stress level, the cortisol that is piling on you. If you wake up and it's all sunny skies, green grass, and rainbows; congratulations. For most of us, we are edgy, and it's overwhelming sometimes.
Chickens With Their Heads Cut Off Can't Create Capacity
  • ​When you wake up on edge there is little room for patience, growth, understanding, and comprehension. You make bad decisions when you are on edge. I decided to get up and go straight to the gym; exercise is one of the best ways to lower the stress level so you can create that space and handle the issues that are trying to derail you. 
  • ​Stop running around like a chicken with your head cut off, overreacting, being that guy with road rage; arguing in public with your spouse and yelling at your kids for no reason. I am guilty of that because I am not doing the things that have been proven to work; the Core 4. Creating space and finding ways to release stress. 
  • ​Instead of wondering where your next deal is coming from, find that power that we all know we have. Instead of accessing that power and going after the next client, do more for your marketing and do what's right at home. When you are at capacity, there is none of that; there is no reasoning. No good ideas come from being there; in fact, we make things worse. 
  • ​I went to the gym, I went hard and took all the resentment, projecting blame on someone who was an innocent bystander, and I let loose. I went hard on the treadmill for 3 miles; all of a sudden, I am a reasonable man, I understood the ills of my ways. It was all on me; i let outside influences penetrate my mind when I was already overwhelmed and on edge. 
  • ​What the hell was I doing? Why was I creating more chaos and havoc for myself? We have all been there when things are, and we make them worse. You can't increase your capacity over time; you can't; it takes the reps and the process of doing the same things over and over to increase your capacity. The only solution is to lower your stress level. Doing the things we say we are going to do is the best way to reduce our stress.
  • ​You develop better decision-making skills; you don't overreact. I took on the responsibility. When we try to pretend that things didn't occur; when things happen that cause guilt, and you overcompensate. You have a fight with your spouse, and you don't talk about it, you overcompensate by being extra nice. I have learned that I needed to communicate better. I finished my workout and told Carla it was all on me. We don't come up with just a solution; we find what the root cause is; this had nothing to do with her.
  • ​Instead of buying her flowers or being overly nice, we talked about the facts, and I didn't carry the guilt because I handled it. I acknowledged where my head was at, and we had a great day. All those things because I know my marriage is great, helped me produce at a high level what I am doing right now. Things are fucked up in your marriage, in your relationship? You are limiting yourself. Our job is to the right things and do them right; treating people with respect and dignity.
Like a Ton of Bricks to the Face
  • ​It was a dumb reason for me to react that way; a dumb reason that could have turned into weeks of resentment and no talking. Thoughts of divorce going through my head, I am tired of this, I am out. She's the problem; this is why I am unhappy. I was on edge, no space to problem solve, or to grow and reflect. 
  • ​Guilt will set you back, and we all do and say things we wish we didn't. We carry that stress when we pretend it didn't happen, and we don't talk about it. Saturday night, my daughter was making a sandwich, and she is making a mess; I am looking at her and telling her she was messy, as a child. No kid ever wants to feel belittled or ridiculed by their parents. Your kids see you as their superhero. They see you as a person of wisdom and experience; they see you like this for a reason. She didn't say anything, but I saw it in her eyes, she was quiet, and she sat and ate her toast and went to her room.
  • ​I didn't comprehend what I did because I was thinking of other things. That night a ton of bricks hit me across the face, that whole situation popped back into my mind, and I felt guilty. I didn't know what I was doing. What am I teaching this young lady? That it's okay to be ridiculed and spoken too in a certain way. If she takes it from me, she will take it from her future relationship. It seems small, but I belittled her; she is a very intelligent and wise 14-year old. I compared her to a small child. 
  • ​This guilt, when it isn't addressed, kills everything else; it kills momentum, relationships, and business. I couldn't handle the stress of guilt, and I wasn't going to brush it off and buy her an ice cream. I still have the responsibility of being a good parent, teaching them practical actions and behaviors. It weighed heavy on me, I walked to her bedroom and, and I told her I loved her, and I would talk to her the next day. 
  • ​I went for a bike ride, and it still weighed heavy on me. There is a part of you that knows when you do the right thing and when you don't. When I got back, I went to Starbucks and got Carla coffee and got Abigail a breakfast sandwich and I waited for her in the dining room.and when she sat down I told her I wanted to talk to her. We need to address these things, or it debilitates everything else. You need to be able to continually finish your business; avoiding this conversation with my daughter would be one more stress.
  • ​I asked my daughter if she remembered what I said, and she immediately said it wasn't a big deal. I told her I was sorry for saying what I did; she didn't want to talk about it because she felt belittled. I told her she shouldn't sit back if I disrespect her and take it. We expect a certain level of respect from our children; the more significant responsibility is showing them respect consistently. 
  • ​Treating them like small humans and not just children; my way or the highway. I told her there was no reason for me to talk to her that way and that she is one of the smartest individuals I have ever met. She is not a child but is mature and wise. She looked me straight in the eye and told me thank you; that is so satisfying. Instead of carrying around the guilt of the could've, would've, and should've, I said it and admitted to it. I made things right.
Don't be a Yorkie in a World of Giants
  • ​I want you to focus on the fact that we know we have a capacity; it's all about growing and expanding. The game is about expansion, but it doesn't happen all the way, and we already have a framework, a container; if you want more good stuff in there, you need to get rid of the wrong thing. The space you create will allow you to be a reasonable, effective, and productive person.
  • ​The Core 4 is the best way to create space and access power, so you're not overeating, over drinking or oversleeping. You're doing the right things by exercising, journaling, meditation, and creating space by doing so. We all are capable of big ideas but don't expect the big things if you can't handle it within your capacity. If you are redlining every day, you are not going to grow as fast as me. 
  • ​When you operate in constant overwhelm, it increases you're cortisol, and that shrinks your brain and your ability to make the right decisions. We are always in a state of fear, and that causes us to fight or flight. My yorkie dog is always shaking because he is in a world of giants; he is always on edge and barking up a storm. 
  • ​Get rid of your unfinished business and the guilt that is carried with that; if you did something wrong, have the real conversations. Don't sugar coat it, talk about it and you will be surprised at the power you gain from it. Hire somebody and invest in your business. You need to offset your workload to grow. 
  • ​Exercise is so important; access your power while increasing your strength. Eat the food that is good for you. If you have young kids, what are you teaching them about nutrition? If you are struggling, your kids will struggle ten times as much. The next generation magnifies your dysfunctions; if you can't get ahold of what is right for you, your kids are going to struggle. 
  • ​Deep breaths, no reacting, respond with power and intelligence. I hope you understand the concept of capacity, and you are only a fraction of who you will be in a year if you take the measures of lowering your stress. Don't get stuck on one problem or obstacle; go harder if you aren't getting the results you want. 
  • ​Capacity is the maximum amount that something can contain, the amount something can produce; fully occupying the available area and space — also a persons legal competence. 
CUSTOM JAVASCRIPT / HTML
Waking up in a state of overwhelm of what the day holds for you, stressed beyond your limits, misplacing anger on the people who don't deserve it. If any of these examples apply to you; you are probably an entrepreneur. When you haven't developed the capacity to be where you think you should be, it leaves no space for anything but stress and edginess. Building capacity doesn't happen overnight, and it takes years of consistently doing the reps to create that space for growth and elevates you to the next level. Utilize the Core 4 and tap into your power daily in your body, being, balance, and business.
Increasing Your Capacity
  • ​Recapping the week and the lessons that life is teaching us and doing something about it is how at A.Z. & Associates, we learn to stop dysfunctional behavior and the things that are holding us back.
  • Becoming more aware and increasing your capacity of what is available to you, results in the direct increase of your numbers; Increasing your capacity to continue to go after the things we can produce for our bodies, business and all aspects of life. 
  • ​The term capacity means; the maximum amount that something can contain, and produce; We all have a certain capacity, but the object here is to increase it. 
  • Capacity also means; occupying the available area or space. Being at the edge and living to our limit. 
  • It can also mean; A person's legal competence — the ability to comprehend fully.
  • ​Stress is the main debilitation of growth. If we know that every day we have to do something to improve ourselves, that means we are trying to grow our capacity from our current realities. The process of the Core 4 is genius, and when I first learned about it, I didn't realize that I would not only increase my capacity, but I will always raise my production and my level of happiness and overall sense of accomplishment.
  • ​We need to revisit a simple process that allows us to increase space. We all have a certain level of capacity, and we need to focus on how to create space so we can handle more within that container. We all have a container of how much stress we can handle and how much we can produce, and every day we want to increase that. We don't double it within a week or a month; it takes years to increase capacity. 
  • ​I went from someone who could barely handle the stress of 15 agents in my brokerage to well over 120. It took years; I could not have accomplished that in 6 months, I would have imploded because my capacity wasn't there. The fastest way to go from 5 million dollars to 10 million in production, is to understand that it isn't possible immediately, you need to lower your current capacity; the stresses within that container. 
  • ​If you're always living at the edge of your capacity, there is little room for growth. A simple argument or disagreement at home will throw you off your game and shut you down; you are stressed out beyond your limits about your business and trying to close deals. A simple disagreement at home sends you on a dysfunctional journey. 
  • ​We have to learn to take 5 million in production to 7 million. Over time you will get to the 10, 15, or whatever your goals are. If you are only producing have of your goal, it's because your capacity isn't there yet; you are capable it just isn't there, however. If you continue to do the right things that are talked about in the Core 4; investing in yourself, your business, your family, and creating space. 
  • ​Stress can kill your business because you are living on the edge. If you are a one-person show, it is killing your growth. I understand it is hard to look at additional costs of more people, but it is not allowing you enough space. My business changed when I hired my first transaction coordinator, and again, when I hired a full-time administrator. Did it increase my profits immediately? No. But it did lower and create space for my current capacity and the stress level. 
  • ​When you are always on the grind and not increasing that space and any little thing will take you off of your game. This past weekend, I read some emails about reimbursements, and I allowed It to stress me out. Carla came in and said something that I overreacted too. I didn't do things to lower my stress level so that I could have space between my capacity and my stress level; allowing me to handle things that come my way.
  • ​When I was in that place I started to blame everything; she always does this, it's always this, that or the other. I didn't do the things that kept me in power. We are all on edge when we wake up; if you're not, you are fortunate. As entrepreneurs, we get up and wonder what will happen today; we are already on the edge even though our capacity has grown. Some people operate like that all day long; week after week and month after month. 
  • ​You wonder why your marriage isn't working, why you can't lose weight, and you work out constantly? It's your stress level, the cortisol that is piling on you. If you wake up and it's all sunny skies, green grass, and rainbows; congratulations. For most of us, we are edgy, and it's overwhelming sometimes.
Chickens With Their Heads Cut Off Can't Create Capacity
  • ​When you wake up on edge there is little room for patience, growth, understanding, and comprehension. You make bad decisions when you are on edge. I decided to get up and go straight to the gym; exercise is one of the best ways to lower the stress level so you can create that space and handle the issues that are trying to derail you. 
  • ​Stop running around like a chicken with your head cut off, overreacting, being that guy with road rage; arguing in public with your spouse and yelling at your kids for no reason. I am guilty of that because I am not doing the things that have been proven to work; the Core 4. Creating space and finding ways to release stress. 
  • ​Instead of wondering where your next deal is coming from, find that power that we all know we have. Instead of accessing that power and going after the next client, do more for your marketing and do what's right at home. When you are at capacity, there is none of that; there is no reasoning. No good ideas come from being there; in fact, we make things worse. 
  • ​I went to the gym, I went hard and took all the resentment, projecting blame on someone who was an innocent bystander, and I let loose. I went hard on the treadmill for 3 miles; all of a sudden, I am a reasonable man, I understood the ills of my ways. It was all on me; i let outside influences penetrate my mind when I was already overwhelmed and on edge. 
  • ​What the hell was I doing? Why was I creating more chaos and havoc for myself? We have all been there when things are, and we make them worse. You can't increase your capacity over time; you can't; it takes the reps and the process of doing the same things over and over to increase your capacity. The only solution is to lower your stress level. Doing the things we say we are going to do is the best way to reduce our stress.
  • ​You develop better decision-making skills; you don't overreact. I took on the responsibility. When we try to pretend that things didn't occur; when things happen that cause guilt, and you overcompensate. You have a fight with your spouse, and you don't talk about it, you overcompensate by being extra nice. I have learned that I needed to communicate better. I finished my workout and told Carla it was all on me. We don't come up with just a solution; we find what the root cause is; this had nothing to do with her.
  • ​Instead of buying her flowers or being overly nice, we talked about the facts, and I didn't carry the guilt because I handled it. I acknowledged where my head was at, and we had a great day. All those things because I know my marriage is great, helped me produce at a high level what I am doing right now. Things are fucked up in your marriage, in your relationship? You are limiting yourself. Our job is to the right things and do them right; treating people with respect and dignity.
Like a Ton of Bricks to the Face
  • ​It was a dumb reason for me to react that way; a dumb reason that could have turned into weeks of resentment and no talking. Thoughts of divorce going through my head, I am tired of this, I am out. She's the problem; this is why I am unhappy. I was on edge, no space to problem solve, or to grow and reflect. 
  • ​Guilt will set you back, and we all do and say things we wish we didn't. We carry that stress when we pretend it didn't happen, and we don't talk about it. Saturday night, my daughter was making a sandwich, and she is making a mess; I am looking at her and telling her she was messy, as a child. No kid ever wants to feel belittled or ridiculed by their parents. Your kids see you as their superhero. They see you as a person of wisdom and experience; they see you like this for a reason. She didn't say anything, but I saw it in her eyes, she was quiet, and she sat and ate her toast and went to her room.
  • ​I didn't comprehend what I did because I was thinking of other things. That night a ton of bricks hit me across the face, that whole situation popped back into my mind, and I felt guilty. I didn't know what I was doing. What am I teaching this young lady? That it's okay to be ridiculed and spoken too in a certain way. If she takes it from me, she will take it from her future relationship. It seems small, but I belittled her; she is a very intelligent and wise 14-year old. I compared her to a small child. 
  • ​This guilt, when it isn't addressed, kills everything else; it kills momentum, relationships, and business. I couldn't handle the stress of guilt, and I wasn't going to brush it off and buy her an ice cream. I still have the responsibility of being a good parent, teaching them practical actions and behaviors. It weighed heavy on me, I walked to her bedroom and, and I told her I loved her, and I would talk to her the next day. 
  • ​I went for a bike ride, and it still weighed heavy on me. There is a part of you that knows when you do the right thing and when you don't. When I got back, I went to Starbucks and got Carla coffee and got Abigail a breakfast sandwich and I waited for her in the dining room.and when she sat down I told her I wanted to talk to her. We need to address these things, or it debilitates everything else. You need to be able to continually finish your business; avoiding this conversation with my daughter would be one more stress.
  • ​I asked my daughter if she remembered what I said, and she immediately said it wasn't a big deal. I told her I was sorry for saying what I did; she didn't want to talk about it because she felt belittled. I told her she shouldn't sit back if I disrespect her and take it. We expect a certain level of respect from our children; the more significant responsibility is showing them respect consistently. 
  • ​Treating them like small humans and not just children; my way or the highway. I told her there was no reason for me to talk to her that way and that she is one of the smartest individuals I have ever met. She is not a child but is mature and wise. She looked me straight in the eye and told me thank you; that is so satisfying. Instead of carrying around the guilt of the could've, would've, and should've, I said it and admitted to it. I made things right.
Don't be a Yorkie in a World of Giants
  • ​I want you to focus on the fact that we know we have a capacity; it's all about growing and expanding. The game is about expansion, but it doesn't happen all the way, and we already have a framework, a container; if you want more good stuff in there, you need to get rid of the wrong thing. The space you create will allow you to be a reasonable, effective, and productive person.
  • ​The Core 4 is the best way to create space and access power, so you're not overeating, over drinking or oversleeping. You're doing the right things by exercising, journaling, meditation, and creating space by doing so. We all are capable of big ideas but don't expect the big things if you can't handle it within your capacity. If you are redlining every day, you are not going to grow as fast as me. 
  • ​When you operate in constant overwhelm, it increases you're cortisol, and that shrinks your brain and your ability to make the right decisions. We are always in a state of fear, and that causes us to fight or flight. My yorkie dog is always shaking because he is in a world of giants; he is always on edge and barking up a storm. 
  • ​Get rid of your unfinished business and the guilt that is carried with that; if you did something wrong, have the real conversations. Don't sugar coat it, talk about it and you will be surprised at the power you gain from it. Hire somebody and invest in your business. You need to offset your workload to grow. 
  • ​Exercise is so important; access your power while increasing your strength. Eat the food that is good for you. If you have young kids, what are you teaching them about nutrition? If you are struggling, your kids will struggle ten times as much. The next generation magnifies your dysfunctions; if you can't get ahold of what is right for you, your kids are going to struggle. 
  • ​Deep breaths, no reacting, respond with power and intelligence. I hope you understand the concept of capacity, and you are only a fraction of who you will be in a year if you take the measures of lowering your stress. Don't get stuck on one problem or obstacle; go harder if you aren't getting the results you want. 
  • ​Capacity is the maximum amount that something can contain, the amount something can produce; fully occupying the available area and space — also a persons legal competence. 
4 Reasons
4 Reasons
CUSTOM JAVASCRIPT / HTML
It isn't easy to choose to be an entrepreneur. Taking that jump into being a small business owner takes courage, consistency, and sacrifice. The biggest challenges come when we can't shake the mindset we had as an employee. Thinking we deserve to take time off for a holiday with our family when we haven't put in the work, is business abandonment. Don't let the pressures of family and friends having a weekend of fun, keep you from seeing the fruit of your labors. Putting your body and your business first in your day opens the door to stress and guilt-free time with the people you love.
The 4 Reasons We Abandon Our Business
  • ​It's always important to focus on what we want to accomplish, that is why we have a Main Focus in our 12-week targets. Today we are talking about "4 Reasons We Abandoned Our Business." You may not think you are but consider this at a higher level. When we got into this game, we were conditioned in a different way to do things. Your first job you were told what to do, and how to do it, when to clock in and out, how many breaks you have; you were given a structure to operate in.
  • ​A lot of us can excel within a structure, but then we decide that we want more than the 3% raise. We decide to venture out, and we thought about how much time that would give us; more time with our family, do the things we want to do. We have the time, but this business also now requires more of us; you don't necessarily get more time in the entrepreneurial space, because there is always something to do.
  • ​We have to be in tune with our business, or we could lose tens of thousands of dollars. There was a time that I didn't plan accordingly; I didn't plan that my clients were coming in from out of town. I had planned to out of town for a holiday with some friends. My clients came in and brought some family members with them, they called me, and I didn't answer, I forgot. I was more interested in having fun in my false sense of accomplishment that I didn't plan accordingly.
  • ​My clients came, they waited a full day for me to call them back, and they ended up finding someone else. They ended up buying two homes. That weekend cost me $18,000. I could have avoided that if my priorities were straight, understanding that everything must be earned. I don't deserve time off because the calendar says I do. I have to make my stay and earn my keep. 
  • ​When we are an employee, we are told we have two weeks of vacation, weekends off, and paid holidays. We go from that place of structure to a place of no structure, and we lose ourselves. Most of our friends and family members are not entrepreneurs, not self-reliant. It's easy to get sucked in by them wanting to go away for the weekend or on vacation because, in their situation, they already got paid. In your situation, you have not. 
  • ​We want to be able to take time off as you should; we have to position ourselves very differently though then an employee would. We decided to take greater responsibility when we stepped into the entrepreneurial space. We decided to take on all the headaches that come with marketing, sales, and systems, and we may have to work more than 40 hours.
  • ​The reality is that every time you stop doing things for your business, you abandon it. I abandoned my business, and I lost $18,000. I will tell you why we decide to abandon our business:
NUMBER ONE
  • ​The number one reason is GUILT. My daughters are out of school, and they want to go places, and we feel guilty because we are continually working, trying to provide for them. We abandon our business because we start saying to ourselves that we have worked hard and we aren't spending enough time with our families. You miss a practice because you worked late; you aren't spending that quality time. 
  • ​When we get a long weekend, we shut down our business, abandon it because of guilt. I am giving you reasons, but I will provide you with solutions. We believe in a have it all lifestyle, when you invest in your family consistently, the guilt of having to work on a Memorial Day weekend doesn't hold you back. When we are unbalanced the guilt sets in, even in your marriage. Going away for the weekend is a temporary bandaid because it is your responsibility to show up powerfully every day. 
  • ​It doesn't mean time; it means quality. When I get home, I am investing time into my family, undivided attention — no guilt sets in. When you feel guilty, you abandon your business and you're not marketing and not getting prospects. The first thing is to understand that this responsibility is every day.
NUMBER TWO
  • ​The second reason is A FALSE SENSE OF ACCOMPLISHMENT. Your last quarter was awesome; it will always be this way. You don't need to answer client calls or show homes today; they will wait for me. That $18,000 lesson hurt bad for me because I had a false sense of accomplishment that I could walk away from my business on a three day weekend. 
  • ​I worked so hard to build my business up, but at the moment of truth, I subsided and fell into the trap of thinking I deserved time off. Your friends don't have to deal with the stresses that you do of owning a business, marketing, fulfillment, and sales. You need to invest time into and not drop off the face of the earth because it is a holiday. These are the real truths as small business owners. 
  • ​I was so distraught over losing that money and those sales that a threw away two or three weeks after that, thinking about what I did. I started to question myself and beat myself up. At the moment we get resistance from our family and friends we subside, we concede and agree to go away for a holiday.
NUMBER THREE
  • ​The third reason and it ties into the other two; we are still in this EMPLOYEE MINDSET. We believe the evenings are ours, weekends are for taking off, we need two weeks of vacation per year, and we should have holidays off. We stuck around in those jobs we hated, that didn't pay enough because of the benefits. We have to walk away from that mindset and understand we don't deserve anything, and we have to work our butts off. This is the space you decided to play in.
  • ​Regardless if you had a great quarter or not, things will not always be this way. We can't kill the momentum, are you stuck in the employee mindset? Every day something needs to happen for your business. I told my daughters today as I left the house, they know I have, and I can be 100% focused if I know I have delivered for my business, and my body. I understand that is part of the game to continue to deliver regardless of what society tells us to do. When I am done, I will be all in with my family for the holiday; knowing that I am delivering in all facets of my life and my business. It's never one or the other; it's all things. 
  • ​There is a more significant cost of not investing in your business every day and a considerable cost of not investing in your family, your health, and your overall mindset. 
NUMBER FOUR
  • ​Reason number four is there is NO URGENCY. Why? Because you aren't the breadwinner. Your husband or your wife has a full-time steady job. Even if you don't close a deal, it doesn't matter. The bills will be covered. When you don't produce, and you say you're an entrepreneur, you lose confidence. You can say it isn't a big deal, but you know it is. 
  • ​Think about every time you do close a deal and how satisfying it is to do a cash injection into the coffers of your family.That feels fantastic, but there is no sense of urgency to do it over and over again because your spouse will take care of you. The pain is not there; your back isn't against the wall because your spouse makes good money. Your spouse also probably controls what you spend. 
  • ​These are the realities we have to look at. Not to look at your income as vacation money or extra money. Flipping the game and looking at your spouse's income as the play money because you become the breadwinner, the business owner, and the person in power. 
  • ​Employees are, and you are not. Because you have no sense of urgency, you have become complacent and at the mercy of the other person. I get that is a team game, but what happens if one day it is no longer a team? Through a tragedy or by choice, injury, health; then what? Then it will be, and you will decide to take the lead? Don't wait until it gets painful, until your savings runs out, start doing it now and have that urgency. 
Start Operating At A Higher Level
  • ​When you start controlling your destiny, operating at a higher level with more security, more stability, you become the entrepreneur you need to be. 
  • Reason Number One, feeling guilty.
  • Reason Number Two is having a false sense of accomplishment. 
  • Reason Number Three is having the mindset of an employee. 
  • Reason number four is you have no sense of urgency 
  • ​These are all valid reasons if you buy into it. Consider something more significant for yourself and that you have a responsibility to be the leader and not be influenced, taking the lead for your family. Having clear conversations that you have an obligation, but you are going to deliver at a high level once you get home. A lot of Realtors check out during the summer for family stuff. That's important but realize that you can do it all. 
  • ​There are ways to approach this game, fulfilling for your health, your family, and your business; sometime one will take precedence over the others. A holiday is a great family day and can take 80% of your time, but your business and body need to make up that 20%. Maybe you only work one to two solid hours, texting ten people. Think about all the people at BBQs today and find them all new homes. 
  • ​Spend a solid hour today and give the rest to your family and it will so good because you delivered for your business and didn't abandon it. You posted on Instagram; you followed up with prospects, you sent text messages showing people some beautiful homes with pools. Be that person that presents the opportunities. Make a joke out of it and tell them you are just planting a seed, and you hope they are well. 
  • ​I went to the gym, worked out, sent some emails; and now I can go home, have lunch with my family, and hang out by the pool. I can't afford to shut down; we are talking big money, stability, and the realities of owning your own business. If you want to shut down your business, the best way to do that is to go work for someone else. There will be zero guilt of not returning phone calls, not marketing, and not reaching out. 
  • ​I'm not saying to either abandon your business or abandon your family I am saying you can have it all. You have to feel good and empower yourself first. You can't stay connected when you have unfinished business. A lot of agents underestimate the importance of systems; podcasting is the new wave because attention is currency. Podcasting is a game changer. 
  • ​The intention is the main driving force to the success of your business. Make sure you market and target your prospects today and then take a hike with your family. Go live, start posting, get your podcast together. Don't check out today because it is a holiday. Do your marketing, sales, and systems and then do something with your family. You have to earn that time. 
CUSTOM JAVASCRIPT / HTML
It isn't easy to choose to be an entrepreneur. Taking that jump into being a small business owner takes courage, consistency, and sacrifice. The biggest challenges come when we can't shake the mindset we had as an employee. Thinking we deserve to take time off for a holiday with our family when we haven't put in the work, is business abandonment. Don't let the pressures of family and friends having a weekend of fun, keep you from seeing the fruit of your labors. Putting your body and your business first in your day opens the door to stress and guilt-free time with the people you love.
The 4 Reasons We Abandon Our Business
  • ​It's always important to focus on what we want to accomplish, that is why we have a Main Focus in our 12-week targets. Today we are talking about "4 Reasons We Abandoned Our Business." You may not think you are but consider this at a higher level. When we got into this game, we were conditioned in a different way to do things. Your first job you were told what to do, and how to do it, when to clock in and out, how many breaks you have; you were given a structure to operate in.
  • ​A lot of us can excel within a structure, but then we decide that we want more than the 3% raise. We decide to venture out, and we thought about how much time that would give us; more time with our family, do the things we want to do. We have the time, but this business also now requires more of us; you don't necessarily get more time in the entrepreneurial space, because there is always something to do.
  • ​We have to be in tune with our business, or we could lose tens of thousands of dollars. There was a time that I didn't plan accordingly; I didn't plan that my clients were coming in from out of town. I had planned to out of town for a holiday with some friends. My clients came in and brought some family members with them, they called me, and I didn't answer, I forgot. I was more interested in having fun in my false sense of accomplishment that I didn't plan accordingly.
  • ​My clients came, they waited a full day for me to call them back, and they ended up finding someone else. They ended up buying two homes. That weekend cost me $18,000. I could have avoided that if my priorities were straight, understanding that everything must be earned. I don't deserve time off because the calendar says I do. I have to make my stay and earn my keep. 
  • ​When we are an employee, we are told we have two weeks of vacation, weekends off, and paid holidays. We go from that place of structure to a place of no structure, and we lose ourselves. Most of our friends and family members are not entrepreneurs, not self-reliant. It's easy to get sucked in by them wanting to go away for the weekend or on vacation because, in their situation, they already got paid. In your situation, you have not. 
  • ​We want to be able to take time off as you should; we have to position ourselves very differently though then an employee would. We decided to take greater responsibility when we stepped into the entrepreneurial space. We decided to take on all the headaches that come with marketing, sales, and systems, and we may have to work more than 40 hours.
  • ​The reality is that every time you stop doing things for your business, you abandon it. I abandoned my business, and I lost $18,000. I will tell you why we decide to abandon our business:
NUMBER ONE
  • ​The number one reason is GUILT. My daughters are out of school, and they want to go places, and we feel guilty because we are continually working, trying to provide for them. We abandon our business because we start saying to ourselves that we have worked hard and we aren't spending enough time with our families. You miss a practice because you worked late; you aren't spending that quality time. 
  • ​When we get a long weekend, we shut down our business, abandon it because of guilt. I am giving you reasons, but I will provide you with solutions. We believe in a have it all lifestyle, when you invest in your family consistently, the guilt of having to work on a Memorial Day weekend doesn't hold you back. When we are unbalanced the guilt sets in, even in your marriage. Going away for the weekend is a temporary bandaid because it is your responsibility to show up powerfully every day. 
  • ​It doesn't mean time; it means quality. When I get home, I am investing time into my family, undivided attention — no guilt sets in. When you feel guilty, you abandon your business and you're not marketing and not getting prospects. The first thing is to understand that this responsibility is every day.
NUMBER TWO
  • ​The second reason is A FALSE SENSE OF ACCOMPLISHMENT. Your last quarter was awesome; it will always be this way. You don't need to answer client calls or show homes today; they will wait for me. That $18,000 lesson hurt bad for me because I had a false sense of accomplishment that I could walk away from my business on a three day weekend. 
  • ​I worked so hard to build my business up, but at the moment of truth, I subsided and fell into the trap of thinking I deserved time off. Your friends don't have to deal with the stresses that you do of owning a business, marketing, fulfillment, and sales. You need to invest time into and not drop off the face of the earth because it is a holiday. These are the real truths as small business owners. 
  • ​I was so distraught over losing that money and those sales that a threw away two or three weeks after that, thinking about what I did. I started to question myself and beat myself up. At the moment we get resistance from our family and friends we subside, we concede and agree to go away for a holiday.
NUMBER THREE
  • ​The third reason and it ties into the other two; we are still in this EMPLOYEE MINDSET. We believe the evenings are ours, weekends are for taking off, we need two weeks of vacation per year, and we should have holidays off. We stuck around in those jobs we hated, that didn't pay enough because of the benefits. We have to walk away from that mindset and understand we don't deserve anything, and we have to work our butts off. This is the space you decided to play in.
  • ​Regardless if you had a great quarter or not, things will not always be this way. We can't kill the momentum, are you stuck in the employee mindset? Every day something needs to happen for your business. I told my daughters today as I left the house, they know I have, and I can be 100% focused if I know I have delivered for my business, and my body. I understand that is part of the game to continue to deliver regardless of what society tells us to do. When I am done, I will be all in with my family for the holiday; knowing that I am delivering in all facets of my life and my business. It's never one or the other; it's all things. 
  • ​There is a more significant cost of not investing in your business every day and a considerable cost of not investing in your family, your health, and your overall mindset. 
NUMBER FOUR
  • ​Reason number four is there is NO URGENCY. Why? Because you aren't the breadwinner. Your husband or your wife has a full-time steady job. Even if you don't close a deal, it doesn't matter. The bills will be covered. When you don't produce, and you say you're an entrepreneur, you lose confidence. You can say it isn't a big deal, but you know it is. 
  • ​Think about every time you do close a deal and how satisfying it is to do a cash injection into the coffers of your family.That feels fantastic, but there is no sense of urgency to do it over and over again because your spouse will take care of you. The pain is not there; your back isn't against the wall because your spouse makes good money. Your spouse also probably controls what you spend. 
  • ​These are the realities we have to look at. Not to look at your income as vacation money or extra money. Flipping the game and looking at your spouse's income as the play money because you become the breadwinner, the business owner, and the person in power. 
  • ​Employees are, and you are not. Because you have no sense of urgency, you have become complacent and at the mercy of the other person. I get that is a team game, but what happens if one day it is no longer a team? Through a tragedy or by choice, injury, health; then what? Then it will be, and you will decide to take the lead? Don't wait until it gets painful, until your savings runs out, start doing it now and have that urgency. 
Start Operating At A Higher Level
  • ​When you start controlling your destiny, operating at a higher level with more security, more stability, you become the entrepreneur you need to be. 
  • Reason Number One, feeling guilty.
  • Reason Number Two is having a false sense of accomplishment. 
  • Reason Number Three is having the mindset of an employee. 
  • Reason number four is you have no sense of urgency 
  • ​These are all valid reasons if you buy into it. Consider something more significant for yourself and that you have a responsibility to be the leader and not be influenced, taking the lead for your family. Having clear conversations that you have an obligation, but you are going to deliver at a high level once you get home. A lot of Realtors check out during the summer for family stuff. That's important but realize that you can do it all. 
  • ​There are ways to approach this game, fulfilling for your health, your family, and your business; sometime one will take precedence over the others. A holiday is a great family day and can take 80% of your time, but your business and body need to make up that 20%. Maybe you only work one to two solid hours, texting ten people. Think about all the people at BBQs today and find them all new homes. 
  • ​Spend a solid hour today and give the rest to your family and it will so good because you delivered for your business and didn't abandon it. You posted on Instagram; you followed up with prospects, you sent text messages showing people some beautiful homes with pools. Be that person that presents the opportunities. Make a joke out of it and tell them you are just planting a seed, and you hope they are well. 
  • ​I went to the gym, worked out, sent some emails; and now I can go home, have lunch with my family, and hang out by the pool. I can't afford to shut down; we are talking big money, stability, and the realities of owning your own business. If you want to shut down your business, the best way to do that is to go work for someone else. There will be zero guilt of not returning phone calls, not marketing, and not reaching out. 
  • ​I'm not saying to either abandon your business or abandon your family I am saying you can have it all. You have to feel good and empower yourself first. You can't stay connected when you have unfinished business. A lot of agents underestimate the importance of systems; podcasting is the new wave because attention is currency. Podcasting is a game changer. 
  • ​The intention is the main driving force to the success of your business. Make sure you market and target your prospects today and then take a hike with your family. Go live, start posting, get your podcast together. Don't check out today because it is a holiday. Do your marketing, sales, and systems and then do something with your family. You have to earn that time. 
Vision and the Hunt
Vision and the Hunt
CUSTOM JAVASCRIPT / HTML
Creating a vision in my mind, a target in front of me, led me on the hunt of my life; an Olympic Triathlon. But now what? If I had not put into place a new vision, a new target, a fresh hunt, all of the capacity I had created would be for nothing. It is essential not to become complacent when we reach a target and succeed. Complacency is the killer of momentum, and when there is no momentum, failure is soon to follow. Wake up each day with a clear vision of what you want from your day and embrace your inner wolf. Only sheep wander about, but a wolf sets out every day knowing his survival depends on the outcome of his hunt. Be the wolf, set your vision, focus on your target and go for the kill.
One Bad Decision Leads to Another
  • ​As you think about the topic for today, The Vision and the Hunt what does it mean to you? Carla and I had a busy weekend, and we took a little "Staycation." We checked into a hotel, had lunch on Friday, a late dinner, and enjoyed each other's company. We got up in the morning and went to breakfast and spent the rest of the day with the family — a nice reset to reinvest into our relationship.
  • ​I think sometimes we fail to realize how important that is to keep your relationship in great order; taking the time to invest in your marriage and relationship with your kids. It is emotionally draining when things are not in order, and that can reflect directly into our business. Most think that to be successful, we have to be successful in our business, but it relates to all facets of our lives.
  • ​I have a lot of gratitude toward how my life has completely shifted from what it was; what I expected success is at an entirely new level, as I am living it. I know others are in that same place of looking at how we are approaching life in all aspects. 
  • ​What we focus on when we are not on our game, won't typically get us back into our game. When things don't go our way, we focus on what we lack. It leads to thinking about how everything isn't working in our lives; marriage, business, and start to self-loathe. 
  • ​The fastest way to turn anything around is to focus on what we are not doing. There are certain things that you do daily that will bring you success; it's the decision of something greater. Everything you do will either positively or negatively impact what you want out of life.
  • ​We all have choices. There are things I do daily to ensure my success; taking care of my body, reading something that will lead me in the direction of what I want from my life, and coffee is one of them. I go to Starbucks each morning as part of my routine. What are the choices you make first thing in the morning that will impact your body? How will that affect every other decision we make moving forward? When you decide to get up and do something that doesn't work towards you, it makes it difficult to make decisions after that will. One bad decision leads to another and another. 
  • ​You accumulate that over days, weeks and years, and you will all have either a culmination of good decisions or bad decisions. Ask yourself, are you in a better place today than you were five years ago? One year ago? You can determine from that what the trajectory of your decisions are. It all comes down to what you do each morning. Work Out? Read something positive? Or straight to the momentum killers? A Frappucino first thing in the morning is not a good decision.
What's Up Next?
  • ​These decisions accumulate into where you are at today. If I am struggling financially, not happy where I am at if I am not getting along with my spouse and my kids aren't listening to me; there are an accumulation of things that have occurred over the years that have brought us to this point. How do you peel it all back and see a greater vision for yourself and be able to go after it? 
  • ​When you begin to make good small decisions, it conditions you to make more significant good decisions. As I finished my Olympic Triathlon, I knew if I didn't have a new vision to follow that up, I would be in a place of no action and being content and comfort. I know that I don't take appropriate action to keep the momentum up. I set on my laurels, tell myself everything is okay, and I deserve time off. 
  • ​I had a vision right after because I had the momentum and energy right now. I have taken months to create it, and I refuse to let that go by the wayside simply because I hit my target. I now understand that targets are part of the game that I play. I set targets, and I hit them, I don't set targets and then say that it is great and now relax. Targets are part of my game, and after I hit my target, I am off to my next before I can do that though I need the vision for the target that I will focus on next.
  • ​As you set targets for your business, and the hunt after the vision is on point and then you hit the target or come close; all moment gets lost in the second or third quarter because all of your energy was spent getting to the arrival point. You don't understand that is one target to get to the next, one level to get to the next. It will give you momentum and appreciation for what you are building long term.
  • ​I had that appreciation and gratitude this weekend because I understand where I was. I also know that I didn't understand how life worked for the first 35 years of my life. I didn't understand this function in my thought process. I realized that everything is about having a vision, making the right decisions, and going after the hunt. 
  • ​So many times, I have been in an argument with Carla, knowing I was wrong but couldn't apologize because of what her response was after I said something. Because of her reaction to my action; she had every right to be in that place because I triggered those feelings in her. I would let days, weeks, and even a month go by walking around like we are roommates, barely speaking, pretending for our kids that it was all good. That is dysfunctional.
  • ​I knew I was in the wrong, but I couldn't come to terms with my ego to admit it. A lot of us know what we need to do with our business, but we can't come to terms that we aren't doing it. We blame others, and our frustrations are now on others when the reality is that you have full control over the decisions you make today; understanding you won't see the results for another 30 days or 60 days.
  • ​Having a vision first and foremost is vital to understand the direction where you are going. I finished my triathlon, and I had a vision; I was taking my family on a trip. I know what I want my body to look like and how I want to feel. Because I have a target, I now know what I need to do to hunt down that target; it's clear, and it's, and I am taking the steps every day. 
The Hunting Game
  • ​Weight training hasn't been my thing for about two years, because when I was injured and in the hospital getting surgeries, it sucked the love I had for it out of me. I no longer enjoyed it, but because I had different targets, I learned to re-engage it and be successful at it. I know what my body demands from me just as I know what my business requires from me. Setting these targets is vital.
  • ​The 12-week targets book is straightforward; what do you want to accomplish this week? That is the vision. It asks you what five things you can do today are? That is the hunt. Getting used to what you need to know, and do and not questioning the what, when and where, will allow you to not only create the life you want but to live it at a high level. 
  • ​If you are struggling with what you want, I want you to peel it all back and simplify it. In an email I wrote I said this," Just spoke to one of our agents that will be selling between 5 to 6 million this quarter alone. Here is the amazing thing about it; it has always been part of the plan. This agent proclaimed it, breathed it into the universe, talked about it, documented it in his 12-week target book; he even wrote it on his board; GOAL-5 million. He had a target, and he didn't get it when he first wrote it five weeks ago, he didn't even come close."
  • ​This is a habit for most of us, we set a target, and we don't even come close. Most people will then give up. They go back to the clueless decisions they were making before and be okay with it until six months later you aren't okay with it. That is the normal thought process; we can't hit our target, so we settle for where we are.
  • ​This wasn't the case for the agent in my email. "He fell short, but he never wavered, he was clear about what he wanted, and it was only a matter of time. So often we are quick to give up on the vision because the path to get there is so different and more difficult than we imagined so we lower our standards, our efforts, or both. We conclude that it isn't for me, one thing we have to be aware of is it is our job to paint the picture in our minds. This picture instructs your brain to take the right actions and look for the right opportunities so it can fulfill its instructions. This agent didn't beat himself up for falling short; he understood that building something great takes time. Go after what you want; it's only a matter of time before it becomes your reality."
  • ​It's only a matter of time; ask yourself this week what it is you want out of it? Understand that if you are in this game, you have to become the hunter, the wolf. Taking the right actions not based on how you feel, but understanding that it is part of your nature and you must hunt. If a wolf is hungry, he hunts. He understands that there is only one solution. If you're broke and don't have the business you want, you hunt. You set short term goals and achieve them, knowing that there are more targets to set from there. It isn't a question of what you should do or how you should do it; it's doing it. 
  • ​This game is getting very, and some are getting very good with their marketing and communication. If you continue to sit back and procrastinate about doing your videos, your podcast, or your emails and texts; you will be left far behind. The pack is moving. You have to be the wolf and know what it takes to get what you want, and hunting is part of that game. That's what drives you.
The Art of Engagement
  • ​There are ways to re-engage; coming to the office, getting in on a training call. If you make it to one of the offices and become a staple there, things will change for you. It is effortless to disengage. No environment will work for you if you aren't engaging, and nothing will ever change. It is challenging to re-engage if you have been absent for a long time, but it's more difficult when you don't. 
  • ​You have to hunt and learn to love it. Those that have mastered it, that are enjoying the game and are having 5 to 6 million dollar quarters. Don't resist it; become it. Become the wolf that you need to be; they only have that one target; they need to it. I invite you to use the 12-week target book as your guideline. 
  • ​Every week it asks you what your commitments for the week are? What are you prepared to do for your body, your overall sense of purpose, for your family and your business? The foundation of what success is about. What is your main focus for the week? Maybe it is getting a buyer under contract, get that listing, find a way to get people to it, or maybe you set up an Open House, update the photos. Maybe you start knocking on doors; maybe a sell won't come from it but maybe it will. Things are more likely to happen to you when you are thinking about it. You have the vision, and you go out for the Hunt.
  • ​If you aren't doing something to get your buyers under contract, someone else is, and they are working very hard at it. They are taking your energy, your listings. They are finding their clients a house over your clients. You are taking action by giving a clear action to your brain; I want to do this for my body, for my overall sense of purpose, for my family and my business. Then you do it; the vision than the Hunt. A culmination of good decisions or bad decisions is where you are at. Then you do what you said, and you take care of yourself; it's not easy when you are stressed out about finances, your marriage, and your kids. Your body can only take so much stress, what are you doing to offset it, to fight it?
  • ​When you carry all of that it is heavy, and it's hard to stay focused, you can't keep going because it weighs you down. The first part of the day, The Core 4 is for you to offload it, grab it, and chuck it off your back. For you to gain power and energy. The Main Focus is where you pick 4 to 6 things that you must accomplish today. Small things, send out five texts, an email, scour the MLS, do a selfie video, follow-up, phone calls; just right down five things. You are setting a target and then going in for the Hunt. It's a conditioning process.
  • ​Do you know how to win? You have some responsibilities; you have to get a pre-qual, a listing, an escrow, and a closing this week. How will you go about that? You are more than capable it is a decision on your end, a proclamation to do it. When you have no vision, you have no focus. No vision divided attention. With vision, if you start to go the wrong way, you remind yourself of where you were going, and you readjust yourself to hit the target. 
  • ​No target, no vision, you wander and are left wondering why life does not work. I don't need you to set big targets, big visions; set something that you can accomplish today, this week and let it marry up to what you say you are going to do in the next 90 days for your 12-week targets. What are they? I'm clear about what I want at the end of 12 weeks because I need that, I need direction because I get distracted very easily. 
  • ​Don't set on your laurels; life is okay, but what else can you accomplish? What is the vision? June 30th will be the end of the 2nd quarter targets; will you achieve what you said? Or have these two quarters ended in just wishes and attempts but no real progress? If you get clear about your vision and that you are the wolf, things will change for you. You are not a sheep; are you a wolf in sheep's clothing or a sheep in wolfs clothing. You have to hunt or someone else will.
  • ​They are coming in droves to take your clients and transactions, and they are willing to do whatever it takes. Ten videos a day, 3 Open Houses every week, texting everyone on their phones, they will do it. What are you willing to do? 
  • ​When I am not thinking about my health, Carla told me a simple trick to losing weight or getting the body you want. When you are about to reach for something, with the other hand grab the fat around your mid-section, and see how tempting whatever you were about to eat is. Don't deprive yourself but focus on the targets you want to hit. Tell people around you what you want, and they will hold you accountable. You want to stop drinking, tell people around you that you want to stop drinking. Tell everyone. Proclaim it.
  • ​Your results currently are a culmination of more of the good decisions or the bad; look at your bank account how good your decision-making skills are. Look at your overall health, and you will realize where you are at right now. Start taking steps to reverse the years of abuse and dysfunction. It won't happen overnight. It is so easy to sabotage our progress; we work so hard, and then we give it up for a false sense of arrival. Going for a 2 mile run last week took 20 minutes of convincing myself to do it; I'm not training for the triathlon anymore, and I was at odds with myself. I did it, though, because I didn't want to lose everything that I worked so hard to build up. I need to hit the pool at least once a week, so I don't lose the capacity I built up. 
  • ​You can lose a ton of weight and gain it back. You can build up your business and lose it just like that. We get comfortable, and we need to set new targets for ourselves and then hit it. Let's keep moving. Do something this week that will help the vision; let's be hunters and be that damn wolf. It's part of the game and if you aren't hunting someone else will and take food off of your table and money out of your pocket.
CUSTOM JAVASCRIPT / HTML
Creating a vision in my mind, a target in front of me, led me on the hunt of my life; an Olympic Triathlon. But now what? If I had not put into place a new vision, a new target, a fresh hunt, all of the capacity I had created would be for nothing. It is essential not to become complacent when we reach a target and succeed. Complacency is the killer of momentum, and when there is no momentum, failure is soon to follow. Wake up each day with a clear vision of what you want from your day and embrace your inner wolf. Only sheep wander about, but a wolf sets out every day knowing his survival depends on the outcome of his hunt. Be the wolf, set your vision, focus on your target and go for the kill.
One Bad Decision Leads to Another
  • ​As you think about the topic for today, The Vision and the Hunt what does it mean to you? Carla and I had a busy weekend, and we took a little "Staycation." We checked into a hotel, had lunch on Friday, a late dinner, and enjoyed each other's company. We got up in the morning and went to breakfast and spent the rest of the day with the family — a nice reset to reinvest into our relationship.
  • ​I think sometimes we fail to realize how important that is to keep your relationship in great order; taking the time to invest in your marriage and relationship with your kids. It is emotionally draining when things are not in order, and that can reflect directly into our business. Most think that to be successful, we have to be successful in our business, but it relates to all facets of our lives.
  • ​I have a lot of gratitude toward how my life has completely shifted from what it was; what I expected success is at an entirely new level, as I am living it. I know others are in that same place of looking at how we are approaching life in all aspects. 
  • ​What we focus on when we are not on our game, won't typically get us back into our game. When things don't go our way, we focus on what we lack. It leads to thinking about how everything isn't working in our lives; marriage, business, and start to self-loathe. 
  • ​The fastest way to turn anything around is to focus on what we are not doing. There are certain things that you do daily that will bring you success; it's the decision of something greater. Everything you do will either positively or negatively impact what you want out of life.
  • ​We all have choices. There are things I do daily to ensure my success; taking care of my body, reading something that will lead me in the direction of what I want from my life, and coffee is one of them. I go to Starbucks each morning as part of my routine. What are the choices you make first thing in the morning that will impact your body? How will that affect every other decision we make moving forward? When you decide to get up and do something that doesn't work towards you, it makes it difficult to make decisions after that will. One bad decision leads to another and another. 
  • ​You accumulate that over days, weeks and years, and you will all have either a culmination of good decisions or bad decisions. Ask yourself, are you in a better place today than you were five years ago? One year ago? You can determine from that what the trajectory of your decisions are. It all comes down to what you do each morning. Work Out? Read something positive? Or straight to the momentum killers? A Frappucino first thing in the morning is not a good decision.
What's Up Next?
  • ​These decisions accumulate into where you are at today. If I am struggling financially, not happy where I am at if I am not getting along with my spouse and my kids aren't listening to me; there are an accumulation of things that have occurred over the years that have brought us to this point. How do you peel it all back and see a greater vision for yourself and be able to go after it? 
  • ​When you begin to make good small decisions, it conditions you to make more significant good decisions. As I finished my Olympic Triathlon, I knew if I didn't have a new vision to follow that up, I would be in a place of no action and being content and comfort. I know that I don't take appropriate action to keep the momentum up. I set on my laurels, tell myself everything is okay, and I deserve time off. 
  • ​I had a vision right after because I had the momentum and energy right now. I have taken months to create it, and I refuse to let that go by the wayside simply because I hit my target. I now understand that targets are part of the game that I play. I set targets, and I hit them, I don't set targets and then say that it is great and now relax. Targets are part of my game, and after I hit my target, I am off to my next before I can do that though I need the vision for the target that I will focus on next.
  • ​As you set targets for your business, and the hunt after the vision is on point and then you hit the target or come close; all moment gets lost in the second or third quarter because all of your energy was spent getting to the arrival point. You don't understand that is one target to get to the next, one level to get to the next. It will give you momentum and appreciation for what you are building long term.
  • ​I had that appreciation and gratitude this weekend because I understand where I was. I also know that I didn't understand how life worked for the first 35 years of my life. I didn't understand this function in my thought process. I realized that everything is about having a vision, making the right decisions, and going after the hunt. 
  • ​So many times, I have been in an argument with Carla, knowing I was wrong but couldn't apologize because of what her response was after I said something. Because of her reaction to my action; she had every right to be in that place because I triggered those feelings in her. I would let days, weeks, and even a month go by walking around like we are roommates, barely speaking, pretending for our kids that it was all good. That is dysfunctional.
  • ​I knew I was in the wrong, but I couldn't come to terms with my ego to admit it. A lot of us know what we need to do with our business, but we can't come to terms that we aren't doing it. We blame others, and our frustrations are now on others when the reality is that you have full control over the decisions you make today; understanding you won't see the results for another 30 days or 60 days.
  • ​Having a vision first and foremost is vital to understand the direction where you are going. I finished my triathlon, and I had a vision; I was taking my family on a trip. I know what I want my body to look like and how I want to feel. Because I have a target, I now know what I need to do to hunt down that target; it's clear, and it's, and I am taking the steps every day. 
The Hunting Game
  • ​Weight training hasn't been my thing for about two years, because when I was injured and in the hospital getting surgeries, it sucked the love I had for it out of me. I no longer enjoyed it, but because I had different targets, I learned to re-engage it and be successful at it. I know what my body demands from me just as I know what my business requires from me. Setting these targets is vital.
  • ​The 12-week targets book is straightforward; what do you want to accomplish this week? That is the vision. It asks you what five things you can do today are? That is the hunt. Getting used to what you need to know, and do and not questioning the what, when and where, will allow you to not only create the life you want but to live it at a high level. 
  • ​If you are struggling with what you want, I want you to peel it all back and simplify it. In an email I wrote I said this," Just spoke to one of our agents that will be selling between 5 to 6 million this quarter alone. Here is the amazing thing about it; it has always been part of the plan. This agent proclaimed it, breathed it into the universe, talked about it, documented it in his 12-week target book; he even wrote it on his board; GOAL-5 million. He had a target, and he didn't get it when he first wrote it five weeks ago, he didn't even come close."
  • ​This is a habit for most of us, we set a target, and we don't even come close. Most people will then give up. They go back to the clueless decisions they were making before and be okay with it until six months later you aren't okay with it. That is the normal thought process; we can't hit our target, so we settle for where we are.
  • ​This wasn't the case for the agent in my email. "He fell short, but he never wavered, he was clear about what he wanted, and it was only a matter of time. So often we are quick to give up on the vision because the path to get there is so different and more difficult than we imagined so we lower our standards, our efforts, or both. We conclude that it isn't for me, one thing we have to be aware of is it is our job to paint the picture in our minds. This picture instructs your brain to take the right actions and look for the right opportunities so it can fulfill its instructions. This agent didn't beat himself up for falling short; he understood that building something great takes time. Go after what you want; it's only a matter of time before it becomes your reality."
  • ​It's only a matter of time; ask yourself this week what it is you want out of it? Understand that if you are in this game, you have to become the hunter, the wolf. Taking the right actions not based on how you feel, but understanding that it is part of your nature and you must hunt. If a wolf is hungry, he hunts. He understands that there is only one solution. If you're broke and don't have the business you want, you hunt. You set short term goals and achieve them, knowing that there are more targets to set from there. It isn't a question of what you should do or how you should do it; it's doing it. 
  • ​This game is getting very, and some are getting very good with their marketing and communication. If you continue to sit back and procrastinate about doing your videos, your podcast, or your emails and texts; you will be left far behind. The pack is moving. You have to be the wolf and know what it takes to get what you want, and hunting is part of that game. That's what drives you.
The Art of Engagement
  • ​There are ways to re-engage; coming to the office, getting in on a training call. If you make it to one of the offices and become a staple there, things will change for you. It is effortless to disengage. No environment will work for you if you aren't engaging, and nothing will ever change. It is challenging to re-engage if you have been absent for a long time, but it's more difficult when you don't. 
  • ​You have to hunt and learn to love it. Those that have mastered it, that are enjoying the game and are having 5 to 6 million dollar quarters. Don't resist it; become it. Become the wolf that you need to be; they only have that one target; they need to it. I invite you to use the 12-week target book as your guideline. 
  • ​Every week it asks you what your commitments for the week are? What are you prepared to do for your body, your overall sense of purpose, for your family and your business? The foundation of what success is about. What is your main focus for the week? Maybe it is getting a buyer under contract, get that listing, find a way to get people to it, or maybe you set up an Open House, update the photos. Maybe you start knocking on doors; maybe a sell won't come from it but maybe it will. Things are more likely to happen to you when you are thinking about it. You have the vision, and you go out for the Hunt.
  • ​If you aren't doing something to get your buyers under contract, someone else is, and they are working very hard at it. They are taking your energy, your listings. They are finding their clients a house over your clients. You are taking action by giving a clear action to your brain; I want to do this for my body, for my overall sense of purpose, for my family and my business. Then you do it; the vision than the Hunt. A culmination of good decisions or bad decisions is where you are at. Then you do what you said, and you take care of yourself; it's not easy when you are stressed out about finances, your marriage, and your kids. Your body can only take so much stress, what are you doing to offset it, to fight it?
  • ​When you carry all of that it is heavy, and it's hard to stay focused, you can't keep going because it weighs you down. The first part of the day, The Core 4 is for you to offload it, grab it, and chuck it off your back. For you to gain power and energy. The Main Focus is where you pick 4 to 6 things that you must accomplish today. Small things, send out five texts, an email, scour the MLS, do a selfie video, follow-up, phone calls; just right down five things. You are setting a target and then going in for the Hunt. It's a conditioning process.
  • ​Do you know how to win? You have some responsibilities; you have to get a pre-qual, a listing, an escrow, and a closing this week. How will you go about that? You are more than capable it is a decision on your end, a proclamation to do it. When you have no vision, you have no focus. No vision divided attention. With vision, if you start to go the wrong way, you remind yourself of where you were going, and you readjust yourself to hit the target. 
  • ​No target, no vision, you wander and are left wondering why life does not work. I don't need you to set big targets, big visions; set something that you can accomplish today, this week and let it marry up to what you say you are going to do in the next 90 days for your 12-week targets. What are they? I'm clear about what I want at the end of 12 weeks because I need that, I need direction because I get distracted very easily. 
  • ​Don't set on your laurels; life is okay, but what else can you accomplish? What is the vision? June 30th will be the end of the 2nd quarter targets; will you achieve what you said? Or have these two quarters ended in just wishes and attempts but no real progress? If you get clear about your vision and that you are the wolf, things will change for you. You are not a sheep; are you a wolf in sheep's clothing or a sheep in wolfs clothing. You have to hunt or someone else will.
  • ​They are coming in droves to take your clients and transactions, and they are willing to do whatever it takes. Ten videos a day, 3 Open Houses every week, texting everyone on their phones, they will do it. What are you willing to do? 
  • ​When I am not thinking about my health, Carla told me a simple trick to losing weight or getting the body you want. When you are about to reach for something, with the other hand grab the fat around your mid-section, and see how tempting whatever you were about to eat is. Don't deprive yourself but focus on the targets you want to hit. Tell people around you what you want, and they will hold you accountable. You want to stop drinking, tell people around you that you want to stop drinking. Tell everyone. Proclaim it.
  • ​Your results currently are a culmination of more of the good decisions or the bad; look at your bank account how good your decision-making skills are. Look at your overall health, and you will realize where you are at right now. Start taking steps to reverse the years of abuse and dysfunction. It won't happen overnight. It is so easy to sabotage our progress; we work so hard, and then we give it up for a false sense of arrival. Going for a 2 mile run last week took 20 minutes of convincing myself to do it; I'm not training for the triathlon anymore, and I was at odds with myself. I did it, though, because I didn't want to lose everything that I worked so hard to build up. I need to hit the pool at least once a week, so I don't lose the capacity I built up. 
  • ​You can lose a ton of weight and gain it back. You can build up your business and lose it just like that. We get comfortable, and we need to set new targets for ourselves and then hit it. Let's keep moving. Do something this week that will help the vision; let's be hunters and be that damn wolf. It's part of the game and if you aren't hunting someone else will and take food off of your table and money out of your pocket.
Being Present
Being Present
CUSTOM JAVASCRIPT / HTML
Miyamoto Musashi is said to be the Greatest Warrior of all time. He was noted as saying,” If you know the way broadly you will see it in all things.” This means that we need to have the ability to be present and aware. I have lived my life in the past and the present, magnifying my good and bad behaviors to the people I have influenced. I have found that when I go at my day with an expectancy to succeed, I succeed at a high level. Having integrity in all that I do means that I do what I say I am going to do. How are you showing up? What are you magnifying to those around you? Focus on what you are doing right and wrong and take steps to move forward changing what needs to change in your behaviors and habits.
The Greatest Samurai
  • ​I've been challenging my mind lately, thinking back on people who have lived life at a high level. I researched a Samurai Warrior, Miyamoto Musashi, who has been recognized as the greatest warrior of all time who said," If you know the way broadly you will see it in all things." 
  • ​That means to me that we need to have an ability to be present, having an awareness of our patterns and behaviors, not living too far into the future or the past. I noticed my reflection in the glass coming into the office today; I had my backpack, my lunch bag and my bottle of water.  
  • ​About a year ago I took a selfie in the same position, ready to dominate the day and it made me think about who I am today and where my capacity is as a business owner, father and a leader. I thought about the patterns that created that, it was a series of event and behaviors that created to the powerful person I am today. 
  • ​I can state that in comparison to just one person; myself four years ago, three years ago, one year ago, or 6 months ago. I am greater, more powerful today and I will be more so five years from now. I will be more conscious, more aware of what is going on, and my behaviors will be zoned into what works in my life. 
  • ​As I have started to look at the chaos and dysfunction of yesteryear, I began to look at the patterns I was not aware of, thinking everything was outside of my control; it was lack of awareness and consciousness of my behaviors. 
  • ​The most significant difference to who I was four years ago is that I am HERE now; I am present, take full responsibility for my actions now. As things that began to unravel in my life, it was the patterns of bad habits, that made it difficult to live with myself. I was prepared to walk away from everything I had created including my own family. 
  • ​I went to countless self-help seminars and would get caught up in a feeling of euphoria thinking I had it all figured out, calling my wife and telling her that things were going to change, tears streaming down my eyes, time and time again. Two days later I would return to my same patterns. I felt great in specific environments and under certain circumstances, but then life happens.
  • ​Everything I said I was going to do, was a belief at surface level; it wasn't ingrained in me this lifestyle that was in my mind. I was under the false impression that if I could see it and believe it, I could be it. I was envisioning a marriage that works, a business that is possible, but yet it wasn't coming to fruition; I will tell you why. It was surface deep, and what was brewing below, it was distrust in myself. I couldn't reinforce the vision because I lacked the patterns to pull it off. 
  • ​I didn't think it was possible for me, I would say all of these great things, it sounded great, but deep inside I knew I couldn't do it because I didn't trust myself. I was living in a life where I would say something and then not follow through on it. There was no integrity and therefore no foundation. 
  • ​Millions of people flock to these seminars, yet only a small fraction of them change their lives. The issue is deep-rooted, deep seeded; it's in your soul; you know you can't pull it off. Lack of trust, you know it's only, and there is no integrity. Integrity is when you say you're going to do something and then you do it.
  • ​There is no way I could make these changes to my life last when there was no integrity in the foundation. Why? Lack of awareness in my behaviors and failure to take full responsibility for my actions.
What Are You Magnifying?
  • ​The only way to start to change is to reinforce the patterns of achieving; easier said than done. We have negative programming through either our personal experiences or it is already embedded in us through how we were raised. By watching our parents struggles, watching their marriage and dysfunctional patterns. How they either gave up or grew resilient and kept going. This is all learned behavior, by watching our number one influencers; our parents. 
  • ​When we get to that point, we do what they did, how they handled stress, how they shut down, or how they only reached a certain level of success. These behaviors are ingrained into our heads, our subconscious and we repeat what we see. When we get close to greatness, we hit the ceiling and return to old patterns, because they are reinforced by what we saw with our parents. 
  • ​Whatever your kids are seeing will be magnified in their lives, and you are the magnification of what you saw in your parents. How do you react when something doesn't go your way? Your kids will magnify that. How well do you take care of your body? Your kids will magnify that. How functional is your marriage? Magnification is what your offspring will do. I know it's hard to break patterns when that is all that we see; that is why awareness is so important in your life. 
  • ​Be aware that if you are magnifying dysfunctional patterns, it is your responsibility to stop it, so you don't pass that on to your kids. Whatever your parents couldn't figure out, we have to deal with it; we are starting in the hole. It's hard to break out of that cycle because whatever you couldn't figure out, you are leaving it up to your kids to figure out. You just put them ten steps behind from where you started from. 
  • ​This is why I couldn't change my behaviors after these self-help seminars because what I saw and what I thought was possible was at surface level. I have done some things to change that over the last few years. I have learned to trust myself, lead myself and identify the good and bad patterns. 
  • ​Now there is an expectation that I will succeed because it is at the forefront of my thought process. I am growing and thriving. What we believe to be true will become a reality, but you have to believe it and have something to back it up, or it becomes temporary.
  • ​When we become aware of how we show in our marriage, our business and for our self, we can identify different things. If you have a pattern to reach a level of success and find a way to break it down it is relevant in another area of your life. The only way to break the cycle is to be consistent in other aspects of your life. 
  • ​This is why I am committed to the Core 4; taking care of my body, feeding my brain positivity, being committed to my family, and doing something for my business every day; these are the patterns, the foundations making it more likely I will succeed and keep going.
  • ​If you can't maintain a routine, your life and results will be sporadic.IT is about identifying where you're at and understanding where we have negative programming. Where have we watched our parents struggle? Where have we watched them messed up? How did they handle stress? Are you reliving their patterns or are you doing something to improve the next generation? Awareness on a deep-rooted level, but you can't get that unless you can stick to your word and doing what you say you will do.
Tying It All In
  • ​This is the best way to make it happen. You have the vision for your business so now tie that in with something you have already achieved. That euphoric feeling when you won, that happiest moment. 
  • ​When I was 18, I was in a situation where I was fighting for my life, and I almost bled out. That changes a person; traumatic events change us. You feel hopeless, defeated, we are at our lowest point. As I was recovering, we were driving down the I-10 and to me it was the most beautiful day, I paid attention to every aspect, the buildings even seemed to glow, and the sky was extra blue with big fluffy clouds. 
  • ​I was present at the moment and appreciated my life at that very moment. Whenever we strive for something we see the beauty in it, we are elated and in the moment. If you start thinking about what you want for your business, tie it into that moment. It may take you closing your eyes and trying to remember. Was it that day you met that special someone? Was it the day you got the car you always wanted? The day you graduated from college? That moment you worked your ass off and achieved it, the odds were against you, and you pulled it off.
  • ​Put yourself in that place right now because it makes it real to our conscious; you've been there before. You have the vision, you have correlated it to that specific moment, now come back to the present; You understand there are specific patterns to get you there, and every time you don't take those actions think of that particular moment and let it drive you to the next step.
  • ​There is a great vision I have for this brokerage, and I have tied it into a great moment I have experienced. Things are going to change dramatically; I already see myself there; see myself walking through the doors. I can see people within this new office, and it is going to happen, because of the pattern I have of doing what I say. 
  • ​That drives my actions forward and opens up my subconscious; I look for the opportunities to align me with that vision. As you continue to reinforce those visions with the ability to tie it into things you have already done, it becomes more tangible. 
  • ​Maybe you go through the day without a vision. You have an appointment with a buyer, but no vision of the end result putting yourself at the mercy of whatever happens. If you are clear, you will be focused on finding your client the perfect home; they will open the doors and sign the contract. You are going to a listing appointment, and they will ask you great questions, and you will have the answers for them; having a vision and walking out with signatures.
  • ​We don't have enough vision because we are going through the motions. Your marriage isn't where you want it, but today you are going home and have an appreciation for my spouse, be present and put the phone down; but yet we expect it, and we have no actions to back up the vision. It is your responsibility to make sure you have a foundation of actions. 
  • ​That is why I am so committed to the Core 4; I drink my green smoothie every morning, and I know whatever comes my way, I will continue to show up. I am passing that on to the next generation; my passion, my work ethic, my desire to win and be fulfilled. These are the patterns I want to continue for future generations.
Give Your Kids An Edge
  • ​What is the difference between who I am and who I was? Awareness. My ability to identify the things that don't work for me; the ability to trust myself and I expect to succeed every day. Where are you at? Do you give up every day because of a series of things not going your way? You conclude that today will be a bad day. What kind of day will you have today? What will be the thoughts at the forefront of your mind? Negative or positive ones? You decide it's your decision. 
  • ​It's your job to be present, and identify the behaviors that aren't working for you. Unfortunately, the next generation will magnify it. It will be magnified by your spouse and anyone you have influence over. How do you show up to struggle? How do you handle stress? Do you shut down? That's the game.
  • ​What is your expectation every day? I expect to succeed, and I succeed at a high level. I am no longer looking at what is wrong with me; I am looking at what am I not doing that I said I would? The feelings fo defeat come when there is a disparity between what we said and what we are doing. You need to bridge the gap; those feelings are rooted for a reason. 
  • ​Think about how you are feeling and what you are not doing. If you want to grow the most significant way to identify that is being present. It's a self -awareness, not to be motivated by others success, but being driven by identifying your behaviors and appreciated your life's journey that is perfectly orchestrated. 
  • ​Regardless of how ugly we think our life was, it's about perspective. As I stare at my scar yesterday, where my arm is deformed, and I have so much appreciation for it. It set a foundation and changed the trajectory of my life. If it weren't for that, I would not be here; if it weren't for what you have been through you would not be here. The only way to appreciate that is through awareness of your actions, being present and realizing this is exactly who you USED to be. 
  • ​It's your job to give your kids the edge; I don't want my kids to start where I started from; I want them many steps ahead. It doesn't matter how old your kids are, you can still change behaviors because you are still a massive influence in their lives. Live through integrity and do what you say you will do. Kids are not dumb, and at some point, they stop believing what you say; then they start watching what you do.
  • ​Become self-aware and take the steps necessary to hit your targets. We have it in our 12-week targets, and that will always be in the A.Z. & Associates DNA. The small reps get you the big ass results. 
CUSTOM JAVASCRIPT / HTML
Miyamoto Musashi is said to be the Greatest Warrior of all time. He was noted as saying,” If you know the way broadly you will see it in all things.” This means that we need to have the ability to be present and aware. I have lived my life in the past and the present, magnifying my good and bad behaviors to the people I have influenced. I have found that when I go at my day with an expectancy to succeed, I succeed at a high level. Having integrity in all that I do means that I do what I say I am going to do. How are you showing up? What are you magnifying to those around you? Focus on what you are doing right and wrong and take steps to move forward changing what needs to change in your behaviors and habits.
The Greatest Samurai
  • ​I've been challenging my mind lately, thinking back on people who have lived life at a high level. I researched a Samurai Warrior, Miyamoto Musashi, who has been recognized as the greatest warrior of all time who said," If you know the way broadly you will see it in all things." 
  • ​That means to me that we need to have an ability to be present, having an awareness of our patterns and behaviors, not living too far into the future or the past. I noticed my reflection in the glass coming into the office today; I had my backpack, my lunch bag and my bottle of water.  
  • ​About a year ago I took a selfie in the same position, ready to dominate the day and it made me think about who I am today and where my capacity is as a business owner, father and a leader. I thought about the patterns that created that, it was a series of event and behaviors that created to the powerful person I am today. 
  • ​I can state that in comparison to just one person; myself four years ago, three years ago, one year ago, or 6 months ago. I am greater, more powerful today and I will be more so five years from now. I will be more conscious, more aware of what is going on, and my behaviors will be zoned into what works in my life. 
  • ​As I have started to look at the chaos and dysfunction of yesteryear, I began to look at the patterns I was not aware of, thinking everything was outside of my control; it was lack of awareness and consciousness of my behaviors. 
  • ​The most significant difference to who I was four years ago is that I am HERE now; I am present, take full responsibility for my actions now. As things that began to unravel in my life, it was the patterns of bad habits, that made it difficult to live with myself. I was prepared to walk away from everything I had created including my own family. 
  • ​I went to countless self-help seminars and would get caught up in a feeling of euphoria thinking I had it all figured out, calling my wife and telling her that things were going to change, tears streaming down my eyes, time and time again. Two days later I would return to my same patterns. I felt great in specific environments and under certain circumstances, but then life happens.
  • ​Everything I said I was going to do, was a belief at surface level; it wasn't ingrained in me this lifestyle that was in my mind. I was under the false impression that if I could see it and believe it, I could be it. I was envisioning a marriage that works, a business that is possible, but yet it wasn't coming to fruition; I will tell you why. It was surface deep, and what was brewing below, it was distrust in myself. I couldn't reinforce the vision because I lacked the patterns to pull it off. 
  • ​I didn't think it was possible for me, I would say all of these great things, it sounded great, but deep inside I knew I couldn't do it because I didn't trust myself. I was living in a life where I would say something and then not follow through on it. There was no integrity and therefore no foundation. 
  • ​Millions of people flock to these seminars, yet only a small fraction of them change their lives. The issue is deep-rooted, deep seeded; it's in your soul; you know you can't pull it off. Lack of trust, you know it's only, and there is no integrity. Integrity is when you say you're going to do something and then you do it.
  • ​There is no way I could make these changes to my life last when there was no integrity in the foundation. Why? Lack of awareness in my behaviors and failure to take full responsibility for my actions.
What Are You Magnifying?
  • ​The only way to start to change is to reinforce the patterns of achieving; easier said than done. We have negative programming through either our personal experiences or it is already embedded in us through how we were raised. By watching our parents struggles, watching their marriage and dysfunctional patterns. How they either gave up or grew resilient and kept going. This is all learned behavior, by watching our number one influencers; our parents. 
  • ​When we get to that point, we do what they did, how they handled stress, how they shut down, or how they only reached a certain level of success. These behaviors are ingrained into our heads, our subconscious and we repeat what we see. When we get close to greatness, we hit the ceiling and return to old patterns, because they are reinforced by what we saw with our parents. 
  • ​Whatever your kids are seeing will be magnified in their lives, and you are the magnification of what you saw in your parents. How do you react when something doesn't go your way? Your kids will magnify that. How well do you take care of your body? Your kids will magnify that. How functional is your marriage? Magnification is what your offspring will do. I know it's hard to break patterns when that is all that we see; that is why awareness is so important in your life. 
  • ​Be aware that if you are magnifying dysfunctional patterns, it is your responsibility to stop it, so you don't pass that on to your kids. Whatever your parents couldn't figure out, we have to deal with it; we are starting in the hole. It's hard to break out of that cycle because whatever you couldn't figure out, you are leaving it up to your kids to figure out. You just put them ten steps behind from where you started from. 
  • ​This is why I couldn't change my behaviors after these self-help seminars because what I saw and what I thought was possible was at surface level. I have done some things to change that over the last few years. I have learned to trust myself, lead myself and identify the good and bad patterns. 
  • ​Now there is an expectation that I will succeed because it is at the forefront of my thought process. I am growing and thriving. What we believe to be true will become a reality, but you have to believe it and have something to back it up, or it becomes temporary.
  • ​When we become aware of how we show in our marriage, our business and for our self, we can identify different things. If you have a pattern to reach a level of success and find a way to break it down it is relevant in another area of your life. The only way to break the cycle is to be consistent in other aspects of your life. 
  • ​This is why I am committed to the Core 4; taking care of my body, feeding my brain positivity, being committed to my family, and doing something for my business every day; these are the patterns, the foundations making it more likely I will succeed and keep going.
  • ​If you can't maintain a routine, your life and results will be sporadic.IT is about identifying where you're at and understanding where we have negative programming. Where have we watched our parents struggle? Where have we watched them messed up? How did they handle stress? Are you reliving their patterns or are you doing something to improve the next generation? Awareness on a deep-rooted level, but you can't get that unless you can stick to your word and doing what you say you will do.
Tying It All In
  • ​This is the best way to make it happen. You have the vision for your business so now tie that in with something you have already achieved. That euphoric feeling when you won, that happiest moment. 
  • ​When I was 18, I was in a situation where I was fighting for my life, and I almost bled out. That changes a person; traumatic events change us. You feel hopeless, defeated, we are at our lowest point. As I was recovering, we were driving down the I-10 and to me it was the most beautiful day, I paid attention to every aspect, the buildings even seemed to glow, and the sky was extra blue with big fluffy clouds. 
  • ​I was present at the moment and appreciated my life at that very moment. Whenever we strive for something we see the beauty in it, we are elated and in the moment. If you start thinking about what you want for your business, tie it into that moment. It may take you closing your eyes and trying to remember. Was it that day you met that special someone? Was it the day you got the car you always wanted? The day you graduated from college? That moment you worked your ass off and achieved it, the odds were against you, and you pulled it off.
  • ​Put yourself in that place right now because it makes it real to our conscious; you've been there before. You have the vision, you have correlated it to that specific moment, now come back to the present; You understand there are specific patterns to get you there, and every time you don't take those actions think of that particular moment and let it drive you to the next step.
  • ​There is a great vision I have for this brokerage, and I have tied it into a great moment I have experienced. Things are going to change dramatically; I already see myself there; see myself walking through the doors. I can see people within this new office, and it is going to happen, because of the pattern I have of doing what I say. 
  • ​That drives my actions forward and opens up my subconscious; I look for the opportunities to align me with that vision. As you continue to reinforce those visions with the ability to tie it into things you have already done, it becomes more tangible. 
  • ​Maybe you go through the day without a vision. You have an appointment with a buyer, but no vision of the end result putting yourself at the mercy of whatever happens. If you are clear, you will be focused on finding your client the perfect home; they will open the doors and sign the contract. You are going to a listing appointment, and they will ask you great questions, and you will have the answers for them; having a vision and walking out with signatures.
  • ​We don't have enough vision because we are going through the motions. Your marriage isn't where you want it, but today you are going home and have an appreciation for my spouse, be present and put the phone down; but yet we expect it, and we have no actions to back up the vision. It is your responsibility to make sure you have a foundation of actions. 
  • ​That is why I am so committed to the Core 4; I drink my green smoothie every morning, and I know whatever comes my way, I will continue to show up. I am passing that on to the next generation; my passion, my work ethic, my desire to win and be fulfilled. These are the patterns I want to continue for future generations.
Give Your Kids An Edge
  • ​What is the difference between who I am and who I was? Awareness. My ability to identify the things that don't work for me; the ability to trust myself and I expect to succeed every day. Where are you at? Do you give up every day because of a series of things not going your way? You conclude that today will be a bad day. What kind of day will you have today? What will be the thoughts at the forefront of your mind? Negative or positive ones? You decide it's your decision. 
  • ​It's your job to be present, and identify the behaviors that aren't working for you. Unfortunately, the next generation will magnify it. It will be magnified by your spouse and anyone you have influence over. How do you show up to struggle? How do you handle stress? Do you shut down? That's the game.
  • ​What is your expectation every day? I expect to succeed, and I succeed at a high level. I am no longer looking at what is wrong with me; I am looking at what am I not doing that I said I would? The feelings fo defeat come when there is a disparity between what we said and what we are doing. You need to bridge the gap; those feelings are rooted for a reason. 
  • ​Think about how you are feeling and what you are not doing. If you want to grow the most significant way to identify that is being present. It's a self -awareness, not to be motivated by others success, but being driven by identifying your behaviors and appreciated your life's journey that is perfectly orchestrated. 
  • ​Regardless of how ugly we think our life was, it's about perspective. As I stare at my scar yesterday, where my arm is deformed, and I have so much appreciation for it. It set a foundation and changed the trajectory of my life. If it weren't for that, I would not be here; if it weren't for what you have been through you would not be here. The only way to appreciate that is through awareness of your actions, being present and realizing this is exactly who you USED to be. 
  • ​It's your job to give your kids the edge; I don't want my kids to start where I started from; I want them many steps ahead. It doesn't matter how old your kids are, you can still change behaviors because you are still a massive influence in their lives. Live through integrity and do what you say you will do. Kids are not dumb, and at some point, they stop believing what you say; then they start watching what you do.
  • ​Become self-aware and take the steps necessary to hit your targets. We have it in our 12-week targets, and that will always be in the A.Z. & Associates DNA. The small reps get you the big ass results. 
Targets & Intentions
Targets & Intentions
CUSTOM JAVASCRIPT / HTML
I have a big smile today; a well earned grin. One that comes with setting a target, doing the reps, committing to the process while going after it with intention. There is something about fulfillment obtained entirely through your accomplishment that was not reliant on any other person. Focusing on what I wanted, I was able to put the blinders on what was coming at me from all sides; it gave me the ability to fuel my motivation and reach the target set before me. When you can set, beat and achieve an objective, your fulfillment goes through the roof. What are you going to set your intentions on this week and what will fuel your motivation to get you to the finish line victorious?
Olympic Triathlon
  • ​I'm wearing a smile of accomplishment from setting a target, going after it and getting things done. It is important to set targets and intentions; when you achieve it, you will have a feeling of fulfillment relying less on others but entirely on you. The happiest people are the ones that are goal oriented, always pushing and striving for something. 
  • ​The least of these are those that expect others to make them happy and do things for them to obtain that happiness. I want to talk about intention and motivation and how that creates a lifestyle of fulfillment, happiness, drive, and ambition.
  • ​Last week I was on the cusp of competing in my first Olympic Triathlon. It is a 1500 yard swim, just shy of one mile in open water. Typically it takes me 45 to 50 minutes to finish that obstacle. Being in the water for that long is exhausting, moving your arms and legs for 50 minutes. Doing anything for 50 minutes is exhausting. A 25-mile bike ride follows the 1500 yard swim at about 18-19 miles per hour. It is followed immediately by a 6-mile run. 
  • ​This was way above my capacity three months ago. I had an intention to complete this Olympic Triathlon; it wasn't my first Triathlon, I tried a Sprint, and there was a lot of lessons learned in that process; I have a lot of satisfaction in knowing that I am greatly improved from 2 years ago.
  • ​The swim portion of the race was the most significant difference; I trained in the water constantly, had the right people in my corner to coach and guide me in how to shorten the gap between knowing and not knowing how to do it correctly. 
  • ​In sales, it is about shortening the learning curve and the gap, and the time of not knowing exactly what you need to be doing. My first Sprint Triathlon, swimming up to the starting line was disastrous for me; it was 100 yards away. I was already fatigued, so after the 750-meter race, the thought of drowning crossed my mind multiple times. I was looking for the buoys, the lifeguard rafts, lying on my back trying to calm myself down or conserve some energy.
  • ​I was one of the last individuals to come out of the water, the men, the women and all of the age groups passed me up. It was a bad memory for me, and I swore off of swimming for almost two years. The thoughts of drowning ran rampant, and it was very real; I wasn't adequately prepared. 
  • ​This time around I did a number of open water swims before the event, some guys from the office motivated me and kept me accountable to do the things I didn't like. The Wednesday previous to the event there was a trial event. This was the first time I swam with other individuals in 2 years, and I forgot the feeling of being kicked in the head, and you hit others while you are stroking. 
  • ​I ended up finishing in under 50 minutes. I didn't want to be in the water 50 minutes; it's exhausting and mentally draining. I made a last minute appointment with my coach, because I noticed a few things I could have done, but didn't know exactly how to change them. It was a mindset and a process thing. Think about how this applies to your business; mental and process which is the same thing in anything we do. 

Focus On What You are Doing Right Now
  • ​In the coaching session with my coach on Saturday, hours before the event, I told him I noticed shoulder pain in my left shoulder. I have had surgeries on my shoulders and my pec, and it was bothering me. My coach told me I needed to stretch my stroke a little farther away from my body. The pain went away, and they gave me the confidence I needed to concentrate on my stroke, and breathing.
  • ​I didn't need to re-learn how to swim; I just needed to focus on the things I was doing right here and right now. When we have distractions, pains, ills, arguments with our spouse, and suffering in our businesses, it's hard to focus. We are only thinking about things that are not good. When we focus too much on others or what is causing us pain, we can't focus on the intention.
  • ​Less than 24 hours later I am at the starting line, and my mind was set that I wasn't there to play anyone else's game. I wasn't going to try and play at someone else's level and then get beat and disappointed. The timer goes off, and when I went, I kept going. When you go, you will make mistakes, but the key is to believe you are doing the right things until you catch yourself making mistakes. Don't pause every few seconds and wonder if you are doing it right. 
  • ​In business we do this, thinking we need the reassurance from somebody else, so we take a slower pace to get what we want; we are constantly asking for the opinions of others. We are continually looking at others to determine if we are doing it right or not. 
  • ​I decided to keep going, and when I felt it was alright to look up, then I could course correct. Guess what? I went, and I kept swimming. I finally thought I should look to check my trajectory, and I was veering into the inside of the lane. Once I determined that I did the course correct and it wasn't that bad to get back on course. I was still moving forward and gradually veered back over. Sometimes when we are moving forward we want to make the hard right which is more difficult; if you veer off and start to do the right things you continue to move forward the whole time.
  • ​I had the intention that I was going to get better, and I wasn't going to stop. I had the motivation of not wanting to be in the water for 50 damn minutes; it's too long and too exhausting; mentally draining. 
  • ​Some of you delay this whole process with money. It is more painful the longer you go without money; the more time you go without closings. It is better to keep going even though it is monotonous, it sucks, and exhausting. At least you are on the path and not trying to make a hard right. 
  • ​Open houses suck, calling all of your spheres can be awkward; marketing every day is exhausting, but at least you are veering forward and not prolonging the aspect of making money until later. You are proclaiming that you don't want to be in the water another 50 damn minutes or broke another 30 days. So you need to start doing it now.
  • ​I am in the water, taking small pauses to see where I am going. My motives and intentions were there, in alignment and I kept going. The intention, I need to get out of the water. The motive, I don't want to be here 50 minutes. Everything I experienced the time before was present, but this time my mindset was different, my motivation and intention were greater. I made it out of the water in 37 minutes; 1500 meters. I focused on me and what I wanted as opposed to the process of getting there. The only difference between the successful and unsuccessful in Real Estate or anything that we do is the intention and the motive behind it.
You Need to Keep Going
  • ​Why are you delaying what you want? Why aren't you doing the things that are proven to work? There is a process just like swimming. There is a technique which is the same that we teach here; the same things our Top Producers do, day in and day out. You aren't above or below it; you are capable of it. 
  • ​I got out of the water and was feeling good. The first time around I was gasping, crawling on my hands and knees. This time I was running and I felt great, my body knew I finished it in record time, but I was still in competition mode, and I didn't realize until we completed the entire race. It wasn't the best time, but it was my best time, and that's all that mattered. 
  • ​It's like you closing two deals in a month and comparing it to the other guy who closed 4; it doesn't matter, be happy that you are doing your best. Stabilize the two and then work towards three. I wasn't going to beat myself up because of all the people who were done before me; I was happy to be out of the water. Be glad you can pay your bills because you are doing the work. Be pleased that you are giving your family what they want, and need. Forget about what someone else is doing.
  • ​I got on my bike, and I went; I was focused on keeping my pace above 19 miles per hour. I maintained that for 75% of the course because I know my capability. I went with what I knew and kept doing it. Motivation comes from reminders of the lessons you have learned from yesterday. 
  • ​My cycling was great. I started to feel a little fatigued but kept going. I transitioned to the run, and that was a whole other game. I got off my bike, and I didn't walk it over to the transition line, I ran. I noticed a few things about my legs, I was getting cramps, and my muscles were tightening up. I was changing into my running gear, and I made the mistake of trying to stretch. I grabbed my leg and lifted it towards my hamstring and my entire hamstring locked up.
  • ​I knew I had to keep going even if it was a walk; instead of running out of the transition line, I walked and kept moving forward. When you stop, there is no forward momentum. A body in motion continues to stay in motion. Even if I had to limp I was going to continue to move forward. I kept telling myself I was more powerful than this cramp. 
  • ​I was commanding the pain to leave my body, speaking power into it. These were the thoughts in my head. 26 yards in, I started to jog and then go. Once I started going I did not stop; that doesn't mean my cramp stopped. I had to adjust my run many times, but I did not stop. The pain moved around to all the muscles in my legs.
  • ​When you find your "WHYS," your intention and your goals, the motive is the "WHY." I kept going around the lap, I am fatigued, I am not pushing after the 25-mile bike ride, I did a mile swim, and I was 3 miles into my run. Every muscle in my body was depleted. As I ran around the track, I saw my family and my dog and I forgot about the pain. Carla started running right next to me with my dog, and I was smiling the whole way. That was the motivation; seeing her and my kids proud. Instead of focusing on the 3-mile lap I still had to go, I changed my mindset, so I only had one lap to go.
  • ​Almost the same words, but different meanings; the optimist and the pessimist. When I saw the smiles on their faces, I knew I was going to get this shit done. We all have responsibilities and can achieve it, but we need to use the motivation as fuel.
Drop the Excuse and Make the Big Claims
  • ​The moments you don't do what is required in this business, you have to look at your motivating factors. What is it? I was tired of saying no to my kids. No, we can't go there, and no I can't buy you that. Watching every nickel and dime and living in scarcity consistently; I hated that feeling. I lacked to do the things that were required, and that's the easiest way to find what we don't have. We are not doing what is necessary to get it. 
  • ​If you don't have escrows, you aren't doing what is required. You aren't less than or incapable; it is the decision of not doing what is required. The motivation comes from that. It felt left to know I only had on lap left and I went. I ended up finishing in just over 3 hours. That was a respectable time for an amateur athlete. 
  • ​There is a different category for those that weigh over 200 pounds; it is tougher for those that are bigger. I ranked 137, but if I had been in that weight class, I would have been top 7. That doesn't matter, what matters is how I did, and there is a lot of redemption in that. The pains of yesterday taught me lessons; I have to prepare better, be in the right environment with the right people and coaches in my ear. 
  • ​I made small corrections, but it came down to my belief in me and my intention. These lessons run rampant in everything that we do. I could have found many valid reasons to stop; my legs were cramping. 
  • ​I had a conversation with my daughter this past week, she brought up excuses for not preparing adequately, and there are good reasons for it. I told her the only difference between an excuse and a reason is that a reason is something you believe with your heart and soul. It turns your excuse into a reason.
  • ​A sincere belief that the reason you can't become successful is that you are a single mother. The reason I cannot be successful is that my spouse doesn't support me. The reason I cannot be successful is that I don't have a big network of family and friends. 
  • ​Many excuses become our reasons, and some will validate that for you. There are exceptions to the rule, but most reasons come from an excuse we believe with our heart and soul. There are many reasons I could have avoided this; I'm too old. But then a 72-year-old kicked my ass. He refused to use his age as a valid reason to excuse himself because he still believes in himself. 
  • ​I want you to start to think about intention; about how you see yourself and your business. What is the motivation behind it? How do you market your business? Do you market yourself as being the best in the business? If you don't, why not? Is it a lack of belief in yourself? 
  • ​Do you or do you not deliver superior service? Are you not out there to protect, to lead and to communicate and navigate your clients, through the sales process better than anyone else? I'm not talking about somebody else's client, but to your client do you not deliver that level of service? Your answer should be yes, so guess what? Then you are the best, and it's your job to convey that consistently. Who will argue with you that you aren't the best? Numbers alone won't make that a convincing argument. 
  • ​I know a lot of great realtors that aren't selling 40 million dollars in real estate, but their clients receive the ultimate experience whenever they deal with this person. It's what your clients say about you that will give you the backup you need; not your sales numbers. If you believe it and then deliver on it, then essentially you are the best. 
  • ​That is the intention, how you position yourself in the marketplace. If you position yourself as any other agent would, good luck. When you make, that declaration it conveys confidence to your clients. If you are continually saying these words, your confidence will go through the roof. I am the best; I deliver the best, I market the best, I communicate and negotiate the best; I will find you a home, I will sell your home for the greatest profit. I always deliver. 
  • ​Guess what happens when these affirmations become part of your vocabulary? You start to deliver at a higher level. When you make the claims, you force yourself to deliver big. We all have a thing called ethics; if we say something, we need to deliver on it. The reason most of you won't say these things is there is a part of you that doesn't think you can deliver. I want you to start directing your conscious and subconscious to level up and provide it direct instruction. Stop holding back and say it with conviction. 
  • ​When you can set, beat and achieve a target, fulfillment goes through the roof. I hope this conversation gives you the motivation and intention to keep going; believe in yourself. There are reminders and minimum requirements to make it big in this business; it's up to you to do them or don't do them. If you don't have what you want, then I challenge you that you may not be doing enough. 
  • ​We are capable of excelling at a high level with whatever we do; keep that intention and motivation. Whatever challenges you face this week, as long as you continue to look at what you want you will be successful. You will be surprised what it does for your overall demeanor and how you show up in all aspects of your life.
CUSTOM JAVASCRIPT / HTML
I have a big smile today; a well earned grin. One that comes with setting a target, doing the reps, committing to the process while going after it with intention. There is something about fulfillment obtained entirely through your accomplishment that was not reliant on any other person. Focusing on what I wanted, I was able to put the blinders on what was coming at me from all sides; it gave me the ability to fuel my motivation and reach the target set before me. When you can set, beat and achieve an objective, your fulfillment goes through the roof. What are you going to set your intentions on this week and what will fuel your motivation to get you to the finish line victorious?
Olympic Triathlon
  • ​I'm wearing a smile of accomplishment from setting a target, going after it and getting things done. It is important to set targets and intentions; when you achieve it, you will have a feeling of fulfillment relying less on others but entirely on you. The happiest people are the ones that are goal oriented, always pushing and striving for something. 
  • ​The least of these are those that expect others to make them happy and do things for them to obtain that happiness. I want to talk about intention and motivation and how that creates a lifestyle of fulfillment, happiness, drive, and ambition.
  • ​Last week I was on the cusp of competing in my first Olympic Triathlon. It is a 1500 yard swim, just shy of one mile in open water. Typically it takes me 45 to 50 minutes to finish that obstacle. Being in the water for that long is exhausting, moving your arms and legs for 50 minutes. Doing anything for 50 minutes is exhausting. A 25-mile bike ride follows the 1500 yard swim at about 18-19 miles per hour. It is followed immediately by a 6-mile run. 
  • ​This was way above my capacity three months ago. I had an intention to complete this Olympic Triathlon; it wasn't my first Triathlon, I tried a Sprint, and there was a lot of lessons learned in that process; I have a lot of satisfaction in knowing that I am greatly improved from 2 years ago.
  • ​The swim portion of the race was the most significant difference; I trained in the water constantly, had the right people in my corner to coach and guide me in how to shorten the gap between knowing and not knowing how to do it correctly. 
  • ​In sales, it is about shortening the learning curve and the gap, and the time of not knowing exactly what you need to be doing. My first Sprint Triathlon, swimming up to the starting line was disastrous for me; it was 100 yards away. I was already fatigued, so after the 750-meter race, the thought of drowning crossed my mind multiple times. I was looking for the buoys, the lifeguard rafts, lying on my back trying to calm myself down or conserve some energy.
  • ​I was one of the last individuals to come out of the water, the men, the women and all of the age groups passed me up. It was a bad memory for me, and I swore off of swimming for almost two years. The thoughts of drowning ran rampant, and it was very real; I wasn't adequately prepared. 
  • ​This time around I did a number of open water swims before the event, some guys from the office motivated me and kept me accountable to do the things I didn't like. The Wednesday previous to the event there was a trial event. This was the first time I swam with other individuals in 2 years, and I forgot the feeling of being kicked in the head, and you hit others while you are stroking. 
  • ​I ended up finishing in under 50 minutes. I didn't want to be in the water 50 minutes; it's exhausting and mentally draining. I made a last minute appointment with my coach, because I noticed a few things I could have done, but didn't know exactly how to change them. It was a mindset and a process thing. Think about how this applies to your business; mental and process which is the same thing in anything we do. 

Focus On What You are Doing Right Now
  • ​In the coaching session with my coach on Saturday, hours before the event, I told him I noticed shoulder pain in my left shoulder. I have had surgeries on my shoulders and my pec, and it was bothering me. My coach told me I needed to stretch my stroke a little farther away from my body. The pain went away, and they gave me the confidence I needed to concentrate on my stroke, and breathing.
  • ​I didn't need to re-learn how to swim; I just needed to focus on the things I was doing right here and right now. When we have distractions, pains, ills, arguments with our spouse, and suffering in our businesses, it's hard to focus. We are only thinking about things that are not good. When we focus too much on others or what is causing us pain, we can't focus on the intention.
  • ​Less than 24 hours later I am at the starting line, and my mind was set that I wasn't there to play anyone else's game. I wasn't going to try and play at someone else's level and then get beat and disappointed. The timer goes off, and when I went, I kept going. When you go, you will make mistakes, but the key is to believe you are doing the right things until you catch yourself making mistakes. Don't pause every few seconds and wonder if you are doing it right. 
  • ​In business we do this, thinking we need the reassurance from somebody else, so we take a slower pace to get what we want; we are constantly asking for the opinions of others. We are continually looking at others to determine if we are doing it right or not. 
  • ​I decided to keep going, and when I felt it was alright to look up, then I could course correct. Guess what? I went, and I kept swimming. I finally thought I should look to check my trajectory, and I was veering into the inside of the lane. Once I determined that I did the course correct and it wasn't that bad to get back on course. I was still moving forward and gradually veered back over. Sometimes when we are moving forward we want to make the hard right which is more difficult; if you veer off and start to do the right things you continue to move forward the whole time.
  • ​I had the intention that I was going to get better, and I wasn't going to stop. I had the motivation of not wanting to be in the water for 50 damn minutes; it's too long and too exhausting; mentally draining. 
  • ​Some of you delay this whole process with money. It is more painful the longer you go without money; the more time you go without closings. It is better to keep going even though it is monotonous, it sucks, and exhausting. At least you are on the path and not trying to make a hard right. 
  • ​Open houses suck, calling all of your spheres can be awkward; marketing every day is exhausting, but at least you are veering forward and not prolonging the aspect of making money until later. You are proclaiming that you don't want to be in the water another 50 damn minutes or broke another 30 days. So you need to start doing it now.
  • ​I am in the water, taking small pauses to see where I am going. My motives and intentions were there, in alignment and I kept going. The intention, I need to get out of the water. The motive, I don't want to be here 50 minutes. Everything I experienced the time before was present, but this time my mindset was different, my motivation and intention were greater. I made it out of the water in 37 minutes; 1500 meters. I focused on me and what I wanted as opposed to the process of getting there. The only difference between the successful and unsuccessful in Real Estate or anything that we do is the intention and the motive behind it.
You Need to Keep Going
  • ​Why are you delaying what you want? Why aren't you doing the things that are proven to work? There is a process just like swimming. There is a technique which is the same that we teach here; the same things our Top Producers do, day in and day out. You aren't above or below it; you are capable of it. 
  • ​I got out of the water and was feeling good. The first time around I was gasping, crawling on my hands and knees. This time I was running and I felt great, my body knew I finished it in record time, but I was still in competition mode, and I didn't realize until we completed the entire race. It wasn't the best time, but it was my best time, and that's all that mattered. 
  • ​It's like you closing two deals in a month and comparing it to the other guy who closed 4; it doesn't matter, be happy that you are doing your best. Stabilize the two and then work towards three. I wasn't going to beat myself up because of all the people who were done before me; I was happy to be out of the water. Be glad you can pay your bills because you are doing the work. Be pleased that you are giving your family what they want, and need. Forget about what someone else is doing.
  • ​I got on my bike, and I went; I was focused on keeping my pace above 19 miles per hour. I maintained that for 75% of the course because I know my capability. I went with what I knew and kept doing it. Motivation comes from reminders of the lessons you have learned from yesterday. 
  • ​My cycling was great. I started to feel a little fatigued but kept going. I transitioned to the run, and that was a whole other game. I got off my bike, and I didn't walk it over to the transition line, I ran. I noticed a few things about my legs, I was getting cramps, and my muscles were tightening up. I was changing into my running gear, and I made the mistake of trying to stretch. I grabbed my leg and lifted it towards my hamstring and my entire hamstring locked up.
  • ​I knew I had to keep going even if it was a walk; instead of running out of the transition line, I walked and kept moving forward. When you stop, there is no forward momentum. A body in motion continues to stay in motion. Even if I had to limp I was going to continue to move forward. I kept telling myself I was more powerful than this cramp. 
  • ​I was commanding the pain to leave my body, speaking power into it. These were the thoughts in my head. 26 yards in, I started to jog and then go. Once I started going I did not stop; that doesn't mean my cramp stopped. I had to adjust my run many times, but I did not stop. The pain moved around to all the muscles in my legs.
  • ​When you find your "WHYS," your intention and your goals, the motive is the "WHY." I kept going around the lap, I am fatigued, I am not pushing after the 25-mile bike ride, I did a mile swim, and I was 3 miles into my run. Every muscle in my body was depleted. As I ran around the track, I saw my family and my dog and I forgot about the pain. Carla started running right next to me with my dog, and I was smiling the whole way. That was the motivation; seeing her and my kids proud. Instead of focusing on the 3-mile lap I still had to go, I changed my mindset, so I only had one lap to go.
  • ​Almost the same words, but different meanings; the optimist and the pessimist. When I saw the smiles on their faces, I knew I was going to get this shit done. We all have responsibilities and can achieve it, but we need to use the motivation as fuel.
Drop the Excuse and Make the Big Claims
  • ​The moments you don't do what is required in this business, you have to look at your motivating factors. What is it? I was tired of saying no to my kids. No, we can't go there, and no I can't buy you that. Watching every nickel and dime and living in scarcity consistently; I hated that feeling. I lacked to do the things that were required, and that's the easiest way to find what we don't have. We are not doing what is necessary to get it. 
  • ​If you don't have escrows, you aren't doing what is required. You aren't less than or incapable; it is the decision of not doing what is required. The motivation comes from that. It felt left to know I only had on lap left and I went. I ended up finishing in just over 3 hours. That was a respectable time for an amateur athlete. 
  • ​There is a different category for those that weigh over 200 pounds; it is tougher for those that are bigger. I ranked 137, but if I had been in that weight class, I would have been top 7. That doesn't matter, what matters is how I did, and there is a lot of redemption in that. The pains of yesterday taught me lessons; I have to prepare better, be in the right environment with the right people and coaches in my ear. 
  • ​I made small corrections, but it came down to my belief in me and my intention. These lessons run rampant in everything that we do. I could have found many valid reasons to stop; my legs were cramping. 
  • ​I had a conversation with my daughter this past week, she brought up excuses for not preparing adequately, and there are good reasons for it. I told her the only difference between an excuse and a reason is that a reason is something you believe with your heart and soul. It turns your excuse into a reason.
  • ​A sincere belief that the reason you can't become successful is that you are a single mother. The reason I cannot be successful is that my spouse doesn't support me. The reason I cannot be successful is that I don't have a big network of family and friends. 
  • ​Many excuses become our reasons, and some will validate that for you. There are exceptions to the rule, but most reasons come from an excuse we believe with our heart and soul. There are many reasons I could have avoided this; I'm too old. But then a 72-year-old kicked my ass. He refused to use his age as a valid reason to excuse himself because he still believes in himself. 
  • ​I want you to start to think about intention; about how you see yourself and your business. What is the motivation behind it? How do you market your business? Do you market yourself as being the best in the business? If you don't, why not? Is it a lack of belief in yourself? 
  • ​Do you or do you not deliver superior service? Are you not out there to protect, to lead and to communicate and navigate your clients, through the sales process better than anyone else? I'm not talking about somebody else's client, but to your client do you not deliver that level of service? Your answer should be yes, so guess what? Then you are the best, and it's your job to convey that consistently. Who will argue with you that you aren't the best? Numbers alone won't make that a convincing argument. 
  • ​I know a lot of great realtors that aren't selling 40 million dollars in real estate, but their clients receive the ultimate experience whenever they deal with this person. It's what your clients say about you that will give you the backup you need; not your sales numbers. If you believe it and then deliver on it, then essentially you are the best. 
  • ​That is the intention, how you position yourself in the marketplace. If you position yourself as any other agent would, good luck. When you make, that declaration it conveys confidence to your clients. If you are continually saying these words, your confidence will go through the roof. I am the best; I deliver the best, I market the best, I communicate and negotiate the best; I will find you a home, I will sell your home for the greatest profit. I always deliver. 
  • ​Guess what happens when these affirmations become part of your vocabulary? You start to deliver at a higher level. When you make the claims, you force yourself to deliver big. We all have a thing called ethics; if we say something, we need to deliver on it. The reason most of you won't say these things is there is a part of you that doesn't think you can deliver. I want you to start directing your conscious and subconscious to level up and provide it direct instruction. Stop holding back and say it with conviction. 
  • ​When you can set, beat and achieve a target, fulfillment goes through the roof. I hope this conversation gives you the motivation and intention to keep going; believe in yourself. There are reminders and minimum requirements to make it big in this business; it's up to you to do them or don't do them. If you don't have what you want, then I challenge you that you may not be doing enough. 
  • ​We are capable of excelling at a high level with whatever we do; keep that intention and motivation. Whatever challenges you face this week, as long as you continue to look at what you want you will be successful. You will be surprised what it does for your overall demeanor and how you show up in all aspects of your life.
Success
Success
CUSTOM JAVASCRIPT / HTML
I used to have a picture in my mind of what success looked like; it was beautiful. Many years in this industry has proven to me that success is ugly, painful, fear-filled and anxiety-ridden. But not letting it stop me in my tracks and learning ways to manage the ugliness has built the capacity within myself to have the success that I had always imagined. Success is about getting to know yourself, your marriage and your business better. The only way to find out what needs correction and work is to face the pains and continue to do the work.
Success Isn't Pretty
  • ​I am less than one week removed from my first Olympic Triathlon. I have done a few Sprint Triathlons, but this is double the effort, and double the length. Swimming, Biking, and Running has been challenging, and during a bike ride yesterday I didn't have my best ride. It got me thinking about Success and how ugly it really can be. 
  • ​When we are asked what success looks like, we focus on the positives and the great the money is, how great our body looks and feels and how our marriage is on point; our kids are listening to us, and our business is exploding. When we focus only on the positive light of success we don't get it; we face the challenges, pains, and obstacles that cause us to feel like failures. 
  • ​We need to change our perspective of what success looks like and understand that there is a different side to success that most of us don't consider; it's ugly side. Success means no sleep, no time with your family, your finances being drained; it involves pain and tears. It can mean injury and sacrifice and the possibility you may lose it all — anxiety, fear, exhaustion to your very core. 
  • ​Many are unwilling to take the next step when the ugly truth of success contradicts the picture of success we have painted in our minds. Relaxation, by the beach, sipping margaritas, a killer physique and feeling good all of the time. We forget to get that, sometime in the future, you can't avoid the pains to arrive at that picture of success.
  • ​It will drain you physically, emotionally, and mentally and it isn't a walk through the park. We stop at that moment, the moment a client tells a no, and we retract. In our minds success was them saying yes and us getting paid. If you don't have what you want right now, it's because you are unwilling to sacrifice more. 
  • ​Time away from your kids your marriage may suffer, and you may deplete your bank account. There is unforeseen pressure. I have learned to manage those pressures and pains because I have built my capacity; I had to break myself down emotionally and physically to not go as deep into the pains. We all face the pain.
Build Your Capacity
  • ​We have broken it down for you in the 12-week target books, and there are certain things you have to do for yourself every single day to be successful, but the process does not avoid pain. You don't have to go rock bottom before you decide to make some changes. 
  • ​Things got bad in my mind, and there was no solution to get us out of the financial mess I got us into. There was no going back on how bad my marriage got. I was walking around in a suit and tie, with heavy bags under my eyes because of all of the stress I was carrying around. All I thought about was poor me; this is not what success is supposed to look like.
  • ​This past weekend Carla held her second Women's Event; I saw the pain, anxiety, the overwhelm. Carla was challenging these individuals to see something more significant for themselves. The old stories kept surfacing of,” I Can't.” They were buying into the thoughts that couldn't. There was a lot of pain between the “I Can't,” to the “I Did It.” New capacity is built anytime you can move forward when something doesn't go your way. 
  • ​The breakthroughs, the enlightenment in their eyes was amazing to witness. They went beyond what they were capable of, and they did it. We can never experience that if we don't face the pains. If we don't face the fears and anxiety and succumb to it instead, we stay where we are at. There is no growth, no improvement, only fear and it is now magnified because we failed to move forward. 
  • ​As an agent starting, I wasn't as confident as someone who has done it for years. Every phone call and a lead is important because we don't have our momentum yet. When it doesn't pan out, it becomes devastating. Once I had a call from an individual, almost 14 years ago. He asked me about the neighborhood of a property he was looking at, and I knew everything about that neighborhood. Then he asked me about the schools in comparison; I started talking, and he told me I didn't know what I was talking about and hung up. 
  • ​It was devastating; I was trying to build a momentum of confidence, and someone called me out. He saw what I was afraid others would see. I have seen others in the same situation, and they shut down. That stranger confirmed everything I had in my mind. We are brutal when it comes to negative self-talk and when someone calls us out on what we are already thinking, now it's a fact. 
  • ​For many that could be the endpoint. It could delay growth for six months or ultimately end their career. But without that pain, I would never have learned what I needed to learn next. Without that pain, you will never grow, and you have to face it if you want success. Having those crucial conversations at home, talking about the real things; not continue to avoid. Talk about your mistakes, not continue to hide them. Pain is a requirement, a necessity and we have to choose; do you want that. If you don't it's okay, it's only wrong when you say you want it, but you avoid the process of getting there.

Success is NOT on Easy Street
  • ​Facing fears and having heavy anxiety is part of the game, so is vulnerability. I have laid out a plan for you to be successful that is proved to work in our top producers. When I say put out a selfie video and go live one a consistent basis, yet we allow our thoughts to overwhelm us, and we think it's stupid. 
  • ​You continue to look at the people who are doing it at a massive level and succeeding. The fear of being ridiculed and made fun of gets in the way. How else are you supposed to build capacity? If you don't feel the pain and break it down how else are you supposed to build capacity? If you don't push yourself outside of your element, that we all have, because it's scary, then you will never see real growth. 
  • ​Whether you are a new agent or seasoned, you need to build a path of consistency and get outside your threshold of comfort by calling the people you know, like and trust. You need to develop your online communication skills by putting up videos. Otherwise, you will be like the thousands of other agents that complain that known methods like paid Zillow leads are shit; they aren't, they are good, but you need not use those to try to avoid the real work. It may be easier, but it also gives you an outside source to blame for your failure. 
  • ​This week think about how to build your capacity and face those fears. Last week I swam my first-mile open water swim; I was anxious and started getting in my head. What if I drown, what if I can't breathe? It's a real possibility. The day before I was in the pool at the gym and I could barely do 350 meters without getting winded. I was winded because I got in my head. How the hell was I going to do a mile swim in open water? I was draining my energy, and that is what we do.
  • ​To get what we want we have to put ourselves in that place. The very next day, I was out in the open water and swam that mile; 1700 meters. That would never have been possible if I hadn't faced my fears consistently. My first swim a month and a half ago I couldn't finish one lap. I leaned in, overcame my anxiety and went for it. 
  • ​Don't just paint a beautiful picture of what success looks like to you and then beat yourself up for not hitting it. Your experience is that it is painful and embarrassing; that's part of the process, step on, and you are on the right track. It's not that you aren't capable, you are building capacity. People get to step one and think they are failures, and they retract. It's not their fault they don't know the progression. Pains, fears, anxiety, failure, stress is all part of the game. Keep going. 
  • ​There was a quote I read,” Living an extraordinary life means giving up a normal one. “ Don't just face the fears and pains and stop; it will kill your momentum. Success is about getting to know yourself, your marriage and your business better. The only way to find out what needs correction and work is to face the pains. 
  • ​Together let's repaint the picture of success; means no sleep, time away from kids, battling your marriage, risking money, and knowing it's going to get ugly. That's what success is. Everyone might suffer, and you may lose it all, but you will build the capacity to have it all, stronger. Don't go all the way to rock bottom; there is a way to face it that has been proven to work. You have it available to you, in your hands; the 12-week Target Book.

CUSTOM JAVASCRIPT / HTML
I used to have a picture in my mind of what success looked like; it was beautiful. Many years in this industry has proven to me that success is ugly, painful, fear-filled and anxiety-ridden. But not letting it stop me in my tracks and learning ways to manage the ugliness has built the capacity within myself to have the success that I had always imagined. Success is about getting to know yourself, your marriage and your business better. The only way to find out what needs correction and work is to face the pains and continue to do the work.
Success Isn't Pretty
  • ​I am less than one week removed from my first Olympic Triathlon. I have done a few Sprint Triathlons, but this is double the effort, and double the length. Swimming, Biking, and Running has been challenging, and during a bike ride yesterday I didn't have my best ride. It got me thinking about Success and how ugly it really can be. 
  • ​When we are asked what success looks like, we focus on the positives and the great the money is, how great our body looks and feels and how our marriage is on point; our kids are listening to us, and our business is exploding. When we focus only on the positive light of success we don't get it; we face the challenges, pains, and obstacles that cause us to feel like failures. 
  • ​We need to change our perspective of what success looks like and understand that there is a different side to success that most of us don't consider; it's ugly side. Success means no sleep, no time with your family, your finances being drained; it involves pain and tears. It can mean injury and sacrifice and the possibility you may lose it all — anxiety, fear, exhaustion to your very core. 
  • ​Many are unwilling to take the next step when the ugly truth of success contradicts the picture of success we have painted in our minds. Relaxation, by the beach, sipping margaritas, a killer physique and feeling good all of the time. We forget to get that, sometime in the future, you can't avoid the pains to arrive at that picture of success.
  • ​It will drain you physically, emotionally, and mentally and it isn't a walk through the park. We stop at that moment, the moment a client tells a no, and we retract. In our minds success was them saying yes and us getting paid. If you don't have what you want right now, it's because you are unwilling to sacrifice more. 
  • ​Time away from your kids your marriage may suffer, and you may deplete your bank account. There is unforeseen pressure. I have learned to manage those pressures and pains because I have built my capacity; I had to break myself down emotionally and physically to not go as deep into the pains. We all face the pain.
Build Your Capacity
  • ​We have broken it down for you in the 12-week target books, and there are certain things you have to do for yourself every single day to be successful, but the process does not avoid pain. You don't have to go rock bottom before you decide to make some changes. 
  • ​Things got bad in my mind, and there was no solution to get us out of the financial mess I got us into. There was no going back on how bad my marriage got. I was walking around in a suit and tie, with heavy bags under my eyes because of all of the stress I was carrying around. All I thought about was poor me; this is not what success is supposed to look like.
  • ​This past weekend Carla held her second Women's Event; I saw the pain, anxiety, the overwhelm. Carla was challenging these individuals to see something more significant for themselves. The old stories kept surfacing of,” I Can't.” They were buying into the thoughts that couldn't. There was a lot of pain between the “I Can't,” to the “I Did It.” New capacity is built anytime you can move forward when something doesn't go your way. 
  • ​The breakthroughs, the enlightenment in their eyes was amazing to witness. They went beyond what they were capable of, and they did it. We can never experience that if we don't face the pains. If we don't face the fears and anxiety and succumb to it instead, we stay where we are at. There is no growth, no improvement, only fear and it is now magnified because we failed to move forward. 
  • ​As an agent starting, I wasn't as confident as someone who has done it for years. Every phone call and a lead is important because we don't have our momentum yet. When it doesn't pan out, it becomes devastating. Once I had a call from an individual, almost 14 years ago. He asked me about the neighborhood of a property he was looking at, and I knew everything about that neighborhood. Then he asked me about the schools in comparison; I started talking, and he told me I didn't know what I was talking about and hung up. 
  • ​It was devastating; I was trying to build a momentum of confidence, and someone called me out. He saw what I was afraid others would see. I have seen others in the same situation, and they shut down. That stranger confirmed everything I had in my mind. We are brutal when it comes to negative self-talk and when someone calls us out on what we are already thinking, now it's a fact. 
  • ​For many that could be the endpoint. It could delay growth for six months or ultimately end their career. But without that pain, I would never have learned what I needed to learn next. Without that pain, you will never grow, and you have to face it if you want success. Having those crucial conversations at home, talking about the real things; not continue to avoid. Talk about your mistakes, not continue to hide them. Pain is a requirement, a necessity and we have to choose; do you want that. If you don't it's okay, it's only wrong when you say you want it, but you avoid the process of getting there.

Success is NOT on Easy Street
  • ​Facing fears and having heavy anxiety is part of the game, so is vulnerability. I have laid out a plan for you to be successful that is proved to work in our top producers. When I say put out a selfie video and go live one a consistent basis, yet we allow our thoughts to overwhelm us, and we think it's stupid. 
  • ​You continue to look at the people who are doing it at a massive level and succeeding. The fear of being ridiculed and made fun of gets in the way. How else are you supposed to build capacity? If you don't feel the pain and break it down how else are you supposed to build capacity? If you don't push yourself outside of your element, that we all have, because it's scary, then you will never see real growth. 
  • ​Whether you are a new agent or seasoned, you need to build a path of consistency and get outside your threshold of comfort by calling the people you know, like and trust. You need to develop your online communication skills by putting up videos. Otherwise, you will be like the thousands of other agents that complain that known methods like paid Zillow leads are shit; they aren't, they are good, but you need not use those to try to avoid the real work. It may be easier, but it also gives you an outside source to blame for your failure. 
  • ​This week think about how to build your capacity and face those fears. Last week I swam my first-mile open water swim; I was anxious and started getting in my head. What if I drown, what if I can't breathe? It's a real possibility. The day before I was in the pool at the gym and I could barely do 350 meters without getting winded. I was winded because I got in my head. How the hell was I going to do a mile swim in open water? I was draining my energy, and that is what we do.
  • ​To get what we want we have to put ourselves in that place. The very next day, I was out in the open water and swam that mile; 1700 meters. That would never have been possible if I hadn't faced my fears consistently. My first swim a month and a half ago I couldn't finish one lap. I leaned in, overcame my anxiety and went for it. 
  • ​Don't just paint a beautiful picture of what success looks like to you and then beat yourself up for not hitting it. Your experience is that it is painful and embarrassing; that's part of the process, step on, and you are on the right track. It's not that you aren't capable, you are building capacity. People get to step one and think they are failures, and they retract. It's not their fault they don't know the progression. Pains, fears, anxiety, failure, stress is all part of the game. Keep going. 
  • ​There was a quote I read,” Living an extraordinary life means giving up a normal one. “ Don't just face the fears and pains and stop; it will kill your momentum. Success is about getting to know yourself, your marriage and your business better. The only way to find out what needs correction and work is to face the pains. 
  • ​Together let's repaint the picture of success; means no sleep, time away from kids, battling your marriage, risking money, and knowing it's going to get ugly. That's what success is. Everyone might suffer, and you may lose it all, but you will build the capacity to have it all, stronger. Don't go all the way to rock bottom; there is a way to face it that has been proven to work. You have it available to you, in your hands; the 12-week Target Book.

Influences
Influences
CUSTOM JAVASCRIPT / HTML
There are times when we read something, or see an image; maybe it is as simple as a conversation with someone. It affects us at a deeper level then we realize, and we let it rob us of our power in that space. Who you surround yourself with will determine the level you are playing and performing at. Identify those individuals in your life that are draining you of your positivity and create distance from them; seek out those that feed your positive energy and let them influence your outlook. Hitting the ceiling in your business and relationships doesn't mean you lack in your skill set; it means you need to look at the people who are determining your mindset.
Influences
  • ​Today's topic is a simple one that I have learned so many lessons from. The influences you allow in your life; who you have in your ear matters. This past weekend my family was excited for what we had planned for Easter, one of those plans is to go to church; to give our respect and love for the sacrifices that Jesus made to forgive us. I always look forward to the powerful message the pastor has and the message is always on point.
  • ​Before church, I was reading the news on my, and I read something that took me to a sad, debilitating place. I heard the news about what happened 10,000 miles away in Sri Lanka; over 200 individuals died on Easter morning. It was carried out by a group of individuals that didn't agree with a different group of individuals.
  • ​It saddened me, and I also found some pictures of the event that were pretty gruesome, images of blood on the walls. I read about children and every group that was affected by the attack. It gave me a little bit of anxiety and touched me in a way I wasn't expecting. I got ready for church, and I didn't think about it in the form of how it would affect me for the rest of my day. 
  • ​When we are in a situation where something impacts us like that, in a fearful manner, it increases our anxiety. Whether it's a conversation with your family or a passive-aggressive conversation with family and friends. We don't think about how it will affect us later. 
  • ​When we got to church we sat in the back; the church was packed. I don't remember what the Pastor said that day. I know it was powerful and from time to time, I would feel the energy and get goosebumps; my head was somewhere else, and I couldn't be present. 
  • ​All I was thinking about was terrorists coming through the church and shooting the church up. That's all I could think about, even being aware of all of the exits in our vicinity. I was thinking about how I would sacrifice myself and cover my daughters and my wife if someone were to come through. Fear and anxiety were penetrating my mind with all of these thoughts. 
  • ​Anytime anybody would get up I would stare at them and wonder what they were doing. It all rooted in what I was reading. That's all I was thinking about. 
Misery Loves Company
  • ​I have been in that situation before; being around negativity all of my life no wonder I couldn't succeed or find happiness. Because I was always thinking about the negativity, fear and passive-aggressive nature of family and friends, you can't operate in power or be present if you are constantly in that space. I couldn't concentrate that day; I was in fear for my life. There wasn't any indication that anything was going down, but because I allowed my mind to be overwhelmed by these thoughts it created chaos. 
  • ​Consider this if you have year after year of disappointments, don't pay attention to your performance but the environments you are putting yourself in. The people you are allowing in your head, often it is family, and that is unfortunate. It's not your ability to create a life that works, to strive to have it all and to have a thriving profitable business; it's that we are always caught up in the thoughts and comments of others.
  • ​I read something and never considered what that when in conversation people are trying to make other people feel how they are feeling. Whenever you have a conversation with someone, they are trying to make you feel the same way they are feeling. They are frustrated; what do you think their end game is? To make you feel what they are feeling. Not maliciously, or maybe they are, but we need to be aware. Jealousy, anger, upset or miserable; people are trying to make you feel the same way they are feeling. 
  • ​At the same time, there are others that are trying; they are always happy. They have a positive spin to every situation and want to lift your spirits. I am inviting you to invite those individuals more into your life and identify those that are continually trying to make you feel miserable and afraid, angry and frustrated. They are all around, and if you can't get what you want from your business, you have a lot of them, and you have allowed them to penetrate your mind. 
  • ​When I created distance from negative relationships, or not on the same path as mine; my life and finances flourished because I didn't allow those thoughts to overwhelm me anymore. I identified them and said I love you, but I have to distance from you. Some of you are receiving that from your spouse which is unfortunate. 
  • ​It is your job not to fall into that trap but to lead a greater mindset for both of you. We have all been in that situation. Passive aggressiveness that makes you shut down. You get invited to a family function, you think it will be fun, and your spouse says something like if he or she has the time they are always working. How are you supposed to respond to something like that? It's passive-aggressive behavior. Is it about you or the other person's frustrations with themselves? They haven't reached a place in life where they love what they do, but you need to stand powerful against the thoughts of negativity.
  • ​They will eventually rise to your level; I used to do that to Carla as well. I would encourage her to a certain point and then she was doing more than I was and I would say something to offset her trajectory. Why? Because I felt less than. Most won't admit it, but I am saying it. 
If I’m Down; You're Down
  • ​I can remember a time when Carla was preparing for a show, and she was in tip-top shape. I would go to the gym with her all the time, but this time I wasn't feeling good about myself. I am reflecting and identifying it now. It was my mission to throw her off of her path; I didn't see it as that way, but I was feeling frustrated with myself. 
  • ​She was working out and doing a pull-down bar, and there aren't many ways you can do that exercise incorrectly, but I found a way. I told her she was doing it wrong. She was focused, and I couldn't find my focus, so I attacked and blamed. I wanted others to feel like I was feeling. I told her to let me show you how you are doing it and mocked the way she did it. During that time and Carla was still taking a lot of my shit and I shut her down. She said she didn't feel like working out and anymore and wanted to leave. I felt terrible, but I did what I set out to do; it didn't feel good. 
  • ​People will always make you feel like they feel, how they think is the objective. Through conversation or passive aggressiveness, they are trying to penetrate your mind. The same way the news was overwhelming me and made me so anxious, I couldn't be present. If you are struggling with your business, it's not your skill set; identify those people who always have problems in their lives who are constantly telling you how frustrated and unhappy they are. You will not outgrow someone who surrounds themselves with positivity. 
  • ​If you are continually hitting the ceiling you can't break through, its the people that are around you. Identify them, create space, because you are more than capable of succeeding at a high level in this life. If you are constantly running into problems with trying to lose weight, living a healthy lifestyle, it's the people around you. If you hang out with me 24/7 your behaviors will change, your mindset will change, and fulfillment will be part of your life.
  • ​I can't be there all of the time. So you need to identify more and more people with that same mindset. You are no savior, so create the space or be content with what you have today. Stop being so hard on yourself for not achieving what you want or create that space and go after what you want. The environment is so vital to your success. 
  • ​At A.Z. & Associates it becomes your normal. The way we talk and how we are so raw about what we discuss. It's normal in this environment but it all changes when you are plucked away from here and put somewhere else. A lot of people don't discover that until they are out. We all need that positive reinforcement and those people because the vast majority of the population is negative.
  • ​Having a false sense of accomplishment and our ego overrun our thoughts is the first step to retracting to your lowest form of habit. I saw that first hand when I had an agent come up to me and say, I had another agent that left, and they are trying to recruit me. They are telling me how great this other company is; I said to him, that was awesome and let's look at some numbers. The motto at A.Z. & Associates is “No I don't have it all figured out, but somehow I always figure it out.”
The Grass isn't Always Greener...
  • ​We will always retract to our lowest form of habit when the wrong people are in our minds. I do, and that is why I continue to invest in the coaches and consultants that will guide me forward and allow me to see something more significant for myself. I know what I am capable of when I am not on my game; the discussion and chaos I can create when I am not on the path.
  • ​When you are gone from an environment that breathes and lives positivity, where we encourage a have it all lifestyle, we encourage you to keep going and remind you to take a stand for yourself and impact others; it is priceless, but we could put a number on it if we were to look. This individual who left our company went from making 8.2 million to 5.4 million. It's only been four months. Before that, it was all growth. 
  • ​I am not saying this environment creates wishes, but it reinforces behavior because of the negativity that most of society is in. You don't get more confident; you become more scarce. I’m not a guru; this environment isn't magical; it's just real. We can have those real conversations when the darkness sets in and not avoid it and pretend that everything is okay. 
  • ​Positivity will make you, and the environment will get you there faster. This morning I went out to the track with Carla. We met a couple of dental school students that were in their late 20’s. We started talking because I saw them running before outside of the field before it opened. I asked them why they were running and what they were doing. They said they were going to run a few miles. I asked them what their mile average was and they said it was usually around 6.
  • ​I was thinking, holy cow, I just wanted to come in here and do under 8. I told them I was going to run with them and asked if they minded. I wasn't scared of their success; I wanted to be in an environment where there were people that are doing it at a higher level. They took the lead right away, but I didn't let them get away from me; I was about 20 yards behind them for the 1st mile. The first mile I did 6:57 and then I did 7:05 and ended with 7:14 for the 3rd mile. I had an average of 7:06 which was my best 3-mile run. Because I was in the right environment, it pulled me. I didn't say oh I am 40 years old, and they have 15 years on me; I will continue to play at 8-minute miles. 
  • ​That environment encouraged me because an environment influences the way you think, believe and live. It pushed me, and I feel really good right now, I feel accomplished. If they weren't there, I can't tell you that I would have pushed that hard. This environment makes you push harder, not to be content with your marketing but to continue to build on it. 
  • ​No one does it better because we are striving for more. No other brokerage has more podcasts than us, because we dare to keep moving. Identify those people who are trying to make you feel like they are feeling. Maybe they are frustrated, less than, jealous, angry, pissed off at the world; create space, allow them to go and give them distance.
  • ​Then identify those that are happy, excited, positive, committed, healthy and loving. Bring those people closer to you and give them a nice big hug. The thoughts that we allow in our minds will influence the productivity we have as parents, spouses, and business people; let's get after it. You know exactly what to do.
  • ​I didn't realize how these thoughts can overwhelm us; I was genuinely scared in the church that is supposed to be a safe environment. The thoughts that were going through my mind are unbelievable. These are the same thoughts that we allow to be fed by the wrong people we allow in our lives. 
  • ​Sometimes situations can be very debilitating only to make things worse as we shut down and create distance from our family because we are so caught up in our thoughts; our marriage, our eating habits, our mindset is going in the wrong direction, and it's a decision just to keep going, and it can hurt. 
  • ​There are greater ramifications when we shut down, and there is no revenue coming in. You become so disconnected we create that fear within in our kids of how are mom and dad doing? They don't need that; they don't need to see that. They need to see strength, perseverance, that is what they need to see. 
  • ​I hope you have been impacted by the lessons I learned this weekend. Let's identify the people we allow in our lives and going after what we want to be fulfilled and living a have it all lifestyle to the core. Subscribe rate and review this podcast and you can share it with your families also. I think it is essential for everyone to hear; share it with the ones you love. 
CUSTOM JAVASCRIPT / HTML
There are times when we read something, or see an image; maybe it is as simple as a conversation with someone. It affects us at a deeper level then we realize, and we let it rob us of our power in that space. Who you surround yourself with will determine the level you are playing and performing at. Identify those individuals in your life that are draining you of your positivity and create distance from them; seek out those that feed your positive energy and let them influence your outlook. Hitting the ceiling in your business and relationships doesn't mean you lack in your skill set; it means you need to look at the people who are determining your mindset.
Influences
  • ​Today's topic is a simple one that I have learned so many lessons from. The influences you allow in your life; who you have in your ear matters. This past weekend my family was excited for what we had planned for Easter, one of those plans is to go to church; to give our respect and love for the sacrifices that Jesus made to forgive us. I always look forward to the powerful message the pastor has and the message is always on point.
  • ​Before church, I was reading the news on my, and I read something that took me to a sad, debilitating place. I heard the news about what happened 10,000 miles away in Sri Lanka; over 200 individuals died on Easter morning. It was carried out by a group of individuals that didn't agree with a different group of individuals.
  • ​It saddened me, and I also found some pictures of the event that were pretty gruesome, images of blood on the walls. I read about children and every group that was affected by the attack. It gave me a little bit of anxiety and touched me in a way I wasn't expecting. I got ready for church, and I didn't think about it in the form of how it would affect me for the rest of my day. 
  • ​When we are in a situation where something impacts us like that, in a fearful manner, it increases our anxiety. Whether it's a conversation with your family or a passive-aggressive conversation with family and friends. We don't think about how it will affect us later. 
  • ​When we got to church we sat in the back; the church was packed. I don't remember what the Pastor said that day. I know it was powerful and from time to time, I would feel the energy and get goosebumps; my head was somewhere else, and I couldn't be present. 
  • ​All I was thinking about was terrorists coming through the church and shooting the church up. That's all I could think about, even being aware of all of the exits in our vicinity. I was thinking about how I would sacrifice myself and cover my daughters and my wife if someone were to come through. Fear and anxiety were penetrating my mind with all of these thoughts. 
  • ​Anytime anybody would get up I would stare at them and wonder what they were doing. It all rooted in what I was reading. That's all I was thinking about. 
Misery Loves Company
  • ​I have been in that situation before; being around negativity all of my life no wonder I couldn't succeed or find happiness. Because I was always thinking about the negativity, fear and passive-aggressive nature of family and friends, you can't operate in power or be present if you are constantly in that space. I couldn't concentrate that day; I was in fear for my life. There wasn't any indication that anything was going down, but because I allowed my mind to be overwhelmed by these thoughts it created chaos. 
  • ​Consider this if you have year after year of disappointments, don't pay attention to your performance but the environments you are putting yourself in. The people you are allowing in your head, often it is family, and that is unfortunate. It's not your ability to create a life that works, to strive to have it all and to have a thriving profitable business; it's that we are always caught up in the thoughts and comments of others.
  • ​I read something and never considered what that when in conversation people are trying to make other people feel how they are feeling. Whenever you have a conversation with someone, they are trying to make you feel the same way they are feeling. They are frustrated; what do you think their end game is? To make you feel what they are feeling. Not maliciously, or maybe they are, but we need to be aware. Jealousy, anger, upset or miserable; people are trying to make you feel the same way they are feeling. 
  • ​At the same time, there are others that are trying; they are always happy. They have a positive spin to every situation and want to lift your spirits. I am inviting you to invite those individuals more into your life and identify those that are continually trying to make you feel miserable and afraid, angry and frustrated. They are all around, and if you can't get what you want from your business, you have a lot of them, and you have allowed them to penetrate your mind. 
  • ​When I created distance from negative relationships, or not on the same path as mine; my life and finances flourished because I didn't allow those thoughts to overwhelm me anymore. I identified them and said I love you, but I have to distance from you. Some of you are receiving that from your spouse which is unfortunate. 
  • ​It is your job not to fall into that trap but to lead a greater mindset for both of you. We have all been in that situation. Passive aggressiveness that makes you shut down. You get invited to a family function, you think it will be fun, and your spouse says something like if he or she has the time they are always working. How are you supposed to respond to something like that? It's passive-aggressive behavior. Is it about you or the other person's frustrations with themselves? They haven't reached a place in life where they love what they do, but you need to stand powerful against the thoughts of negativity.
  • ​They will eventually rise to your level; I used to do that to Carla as well. I would encourage her to a certain point and then she was doing more than I was and I would say something to offset her trajectory. Why? Because I felt less than. Most won't admit it, but I am saying it. 
If I’m Down; You're Down
  • ​I can remember a time when Carla was preparing for a show, and she was in tip-top shape. I would go to the gym with her all the time, but this time I wasn't feeling good about myself. I am reflecting and identifying it now. It was my mission to throw her off of her path; I didn't see it as that way, but I was feeling frustrated with myself. 
  • ​She was working out and doing a pull-down bar, and there aren't many ways you can do that exercise incorrectly, but I found a way. I told her she was doing it wrong. She was focused, and I couldn't find my focus, so I attacked and blamed. I wanted others to feel like I was feeling. I told her to let me show you how you are doing it and mocked the way she did it. During that time and Carla was still taking a lot of my shit and I shut her down. She said she didn't feel like working out and anymore and wanted to leave. I felt terrible, but I did what I set out to do; it didn't feel good. 
  • ​People will always make you feel like they feel, how they think is the objective. Through conversation or passive aggressiveness, they are trying to penetrate your mind. The same way the news was overwhelming me and made me so anxious, I couldn't be present. If you are struggling with your business, it's not your skill set; identify those people who always have problems in their lives who are constantly telling you how frustrated and unhappy they are. You will not outgrow someone who surrounds themselves with positivity. 
  • ​If you are continually hitting the ceiling you can't break through, its the people that are around you. Identify them, create space, because you are more than capable of succeeding at a high level in this life. If you are constantly running into problems with trying to lose weight, living a healthy lifestyle, it's the people around you. If you hang out with me 24/7 your behaviors will change, your mindset will change, and fulfillment will be part of your life.
  • ​I can't be there all of the time. So you need to identify more and more people with that same mindset. You are no savior, so create the space or be content with what you have today. Stop being so hard on yourself for not achieving what you want or create that space and go after what you want. The environment is so vital to your success. 
  • ​At A.Z. & Associates it becomes your normal. The way we talk and how we are so raw about what we discuss. It's normal in this environment but it all changes when you are plucked away from here and put somewhere else. A lot of people don't discover that until they are out. We all need that positive reinforcement and those people because the vast majority of the population is negative.
  • ​Having a false sense of accomplishment and our ego overrun our thoughts is the first step to retracting to your lowest form of habit. I saw that first hand when I had an agent come up to me and say, I had another agent that left, and they are trying to recruit me. They are telling me how great this other company is; I said to him, that was awesome and let's look at some numbers. The motto at A.Z. & Associates is “No I don't have it all figured out, but somehow I always figure it out.”
The Grass isn't Always Greener...
  • ​We will always retract to our lowest form of habit when the wrong people are in our minds. I do, and that is why I continue to invest in the coaches and consultants that will guide me forward and allow me to see something more significant for myself. I know what I am capable of when I am not on my game; the discussion and chaos I can create when I am not on the path.
  • ​When you are gone from an environment that breathes and lives positivity, where we encourage a have it all lifestyle, we encourage you to keep going and remind you to take a stand for yourself and impact others; it is priceless, but we could put a number on it if we were to look. This individual who left our company went from making 8.2 million to 5.4 million. It's only been four months. Before that, it was all growth. 
  • ​I am not saying this environment creates wishes, but it reinforces behavior because of the negativity that most of society is in. You don't get more confident; you become more scarce. I’m not a guru; this environment isn't magical; it's just real. We can have those real conversations when the darkness sets in and not avoid it and pretend that everything is okay. 
  • ​Positivity will make you, and the environment will get you there faster. This morning I went out to the track with Carla. We met a couple of dental school students that were in their late 20’s. We started talking because I saw them running before outside of the field before it opened. I asked them why they were running and what they were doing. They said they were going to run a few miles. I asked them what their mile average was and they said it was usually around 6.
  • ​I was thinking, holy cow, I just wanted to come in here and do under 8. I told them I was going to run with them and asked if they minded. I wasn't scared of their success; I wanted to be in an environment where there were people that are doing it at a higher level. They took the lead right away, but I didn't let them get away from me; I was about 20 yards behind them for the 1st mile. The first mile I did 6:57 and then I did 7:05 and ended with 7:14 for the 3rd mile. I had an average of 7:06 which was my best 3-mile run. Because I was in the right environment, it pulled me. I didn't say oh I am 40 years old, and they have 15 years on me; I will continue to play at 8-minute miles. 
  • ​That environment encouraged me because an environment influences the way you think, believe and live. It pushed me, and I feel really good right now, I feel accomplished. If they weren't there, I can't tell you that I would have pushed that hard. This environment makes you push harder, not to be content with your marketing but to continue to build on it. 
  • ​No one does it better because we are striving for more. No other brokerage has more podcasts than us, because we dare to keep moving. Identify those people who are trying to make you feel like they are feeling. Maybe they are frustrated, less than, jealous, angry, pissed off at the world; create space, allow them to go and give them distance.
  • ​Then identify those that are happy, excited, positive, committed, healthy and loving. Bring those people closer to you and give them a nice big hug. The thoughts that we allow in our minds will influence the productivity we have as parents, spouses, and business people; let's get after it. You know exactly what to do.
  • ​I didn't realize how these thoughts can overwhelm us; I was genuinely scared in the church that is supposed to be a safe environment. The thoughts that were going through my mind are unbelievable. These are the same thoughts that we allow to be fed by the wrong people we allow in our lives. 
  • ​Sometimes situations can be very debilitating only to make things worse as we shut down and create distance from our family because we are so caught up in our thoughts; our marriage, our eating habits, our mindset is going in the wrong direction, and it's a decision just to keep going, and it can hurt. 
  • ​There are greater ramifications when we shut down, and there is no revenue coming in. You become so disconnected we create that fear within in our kids of how are mom and dad doing? They don't need that; they don't need to see that. They need to see strength, perseverance, that is what they need to see. 
  • ​I hope you have been impacted by the lessons I learned this weekend. Let's identify the people we allow in our lives and going after what we want to be fulfilled and living a have it all lifestyle to the core. Subscribe rate and review this podcast and you can share it with your families also. I think it is essential for everyone to hear; share it with the ones you love. 
Ask and You Shall Receive
Ask and You Shall Receive
CUSTOM JAVASCRIPT / HTML
Faced with defeat and challenges can make or break an athlete. Trained to 
win and suddenly life happens, and bad decisions and choices defeat our mind long before our game. Having a mindset to ASK, SEEK and KNOCK can be the key to return yourself to GLORY. Remind yourself that you can win and your confidence will build and return you to that space of GLORY once more. Appreciate how far you've come and let that propel you forward to where you are meant to go.
Live From Las Vegas
  • ​I am Live this morning for Mindset Mastery from Las Vegas. We are here for a 3-day tournament with my daughter. It was a great thing to witness watching my daughter develop her skill set and dominate a position that she struggled for a time with. It reinforces that when we put our mind to something that we will achieve it. 
  • ​I was also able to see the return to glory; words uttered by a commentator when Tiger Woods won the Masters. As he putt’s in his last ball, the crowd erupted with energy, and it was a long time coming for him. As Tiger finished, he walked over to his son and hugged him and his daughter and Mom. It was like watching a fairy tale unfold, a real-life movie where the guy had to overcome perseverance; most of it caused by his misjudgments. Tiger created a lot of chaos in his life, and it has been 11 years since he won a major tournament, 14 years since he won the Masters.
  • ​A lot of people wrote him off and for a good reason; he was out of his character operating outside of his integrity at times. The infidelity, surgeries, embarrassment, and shame he brought to his family. They aren't haters, but people are speaking about him on how he was showing up. 
  • ​It's easy for us to say that we have haters or people are betting against us, but what are you showing them to the contrary? They have the right to their opinions, even those closest to us and we get angry. They are basing their opinion on your actions. 
Return to GLORY
  • ​That is the reality that we need to bring it back on to ourselves. That is what Tiger did; people weren't against him; they were only going by what his actions were showing them. It brings us to the adage of ASK, and you will receive, SEEK, and you will find and KNOCK, and the door will be opened.
  • ​You have to be the one looking for the answers and taking action by knocking. You need to prepare yourself by asking mentally. This is what Tiger had to go through over the past years; going through a deep pit of consequences, shame, and chaos and persevere to where he is today.
  • ​One of the first things Tiger said when he won was he hoped his kids were proud of him. He didn't comment on shutting up his critics; he knew he was in the hole because of his actions. We can come back from mediocrity, bad choices, and decisions; you need to get unstuck from the stories you are telling yourself. 
  • ​Maybe you aren't where you need to be with your family or funds, and you faced tragedy, or you are suffering the consequences of your actions. I know how that feels, and we all have a story that relates. We have a choice to turn things around or make them worse, and for many years Tiger made it worse.
  • ​ There are things outside of our control and things directly in our control. As my business was collapsing and coming off the worst quarter of my career, no funds coming in and bills piling up; I could have taken actions to stop it, but I made it worse. I made choices that I regret, choices that could have killed others or myself; getting behind the wheel after a few drinks. Ending up in tent city, the worst point of my life; I made things worse.
  • ​You can return to glory, but it will take you understanding that the world revolves around those three phrases: ASK, and you shall receive, SEEK and you will find, KNOCK and the door will open. These are choices you have to make and not wishes that will turn things around. 
  • ​I remember laying there unable to sleep, couldn't shut my eyes, I didn't know who was around me. But those are the realities of our choices. We can all return to GLORY. Tiger said in an interview a few weeks ago that he needed to remind himself how to win; he won over 80 times in his career, and he needed to remind himself how to win? We forget because we get caught in the day-to-day struggles, the current situation because the problem is so big; it is right up in our face staring us down causing us to believe that it is more significant than us. 
  • ​We forget to realize that we have returned to glory time and time again. Whatever it is that you are facing, what will you do about it? You have been triumphant in the past and shown success; that's what it is all about, reminding ourselves how to win. 
  • ​My daughter had to remind herself when she was plucked from her position, from being a center to being put into a brand new position. She struggled, but she reminded herself that she is an athlete, she is good and she is coachable. Now she is dominating that space. Coaches, parents, and teammates came up to her; she returned to GLORY. She knew if she put in the reps, she would return to GLORY. 

Change Your Perspective
  • ​The vast majority of us bow down to our circumstances, to the obstacles; because there is a part of us, that feels inadequate. When you change that perspective and start to ask the right questions, things change. You become dominant and confident again. These stories are all around us; it's your story.
  • ​I want you to look at what happened to Tiger this weekend; watch the final putt that won him the tournament. Watch as others around him fell apart as his confidence grew. Individuals that were playing flawlessly started to unravel; Tiger reminded himself that he had been there before. You need to remind yourself that you have been here before; whatever the situation. It's time to get there. 
  • ​Watch the emotion that Tiger feels, it was the same emotion when he won his first Masters, and he ran up to his Dad. Fast forward to this weekend, all these years later, and his son comes up to him and hugs him the same way. Return to Glory. I am not a big golf fan, but I am a fan of people that can show that perseverance and can win. Who has written you off? Is it you? 
  • ​Maybe you lost yourself; how will you find yourself? Take time to remind yourself and ask yourself the right questions, then take the appropriate actions. You know you have been there before. Watch Tiger and let him inspire you to go after what you want today. Take a moment and appreciate how far you have come; and whatever the obstacle you can overcome.

CUSTOM JAVASCRIPT / HTML
Faced with defeat and challenges can make or break an athlete. Trained to 
win and suddenly life happens, and bad decisions and choices defeat our mind long before our game. Having a mindset to ASK, SEEK and KNOCK can be the key to return yourself to GLORY. Remind yourself that you can win and your confidence will build and return you to that space of GLORY once more. Appreciate how far you've come and let that propel you forward to where you are meant to go.
Live From Las Vegas
  • ​I am Live this morning for Mindset Mastery from Las Vegas. We are here for a 3-day tournament with my daughter. It was a great thing to witness watching my daughter develop her skill set and dominate a position that she struggled for a time with. It reinforces that when we put our mind to something that we will achieve it. 
  • ​I was also able to see the return to glory; words uttered by a commentator when Tiger Woods won the Masters. As he putt’s in his last ball, the crowd erupted with energy, and it was a long time coming for him. As Tiger finished, he walked over to his son and hugged him and his daughter and Mom. It was like watching a fairy tale unfold, a real-life movie where the guy had to overcome perseverance; most of it caused by his misjudgments. Tiger created a lot of chaos in his life, and it has been 11 years since he won a major tournament, 14 years since he won the Masters.
  • ​A lot of people wrote him off and for a good reason; he was out of his character operating outside of his integrity at times. The infidelity, surgeries, embarrassment, and shame he brought to his family. They aren't haters, but people are speaking about him on how he was showing up. 
  • ​It's easy for us to say that we have haters or people are betting against us, but what are you showing them to the contrary? They have the right to their opinions, even those closest to us and we get angry. They are basing their opinion on your actions. 
Return to GLORY
  • ​That is the reality that we need to bring it back on to ourselves. That is what Tiger did; people weren't against him; they were only going by what his actions were showing them. It brings us to the adage of ASK, and you will receive, SEEK, and you will find and KNOCK, and the door will be opened.
  • ​You have to be the one looking for the answers and taking action by knocking. You need to prepare yourself by asking mentally. This is what Tiger had to go through over the past years; going through a deep pit of consequences, shame, and chaos and persevere to where he is today.
  • ​One of the first things Tiger said when he won was he hoped his kids were proud of him. He didn't comment on shutting up his critics; he knew he was in the hole because of his actions. We can come back from mediocrity, bad choices, and decisions; you need to get unstuck from the stories you are telling yourself. 
  • ​Maybe you aren't where you need to be with your family or funds, and you faced tragedy, or you are suffering the consequences of your actions. I know how that feels, and we all have a story that relates. We have a choice to turn things around or make them worse, and for many years Tiger made it worse.
  • ​ There are things outside of our control and things directly in our control. As my business was collapsing and coming off the worst quarter of my career, no funds coming in and bills piling up; I could have taken actions to stop it, but I made it worse. I made choices that I regret, choices that could have killed others or myself; getting behind the wheel after a few drinks. Ending up in tent city, the worst point of my life; I made things worse.
  • ​You can return to glory, but it will take you understanding that the world revolves around those three phrases: ASK, and you shall receive, SEEK and you will find, KNOCK and the door will open. These are choices you have to make and not wishes that will turn things around. 
  • ​I remember laying there unable to sleep, couldn't shut my eyes, I didn't know who was around me. But those are the realities of our choices. We can all return to GLORY. Tiger said in an interview a few weeks ago that he needed to remind himself how to win; he won over 80 times in his career, and he needed to remind himself how to win? We forget because we get caught in the day-to-day struggles, the current situation because the problem is so big; it is right up in our face staring us down causing us to believe that it is more significant than us. 
  • ​We forget to realize that we have returned to glory time and time again. Whatever it is that you are facing, what will you do about it? You have been triumphant in the past and shown success; that's what it is all about, reminding ourselves how to win. 
  • ​My daughter had to remind herself when she was plucked from her position, from being a center to being put into a brand new position. She struggled, but she reminded herself that she is an athlete, she is good and she is coachable. Now she is dominating that space. Coaches, parents, and teammates came up to her; she returned to GLORY. She knew if she put in the reps, she would return to GLORY. 

Change Your Perspective
  • ​The vast majority of us bow down to our circumstances, to the obstacles; because there is a part of us, that feels inadequate. When you change that perspective and start to ask the right questions, things change. You become dominant and confident again. These stories are all around us; it's your story.
  • ​I want you to look at what happened to Tiger this weekend; watch the final putt that won him the tournament. Watch as others around him fell apart as his confidence grew. Individuals that were playing flawlessly started to unravel; Tiger reminded himself that he had been there before. You need to remind yourself that you have been here before; whatever the situation. It's time to get there. 
  • ​Watch the emotion that Tiger feels, it was the same emotion when he won his first Masters, and he ran up to his Dad. Fast forward to this weekend, all these years later, and his son comes up to him and hugs him the same way. Return to Glory. I am not a big golf fan, but I am a fan of people that can show that perseverance and can win. Who has written you off? Is it you? 
  • ​Maybe you lost yourself; how will you find yourself? Take time to remind yourself and ask yourself the right questions, then take the appropriate actions. You know you have been there before. Watch Tiger and let him inspire you to go after what you want today. Take a moment and appreciate how far you have come; and whatever the obstacle you can overcome.

Self Talk
Self Talk
CUSTOM JAVASCRIPT / HTML
Up against a challenge or obstacle, we can be our own worst enemy. The voice in our head determines our mindset about what we can or cannot accomplish. Doubting your abilities only leads to the comparison game where you notice everyone else's accomplishments above your own. It isn't until you can tell yourself that you are equipped, you have done the work and that you got this that you can be triumphant. Go after that and your business will begin to grow.
Words Matter
  • ​Joined in the studio by his wife Carla Araujo, A.Z. is discussing how words matter. This will be a conversation that not only applies to athletes and everything we do in life but especially in business. When we hit those obstacles and challenges, how do we show up and what thoughts resonate in our minds.
  • ​This is something that recurs as we push ourselves past the limitations; the first thing we think about isn't positive. You wonder how and why you ended up in this place, questioning ourselves and we don't have the answers. We are good until the spotlight is on us and then we question why we are here? We aren't prepared to answer these questions because our capacity is not at that point.
  • ​We think on all of the negativity; why am I doing this? I will never be good enough. It is easier to bring ourselves down than to rise and fight. Fighting takes effort, and you might get bruised; but when you concede the resistance is gone. 
  • ​This is something that A.Z. faced this weekend doing the First Annual A.Z. & Associates Spring Triathlon. Even though he has been conditioning himself for it, the first thing he thought was,” What the hell am I doing?” Especially in the swimming portion. 
  • ​When you are doing great, and ahead of the game you aren't going to ask yourself questions. The moment we feel as if we are losing or falling behind is when we begin to question. No one wants to be second; everyone wants to be first and good at everything. Or you can be good at what you are doing, and something comes your way, slaps you in the face, and you begin to question yourself.
  • ​When Carla feels the slap in her face, it shakes her out of her comfort. It is the negative self-talk and the comparison game. It goes from feeling you can't do something to looking at someone else who we think is doing it better. When Carla was becoming an IFB Pro, she would always compare herself to the other competitors; no one told her she wasn't good enough; it was all in her head. She didn't have anyone else tell her that until she got really good and then she was surrounded by people questioning her on why she was doing it. 
  • ​Carla was not only hearing from herself but everyone around her. It was then confirmed to her by someone else how she was feeling. A.Z. can remember a person that was in their life at the time who would question why Carla kept competing when she was falling just shy of getting IFB Pro. They didn't realize the negativity this man was bringing into their lives.
  • ​Not many people were in the situation Carla was in at that time. Not only was she losing to this other competitor, but this other person also become an IFB Pro in her second show; Carla had six more before getting her belt. Coming into the office she was already down, but this man, not maliciously questioned how it only took the other girl two tries and Carla 6 more. It was the words that cut deep though. 
  • ​Carla has built up a thick skin, a mental capacity over the years because of her childhood and how she was raised. As things are falling through in your business, how do you show up the next day? You can move faster when you build up that thick skin, the mental capacity so when you face a challenge the comparison game doesn't get to you.
Bruises Heal; Emotional Damage Lasts a Lifetime
  • ​There is an old saying; Sticks and Stones will break my bones, but words will never hurt me. Carla can remember telling A.Z. she wished her bones were broken or she was physically injured because the emotional damage lasts a lifetime and the surface injuries will heal. 
  • ​Think about it as a whole. When your negativity is confirmed by somebody else, it becomes toxic. The words that people had said to Carla as a child has stuck with her even today. When people say to get over it and grow up; you do but as the years go by the reality will hit you that you are wired to believe your not good enough. 
  • ​Carla had to overcome that. A.Z. had asked Carla once what was happening on stage for her. She wasn't shining, and her personality wasn't coming through. Carla wished that someone would have punched her in the face then to tell her she wasn't good enough every day. The physical isn't as bad as the words that get wired in your brain. She didn't realize until the spotlight was on her that she didn't feel like she wasn't good enough.
  • ​Carla broke her toe once, and she taped it up and got back on her Stairmaster because she was two weeks out from a show. Sitting in the kitchen crying, holding her toe, and that wasn't anything compared to what she was telling herself. No one knew it was broken and she worked on four toes and played it off. The pain to her wasn't as huge as the words and not showing up to that show would have done more damage than good.
  • ​There is an author that A.Z. loves reading, John Azarath. He has a phrase that is “Words Matter; words create the physical matter in our lives.” Whatever you end up telling yourself is what you will create in reality. If it is a life of despair, and dysfunction, you will create that. The number one thing that hits us when we run into an obstacle is negativity; we all know that. Then we start the comparison game before finally saying no I can do this. The positive self-talk is much more difficult for us as humans to get too.
  • ​The first thing we think about is not how we will overcome the obstacle but damn it will it ever turn my way? Will I ever get ahead? That is the first thought regardless of how good you are. The difference between those that have and are succeeding at a high level vs. those that are constantly in dysfunction and despair is how long it takes to go from the negativity to the comparison to you going out and dominating your space. That is the difference; how quickly you get through the phases. 
  • ​Positive self-talk, positive reinforcement, you're going to get this, nothing is going to stop you. Those are the phases, but the thoughts do matter; it's not necessarily what others are saying, but what you are saying to yourself. 
Quit Watching the Other Guy
  • ​During the triathlon, the swimming game got a little bit ahead of A.Z., and he went through that negativity where he had 20 laps down, and he still had 10 to go. He thought he would never finish and he was slowing down. A.Z. saw a teammate Rio get out of the pool and he took off. A.Z. was saying to himself that Rio was going to beat him. Then A.Z. realized he needed to focus on just himself. Once he did that was the fastest time during his entire swim when he realized he had it, he knew what he was doing. He hopped out of the pool quickly and knew he was built for it. He had been through worse. 
  • ​Carla always talks about reminding yourself of how things used to be. Anything we are facing now isn't new, just a new version of it. When Carla realized that she could do it, she loved the lights and the stage; feeling powerful. She didn't like feeling like she was completely lost and not empowered. Carla realized also she was built for competing; it is mentally hard, but she is built for it. 
  • ​All of us have that power within us. When you win something, it doesn't just stop there. You are constantly growing and learning more about yourself. Every time Carla starts a new project she sees it all the way through; she never gives up. She isn't half in, half out. Carla doesn't worry about who is looking at her or questioning her; it's part of the thick skin that we all need. 
  • ​This is a conditioning process; the thick skin is good. The way to build a thicker skin and that mental capacity is to understand the different phases of where your mind will take you. The different phases will develop the physical matter of your life. If you get stuck on phase one or two; good luck to you. You will little growth and constant chaos within your business, your marriage, and your body. 
  • ​It's there especially when you start a new diet, and you face this obstacle and you then you find yourself off of the diet. You begin to compare, look at her, look at him. People tend to stay there until one day they get the courage to try it again. They fail to move on to the positivity, the ability to tell yourself you can do it and get back on track. 
  • ​A.Z. was talking to his sister who was there to support Rio, and he told her that it all comes down to what we tell ourselves during the process. Through the run he was hurting and cramping up; A.Z. felt like he needed to stop and walk. She said to him that it is essential to speak positivity into yourself. His sister was on a challenge to climb a mountain, and all she kept telling herself was why am I here? She kept telling herself to stop until she finally did. 
  • ​A.Z. told her that she needed to be able to recognize when she was doing that and jump ahead to phase 3 where you tell yourself you can go. Right after that Brennen walks up to A.Z. and his sister and says he wants to interview her. The first thing she says is she isn't good at interviews. A.Z. stopped her and told her she was doing it again. We have to recognize when we are doing it in our lives because that is what is preventing us from growing in our business. Recognize where it is holding you back from having the body and being in the shape you want to be in. 
  • ​It relates to every aspect of our lives. Start thinking what phase am I getting stuck in? Is it Phase One where it is just negativity, all by yourself? Is it Phase Two where you compare yourself to others? Or do you go to Phase Three and how long does it take you to get there? You can do this; you can move forward, I'm going. 
When You See It You Can Be It
  • ​Carla's coaches would tell her she was physically ready; if you don't believe in yourself and that you are good enough, you will continue not to place first. They would tell her when she went on stage, to close her eyes and believe that everyone is there for her, and everything is cheering for her. It was hard for her to envision that because she never had that vision of herself before. It was easier said than done for her.
  • ​They couldn't get Carla that first place because she didn't want it. One day she decided to go on stage and close her eyes, regardless of what would happen. She could hear everyone screaming her name, and it worked. Moving forward there were many times she shut her eyes, on her book, her work, her speaking events, her podcast; she realized she had so many listeners and viewers. 
  • ​You have to take every opportunity that comes your way, whether it be big or small; make it like it is your only opportunity. You will never get it back. It didn't start there though. It began by doing little reps through every opportunity that has come her way. Carla used to sit at the UPS store and dream about being in magazines and now she has been in two. Now she is comfortable to do all things that are asked of her. She is dominating in her world; in her mind she sees a billion people watching her, and it feels great. It's insane where your mind can take you. 
  • ​Your mind can make or break you and build the physical matter. This week as you go about your business challenges or any challenges that you are facing; getting in the best shape possible, reconnecting with your spouse, whatever is understand that where your mind goes will be created in the physical life. Go at it, go through the different Phases and end up on Phase Three. Where you need to dominate and remind yourself how great you are. 
CUSTOM JAVASCRIPT / HTML
Up against a challenge or obstacle, we can be our own worst enemy. The voice in our head determines our mindset about what we can or cannot accomplish. Doubting your abilities only leads to the comparison game where you notice everyone else's accomplishments above your own. It isn't until you can tell yourself that you are equipped, you have done the work and that you got this that you can be triumphant. Go after that and your business will begin to grow.
Words Matter
  • ​Joined in the studio by his wife Carla Araujo, A.Z. is discussing how words matter. This will be a conversation that not only applies to athletes and everything we do in life but especially in business. When we hit those obstacles and challenges, how do we show up and what thoughts resonate in our minds.
  • ​This is something that recurs as we push ourselves past the limitations; the first thing we think about isn't positive. You wonder how and why you ended up in this place, questioning ourselves and we don't have the answers. We are good until the spotlight is on us and then we question why we are here? We aren't prepared to answer these questions because our capacity is not at that point.
  • ​We think on all of the negativity; why am I doing this? I will never be good enough. It is easier to bring ourselves down than to rise and fight. Fighting takes effort, and you might get bruised; but when you concede the resistance is gone. 
  • ​This is something that A.Z. faced this weekend doing the First Annual A.Z. & Associates Spring Triathlon. Even though he has been conditioning himself for it, the first thing he thought was,” What the hell am I doing?” Especially in the swimming portion. 
  • ​When you are doing great, and ahead of the game you aren't going to ask yourself questions. The moment we feel as if we are losing or falling behind is when we begin to question. No one wants to be second; everyone wants to be first and good at everything. Or you can be good at what you are doing, and something comes your way, slaps you in the face, and you begin to question yourself.
  • ​When Carla feels the slap in her face, it shakes her out of her comfort. It is the negative self-talk and the comparison game. It goes from feeling you can't do something to looking at someone else who we think is doing it better. When Carla was becoming an IFB Pro, she would always compare herself to the other competitors; no one told her she wasn't good enough; it was all in her head. She didn't have anyone else tell her that until she got really good and then she was surrounded by people questioning her on why she was doing it. 
  • ​Carla was not only hearing from herself but everyone around her. It was then confirmed to her by someone else how she was feeling. A.Z. can remember a person that was in their life at the time who would question why Carla kept competing when she was falling just shy of getting IFB Pro. They didn't realize the negativity this man was bringing into their lives.
  • ​Not many people were in the situation Carla was in at that time. Not only was she losing to this other competitor, but this other person also become an IFB Pro in her second show; Carla had six more before getting her belt. Coming into the office she was already down, but this man, not maliciously questioned how it only took the other girl two tries and Carla 6 more. It was the words that cut deep though. 
  • ​Carla has built up a thick skin, a mental capacity over the years because of her childhood and how she was raised. As things are falling through in your business, how do you show up the next day? You can move faster when you build up that thick skin, the mental capacity so when you face a challenge the comparison game doesn't get to you.
Bruises Heal; Emotional Damage Lasts a Lifetime
  • ​There is an old saying; Sticks and Stones will break my bones, but words will never hurt me. Carla can remember telling A.Z. she wished her bones were broken or she was physically injured because the emotional damage lasts a lifetime and the surface injuries will heal. 
  • ​Think about it as a whole. When your negativity is confirmed by somebody else, it becomes toxic. The words that people had said to Carla as a child has stuck with her even today. When people say to get over it and grow up; you do but as the years go by the reality will hit you that you are wired to believe your not good enough. 
  • ​Carla had to overcome that. A.Z. had asked Carla once what was happening on stage for her. She wasn't shining, and her personality wasn't coming through. Carla wished that someone would have punched her in the face then to tell her she wasn't good enough every day. The physical isn't as bad as the words that get wired in your brain. She didn't realize until the spotlight was on her that she didn't feel like she wasn't good enough.
  • ​Carla broke her toe once, and she taped it up and got back on her Stairmaster because she was two weeks out from a show. Sitting in the kitchen crying, holding her toe, and that wasn't anything compared to what she was telling herself. No one knew it was broken and she worked on four toes and played it off. The pain to her wasn't as huge as the words and not showing up to that show would have done more damage than good.
  • ​There is an author that A.Z. loves reading, John Azarath. He has a phrase that is “Words Matter; words create the physical matter in our lives.” Whatever you end up telling yourself is what you will create in reality. If it is a life of despair, and dysfunction, you will create that. The number one thing that hits us when we run into an obstacle is negativity; we all know that. Then we start the comparison game before finally saying no I can do this. The positive self-talk is much more difficult for us as humans to get too.
  • ​The first thing we think about is not how we will overcome the obstacle but damn it will it ever turn my way? Will I ever get ahead? That is the first thought regardless of how good you are. The difference between those that have and are succeeding at a high level vs. those that are constantly in dysfunction and despair is how long it takes to go from the negativity to the comparison to you going out and dominating your space. That is the difference; how quickly you get through the phases. 
  • ​Positive self-talk, positive reinforcement, you're going to get this, nothing is going to stop you. Those are the phases, but the thoughts do matter; it's not necessarily what others are saying, but what you are saying to yourself. 
Quit Watching the Other Guy
  • ​During the triathlon, the swimming game got a little bit ahead of A.Z., and he went through that negativity where he had 20 laps down, and he still had 10 to go. He thought he would never finish and he was slowing down. A.Z. saw a teammate Rio get out of the pool and he took off. A.Z. was saying to himself that Rio was going to beat him. Then A.Z. realized he needed to focus on just himself. Once he did that was the fastest time during his entire swim when he realized he had it, he knew what he was doing. He hopped out of the pool quickly and knew he was built for it. He had been through worse. 
  • ​Carla always talks about reminding yourself of how things used to be. Anything we are facing now isn't new, just a new version of it. When Carla realized that she could do it, she loved the lights and the stage; feeling powerful. She didn't like feeling like she was completely lost and not empowered. Carla realized also she was built for competing; it is mentally hard, but she is built for it. 
  • ​All of us have that power within us. When you win something, it doesn't just stop there. You are constantly growing and learning more about yourself. Every time Carla starts a new project she sees it all the way through; she never gives up. She isn't half in, half out. Carla doesn't worry about who is looking at her or questioning her; it's part of the thick skin that we all need. 
  • ​This is a conditioning process; the thick skin is good. The way to build a thicker skin and that mental capacity is to understand the different phases of where your mind will take you. The different phases will develop the physical matter of your life. If you get stuck on phase one or two; good luck to you. You will little growth and constant chaos within your business, your marriage, and your body. 
  • ​It's there especially when you start a new diet, and you face this obstacle and you then you find yourself off of the diet. You begin to compare, look at her, look at him. People tend to stay there until one day they get the courage to try it again. They fail to move on to the positivity, the ability to tell yourself you can do it and get back on track. 
  • ​A.Z. was talking to his sister who was there to support Rio, and he told her that it all comes down to what we tell ourselves during the process. Through the run he was hurting and cramping up; A.Z. felt like he needed to stop and walk. She said to him that it is essential to speak positivity into yourself. His sister was on a challenge to climb a mountain, and all she kept telling herself was why am I here? She kept telling herself to stop until she finally did. 
  • ​A.Z. told her that she needed to be able to recognize when she was doing that and jump ahead to phase 3 where you tell yourself you can go. Right after that Brennen walks up to A.Z. and his sister and says he wants to interview her. The first thing she says is she isn't good at interviews. A.Z. stopped her and told her she was doing it again. We have to recognize when we are doing it in our lives because that is what is preventing us from growing in our business. Recognize where it is holding you back from having the body and being in the shape you want to be in. 
  • ​It relates to every aspect of our lives. Start thinking what phase am I getting stuck in? Is it Phase One where it is just negativity, all by yourself? Is it Phase Two where you compare yourself to others? Or do you go to Phase Three and how long does it take you to get there? You can do this; you can move forward, I'm going. 
When You See It You Can Be It
  • ​Carla's coaches would tell her she was physically ready; if you don't believe in yourself and that you are good enough, you will continue not to place first. They would tell her when she went on stage, to close her eyes and believe that everyone is there for her, and everything is cheering for her. It was hard for her to envision that because she never had that vision of herself before. It was easier said than done for her.
  • ​They couldn't get Carla that first place because she didn't want it. One day she decided to go on stage and close her eyes, regardless of what would happen. She could hear everyone screaming her name, and it worked. Moving forward there were many times she shut her eyes, on her book, her work, her speaking events, her podcast; she realized she had so many listeners and viewers. 
  • ​You have to take every opportunity that comes your way, whether it be big or small; make it like it is your only opportunity. You will never get it back. It didn't start there though. It began by doing little reps through every opportunity that has come her way. Carla used to sit at the UPS store and dream about being in magazines and now she has been in two. Now she is comfortable to do all things that are asked of her. She is dominating in her world; in her mind she sees a billion people watching her, and it feels great. It's insane where your mind can take you. 
  • ​Your mind can make or break you and build the physical matter. This week as you go about your business challenges or any challenges that you are facing; getting in the best shape possible, reconnecting with your spouse, whatever is understand that where your mind goes will be created in the physical life. Go at it, go through the different Phases and end up on Phase Three. Where you need to dominate and remind yourself how great you are. 
Underestimating
Underestimating
CUSTOM JAVASCRIPT / HTML
Being labeled as a Master in your area of influence isn't always what gets you the client. Putting yourself out there, communicating to them who you are will be the game changer. A client wants to know that you are the authority in your field, but not by a license hanging on your wall, but the knowledge you share. Having a strong marketing game through social media is what will put the dollars in your pocket that you have been working hard to get. To make that money you need to be in front of your client every day, every week and be committed to your brand. Improve your perceived value, and your client will be excited to be on the journey with you.
Underestimating What is Required
  • ​We have one objective here, and that is to get our mind right so that we can recalibrate and recommit to the actions we must take to dominate our week. Today I want to talk about Underestimating What is Required.
  • ​As you know, I am preparing for a Triathlon, and the swimming I have been avoiding. I waited until just a few weeks ago to get into the water. I hesitated because I am uncomfortable with my head going into the water, not knowing what is swimming under me, it is a mind game I play with myself. 
  • ​Over the last 2 ½ weeks I have been going at it and hired two coaches; the first was a Masters Coach, but we didn't connect. That stresses the importance of connecting with our clients on a personal level when you do you will have that loyalty from your clientele base. 
  • ​I didn't get to know this gentleman; he doesn't have a strong social media presence; he knows what he is doing; I didn't know enough about him to have a connection. 
  • ​I went to a second coach, who was as good as the first one but his interaction with me was different, more personable. He knew about me. When I contacted him, the first thing he did was research me, got to know who my friends were and started communicating with my friends. He had a solid social media presence so I got to know him, which was more important.
  • ​Two individuals with similar skillsets, but why did I choose the one that had more exposure? Because he put himself out there, he didn't hold back and proclaimed his authority in the space. The other guy had a generic Facebook page, didn't communicate that; he was passionate, but I didn't feel connected.
  • ​Creating value is perceived value, and if you don't market your name, your face and your personality consistently, you will lose out. You may be as skilled or more skilled than the next guy, but with no connection on a personal level, you will lose that client. I chose the other guy because he showed a presence of authority and I get excited about that. 
  • ​You may think it isn't a big deal; you are doing social media marketing, reaching out through email and texts and just going through the motions. Your clients get excited to work with someone with perceived value, perceived authority. We need to understand that, and if you aren't doing enough marketing, that needs to change. 
  • ​You will lose clients to people who have more perceived authority. As you go into this week, you can't hold back on your marketing, or you may lose out on a clientele base that is sitting on the fence. They have been working with another agent that hasn't connected with, and they see you and all of this perceived value, they are going to go with you, that get excited about it. 
Beginners Swim 1:1
  • ​I have been in the pool for the last few weeks, my skill sets have improved, and I think I should be farther ahead then I am. My coach sends me a PDF the first time I meet him entitled,” Beginners Swim Session.” I thought to myself that I didn't need to see it; I am a beginner, but I have swimming now for 2 ½ weeks. I assumed the beginner's session would be straightforward, so I don't even open the PDF.
  • ​I went to my second swim lesson, and I am improving, and he asks me if I did anything from the PDF he sent me. I told him to know, said I would look at it and I avoided it again. This morning I knew I would be in the pool and I decided to open the PDF. The warm-up itself is 400 meters; I thought what the hell? I am a beginner, and this is way too advanced for me. This is too much.
  • ​As soon as I opened it I remembered new agents that have come from other real estate offices that have never put themselves out on social media. I tell them to put their marketing online and put a selfie video up right now. People are resistant; they are a beginner; those are the realities of understanding of what is required.
  • ​You cant take a 6 -8-week process and finally do a selfie video. You need to jump right into it not ease into it as you want. There is no easing into it; you need to run and jump in; head first. This was not a case of sticking my toe in the water; this was about going all in. The main set following the warm-up was four sets of 50 and rest 20 seconds every two. Then do 100 meters without stopping, and that sounds easy until you get into the water. You aren't supposed to put your feet down, breathing, learning the right techniques and keep going.
  • ​Then the set continues with three sets of 50 and then 150 meters without stopping, then two more 50 meters and finally 250 meters; that is eight times up and back without stopping as a finish. This is the beginner; I thought I was way above a beginner until I realized what was required for me to handle if I want to finish this triathlon. That is a big deal. 
  • ​When I tell you that marketing is required, going on social media and connecting with your clientele base is what is necessary for you to succeed. We don't have time to ease into it. Think about this as you hesitate to do things for your business. You may be uncomfortable just going around your sphere of influence, and that is good. You need to add another link to it, your marketing game needs to be on point, and you need to be seen as the authority.
Are You the Authority?
  • ​It is a two-way conversation that we are having here. One is just the importance of just going at it, not thinking you are getting started or a veteran agent who feels that they are above this type of marketing. There are a lot of agents who are happy with just getting referrals. I am not talking about staying the same; I am talking about adding this element; you can increase your income by several 100,000 dollars. If you are already selling 10 million and more, that is some big money on top of that. 
  • ​Imagine if you are consistent with your marketing game, with the selfie and raw videos. Our acceleration program has agents learning about the different types of videos in lesson 7. If you are interested in being part of the next training reach out to me, regardless of how long you have been here. This is a process we use to prepare you to do social media videos. Video 7 is about reading an article and then translate it, on camera, through your own experiences. That way they will see you as the authority. Out of 10 people in the group, two have submitted their video. That is the thing, the value we give our clients will always correlate to the amount of money in our pocket.
  • ​If you are struggling financially, consider that you may need to get more value out there. There are a lot of good agents in Arizona that give updates, a few in A.Z. & Associates. They tell you what is going on in the market right now. You need to proclaim today that you will do it every week. 
  • ​It is a simple process of reading an article that is industry related, and sharing it with your clientele in an informative manner that relates to you personally first, states the facts then has a call to action. That is you telling them if they want to know more about this subject to call you and you will give them more information.
  • ​You assume that the information you are sharing is already out there. You know that because all you think about is real estate; your client does not, so they will be interested in what you are telling them. What you think is basic is new knowledge to them. 
  • ​My swim coach has probably heard his story a million times, but I have only heard it once, and that is important to me as the client. He understands that he needs to communicate that to me. 
  • ​When we talk about perceived value and underestimating what is required it all goes hand in hand. I am looking at it from the clientele perspective and if you don't market I will not know your worth. Your client doesn't know your worth, experience or your commitment level. On the flipside underestimating that making videos is probably your number one priority and communicating to your clients; you need to focus on that. 
  • ​If you have held back from putting up selfie videos, and weekly updates, start this week. Someone is watching you; there only has to be one conversation that gets them to call you. Now it is a game to find out what conversation intrigues them. 
  • ​1500 meters is what I am required to swim in my triathlon, and it is part of my beginners swim session. There is no more easing into it, no more one day. You need to go after it and claim you are the authority. Understand your value and once you see that you will give that energy to your client. You need to believe in yourself most, make your mistakes, stutter on live videos; the agents that are doing that, their money correlates to their commitment to the process. 
Quit Playing Small
  • ​Take what you like from what other agents are doing; it doesn't matter, because your clients don't know them. Everyone has hesitation in the beginning, but they overcome those fears and understand what it takes to succeed in this business. If you don't see the money in your bank account, you are underestimating the action that is required. You have to become the authority, put yourself out there and become a marketing machine. 
  • ​Starting a podcast, doing YouTube videos or interviewing other agents; no better way to become the authority. I am asking you to buy into this game again, whether it is your first day or you are ten years in; some of you are holding back. I encourage you to go today and be consistent with it. 
  • ​Take your passions, what you do outside of real estate and share it; your clients will get to know you on a personal level. Communicate with authority and certainty; your clients will be happy to know they are working with someone who knows what they are doing. Not a fly by night agent, not an average agent; they are proud of working with you. 
  • ​Some of you have more perceived value of your competition than your clients do. You think someone is better than you and your clients think you are the best. Because we know the stats and the industry, we play a bit smaller than the other guy. You don't want to penetrate their market because they have been around for years; your client doesn't know that all they see is you. 
  • ​Be the authority and your client will give you all of those marketing dollars free because they are talking about you. If you don't think you have the experience to speak on real estate, your license is as good as mine, and I have been in the game 15 years. We can do the same thing; the homes will sell themselves; we have to be master marketers of us, of you. 
  • ​You know you are doing a good job if your clients are out there telling everyone what a good job you are doing. It is very stressful to deal with different personalities, but when you are consistent with your marketing, it becomes fun. You want to make more money you need to help more people, you want to help more people you need to market your ass off.
CUSTOM JAVASCRIPT / HTML
Being labeled as a Master in your area of influence isn't always what gets you the client. Putting yourself out there, communicating to them who you are will be the game changer. A client wants to know that you are the authority in your field, but not by a license hanging on your wall, but the knowledge you share. Having a strong marketing game through social media is what will put the dollars in your pocket that you have been working hard to get. To make that money you need to be in front of your client every day, every week and be committed to your brand. Improve your perceived value, and your client will be excited to be on the journey with you.
Underestimating What is Required
  • ​We have one objective here, and that is to get our mind right so that we can recalibrate and recommit to the actions we must take to dominate our week. Today I want to talk about Underestimating What is Required.
  • ​As you know, I am preparing for a Triathlon, and the swimming I have been avoiding. I waited until just a few weeks ago to get into the water. I hesitated because I am uncomfortable with my head going into the water, not knowing what is swimming under me, it is a mind game I play with myself. 
  • ​Over the last 2 ½ weeks I have been going at it and hired two coaches; the first was a Masters Coach, but we didn't connect. That stresses the importance of connecting with our clients on a personal level when you do you will have that loyalty from your clientele base. 
  • ​I didn't get to know this gentleman; he doesn't have a strong social media presence; he knows what he is doing; I didn't know enough about him to have a connection. 
  • ​I went to a second coach, who was as good as the first one but his interaction with me was different, more personable. He knew about me. When I contacted him, the first thing he did was research me, got to know who my friends were and started communicating with my friends. He had a solid social media presence so I got to know him, which was more important.
  • ​Two individuals with similar skillsets, but why did I choose the one that had more exposure? Because he put himself out there, he didn't hold back and proclaimed his authority in the space. The other guy had a generic Facebook page, didn't communicate that; he was passionate, but I didn't feel connected.
  • ​Creating value is perceived value, and if you don't market your name, your face and your personality consistently, you will lose out. You may be as skilled or more skilled than the next guy, but with no connection on a personal level, you will lose that client. I chose the other guy because he showed a presence of authority and I get excited about that. 
  • ​You may think it isn't a big deal; you are doing social media marketing, reaching out through email and texts and just going through the motions. Your clients get excited to work with someone with perceived value, perceived authority. We need to understand that, and if you aren't doing enough marketing, that needs to change. 
  • ​You will lose clients to people who have more perceived authority. As you go into this week, you can't hold back on your marketing, or you may lose out on a clientele base that is sitting on the fence. They have been working with another agent that hasn't connected with, and they see you and all of this perceived value, they are going to go with you, that get excited about it. 
Beginners Swim 1:1
  • ​I have been in the pool for the last few weeks, my skill sets have improved, and I think I should be farther ahead then I am. My coach sends me a PDF the first time I meet him entitled,” Beginners Swim Session.” I thought to myself that I didn't need to see it; I am a beginner, but I have swimming now for 2 ½ weeks. I assumed the beginner's session would be straightforward, so I don't even open the PDF.
  • ​I went to my second swim lesson, and I am improving, and he asks me if I did anything from the PDF he sent me. I told him to know, said I would look at it and I avoided it again. This morning I knew I would be in the pool and I decided to open the PDF. The warm-up itself is 400 meters; I thought what the hell? I am a beginner, and this is way too advanced for me. This is too much.
  • ​As soon as I opened it I remembered new agents that have come from other real estate offices that have never put themselves out on social media. I tell them to put their marketing online and put a selfie video up right now. People are resistant; they are a beginner; those are the realities of understanding of what is required.
  • ​You cant take a 6 -8-week process and finally do a selfie video. You need to jump right into it not ease into it as you want. There is no easing into it; you need to run and jump in; head first. This was not a case of sticking my toe in the water; this was about going all in. The main set following the warm-up was four sets of 50 and rest 20 seconds every two. Then do 100 meters without stopping, and that sounds easy until you get into the water. You aren't supposed to put your feet down, breathing, learning the right techniques and keep going.
  • ​Then the set continues with three sets of 50 and then 150 meters without stopping, then two more 50 meters and finally 250 meters; that is eight times up and back without stopping as a finish. This is the beginner; I thought I was way above a beginner until I realized what was required for me to handle if I want to finish this triathlon. That is a big deal. 
  • ​When I tell you that marketing is required, going on social media and connecting with your clientele base is what is necessary for you to succeed. We don't have time to ease into it. Think about this as you hesitate to do things for your business. You may be uncomfortable just going around your sphere of influence, and that is good. You need to add another link to it, your marketing game needs to be on point, and you need to be seen as the authority.
Are You the Authority?
  • ​It is a two-way conversation that we are having here. One is just the importance of just going at it, not thinking you are getting started or a veteran agent who feels that they are above this type of marketing. There are a lot of agents who are happy with just getting referrals. I am not talking about staying the same; I am talking about adding this element; you can increase your income by several 100,000 dollars. If you are already selling 10 million and more, that is some big money on top of that. 
  • ​Imagine if you are consistent with your marketing game, with the selfie and raw videos. Our acceleration program has agents learning about the different types of videos in lesson 7. If you are interested in being part of the next training reach out to me, regardless of how long you have been here. This is a process we use to prepare you to do social media videos. Video 7 is about reading an article and then translate it, on camera, through your own experiences. That way they will see you as the authority. Out of 10 people in the group, two have submitted their video. That is the thing, the value we give our clients will always correlate to the amount of money in our pocket.
  • ​If you are struggling financially, consider that you may need to get more value out there. There are a lot of good agents in Arizona that give updates, a few in A.Z. & Associates. They tell you what is going on in the market right now. You need to proclaim today that you will do it every week. 
  • ​It is a simple process of reading an article that is industry related, and sharing it with your clientele in an informative manner that relates to you personally first, states the facts then has a call to action. That is you telling them if they want to know more about this subject to call you and you will give them more information.
  • ​You assume that the information you are sharing is already out there. You know that because all you think about is real estate; your client does not, so they will be interested in what you are telling them. What you think is basic is new knowledge to them. 
  • ​My swim coach has probably heard his story a million times, but I have only heard it once, and that is important to me as the client. He understands that he needs to communicate that to me. 
  • ​When we talk about perceived value and underestimating what is required it all goes hand in hand. I am looking at it from the clientele perspective and if you don't market I will not know your worth. Your client doesn't know your worth, experience or your commitment level. On the flipside underestimating that making videos is probably your number one priority and communicating to your clients; you need to focus on that. 
  • ​If you have held back from putting up selfie videos, and weekly updates, start this week. Someone is watching you; there only has to be one conversation that gets them to call you. Now it is a game to find out what conversation intrigues them. 
  • ​1500 meters is what I am required to swim in my triathlon, and it is part of my beginners swim session. There is no more easing into it, no more one day. You need to go after it and claim you are the authority. Understand your value and once you see that you will give that energy to your client. You need to believe in yourself most, make your mistakes, stutter on live videos; the agents that are doing that, their money correlates to their commitment to the process. 
Quit Playing Small
  • ​Take what you like from what other agents are doing; it doesn't matter, because your clients don't know them. Everyone has hesitation in the beginning, but they overcome those fears and understand what it takes to succeed in this business. If you don't see the money in your bank account, you are underestimating the action that is required. You have to become the authority, put yourself out there and become a marketing machine. 
  • ​Starting a podcast, doing YouTube videos or interviewing other agents; no better way to become the authority. I am asking you to buy into this game again, whether it is your first day or you are ten years in; some of you are holding back. I encourage you to go today and be consistent with it. 
  • ​Take your passions, what you do outside of real estate and share it; your clients will get to know you on a personal level. Communicate with authority and certainty; your clients will be happy to know they are working with someone who knows what they are doing. Not a fly by night agent, not an average agent; they are proud of working with you. 
  • ​Some of you have more perceived value of your competition than your clients do. You think someone is better than you and your clients think you are the best. Because we know the stats and the industry, we play a bit smaller than the other guy. You don't want to penetrate their market because they have been around for years; your client doesn't know that all they see is you. 
  • ​Be the authority and your client will give you all of those marketing dollars free because they are talking about you. If you don't think you have the experience to speak on real estate, your license is as good as mine, and I have been in the game 15 years. We can do the same thing; the homes will sell themselves; we have to be master marketers of us, of you. 
  • ​You know you are doing a good job if your clients are out there telling everyone what a good job you are doing. It is very stressful to deal with different personalities, but when you are consistent with your marketing, it becomes fun. You want to make more money you need to help more people, you want to help more people you need to market your ass off.
Regression
Regression
CUSTOM JAVASCRIPT / HTML
Setbacks can change our mindset, and not for the better. We tend to think our success will always be linear when in fact it is on a continuous loop. Insight, resilience, and growth come from within your hardship; you aren't starting from scratch, you are standing on the foundation of the experience from the regression. Get up, use what you have learned and continue on the path, utilizing the patterns that got you the success the first time. You will see over time that the regression will be less and less and the growth will be more and more.
Progression, Regression and Growth
  • ​We have one objective here, and that is to get our mind right so that we can recalibrate and recommit to the actions we must take to dominate our week. Today I want to talk about regression; it is essential not only in business but in everything in general.
  • ​I think that when we hit new levels of success, we lose that weight, we expect to maintain it. When we close transactions, we see an influx in our bank accounts, and we expect it always to be there. When we have a good vacation with the family, we expect it to be that way still. What we fail to realize is that things don't always stay the same. Our growth only goes linear to get what you want; as humans, we don't take a straight path; it is more of a loop.
  • ​I am doing a triathlon along with four other people at A.Z. & Associates. I have focused on improving my times with my biking, running and now swimming. About three weeks ago we had an event here, where we invited all of the agents to come out and run with us. It was a 5-mile run, and we had 20 people who showed up to run. I had been improving on my run time every week like clockwork; I thought my improvement would continue that way. Every week I was growing, my capacity was getting greater, my times were getting faster, and I was feeling good. 
  • ​That day, I felt good going in and I had a target of doing a 7 minute, 30-second mile for 5 miles. I was able to achieve it. I was pumped and ready to see that time get faster and faster in the coming weeks. We think that way because the momentum is going that way; with the momentum we believe only positive things can happen. We don't need to learn anything new or overcome any more obstacles; we keep growing. 
  • ​That is the fallacy we have because we don't realize that there is a pattern of regression in any growth spurt; it can throw us backward, causing us to start from scratch. I hit that 7 minute and 30-second mile for 5 miles and I am feeling great. That following Wednesday I believed I would do great because of my history of consistent improvement. Some of us are experiencing that right now in our businesses. Some of you are getting 2 to 3 pre-quals every week, so we expect things to go this route because we pay the price. No more obstacles I got it all figured out. 
  • ​That Wednesday I go out, and my legs were aching. I thought if I pushed forward my body would adapt to it; run through the pain. I started my run, and my feet were not moving, and I struggled through the entire 4-mile run. I was the worse run I had since I started two months before. I was shocked and began to wonder if my success was a fluke, that the 7 minutes 30-second mile would never happen again. I was losing my confidence because my result was not the same or better. We forget about all that we have achieved and all of the sudden we are less confident than when we first started, and then we don't want to try again. I have avoided running for the last week and a half, almost two weeks. All I can remember is my worse run and not the best run I had ever had three days before. 
  • ​As agents that can happen. You get disappointed with your results and then you don't want to get back out there. You have your best quarter and then have nothing for months. We lose so much confidence after hitting milestones that the moment we don't repeat it immediately all of the confidence goes down the drain. We question everything about ourselves; I know I have. The same patterns that got you the results, to begin with, we avoid. I was avoiding the running when the only way I got my best time was because I was getting my ass out there, doing the work.
Get Up, Put On Your Shorts and Embrace the Hardship
  • ​The thing about regression and failure that we forget sometimes. Hardship gives you insight when you stop becoming a victim of your circumstances. If you look at your patterns, it will provide you with insight. You will realize that you have stopped doing your Open Houses, you were doing them every day when you were closing all of those escrows and then got to busy to continue doing what got you the escrows in the first place. You used to send out private messages every day, and now you aren't. You gain insight, and at times you feel it's easier to think you will never get back to that point again. Hardships build resilience; at the moment you stop becoming a victim of your circumstance. You gain wisdom once you stop focusing on the failure. 
  • ​My thoughts needed to be on where my body was at when I got the best time while I was running; not focusing on when I got the worst time in 2 months. What about all of the closings you got at the beginning of the year? Why are you so focused on that one buyer that went a different route? Once we refocus and go to the successes of our life because there are plenty, we can start to come up with solutions on how to get there again and again. Hardships give you insight, awareness, and wisdom. They aren't supposed to break you down. 
  • ​Last night I realized I need to get my ass back out there and run. I was, but I got up this morning, just like you may be hesitant to hold those Open Houses, send those emails or do those social media posts, and that is okay. I got up and put on my shorts, went outside forgot my iPod, then my water; I kept going back inside. I felt unprepared. I put on my Airpods, and they weren't connecting to my Apple Watch, so I grabbed my daughters, back inside again. I started thinking that maybe today was not the day to run. Maybe today isn't the day to do your Open House because you forgot the signs, or you didn't do enough marketing; that is where our mind goes. 
  • ​I get through all of that, and I get on the road, and I set my Apple Watch, and I start to run. I realized that my shins didn't hurt, so I sped up and started to run, and I feel that my whole running process is on point. Everything felt good, and I was moving fast. Today I got my second best time ever. A 7:33 for 4 miles by myself. I had to rely on my capacity and wisdom; my insight and awareness from the first time. It built strength, and it reminded my body that if I could do it once, I could do it again and again. It isn't going to go the way you want it to go, it isn't going to go linear but in a loop. Progression, regression, growth; in a loop. 
  • ​Progression, best time ever. Regression, worst time in 2 months. Progression, killed it today by myself. This is true for your business as well. If you did it once you can do it again and again, don't expect to happen in a row; your job is to continue to show up and get the insight, awareness, and wisdom you need. Thinking we have to start from scratch is total bullshit. Why? Because we are discrediting all of the experiences, all the reps that we did before that point. We aren't starting from scratch; we have a great foundation. I have a great foundation, months of running under my belt. I had one bad showing and needed to get my head out of my ass and go back at it. 
  • ​You are so deep in there, not realizing you have been in this place before and you know what to do; it's up to you how long you wait before trying again. Progression, regression, and growth. That is the game, but it will never come to fruition if you don't continue to work. Maybe you did mess up. Maybe you killed your momentum; okay lesson learned, you're wiser now. Quit being in that place. Think about all that you did to get those deals in escrow and do it again. It is that easy because you aren't starting from scratch, you have experience. 
  • ​Even though I have done this a thousand times, I forget. We all forget. You know why you are where you are because you are failing to repeat the patterns that got you the success. At the moment we face obstacles and start to regress we feel we aren't growing anymore and we panic. I was so disappointed yesterday when an agent that was here, doubled and tripled his business; he had a bit of regression and lost his confidence. He decided to move, and that doesn't fix anything. I pain for him because he couldn't get past his regression state and now is settling for less than what he deserves. 
Get Off of Your Ass and Get Too it!
  • ​You need to continually remind yourself that you did it before and you can do it again. And then get your ass out there and do it again. If it doesn't work, you do it again and again until it does. As you start growing, that is the pattern we go through. The times will become fewer as your confidence continues to grow. The regression will become less frequent and not as intense as it was before. But if you remain in the regression state, thinking you have to start from scratch, you end up in a situation you don't want to be in.
  • ​I hate to see a powerful person become weak. The solution is always within. Get out of your head and quit becoming your own worst enemy; you are giving the power to the enemy which is your thoughts. If you are in a regression state right now, understand it and go back to the patterns that are proven to work for you. It won't happen overnight, but you keep reminding yourself and get after it. 
  • ​We all hit these plateaus, and we forget we can continue to progress. There is a stage we forget, and it isn't called failure, you didn't fail, you kept showing up. You need to give yourself credit for continuing. You forget that your marketing skills are on point because you don't see that money in the bank. You are consistent as hell, and we forget those things. Remember that today, and I hope this will give you the momentum to continue to do the right things.
  • ​You will get the results you want from the right things. If you have fallen off the wagon and you aren't in any better shape than you were on January 1st like we all said we would. If your business is not greater than you were at the first of the year; this is the stage you are in, and the problem is that you may have stayed in there too damn long and it's up to you to get out of it. 
  • ​Regression is not meant to make you comfortable, to wallow in it. Learn to shine bright, progress and grow. Growth makes you shine. You need to do the things that you proclaimed you would do. If you don't have more money, you packed on a few pounds; your marriage isn't getting any better; you are the nucleus of all of that, so get on it. Make everything better. Get out of that regression stage, start moving forward and quit thinking that things are happening to you. Let's go after it and continue the patterns that will get us what we want. 

CUSTOM JAVASCRIPT / HTML
Setbacks can change our mindset, and not for the better. We tend to think our success will always be linear when in fact it is on a continuous loop. Insight, resilience, and growth come from within your hardship; you aren't starting from scratch, you are standing on the foundation of the experience from the regression. Get up, use what you have learned and continue on the path, utilizing the patterns that got you the success the first time. You will see over time that the regression will be less and less and the growth will be more and more.
Progression, Regression and Growth
  • ​We have one objective here, and that is to get our mind right so that we can recalibrate and recommit to the actions we must take to dominate our week. Today I want to talk about regression; it is essential not only in business but in everything in general.
  • ​I think that when we hit new levels of success, we lose that weight, we expect to maintain it. When we close transactions, we see an influx in our bank accounts, and we expect it always to be there. When we have a good vacation with the family, we expect it to be that way still. What we fail to realize is that things don't always stay the same. Our growth only goes linear to get what you want; as humans, we don't take a straight path; it is more of a loop.
  • ​I am doing a triathlon along with four other people at A.Z. & Associates. I have focused on improving my times with my biking, running and now swimming. About three weeks ago we had an event here, where we invited all of the agents to come out and run with us. It was a 5-mile run, and we had 20 people who showed up to run. I had been improving on my run time every week like clockwork; I thought my improvement would continue that way. Every week I was growing, my capacity was getting greater, my times were getting faster, and I was feeling good. 
  • ​That day, I felt good going in and I had a target of doing a 7 minute, 30-second mile for 5 miles. I was able to achieve it. I was pumped and ready to see that time get faster and faster in the coming weeks. We think that way because the momentum is going that way; with the momentum we believe only positive things can happen. We don't need to learn anything new or overcome any more obstacles; we keep growing. 
  • ​That is the fallacy we have because we don't realize that there is a pattern of regression in any growth spurt; it can throw us backward, causing us to start from scratch. I hit that 7 minute and 30-second mile for 5 miles and I am feeling great. That following Wednesday I believed I would do great because of my history of consistent improvement. Some of us are experiencing that right now in our businesses. Some of you are getting 2 to 3 pre-quals every week, so we expect things to go this route because we pay the price. No more obstacles I got it all figured out. 
  • ​That Wednesday I go out, and my legs were aching. I thought if I pushed forward my body would adapt to it; run through the pain. I started my run, and my feet were not moving, and I struggled through the entire 4-mile run. I was the worse run I had since I started two months before. I was shocked and began to wonder if my success was a fluke, that the 7 minutes 30-second mile would never happen again. I was losing my confidence because my result was not the same or better. We forget about all that we have achieved and all of the sudden we are less confident than when we first started, and then we don't want to try again. I have avoided running for the last week and a half, almost two weeks. All I can remember is my worse run and not the best run I had ever had three days before. 
  • ​As agents that can happen. You get disappointed with your results and then you don't want to get back out there. You have your best quarter and then have nothing for months. We lose so much confidence after hitting milestones that the moment we don't repeat it immediately all of the confidence goes down the drain. We question everything about ourselves; I know I have. The same patterns that got you the results, to begin with, we avoid. I was avoiding the running when the only way I got my best time was because I was getting my ass out there, doing the work.
Get Up, Put On Your Shorts and Embrace the Hardship
  • ​The thing about regression and failure that we forget sometimes. Hardship gives you insight when you stop becoming a victim of your circumstances. If you look at your patterns, it will provide you with insight. You will realize that you have stopped doing your Open Houses, you were doing them every day when you were closing all of those escrows and then got to busy to continue doing what got you the escrows in the first place. You used to send out private messages every day, and now you aren't. You gain insight, and at times you feel it's easier to think you will never get back to that point again. Hardships build resilience; at the moment you stop becoming a victim of your circumstance. You gain wisdom once you stop focusing on the failure. 
  • ​My thoughts needed to be on where my body was at when I got the best time while I was running; not focusing on when I got the worst time in 2 months. What about all of the closings you got at the beginning of the year? Why are you so focused on that one buyer that went a different route? Once we refocus and go to the successes of our life because there are plenty, we can start to come up with solutions on how to get there again and again. Hardships give you insight, awareness, and wisdom. They aren't supposed to break you down. 
  • ​Last night I realized I need to get my ass back out there and run. I was, but I got up this morning, just like you may be hesitant to hold those Open Houses, send those emails or do those social media posts, and that is okay. I got up and put on my shorts, went outside forgot my iPod, then my water; I kept going back inside. I felt unprepared. I put on my Airpods, and they weren't connecting to my Apple Watch, so I grabbed my daughters, back inside again. I started thinking that maybe today was not the day to run. Maybe today isn't the day to do your Open House because you forgot the signs, or you didn't do enough marketing; that is where our mind goes. 
  • ​I get through all of that, and I get on the road, and I set my Apple Watch, and I start to run. I realized that my shins didn't hurt, so I sped up and started to run, and I feel that my whole running process is on point. Everything felt good, and I was moving fast. Today I got my second best time ever. A 7:33 for 4 miles by myself. I had to rely on my capacity and wisdom; my insight and awareness from the first time. It built strength, and it reminded my body that if I could do it once, I could do it again and again. It isn't going to go the way you want it to go, it isn't going to go linear but in a loop. Progression, regression, growth; in a loop. 
  • ​Progression, best time ever. Regression, worst time in 2 months. Progression, killed it today by myself. This is true for your business as well. If you did it once you can do it again and again, don't expect to happen in a row; your job is to continue to show up and get the insight, awareness, and wisdom you need. Thinking we have to start from scratch is total bullshit. Why? Because we are discrediting all of the experiences, all the reps that we did before that point. We aren't starting from scratch; we have a great foundation. I have a great foundation, months of running under my belt. I had one bad showing and needed to get my head out of my ass and go back at it. 
  • ​You are so deep in there, not realizing you have been in this place before and you know what to do; it's up to you how long you wait before trying again. Progression, regression, and growth. That is the game, but it will never come to fruition if you don't continue to work. Maybe you did mess up. Maybe you killed your momentum; okay lesson learned, you're wiser now. Quit being in that place. Think about all that you did to get those deals in escrow and do it again. It is that easy because you aren't starting from scratch, you have experience. 
  • ​Even though I have done this a thousand times, I forget. We all forget. You know why you are where you are because you are failing to repeat the patterns that got you the success. At the moment we face obstacles and start to regress we feel we aren't growing anymore and we panic. I was so disappointed yesterday when an agent that was here, doubled and tripled his business; he had a bit of regression and lost his confidence. He decided to move, and that doesn't fix anything. I pain for him because he couldn't get past his regression state and now is settling for less than what he deserves. 
Get Off of Your Ass and Get Too it!
  • ​You need to continually remind yourself that you did it before and you can do it again. And then get your ass out there and do it again. If it doesn't work, you do it again and again until it does. As you start growing, that is the pattern we go through. The times will become fewer as your confidence continues to grow. The regression will become less frequent and not as intense as it was before. But if you remain in the regression state, thinking you have to start from scratch, you end up in a situation you don't want to be in.
  • ​I hate to see a powerful person become weak. The solution is always within. Get out of your head and quit becoming your own worst enemy; you are giving the power to the enemy which is your thoughts. If you are in a regression state right now, understand it and go back to the patterns that are proven to work for you. It won't happen overnight, but you keep reminding yourself and get after it. 
  • ​We all hit these plateaus, and we forget we can continue to progress. There is a stage we forget, and it isn't called failure, you didn't fail, you kept showing up. You need to give yourself credit for continuing. You forget that your marketing skills are on point because you don't see that money in the bank. You are consistent as hell, and we forget those things. Remember that today, and I hope this will give you the momentum to continue to do the right things.
  • ​You will get the results you want from the right things. If you have fallen off the wagon and you aren't in any better shape than you were on January 1st like we all said we would. If your business is not greater than you were at the first of the year; this is the stage you are in, and the problem is that you may have stayed in there too damn long and it's up to you to get out of it. 
  • ​Regression is not meant to make you comfortable, to wallow in it. Learn to shine bright, progress and grow. Growth makes you shine. You need to do the things that you proclaimed you would do. If you don't have more money, you packed on a few pounds; your marriage isn't getting any better; you are the nucleus of all of that, so get on it. Make everything better. Get out of that regression stage, start moving forward and quit thinking that things are happening to you. Let's go after it and continue the patterns that will get us what we want. 

Shameless Self Promotion
Shameless Self Promotion
CUSTOM JAVASCRIPT / HTML
Being uncomfortable in your own skin can keep you from putting yourself out there; and so can shame. Fear of what people will say, of failure, can stop you from asking for the referral you have not only earned but deserve from your client. When you have no shame, it shows that you trust yourself; and in turn your clients will trust you. Market your ass off, working within your realm of confidence and not modesty.
Remembering to Breathe
  • ​I registered for a Triathlon that is set for this May. This is something I haven't done for a few years; the last was Spring Triathlons 2 years ago. Yesterday I pulled out an old t-shirt I received from one of the prior events. It was very challenging, and as soon as I completed it I was out; I slept all day, and my body was aching. It was a triumphant moment for me that was also exhausting. 
  • ​I looked at the shirt, and on the front, it has a beach cruiser on the shirt. I thought it was so tough, but the way the promoter saw it, it was like a walk in the park. It shows that when we venture into something new, some may consider it a walk in the park while others see it as a significant challenge to overcome. It all depends on our capacity and where we are at. 
  • ​I committed to this Triathlon in May, and I feel more prepared now, at least as far as the bike and running goes. The swimming I have left, with only a month left to hone my skills, because it is very uncomfortable for me. We tend to do that when things are outside of our scope. We focus on those things that we are good at and not on the things we need to do to succeed. 
  • ​This is true for business or anything; we leave the most uncomfortable things until the end. Yesterday I took my first swimming lesson and there were a lot of things the coach was directing me to do; so much so that I became confused. There was an instance where he had to tell me to breathe; I ended up drinking my fair share of pool water because I kept forgetting to breathe above the water line. 
  • ​When you get into anything new, especially in business even if you have been in the game for years, as is the case with online marketing, maybe your still hesitant on Facebook or with videos or ads. It brings a new challenging element forward for us. Swimming has done that for me in a massive way. I am trying to remember everything I was told to do so I don't panic. Today I took the insights I was given, and I did pretty good swimming over 1300 yards; about 53 laps. I wasn't concerned about my speed; I wanted to get the principles down. 
  • ​One of the things I took from this was, that at the first small thing that throws me off my game I tend to panic. When I am swimming, and I don't take a proper stroke, or I inhale water through my nose, I found myself pushing myself into a panic state.
Go Ahead and Gloat
  • ​With marketing, if we don't stay consistent with marketing we tend to panic about our business, and question why we got into it. As I was inhaling water through my nose, that was my first thought. I started to panic in 3 feet of water; how would I react to swimming in a lake?
  • ​When we do our live videos, we worry that if we hesitate, or stutter how others will perceive that? Marketing has to be at the forefront of what you are doing today. Shameless, self-promotion is part of that. We hear shameless as a negative, but when you define it means that I am going to promote in what I believe in and refuse to shame myself for doing it; I will not receive others shame for it. We hold ourselves back because of what others consider of us; we don't want to be that person.
  • ​The reality is you have to be shameless when it comes to your self-promotion. It means you have zero shame for loving what you do and making sure you take care of your clients — speaking about it loudly and proudly. Do not feel shame for promoting yourself so hard and that can be hard to do. 
  • ​We need to give ourselves credit for working hard and not worrying about whether or not you think people are saying that you are gloating; you earned it so speak it. Another “REAL” player will tell you that you are doing a good job and to keep it up. It's not about gloating it's about putting the focus back on your business and having zero shame for going out there and delivering on what I do. 
  • ​Sometimes the fear of appearing desperate comes from just asking for a referral; in reality, if they don't go with you, they will go with someone else. We play smaller to fit within the confines of what others want to shame us for. Consider as you hesitate today about what to market, how will you continue to feel the shame of others inactions? You aren't out to hurt someone but to inspire. When you see someone else performing at a high level let that encourage and inspire you to rise to the next level. As you tell your story more often, the shame will begin to dissipate. I know everyone from this brokerages story; I understand where you have been and the challenges you have faced and continue to face. 
Taking the Risk
  • ​It's never about shame it is about understanding that this is the level you are now playing at. Those that claim that you are gloating don't deserve to have space in your life; they are only projecting their inactions on you. When those that are doing what they need to be doing, will have the confidence in themselves to applaud your victories. 
  • ​It is your responsibility to help other individuals out and to do that you need to put the spotlight on yourself shamelessly. When you are shameless about what you are doing means that YOU believe in what you are doing and the impact you are making. It's not about gloating or showing off; it is that you believe in yourself and you feel zero shame in doing it. 
  • ​We all hesitate because of what others may say. You don't want to show too much success because what if you can't sustain it? What if I fail? Maybe it was a lucky streak. We hold ourselves back, and we don't want to go to high or too far, because what if that changes? What if it doesn't? What if that is your new standard? You will never realize that because you will always restrict yourself with the thought process of imminent failure. 
  • ​Putting yourself out there is not easy, because what if you fail and the naysayers claim, “I told you so?” I have been there. We better not make our proclamations too big or shine our light too bright, because of the chance of failure. Consider the fact that there is a chance you may NOT fail. Consider the fact that you worked your ass off for this, you dealt with the stresses, and continued to show up. And if you fail, so what; you will get up and go after it again and again. 
  • ​Carla said something that has resonated with me; I am not ashamed to tell you I failed, because I am still farther than you will ever be. She was saying that she had the belief and she wasn't there spectating, hoping for others to fail. Taking risks makes you stronger. 
  • ​I am shameless, I don't put myself down, and I put myself out there. This is the way you can put yourself out there; asking for referrals is an indication of how strongly you feel about your business. When you have no shame, as soon as you get them qualified, submit an offer, pass the 10-day inspection period and you ask for a referral means that you trust yourself. You will deliver for them and their family members. You aren't going to finish the deal and hope they send you someone; you are very intentional because you have zero shame and you are the best agent.
  • ​This is the mindset we all need to have regardless of how long you have been in this business. If you don't believe that you are the best you will always be at a disadvantage. No shame means you trust yourself. When you have shame and are too embarrassed to ask for a referral when you hesitate you don't believe you can deliver. Every time you fail to ask for a referral, there is a part of you that feels that you will not deliver. You are questioning yourself. 
Zero Shame in Your Game
  • ​Real Estate transactions will always have their challenges; you need to ask yourself if you delivered or not? Did you get them pre-qualified or not? That is a win, and you ask for a referral. Did you get them into a contract or not? That is a win, and you ask for a referral. Did you get past the inspection period and appraisal period? You did? Then ask for the referral. When you deliver keys, regardless of how rocky or smooth the transaction was, you delivered. So ask for the referral. 
  • ​Ruben talks about how he always asks for a referral, so much so that his clients will make a joke of how he will ask each step of the way. He has confidence and is shameless. When you have confidence in asking for a referral, it reflects the confidence you have in your business. You will deliver the utmost professional and best service out there, and you are shameless about it. 
  • ​That's the game, zero shame. I have zero shame in what I do because I know the impact and I know how many people out there need this type of environment. We created the ARP program because we understand that you the people of this brokerage, have a greater impact of getting people off of the fence, then myself. All you have to do is talk about your experiences, and how we deliver and the support from the staff that gives you the tools to empower. 
  • ​That is the same thing you need to remind your clients about. If they can communicate how you delivered, it's greater than any marketing you can do online. It's more significant than anything you could invest in. A recommendation is the best form of marketing; it's your job to continue to remind them. You have to have zero shame to propose that question; you need to speak up loudly and proudly. 
  • ​You are delivering keys or selling someone's investment; that is a huge responsibility. Have zero shame in that. Maybe you are shy or humble, which is an excuse to keep to yourself, stay in your comfort zone and not ask for any new business. It is hard to humble when you don't have much. I am saying you can have a humble mindset, but you need to have a killer mindset. It isn't about forcing people to have transactions, but be hungry to help others to get what they want. 
  • ​You can't play humble in this business; you have to proclaim how loud and proud you are. You have to remind your clients that your business grows because of their referrals and how you perform and deliver. You tell them you are going to deliver and work hard for them. Let them know that you want them to start thinking about someone else that is in their realm who is looking to buy or sell. At the end of our experience, I am going to ask you some questions, on camera, about your experience and how I went to bat for you. That is confidence, and you can be modest while saying that, but don't get that jaded with being humble. 
  • ​You will get better the more you are out there; become a promoting and marketing machine. Dominate that game and learn Facebook ads, learn video editing. Every time you take it to a different level you are pushing your skill sets. Don't hold yourself back and let the other peoples thoughts be at the forefront of your thought process Deliver, put the spotlight on yourself and remember that you are the authority and have zero shame in that. 
  • ​When you have no shame, you trust yourself. When you do have shame, you don't believe you can deliver. When you play within the realm of modest, you don't believe you deserve more. Market your ass off; be that authority because you know you can deliver. 
CUSTOM JAVASCRIPT / HTML
Being uncomfortable in your own skin can keep you from putting yourself out there; and so can shame. Fear of what people will say, of failure, can stop you from asking for the referral you have not only earned but deserve from your client. When you have no shame, it shows that you trust yourself; and in turn your clients will trust you. Market your ass off, working within your realm of confidence and not modesty.
Remembering to Breathe
  • ​I registered for a Triathlon that is set for this May. This is something I haven't done for a few years; the last was Spring Triathlons 2 years ago. Yesterday I pulled out an old t-shirt I received from one of the prior events. It was very challenging, and as soon as I completed it I was out; I slept all day, and my body was aching. It was a triumphant moment for me that was also exhausting. 
  • ​I looked at the shirt, and on the front, it has a beach cruiser on the shirt. I thought it was so tough, but the way the promoter saw it, it was like a walk in the park. It shows that when we venture into something new, some may consider it a walk in the park while others see it as a significant challenge to overcome. It all depends on our capacity and where we are at. 
  • ​I committed to this Triathlon in May, and I feel more prepared now, at least as far as the bike and running goes. The swimming I have left, with only a month left to hone my skills, because it is very uncomfortable for me. We tend to do that when things are outside of our scope. We focus on those things that we are good at and not on the things we need to do to succeed. 
  • ​This is true for business or anything; we leave the most uncomfortable things until the end. Yesterday I took my first swimming lesson and there were a lot of things the coach was directing me to do; so much so that I became confused. There was an instance where he had to tell me to breathe; I ended up drinking my fair share of pool water because I kept forgetting to breathe above the water line. 
  • ​When you get into anything new, especially in business even if you have been in the game for years, as is the case with online marketing, maybe your still hesitant on Facebook or with videos or ads. It brings a new challenging element forward for us. Swimming has done that for me in a massive way. I am trying to remember everything I was told to do so I don't panic. Today I took the insights I was given, and I did pretty good swimming over 1300 yards; about 53 laps. I wasn't concerned about my speed; I wanted to get the principles down. 
  • ​One of the things I took from this was, that at the first small thing that throws me off my game I tend to panic. When I am swimming, and I don't take a proper stroke, or I inhale water through my nose, I found myself pushing myself into a panic state.
Go Ahead and Gloat
  • ​With marketing, if we don't stay consistent with marketing we tend to panic about our business, and question why we got into it. As I was inhaling water through my nose, that was my first thought. I started to panic in 3 feet of water; how would I react to swimming in a lake?
  • ​When we do our live videos, we worry that if we hesitate, or stutter how others will perceive that? Marketing has to be at the forefront of what you are doing today. Shameless, self-promotion is part of that. We hear shameless as a negative, but when you define it means that I am going to promote in what I believe in and refuse to shame myself for doing it; I will not receive others shame for it. We hold ourselves back because of what others consider of us; we don't want to be that person.
  • ​The reality is you have to be shameless when it comes to your self-promotion. It means you have zero shame for loving what you do and making sure you take care of your clients — speaking about it loudly and proudly. Do not feel shame for promoting yourself so hard and that can be hard to do. 
  • ​We need to give ourselves credit for working hard and not worrying about whether or not you think people are saying that you are gloating; you earned it so speak it. Another “REAL” player will tell you that you are doing a good job and to keep it up. It's not about gloating it's about putting the focus back on your business and having zero shame for going out there and delivering on what I do. 
  • ​Sometimes the fear of appearing desperate comes from just asking for a referral; in reality, if they don't go with you, they will go with someone else. We play smaller to fit within the confines of what others want to shame us for. Consider as you hesitate today about what to market, how will you continue to feel the shame of others inactions? You aren't out to hurt someone but to inspire. When you see someone else performing at a high level let that encourage and inspire you to rise to the next level. As you tell your story more often, the shame will begin to dissipate. I know everyone from this brokerages story; I understand where you have been and the challenges you have faced and continue to face. 
Taking the Risk
  • ​It's never about shame it is about understanding that this is the level you are now playing at. Those that claim that you are gloating don't deserve to have space in your life; they are only projecting their inactions on you. When those that are doing what they need to be doing, will have the confidence in themselves to applaud your victories. 
  • ​It is your responsibility to help other individuals out and to do that you need to put the spotlight on yourself shamelessly. When you are shameless about what you are doing means that YOU believe in what you are doing and the impact you are making. It's not about gloating or showing off; it is that you believe in yourself and you feel zero shame in doing it. 
  • ​We all hesitate because of what others may say. You don't want to show too much success because what if you can't sustain it? What if I fail? Maybe it was a lucky streak. We hold ourselves back, and we don't want to go to high or too far, because what if that changes? What if it doesn't? What if that is your new standard? You will never realize that because you will always restrict yourself with the thought process of imminent failure. 
  • ​Putting yourself out there is not easy, because what if you fail and the naysayers claim, “I told you so?” I have been there. We better not make our proclamations too big or shine our light too bright, because of the chance of failure. Consider the fact that there is a chance you may NOT fail. Consider the fact that you worked your ass off for this, you dealt with the stresses, and continued to show up. And if you fail, so what; you will get up and go after it again and again. 
  • ​Carla said something that has resonated with me; I am not ashamed to tell you I failed, because I am still farther than you will ever be. She was saying that she had the belief and she wasn't there spectating, hoping for others to fail. Taking risks makes you stronger. 
  • ​I am shameless, I don't put myself down, and I put myself out there. This is the way you can put yourself out there; asking for referrals is an indication of how strongly you feel about your business. When you have no shame, as soon as you get them qualified, submit an offer, pass the 10-day inspection period and you ask for a referral means that you trust yourself. You will deliver for them and their family members. You aren't going to finish the deal and hope they send you someone; you are very intentional because you have zero shame and you are the best agent.
  • ​This is the mindset we all need to have regardless of how long you have been in this business. If you don't believe that you are the best you will always be at a disadvantage. No shame means you trust yourself. When you have shame and are too embarrassed to ask for a referral when you hesitate you don't believe you can deliver. Every time you fail to ask for a referral, there is a part of you that feels that you will not deliver. You are questioning yourself. 
Zero Shame in Your Game
  • ​Real Estate transactions will always have their challenges; you need to ask yourself if you delivered or not? Did you get them pre-qualified or not? That is a win, and you ask for a referral. Did you get them into a contract or not? That is a win, and you ask for a referral. Did you get past the inspection period and appraisal period? You did? Then ask for the referral. When you deliver keys, regardless of how rocky or smooth the transaction was, you delivered. So ask for the referral. 
  • ​Ruben talks about how he always asks for a referral, so much so that his clients will make a joke of how he will ask each step of the way. He has confidence and is shameless. When you have confidence in asking for a referral, it reflects the confidence you have in your business. You will deliver the utmost professional and best service out there, and you are shameless about it. 
  • ​That's the game, zero shame. I have zero shame in what I do because I know the impact and I know how many people out there need this type of environment. We created the ARP program because we understand that you the people of this brokerage, have a greater impact of getting people off of the fence, then myself. All you have to do is talk about your experiences, and how we deliver and the support from the staff that gives you the tools to empower. 
  • ​That is the same thing you need to remind your clients about. If they can communicate how you delivered, it's greater than any marketing you can do online. It's more significant than anything you could invest in. A recommendation is the best form of marketing; it's your job to continue to remind them. You have to have zero shame to propose that question; you need to speak up loudly and proudly. 
  • ​You are delivering keys or selling someone's investment; that is a huge responsibility. Have zero shame in that. Maybe you are shy or humble, which is an excuse to keep to yourself, stay in your comfort zone and not ask for any new business. It is hard to humble when you don't have much. I am saying you can have a humble mindset, but you need to have a killer mindset. It isn't about forcing people to have transactions, but be hungry to help others to get what they want. 
  • ​You can't play humble in this business; you have to proclaim how loud and proud you are. You have to remind your clients that your business grows because of their referrals and how you perform and deliver. You tell them you are going to deliver and work hard for them. Let them know that you want them to start thinking about someone else that is in their realm who is looking to buy or sell. At the end of our experience, I am going to ask you some questions, on camera, about your experience and how I went to bat for you. That is confidence, and you can be modest while saying that, but don't get that jaded with being humble. 
  • ​You will get better the more you are out there; become a promoting and marketing machine. Dominate that game and learn Facebook ads, learn video editing. Every time you take it to a different level you are pushing your skill sets. Don't hold yourself back and let the other peoples thoughts be at the forefront of your thought process Deliver, put the spotlight on yourself and remember that you are the authority and have zero shame in that. 
  • ​When you have no shame, you trust yourself. When you do have shame, you don't believe you can deliver. When you play within the realm of modest, you don't believe you deserve more. Market your ass off; be that authority because you know you can deliver. 
Making More Money
Making More Money
CUSTOM JAVASCRIPT / HTML
Having the mindset of an employee is bred into everyone at a young age. Work hard, save responsibly and live through sacrifice. Stop the bullshit of thinking like an employee, wondering why you aren't successful and start embracing your role as Business Owner making boss money. When you think small, you stay small. If you are going to call yourself a Business Owner, start acting one and start letting someone else do the petty employee shit. You have more important things to do to get the results you want. 
Cutting Corners and Lobby Squatting
  • I am coming to you from Denver, Colorado where I am at for our daughters Volleyball National qualifier. The best of the best are here. The competition went through the weekend, and Monday is a single elimination challenge. The whole point is not to leave early; you play your game and our flight out is this evening. You can't make the error of booking an early flight because you don't know how far your team will get in the competition. 
  • ​Our daughter was done this morning, and now we have to kill the rest of our day waiting for our flight. Money was always at the forefront of my mind especially when things got tight for us. I wasn't thinking about how to make more money, but how to save money.
  • ​I started cutting back on the cable bill, let go of a few employees, everything I thought I didn't need I began to scale back on; the money wasn't coming in as fast as I thought it would. I was doing everything possible to pay my debts. Money is always at the forefront of many small business owners.
  • ​I think we are all trained from a young age in how to be a worker, an employee. When we go into business for ourselves, the potential to make an unlimited amount of money is right in our grasp. Case in point is that I am reaching out from my hotel room. I booked an additional night for us knowing that we wouldn't be spending the night. But the last thing I wanted to do was to stress myself out, or just wandering the streets because I didn't want to invest in another night.
  • ​I can't tell you how many other parents did just that. They checked out today, and they are inconvenienced and have to wander around until 5 o’clock to catch their flight all in the hopes of saving money. There is a more significant cost to you when you don't think about lowering your stress. 
  • ​I could have saved a few hundred dollars today by checking out at 11, but my family would be stuck in the lobby or wandering the streets. That is stressful as a Dad and as a business owner. We try to take these shortcuts to save money, but I am more effective right now by investing in myself because I have a place to do my business and a place for my family to be comfortable.
Worker Bee Mentality
  • ​As business owners, money shouldn't be the forefront of your thought process at least not in that way. It should be about how you can lower your stress and make space for yourself. You don't need an employee, but you may need someone to clean your house, you may need someone to do your lawn. All of these little responsibilities you can invest in to make the space and have time to reinvest in your business, your marketing, and reaching out to your client base; your time is better served there. 
  • ​There is a more significant cost to you and your business by not thinking about how to save money, and instead invest in the right people and processes so that I can create that space for myself. It's a hard mindset to break because we have been trained to be good employees since day one. Here are the realities; you are an entrepreneur; the ability for you to make unlimited funds is a real possibility for you. 
  • ​How do you get rid of money problems? You make more money. It sounds easy, but making more money is the possibility and your number one responsibility. 
  • ​As business owners we don't have a budget, you can make more money. I could save more money by cutting employees, but by having the right people in place to help me it creates space for me to do the things I need to do. 
  • ​Even if you only do 2 or 3 transactions a month, invest in a transaction coordinator, invest in someone to clean your house or do the lawn, something that creates more space for you; so you don't get stuck in the “Worker Bee” mentality. 
  • ​You are restricting yourself from growth and as a business owner by doing everything yourself. You are a Mom and Pop, and you will remain a Mom and Pop unless you get the right people there to help you. It's easy to do it all yourself, but it restricts you from spending time on your marketing which should be your number one priority. 
  • ​It's not that I don't think about money, I do. But I know I can make more money, I am that confident in myself. You have to be that confident in yourself too. Not to restrict or sacrifice certain things for your family, and say you are going to get the things they need to lower the stress and unnecessary inconvenience knowing that you will make more money.
  •  
Nickel and Dime vs Boss Money
  • ​How do you make more money? When you get out of the “Savers” mindset, watching every nickel and dime, and you invest in the right people, it's only a matter of time before you get there. But every time you stop yourself from doing that you restrict yourself as a business owner, and merely become a one-person show. 
  • ​If you have one transaction coordinator, you have a team. You have multiple people now reaching out to your client. Your client will see that and knows you are on top of it. The reality is we are in a unique business where you can hire a transaction coordinator as your employee. Most transaction coordinators don't get paid if the deal doesn't close; try doing that with an hourly employee. If you get paid, they get paid, and it is about seeing yourself as more. 
  • ​You will figure out a way to get more closings. You are set up to win. You have the technology, the insights, and the mindset reinforced every week. You have the support here. You can't continue to operate as an employee and expect to make “Owner Money.” You can't make Boss money as an employee. 
  • ​We both know you want to make more than an employee, so quit convincing yourself by doing everything yourself. You have to break that pattern. You need to concern yourself with generating more leads and marketing more. Every time you fail to do that you are telling yourself that you are not good enough. You may not say it directly that is how your mind is perceiving it, how it is processing it. 
  • ​You cannot grow when you contract; when you contract yourself financially, you can't think of bigger ways to make money. Employee mindset. It is hard to break, and it took me many years, and I couldn't get out of debt, and I couldn't figure out a way to keep my employees. You fall into a scarcity mindset, and when you are there you lose your confidence, and when you lose the confidence, you tell yourself I don't know where my next deal is coming from.

Stop Doing Petty Employee SHIT!
  • ​If there is an opportunity to get an office, it changes your mind; it becomes a real business. When you get a transaction coordinator something switches in your mind; you are a real business, so stop sacrificing your most valuable asset, your time. You don't need to be doing the little, petty employee shit. YOU DON'T! Things won't change until you take control and claim that you are a business owner. 
  • ​You need to proclaim that you are not limited like everyone else. If you want more, you will create more. It comes with intention, that is what it is about. When you do anything with intention, you will get what you are seeking. Stop holding on to the one transaction for dear life and let it go to your team so that you can move on to the next and the next. 
  • ​I hope this is resonating with you because you deserve to create something better for yourself. The disconnect is that you want it, but you aren't taking the necessary actions; your actions always have to align with the wants. You say you are a small business owner, then act like one. If not then say you are a one-person show, you are happy with doing everything by yourself, admit it. Because if you say you are something and then don't live up to it, there is a gap, a lie there. When you live under lies, you can't be 100% fulfilled. 
  • ​If you say you are a business owner than act like it; Market every day, make phone calls and schedule Open Houses when you get a deal to send it to your Transaction Coordinator. I hope this makes sense to you because if you are unhappy with your results, it's because your expectations are high and what you're willing to do is low. It will weigh on you; that is why you cannot find fulfillment. Are you a boss or not? Or are you a licensed employee?
  • ​If that is how you see yourself than say that and you will be less frustrated, you then have minimum standards, lower standards and it is easier to meet. Be a boss; you got into this business to operate as an owner to do that. When I did that, I got myself out of debt. I got tired of telling my kids they couldn't have things and cutting corners. We are here to give the next generation a greater advantage. I think we are all doing an excellent job of that. Let's not restrict ourselves to that; be a boss. Own it and operate like it. 
  • ​You have systems; you have people behind you; how awesome would it be to tell your client that your Transaction Coordinator will be contacting them throughout the process as well. Your goal is for them to recommend you to all of their family and friends; do that by giving exceptional service. 
  • ​I couldn't do what I do by myself. I don't care how good you are; you will never be able to do the things you want by yourself. Let's wrap our thought process around that and tell yourself that you're an owner; you're a boss. Tell yourself you have the systems and support and that you have a team behind you. Then live up to it. Be that person today, not next time, not next deal. 
  • ​Make a decision today and then follow it up with action. Where have you held back? Where have you sacrificed your family in hopes of saving them money and telling them no? We all have been in the mindset of saving money instead of creating it. It's time to double down on yourself and invest in the right people knowing that there is no other way to continue to grow your business.
  • ​Making more money will solve all of your money problems. Be a boss, not an employee. It is just a flip of the switch in your mindset, flip the perspective to make more money, and stop worrying about saving it.

CUSTOM JAVASCRIPT / HTML
Having the mindset of an employee is bred into everyone at a young age. Work hard, save responsibly and live through sacrifice. Stop the bullshit of thinking like an employee, wondering why you aren't successful and start embracing your role as Business Owner making boss money. When you think small, you stay small. If you are going to call yourself a Business Owner, start acting one and start letting someone else do the petty employee shit. You have more important things to do to get the results you want. 
Cutting Corners and Lobby Squatting
  • I am coming to you from Denver, Colorado where I am at for our daughters Volleyball National qualifier. The best of the best are here. The competition went through the weekend, and Monday is a single elimination challenge. The whole point is not to leave early; you play your game and our flight out is this evening. You can't make the error of booking an early flight because you don't know how far your team will get in the competition. 
  • ​Our daughter was done this morning, and now we have to kill the rest of our day waiting for our flight. Money was always at the forefront of my mind especially when things got tight for us. I wasn't thinking about how to make more money, but how to save money.
  • ​I started cutting back on the cable bill, let go of a few employees, everything I thought I didn't need I began to scale back on; the money wasn't coming in as fast as I thought it would. I was doing everything possible to pay my debts. Money is always at the forefront of many small business owners.
  • ​I think we are all trained from a young age in how to be a worker, an employee. When we go into business for ourselves, the potential to make an unlimited amount of money is right in our grasp. Case in point is that I am reaching out from my hotel room. I booked an additional night for us knowing that we wouldn't be spending the night. But the last thing I wanted to do was to stress myself out, or just wandering the streets because I didn't want to invest in another night.
  • ​I can't tell you how many other parents did just that. They checked out today, and they are inconvenienced and have to wander around until 5 o’clock to catch their flight all in the hopes of saving money. There is a more significant cost to you when you don't think about lowering your stress. 
  • ​I could have saved a few hundred dollars today by checking out at 11, but my family would be stuck in the lobby or wandering the streets. That is stressful as a Dad and as a business owner. We try to take these shortcuts to save money, but I am more effective right now by investing in myself because I have a place to do my business and a place for my family to be comfortable.
Worker Bee Mentality
  • ​As business owners, money shouldn't be the forefront of your thought process at least not in that way. It should be about how you can lower your stress and make space for yourself. You don't need an employee, but you may need someone to clean your house, you may need someone to do your lawn. All of these little responsibilities you can invest in to make the space and have time to reinvest in your business, your marketing, and reaching out to your client base; your time is better served there. 
  • ​There is a more significant cost to you and your business by not thinking about how to save money, and instead invest in the right people and processes so that I can create that space for myself. It's a hard mindset to break because we have been trained to be good employees since day one. Here are the realities; you are an entrepreneur; the ability for you to make unlimited funds is a real possibility for you. 
  • ​How do you get rid of money problems? You make more money. It sounds easy, but making more money is the possibility and your number one responsibility. 
  • ​As business owners we don't have a budget, you can make more money. I could save more money by cutting employees, but by having the right people in place to help me it creates space for me to do the things I need to do. 
  • ​Even if you only do 2 or 3 transactions a month, invest in a transaction coordinator, invest in someone to clean your house or do the lawn, something that creates more space for you; so you don't get stuck in the “Worker Bee” mentality. 
  • ​You are restricting yourself from growth and as a business owner by doing everything yourself. You are a Mom and Pop, and you will remain a Mom and Pop unless you get the right people there to help you. It's easy to do it all yourself, but it restricts you from spending time on your marketing which should be your number one priority. 
  • ​It's not that I don't think about money, I do. But I know I can make more money, I am that confident in myself. You have to be that confident in yourself too. Not to restrict or sacrifice certain things for your family, and say you are going to get the things they need to lower the stress and unnecessary inconvenience knowing that you will make more money.
  •  
Nickel and Dime vs Boss Money
  • ​How do you make more money? When you get out of the “Savers” mindset, watching every nickel and dime, and you invest in the right people, it's only a matter of time before you get there. But every time you stop yourself from doing that you restrict yourself as a business owner, and merely become a one-person show. 
  • ​If you have one transaction coordinator, you have a team. You have multiple people now reaching out to your client. Your client will see that and knows you are on top of it. The reality is we are in a unique business where you can hire a transaction coordinator as your employee. Most transaction coordinators don't get paid if the deal doesn't close; try doing that with an hourly employee. If you get paid, they get paid, and it is about seeing yourself as more. 
  • ​You will figure out a way to get more closings. You are set up to win. You have the technology, the insights, and the mindset reinforced every week. You have the support here. You can't continue to operate as an employee and expect to make “Owner Money.” You can't make Boss money as an employee. 
  • ​We both know you want to make more than an employee, so quit convincing yourself by doing everything yourself. You have to break that pattern. You need to concern yourself with generating more leads and marketing more. Every time you fail to do that you are telling yourself that you are not good enough. You may not say it directly that is how your mind is perceiving it, how it is processing it. 
  • ​You cannot grow when you contract; when you contract yourself financially, you can't think of bigger ways to make money. Employee mindset. It is hard to break, and it took me many years, and I couldn't get out of debt, and I couldn't figure out a way to keep my employees. You fall into a scarcity mindset, and when you are there you lose your confidence, and when you lose the confidence, you tell yourself I don't know where my next deal is coming from.

Stop Doing Petty Employee SHIT!
  • ​If there is an opportunity to get an office, it changes your mind; it becomes a real business. When you get a transaction coordinator something switches in your mind; you are a real business, so stop sacrificing your most valuable asset, your time. You don't need to be doing the little, petty employee shit. YOU DON'T! Things won't change until you take control and claim that you are a business owner. 
  • ​You need to proclaim that you are not limited like everyone else. If you want more, you will create more. It comes with intention, that is what it is about. When you do anything with intention, you will get what you are seeking. Stop holding on to the one transaction for dear life and let it go to your team so that you can move on to the next and the next. 
  • ​I hope this is resonating with you because you deserve to create something better for yourself. The disconnect is that you want it, but you aren't taking the necessary actions; your actions always have to align with the wants. You say you are a small business owner, then act like one. If not then say you are a one-person show, you are happy with doing everything by yourself, admit it. Because if you say you are something and then don't live up to it, there is a gap, a lie there. When you live under lies, you can't be 100% fulfilled. 
  • ​If you say you are a business owner than act like it; Market every day, make phone calls and schedule Open Houses when you get a deal to send it to your Transaction Coordinator. I hope this makes sense to you because if you are unhappy with your results, it's because your expectations are high and what you're willing to do is low. It will weigh on you; that is why you cannot find fulfillment. Are you a boss or not? Or are you a licensed employee?
  • ​If that is how you see yourself than say that and you will be less frustrated, you then have minimum standards, lower standards and it is easier to meet. Be a boss; you got into this business to operate as an owner to do that. When I did that, I got myself out of debt. I got tired of telling my kids they couldn't have things and cutting corners. We are here to give the next generation a greater advantage. I think we are all doing an excellent job of that. Let's not restrict ourselves to that; be a boss. Own it and operate like it. 
  • ​You have systems; you have people behind you; how awesome would it be to tell your client that your Transaction Coordinator will be contacting them throughout the process as well. Your goal is for them to recommend you to all of their family and friends; do that by giving exceptional service. 
  • ​I couldn't do what I do by myself. I don't care how good you are; you will never be able to do the things you want by yourself. Let's wrap our thought process around that and tell yourself that you're an owner; you're a boss. Tell yourself you have the systems and support and that you have a team behind you. Then live up to it. Be that person today, not next time, not next deal. 
  • ​Make a decision today and then follow it up with action. Where have you held back? Where have you sacrificed your family in hopes of saving them money and telling them no? We all have been in the mindset of saving money instead of creating it. It's time to double down on yourself and invest in the right people knowing that there is no other way to continue to grow your business.
  • ​Making more money will solve all of your money problems. Be a boss, not an employee. It is just a flip of the switch in your mindset, flip the perspective to make more money, and stop worrying about saving it.

Targets
Targets
CUSTOM JAVASCRIPT / HTML
Setting targets for yourself and working towards them is the game of life. When we forget that we begin to float through our days and then question why we aren't hitting the targets we set. Focusing on the small wins, daily, puts the responsibility on you to become successful. Stop giving yourself an out, an option to become complacent. You need to be able to tackle the big things by overcoming the small ones. 
Complacency is NOT an Option
  • The game of life is setting targets and working towards them. What we tend to do is forget how important that is and gravitate through life. I have a gentleman, who is not part of our brokerage coming in to see me, that is not in a place of power right now. That is what happens when you let life pass you by, without setting any ambitions of goals for your body, your marriage, your family and your business; at some point, you will burn out.
  • ​We begin to think about what is the point, and it doesn't matter anymore. The challenge based lifestyle, which is designed around setting targets and working towards them, gives you a path to achieve those targets. Without that we are going through the motions, not knowing what a win is and what is not. It is important to me that I condition myself daily to win. 
  • ​Maybe it's a small win of just waking up in the morning, or having a green smoothie and doing a meditative session. Reaching out to agents that want to join A.Z. & Associates or congratulating a lot of you that are exceeding far beyond what you thought was possible for your careers — having meaningful conversations with my wife and my kids. 
  • ​When things become an option, you will allow it to become an option. What we do with the 12-week targets is a way to track what you are doing. My coach used it to follow me; I can't track your progress that is something you have to take responsibility for. But I paid over $100k to have someone to do that. At some point I questioned my commitment level; I knew I was doing it but keeping track of it was something else entirely. 
  • ​It showcased to me that what I thought I was doing daily, wasn't a reality. Because I couldn't track, I often would give myself credit for things that I did not do. When you are tracking it, you can't argue the black and white results. I was coming down hard on myself and doubted my commitment. My coach told me that it wasn't my commitment; it was that I allowed it to become an option. That resonated with me. When we say we are going to do something and we don't it is because we gave ourselves an option, an out.

Stop Killing Your Momentum
  • ​I was talking to my daughter this morning who had a game this weekend. On the third game, she was removed, and someone else took her position. I was sitting back and was disappointed because I saw my daughter taken out for something she knows how to do. I knew she had the skills set for what needed to be accomplished. She told me she missed one serve and that's why she was taken out. I told her that it wasn't the one serve and it's not the one phone call as an agent that you fail to return, it's not just that. 
  • ​We see it on a surface level. There are more significant ramifications that come from that missed serve; it causes you to lose the momentum of creating more points. It's not that she couldn't serve, but she allowed it to become an option. It is essential to do what we say and not allow it to be an option. When the importance diminishes, and you don't see the deeper ramifications, your momentum slows because you stop doing the small things, the small wins.
  • ​Today as you go through your day, and you decide what needs to be done, but you do the minimum, you diminish the importance of it and allow it to become an option. It isn't because you are lazy or not committed, but you have allowed it to be an option. Small wins will culminate into bigger results; otherwise, you kill the momentum.
  • ​Making the small deposits will correlate into the actual results you will see in your business and your life. On Saturday we took a 5-mile run; it's the small deposits. I only recently began to run after a two-year absence from it. My first run was painful and difficult. Realizing I could get better is what motivated me to continue to go after it. Twice a week we would go out, and I would set the small targets to go after those wins. I have gone from a 10-minute mile a month and a half ago to be able to complete a 7 and a half minute mile; I kept going after it and have made the small win. 
  • ​Stop going through the motions and become specific to go after what you want. You can't get what you want unless you are specific about what that is. I set my goal, I proclaimed it, told others what I was going to do, I posted it and kept working towards it. On Saturday with 15 of our agents, I knew that was the day I was going to hit my target; it wasn't easy, but I did it.
  • ​The reasons we aren't able to hit what we want are this: 
  • 1. The level of effort and level of thinking it will take to achieve it. When you proclaim what you want over the next 12 weeks, and you don't achieve it, you underestimated the level and the effort of what it takes to succeed. Setting targets is about actually accomplishing it and understanding that there is a certain level of effort and thinking to get it. The number one obstacle that realtors face is obscurity, who knows you, who knows what you do. All of us have to take a certain level of action to succeed. 
  • 2. Underestimating the amount of adversity that it will take to overcome. That is a major blow to small business; they can't overcome it and underestimate it. It can be a mental game; you know what to do, but we allow it to be an option. Whatever you are going through in your business is required; if a deal falls through, that is what is needed. It doesn't mean you reduce your target, that you reduce your ambitions. If you don't hit your financial target, don't make excuses or lower your standard; you need to do what will work for you every time. Increase your efforts.

  •  
The Small Wins for the Total Gain
  • ​This is a brand new week, and I am challenging you to go through this 12-week process, complete what is required for today. For your body, your family and for your business. Learn how to win on the daily, and those daily wins will add up. It's on you whether you allow it to be an option or not. 
  • ​There are a lot of lessons to be learned from going out and going after it. I was so excited, elated when I understood that I was going to accomplish my target. It's a certainty that resonates deeply within you. To do what I am doing at 40 years, makes me feel good. I am continuing to lean into what I am capable of. It's not about comparison; it's about realizing that I am a Badass. That is available to you and everyone. 
  • ​If you aren't able to rise above the average in your marriage, how you parent, and in your business then there are things that we are not processing correctly. You are just living average and not extraordinary; the key is consistency. Are you playing with the margins of how everyone else is playing?
  • ​I am clear about what I want and by and improving my game, and all aspects of my life are part of that clarity. Look at all aspects of your life and see where you fall within those margins. Are you like everyone else or are you like no one else? That is what matters — taking full responsibility of your actions on a daily, setting clear targets and going after it relentlessly, with conviction and fire.
  • ​You have to take yourself outside of the margins; it is your responsibility. Succeeding is a responsibility that is on you and solely you. We cannot put this on our spouses or our kids or anyone else. There is no other option; responsibility is the only option. Success is the only option.
Prepare and Conquer
  • ​ I have been lost; I was miserable. It's misery festering daily, getting up in the morning and wanting to go back to bed immediately. It's dark, and it's painful and can last for years. As we are waiting for something grand to happen, we diminish the success we had before that. We gain weight, we increase our drinking, the momentum of our business decreases, and we stop connecting with our family. Clear targets are what allowed me to get out of that pit and stay out. 
  • ​Something as easy as setting a time frame for myself gets me fired up because I am working towards something; that is what it is about. Today set some clear targets for yourself of what you want to accomplish this week. I'm not asking you to keep track for 12 weeks right now, keep track for today; and then I will ask the same of you tomorrow. Learn to understand what a win entails; the opportunity will come to those who have prepared. 
  • ​I am prepared mentally and physically for what is coming my way. I am not underestimating the action it will take, but I am working on it. I also understand that I am not going to minimize the adversity; it's going to be tough and painful. I have the capacity through the wins, the reps to overcome. You have that within you, FIND THAT! The only way to discover that is to do the work on you every single day. I am going to make another proclamation that I will be getting a 7:15 mile very soon by pushing myself. I am unable to tackle the big things if I am unable to overcome the small ones.
CUSTOM JAVASCRIPT / HTML
Setting targets for yourself and working towards them is the game of life. When we forget that we begin to float through our days and then question why we aren't hitting the targets we set. Focusing on the small wins, daily, puts the responsibility on you to become successful. Stop giving yourself an out, an option to become complacent. You need to be able to tackle the big things by overcoming the small ones. 
Complacency is NOT an Option
  • The game of life is setting targets and working towards them. What we tend to do is forget how important that is and gravitate through life. I have a gentleman, who is not part of our brokerage coming in to see me, that is not in a place of power right now. That is what happens when you let life pass you by, without setting any ambitions of goals for your body, your marriage, your family and your business; at some point, you will burn out.
  • ​We begin to think about what is the point, and it doesn't matter anymore. The challenge based lifestyle, which is designed around setting targets and working towards them, gives you a path to achieve those targets. Without that we are going through the motions, not knowing what a win is and what is not. It is important to me that I condition myself daily to win. 
  • ​Maybe it's a small win of just waking up in the morning, or having a green smoothie and doing a meditative session. Reaching out to agents that want to join A.Z. & Associates or congratulating a lot of you that are exceeding far beyond what you thought was possible for your careers — having meaningful conversations with my wife and my kids. 
  • ​When things become an option, you will allow it to become an option. What we do with the 12-week targets is a way to track what you are doing. My coach used it to follow me; I can't track your progress that is something you have to take responsibility for. But I paid over $100k to have someone to do that. At some point I questioned my commitment level; I knew I was doing it but keeping track of it was something else entirely. 
  • ​It showcased to me that what I thought I was doing daily, wasn't a reality. Because I couldn't track, I often would give myself credit for things that I did not do. When you are tracking it, you can't argue the black and white results. I was coming down hard on myself and doubted my commitment. My coach told me that it wasn't my commitment; it was that I allowed it to become an option. That resonated with me. When we say we are going to do something and we don't it is because we gave ourselves an option, an out.

Stop Killing Your Momentum
  • ​I was talking to my daughter this morning who had a game this weekend. On the third game, she was removed, and someone else took her position. I was sitting back and was disappointed because I saw my daughter taken out for something she knows how to do. I knew she had the skills set for what needed to be accomplished. She told me she missed one serve and that's why she was taken out. I told her that it wasn't the one serve and it's not the one phone call as an agent that you fail to return, it's not just that. 
  • ​We see it on a surface level. There are more significant ramifications that come from that missed serve; it causes you to lose the momentum of creating more points. It's not that she couldn't serve, but she allowed it to become an option. It is essential to do what we say and not allow it to be an option. When the importance diminishes, and you don't see the deeper ramifications, your momentum slows because you stop doing the small things, the small wins.
  • ​Today as you go through your day, and you decide what needs to be done, but you do the minimum, you diminish the importance of it and allow it to become an option. It isn't because you are lazy or not committed, but you have allowed it to be an option. Small wins will culminate into bigger results; otherwise, you kill the momentum.
  • ​Making the small deposits will correlate into the actual results you will see in your business and your life. On Saturday we took a 5-mile run; it's the small deposits. I only recently began to run after a two-year absence from it. My first run was painful and difficult. Realizing I could get better is what motivated me to continue to go after it. Twice a week we would go out, and I would set the small targets to go after those wins. I have gone from a 10-minute mile a month and a half ago to be able to complete a 7 and a half minute mile; I kept going after it and have made the small win. 
  • ​Stop going through the motions and become specific to go after what you want. You can't get what you want unless you are specific about what that is. I set my goal, I proclaimed it, told others what I was going to do, I posted it and kept working towards it. On Saturday with 15 of our agents, I knew that was the day I was going to hit my target; it wasn't easy, but I did it.
  • ​The reasons we aren't able to hit what we want are this: 
  • 1. The level of effort and level of thinking it will take to achieve it. When you proclaim what you want over the next 12 weeks, and you don't achieve it, you underestimated the level and the effort of what it takes to succeed. Setting targets is about actually accomplishing it and understanding that there is a certain level of effort and thinking to get it. The number one obstacle that realtors face is obscurity, who knows you, who knows what you do. All of us have to take a certain level of action to succeed. 
  • 2. Underestimating the amount of adversity that it will take to overcome. That is a major blow to small business; they can't overcome it and underestimate it. It can be a mental game; you know what to do, but we allow it to be an option. Whatever you are going through in your business is required; if a deal falls through, that is what is needed. It doesn't mean you reduce your target, that you reduce your ambitions. If you don't hit your financial target, don't make excuses or lower your standard; you need to do what will work for you every time. Increase your efforts.

  •  
The Small Wins for the Total Gain
  • ​This is a brand new week, and I am challenging you to go through this 12-week process, complete what is required for today. For your body, your family and for your business. Learn how to win on the daily, and those daily wins will add up. It's on you whether you allow it to be an option or not. 
  • ​There are a lot of lessons to be learned from going out and going after it. I was so excited, elated when I understood that I was going to accomplish my target. It's a certainty that resonates deeply within you. To do what I am doing at 40 years, makes me feel good. I am continuing to lean into what I am capable of. It's not about comparison; it's about realizing that I am a Badass. That is available to you and everyone. 
  • ​If you aren't able to rise above the average in your marriage, how you parent, and in your business then there are things that we are not processing correctly. You are just living average and not extraordinary; the key is consistency. Are you playing with the margins of how everyone else is playing?
  • ​I am clear about what I want and by and improving my game, and all aspects of my life are part of that clarity. Look at all aspects of your life and see where you fall within those margins. Are you like everyone else or are you like no one else? That is what matters — taking full responsibility of your actions on a daily, setting clear targets and going after it relentlessly, with conviction and fire.
  • ​You have to take yourself outside of the margins; it is your responsibility. Succeeding is a responsibility that is on you and solely you. We cannot put this on our spouses or our kids or anyone else. There is no other option; responsibility is the only option. Success is the only option.
Prepare and Conquer
  • ​ I have been lost; I was miserable. It's misery festering daily, getting up in the morning and wanting to go back to bed immediately. It's dark, and it's painful and can last for years. As we are waiting for something grand to happen, we diminish the success we had before that. We gain weight, we increase our drinking, the momentum of our business decreases, and we stop connecting with our family. Clear targets are what allowed me to get out of that pit and stay out. 
  • ​Something as easy as setting a time frame for myself gets me fired up because I am working towards something; that is what it is about. Today set some clear targets for yourself of what you want to accomplish this week. I'm not asking you to keep track for 12 weeks right now, keep track for today; and then I will ask the same of you tomorrow. Learn to understand what a win entails; the opportunity will come to those who have prepared. 
  • ​I am prepared mentally and physically for what is coming my way. I am not underestimating the action it will take, but I am working on it. I also understand that I am not going to minimize the adversity; it's going to be tough and painful. I have the capacity through the wins, the reps to overcome. You have that within you, FIND THAT! The only way to discover that is to do the work on you every single day. I am going to make another proclamation that I will be getting a 7:15 mile very soon by pushing myself. I am unable to tackle the big things if I am unable to overcome the small ones.
Faith
Faith
CUSTOM JAVASCRIPT / HTML
Having faith is more than trusting that there is something greater than your obstacles. To have faith in yourself first, will drive you forward to get where you want to be in life. Realizing that there is something greater guiding you can establish confidence that you are not alone, and will propel you to empower yourself every day. Faith can make the impossible, possible. We all have an instance in our life where we were backed up against the wall, yet against all the odds we overcame. Those are the moments to draw strength and faith from when the darkness creeps in causing dysfunction and overwhelm. Challenge yourself every day to trust that faith in yourself, and you will ignite a power within you to set the framework for your success.
What is Faith?
  • ​I think we are going to change up the name of this program to “Mindset Mastery” because it goes beyond just a Monday thing and is about mastering your thoughts, and our intentions; realizing the mindset needs to be recalibrated daily. 
  • ​You could have a great, productive day and within seconds it can go the other way. Being able to go back to our habits, to our patterns, what it takes to win; is vital. One of the things that have propelled me forward is my ability to have faith.
  • ​I don't want to go into this conversation with the impression that I am imposing any of my beliefs, but I do want to challenge your mind, and if you're in the same place, it can be a great conversation. 
  • ​Faith and realizing what faith can do for you and the framework it can set for your life is vital to get what you want. It's realizing that maybe there is something greater than you during those dark moments. 
  • ​Webster's dictionary defines faith as 1. The complete trust or confidence in someone or something 2. A strong belief in God or the doctrines of religion, based a spiritual apprehension rather than proof. It goes on to say: a system of religious belief and a stronger held belief or system.
  • ​From the beginning, one of the things that stuck out to me was complete trust or confidence in someone or something, and I started looking into other dictionaries of where faith could be defined differently in regards to having faith in ourselves. Faith can be a foundation of what we feel we can accomplish. 
  • ​Every definition I read had to do with someone or something else. I would have loved to have read, complete faith in self, but I didn't get that. So we are going to talk about faith in self and also faith in something greater.
Faith in Self
  • ​For me faith gives me a framework to be good, to do good and to have a minimum standard for what I realize life should be and how I treat other people. How I should come into my marriage, and show up in my life in general. It allows me to show compassion and to treat people the right way.
  • ​Faith is believing that whatever you are going after will happen. The darkest moments in my life have been when there is a pattern of a lack of faith. Not believing in myself of that there is something greater watching over me. The darkest moments were when I had a lack thereof and no basis or foundation for my marriage, my vows. I had no faith, no framework, nothing out there bigger than me causing me to realize I was outside of those parameters. 
  • ​When you are in the dark moments, sometimes we ooze the lack of faith in ourselves, and that is why we are stuck there. As my business was imploding, owing millions of dollars to our debtors; I realized I had to keep a positive mindset. I had to realize in those moments I wasn't good enough to solve my problems. 
  • ​What happens when you don't have faith? For the most part, we all believe we can accomplish things in our lives, having faith in self. In the dark moments, we believe the problem is greater than us that is why we are stuck there. There is something within us that causes us to lose faith in ourselves. 
  • ​The reason we are stuck in those dark moments and cannot solve our problems, getting to a place of desperation, is because having faith in ourselves has its limitations. If we don't believe there is something greater than us in those dark moments, it's really hard to get out. 
  • ​When dysfunction reigned supreme in my life, I had to have an accountability partner. Belief in something greater than myself allowed me to believe and to think positively that my situation was only temporary. For some, you can get stuck into that place for years, just as I was. I refused to operate life; I thought I was the epitome of solutions. I have to believe there is someone greater than me, watching over me and guidelines I have to live by how I show up as a father, as a human being, as a businessman. That's what drives me, understanding that faith is my accountability partner, to be good and to do good. When you don't believe it, accountability goes out the window, and we start to do more and more dysfunctional things. 
  • ​It drives dysfunction; vices, infidelity, despair, and dysfunction in the home, lack of finances can create an even bigger mess. In those dark moments, I lost faith, stopped believing that there was something greater and setting that framework. It didn't just happen overnight; it takes patterns and habits: good behaviors or bad ones.
The Power of Conviction
  • ​Everything I have in my life is because of the faith I have in myself; I did the work, I woke up every morning. I also realize that there is something greater watching over me as well reminding me to be a good person and show up powerfully. I have been in too many instances, including fighting for my life where I knew there was something greater at work. That belief drives me and gets me up in the morning, and it gives me positive thoughts to motivate me.
  • ​Yes, you have to do the work and a strong conviction of faith in yourself; you reinforce those convictions by doing the right things and being guided by something greater. If it comes down to just us, then we are there, at the top; why strive towards anything greater if we are already there. 
  • ​When you have been overwhelmed, alone in those dark moments, if you look back there was faith in something greater looking over you; reinforced with the fact that you have faith in yourself. That drove the dark moments in my life; they were created by the lack thereof not realizing that I was off the path of that framework of doing good and being good. I always remind myself that something is watching over me, that is much greater than I can not fully comprehend but has intervened several times in my life. You will never convince me otherwise.
  • ​I think everyone has a story of where that happened in your life, and you couldn't explain it. Having faith reignited my marriage, knowing that there was someone greater in me but understanding that it still comes down to me. Faith made the impossible, possible. How was I able to get out of debt? Settle our lawsuits? Get everything squared away with the IRS and my creditors? Logically it didn't make sense based on my income against what I owed. 
  • ​Faith made the impossible, possible. I no longer look for faith when things are only dark. Faith is more significant than those things, whatever they may be; I am not talking about religion here. If you only tap into that source when things are dark you need to change those patterns and consider that there is a more effective way, so your dark moments aren't so dark and debilitating and painful. 

Faith Redefined
  • ​ Faith for me happens every single day, power in myself and something greater is part of my everyday life. Regardless of my current status, that is when I show appreciation. Faith is present in my life, and that's how you need to get up every day; appreciating what we have that is faith. You may not have everything you want, but the ability to get up with a smile that is faith. 
  • ​Faith will take you where you want to go, but faith alone in something greater will not. That is called a wish, a miracle. Your job is to live up to your end of the bargain which is to do the right things for yourself and to live with integrity and stop lying. Those are your responsibilities. You can't ask for something more significant to get you out if you aren't willing to do the work for yourself. 
  • ​People lose faith because they are unwilling to do there part of the bargain. They feel entitled, you have to do the right things and live the right ways. I challenge you to that. Have that as a foundation for yourself, and I promise you that you will go far. Realize that your situation is just temporary; tough moments and not having money is only temporary. It will not change until you live up to your end of the bargain and you know what those responsibilities are, faith is merely realizing and believing that good things will happen to you. It's only a matter of time.
  • ​Having faith in yourself in the dark moments isn't enough. Maybe believing you have favor, there is a lesson to be learned and you are going through this for a reason. 
  • ​I want to redefine what faith is to you; make our definition and add to it if you want. Faith is complete trust and confidence in oneself. It is a strong belief to set a framework for our lives and a guideline that is greater than you. That is the definition. My life is drastically different because of that; I did the work, but along the way I had something greater guiding me and reminding me, shining the light when I couldn't see. Let's operate from that place where ever you are at; Your life will become pure fire because you are doing the right things. 
  • ​I don't ever want to bring religion into this. My daughters go to a Christian school, but I never want to shove religion down their throats, I want them to realize there is something bigger at work.  
  • ​Continue to reengage that is the point of this environment. You can try to operate and fight alone, but when you have an army behind you, it seems possible. 
CUSTOM JAVASCRIPT / HTML
Having faith is more than trusting that there is something greater than your obstacles. To have faith in yourself first, will drive you forward to get where you want to be in life. Realizing that there is something greater guiding you can establish confidence that you are not alone, and will propel you to empower yourself every day. Faith can make the impossible, possible. We all have an instance in our life where we were backed up against the wall, yet against all the odds we overcame. Those are the moments to draw strength and faith from when the darkness creeps in causing dysfunction and overwhelm. Challenge yourself every day to trust that faith in yourself, and you will ignite a power within you to set the framework for your success.
What is Faith?
  • ​I think we are going to change up the name of this program to “Mindset Mastery” because it goes beyond just a Monday thing and is about mastering your thoughts, and our intentions; realizing the mindset needs to be recalibrated daily. 
  • ​You could have a great, productive day and within seconds it can go the other way. Being able to go back to our habits, to our patterns, what it takes to win; is vital. One of the things that have propelled me forward is my ability to have faith.
  • ​I don't want to go into this conversation with the impression that I am imposing any of my beliefs, but I do want to challenge your mind, and if you're in the same place, it can be a great conversation. 
  • ​Faith and realizing what faith can do for you and the framework it can set for your life is vital to get what you want. It's realizing that maybe there is something greater than you during those dark moments. 
  • ​Webster's dictionary defines faith as 1. The complete trust or confidence in someone or something 2. A strong belief in God or the doctrines of religion, based a spiritual apprehension rather than proof. It goes on to say: a system of religious belief and a stronger held belief or system.
  • ​From the beginning, one of the things that stuck out to me was complete trust or confidence in someone or something, and I started looking into other dictionaries of where faith could be defined differently in regards to having faith in ourselves. Faith can be a foundation of what we feel we can accomplish. 
  • ​Every definition I read had to do with someone or something else. I would have loved to have read, complete faith in self, but I didn't get that. So we are going to talk about faith in self and also faith in something greater.
Faith in Self
  • ​For me faith gives me a framework to be good, to do good and to have a minimum standard for what I realize life should be and how I treat other people. How I should come into my marriage, and show up in my life in general. It allows me to show compassion and to treat people the right way.
  • ​Faith is believing that whatever you are going after will happen. The darkest moments in my life have been when there is a pattern of a lack of faith. Not believing in myself of that there is something greater watching over me. The darkest moments were when I had a lack thereof and no basis or foundation for my marriage, my vows. I had no faith, no framework, nothing out there bigger than me causing me to realize I was outside of those parameters. 
  • ​When you are in the dark moments, sometimes we ooze the lack of faith in ourselves, and that is why we are stuck there. As my business was imploding, owing millions of dollars to our debtors; I realized I had to keep a positive mindset. I had to realize in those moments I wasn't good enough to solve my problems. 
  • ​What happens when you don't have faith? For the most part, we all believe we can accomplish things in our lives, having faith in self. In the dark moments, we believe the problem is greater than us that is why we are stuck there. There is something within us that causes us to lose faith in ourselves. 
  • ​The reason we are stuck in those dark moments and cannot solve our problems, getting to a place of desperation, is because having faith in ourselves has its limitations. If we don't believe there is something greater than us in those dark moments, it's really hard to get out. 
  • ​When dysfunction reigned supreme in my life, I had to have an accountability partner. Belief in something greater than myself allowed me to believe and to think positively that my situation was only temporary. For some, you can get stuck into that place for years, just as I was. I refused to operate life; I thought I was the epitome of solutions. I have to believe there is someone greater than me, watching over me and guidelines I have to live by how I show up as a father, as a human being, as a businessman. That's what drives me, understanding that faith is my accountability partner, to be good and to do good. When you don't believe it, accountability goes out the window, and we start to do more and more dysfunctional things. 
  • ​It drives dysfunction; vices, infidelity, despair, and dysfunction in the home, lack of finances can create an even bigger mess. In those dark moments, I lost faith, stopped believing that there was something greater and setting that framework. It didn't just happen overnight; it takes patterns and habits: good behaviors or bad ones.
The Power of Conviction
  • ​Everything I have in my life is because of the faith I have in myself; I did the work, I woke up every morning. I also realize that there is something greater watching over me as well reminding me to be a good person and show up powerfully. I have been in too many instances, including fighting for my life where I knew there was something greater at work. That belief drives me and gets me up in the morning, and it gives me positive thoughts to motivate me.
  • ​Yes, you have to do the work and a strong conviction of faith in yourself; you reinforce those convictions by doing the right things and being guided by something greater. If it comes down to just us, then we are there, at the top; why strive towards anything greater if we are already there. 
  • ​When you have been overwhelmed, alone in those dark moments, if you look back there was faith in something greater looking over you; reinforced with the fact that you have faith in yourself. That drove the dark moments in my life; they were created by the lack thereof not realizing that I was off the path of that framework of doing good and being good. I always remind myself that something is watching over me, that is much greater than I can not fully comprehend but has intervened several times in my life. You will never convince me otherwise.
  • ​I think everyone has a story of where that happened in your life, and you couldn't explain it. Having faith reignited my marriage, knowing that there was someone greater in me but understanding that it still comes down to me. Faith made the impossible, possible. How was I able to get out of debt? Settle our lawsuits? Get everything squared away with the IRS and my creditors? Logically it didn't make sense based on my income against what I owed. 
  • ​Faith made the impossible, possible. I no longer look for faith when things are only dark. Faith is more significant than those things, whatever they may be; I am not talking about religion here. If you only tap into that source when things are dark you need to change those patterns and consider that there is a more effective way, so your dark moments aren't so dark and debilitating and painful. 

Faith Redefined
  • ​ Faith for me happens every single day, power in myself and something greater is part of my everyday life. Regardless of my current status, that is when I show appreciation. Faith is present in my life, and that's how you need to get up every day; appreciating what we have that is faith. You may not have everything you want, but the ability to get up with a smile that is faith. 
  • ​Faith will take you where you want to go, but faith alone in something greater will not. That is called a wish, a miracle. Your job is to live up to your end of the bargain which is to do the right things for yourself and to live with integrity and stop lying. Those are your responsibilities. You can't ask for something more significant to get you out if you aren't willing to do the work for yourself. 
  • ​People lose faith because they are unwilling to do there part of the bargain. They feel entitled, you have to do the right things and live the right ways. I challenge you to that. Have that as a foundation for yourself, and I promise you that you will go far. Realize that your situation is just temporary; tough moments and not having money is only temporary. It will not change until you live up to your end of the bargain and you know what those responsibilities are, faith is merely realizing and believing that good things will happen to you. It's only a matter of time.
  • ​Having faith in yourself in the dark moments isn't enough. Maybe believing you have favor, there is a lesson to be learned and you are going through this for a reason. 
  • ​I want to redefine what faith is to you; make our definition and add to it if you want. Faith is complete trust and confidence in oneself. It is a strong belief to set a framework for our lives and a guideline that is greater than you. That is the definition. My life is drastically different because of that; I did the work, but along the way I had something greater guiding me and reminding me, shining the light when I couldn't see. Let's operate from that place where ever you are at; Your life will become pure fire because you are doing the right things. 
  • ​I don't ever want to bring religion into this. My daughters go to a Christian school, but I never want to shove religion down their throats, I want them to realize there is something bigger at work.  
  • ​Continue to reengage that is the point of this environment. You can try to operate and fight alone, but when you have an army behind you, it seems possible. 
Agony of Defeat
Agony of Defeat
CUSTOM JAVASCRIPT / HTML
Believing you are well prepared can make small defeats take you by surprise; depleting your confidence and causing you to shelter in place. When we retract we don't tap into the power that is behind us resulting in our inability to overcome quickly and begin again. Claim your small victories by moving forward and not comparing yourself to everyone around you. You're in this business to sell homes, build relationships and to make a great living at it; let's get after it.
Straight Out of Kansas City
  • ​Coming Live to you I am in Kansas City, Missouri. Flying in on Friday evening, my body had not felt the full effect of the cold weather. Going out to dinner that night, I decided to walk back to my hotel which was only four blocks away. 
  • ​Just like most of us when we go into this industry, I thought I was well prepared. Two blocks into my walk, I went into a literal panic attack, I have never experienced 11 degrees before; my mind was on the polar vortex that was going across the country. Shivering and thinking that something significant was going to happen to me. 
  • ​When we are in a place of discomfort it is hard to push forward; holding your first open house, and the results aren't what you thought, and you lose confidence. I looked ahead, and I could see my hotel, still 2 ½ blocks away, I could go on, or I could retract and return to the restaurant. 
  • ​I wish I could say I persevered, but I turned back; it was too much, too intense. We tend to do this a lot in business when things aren't what we planned them out to be. Sometimes we retract when it becomes too difficult. I could see other people walking down the street, but I hadn't built the capacity to handle the cold. When we try something different, the first thing we do is compare ourselves to how others are doing it.
  • ​There is always a parallel to how we handle certain things and when we retract we go to a place of comfort. Over the last three days, I have gone outside, probably two or three, to get into my Uber ride. I have been very comfortable in my hotel room watching others do what I thought I could do.
  • ​When we venture off and try something new like texting somebody or cold calling someone, and we don't get the results we want, we sit back and wonder how others are doing it. That's what happens to our confidence when we don't try it again. We end up becoming a spectator; just like I have been spectating how others are managing the bitter cold. 
The Power Behind You
  • ​My experience was too much for me to handle mentally, and physically. You need to understand that the agony of defeat has lasting effects; shutting you down and getting you into an uncomfortable place. You tried the Facebook Live videos but didn't get the likes that you wanted. Your message wasn't on point like you thought it would be. So you stop and get into a comfortable place as a spectator watching others do that. 
  • ​I have seen most of you try that; you are gung ho to do something with your marketing, but when you don't get the results you want, you shut down. I am sitting in the hotel watching others go out into the cold, just doing it. Where are you just sitting back? Is it that painful? How will you continue to move forward?
  • ​I had spoken with agents who had lost a client that was going to be the biggest transaction of their lives and when it didn't happen they went back to their comfort zone. It was too mentally tough to deal with, emotionally draining because that client should have been theirs.
  • ​With every defeat, there is also the thrill of victory if we try again. These opportunities would have never presented themselves if you weren't out there, to begin with. That big deal you lost wasn't the only deal; it was A deal. Your job is to go out and get another one regardless of the outcome of the previous one. That's how the game works, and it is challenging for us.
  • ​You aren't the only one going through it, we all face it regardless of how long you have been in this industry. I have been in this industry for over 15 years, and I still go through it. I am getting overwhelmed, losing the confidence and underestimating my power; hesitating and taking precautions, even shutting down.
  • ​There is a quote, “The obstacle in front of you will never be greater than the power behind you.” The power behind you is your convictions, your relentless pursuit of going after what you want; no obstacle can stop you unless we start to get into our head, panic and begin to question ourselves. Every time we feel defeated it's because we forget how great we are. 
Big Success, Big Challenges
  • ​The game of real estate is tough, and it's becoming more challenging for a lot of you. Those at the top of their game last year begin to lose their confidence because they only had two transactions in the previous quarter after killing it all year. They begin to question themselves.
  • ​In this business, you need to realize that there will always be ups and downs. When you think it is still going to be down, that's when we are doing a more significant injustice to our business. That client that you lost wasn't yours; because the reality is they aren't yours. You can convince yourself or others that because you had a conversation with that client, answered some phone calls and got them pre-qualified; you now deserve a $9000 check? The point of defeat is to understand what you can do better; I witnessed defeat first hand just trying to walk through the cold. Watching my daughter and her team of girls who are playing volleyball, feel defeated because they are questioning their skill set, their confidence. Everything is good when everything is good. My daughter's team went 3-0 on Saturday; when you continue to win and grow there will be an opposite reaction, and the obstacles are going to get bigger. 
  • ​Sunday was radically different because now they were entering new levels. My daughter and her team went 0-3. We are the same as agents; on fire one week and the next completely lost. To go from 3-0 to 0-3 does something to you. I saw more mistakes being made, panic setting in. A lot of the girls lost themselves and began to question themselves; are we as good as the other team? Yes, some teams are far superior but when you fall into the trap of believing that we are inferior, more mistakes occur, and the challenges become greater and more prominent.
  • ​We stop doing the things we are supposed to do; the thousands of reps behind us are now lost. So, welcome to the world of real estate whether you have been here a week or 15 years; this game is brutal sometimes. We don't have average problems because we continue to push for bigger things. So don't get discouraged when the big things occur, understanding that big challenges come with that.
  • ​We all have big ambitions and know what we need to do; it is a matter of getting out of our comfort zone. Proclaim to yourself; if you have stopped your marketing, start again. If you have stopped making the phone calls or texting, make that proclamation to yourself to start again.
What is YOUR Mt. Everest?
  • ​ I’m going to do something very simple here today; I have on a light sweater, I am not going to put on my heavy jacket. This will be a small victory to understand my mind is greater than any challenge that comes before me; I'm not climbing Mt. Everest, but for now, it feels like it. I am going to walk across the field next to my hotel, and I am going to change what I thought I couldn't do.
  • ​The thing that stopped me in my tracks a few days ago that made me retract, causing me to panic and seek shelter in my room over the last three days. I will face that today. These are the same things you are going to face today; it's time to get yourself out there; Out there unapologetically. It's time for you to go on Facebook, Instagram and reach out to your clients. It's time to proclaim you are the authority because that defeat you just faced was only a stepping stone to the next level. It's not your demise.
  • ​Crossing that field is a small victory for me because someone else can do it in a t-shirt, but that's if I compare myself to someone else; I simply need to do. You need to do, and someone else will be better at Facebook posts, someone will have greater skill sets on the phone, sending texts, more effective on Open Houses; but that's if you compare. Or you can just simply do and get better every time you do; that's what I am going for today. I refuse to be that tourist on the local news about how something went wrong.
  • ​I hope you continue to build your confidence instead of it eroding. I'm not more confident hiding in my comfortable hotel room; it's the little victories. If we compare ourselves, it appears minuscule. Remind yourself that you are not average; you are the exception of. Your challenges will not be ordinary or simple; you need to go after the small win. 
  • ​You're in this business to sell homes, build relationships and to make a great living at it; let's get after it.  
CUSTOM JAVASCRIPT / HTML
Believing you are well prepared can make small defeats take you by surprise; depleting your confidence and causing you to shelter in place. When we retract we don't tap into the power that is behind us resulting in our inability to overcome quickly and begin again. Claim your small victories by moving forward and not comparing yourself to everyone around you. You're in this business to sell homes, build relationships and to make a great living at it; let's get after it.
Straight Out of Kansas City
  • ​Coming Live to you I am in Kansas City, Missouri. Flying in on Friday evening, my body had not felt the full effect of the cold weather. Going out to dinner that night, I decided to walk back to my hotel which was only four blocks away. 
  • ​Just like most of us when we go into this industry, I thought I was well prepared. Two blocks into my walk, I went into a literal panic attack, I have never experienced 11 degrees before; my mind was on the polar vortex that was going across the country. Shivering and thinking that something significant was going to happen to me. 
  • ​When we are in a place of discomfort it is hard to push forward; holding your first open house, and the results aren't what you thought, and you lose confidence. I looked ahead, and I could see my hotel, still 2 ½ blocks away, I could go on, or I could retract and return to the restaurant. 
  • ​I wish I could say I persevered, but I turned back; it was too much, too intense. We tend to do this a lot in business when things aren't what we planned them out to be. Sometimes we retract when it becomes too difficult. I could see other people walking down the street, but I hadn't built the capacity to handle the cold. When we try something different, the first thing we do is compare ourselves to how others are doing it.
  • ​There is always a parallel to how we handle certain things and when we retract we go to a place of comfort. Over the last three days, I have gone outside, probably two or three, to get into my Uber ride. I have been very comfortable in my hotel room watching others do what I thought I could do.
  • ​When we venture off and try something new like texting somebody or cold calling someone, and we don't get the results we want, we sit back and wonder how others are doing it. That's what happens to our confidence when we don't try it again. We end up becoming a spectator; just like I have been spectating how others are managing the bitter cold. 
The Power Behind You
  • ​My experience was too much for me to handle mentally, and physically. You need to understand that the agony of defeat has lasting effects; shutting you down and getting you into an uncomfortable place. You tried the Facebook Live videos but didn't get the likes that you wanted. Your message wasn't on point like you thought it would be. So you stop and get into a comfortable place as a spectator watching others do that. 
  • ​I have seen most of you try that; you are gung ho to do something with your marketing, but when you don't get the results you want, you shut down. I am sitting in the hotel watching others go out into the cold, just doing it. Where are you just sitting back? Is it that painful? How will you continue to move forward?
  • ​I had spoken with agents who had lost a client that was going to be the biggest transaction of their lives and when it didn't happen they went back to their comfort zone. It was too mentally tough to deal with, emotionally draining because that client should have been theirs.
  • ​With every defeat, there is also the thrill of victory if we try again. These opportunities would have never presented themselves if you weren't out there, to begin with. That big deal you lost wasn't the only deal; it was A deal. Your job is to go out and get another one regardless of the outcome of the previous one. That's how the game works, and it is challenging for us.
  • ​You aren't the only one going through it, we all face it regardless of how long you have been in this industry. I have been in this industry for over 15 years, and I still go through it. I am getting overwhelmed, losing the confidence and underestimating my power; hesitating and taking precautions, even shutting down.
  • ​There is a quote, “The obstacle in front of you will never be greater than the power behind you.” The power behind you is your convictions, your relentless pursuit of going after what you want; no obstacle can stop you unless we start to get into our head, panic and begin to question ourselves. Every time we feel defeated it's because we forget how great we are. 
Big Success, Big Challenges
  • ​The game of real estate is tough, and it's becoming more challenging for a lot of you. Those at the top of their game last year begin to lose their confidence because they only had two transactions in the previous quarter after killing it all year. They begin to question themselves.
  • ​In this business, you need to realize that there will always be ups and downs. When you think it is still going to be down, that's when we are doing a more significant injustice to our business. That client that you lost wasn't yours; because the reality is they aren't yours. You can convince yourself or others that because you had a conversation with that client, answered some phone calls and got them pre-qualified; you now deserve a $9000 check? The point of defeat is to understand what you can do better; I witnessed defeat first hand just trying to walk through the cold. Watching my daughter and her team of girls who are playing volleyball, feel defeated because they are questioning their skill set, their confidence. Everything is good when everything is good. My daughter's team went 3-0 on Saturday; when you continue to win and grow there will be an opposite reaction, and the obstacles are going to get bigger. 
  • ​Sunday was radically different because now they were entering new levels. My daughter and her team went 0-3. We are the same as agents; on fire one week and the next completely lost. To go from 3-0 to 0-3 does something to you. I saw more mistakes being made, panic setting in. A lot of the girls lost themselves and began to question themselves; are we as good as the other team? Yes, some teams are far superior but when you fall into the trap of believing that we are inferior, more mistakes occur, and the challenges become greater and more prominent.
  • ​We stop doing the things we are supposed to do; the thousands of reps behind us are now lost. So, welcome to the world of real estate whether you have been here a week or 15 years; this game is brutal sometimes. We don't have average problems because we continue to push for bigger things. So don't get discouraged when the big things occur, understanding that big challenges come with that.
  • ​We all have big ambitions and know what we need to do; it is a matter of getting out of our comfort zone. Proclaim to yourself; if you have stopped your marketing, start again. If you have stopped making the phone calls or texting, make that proclamation to yourself to start again.
What is YOUR Mt. Everest?
  • ​ I’m going to do something very simple here today; I have on a light sweater, I am not going to put on my heavy jacket. This will be a small victory to understand my mind is greater than any challenge that comes before me; I'm not climbing Mt. Everest, but for now, it feels like it. I am going to walk across the field next to my hotel, and I am going to change what I thought I couldn't do.
  • ​The thing that stopped me in my tracks a few days ago that made me retract, causing me to panic and seek shelter in my room over the last three days. I will face that today. These are the same things you are going to face today; it's time to get yourself out there; Out there unapologetically. It's time for you to go on Facebook, Instagram and reach out to your clients. It's time to proclaim you are the authority because that defeat you just faced was only a stepping stone to the next level. It's not your demise.
  • ​Crossing that field is a small victory for me because someone else can do it in a t-shirt, but that's if I compare myself to someone else; I simply need to do. You need to do, and someone else will be better at Facebook posts, someone will have greater skill sets on the phone, sending texts, more effective on Open Houses; but that's if you compare. Or you can just simply do and get better every time you do; that's what I am going for today. I refuse to be that tourist on the local news about how something went wrong.
  • ​I hope you continue to build your confidence instead of it eroding. I'm not more confident hiding in my comfortable hotel room; it's the little victories. If we compare ourselves, it appears minuscule. Remind yourself that you are not average; you are the exception of. Your challenges will not be ordinary or simple; you need to go after the small win. 
  • ​You're in this business to sell homes, build relationships and to make a great living at it; let's get after it.  
Large Call to Ac
A.Z. & Associates Real Estate Group - 2019