Episode 82 - Beyond Limitations (Alabama)

Ever felt like you're stuck in a rut, unable to move forward in your real estate business due to limiting beliefs? We've been there. For this episode of Free for All Friday, Jimmy and I pull back the curtain on our own experiences of highs and lows in this fluctuating landscape. We don't just share our stories; we lay out practical strategies you can implement now to break free from your own limiting beliefs. 

We dive into the SECA plan - strategize, execute, calculate, adjust - designed to help you navigate the next 90 days in the real estate market. We take you through organizing your database with the ABC method and the "hot-nurture-watch" strategy, crucial steps in maximizing potential growth. Our conversation also uncovers the power of mindset and positive thinking, replacing fear of rejection with empowering beliefs.

But it's not all about business strategies. We believe in looking inward, engaging in honest, tough conversations with ourselves and those around us. Let's face it, recognizing and admitting our limitations can be hard, but it's a necessary step to making better decisions—decisions that put us back in the driving seat of our lives. This episode is not just about thriving in the real estate market; it's about discovering your true path and taking ownership of your life. So, join us and find out how to turn the unpredictable into opportunities for growth.

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

Intro: 0:02

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

Jimmy Fantastic : 0:45

I'm sorry to step over top of you but I was it, but I couldn't hear the intro music until the end technical difficulties, will it today?

Johnny Awesome: 0:56

I should put our banner up. Have it ready to rock and roll, just in case. Jimmy, as you can see, is deep in the swamps of Alabama today and stand still.

Jimmy Fantastic : 1:09

You're gonna give people motion sickness there you go watch out for the Gators yeah, I know, there it is you know, make fun of me, but that's exactly where you're at.

Johnny Awesome: 1:24

Look, I see one in the background right there there's my pet Gator.

Jimmy Fantastic : 1:28

He's right there.

Johnny Awesome: 1:31

Jimmy is risking his life to be on the show today it's all for free for all Friday.

Jimmy Fantastic : 1:38

It's what it's all about.

Johnny Awesome: 1:39

I'm gonna turn you up a little bit there.

Jimmy Fantastic : 1:42

Awesome yeah it's all for free for all Friday that's it.

Johnny Awesome: 1:45

That's it in our constant mission to always be here every Friday while we are and we are here every Friday so, jimmy, I was out there to treat me of this fire it's hot, man.

Jimmy Fantastic : 2:01

So I think we had, we had a real feel of 123 the other day. I could that, yeah, it was hot, it was hot, it was hot. We had some storms roll through yesterday. I went live on, I went live on Instagram and on Facebook yesterday for a little bit because we had really bad storms roll through. Man it was. It was pretty crazy, but it's I, it's wild. I enjoy watching, you know. It's why I just want to enjoy watching the storm, as long as it's just a storm and not gonna like you're not gonna end up in Kansas in the tornado, but you know, just watching the storm roll through.

Jimmy Fantastic : 2:37

And and I thought about this, what popped in my head, johnny, and my analogy about the buffalo and the cows yes, because across the pond over there, by on that hill, yeah, is a farm, okay. So the crazy thing is, when that storm was coming through, you could hear the cows, man really just going crazy. Yeah, just going crazy because that storm was. But they're pinned up, they can't go nowhere right there, they're stuck in a fence, but but it is wild. So here's where we're at. There's a farm right over there. And it said they have a sign out in front that says we, that we sell cattle. So I said, could you just stop it and pick one up, or like you know? I mean like do you need to permit there anything, or can you just stop and pick up a cow and buy one? Yeah, so maybe that'll be my stop today, is I'll stop in there and just see if I can just buy a cow and bring it home can you stop in and get video out there?

Jimmy Fantastic : 3:37

yeah, I might be able to. I don't know what to see, so I can do that. Yeah, I'll roll in there and just like hey, can I just from Jimmy, fantastic and free for all Friday. Can I buy a cow?

Johnny Awesome: 4:04

for the show, yeah, right, and a cow would be cool, right, yeah, yeah, sorry, I have a bird inside my house. We're talking about what we want to talk about today and, going back to what you're talking about, you know the cows and the bulls. If you haven't heard that story, it's a fantastic story and it's it's interesting because, as I was preparing for today's topic, one of the things that I came across is revisiting how you break limiting beliefs, and so that's what we're gonna be talking about today. What are you doing right now? To check under the hood, we're in July right now, right, which is an interesting time for real estate, because you have a lot of people that are in Alabama, or, especially the first parts of July, you got a lot of people that are on vacation. Then you have other people that are gonna have their best month ever right.

Johnny Awesome: 5:01

There's a split in how people look at July in the business. There's people that think that everybody's gone on vacation right now. There is a lot of people out on vacation. Then there are the people that think that it's the best month ever, and they're. They're both right. You know what I mean, and what we were talking about yesterday is this is a good time if it's slow for you. It's a good time to just take a second and what Jimmy will talk about. Look under the hood and see really where you at right now yeah, and we talked about that like but yeah, they the.

Jimmy Fantastic : 5:44

It is a great. It's a weird time, right, we just started the third quarter. You know it's like that it were halfway through the year. This is, you know, time to ramp up right now, like it, especially in this market. We know this market's been a little strange from an aspect of. You know, some people are really busy, some people aren't. You know you you'll have a client today and you'll close really quick and be done and be fast and then all of a sudden you don't have another client for another month, you know. So you know there's like these hit and miss times, so and everybody's kind of feeling a little bit different. Right, we know the market was down a little bit this year for everybody.

Jimmy Fantastic : 6:21

So now is a great time to now dive into your CRM, figure out am I automated enough? Right, and if I'm not automated enough, I need to sit down, take an hour a day or three hours of a day and just get everything set up and automated to really push through this third and fourth quarter. Because now, if we think about it, I know it's scary to think about because it only is July, but what is my first quarter going to be like of 2024, you know, and how do I set myself up for success for the next six months to get me into that, that beginning of 2024, and automate my business? You know, if I haven't touched base with clients in a while, I go through my database, talk, talk to everybody. You know, because maybe you, maybe you had a really busy June and didn't have that opportunity to reach back out to your past clients or whatever.

Jimmy Fantastic : 7:11

But maybe July, starting out a little bit slow, this is a great time to contact your database because you can talk about the holiday and they are on vacation. Here's a good icebreakers to have those conversations with everybody and just talk about vacationing and family and all those things and then, if they have any plans right, goes back to our Ford conversation and having that Ford conversation with your folks. But that's a great time to do it when around the holiday. So it's really like Johnny, you're leaving, so you're like open in the hood of your business and finding out man, what can I fix here, what can I automate, what can I get done to really push me through and carry me through the next quarter, two quarters, to get me into 2024?

Johnny Awesome: 7:48

Yeah, it's your 90 day business plan. It's what I call SECA. You know, which is strategize, execute, calculate and adjust. Right now you're taking a look at all right, what worked didn't work, what do I need to adjust in order to move forward? And you know, just taking the step back. And I want to really get finite on the details, because a lot of times we hear a lot of the surface stuff and I know, for me I'm always like man, come on, can we break this down to be a little bit more specific? Like that's cool, great, get under the hood. But what do I need to do today? So I really want to get finite with that. So we have action plans that we can do, like right now. But I also want to say, like, don't even look at the first quarter of next year.

Johnny Awesome: 8:33

One of the biggest things that real estate agents regret is not having enough money for Christmas. Like, we know that it's coming right. We also know that that's going to be a lower end typically, because, again, we have these two gifts, one right in the middle of summer, one coming up in the, you know, during the holiday season at the end, right? So what are you doing today to maximize your potential for that and, like you said, even going into first quarter is something that we need to think about right now. But when you're talking about going and organizing your database, let's be really clear on what that means. Now, on our teams and teams that we work with, we have the hot and chihuachas program where we have everybody categorized to show exactly when they're looking to do something in real estate and, like you said, Jimmy, now is the best time to have those conversations.

Johnny Awesome: 9:23

Figure out who's real in your database and when you're going through there, there's a really really, really simple method. It's called the ABC method. You simply start at the A's, you work yourself through ABC, then the next day you do DEF. If you have a lot of A's, for some odd reason you know, then you're going to do AB and start working yourself through that database and cleaning it up by really contacting these people. If they're an old lead that's ghosted to you and you've never gotten ahold of them, why do you still have them in your database? Right, At least put them in a pond version or label them as unresponsive.

Johnny Awesome: 10:01

But as real estate agents, you guys keep your database so cluttered up with people that you think are going to do something, but it's not even a real email address or phone number. You've kept them in your database as if you're going to sell something to them for the past seven and a half years. Start cleaning that stuff out because, man, when you go into a database that's nice and clean, you're motivated, you're ready to rock and roll. It doesn't feel like you've just let everything go and you can be productive while you're organizing out that database, Like Jimmy said, by having conversations, as you're moving people into the correct you know correct space. Where they're at, Are they going to be active in the future? It all depends on how you label your database. What are some of the different ways you've seen?

Johnny Awesome: 10:45

databases labeled Jimmy yeah.

Jimmy Fantastic : 10:48

While the guy had a boat coming through over here, the guys are out fishing this morning.

Johnny Awesome: 10:52

Yeah, trying to get past the gators man. Yeah, there he goes. He does not look like a fisherman.

Jimmy Fantastic : 11:06

He's selling a hat back on. He's getting fish or not?

Johnny Awesome: 11:11

At six in the morning they grabbed them. Oh, it was supposed to be quiet. You're fishing.

Jimmy Fantastic : 11:18

The fish can hear you into the water.

Johnny Awesome: 11:20

Yes, I imagine that they could, yeah.

Jimmy Fantastic : 11:24

And it definitely could do with that motor raring through there and all Right, no.

Johnny Awesome: 11:30

So like, yeah, it's good to use for him to drink at six in the morning.

Jimmy Fantastic : 11:33

Well, yeah, that's what it is right. No, you're right, johnny, the, you know, organizing your database, the hot nurture watch thing you talk about, right, and I love that idea. And this is, it's the same thing whether it's hot or like an ABC lead, right, it's hot, it's media, it's cold. You know hot leads three to six months. They're ready to do something. Next, three to six months, nurture is six to 12 and watch is 12 and above, and there's different ways to do that.

Jimmy Fantastic : 12:03

But it's like, just, you've got to have those conversations with your database. You know you've got to have that conversation of, hey, just, you know. Just, jimmy Collin, yeah, I just want to check in on you and I know we haven't talked in a few minutes. You know, have a Ford conversation and then what are your plans right now? What are you thinking about making a move? Or, you know, have you thought about this recently? Because now I, now I'm just like it's a temperature check. Now I just got to check the temperature to make sure it's a hot nurture watch, right, and I got to make sure that I have them categorized the correct way so that when I do set up my automation for my CRM, that it's automated the correct way and it's sending out the correct messages to them.

Johnny Awesome: 12:41

Correct. Yep, and, like we said, this is the best time to do this because there is a little bit of a rag or a wall in our industry. So now's a great time to jump into the database, make the call, categorize them correctly and, like Jimmy said, if you're not, if you don't know where to even start, start with the Ford script. Right? Family, occupation, recreation and dreams. Hey, how's the family doing? Great. Are you still working at the Flubber Gas Factory? Awesome, still enjoy fishing at five in the morning? We'll have it a beer. Cool. Do you still have a dream about owning a whole mountain, wherever? Awesome. Right, rate down the Ford script.

Johnny Awesome: 13:21

And again, I think that what agents are going to find more often than not, is you're really going through your database to clean out the clutter of, again, the people that really shouldn't be there, the people where, when you look, oh, it told me that I had a wrong email address and the phone numbers went bad and I just let them sit here.

Johnny Awesome: 13:38

Just get them completely out of the database. And if you want to have an unresponsive I don't know any CRM out there nowadays that doesn't allow you to tag people you should have an unresponsive tag, no matter what CRM you're using. Even if you're using an Excel spreadsheet and if you've tried reaching out to people 12 times, you want to give them one final try, go for it. But you should move them completely out of the database or segment them away into an unresponsive, and that's probably going to make up, especially if you've taken in that leads. That's going to make up the majority of what your database is at. And now you have a nice clean database that, like Jimmy said, you can start marketing to right. But that's just one aspect of really checking in. Jimmy, you said something great the other day. Most people only work in their business. They never take time to work on their business.

Jimmy Fantastic : 14:30

Yeah, and that's.

Jimmy Fantastic : 14:31

We get caught up in that a lot. I think in every industry this happens, but I've seen it a lot so much in real estate where we're so worried about the next client, right, where do I get my next client, my next client, my next client that I don't take a look around and see, all right, well, am I doing this right? Are my scripts right? Am I contacting them right? What do my email templates look like? What is like? And I don't work on the business, I just like it's just happening, right? So, taking the time to actually look at what your marketing looks like, right, and what does my marketing look like and what is your and again, we don't want to overthink it right? Kind of like what Robert Courtney always says. It's like just be authentic and consistent, right, that's it. It doesn't have to be special or anything, but maybe I have to just take a look and peek at my marketing and see what my marketing looks like. What does my social media look like? What does everything that I'm putting out there look like, feel like, is it still really me or is it just it just been sort of happening and I'm not really paying attention to it because I'm busy. I'm working in my business, I'm not working on it. So look at my marketing plans, look at what my goals are. Do a temperature check on what you said. If you set goals at the beginning of the year, we're halfway through now. Are you still on pace? Are you behind? Where are you at with that? Are you running your numbers correctly? Do you know how many closings you've had? Do you know how many closings you're expected to have in the next three months? Do you know what that's supposed to look like? And really dive it into your business to know exactly what my numbers are, because if you don't really know what your marketing plan is, if you're not putting money back into your marketing plan, that's a mistake. If you don't know where your closings are, your expected closings are, it's another mistake. You got to figure all these things out. So now's a great time.

Jimmy Fantastic : 16:19

If your business has slowed down a little bit and if your business hasn't slowed, you still need to take some time and do this stuff. You still have to look and say where am I at right now and what am I doing? Even though you may be having a record year Muscat says it all the time the sand through the fingers. Right, you've got this handful of sand, but what's slipping between my fingers that I'm missing? And that's what happens in our business.

Jimmy Fantastic : 16:46

I always used to call it holes in our business. We always had holes in our business because we had to find out where they were. And so now this time, if you are slow, I need to take some time to figure out where those holes in my business are. Is it in my marketing? Is it in my database? Is it in my, where I have everything structured right? Where do I have everything structured? And look, if you're a patent paper guy, if you're a Curtsywell up there that just writes everything down on a patent paper, are your patent papers straightened out right? If you're throwing away some of those pages you don't need, have you done that? So it doesn't matter how you organize your business, just make sure your business gets organized and take it's time to actually work on your business. You know, and making sure that you're you are doing things the correct way and that you are Marketing and and take care of all things the right way.

Johnny Awesome: 17:36

Absolutely. Now's the time to so again, to get practical with stuff. Now's the time to everybody. I know, in michigan at least, there was a lot of people that were at was uh, they were at the ai thing that kurt put on right, and we have all these great ideas and all this great content now. But over the past six months typically people that are in real estate and in entrepreneurial, uh, businesses we attend Seminars, webinars, we're listening to things, we're reading books and we typically have notes and notes and notes of things that we want to implement one day.

Johnny Awesome: 18:12

Right To, like jimmy said, number one Are we organizing those notes? There's a great system out there Um, getting things done, and I use a variation of what he has, which is the inbox system. If I take, all my notes are pretty much done digitally and I take everything on what's known as the default notebook. But I have a rule that I created for myself that at the end of the day, I have to categorize any notes that I took on that notebook. They have to be categorized and stuck in the right category of notebook On my tablet, right? So is this a motivational thing or is this something for real estate, or is this an idea that I have later on down the road? Or is this something I'm working on with this agent? Or was this a note from the agent? Right, but I know myself I'm not going to be able to do that in the moment. Right, I'm going to have to do I call it dumping, right? I'm just going to dump it All into one notebook in the very beginning and then, at the end of the day, I review it and place it where it needs to be. If there's any actual items in it, I place those where they need to be, and that is on my perfect days. But, as we know, real estate agents, we typically have this thing called ADHD, where sometimes we get slightly distracted, and since we work with a bunch of distracted ADHD people, we can't help but get distracted because somebody's going to walk up and start telling you about I don't know the goldfish that they found and you know the sparkly stuff, put them all over them, um, or or. Somebody's going to write a comment like this and you're going to forget all about what you're talking about, right? So what I like to do is, um, I like to go back. Now's a really good time to open up those notebooks and go back.

Johnny Awesome: 19:56

What were some key moments that you had throughout this year so far? We're six months in. What are some of those things that you said that you're going to implement? But maybe you forgot. Or you go to some of these things sometimes and really tell you they say, pick one or two things that you want to implement over the next three months or so, and you pick the one thing and now it's time to go back and say, oh, what's the other thing I can implement? Right. So it's a really good time of year to go back through.

Johnny Awesome: 20:24

Like Jimmy said in the sess, where have you been last? Not just where are you going, but where have you been. What have you taken as far as notes, go Read through them, figure out what you want to implement in the next, and then Now is the time to change. If you're not looking through notes, if you're just writing something down and, oh, write a book, right, that would be great. When we left that seminar for those of you that aren't aware of that, there was an ai seminar that happened last, last week, and it was. People are still talking about it. The issue that I've seen is everybody's still talking about it that day that I came home. That came home, that did.

Johnny Awesome: 21:02

I went back to the office, which pretty much is the home. I had already written Two ebooks and had 10 landing pages created. And that night, when I was having dinner with Phil, I remember, he said something along the lines of Probably nobody's actually taken action on what I've said so far. And I said I did. I went, I've already got a landing page created. I was already bringing in leads from agents, right, because I implemented. When you go to those things and you see those notes, again, I like to use the dumping method. Everything gets dumped. If I can schedule it right away and I'm not writing notes real fast Then I'll go ahead and schedule when I'm gonna do it. So go back through and read your old notes. Oh good, I'm glad you did stuff. What did you do? Jessica says that she went back and and actually did stuff too. Did you write a book? I love the book thing. I'm subscribed to that man. I'm hooked on that. Free for all fries. I'm gonna have like 90 books by the end of the year.

Jimmy Fantastic : 22:04

It's get your free audit or get yeah, get your autograph copies here.

Johnny Awesome: 22:09

Right, right, you know, the thing that I gotta keep remembering is well, now, now that we do episodes, we have to do them in such a way that the ai can pick it up and then turn it into a book.

Jimmy Fantastic : 22:19

But um, Well, it's funny, is it? Like what you said about? What you said about implementing stuff right and um, and how, how many times it doesn't happen, and you know why we're at that event. I can't remember who I was talking to. What about you, johnny? We and you and I were talking about this too, but um, like, how did the so?

Jimmy Fantastic : 22:39

So a guy like Phil who kind of figured out this AI stuff, and Mike who's figured out the youtube stuff, why are they so willing To travel around and go on stage and teach everybody how they did this? And they're so willing to do it? Because no one's going to do it. You know, like they'll share all the secrets because they're they know that no one's got no one's like the majority of people aren't gonna do anything with it, and that's why, when they're speaking in events like this even Phil said this one was about the dinner after was um, you know, the the hard part is is actually just do one of the things. You know he gave you 10 things roughly right to do. Just do one of the things. It doesn't have to be all 10. If you don't, if you don't have time to implement and do all 10, just do one of the things right.

Jimmy Fantastic : 23:29

It's kind of like, you know, mike was talking about doing the videos, right and and his youtube channel, well, he takes an entire saturday and shoots all of his content and people are like, oh my god, but it's saturday and I want to be out at the lake fishing at 6 am. We're drinking it here, right, or it's friday morning, I don't know but, um, but no, like there's sacrifice that goes along with that too. You know, but, and it can, but because you have the his for his, is his content right. Where do I have, where do I build on my content? Now, once I have the content, after that it's all automated. But at some point I got to do the heavy lifting, right, and you know people will talk about Gogo, right, and Gogo, what is you know, gogo? You know, but that's her, her content. It's just content every day. She's doing content every day for her social media stuff.

Johnny Awesome: 24:22

Yeah, and it's. It's like you said, it's that sacrifice. But what's really interesting today and this is what we're really saying, when you're looking at your business and then we'll catch up on these comments here when you're looking at your business, what parts of your business can be automated? Now? Right, like the heavy lifting is getting lighter and lighter. You're no longer shoot. Even even Jimmy and I. You know the.

Johnny Awesome: 24:49

When we're in studio today, the, the sound board that runs pretty much everything that we do, or even this technology here I'm going to kill that bird, jimmy. Wow, it's an annoying bird, but you know the. Even the technology that allows us to do this. It makes everything that we do so much, so much easier. So it comes back down to really just doing. There's one of the things that I love that Phil said when he got up on stage is he said I'm going to take away all your excuses, right? So at the end of the day, you're not left with any excuses. The other thing is they're not going around showing people because they're going around showing people because they want somebody else to implement, right. But also, like you said, they're not afraid because they know they. They can give every secret away in the world and then very few people are going to implement, which is which is really, really crazy, and they're just hoping that the couple do. Because you hit a certain level of success and now all there is to do is share, and when you get really, really high up at the top, you realize how much aerospace there really is, because nobody is flying around in their jet, right? All right, tom is saying in the comments that he is waiting for Ricky Bobby's son, spider Bunky, to show up. I understand this. I'm not the only one man, people. Jimmy always gets on me because he's like what do you, what do you think? Alabama's like this? It's because it is.

Johnny Awesome: 26:20

Jessica replied back to us. She said she's already using AI but didn't know how to use it correctly. She used it to write a few posts for other listings and posted to her page. You know it's going to be really interesting and I said this at the dinner. The person figures out how to get AI and combine all these systems together for builders. That's going to be the next winner. That's going to be the next like follow up boss. They'll be the king on top. Imagine just typing in your address. By the way, if you don't know about this. I announced this to a couple of teams I was working with the other day.

Johnny Awesome: 26:52

The reason that Phil and I and the guys that are up on stage, the reason that we know about this or, jimmy, if you watched your episode from last week, it was from a year and a half ago when we were predicting all this stuff the reason that we are so up to date is because when the new stuff comes out, or if news of AI comes out, we're on top of it and we're signing up for beta trials and stuff like that, especially me, like I'm going to jump all in right, take all my data. I want to make it better. So, microsoft, even though they've been working with ChatGPT, they just released their own AI model as well, and what they're doing right now is brilliant, because not only did they get together with ChatGPT in the meantime, but now they're actually launching their model. And guess what their model does One of the things that hasn't been done well yet. With AI, you can upload a photo and it will tell you what's in the photo.

Jimmy Fantastic : 27:50

That's crazy.

Johnny Awesome: 27:52

Now here's where this gets really great for real estate and this is going to be coming. Somebody is working on this right now and, like I said, the person that figures this out puts this into their CRM. They're going to win, because imagine typing an address in of a house, right, the AI looks at the pictures that you have, automatically writes a description, then takes that description and puts it into the program, where it creates a fake person that reads the listing presentation for you right In front of the house, then automatically creates a landing page because that's really easy to do with the page thing that he showed us to cap their leads, to put it out on Facebook and then, when the leads come in, it sends AI generated emails and conversations out like what Riot does. Now, that sounds complicated, but all the everything I just described is out there.

Johnny Awesome: 28:50

Somebody just hasn't put them all together yet and I know people are already looking at doing it and when they do, that's going to be a huge improvement and the question is, who is going to take advantage of that? First, because, just like Phil said, phil said AI is not going to replace your job, but the person that's utilizing it will, and that's so powerful to know you. We have to stay on top of the technology and what's moving, because it's moving so fast. I was talking to somebody the other day, jimmy and they went in and they used a couple of Phil's tools and they got a listing presentation or they got a listing just because they mentioned that they worked with AI and they barely understood what any of the tools that Phil gave them did.

Jimmy Fantastic : 29:37

Yeah, no, I remember that conversation. I can't remember who that was, though, but they got. They literally got the listing, because the homeowner said you're the first agent that came in here and it was a multiple agent like type deal that you're the first agent that came in and started talking about AI and how you're implementing into your marketing plan. Right, and that's important, yeah, I mean, I think it was like a million dollar house too, if I remember correctly.

Johnny Awesome: 30:03

Yes, it was.

Jimmy Fantastic : 30:04

Yeah yeah, it was like a 1.2 million dollar house or something, and the guy was super impressed with the, with the person who's actually using AI.

Johnny Awesome: 30:12

And and this happened to be an agent that wasn't in a luxury brokerage. You know, in Michigan, in this area, we have we have a couple of name brand luxury brokerages and they're all going to go. You know it's interesting because we've been watching it. We've been watching it, you know, and and we don't those of you that are listening to our podcast it's not always the same brokerage, but there's a couple of brokerages out there that are really still run like they ran in the 50s and the 80s, and even coming down to how they put their agency contract, those brokerages are going to have a real hard time competing, coming up like soon, if, if actually they already are. We're seeing the numbers right.

Johnny Awesome: 30:56

Dave says great advice analyze, make changes for what's not working and keep doing what's working, but always adjust. The other thing to do, too, is if it's working, and you you're one of the things that we forgot to mention is you should be tracking all of this. If you are not currently tracking what you're doing, then you need to start like today how many phone calls are you making? When you make a phone call, how many people are picking up? When people pick up, how many appointments do you get Right, simple metrics are going to help you determine exactly what you need to do the next six months to move forward and where you need to improve the issue with agents not keeping track of their numbers and what they do is we're all real estate agents.

Johnny Awesome: 31:44

We're like, we're like the biggest liars in the fishermen sometimes. How many phone calls did you make today? 143, right, Okay, great. How many hours did you make phone calls? 17. All right, show me your phone and then and we really are surprised when somebody shows us and we're like did you make nine phone calls today and they only called for 13 minutes? But what? I literally had the phone up to my head. Yes, but there was cat videos that were playing, right. Yeah, because it felt like that. Right, it feels like that.

Jimmy Fantastic : 32:17

Yeah, and some days do feel like that, like when, and look, it's another thing. Like Johnny, you and I have been there, you know what I mean. So it's not like we're just making this stuff up, we get it there's. We've talked about this on the show plenty of times it's the water of the plant day, right? Like some days you just got to come in, get your you know three hours of dials in and maybe you don't talk to a lot of people and maybe you know, maybe it's just a rough day. I got to, I got to bounce, I got to go, I got to do something positive, I got to do something that that is going to make me feel good. But again, we've talked about this too Not every day can be a water plant day, correct, it's got to be the days where, like I, there's some days.

Jimmy Fantastic : 32:59

Some days are going to be hard and some days are going to be rough and some days I'm going to have to battle through and fight through and make myself feel good about something which is fine. Those are going to be those hard days. And then you're going to have other days where you're on the dialer, making your phone calls and you're in a really good groove and you've had a bunch of great conversations. Just keep going farther on those days, the days that feel good. But again, this business is not easy. It's not for everyone. I guess you know what I mean. But it's one of the greatest businesses just because you have so much control over it. When you have control right and when you have control over your time, when you have control over your database and when you have control over your business is when you get control back in your life.

Johnny Awesome: 33:50

And that's when you stop feeling so out of place, so that anxiety feeling, that feeling like I know I should be doing something today, but I don't know what it is.

Johnny Awesome: 34:01

I know I'm supposed to be contacting somebody today, but I don't know who it is. I know I should be doing something right and, like you said, Jimmy, getting control of your business. Really, it's organizing life, because we live so chaotically sometimes as real estate agents, Taking control of that and grasping on it. Now is the perfect time to do that Because, again, we've got six months left in this year. We know that the end of the year it can get a little wonky, right? It can get slow. It can get slow, by the way, it doesn't have to get slow. And now is the time to really analyze this and do stuff like what Jessica continued on here, which is perfect. She's used AI to rewrite her emails that she sends at KV Core. She's been going through the MLS and adding people emails to the areas that she wants to farm, putting them on drip can't pains and then seeing who opens the emails on in her KV Core, which is perfect.

Johnny Awesome: 34:55

This is the time to start implementing that stuff, right? How, like Jimmy said, how does everything look? What can we use to implement? And it's one of the things that for people that like New Gary's 135531, that whole system, that whole system, the GPS system was always great. There was always one thing that was missing out of that when it comes to strategy mapping, though, and that's assets. Right, what are the assets that you need in order to accomplish this? Not just the actions?

Johnny Awesome: 35:25

And so when I'm looking at my business and I'm saying, all right, here's how I want to grow, Do I even know where I want to go in the next six months? That would probably be number one. I need to figure out what I even want to do in the next six months and by when I want to accomplish this thing. Right, and then, what is it going to take? Where the people I need to implement? What are the trainings I need to go to? Where are the topics I really need to get good at right?

Johnny Awesome: 35:49

And then, a big one, Jimmy, is what are the limiting beliefs that are keeping me from getting there? I look back for the last six months, and I had a limiting belief. What was that limiting belief, and how do I get past that limiting belief, which we'll jump into for the last half of this, because this is a big. This is a huge issue for everybody, but it comes out in real estate a lot, because we have these not only just limiting beliefs, but we have these mind traps that our brain traps us in. Are you familiar with what a mind trap is, Jimmy?

Jimmy Fantastic : 36:27

I think so.

Johnny Awesome: 36:28

It's where you're screwed. Either way. Right, I know that I need to be successful. Right, but I don't have what it takes to be successful. That is a limiting belief that's caught inside of what's known as a mind trap, because, by saying I know that I need to be successful, you're taking yourself out from what one. Have you even defined what success is right? And then your brain's coming back with a negative oh, I just, I don't have what it takes right. I'm just never going to make it, though, and you've got yourself trapped in this anxiety loop of this mind trap of well, you know you should be something, but then your brain's answering back with this limiting belief, right? So we have to be able to get those limiting beliefs out so that we can take ourselves forward. So, aside from all the things that we talked about, which are important, look under the hood of the car, see exactly what it is that you need to do in your business, implement AI where you need to implement AI, write the emails, update your database, but, at the end of the day, if you had a limiting belief that has prevented you from doing the thing that you know you need to do, now's the time to start working on that limiting belief to get it out of there.

Johnny Awesome: 37:46

And, realistically, the problem with limiting beliefs and this is a slight edge when it talks about a glass of water, a glass of pop being in front of you. They're both right in front of you. Either one is easy to grab, and that's why most people will grab the pop. The crazy thing is is there's something in psychology that's known as threshold, and threshold is when you get to the point where you say something has to change. It has to change now, and I'm the one that has to change it. Right.

Johnny Awesome: 38:23

For some people, until they've absolutely hit that point, they won't make the changes that are necessary. For others, they can invoke that inside themselves. They have this high D drive system that will allow them just to plow past that. Either way, the thing that you have to realize I was having this discussion with somebody yesterday who's a brilliant, beautiful mind that people just don't realize this you are in control of your own thoughts and your mind. You are right, you are. People aren't there right now. People aren't there right now. I'm not in control of my own thought mind.

Jimmy Fantastic : 39:02

We, everybody, just stopped watching.

Johnny Awesome: 39:04

Right click, Ha ha ha. Then, if you don't realize that and here's the thing, right, I say that, but there's an asterisk there If you're not, you're still in control, but if you don't take that control over, then you're just sitting in default and anything that's going into your head this is what marketers love. Marketers love like putting stuff into your head. Ah, marketers love putting stuff into your head or using subtle tricks to get you to love certain products or buy certain things, even the colors of restaurants to make you hungry. And if you're not aware and cognitively thinking about what people are trying to put into your head, you're living by default. You're going to always live in this world that you do feel like you don't have to be loved. When limiting beliefs come up, there's also something called automatic ant, automated negative response, and when you have those, you have to be able to stop yourself and say all right, is this true, is this helpful? Right, so that was a lot of a dump, so let's back up for real estate agents.

Jimmy Fantastic : 40:27

Well, you said that you did. This is what you do, right, yeah?

Johnny Awesome: 40:32

I love this, we're suit. I love, I love working with real estate agents. We're going to talk about the deepest subject, that's the most important. Jessica's cat is currently trying to figure out where the birds are.

Jimmy Fantastic : 40:49

They're in Alabama.

Johnny Awesome: 40:51

They run out of antlers. Yeah, you gotta send that cat a long way to go get those birds. But the number one thing so let's talk about limiting beliefs a little bit and what limiting beliefs are in this business and how they affect you the number one thing that you have to do when it comes to limiting beliefs is you have to actually take the time, like Jimmy said, to set time aside to identify what those limiting beliefs even are. Why is it that I haven't? Look, I had a plan for the last six months. I was going to hit this number right. Why is it that I have not hit this yet? What has prevented me?

Johnny Awesome: 41:27

I was all excited to get on the phone at the beginning of the year when they were talking about this new script or I learned this new thing that I could do and I really wanted to get on and just own it. I told everybody I was gonna own it right and I was gonna get. And then I did. I got skirt again right or spear crept up, or I just went back to where I was at. Why is that right? You need to identify that. What's the number one limiting belief when it comes to cold calling Jimmy?

Jimmy Fantastic : 41:57

People get scared that they're gonna get mad at them. They're angry, they're gonna yell at me. They're gonna, you know, like all the horrible catastrophic things that happen when you're on the phone.

Johnny Awesome: 42:06

Everything, yep. You're gonna get rejected and you're on a telemarketer and blah, blah, blah right.

Jimmy Fantastic : 42:10

That don't really happen. Some of it does happen when you're on the phone, but, to be honest, it's painless, right? It's really, it's really painless.

Johnny Awesome: 42:18

Fear of rejection is number one and what that looks like. So take the time to sit down and really identify that. Right Like, don't just say I'm scared because I just I don't like this, jimmy, and I hear us all the time. I just don't like making phone calls Great, but why, right Like, identify that like so you can work through it.

Johnny Awesome: 42:43

It's not good enough just to say I just don't like doing it. Therefore, I'm not going to, especially if it's something that you know that's going to change your business right, exactly. So what is it exactly you don't like about that? Oh, I don't like the fact that I'm bothering people. Okay, great, who's in control of that thought? You are, yep, you're having that thought because that's your thought and you're in control of that.

Johnny Awesome: 43:09

So when you're working through your limiting beliefs, you need to identify what they are, write them out, talk it over, right, talk about it and then take responsibility for your thoughts, your own thoughts that are happening in your head. There's a fantastic book. It's really old, I don't even know if you can get any more. I'm sure you can but it was called what to Say when you Talk To Yourself, and I always loved recommending that book to people because they'd look at you really weird. I'm like I don't talk to myself. Then they'd walk away and be like that crazy guy thinks I talk to myself. But we do, and what you say to yourself is super, super important, and how you say it, and even in what you say could come up limiting beliefs. I was talking to somebody the other day and they have somewhat of a pessimistic outlook on life and they literally said it's just because it's how I am. Well, you've spoken that into existence. You keep saying that, you keep telling yourself that's who you are, that's who you are, you're right. So now, what is that limiting belief? You got to identify that right and then you need to just, you need to let go. You need to let go of the things that you can't control. If the person yells at you on the other end of the phone, if we're using that as an example, or there's another limiting belief that you might have, you need to figure out like you don't have, you're not guaranteed that they're ever going to even do that right, you're living in a future that hasn't even been created yet.

Johnny Awesome: 44:34

I knew somebody that was. If they were in a bad mood, it was really weird. If they were in a bad mood, they would walk into a store or a hospital. I remember we were giving blood one day and it was the funniest thing. Everybody else was in a bad mood for some reason, according to this person, and, sure enough, the days that they were in a bad mood, everywhere they went, they got really poor service and it gave them more and more to complain about. It was a really interesting thing, and I remember bringing up like well, could it be that you are presenting this One? How are you receiving this information in right? And number two, could it be like your bad mood you're reflecting it on them and then they're bringing it right back to you? Or maybe it's not happening at all? Right, because you're living in a future that you created.

Johnny Awesome: 45:25

You need to let go of the negative possibilities and, instead of clinging to the unpredictable things, you need to be able to just let go of that, right? And the last thing to do to change your limiting beliefs is you need to replace them with empowering beliefs. When it comes to the automated negative thought process of the ants, one of the things that we do with people is we have them right down, like when you have a thought and this is a great exercise if you guys fall into this trap a lot in your head, if you have a negative thought, hey, I can't do this. Oh man, I don't want to. I should contact this guy, but you know I'm not. I'm not status enough to contact this guy, right? Whatever it might be. You should write that down instantly, get it out on a sheet of paper so you can look at it. And then that's how ridiculous. It is right. That's an automatic negative thought that came up. And then is it true, is it not true? Well, we know it's not true, and then just replace it with something Instead of why am I not like this?

Johnny Awesome: 46:27

We've talked about this before, jimmy Switching from why to how. Why am I not good enough, status enough? Why do I believe I'm not status enough? All right, let's get that vocabulary out of there. How can I feel important enough to contact this guy too? Here's the reasons why I can contact this person right when we play. It's super important. Like I said, and again, one of the key things to this, if you guys don't have somebody to talk to, if you don't have a mentor and if you're an EXP and offline that you trust, or somebody that's sponsored you a TL, therapist, coach, a pastor, a goldfish, whatever sometimes the best thing that you can do because you don't know your limiting beliefs but somebody can call you on. You know who's really good at this? And he's. He's just so blatant. Blatant about it is Austin Chevron, austin.

Johnny Awesome: 47:23

Chevron, I love watching that guy call people the carpet because he doesn't like it's so fast for him to do the amount of excuses that people make in limiting beliefs that people have. Sometimes you guys don't even know the limiting belief you have. That's why it's really important to listen to what's coming out of you, because what's coming out of you is from with you. I give this analogy every now and then. I actually learned this and I think, in like a marriage seminar one day. So it may or may not help you, but it was a, it was a bottle of water, and when that water got squeezed or put, put, put, prunched or whatever, what's inside of it actually comes out right, and that's kind of how we are.

Johnny Awesome: 48:05

When we start to get super stressed in this business or we think that somebody's pushing against us in the wrong way, that's when our core comes out and that's our core. We're responsible for what's in there. We need to take responsibility for that, right, and Austin man, he is so good at just being like I heard everything you just said, but you know that you're the problem, right, right, oh no, I agree that I'm the problem, but that's the cancellation system. Don't get off this. You're the issue.

Jimmy Fantastic : 48:37

Right. Well, one of the things, one of the things that I spoke about when I was on stage in Florida as shareholders, was that we're all liars.

Jimmy Fantastic : 48:47

Yes and the people we lie to the most, as ourself. You know we constantly lie to ourselves about. You know, I'm gonna get my database straightened out, I'm gonna automate my business, I'm gonna call people today, I'm gonna do the right, and then it becomes well, I didn't call today but I'll call tomorrow, or I'll automate my business tomorrow, or I'll do the AI thing next week, or I'll. You know, all the stuff that I learned at this last seminar went to I'm gonna implement all that into my business just next week. And then it never happens, right? So we're the biggest.

Jimmy Fantastic : 49:15

We lie to ourselves all the time and that's, this is the human condition. Right, that's just, it is what it is we do. That's what we do to ourselves all the time. But then we, and then we always find the system to blame something else. Right To your point. Well, everybody's crabby around. No, they're not. You're crabby and you're causing everybody else to be that way, or you're assuming that everyone is because you are right and therefore you're treating them poorly, and then you're getting poorly treated in the reverse.

Jimmy Fantastic : 49:41

Exactly, exactly. So it's all and it's so. All this is true and encompassing, and this kind of goes back to what we were talking about, like the look under the hood and to work on my business, and sometimes working on my business is working on me and we forget that part.

Johnny Awesome: 49:58

That's it, jimmy. You hit it Nail on the head. Guys, if you're an entrepreneur, you're an entrepreneur, you are the business. Yeah, so in order for you to truly work on your business, you need to work on yourself and then your business, working on your quote, unquote business, is going to be a lot easier. It's easier for you to implement these things. Like Jimmy said, you know one of the things. There's two, two things there. One of them is kind of environmental, but again, you're in control of this.

Johnny Awesome: 50:29

Right, in America we have this issue. It's called the yes problem. I read a study on this where here in the States, we say yes to everything, like it's just a huge issue. Can you do this? Yes, can you meet me at five? Yes, real estate agents right. Hey, can you be there? I have an appointment at 11. Yes, right, the way to get around that? Here's a secret judo technique that we can throw in there.

Johnny Awesome: 50:55

The way to get around that, especially with people that constantly make appointments with you they're like 15 minutes late, 30 minutes late, or if you're doing it yourself is to add an anchor on there. So, hey, can you meet me there at five o'clock? Yeah, sure, I can meet you there at five o'clock? Okay, great, listen, I am going to be rearranging my entire schedule so that I can meet you exactly at five o'clock. Now, you just promised that you'd be there. Is there any reason that you would not be there exactly at that time? And that's when people think it's really weird. You have to rephrase that question. And then people go oh well, I'll just be getting out of soccer and then my son's going to have to take a shower at the end and they'll probably get dressed. I'll probably be running 15 or 20 minutes late. Okay, great, thank you. Now I know, right, there's an anchor technique for that. We do that to ourselves all the time. We'll do something or say, like you said, jimmy, oh, I'm going to implement this, and not always is it? You know, you had good intentions. Sometimes it's that you just forgot.

Johnny Awesome: 52:02

And, like I said, if you're not going back at the end of the day and looking at all the things that you need to get done or putting some sort of system in place, and maybe that's what you need to do for the next six months, hey, I'm one of those people. I love to go to seminars. I love writing notes. I listened to what Jimmy and Johnny were saying, and they're right. I need to. I need to organize all this in a way that's going to work for me Great. So spend the next 30 days trying to figure out what system that is Right. Yep, are you going to use a getting things done system? There's, there's. Grant Cardone has a version of organization right. Tony Robbins has an organizational system. Like, are you ADD? There's an organizational system. If you're way out there, add land, right, there's stuff that you can do. And now is the time where you really sort that through.

Johnny Awesome: 52:49

The other thing is most people don't realize that when you're promising something, this is an integrity thing, and sometimes I have to let people know that's an integrity thing. Your calendar is an integrity system. It is an integrity management system or promise management system. Right. If you say that you want to do something, it needs to be put into your calendar as a task or something that you're going to do on a date that you're either going to complete it by or you're going to start it by. That calendar is now your promise management system. So now you've made a promise to yourself that you're going to do this. You're going to do it either starting a certain date or finishing a certain date, and then it just comes. Do you have integrity? And sometimes people just need to have that little mind shift inside themselves to realize the more times that you rip yourself off, the easier it comes to rip yourself off, right.

Johnny Awesome: 53:45

And so all of a sudden, you're not doing anything that you know that you need to do.

Jimmy Fantastic : 53:49

Yeah, smart goals, right? Specific, measurable, attainable, relatable and timed. And if they're not timed, like you know, just they're just kind of sort of out there, Right? Yes, If you're not putting your time on it, it doesn't matter.

Johnny Awesome: 54:03

And then you know the sad truth is, some people they do this on purpose. And again, this is where you have to really get real with yourself, going back to the limiting beliefs. Do you even want to change your limiting beliefs?

Jimmy Fantastic : 54:17

Right.

Johnny Awesome: 54:18

That's a real question you have to answer. There are some people, you know, you've heard us use the analogy about the dog on the tack there are some people that just want to stay on the tack, and that's just where they want to be. That's not where I want to be. That's not where I want my friends to be, people that I'm coaching and training it's not where I want them to be. Unfortunately, every now and then we find that person, though, and you have to have a real, serious conversation with them.

Johnny Awesome: 54:43

Dude, you're living in a negative, acidic life, right, like you're not accomplishing because you're choosing not to accomplish. Do you want to continue to live that way? Right, you stop making excuses. It's you. Do you want it Like? Is that, is that your ultimate goal? Right? And then, jimmy, you know we're looking and you know, like I talked about, I think, on the afterburner a couple of weeks ago, it's a. It's a hard process for us, especially me, because my personality type I'm not, I'm not, I'm a high I before, I'm a high D. I don't want to let people go. I see them way up here, but the truth is, if they can't get that, they're not at that point where they really want to better themselves, they want to live that. There's nothing that me or you can do for them, right, and we're banging our heads up against door of the wall trying to make them move and it won't happen.

Jimmy Fantastic : 55:35

And that's again. That's that having that conversation with somebody that you, that you trust and respect. But they have to be real with you and you have to be, you have to be accepting to what they're going to say. You know, you know that's the hard part, because we always, we always friends and his confidants to one, to each other. You know, typically it's hard having the hard conversations Right. It's hard being real and saying, hey, man, you got to stop screwing around and you got to do this and you got to do it now. And it's hard having that conversation when you, when you, when you truly love someone right, and that person's in your life for a reason. It's hard having that tough conversation with them, sometimes right, but sometimes, if you love them enough you got to just be real with them, right, you just you have, but then that you have to be.

Jimmy Fantastic : 56:25

If that person is giving you that feedback, you have to just take a step back and say, holy crap, I didn't realize I was doing it this way. Or I really am better than I think I am Right, because that's that limiting belief of like I didn't think I was good enough to do this. Now you believe in me, so now I have to believe in me. Because you believe in me, now I have something. Yep, now I can start to get some momentum and feel like Holy cow, like I am feeling good about this. Right, like some of the stuff we're doing with our agents in our office. Right, it's getting them totally out of their comfort zone, but we believe that they can do it. They're proving that they can do it. Now it's going to have to just be like that momentum that we create for them, that they're just going to continue to do the things over and over again, that they're going to make them successful.

Johnny Awesome: 57:13

Absolutely, it's that. It's that borrowing belief. And again, if you're looking at a situation and you know, like we know, that there's certain actions that you take in this business that are going to equal results, if you're not taking those and you know that that's going to equal results, what is that that you're telling yourself? That's presenting, preventing yourself from doing that? And going back to having those conversations, jimmy, it all starts with having that, on the honest conversation with yourself Do you actually want to make the change that's necessary for something to change? We hear it all the time, jimmy. I think you quote that all the time, don't you? If you want some things to change, you need to change some things. Yep, exactly True. Yeah, and if you're not there, then you need to identify and you know what. Again, like I said, maybe you don't want to identify what that is, maybe you're okay being stuck there and that's it's. It depends on where you're stuck, but that's okay for some people in some situations, right, but being able to identify that.

Johnny Awesome: 58:28

You know, I'll never forget the gentleman that I had that we we went to go knock on his first expired and I went to go walk him to the front door. We were, we started across the street. We go to walk across the front door and I realized, as we're walking across the street, I had made it across the other side. I'm talking to him, I'm not hearing anything back. I turn around and he is stuck in the middle of the road. He's standing in the middle of the road. He had so much fear for knocking on the door that he literally moved from the middle of this road.

Johnny Awesome: 59:04

So I had to go and like gravel, but I'm moving. That's how much fear this guy had by the time we got up to the door and I knocked on the door and pushed him up head. He nailed it. He got the listing presentation out, he got the listing, he signed the docs. He did it and he still quit. And I was okay with that. He said at the end of the day, at least now I know that I could have done it, but I realized that I don't want to.

Johnny Awesome: 59:32

And you know what I'm more thankful for that guy because now I don't have to spend any time on him Like that to me is great, and he's now working in a career that he absolutely loves and he's okay with Right. And for me I knew like we did it, like he knows that he could accomplish this in life. He just chooses not to accomplish life this way and that doesn't make him a failure. In fact, in my eyes that makes him more a winner than a lot of sitting around that birds weird Sitting around waiting, you know, wasting everybody's time waiting for something to change when they're not willing to let anything change.

Jimmy Fantastic : 1:00:11

I don't ever set man. You got to know who you are. Right, you got to know who you are, know who you are, and there.

Johnny Awesome: 1:00:17

I don't think they can hear it out there, jimmy, because it's hooked up through your thing. He blah, blah blah. How do you like that? As a fake outro, but the music is playing. Guys, we're going to wrap up right now. Jimmy, you've been fantastic.

Jimmy Fantastic : 1:00:28

And Johnny, you've been awesome.

Johnny Awesome: 1:00:30

And to all of you will talk to you next Friday. I'm trying to time it out.