Episode 77 - The Power of Purposeful Actions

Do you ever feel overwhelmed by the never-ending list of commitments and tasks in your daily life? Discover how tracking your commitments and taking massive action can lead to business success in this episode, where I share my experience working with Steve Moore on the More Tracking Guide. Learn how to stay accountable and motivated in your business endeavors, starting with small steps and purposeful actions.

Let's talk about the importance of finding your "why" and how it can drive you to take action towards your goals. I share my insights on head, heart, and hunger, and how understanding these concepts can help you stay on track with your life's purpose. From setting small rewards for yourself to the old Chinese proverb "Eat that Frog," we'll discuss strategies to overcome reluctancy and laziness in our daily lives.

Lastly, we delve into the significance of commitment and integrity in business. I discuss the power of taking action in 90-day cycles and how it can vastly impact your success. So, tune in to this episode packed with valuable insights, tips, and techniques to conquer your goals and make the most out of the time you have. Don't miss out on unlocking your full potential!

If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"

Transcript

Speaker 1: 0:02

You're listening to the number one live Colin podcast for real estate agents and professionals all around the world. World-class gas breaking news and you with your host, johnny, awesome and Jimmy fantastic. You are on free for all Friday.

Speaker 2: 0:30

It is, i, johnny, awesome. If anybody is anywhere near or a round Jimmy, fantastic. Or if you happen to know what his room number is, if you could knock on his door and remind him that the show started at seven, that would be fantastic in itself. Jimmy, of course, is out right now. He is currently he was one of the speakers at the event that just happened through XP very excited that we were able to push him that way. Thank you for everybody that voted for him. I know it was a big honor for him to be able to do that and jump on stage and speak and talk and, man, he really shared his excitement with us when he was able to get through. I know that he probably was having a lot of fun last night and again out in Florida, probably doesn't know what time it is. If you happen to be out at that event right now and you are somewhere near his room, maybe just knock on the door. Ignore the sign that says do not disturb, good morning.

Speaker 2: 1:43

Anyway, we are going to have a great conversation today. I was prepared just in case and if Jimmy jumps on then we will jump into the topic that he talked about. The line is open and I would love the opportunity to test this again today, since I am at the home studio. It should work a little bit better. And also, if you could let me know because we have the line configured in if there is any type of echo or weird noise coming through. That would be super, super great If you guys give me a thumbs up or shoot me a comment on the Facebook page and let me know. That would be well, as Jimmy would say super fantastic.

Speaker 2: 2:20

So, good morning, it is Friday. You are on free for all Friday. 3-1-3-6-4-4. All is the number. I am really bad at phone math, so Jimmy usually handles that part. But you know, this week I have had a lot of opportunity to talk with a lot of agents, some of them old not old, i shouldn't say old some of them seasoned, that have never taken the time to do some of the fundamentals And I know that you guys hear this a lot going back and starting back at the fundamentals. But it is super, super important to sit down and take the time to figure out what is it that your day is going to look like? How are you going to live that day? And I'll tell you one of the things that I revisited this week that was a real surprise to me was, even when you say that you are going to live this day, it is really, really important that you keep the actual track of this, and I have seen people do this in many different ways throughout the. Yeah, i don't know, dave, you got to get down to Florida and you got to. Someone has got to knock on his door. If that would be great if I could just get a bunch of people knocking on his door down there right now, i would love that.

Speaker 2: 3:43

But the thing that's really interesting about setting times is, if we're not tracking what it is that we actually said that we were going to do, it becomes really easy for us to lose grasp on what is actually happening, and I've been coaching and talking about this stuff forever. Long time ago I worked with I had the pleasure to work with Steve Moore of the more real estate team, and you know he actually always wanted to publish a book and we ended up publishing something called the more tracking guide, which was a daily tracking guide to show you exactly what you need to do every single day walking into this business. And yes, sandy, if you could and it's great to hear from you. Yeah, give him a call, man. I got Jimmy's mom on the case. But it was really interesting because, you know, if we set out a schedule for ourselves but we don't actually track that, it's very easy for us to over assume what we've done And sometimes we psych ourselves out. And for those of you again that are in real estate or any business, usually in sales, you know, rule number one of the 10 commandments is thou shalt not fake thyself out, and I had a mind boggling experience at this myself. You know I also make calls during the day. Sometimes I reach out to agents I might have reached out to some of you And you know I had thought that I had time block this time and that I was on it and I was listening, or I was on it and I was.

Speaker 2: 5:23

I was focused on my time block that I said I was going to do. I actually called it a commitment block And when we went to go pull the call record for what I had assumed would is hours, you know, and again, as real estate agents we have the incredible ability to, if we were down here, say that we were way up here. I was really surprised to find out that it was like 32 minutes. I was absolutely flabbergasted and I don't get taken by surprise very often but I realized, between all the interruptions that were happening, i had this time block set. But I have a lot of people that ask a lot of questions or agents that call through and I have a lot of those interruptions.

Speaker 2: 6:07

And it's interesting to know, as somebody that always coaches, take the time block and treat that time block very, you know, serious. You know, for me I have what I would have considered important but not urgent. People were coming up and they would have different things. So you're pausing the time, you know, you're pausing your dialer, you're talking to them, solving an issue, getting back on, and when you thought that you're doing it for three hours, it turns out that you were doing it for 30 minutes. It was, it was a real eye-opening experience.

Speaker 2: 6:39

So you know, when we're setting goals and that's one thing when we say we're going to do a time block, we want to actually track. You want to actually take it one step further. So, like I said, jimmy and I we've been talking about this for a really long time making sure that you're keeping track of your numbers, making sure that you're you're. You actually have a plan and a goal for what you're going to be doing. But you definitely want to take it the step further. And did you actually accomplish the thing that you said that you were going to do? If you said that you were going to prospect and lead generate for the two-hour time block and something came up, did you move that time block or did you just not do it at all? And a lot of times we find ourselves we just don't do it at all, right, something gets in the way. We don't ever bother shifting that time block and then we just end up not doing the thing that we need to do.

Speaker 2: 7:37

And in this business, one of the most important things all the time is what's going into the foundation, that pyramid of your business, what's going into the bottom of that and how are you continuing to refill that? Because if you don't, your business isn't going to survive very long and it's really not going to be a very fruitful business. It's like planting a tree Those roots have to grow in the bottom before the fruit comes out. Right? And yeah, carlos, carlos says creative avoidance. Creative avoidance, man, that's. That's something. I'll tell you what you know when you feel like I love what Grant Cardone says. He in his book The 10x Rule, grant Cardone says and shout out to Sandy, because she did this yesterday And I hope you don't mind me, well, i'll do it this way. There was a different agent, completely different agent wasn't Sandy at all, and she was looking for her broker so she could ask a question, so she could finally just make this phone call right?

Speaker 2: 8:39

Grant Cardone in his book The 10x Rule says fear not only tells you what you're supposed to be doing, but it tells you when you're supposed to be doing it. So if you're walking around trying to figure out the exact right thing to say or am I going to screw this up, or I just want to make sure that this is right, or I got to finish this brochure before I actually make the call, that is absolutely avoidance, right. Pull the Band-Aid off and actually just go out and do it. Do it, then do it there, And it's interesting because the longer we go, the bigger the monster gets. Do you guys know what I'm talking about? Like absolutely, you just do it Now.

Speaker 2: 9:28

I have been telling you guys for a long time that I have been on a search, a quest for whether there is a certain personality type That just can't just do it. And for the majority of us, especially if you fall into, you know, the 86% of agents that have ADHD We've heard that all of our lives Why can't you just do it Right? Why couldn't you just turn your homework in? or you know, get that done, or you know what you're supposed to do and You get ready, but you just don't do it right. And I am I'm very interested to know where my life search for that answer is gonna be. But I was talking to, i was talking to a coach the other day and I said you know, i think that I think that the answer is still going to be just do it. As much as that sucks and as much as We don't want to always hear that, i think that that's going to still be the answer.

Speaker 2: 10:25

The question is how do you just do it? And so some of you that were on the, some of you that were listening to the afterburner from a couple weeks ago I was talking about you know, how do you get yourself to do the things that you need to do in order to just do it right and That right? there is a question that I've been asking myself for the longest time and, realistically, i does go back to Almost just making just that, what Grant Cardone says, just pushing on the gas and just going forward, because, at the end of the day, we have to ask ourselves Why is it that this is something that we're just not doing? and and what do I mean by do the things that Will help me do the things that I need to do? so, for those of you and I'll go ahead and take this time right now Well, jimmy is either waking up or Somebody's trying to find him on the top of the hotel, somewhere sleeping on a mattress with a tiger next to him. I'll go ahead and make this announcement right at the top of the show. For those of you that joined us Last week, i was talking about this happening. I'm gonna go ahead and throw that out there now, and this is an example of what I was talking about.

Speaker 2: 11:44

So one of the things that Johnny has realized is that, in order to truly be awesome, we also need to be healthy, because we can't live a truly awesome life if you're also living unhealthy and For me and my size is not a healthy lifestyle It's never going to allow me to be truly awesome on a daily basis, because there's limitations to being As large as I am right. So I had made this. I had. I had given a sneak preview last week to those of you that Were on the the afterburner, and this is this is what I'm talking about, so I have delayed doing this. The one thing that I know that I can do that will force me into doing the thing that I need to do is Social accountability. The last time that I lost massive amount of weight was four years ago or so, and I lost 118 pounds, and I did that. Mostly, it was took me about a year, just over a year, because the gym that I was at made us socially accountable. They made us log every single day, five days out of the week. We had to go on and tag them and Talk about the workout that day or whatever right. It was that social accountability that kept me actually going, because after a while, people were constantly checking in, they were asking How things were going, they were so on and so forth.

Speaker 2: 13:14

I have known for the longest time that if I were to come out and publicly make that announcement That I was going to go after this goal again, that I would. I would more than likely hit it. And then, when we had Justin Ford on the show, when he was on the podcast, he had talked about taking it to another level, so that you can almost ensure and sure your success. And what he did is he took something that was very Something that he would never do in a million years, and for him that would be donating to Planned Parenthood, and he made an announcement that if he doesn't post a certain amount of time and and I can't remember What his story on that is that he was going to make that a large donation to them. And not only did he make that a public thing, but he also has that fear factor, accountability as well.

Speaker 2: 14:12

So, for the longest time, and Going back to doing the things, i know That that action and making that announcement and starting that line of that course would absolutely Help me go where I need to go. The question is, why don't you just do it right? and So last week I finally did make the announcement. I should have done this a year ago and And, like I said, this is one of the things that I realized I have to do in order to do the thing that I need to do. So, that being said, ripping the Band-Aid off, that is what I'm doing. The exact same thing five days out of the week, and you guys can hold me accountable. Join me on my personal Facebook page or at the Johnny awesome on social media, and I'm definitely gonna throw start throwing some coaching stuff in there, but you're gonna start seeing a lot of me either in the gym, exercising or whatever, five days out of the week. If I do not hit that right, i'm going to donate a thousand dollars to a particular organization. you can go back and watch the the The the show last week to hear about all of that, but as it is an organization I absolutely would never donate to And there's a lot of reasoning behind that, and those of you that know me personally, you'll know why that is. So that's ripping the Band-Aid off. That's taking action.

Speaker 2: 15:37

For those of you that have ever been to Tony Robbins, or those of you that saw Tony Robbins live when he was here at UWM live, he talks about that right, you got to take massive action. What is it that you're going to do to make yourself do the things that you need to do? and sometimes we sit and we get stuck in the I Don't know why I can't just do things and we need to take a step back and say what would make us do that thing then right, and Sometimes it's outside coaching, sometimes It's just listening to different people and picking up an idea that the thing from Justin Ford is a life-changer for me because It's another bullet in the gun to make sure that I'm on the treadmill right Or or whatever. So you really you know it goes back to taking the time to just sit down and focus on the business. Jimmy and I were talking last week and We're talking about how most people are working in their business, but they're not taking any time to work on their business. They don't really know where they're going. They're living the business by default, they're flying by the seat of their pants, they don't have a start, they don't have an end time, they don't even have really a business structure and For some people, high D's there's a certain percentage of them, about 1%. That's fine. You have that drive, you can do that. You can work 140 hours a week. For the rest of us, we look up to those people and we can't do that and sometimes we compare ourselves to those people, which is the worst beat, and then we feel like we're not living up to is it our potential? No, we feel like we're not living up to that person in The book.

Speaker 2: 17:19

Start with why Simon cynic makes a very great statement. He says instead of trying to be somebody else and be like them, just be the best you you can be. But you can't be the best you you can be if you don't sit down and actually figure out Who is the best you you can be. And so sometimes, like I said, just sitting down and taking the time to ask yourself some really great questions in In my NLP certification I'm almost done wrapping that up for the year One of the things that they teach is not to ask the why questions anymore, but start to ask the how question. Changing how you even ask yourself questions will change the results and what you're currently getting, not only in your business But in your life, and that's really important. Let me answer this telling yourself It's okay to get uncomfortable, to become comfortable as hard, but it's harder on your business when you don't do it Absolutely. I. I'm having a shirt made right now that says have awkward conversations.

Speaker 2: 18:25

Randy loves that love that idea. Um, i, and I think that's exactly one of the things that we need to do. It's it's interesting because we live in a we live in a society now where, like, we don't want to have those conversations and We don't want to be uncomfortable Even when we need to, even when it comes to like, how many times have you guys come across the listing? and it was Insanely overpriced. And we know exactly why that happened. Right, because an agent went in there, the seller ran over them, the seller didn't, you know, most of the time I'm not saying all the time but the seller didn't actually respect the professional opinion of the, the realtor, and Because of that, they ended up at some asinine high price, which is great for those of you that are good, you know, expired warriors But it doesn't make the agent look good, doesn't make us look good, because nobody had that conversation.

Speaker 2: 19:18

Sometimes we really need to just be real with our people. Same thing with buyers. The amount of stories that I'm hearing from agents right now that are like my buyer, you know, in this market They have to have, like the grass has to be a certain shade of blue or else they're not gonna buy the house. Okay. So we need to have a realistic conversation with the buyer, and you know what? we probably need to have a realistic Conversation with ourselves and we need to ask ourselves Do we actually have a client here that we should be spending time with, or Should we? would we be better spending our time doing other things? and it requires having, you know, those uncomfortable Conversations, those uncomfortable moments. But it's just like building muscle and now that, now that, now that I've got a gym membership And everything ready, i feel like I'm quietly start talking about some of the healthy stuff. Right, you know, you can't. You can't build a muscle without first tearing it down. There's gonna be pain and uncomfortable, right, you're gonna. It's gonna feel, you're gonna feel it. Right, it's gonna be uncomfortable, but that's what's gonna build that up and that's what we have to do for our businesses. We have to be Uncomfortable enough in order to help our business grow. Now, that doesn't mean It can, but for some of us that doesn't mean Like you're pushing yourself all the way to like to your snapping point where you're just gonna give up and not do this anymore. I think that that's a mistake that some agents make.

Speaker 2: 20:45

I remember back when Keller Williams used to do the KPI. If any guys have been to that, i think it was the KPI, the personality thing that KW did They. They made you take this, this personality test, and then they had they had like a team analyze it and Then after a three-day period of time, you would sit down with somebody that was an expert and they would actually ask you questions So that they could see how well the test lined up with it. So if you ever did it the right way, that was the way it was supposed to be done. And I remember sitting down after they did mine and I remember them giving me an example of a rubber band and they said now mine was a little bit different, but they said most people.

Speaker 2: 21:30

I like to show them their report, i like to talk to them about it and I like to just I have a rubber band as an example and What I do is I stretch that rubber band out to show people that you can only stretch yourself so far. Yes, you can stretch it pretty far, far enough to where you become uncomfortable. But if you stretch it a little bit further, that thing will snap right, and I think this is one of the reasons why we see a lot of people give up in this business, and You know, jimmy and I talked about this and again, you know our views and beliefs and blah, blah, blah, blah blah Don't necessarily the fact with everybody. I think you do have to get uncomfortable. I agree with teams that even if you think you're not going to ever be an ISA dialer, you're not going to do it that way. I think it's good for you to still get on the phones to push past the fear and Know that you can do that. However, i think that we lose a lot of people and that there's teams that have lost a lot of really good people because they believed in the ISA only model and They tried shoving that circle into a square peg and kept hammering it on top of the head Until that person just left or gave up. I I actually know somebody personally that came from a team that was you know you're, you're basically always on the phone. Only If you're not an appointment you're on the phone.

Speaker 2: 22:51

And this gentleman. He had a contract job, he worked for the government, he moved to Michigan, he was getting out of whatever that job was and he had the The ability to go to these meetings and Lansing because he could mix and mingle with these people. He left one team, came over to, came over to our team, a team that I was working with at the time, and the first deal that he did was for like 1.3 million dollars Because he realized that his marketing, his niche, was to show up to these meetings with these officials And he was really good at it and he could mix and mingle with them. And then he just slowly became the, the, the agent for All the officials and I don't know the government people that come here to Michigan. And then it started to span out and now he has a huge business Because he went and did that.

Speaker 2: 23:45

Now again, i think it was good that he started on the phones and I think that you need to get a little uncomfortable. But as leaders, if you have a team, i think knowing where that rubber band is at and if you have good talent, figuring out how to use that talent to their best ability is is really Don't let them snap their rubber band, i guess is what I'm saying. Uh, and I know it's a lot of. It seems like there's a lot of back and forth because there really is a fine line. There's a fine line between Are you willing to get uncomfortable enough because success is just on the other side of that uncomfortability, or is that uncomfortability so uncomfortable that you're gonna end up giving up and leaving? And then people will have the argument and you guys tell me if they, if they leave because somebody was forcing them to do one aspect, somebody out there is going to say, well then this isn't a business for them. And maybe that's true, maybe that's not.

Speaker 2: 24:42

I've always said that you know, when you look at those tests That are looking for the average person, you know if you, especially if you're looking at the kpi or anything like that Um or kpa, uh, you know that average is in the middle because you have people that are outliers. Yes, you have a lot of people that aren't good, but you're also missing out on the people that are extraordinary, and if you don't ever give the extraordinary an opportunity to be extraordinary, you could be missing out on one of the biggest, you know, one of the biggest influences on your team and or you, you know you're doing like I said You're doing them a disservice because they go and do something else And they could have been absolutely great in this business. So that's just that's, that's my two cents on that, not to go off on a on a real big tangent, but, um, i think that it's it's super important. And, going back to us, you know it's super important that we take the time, like I said to um. Thanks, thanks, sandy. I appreciate that. I'm telling you he. He's out.

Speaker 2: 25:47

Um, also, now that there's a lot more of you guys watching, the numbers should be up and running. So if anybody wanted to give that a chance, i'd love to know if we can make this work from the home office instead of what we've been trying to do. Uh, and that the three, one, three, six, four, four, four, all that would be super great. But, um, but yeah, so where, where is it that your rubber band can expand to, and are you willing to expand it out to that point in time? The other thing that you got to remember, too, is, if you do expand that rubber band out, what will happen is eventually, when it shrinks back up, that rubber band is actually grown now, It's actually stretched out, right, and that's a lot of like what we do as well.

Speaker 2: 26:30

So what is it that's hard? What is it that's happening right now in your business? That's something that you need to sit down and say, all right, this is something that I should be doing or this is a task and or skill that I need, that if I were able to accomplish this or master this, it would set me up for massive success this year. Sitting down and having that conversation, and if anybody wants to throw it in chat right now, we can actually talk about it. That's what free for all Friday is all about. But being able to sit down and actually have that conversation with yourself and really try to figure out what is it that I can do to get myself to do these things is going to be, absolutely is going to be super important And, like I said, most of us, what is it? It's called reluctancy. Right, yeah, re-evaluate, yeah. So, tom, this is a really interesting point. This is something that. This is something that's really interesting as well, because Tom says, for those of you on the podcast, re-evaluate your why.

Speaker 2: 27:40

I was talking to somebody the other week and actually we were following up on a conversation. Personally, kurt and I were after his podcast and it's really interesting because some people and I asked this to a large group of people. I said have you ever run into a person that is wireless. They're purposeless. Because when I'm coaching people, sometimes I run into the person and maybe this is some of you guys where they really don't know that they really don't have a dream, they don't really have a why.

Speaker 2: 28:12

And it's always been interesting because we've always been taught, you know, you have to have a why, big why. Start with why. You know I mean, that's the name of a book You have to have something that's going to drive you towards your goal. But then there's some people that seem to do really well and they're just like I don't know And they're just trying to get by. What ends up happening? I tell you that's going to be the name of this episode. I don't know if, maybe, maybe you could call Randy and then ask Randy to knock on his door. We're trying to get somebody to knock on. We're trying to get somebody to knock on Jimmy's door right now to wake him up.

Speaker 2: 28:52

But you know, some people they actually start to discover their why as they're in the process, and I think this goes back to the taking massive action. If you, if you think that you might, you know there's something that you enjoy doing this way or that way, you can start to kind of sniff out that why. But some of us don't have that giant purpose. You I, you know, I want my, you know I want my. Statue of myself next to Rocky Balboa's is running up the stairs because I've impacted a million people in the world. Right, like some people don't have that, and we're. We look at all the people that say you have to have these massive whys and then we feel like there's something wrong with us because we don't have that. And you know, what's really interesting is that's actually talked about in the one thing, which is a fantastic book. For those of you that hadn't read it, i highly recommend getting the one thing.

Speaker 2: 29:45

But sometimes, as you're in the journey, you will start to uncover a why. As you start to go, the other thing that's happened is um, sorry, guys, that's why I can't read the comments while I'm doing this. The other thing that will happen is sometimes you have a why or you think you have a why and as you start your journey towards that, you start to realize that you have a bigger why or the thing that you were running after really wasn't what you were going towards in the first place. Going back to the whole just do it conversation. The point is, either way, you need to start walking down that path And, as you walk down that path, look around and see and be open and you will start to accumulate different reasons for why you want to do stuff, and you can back it down to really, really simple things. Why today, right. Why am I? what am I going to do today to hit these little tiny goals? And this gets down to, like, these reward based systems, which are fantastic systems, right, if you love popcorn, i'm a big, huge popcorn lover. Right, Movie night I'm going to do popcorn and movie night only if I, you know, if talk to 20 people today, for instance, right? Or I'm going to, you know, i'm going to reward myself in this little way If I'm able to accomplish this goal.

Speaker 2: 31:08

Somebody who said social media on here. So, shannon, you said social media, right? So you know you're supposed to do social media and videos. What's something that you love doing and you can set a goal for yourself, and then when you do that, you're going to reward yourself by going and doing that thing. Right, and as you're doing that something, sometimes what happens? there's a fantastic way of it. Around here.

Speaker 2: 31:34

There's a fantastic book that talks about this and how habits turn into actions, and it's all. It's based off of head, heart, hunger. If any of you guys ever heard that or ever listened to that, that CD. There's a circle that happens right As you start to do actions. Those actions create habits, those habits create hunger to continue to do those actions, and it starts to go in this crazy circle path. What needs to happen, though, is you just absolutely need to start right. Start walking down that path.

Speaker 2: 32:04

If you need to make social media videos, figure out a way to make yourself do what you know that you need to do, right. So if that's something that you're really wanting to do, look here's here that I love doing contingency Plans. By the way, i've been saying fantastic all day. Eric It's. I'm really hoping that, if I say it enough, he pops in like Beetlejuice which, by the way, i'm super excited. They're making a Beetlejuice too, completely going down a rabbit hole there, but that, for those of you who don't know, i'm very excited about that. If I say, if I say, fantastic one more time, okay, but yeah. So contingency plans are a fantastic way to also help us keep on goal, and contingency plans work really, really good when you have a coach or somebody there to hold you accountable.

Speaker 2: 32:54

For instance, there was a certain amount of time that I was supposed to be on phones and dialing that I had committed to in my commitment blocks, right. There was things that happened that I did need to take care of an address, there was a meeting and a team that took a little bit longer than I thought we were going to take. I wasn't able to jump on the calls that I needed to because I was on calls with them. So I'm not just letting that block go. I have a contingency day. So on Saturday I'm going to be jumping back on the phones again for a three hour period of time out in Lake Orian, if anybody wants to join me before we start filming some stuff for the Lake Orian team, because I need to move that time. I have that contingency.

Speaker 2: 33:34

So for social media, right, if that's something that you're supposed to be doing and you have a partner that's willing to do this, then you can say okay, listen, i'm going to. Here's a contingency plan for you. If, by three o'clock I have not filmed some social media or film content, then somebody in the office is just going to come up and start filming you at whatever thing. Whatever you're doing at that point in time, there's going to be a camera in your face. You'll get some great beef footage. You might even get something great out of it, but it'll probably make you remember I need to do this or else this contingency is going to happen, and I really want I really want to get that to happen. Right, tom said agreed some satisfied with 10 trends, actually 20 and 30. They don't want what comes with more. You know that's. That's true too. Some.

Speaker 2: 34:21

Sometimes we get caught up in other people's dreams too. There was a lady that I coached out in Florida and I don't know if I've told you guys this or not, but I remember when I was coaching her it was really, really interesting because she was convinced she had to do the 100,000. And we all hear that everybody, everybody says that the office that I came from said if you're not going to do a hundred thousand and that's not your goal, this isn't even the right office for you. Like they used to blatantly tell people that. Well, this lady, she was practically retired, she moved to Florida and she felt like a complete failure in her business because she wasn't at this hundred thousand level. But when we backed it out and started talking about what's really important to you, like, what is it that you want life to look like? Guys, it's not always about that number. Sometimes it's about sitting down and saying, like, if you, you are able to design your life here, if you're able to design it, don't live by default, don't live by somebody else's goals. What do you want that to look like? Right, and it's different for everybody.

Speaker 2: 35:25

There's a, there's a great book that I'm reading right now and I have the journal to go with it. It's called I will teach you to be rich. I highly recommend it to anybody. One of the first points that he hits in there is that the rich life looks different to everybody. Some people, the rich life looks like, you know, maserati's and Jet Ski's. Other people, the rich life looks like an RV, that that isn't attached to the ground and that you can go anywhere that you want.

Speaker 2: 35:50

To this lady in particular, her life looked like she wanted to be able to spend time with her grandkids. She basically wanted to be half retired. She wanted to spend time with her grandkids. She wanted to be able to buy a year long pass or I don't know remember what it was back then to Disney world and and just that's what she wanted to do. She didn't want to have to work 60 hours a week, like she was in tears because she felt she wasn't going to ever hit this, this $100,000 mark, because she, she didn't have the time. She was older, she was slower, she knew all this stuff and she's in tears because she isn't going to make it.

Speaker 2: 36:28

But when we asked what she wanted, we found out that when we added everything up this is the crazy part She was making about $40,000 a year. Okay, when we started to look at what she needed to do to accomplish the lifestyle that she wanted, she only needed to bring in an extra $20,000 a year. She was so close. But because she was setting her goal up here to what other people were telling her she should be at, she didn't realize how close she was And instead of being motivated, she was demotivated to the point of actually crying, thinking that she's never going to make it, instead of realizing she's so close. So when we took the time to sit down and go, look, you're almost there. You only need to do an extra couple of these transactions which, by the way, she hit within the six month period of time and now she's able to do what she wants to do and live the life that she wants to live, because she took the time to sit down and think what is it that she wants to do and what life does she want to live? Right, dave, for a long time I was trying to emulate different people and hated this life. Then I decided to be Dave again and things started to click and I became happier, absolutely.

Speaker 2: 37:42

Some of you guys are out there thinking that you know, if you're living up to this light, this other lifestyle of other people, that you're going to be happy, only to find out And I think, dave, you said this earlier on, or somebody did So. I apologize, i can't read through all this at the same time, but somebody had actually said you know, there's some people that don't want to do what it's going to take to run a team and make hundreds of transactions right, like that's. That's a stress level they don't want to take on, because, guys, running a team and doing transactions at that level, it's not, it's not for everybody. There's some of you that are okay with and can live the life of your dreams by doing less transactions And you just got to realize, hey, that's okay, because this is my life, this is what my life looks like, and I'm okay with my life looking like this because this is what my goal and aspiration is. Now I will give put one caveat on that In life, you should never, ever, hit your last goal, and what I mean by that is once she hit that goal with her grandkids. We need, we set the next goal. So what would it look like if you were able to spend even more time with your grandkids now and we can start taking some of the weight off, because she was a single agent. So now we're looking at, or we were looking at, okay, what does a team look like for her? right, because there should always be a next goal. You don't want to go through life without having a next stepping stone to get to. And, like we found out with Kurt last week, i think it was, sometimes you'll realize that that stepping stone wasn't even the real stepping stone. You're going to realize that it was something else And now you have a new fire for a new passion, for a new thing, and you can start building it that way.

Speaker 2: 39:25

Going back to the one thing, it's like what Gary talks about with the dominoes. You start with a little tiny domino. If you don't have a big Y, what's something really tiny that you can do? that today it's going to help. You take one step further right And then you knock that little tiny domino down and then all of a sudden, a new big domino shows up that gets knocked down in a bigger one, in a bigger one, in a bigger one, and you start to live life and you start to find these bigger and bigger and bigger reasons until you finally find what your big Y was, or your life purpose. And you know we were talking about this man. I cannot remember if this was in the afterburner or if this was in a private conversation.

Speaker 2: 40:04

For those of you that have ever seen the dash, but you know that is. That's what that dash is all about. Right, for those of you that don't know about that, it's. The dash is a great talk that was done And in it the speaker says you know, the most important thing on a tombstone isn't your name, it's not the nice little saying that they put about you, it's not the day that you were born and it's not the day that you died. The most important thing on that tombstone is that dash in between those two dates, because that little tiny line represents your entire life and what impact you had on this world and what, what you did while you were here. That's the dash right, and sometimes, when we're on this part way over here, before we get to here, we don't actually know what that impact is going to be, and we don't. We don't know where we're going to go, but that line is going to drive forward anyway, so we might as well continue to walk with it.

Speaker 2: 41:09

Right, my first one of the day is a two minute ice cold shower. I'm glad, yay, okay, look, i get it. I actually. I actually read a book one time and the author talked about taking a cold shower. Now, now I have to ask when you say a cold shower, are you not turning heat on at all? Are you just hitting the sea and full blast, or do you have a little bit of that age in there, man? Let us know That. I remember reading an author and he talked about that. He talked about in the morning. A cold shower is one of the hardest things that he does. It's, i think, was it an eat that You want to grab control of yourself. First thing in the morning, take an ice cold shower, because you have the control and you have the power to age that thing up, but see if you can be disciplined. Turn it all the way up on C, jump in there and try to get that done. Absolutely, guys, because the dash is a super, super powerful thing to think about. I love thinking about the dash And my second most recommended actually it's my first most recommended book for those of you that have been listening for a long time or have known me personally, i probably recommended this to you.

Speaker 2: 42:49

It's called The Slight Edge, and in The Slight Edge, the premise is every little decision that you make is either taking you closer to or further from your dreams. When you apply that Slight Edge principle to the dash principle, it's such a powerful principle. What little decision are you doing today and where is that falling on that dash And what is it? And it goes back to what we talked about in the beginning What is it that you're supposed to be doing today and what is it that you can do to make sure that you do the thing that you're supposed to do if you're not able to just do it? Right, karlo, i love that this is a real conversation, because some people are laughing, including me.

Speaker 2: 43:36

It was the hardest thing to conquer. Yeah, took at least four tries to get two full minutes, but once I did, it's powerful. It's interesting to know that you have complete control over that right. It's all a mind game. Two minutes isn't going to kill you right Inside of the shower, it's all. Are you going to have the dedication and hard discipline to be able to do it?

Speaker 2: 44:03

Now, karlo, i'm interested in knowing is the reason that you're jumping into a full sea cold shower first thing in the morning for health reasons, or is it for mental reasons? What's the purpose behind that for you? So, sandy, i don't think that would ever happen. We've lost half of our. We've lost half of the listeners already, because the only person that they're listening to is me.

Speaker 2: 44:29

So I definitely wish that Jimmy was here, but that's okay, he'll be back. Actually, this is the first time and it really is probably my fault because I did not. I didn't call him last night. He's always super. You know, i was, i was. I'm actually shocked. This has never happened before And you know, it's one of those things where you give people the benefit of the doubt when you take a look and you're like man, this is never, this isn't like, like, like his in his character. That's why I am convinced that right now he's hanging out with Mike Tyson somewhere in a bathtub. And so how so? so you know, karlo says that it was all mental.

Speaker 2: 45:14

The whole cold shower thing was mental. So now that you've accomplished that, what is what's next? What's the next uncomfortable thing that you're going to do? or is, or is it still difficult for you to get up and do the, do the cold shower? That's something I'd like to know. Um, yes, yep, i, jimmy. If Jimmy were to steal an animal, i don't know if Tiger would be it. I'm trying to think what would Jimmy steal? His mom would probably know this. I, he's, he's a dog guy. He would probably be a dog guy. Um, shannon says my shower is steaming or I'm not in it. A cold shower would not be good for my mental state. Yeah, yeah It. You know, the, the, the.

Speaker 2: 46:01

Eat that frog of the world, right? So for those of you that have never read the book, eat that frog man, i'm throwing books all over the place today. If you've never read that book, eat that frog man, brian Tracy. It's a classic. I've never read that book. Eat that frog, i'll. I'll put all the books that I'm talking about in the show notes. There's a? there's an old Chinese proverb that says that if you wake up in the morning and you eat a frog, you can go the rest of your day knowing that that was probably the worst thing that would happen to you. So that's the, that's the promise of eat the frog, and the idea behind it is what is it that is the hardest thing for you to do. This is kind of the big rocks. First idea and principle right?

Speaker 2: 46:40

I was talking to a group the other day and everybody wants to know before they call like is now the best time to call? Is now the best time to call? It's three o'clock in the afternoon. Should I be calling now?

Speaker 2: 46:51

The fact of the matter is, the latest studies that I've read and have have seen is that people answer the phone all the time. Now. It's not like back in the day where people were attached to a court in the house. Everybody has their cell phones with them And pre COVID there's still a lot of people that are working at home. People are always interested in answering the phone, like they answer at work. Now, it's just we're in a different type of environment, right? So those statistics, they're all over the place. They're skewed. It depends on what day you're selling, it depends on what you're selling. It depends on a lot of different things, right? The answer to that is just call when you're, when you feel like you need to call, right?

Speaker 2: 47:30

The reason that so many people say the best time to call in the is in the morning isn't because it's the best time to reach people. It's because they're trying to teach you guys big rocks first, and they know that that's the one thing that agents probably hate more than anything, aside from waking up. It's they. They hate making those calls. Right, they get themselves worked up. They think they're telemarketers And if you begin big rocks first, eat that frog first thing in the morning. You can go on the rest of the day knowing that you've accomplished the one thing that you were supposed to accomplish today, and there's a huge, huge benefit to that mentally as well.

Speaker 2: 48:13

Some of us out there and I've known a lot of agents that do this, and please don't fall into this trap. You know the what your core driving, what your core story is right Versus what your actual reality is. So you have this story that you're telling yourself internally And then you have reality. If you're one of those people that like to watch other people make cold calls all day but you don't do it, your brain doesn't know the difference. A lot of times, in less than a year cycle path, your brain doesn't know the difference between what it's watching and internalizing especially when you start to get emotions involved and what's really happening.

Speaker 2: 48:50

It's why we cry during the sad parts of movies, right? Or men, if you're with me, we don't cry. It just seems like there's always dust in the air at that point in time. So you know, we know that that actor isn't dead, but we're caught up in the emotion of it. And because we're caught up in that emotion, it actually causes physical reaction from us, because we are. We are mentally there, we, but we're believing that's happening.

Speaker 2: 49:13

When we're watching raw, raw videos on YouTube and we're watching that dude just kill it, right, he's calling expireds. Everybody's saying yes, by the way, some of those are fakes. You got to be careful. But you know, when we're watching that, we get all amped up and excited and I've known agents that will sit there and watch that stuff for like four hours. They're training themselves. Then they go home at the end of the day and they're super, super depressed because the they've told themselves on the inside their story is is that, wow, i've been really, really productive today, right, like they're feeling like they made the calls and they had the victory and they won the thing. But when they look at their reality and the situation, the further these two are apart from each other that's where depression slips in, and the further apart they are, that's the more depression that slips in there. And that that works for everything in life.

Speaker 2: 50:00

What is the core story that you're telling yourself? How close is it to the actual reality of the situation and how far apart are those? Right, this works with relationships. It works with personal issues. It works with your business. Right, and again, taking the time to sit down, and you could always change your internal story. But a lot of times what's happening in reality? I mean, that's that's set in reality. Let me see here what we have going on.

Speaker 2: 50:28

Once I beat that ice showers for two minutes, there's nobody that can get me off my game the rest of the day. That's your big fuck man. I'm glad. I'm glad to hear that. That's really cool, because it does definitely take discipline to jump in there.

Speaker 2: 50:41

Now the next step is right Cause what's the next goal? To get yourself one of those zero degree bathtubs, or whatever they are, that you jump into. You can get one of those, but yeah, i don't know, man. I I purposely make you know, for those of you that don't know I have four boys and 11 and under. So in our household we are a cold shower household because, you know everybody, it just takes too long for them to jump in and get out of the shower. They're always using it as an excuse to stay up late, so I just turned the hot water off. They're going to learn business principles, whether they want to or not. It's joke for anybody that's that's watching kind of. Any man that doesn't cry watching Brian's song has no soul. All right, dave, there you go. Uh, let's see what. What else do we have up here? Oh, my goodness, i'm so far behind. An art Vark is uh, is the answer to what animal Jimmy would steal an art Vark. Very good.

Speaker 2: 51:43

So what are some of your big rocks, guys? That would be the the biggest takeaway from today, right? What are some of the big rocks that we've been ignoring doing, and what are the things that we can do to make sure that we're going to do those? first, what are the tools, the people, the things that we can implement, what are the thoughts that we can have around it? And then, on the other side of it, how can we reward ourselves for doing that?

Speaker 2: 52:10

For some of you out there, i'll I'll share a tool with you, and if you're not familiar with this, if I have any geeky gamers out there, or if you just want to get some good ideas, there's a. There's a couple of different versions of this, and that is yes, so, alexis, sticking to a schedule. So, all right, you threw that out there. I'm gonna point this out. So we've had this conversation, right. What is the thing that would need to happen to make that thing happen? right, and we've had this conversation. We know what that thing is. Sometimes it's something really, really large that makes it happen. Do I have your? can I talk about this? Can you give me permission to mention what I had talked to you about? If she lets me talk about this, this is a great example. I'd love to use this as an example. Shoot me a thumb. Yes, perfect.

Speaker 2: 53:07

So, alexis, she is an awesome, awesome agent. Those of you guys that have seen her out there, you've seen on social media she writes some ballsy stuff, but that's because that's who she is And especially for like a luxury band. It's really great to see somebody leaning into who they are. There's a fantastic picture of her with two just stunningly handsome dudes behind her, all in gold. That's just looks like a the best movie poster ever, but Alexis is a really good example.

Speaker 2: 53:35

So, alexis, she has had and has an issue creating and sticking to a schedule right. So here's the question What is the thing that we can do in order to make sure that you do that thing? Cause sometimes you have to have something that you're running from An extra motivating factor. Not all of us have that internal drive. So we started brainstorming and here's what we came up to, and now I'm gonna throw your stuff out there, so we'll see if you're ready to do this right.

Speaker 2: 54:04

So we were giving her 30 days to try to run this herself, and I don't know where we're at on that 30 days, but I know that airplane's done and crashed about four days into it, so, but I'll tell you, it's true. So we sat down and we said, all right, what is it that we can do And what is it that you're afraid of, right? So for Alexis, her biggest fear was not being able to be in the home that she's in. So, again, how serious are you about doing the thing that you need to do in order to make you do the thing that you're going to do, right? So for her, we said, all right, here's a great idea Go out and try to do the thing you know, do what you need to do.

Speaker 2: 54:44

If this doesn't work in a certain period of time, let's figure out how to put a mortgage on your house in a way where we could take it away from you, and then you'll be forced to live back in an apartment or something like that, because now you're running. So if you don't meet a certain amount of your schedule, yeah, because her biggest fear is going backwards. She's built an empire of a business and she's done it super, super fast. I can't wait to have her on the show And I'm hoping that it's because she was on the verge of losing her house and that she has to come back, because right now she does so well, she doesn't have to actually worry about losing her house. But if she were to sign it over to somebody? and now, all of a sudden, there's the real fear of, look, if you don't stick to the schedule and we don't ace this, we're going to take the house right, then that's a massive action, guys, you have to decide.

Speaker 2: 55:38

Sometimes in business, when we talk about massive action, when people talk about stuff like that this is the type of thing that we're talking about. How far are you willing to go, especially if you have a goal, a dream, if you have something big that you're chasing after, if you know that this is the key, fundamental to your business, that it's going to take you to the next spot, right? How far are you willing to go? And some of you are going to go. I'm not willing to go that far, and that's fine. Then your goal shouldn't be way up here. It needs to be down here, and that's okay, guys. But for some of us, it drives them nuts, right, alexis? it drives her nuts that she's not way up here, right? So what is it that we can do to make sure that that happens right?

Speaker 2: 56:18

My problem is that things pop up and get in my way client showings and everything else. So when I was doing Brian Morena, i believe, was him when he was on the podcast for the millionaire real estate agent thing he made a really good point about that. Clients and showings and everything else is all just a script. Those are objections, right, when an inspector or a client says today's, this is the only time that I'm able to see this, that's an objection. It's an objection handler. You need to be able to handle that as an objection, knowing that what is an objection? It's like a tree branch that gets in your way. Right, if you're on a straight path going forward and a tree branch is in your way, you move that tree branch, you walk around it right Or right through it, you just push it out of the way. That right, there is how you have to view stuff.

Speaker 2: 57:11

When clients and showings and everything else get in the way because you're losing the control, especially for you because you're a high you're losing the control that you want in the first place and you're just handing it off to somebody else right Now. Again, sometimes there's caveat. Sometimes there really is that one client who, for whatever reason, booked the ticket and he only has the one hour and then his flight's going back or whatever. But that's a real, real rare situation, if we're really honest with ourselves, right, everything else is because we are not staying committed to our schedule, because we're not staying committed to ourselves. I had a coach one time that told me your calendar, people shouldn't call them a calendar. You shouldn't call it a schedule. You need to call it a promise management system.

Speaker 2: 58:00

These are promises that you're making to yourself and to your business of what you're going to do today, and you have to decide now whether you're going to be a person of integrity and follow through with your promise. Now, i'm not saying that you don't have integrity. I'm not saying that at all. I'm saying there's a mind shift that has to happen there. And when you look at it that way especially you I know that you're gonna go whoa right, because it's a promise that you're making. When you write something down on a calendar, you're promising yourself that you're gonna go do that When you put a commitment down, like I said, i'll start right where we started.

Speaker 2: 58:38

At the beginning of the show, i had a commitment blocked down. I had it set down for three hours. When I found out that I was only in it for 30 minutes, it blew my mind and I felt like I let Randy down And I told him I get it, it's not gonna happen again. I've been checking my times to make sure, because a bunch of little things got in my way. I myself wasn't there, but because I look at my commitment as a promise, i realized I didn't match my promise there and I don't like it when my integrity gets checked. So because of that, i made sure to implement the things that need to be implemented so that I could correct that situation, going forward And realistically, at the end of the day, guys and I know that we're wrapping this up and Jimmy, what the crap As we wrap this up, i will say this is our business We plan, we do, we check and we adjust.

Speaker 2: 59:33

We plan on doing the things that we need to do. We check to see if those things are working. If there's something that's hitting us, if there's something that's getting in the way, we adjust it to make sure that we make those corrections. And then we go out there and we do it again And we keep doing that, do that 90 day cycles. Well, everybody, it is eight o'clock right now. Again, sorry, it was just me talking head today. Thank you everybody for continuing to participate anyway. And again, if anybody is out in Florida right now, somebody knock on Jimmy's door anyway and just tell them that the show is still happening and ask him to swing in. But for everybody else, i appreciate you guys hanging out with me today and we will talk to you next Friday.