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10 Game-Changing Mindset Shifts Every Real Estate Agent Needs · The Real Estate Agent Playbook

• 0:00
  when it comes to mindset
• 0:01
  there is no one better than my mentor
• 0:04
  Ed Mylet I recently saw him speak on stage in Nashville
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  I recently was working out and heard this podcast
• 0:11
  and felt like
• 0:11
  I needed to bring this information to you
• 0:14
  and talk about how it pertains to us
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  as real estate agents this is absolutely game changing
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  I sent it to all my friends
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  so I'm sending it to you as my audience
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  uh thanks so much to Ed
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  obviously I'm a member of Arete Syndicate
• 0:28
  seeing him speak on stages
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  and listen to his podcast often
• 0:31
  so this is just you know
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  my take on his 10 things that we need to stop doing
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  and on this channel and as Ed said
• 0:40
  he's
• 0:40
  were always talking about what you should start doing
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  and not what you should stop doing
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  so
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  I'm super excited to bring this to you as the Ed Milet
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  10 things to stop doing Real Estate edition
• 0:54
  but today it's all about mindset shift
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  make these mindset shifts right now in your business
• 1:00
  especially heading into separation season
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  and you will absolutely level up your business
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  so let's get rolling
• 1:11
  what's up guys
• 1:11
  I'm Jeremy Kane with the Real Estate Agent playbook
• 1:14
  coming to you with a little mindset today
• 1:17
  as you know on this channel
• 1:18
  we do a lot of mindset we do a lot of
• 1:20
  you know tactical organic
• 1:22
  social media growth all of those things
• 1:24
  my goal is to
• 1:24
  help you win every single day at the game real estate
• 1:27
  so if that's you
• 1:28
  and you wanna get another win today in real estate
• 1:29
  please subscribe to my channel
• 1:31
  follow me over on the podcast
• 1:33
  uh this is also put on audio
• 1:35
  we're trying to grow that community as well
• 1:37
  but I just wanna get the information to you
• 1:39
  to help you win every single day at the game of real
• 1:41
  estate
• 1:42
  so do those things for me and we'll get right to it
• 1:44
  okay so as we roll through these 10
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  we are going to give you exactly
• 1:49
  the 10 that Ed Mylet was speaking of
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  and then we're gonna relate them to you
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  and your real state business
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  so first thing
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  first out the gate is the negative self talk
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  sometimes this hides as imposter syndrome
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  especially for thus
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  those of us who are on social media a lot
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  seeing a lot of people do all these amazing things
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  um the truth is that negative self talk
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  I'm not good enough I'm not this
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  I'm not that if we can get out of our own heads
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  and just make these specific moves
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  we can absolutely change the game right
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  instance that I like to talk about
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  that actually I'm speaking on stage about
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  is Tim Grover right
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  this value proposition he
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  one day in the 1980s
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  decided that he was going to contact the Chicago Bulls
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  again and present them
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  you know with an idea that he
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  could be a mental and physical strength coach for
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  you know their players right
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  well turns out he didn't
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  you know get the job for their players
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  he got the job for one player
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  and he came in for a second interview
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  thought he was gonna meet with the team
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  doctors are like hey
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  we're going over to Michael Jordan's house
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  right then and there he laid out a 30 day plan
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  Michael Jordan gave him 30 days
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  and he stayed for 15 years
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  that's the ultimate value proposition
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  think about the negative self talk
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  and even Tim talks about it in his book relentless
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  where he talks about you know
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  he sent letters to the Bulls and all the Bulls players
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  except Michael Jordan
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  that right there was negative self talk
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  but he defeated that and his life changed forever
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  um as he's
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  you know been a trainer for now
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  Michael Jordan Kobe Bryant
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  Dwayne Wade and hundreds of other athletes
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  so that is an absolute game changer
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  and when you're talking about real estate it's
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  you know I can't go into that listing
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  I don't belong there
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  I don't need to talk to that developer
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  even you know
• 3:36
  as I talk about
• 3:37
  how important it is to talk to other agents
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  and build relationships
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  having these top producing agents
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  500 million dollar producers
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  the truth is when you break down the barriers and you
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  you know have the opportunity to assist them
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  or show up at one of their broker opens or whatever
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  your life can change
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  and the truth is we're all pretty similar right
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  we're all just normal people who have a different drive
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  uh for success
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  so get rid of that negative self talk
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  and really push the limits on your real estate business
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  the next piece is stop worrying right
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  and over worrying we can control what we can control
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  and what we control is our output
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  you know our outreaches our conversations
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  our value that we provide
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  we can't control the interest rates
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  we can't control the you know commission lawsuits
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  we can't control what you know
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  this person's gonna say to us
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  we can just control
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  how we show up in the value that we bring right
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  so it's consonant make sure our knowledge bases there
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  make sure or talking to other agents in our market
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  who are successful
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  surrounding ourselves with those people
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  but if we're always worried about something right
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  for always worried well
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  you know
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  what if they you know quit paying buyers agents
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  what if the DOJ says that
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  they're gonna stop paying buyers agents right
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  if we sit and worry we're not executing right
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  we're not going out and building our business
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  and bettering ourselves so the worry has to end
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  the next one was
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  stop expecting someone else to save you
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  your broker your team lead
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  your you know agent co op agent
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  whatever it is is not there to save you right
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  you are an individual that is put in a position
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  to make a fairly decent income based on your actions
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  and no one's gonna come save you right
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  this is a huge one
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  I talk to agents all the time were like oh
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  I love my broker I love this
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  I love that
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  but then the next thing out of their mouth is like
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  I wish I had more support I wish I had this well
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  why do you love somebody that's not supporting you
• 5:34
  that you're paying
• 5:35
  every single time you close a transaction right
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  no one is here to save you we can all collaborate
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  we can motivate we can come together
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  and there's some great value stacks that
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  you know maybe on the horizon for you however
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  if you are expecting to join the Wolf Pack
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  and join my organization and just have some of my
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  you know
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  success rub off on you that's not what it is right
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  I can't save you I can give you all the tools
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  to absolutely be successful
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  I can give you my course for foundations and you know
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  tell you exactly what you need to do for 12 weeks
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  to absolutely crush your goals
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  but if you don't plug in if you don't do that
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  it's it's not that and at that point
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  I'm not saving you my course is built out for you
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  it's there but you're saving yourself for plugging in
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  from holding yourself accountable
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  and doing all the things
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  now we have different systems built in and we have
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  you know collaborative group that you know
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  really has helped each other but if you don't plug in
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  no one's coming to save you
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  and the truth is
• 6:34
  that no one's coming to save you anyway
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  so no one's gonna come down and be like
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  oh buyers
• 6:38
  agents deserve to get X percentage
• 6:40
  and that's what they're doing across the board
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  certainly isn't gonna happen
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  no one's gonna come in and say well
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  you know I know the market's been hard
• 6:47
  so let's make the interest rates 3 or 4% again
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  not gonna happen so quit expecting someone to save you
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  quit waiting for someone to step in
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  quit waiting for your broker to come up with you know
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  this new lead option
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  that absolutely is easy to convert
• 7:01
  you have to dial into your lead generation strategies
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  to your person and really help understand
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  how you're gonna bring value to your Avatar
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  versus someone telling you how to do it
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  and just handing you off deals
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  and agents and things of that nature
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  next one is stop expecting it to be easy
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  the truth is
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  is that I talk to new agents day in day out right
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  and you say why did you get in real estate
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  oh I love helping people and you know
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  I I wanna have you know control of my own schedule well
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  news flash uh those things aren't gonna
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  get you across the finish line
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  and having control of your own schedule
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  only happens after you've
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  you know
• 7:39
  been able to use some leverage and build out a team
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  and do all the things until then
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  you're absolutely at the mercy of your
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  your clients and so on
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  you can set up boundaries and do a lot of things
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  but sometimes if you're over you know
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  if you overbox that in you're gonna really struggle
• 7:54
  to get momentum in this business
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  so it's certainly not easy right
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  there's no industry that has a you know
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  78 9 80% failure rate that's easy
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  and this is absolutely not one of those
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  you are your own boss you are your own
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  you know entrepreneur
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  you can build your own business
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  I always say that the beauty of this business is
• 8:15
  there's no ceiling for income
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  but the truth is the floor is very very low
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  and that's where we all start so as you know
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  me coming to you as an experience agent
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  I work hard every single day
• 8:27
  12 years into the business
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  top producer leading 120 agents
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  and so I can certainly motivate you
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  and I can give you the skills to timeblock
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  and make that happen
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  but there has to be a motor inside of you that is
• 8:39
  understands that it is not gonna be easy
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  under no circumstances is it easy
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  and so that's that's one of the most valuable lessons
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  I think
• 8:48
  in this podcast and in this episode is exactly that
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  you must be a diligent hard worker
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  certainly if you're more organized
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  you know you can
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  you know kind of timeblock and do all of those things
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  and maybe you're you know
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  compartmentalizing some of that
• 9:03
  you know energy and so on and you're doing it for good
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  but understand this business is not easy
• 9:09
  you will get burned by your best friend
• 9:11
  you will you know
• 9:12
  do a ton of showings and so on
• 9:14
  and find out that that
• 9:15
  that buyer went out and made a bad choice
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  you will have a listing
• 9:18
  that seems like the perfect property
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  and you're doing all the marketing
• 9:21
  that just doesn't sell for one reason or another
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  it's certainly not easy and you know
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  the fact that we do so much pre work for a listing
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  and so much pre work for a buyer
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  and we don't get paid till the very
• 9:33
  very end once all the pieces fit together perfectly
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  that is proof alone
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  that this is a very difficult industry
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  so
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  come into it with the mindset that you're gonna work
• 9:43
  and you're gonna work your tail off
• 9:45
  and don't expect anything to come easy
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  the next piece is stop waiting for support
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  while I pride myself on building my team out that
• 9:53
  you know and connecting people with
• 9:56
  you know the right support angles
• 9:57
  this is not the status quo of my brokerage or even
• 10:01
  you know across other brokerages
• 10:03
  you can't stop waiting for support
• 10:05
  the truth is that no one has built their business
• 10:07
  exactly like you want to so the truth is
• 10:10
  you're kind of the explorer
• 10:11
  you're kind of the conquistador going in there saying
• 10:14
  I'm gonna build my business with a little bit of this
• 10:16
  a little bit of that you're gonna put it all together
• 10:18
  you're gonna be the matchmaker for your own business
• 10:21
  and go from there now
• 10:22
  certainly joining the right group with cohesion and
• 10:25
  you know
• 10:27
  all the things that we work to do at the Wolfpack
• 10:29
  is important but if you're just sitting around
• 10:32
  waiting for someone to tap you on the shoulder
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  and be like hey
• 10:34
  here's here's what you need to do today
• 10:36
  that's not even what we provide here right
• 10:38
  we provide frameworks we provide all the things
• 10:41
  my course is absolutely built for this um
• 10:44
  to give you you know
• 10:45
  a 12 week accelerator where I do
• 10:47
  tell you everything
• 10:48
  you should do on a day to day basis
• 10:49
  for 12 weeks you know
• 10:51
  for each pillar um
• 10:52
  but the truth is that no one's gonna
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  you know say hey
• 10:56
  here it is hey
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  wake up today hey
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  don't take a nap today get off the couch and
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  you know get out there and talk to some people
• 11:04
  and so that's the biggest thing is
• 11:05
  while I do everything in my power to support my agents
• 11:09
  my friends in the industry
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  whether they're with me or against me or whatever
• 11:13
  I'm out there trying to support and have an impact
• 11:16
  the truth is in the day to day across the country
• 11:20
  no one is going to you know
• 11:22
  prop you up you have to plug in
• 11:24
  you have to do that
• 11:25
  you have to take initiative as you go
• 11:28
  and so just understand that the support is available
• 11:33
  if you go and get it especially with our group um
• 11:36
  I'd be happy to talk to you
• 11:37
  if you're interested in that
• 11:38
  our Agent Wolfpack but that's not what this is about
• 11:41
  understand that your mindset has to go and get it
• 11:44
  you have to be the alpha you have to be the attack dog
• 11:47
  and if you do that starting from the beginning
• 11:49
  or starting from date today
• 11:51
  you could be in the industry for 10 years
• 11:53
  you're like yep
• 11:54
  yep yep
• 11:55
  here's my message to you get going today
• 11:58
  reach out to some people
• 11:59
  surround yourself with the right people
• 12:01
  and go get that support
• 12:02
  persuading for it to come to you
• 12:04
  stop waiting for the right moment
• 12:05
  holy moly this one
• 12:07
  stop waiting for those interest rates to come down
• 12:09
  stop waiting for foreclosures to come back
• 12:11
  stop raid waiting for that
• 12:13
  you know builder to reach out and just say hey
• 12:15
  I wanna you know
• 12:15
  partner with you and you to sell 50 houses
• 12:18
  stop waiting for those moments
• 12:19
  if you have been putting something off
• 12:22
  please comment below what that is
• 12:24
  and that can be your you know
• 12:26
  catapult to success
• 12:27
  if you're not comfortable putting it in the comment
• 12:29
  shoot me a DM over on Instagram
• 12:32
  the re agent playbook I'd be happy to
• 12:35
  you know help you through that coach you through that
• 12:37
  and if you're really stuck
• 12:38
  and you're just waiting for the right moment
• 12:40
  you're like dang it
• 12:40
  I've said that I've said that out loud
• 12:42
  like I can't wait for interest rates to lower
• 12:45
  or I can't wait for you know
• 12:47
  the commission lawsuit to be settled
• 12:49
  or I can't wait for spring
• 12:51
  you know the spring market to come back
• 12:52
  or I can't wait
• 12:53
  for the market to level out a little more
• 12:55
  towards buyers or
• 12:57
  and I can't wait for this loan product
• 12:58
  if you said any of that go straight in the comments
• 13:01
  or the description right now
• 13:02
  and book a real estate agent game plan
• 13:04
  call with me
• 13:05
  I'd be happy to help you kind of work through that
• 13:07
  and get you in momentum that's what on people's
• 13:10
  you know psychology and give them in the momentum
• 13:12
  so you can do that absolutely free
• 13:14
  no obligations nothing
• 13:16
  just me helping you get moving
• 13:18
  so that leads us to the next one right
• 13:22
  stop shrinking your visions in your dreams
• 13:24
  this is something that a lot of people will tell you
• 13:26
  right you get into the industry hey
• 13:29
  you know uh
• 13:30
  it's it's a really tough industry um
• 13:33
  I I have no idea
• 13:34
  you're 22 years old how are you gonna make it right
• 13:37
  bullshit don't let people you know
• 13:40
  tell you that don't let people pull you back
• 13:42
  it's absolutely not real right
• 13:45
  your vision and your dreams are absolutely
• 13:48
  available in this industry
• 13:49
  because there is no ceiling
• 13:51
  so don't let people kind of stomp you down right
• 13:54
  you say well Jeremy I've been in the business you know
• 13:56
  and and now people are saying oh
• 13:58
  there's no way right 20 20 21 they were you know
• 14:01
  gravy train years you were absolutely amazing uh
• 14:04
  because it was just falling out of the tree right
• 14:06
  it's
• 14:07
  you're shaking the tree and 15 apples fall out of it
• 14:09
  and you close 14 of them that's not the case anymore
• 14:12
  we're never going back to that market you know
• 14:14
  so if you can't shake
• 14:16
  find that apple tree to shake like that
• 14:17
  you're not gonna be successful nope
• 14:19
  that's not even part of it closings happen every day
• 14:23
  you have something special inside of you
• 14:25
  that you can provide to your specific client group
• 14:28
  and I want you to go get that
• 14:30
  and if your goal is to be a top producer
• 14:32
  or an icon agent or a broker
• 14:34
  you know where a leader absolutely go get it
• 14:36
  if somebody's stomping you down
• 14:38
  and you need a little momentum
• 14:39
  you know where to find me
• 14:40
  I'd be happy to kind of help you get rolling again
• 14:43
  next one is huge
• 14:43
  stop looking for security and certainty
• 14:46
  this is something that's absolutely massive
• 14:49
  in our industry
• 14:50
  the only thing if this year has taught us anything
• 14:53
  right we're still coming up on the election
• 14:55
  so this was a quarter pre election
• 14:57
  we're getting really close
• 14:58
  but the only thing certain in our industry is change
• 15:01
  so started out with higher interest rates
• 15:03
  than we've been used to
• 15:04
  then we have the NAR lawsuits and all the changes and
• 15:07
  you know contracts and buyer agents
• 15:09
  agreements and all the things
• 15:10
  and then we have an election right
• 15:12
  so think about the change
• 15:14
  that's one change a quarter literally in in our
• 15:17
  our year so far and it's only gonna be more
• 15:20
  there's more we do this and the more we move forward
• 15:23
  change is always gonna happen
• 15:25
  we are based on a changing market
• 15:27
  um our
• 15:28
  you know
• 15:29
  our buyers and our sellers are custom to that right
• 15:32
  it's a market it's an open market it's a free market
• 15:35
  so change is absolutely the key in real estate
• 15:38
  and adapting to the change
• 15:40
  talking about the market
• 15:41
  educating yourself on what's coming what's going
• 15:44
  what the trends are but more importantly
• 15:46
  what what can you do
• 15:47
  or what do you need to shift
• 15:49
  to make sure that you are
• 15:50
  dealing with people who are winning in the market right
• 15:53
  or helping those before they lose in the market
• 15:56
  all of these things are part of it
• 15:57
  but the only thing inevitable is change
• 16:00
  and so stop looking for security and certainty
• 16:02
  in this industry oh
• 16:04
  this is one of my favorite ones
• 16:06
  stop listening to the gurus right
• 16:08
  we see this a lot everybody's
• 16:11
  you know doing their thing
• 16:13
  everyone's like oh
• 16:13
  you're a unique person you're the unique
• 16:16
  you know individual that you are
• 16:17
  you know you're perfect just the way you are
• 16:20
  the truth is if you were perfect
• 16:22
  why are these self help gurus
• 16:24
  you know in employed right
• 16:27
  if someone is telling you that you're perfect
• 16:29
  and you know that you're not
• 16:30
  because none of us are perfect
• 16:32
  then you probably need to separate yourself
• 16:34
  we are the average of the people we hang out with
• 16:37
  and if someone's always telling us we're perfect
• 16:39
  and everything's amazing
• 16:40
  and you're so unique and so individual and
• 16:43
  you know it's just
• 16:44
  you know not the right time for you
• 16:46
  then that's a red flag likewise
• 16:48
  if someone's always telling you
• 16:49
  the complete opposite of that
• 16:50
  and you are you know
• 16:51
  getting beat down or your broker saying you need to be
• 16:54
  you know building it this way
• 16:56
  YouTube's dumb or this is dumb
• 16:58
  don't do that that's also
• 17:00
  you know counterproductive to your success
• 17:02
  so just make sure that we are
• 17:05
  you know
• 17:06
  very selective on what we're putting in our minds
• 17:09
  and who were having influence us
• 17:10
  because those two you know
• 17:13
  opposite sides of
• 17:15
  of the spectrum are both very dangerous for our success
• 17:19
  as an entrepreneur as a real estate agent
• 17:22
  and finally stop treating yourself so poorly
• 17:24
  celebrate your wins every single day
• 17:27
  if your win is that you did an hour of
• 17:30
  you know uninterrupted prospecting
• 17:32
  even if you didn't have one person answer the phone
• 17:35
  when you're making those calls
• 17:36
  or you didn't have one you know
• 17:38
  of your sphere of influence
• 17:40
  you know respond to a text message or sent out
• 17:43
  if you did that one hour that's a win right
• 17:46
  stay in momentum
• 17:48
  momentum is such a huge thing in our industry
• 17:50
  it's very obvious right
• 17:52
  I have a lot of irons in the fire
• 17:54
  and when I'm winning on the production side
• 17:57
  it seems like I'm rolling people in
• 17:59
  it's like a factory right
• 18:00
  I get buyers in whether their first time homebuyers
• 18:02
  with down payment assistance or
• 18:04
  you know cash buyers
• 18:06
  I'm still in in flow I'm helping them
• 18:08
  I'm dialed in what they want
• 18:10
  I'm finding them what they want right away
• 18:12
  and we're going under contract
• 18:14
  when I'm a little bit off
• 18:16
  sometimes
• 18:16
  it's taking a little bit longer for cash buyers
• 18:19
  for whatever if I'm distracted
• 18:20
  and I'm not really focused on finding the exact
• 18:23
  you know things
• 18:24
  they're the exact things that make them tick the
• 18:27
  the must haves in a home
• 18:29
  and if I'm not dialed into that
• 18:30
  sometimes we miss it and sometimes it takes
• 18:32
  you know a week or five weeks
• 18:34
  or a month or two months to get things rolling
• 18:37
  because we're not you know
• 18:38
  vibrating at the same frequency um
• 18:41
  even in the the crazy times when I was on right
• 18:44
  I was showing six houses you know
• 18:45
  20 20
• 18:46
  my average was six houses to contract
• 18:48
  so understand that you're
• 18:52
  you're winning right
• 18:53
  because momentum is a real thing
• 18:55
  and if you're getting into momentum
• 18:57
  that's winning so stop beating yourself up about it
• 19:00
  just take that mindset of okay
• 19:01
  I have to do the things that I know
• 19:03
  that I've planned out that are
• 19:05
  you know part of me being successful every single day
• 19:08
  wow so those are the 10
• 19:10
  we rolled right through them
• 19:11
  we applied them to real estate
• 19:13
  and I hope that helped a complete mindset shift for me
• 19:17
  on a few of those where I'm like
• 19:18
  yep I
• 19:19
  I do that right
• 19:21
  it wasn't all 10
• 19:21
  I hope it's not all 10 for any of you out there
• 19:24
  but if we can move forward
• 19:26
  and we can better this industry
• 19:27
  I wanna hear about it
• 19:29
  so if you have one of these that you're struggling with
• 19:31
  please shoot me a DM over on Instagram
• 19:34
  I would be happy to you know
• 19:35
  help you through that
• 19:36
  or just be your accountability partner
• 19:38
  a lot of us a lot of agents I hear are on islands right
• 19:41
  they say I'm just looking for the right group
• 19:43
  I feel like I'm on an island
• 19:45
  if you're on an island I wanna talk to you
• 19:47
  I wanna be your friend um
• 19:48
  and I wanna help you grow
• 19:50
  I don't care what brokerage you're at
• 19:51
  I don't care what team you're on
• 19:53
  if you need help and you're on an island
• 19:56
  reach out to me shoot me a DM
• 19:58
  and we can put something together to absolutely change
• 20:01
  your trajectory
• 20:02
  because I want you to win every single day at the game
• 20:04
  real estate that's not apparent
• 20:06
  you're still watching
• 20:07
  please subscribe to my YouTube channel
• 20:08
  um please follow me over on the podcast
• 20:11
  and we can absolutely change the game of real estate
• 20:14
  together we'll talk to you next time bye bye