Latest / The Connect Practice Track & Grow Podcast / Ep047: Leveling Up — Mastery & Growth | 59 Rules for Becoming a Top 1% Real Estate Agent (Part Five)

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Ep047: Leveling Up — Mastery & Growth | 59 Rules for Becoming a Top 1% Real Estate Agent (Part Five) · The Connect Practice Track & Grow Podcast

• 0:37
  SPEAKER_02: Welcome to the Connect Practice Track and Grow Podcast.
• 0:39
  SPEAKER_02: I'm Chris McAllister with Roost Real Estate Company, and it's my job to create and coach business opportunities and strategies that support and add value to the lives of real estate professionals.
• 0:49
  SPEAKER_02: Today I'm here, as always, with my co-host, Lacey LeBlanc.
• 0:53
  SPEAKER_02: Good morning, Lacey.
• 0:54
  SPEAKER_00: Good morning, Chris.
• 0:56
  SPEAKER_02: And today we're continuing our six-episode series based on my new book, 59 Rules for Becoming a Top 1% Real Estate Professional.
• 1:05
  SPEAKER_02: And this episode is grounded in part five of six, and it's called Leveling Up, Mastery, and Growth.
• 1:12
  SPEAKER_02: And this is where people either mature into their business or they start to plateau, and then they sort of recycle the same year of experience over and over again.
• 1:21
  SPEAKER_02: I think probably, if you think about it, you've probably met those people.
• 1:24
  SPEAKER_02: So this whole episode of part five is about personal and professional development.
• 1:29
  SPEAKER_02: It's about continuous learning, resilience, and leveling up your career.
• 1:35
  SPEAKER_02: And I don't want people to think of this as some sort of a motivational poster, but I do want you to think of it as both a mindset, but maybe even more so as a discipline.
• 1:46
  SPEAKER_02: And I say that because top 1% careers, they're not just built on talent or motivation alone.
• 1:53
  SPEAKER_02: They're built on intentional and deliberate growth.
• 1:58
  SPEAKER_00: Yeah, I love that word intentional.
• 2:00
  SPEAKER_00: I think that's the key.
• 2:01
  SPEAKER_00: It's probably behind most things in this life, but let's get right into it.
• 2:05
  SPEAKER_00: You open up this section with rule number 42, get a coach.
• 2:10
  SPEAKER_00: Why is coaching so central to leveling up your career?
• 2:15
  SPEAKER_02: The fact is, I've never met anybody who's successful in this business who really did it alone or didn't grow alone, right?
• 2:27
  SPEAKER_02: And I remember I've been reciting this ad nauseum since the first time I heard it, probably 25 years ago.
• 2:33
  SPEAKER_02: But even Michael Jordan had a coach, right?
• 2:36
  SPEAKER_02: Even the best of the best in all walks of life, sports or what have you, everybody has had a coach.
• 2:42
  SPEAKER_02: And that's rule number 42, right?
• 2:44
  SPEAKER_02: I don't care if you're an athlete, I don't care if you're a musician, I don't care if you're a CEO.
• 2:50
  SPEAKER_02: Real estate agents often act like they're the exception, but that's why most real estate agents tend to be average and stay average at best.
• 2:59
  SPEAKER_02: So coaching isn't really just about training.
• 3:02
  SPEAKER_02: Training gives information, but coaching forces application, right?
• 3:07
  SPEAKER_02: The beauty of coaching is it forces us to apply what we've learned.
• 3:11
  SPEAKER_02: Maybe force is a strong word, but you know, having a coach who's an accountability partner, they don't just give you feedback, but they let's say force, right?
• 3:20
  SPEAKER_02: They're there.
• 3:21
  SPEAKER_02: You pay them to make you do the work the way you know the work should be done.
• 3:27
  SPEAKER_02: So that whole thing with accountability partner, I think that's the beauty of coaching.
• 3:32
  SPEAKER_02: It also exposes blind spots.
• 3:34
  SPEAKER_02: And somebody who's honest with you about where you're falling behind or where you're being stubborn about adopting something that clearly is going to work for you.
• 3:42
  SPEAKER_02: Again, coaching keeps you accountable, and it keeps you accountable when your feelings aren't cooperating, right?
• 3:49
  SPEAKER_02: When it's your feelings that are allowing you to procrastinate.
• 3:53
  SPEAKER_02: So anytime you're serious about leveling up, you've really got to find somebody who's going to tell you the truth and keep you in motion.
• 4:01
  SPEAKER_02: And honestly, you know, I think I've told this story many times, but I think I first met Brian Buffini at Bafini and Company in 2003 or four, 2003, I think, when I was when I had Remax franchises.
• 4:16
  SPEAKER_02: And it wasn't too long after meeting him through Remax that I became a Bafini and Company client.
• 4:24
  SPEAKER_02: And I've had a Baffini and Company coach, I think two different times in my career as an agent.
• 4:30
  SPEAKER_02: And I can tell you that tactical discipline, that knowing that I paid somebody 500 bucks a month, 600 bucks a month, whatever it was, to be there and help make me do the work, I did it.
• 4:45
  SPEAKER_02: And most of the reason I did it was because I paid for it, right?
• 4:48
  SPEAKER_02: And I wasn't going to let that money go to waste.
• 4:50
  SPEAKER_02: So there is something to be said that having a coach that you pay for is a huge difference than just having a mentor or a buddy that you talk to and have coffee with from time to time.
• 5:00
  SPEAKER_02: The other piece is I've had, I've been a client of a company called Strategic Coach, Dan Sullivan's company strategic coach, I think since 2004.
• 5:09
  SPEAKER_02: So of the last 22 years, I think I've been an active coach client at least 18 of those years.
• 5:16
  SPEAKER_02: I took a couple of years off in 2024 and 2025, and I went back to strategic coach this year.
• 5:24
  SPEAKER_02: And that's not a small check, but I can tell you that what happens when I get to go see my coach every quarter and meet all the other people in my group, it's worth the price of admission hands down.
• 5:36
  SPEAKER_02: So I'm living proof that having a coach, getting a coach, paying for a coach really is the difference between the top 1% and the rest of the 99% of us.
• 5:48
  SPEAKER_02: So I'm preaching a little bit lacy, but for so forgive me, but this is something that I'm passionate about because I know how it's affected my life and career very positively.
• 5:57
  SPEAKER_02: And I've seen how it's affected a lot of our agents' careers very positively.
• 6:02
  SPEAKER_00: Yeah, I mean, I don't think anybody will argue you get a positive ROI on your investment in a coach, but I do think that there are folks out there who maybe are not there yet.
• 6:10
  SPEAKER_00: So what if someone says, I can't afford to pay a coach yet?
• 6:15
  SPEAKER_02: I'm gonna say that even if you feel like you can't afford to pay a coach yet, I think you need to at least start running your business as if you are writing that check, if that makes sense.
• 6:27
  SPEAKER_02: So if one-on-one coaching these days, and I don't know exactly what the number is, let's say it's 600 bucks a month, then I would really encourage you to start setting aside that 600 bucks a month as if you're writing that check.
• 6:39
  SPEAKER_02: Get into the habit of it, start cutting expenses elsewhere.
• 6:43
  SPEAKER_02: It's the whole profit-first mentality.
• 6:45
  SPEAKER_02: That's an expense that I truly don't think if you're serious about your career, that you want to just pass by.
• 6:51
  SPEAKER_02: I think that's an expense worth incurring.
• 6:53
  SPEAKER_02: So at least pretend, even if it's not safe to send the check out every month yet.
• 6:58
  SPEAKER_02: Having said that, I still don't want you to grow alone.
• 7:01
  SPEAKER_02: You've got to start where you are.
• 7:03
  SPEAKER_02: So maybe it doesn't require writing a check on day one, but being coachable is a skill that you can start cultivating today.
• 7:12
  SPEAKER_02: And that requires humility.
• 7:14
  SPEAKER_02: It requires, as we said, intent.
• 7:16
  SPEAKER_02: So at least find a mentor, join join a mastermind group, get a group of other agents that you're comfortable with and set up a monthly luncheon, call it an accountability lunch, and make friends with somebody who's a few steps ahead of where you are and ask them the hard questions and ask them how they did it and ask them how they what struggles they had and how they got through those struggles.
• 7:40
  SPEAKER_02: But don't buy the lie that you're going to level up purely by self-study.
• 7:45
  SPEAKER_02: I've got to tell you, if that worked, everybody would be in the top 1%.
• 7:48
  SPEAKER_02: So whether you can afford it or not, I want you to figure out how to afford it.
• 7:52
  SPEAKER_02: But if you can't afford it yet, and having said that, too, there's so much stuff on YouTube.
• 7:58
  SPEAKER_02: And I always go with Bethanian Company because that's how I was brought up.
• 8:02
  SPEAKER_02: But there are other coaching companies out there.
• 8:04
  SPEAKER_02: My only advice is pick one and stick with it, right?
• 8:07
  SPEAKER_02: There's no point in jumping around from coach to coach.
• 8:09
  SPEAKER_02: So whichever expert out there that you want to work with or be a client for, whatever you want to say it, just stick with one because I guarantee you, even there's a little difference in their approach, at the end of the day, it's going to get you where you want to be.
• 8:25
  SPEAKER_00: Yeah, and shameless plug here.
• 8:27
  SPEAKER_00: If you join a brokerage that is aligned with your self-improvement goals, then they might potentially offer a program like Buffini and Company to you.
• 8:37
  SPEAKER_02: Well, I'm a I am a Bafini and Company certified trainer, so is Priscilla.
• 8:42
  SPEAKER_02: And we, the Bruce Drill State Company, it's not optional.
• 8:46
  SPEAKER_02: Everybody who comes on with us, whether they've been in the business for a while or if they're new to the business, it's a requirement that they go through the 100 Days to Greatness training class, the Bafini and Company class.
• 8:57
  SPEAKER_02: And either Priscilla or I want to facilitate that.
• 9:00
  SPEAKER_02: We also are certified trainers for the mastery classes at Buffini and Company.
• 9:04
  SPEAKER_02: So we've made Buffini a part of agent life here at Roost.
• 9:09
  SPEAKER_02: I'm sure there's other brokerages out there that do that.
• 9:11
  SPEAKER_02: And that's a way that you can step into sort of the whole coaching world at a one-time price of five or six hundred, whatever it costs for 100 days to greatness, without having to commit to that price every single month.
• 9:25
  SPEAKER_02: I think a lot of us started with 100 Days to Greatness, maybe did a mastery class, and then we went into personal coaching.
• 9:32
  SPEAKER_02: But there's all kinds of resources out there in the world, and you got to spend some time, you got to find what resonates with you.
• 9:37
  SPEAKER_02: But again, what is your whoever you decide to go with or whatever company you decide to go with, this isn't something you jump around from coach to coach.
• 9:45
  SPEAKER_02: You find one coach, you stick to it, and that's the way you get the benefit from it.
• 9:50
  SPEAKER_00: Yeah.
• 9:51
  SPEAKER_00: So let's change gears just a little bit.
• 9:53
  SPEAKER_00: Rule number 43 is a little unexpected, I'm not gonna lie.
• 9:56
  SPEAKER_00: It's study humanity.
• 9:58
  SPEAKER_00: So literature, history in a real estate book seems a little odd.
• 10:04
  SPEAKER_00: Why is this rule number 43?
• 10:07
  SPEAKER_02: Real estate it's a human business.
• 10:10
  SPEAKER_02: We try to many of us try to make it a contract business, we try to make it a transactional business, but it's a human business, right?
• 10:18
  SPEAKER_02: You're dealing with buyers and sellers, which is a lot of emotion, a lot of different motivations.
• 10:24
  SPEAKER_02: You're dealing with other agents who all have their own issues and hangups and so forth.
• 10:29
  SPEAKER_02: It's all people.
• 10:31
  SPEAKER_02: And I this this rule exists, rule 43.
• 10:36
  SPEAKER_02: Because agents who only consume real estate news, real estate content, business content, and so forth, they tend to become one dimensional.
• 10:47
  SPEAKER_02: And it's really hard for one-dimensional people to connect deeply with another person.
• 10:54
  SPEAKER_00: Yeah, you need that context.
• 10:56
  SPEAKER_00: I feel like you need the context of what's going on in the world around you and the other things people are feeling and doing and worried about and what's important to them, right?
• 11:05
  SPEAKER_02: Yeah, yeah.
• 11:05
  SPEAKER_02: And I the whole idea when you study humanities, it tends to make you a more well-rounded or a more rounded individual.
• 11:14
  SPEAKER_02: I mean, quite frankly, somebody who understands art and history, in addition to sports and music and all the other things, all that stuff makes you a more interesting human being, but honestly, it makes you a more attractive human being.
• 11:28
  SPEAKER_02: And I mean attractive in the sense that people naturally gravitate towards you.
• 11:33
  SPEAKER_02: So study humanities, I guess it is a little bit designed to get your attention.
• 11:38
  SPEAKER_02: What the hell is this?
• 11:39
  SPEAKER_02: But I gotta tell you, arts and literature, it helps you build empathy.
• 11:44
  SPEAKER_02: It helps you understand how people think, feel, communicate.
• 11:48
  SPEAKER_02: It sharpens your communication, it expands perspective.
• 11:52
  SPEAKER_02: And again, an expanded perspective is what helps you understand where your clients are coming from, especially if you've got clients that are with you for years and years, right?
• 12:03
  SPEAKER_02: Understanding what life transitions feel like, whether you've gone through them or not, gives you a huge benefit, right?
• 12:11
  SPEAKER_02: The things that you go through in your first home, a divorce, a relocation, downsizing, all the reasons people have to buy and sell houses, there is something, there's huge value, and I agree, Lacy, it's very hard to quantify this, but there is value in having some, as you say, context, some perspective on what people are going to at the time in your life that you're working one-on-one with them to help them buy or sell a house.
• 12:36
  SPEAKER_02: So study humanities, read, fiction's wonderful.
• 12:39
  SPEAKER_02: It just helps you give you a bigger perspective on life.
• 12:42
  SPEAKER_02: And at the end of the day, two agents, they can get to the same comparative market analysis, they can get to the same number.
• 12:48
  SPEAKER_02: But I can tell you, the one that has a better understanding of people and how people think and feel, they're the ones that win and become the top 1% every time.
• 12:57
  SPEAKER_00: I agree.
• 12:58
  SPEAKER_00: And not only that, for somebody who despises small talk, it really makes small talk a lot.
• 13:03
  SPEAKER_00: Small talk is a necessity, right?
• 13:05
  SPEAKER_00: You've got a small talk when you meet a person for the first time as much as I hate it.
• 13:09
  SPEAKER_00: But knowing a little bit about a lot of things, knowing what people are interested in, what's going on in the world, which sports team just won the big championship.
• 13:17
  SPEAKER_00: My husband can talk to anybody because he saw they had on a nick shirt or they had on a they had on a a bracelet that had the Avengers like it doesn't matter.
• 13:26
  SPEAKER_00: If you can find a way to connect with people, then that makes that small talk portion so much less of a struggle.
• 13:32
  SPEAKER_00: And it really starts you out on the right foot right foot.
• 13:34
  SPEAKER_00: So if nothing else, then being worldly or a little bit more well-rounded can get you through those first conversations not quite so awkwardly.
• 13:43
  SPEAKER_02: Yeah, and that's something I have to be very thoughtful about because it's easy for me to just be tunnel vision.
• 13:49
  SPEAKER_02: I'm gonna build this business, I'm gonna do this, I'm gonna do that.
• 13:52
  SPEAKER_02: And I have to be forced to take time off.
• 13:54
  SPEAKER_02: And it's just not something I've ever been good at, and I'll probably never will be good at it, but that's why I have a coach.
• 14:00
  SPEAKER_02: So to keep you accountable even when you're feeling help me become a better rounded, more interesting human being.
• 14:08
  SPEAKER_00: For anybody out there who meets Chris for the first time, he really likes music.
• 14:12
  SPEAKER_00: So if you want to maybe start with music or books, that's a good place to start.
• 14:16
  SPEAKER_02: I do read and listen to a lot of books.
• 14:18
  SPEAKER_02: That's absolutely true.
• 14:20
  SPEAKER_00: Well, rule number 44 is a little less straightforward.
• 14:24
  SPEAKER_00: It's make invisible opportunities visible.
• 14:27
  SPEAKER_00: What does that mean?
• 14:28
  SPEAKER_00: And more importantly, what does that mean in practice in the real world?
• 14:32
  SPEAKER_02: Here in part five of the book, we're really we're talking about leveling up, we're talking about growth, we're talking about what is that sort of secret sauce that separates the top 1% from the rest of us, right?
• 14:45
  SPEAKER_02: So make invisible opportunities visible, it really means that the top producers in this business, or any business for that matter, they see things that other people miss.
• 14:56
  SPEAKER_02: And they've trained themselves to see what other people miss, right?
• 15:01
  SPEAKER_02: It they make it a personal capability.
• 15:04
  SPEAKER_02: So Rule 44, make invisible opportunities visible, is about developing, I guess you could call it situational awareness, right?
• 15:12
  SPEAKER_02: When you're out and about, say you meet that that person at the grocery store and you recognize them and you have a conversation with them.
• 15:19
  SPEAKER_02: We always talk about anybody who has 150 people in their database that they could meet, recognize, have a conversation one-on-one at the grocery store, that's a real fantastic person in your database who's probably going to at some point send you send referrals your way.
• 15:34
  SPEAKER_02: But so say you're at the grocery store and you hear somebody say, Well, someday I'm gonna make that move, or I've been thinking about doing this, or my husband's thinking about a job.
• 15:45
  SPEAKER_02: There's just clues that pop up in everyday conversation.
• 15:50
  SPEAKER_02: And I can tell you, the very best of us, they recognize those as the beginning of a lead, right?
• 15:57
  SPEAKER_02: Say you're opening up the MLS every morning and you're looking at your hot sheet and you see an expired listing for somebody that is a friend of a friend, or maybe it's an expired listing that you were a little bit upset with yourself that you didn't get the listing in the first place, but suddenly you see that listing has expired.
• 16:14
  SPEAKER_02: That's an opportunity, right?
• 16:16
  SPEAKER_02: You see things, you're aware of things, you look for things, you hear things from vendors, you hear things from people in the community.
• 16:23
  SPEAKER_02: You the best of the best, they know when somebody's about to make a move before any of their fellow realtors do, and they certainly know about it long before it ends up in the MLS.
• 16:36
  SPEAKER_02: So most agents just quite frankly, they miss the whole mindset or attitude of invisible opportunities because they're distracted and they're reactive, right?
• 16:48
  SPEAKER_02: So, one of the other ways that helps with that is being able to be present, to be able to listen, to be open to what other people are doing.
• 16:57
  SPEAKER_02: This is it's getting a little bit mushy here, a little bit fuzzy here, Lacey, and I apologize for that.
• 17:03
  SPEAKER_02: But maybe the other way to think about making invisible opportunities visible is I will tell you that the one thing that the top 1% does is they understand that it is their responsibility, that they're the only ones that can make invisible opportunities visible for themselves.
• 17:26
  SPEAKER_02: Nobody else can do it for them.
• 17:27
  SPEAKER_02: They have to do it for themselves.
• 17:29
  SPEAKER_02: Now, somebody else may give them a clue, right?
• 17:32
  SPEAKER_02: Hey, the G or so-and-so was this or whatever that is, but it's a personal responsibility.
• 17:37
  SPEAKER_02: It's a thing that can't be delegated, it just becomes part of how they uh live, work, and move in the world.
• 17:44
  SPEAKER_00: Yeah, I think I'm on a volleyball team for adults, right?
• 17:48
  SPEAKER_00: An adult volleyball league, which sounds as silly as it is.
• 17:52
  SPEAKER_00: But we have some folks on the volleyball league.
• 17:54
  SPEAKER_00: We have a real estate agent on in the volleyball on the volleyball team.
• 17:57
  SPEAKER_00: We have a travel agent, she does a fantastic job, right?
• 18:01
  SPEAKER_00: So she has never been salesy.
• 18:02
  SPEAKER_00: We all know she's a travel agent because we had this conversation about oh, what do you do for a living?
• 18:06
  SPEAKER_00: But you can tell, like when we mention something, when we're thinking about something, she'll throw in, oh, I'm doing a guided trip to Amsterdam next year.
• 18:14
  SPEAKER_00: We still got some spots if you're interested in that.
• 18:16
  SPEAKER_00: And it's never pushy and it's never you never feel sold on anything, but she absolutely is slow.
• 18:24
  SPEAKER_00: If you say slow down, listen, and keep an opportunity log, she's listening, she hears.
• 18:28
  SPEAKER_00: Yeah, and it doesn't take the place of any sort of like volleyball relationship or like friendship, or but you can tell that she's very actively she's not reacting, she's being proactive and kind of knowing what's going on in our lives and where she might be able to help us.
• 18:43
  SPEAKER_02: Yeah.
• 18:44
  SPEAKER_02: And it's interesting that you said that at the volleyball game.
• 18:46
  SPEAKER_02: But I always encourage our agents.
• 18:49
  SPEAKER_02: Let's say that they've got kids and the kids are in sports.
• 18:53
  SPEAKER_02: I want that agent to sponsor that kid's sports team, right?
• 18:59
  SPEAKER_02: I want them to be on the t-shirt, I want them to be on the on the fence in the back with a banner.
• 19:05
  SPEAKER_02: It's not because bring the snacks.
• 19:07
  SPEAKER_02: Yeah, bring the snacks.
• 19:09
  SPEAKER_02: And it's not because you're ever going to sell a house to anybody because you paid some money to get on the kid's t-shirt.
• 19:16
  SPEAKER_02: The getting on the kid's t-shirt is sort of a a great gesture.
• 19:21
  SPEAKER_02: To some degree, it's a cost of doing business.
• 19:24
  SPEAKER_02: But the people who fail and ultimately realize they're wasting their money are the people who don't follow up on the potential for the relationships that can be developed by being there at the kids' sports events, right?
• 19:37
  SPEAKER_02: You don't even have to be a coach or whatever, right?
• 19:39
  SPEAKER_02: If you're a coach, that's great too.
• 19:40
  SPEAKER_02: You're going to meet all the parents and you're going to have opportunities to hear things that are happening in the parents' lives, and who knows?
• 19:46
  SPEAKER_02: Maybe there's real estate involved, right?
• 19:48
  SPEAKER_02: But it's being involved in those kids' lives because you want to be there around the parents, right?
• 19:57
  SPEAKER_02: There's nothing wrong with doing good and having it help your business, right?
• 20:03
  SPEAKER_02: Target, we used to call that cause marketing, right?
• 20:05
  SPEAKER_02: You had a good cause, you put money towards it, you put time toward it.
• 20:09
  SPEAKER_02: But in the end, the only reason we spent all that money when I was at Target years ago was because when you spent that money on kids and families showed up and they spent money at the Target store.
• 20:17
  SPEAKER_02: So making invisible opportunities visible.
• 20:20
  SPEAKER_02: It's sort of the next step thing.
• 20:21
  SPEAKER_02: When you get a chance to sponsor the kids' sports team or whatever, be involved in the kids' sports team, make the parents and so forth.
• 20:27
  SPEAKER_02: That's just one tip on how to make invisible opportunities visible.
• 20:32
  SPEAKER_00: Yeah, I love it.
• 20:33
  SPEAKER_00: This is one of my favorite tips, favorite rules in the whole thing, because anybody can do it and it does not, it actually requires the opposite of a sales pitch.
• 20:41
  SPEAKER_00: It requires the opposite of, you know, making people feel uncomfortable.
• 20:44
  SPEAKER_00: This is just a natural kind of way of doing business that you don't have to worry about selling yourself.
• 20:50
  SPEAKER_00: And I think that people shy away from that for good reason.
• 20:53
  SPEAKER_00: And so I think this is just something everybody can do, everybody can apply no matter where they are in their career, no matter where they are geographically, no matter where they are in their life.
• 21:02
  SPEAKER_00: Let's move on though to rule number 45, which is buy the best equipment you can afford.
• 21:07
  SPEAKER_00: Some people are gonna call shiny objects, some people are gonna say, Oh, that's a superficial rule.
• 21:11
  SPEAKER_00: Somebody's gonna some people are gonna say, like, I get my fines with what I've got.
• 21:15
  SPEAKER_00: Talk to me about why you should buy the best equipment you can afford.
• 21:18
  SPEAKER_02: Well, again, this is about leveling up, right?
• 21:21
  SPEAKER_02: Personally and professionally, and having the best equipment that you can afford.
• 21:25
  SPEAKER_02: It's not super f superficial, it's being professional, right?
• 21:31
  SPEAKER_02: Tools, the right tools, good tools, shape your performance, right?
• 21:36
  SPEAKER_02: I want you to have the best laptop that you can afford that is designed to support your business, right?
• 21:44
  SPEAKER_02: I don't want you to go out and buy the biggest, shiniest, most expensive laptop out there.
• 21:48
  SPEAKER_02: I want you to spend a little time and find the laptop that's actually going to support how you work, right?
• 21:54
  SPEAKER_02: If your laptop is slow or it doesn't connect to the internet reliably, it doesn't, you're not saving money.
• 22:00
  SPEAKER_02: You're you're not being virtuous by trying to keep that 20-year laptop growing.
• 22:05
  SPEAKER_02: You're coming across somebody who's not very professional, not very good at their job, and they either can't afford to buy the basics or just cheap, right?
• 22:13
  SPEAKER_02: It's the same with your phone.
• 22:15
  SPEAKER_02: Nobody has to get the new iPhone every single year.
• 22:17
  SPEAKER_02: But if your phone is more than three or four years old, there's probably they it's probably time to take a look at upgrading that phone.
• 22:24
  SPEAKER_02: I tell you, another this is maybe this is just me, but I see people out there that, you know, are trying to, they're one on one with the person, they're trying to talk to them about a listing or something, and they want to look at something on their cell phone, but their cell phone screen is broken.
• 22:38
  SPEAKER_02: They can't get the information that they want to get to talk to that client about because they don't have the right self, they don't have the right equipment.
• 22:46
  SPEAKER_02: Presentation materials.
• 22:48
  SPEAKER_02: A lot of people don't even bother with doing presentation, especially when it's people that they know.
• 22:53
  SPEAKER_02: I don't care.
• 22:55
  SPEAKER_02: It goes back to the whole conversation about friends and family signed twice.
• 22:58
  SPEAKER_02: I don't care if you've already sold 30 houses to this person.
• 23:01
  SPEAKER_02: You put your presentation together, whether they ever look at it or not, and you make sure it's a professional presentation and you consistently update it.
• 23:08
  SPEAKER_02: If your presentation materials look cheap, it looks like you're cheap, right?
• 23:12
  SPEAKER_02: If you're not presenting in the best way that you possibly can, you're making your job harder, and it doesn't have to be harder, right?
• 23:22
  SPEAKER_02: There's just no virtue in equipment that doesn't work.
• 23:26
  SPEAKER_02: You wear glasses, I wear glasses.
• 23:28
  SPEAKER_02: I hate the fact that I have to wear glasses, but I make damn sure that I've always updated my prescription.
• 23:34
  SPEAKER_02: I want them to be comfortable.
• 23:35
  SPEAKER_02: I have to wear them whatever it is, 12, 15, 16 hours a day.
• 23:38
  SPEAKER_02: There's no point in cutting corners there.
• 23:41
  SPEAKER_02: There's just lots of places in life where that kind of thing makes sense.
• 23:45
  SPEAKER_02: Now I'm not saying you have to go out and buy a Mercedes, but I do want your Honda or your Kia or your Hyundai, whatever it is, to be reliable, to start when you need it to start, right?
• 23:55
  SPEAKER_02: And just work.
• 23:57
  SPEAKER_02: So it's not about spending money you don't have to make an impression.
• 24:01
  SPEAKER_02: It's about spending money that's going to truly make you better at your jobs.
• 24:09
  SPEAKER_02: I mean, you can even extend it.
• 24:10
  SPEAKER_02: Get the best mattress you can get, right?
• 24:12
  SPEAKER_02: If you're not getting a good night's sleep because you've got a lousy mattress, then you want to look at investing in a mattress.
• 24:18
  SPEAKER_02: But these things that I'm talking about, the best equipment you can afford, that support you personally, helping you be the best person you can be, helping your business, it's not about luxury.
• 24:29
  SPEAKER_02: It's about reliability, it's about efficiency, and it's about confidence.
• 24:34
  SPEAKER_02: I guarantee you a surgeon doesn't brag about having the cheapest scalpels.
• 24:39
  SPEAKER_02: They don't have to brag about anything because they always have the very best tools.
• 24:43
  SPEAKER_02: And I don't want anybody who's listening to this to think that they're somehow being virtuous by having any sort of tool that that isn't as good as it possibly can be.
• 24:55
  SPEAKER_02: So where it makes sense to level up and it's going to help you do your job better, easier, faster, more efficiently, I really want you to think about leveling up.
• 25:03
  SPEAKER_00: Yeah, I think that some of it is you don't want anybody to have to be doing business with you in spite of something.
• 25:10
  SPEAKER_00: Right?
• 25:11
  SPEAKER_00: In spite of the fact that they, oh yeah, their their laptop is unreliable and they can consistently never send me the things they say they're gonna send me because they have to get back to their other computer at the office, or in spite of the fact that their presentation is pretty pretty weird or pretty rookie level or whatever the case may be.
• 25:29
  SPEAKER_00: You just never want anybody to be doing business with you and having to overlook something negative in order to do that.
• 25:35
  SPEAKER_00: So take away all of these really easy, like low-level barriers that might cause somebody to wrongly accuse you or wrongly judge you in some way, and then that all goes away.
• 25:50
  SPEAKER_00: I feel like the right tools are almost like ignorable, they're almost invisible, right?
• 25:56
  SPEAKER_00: Like the inch your laptop should never, your car, none of that should even be a factor.
• 26:00
  SPEAKER_02: The lack of the right tools they make people question your professionalism.
• 26:06
  SPEAKER_02: Exactly.
• 26:07
  SPEAKER_02: The right tools, the good tools, the tools that work, they may not think, wow, that guy's a professional.
• 26:12
  SPEAKER_02: Look at that new phone.
• 26:14
  SPEAKER_02: But that it removes the question, right?
• 26:17
  SPEAKER_00: If somebody And rather than just not notice what type of phone I have, because there's nothing wrong with it.
• 26:21
  SPEAKER_00: I don't want them to notice what type of car I drive.
• 26:25
  SPEAKER_00: I don't want him to notice that the my flyers that I've left out are discolored or have blurry photos on it.
• 26:31
  SPEAKER_02: I just or the jet detoner was low on your printer, so these are printed at home.
• 26:37
  SPEAKER_00: You know what I mean?
• 26:38
  SPEAKER_00: Yes, exactly.
• 26:39
  SPEAKER_00: It should just they should just the tools that you use should absolutely impact your business, but they should have virtually no noticeable impact for it.
• 26:48
  SPEAKER_00: I feel like yep.
• 26:49
  SPEAKER_00: That's it.
• 26:50
  SPEAKER_00: All right, so rule number 46 is manage the strain.
• 26:54
  SPEAKER_00: Correct me if I'm wrong, but what I hear when I read that in my mind is success brings pressure.
• 27:02
  SPEAKER_02: Success makes more work.
• 27:04
  SPEAKER_02: There's no question.
• 27:06
  SPEAKER_02: Success does bring pressure.
• 27:08
  SPEAKER_02: So rule 46 exists because most agents fantasize about being busy and then they get busy and they fall apart.
• 27:15
  SPEAKER_02: More clients, more opportunity means more moving parts.
• 27:18
  SPEAKER_02: It means more unpredictability, it means more emotional load, it means more responsibility.
• 27:23
  SPEAKER_02: That's basically what it means to turn pro.
• 27:26
  SPEAKER_02: The top 1% among us, they don't avoid pressure, they know the duties, the responsibilities, and so forth that come with the job, but they prepare for it and they build systems around their business to support it when times get busy.
• 27:41
  SPEAKER_02: They delegate wisely, and then just as importantly, right, they protect their health and they plan for these kind of cycles, right?
• 27:50
  SPEAKER_02: There's a whole long blog post, and we resurrect us every once in a while, but it's I can't even remember what I titled it.
• 27:57
  SPEAKER_02: But it's sort of like the calendar for the year for an agent, the arc of a business year.
• 28:03
  SPEAKER_00: And the seasons, that's what's something about the seasons.
• 28:06
  SPEAKER_02: Yeah, the seasons of the business, right?
• 28:08
  SPEAKER_02: So there's times in the winter where you're sort of focused on what your goals are gonna be for the next year, what comes next, and preparing for the busy season.
• 28:16
  SPEAKER_02: And in broad strokes, the busy season is basically March, April, all the way through really the end of July, right?
• 28:22
  SPEAKER_02: If you don't make your year between March 1st and July 31st, you're gonna have you're not gonna enjoy the second half, basically.
• 28:30
  SPEAKER_02: So we know there's times when you have to be in the business, right?
• 28:32
  SPEAKER_02: There's times you have to that you can be on the business and plan and get ready and so forth and study, whatever.
• 28:38
  SPEAKER_02: And there's times that you've got to be in the season, in the business, and you've got to be playing.
• 28:42
  SPEAKER_02: And it's funny, we're coming up now.
• 28:44
  SPEAKER_02: This is July 28th.
• 28:46
  SPEAKER_02: And even though it's been a kind of a tough year, our agents have been much, much busier the last six, eight, ten weeks than they had during the beginning of the year.
• 28:56
  SPEAKER_02: And the thing that always happens as we and they're feeling some pressure, right?
• 29:01
  SPEAKER_02: They're strayed because more people raised their hands in the past six, eight weeks than had raised their hands for the entire early part of the year.
• 29:09
  SPEAKER_02: So they're doing stuff.
• 29:10
  SPEAKER_02: They they their priority has to be being in the business and responding and taking care of these clients.
• 29:17
  SPEAKER_02: And then as you get into August and people start thinking about back to school and all of that stuff, the pressure shifts, it changes, right?
• 29:26
  SPEAKER_02: So instead of having 10 houses to show today, it's more about I've got to use that same amount of time to make sure that all the business that I got under contract the past four to six weeks actually closes in August, right?
• 29:41
  SPEAKER_02: And then the and that's a whole different skill set, but it's still a different, it's pressure, but it's a different type of pressure.
• 29:49
  SPEAKER_02: Every single year, for the 22 years I've been tracking this business, whether it was me personally the first couple of years or through Remax, through Roost, August.
• 30:00
  SPEAKER_02: Every single year is the biggest month of the year for getting paid.
• 30:05
  SPEAKER_02: It's when our agents actually bank the most money because of all the things they put under contract in spring and early summer.
• 30:15
  SPEAKER_02: It's there's not the same pressure for being out in the field because people have other things on their mind, but it's getting the stuff closed and being the professional and getting paid for the stuff that you work so hard to get under contract.
• 30:27
  SPEAKER_02: And then the rest of the year is sort of a mixture of some time to be able to be working on the business, making plans to finish out the year.
• 30:36
  SPEAKER_02: You get sort of like October, early November when we get a little spurt.
• 30:40
  SPEAKER_02: And then we move into what I call the gratitude season, where you know, basically the holidays, people clearly have other things on their mind, but it's a perfect time for you to be one of those people that's on their mind.
• 30:50
  SPEAKER_02: So it's a time to have a gratitude focus, calls, notes, pop by, etc.
• 30:54
  SPEAKER_02: So I didn't mean to dig deeply into that, but strain is a fact of life, and if what you do works and you feel and you achieve some success, you're going to feel busier maybe than you expected to be, or maybe than you want to be.
• 31:10
  SPEAKER_02: And the only way you get comfortable with managing that is by being conscious of it and working through it every single time and getting better every single time.
• 31:21
  SPEAKER_02: Does that make sense?
• 31:22
  SPEAKER_02: I feel like I'm really no.
• 31:25
  SPEAKER_00: I think that makes perfect sense.
• 31:27
  SPEAKER_00: I think that it's all about anticipating, right?
• 31:30
  SPEAKER_00: What's going to happen next, as opposed to like we all want to live in the moment, but there is value to anticipating what's coming.
• 31:37
  SPEAKER_00: I think that really plays into the next rule as well, which is rule number 47, turn setbacks into advances.
• 31:44
  SPEAKER_00: Pretending everything is fine, whether you're dealing with strain or you're dealing with a significant setback is not the answer, right?
• 31:52
  SPEAKER_00: That's not what top agents do.
• 31:54
  SPEAKER_00: How do top agents process it?
• 31:56
  SPEAKER_00: It's I think these answers are very similar, actually.
• 31:59
  SPEAKER_02: So there's times that we feel a little bit overwhelmed because we do the right things and we get busy, and that's you've got to work through that.
• 32:05
  SPEAKER_02: Sometimes it feels like it's gonna go on forever, and you wake up the following Monday morning and everything's okay again.
• 32:11
  SPEAKER_02: But setbacks into advances, I can tell you, uh a great real estate agent, a great business person in general, they never just pretend that everything's okay when things go wrong, right?
• 32:24
  SPEAKER_02: That's magical thinking.
• 32:26
  SPEAKER_02: If things aren't working out, if there's a bad trend, if business isn't coming in, they don't pretend that everything's fine and everything will come out okay in the end.
• 32:34
  SPEAKER_02: They just look at the situation and they process it differently.
• 32:37
  SPEAKER_02: If you have something fall out of contract, that's a setback.
• 32:40
  SPEAKER_02: If you don't get as many listing leads as you wanted to get as you did last year or whatever, that's a setback.
• 32:45
  SPEAKER_02: But what I just want to say is that setbacks, they are inevitable.
• 32:50
  SPEAKER_02: Things do go south, deals don't close, clients ghost us, markets shift on a dime.
• 32:55
  SPEAKER_02: I feel like this summer, this week the gas is over$4 a gallon, then it drops for a few days, and then everybody starts to feel optimistic, and it just goes back and forth.
• 33:05
  SPEAKER_02: Average agents see these setbacks as a personal assault on their being, or they see it as a personal failure, right?
• 33:13
  SPEAKER_02: They either internalize it and think it's their fault, or they externalize it and think it's somebody else's fault.
• 33:18
  SPEAKER_02: Top agents treat setbacks as feedback, right?
• 33:21
  SPEAKER_02: Neither good nor bad.
• 33:22
  SPEAKER_02: It's a data point, it's something to learn from.
• 33:25
  SPEAKER_02: So again, they set, they get quiet, they pause, they reflect, they capture the lesson, they write it down, they journal it, and they figure, okay, what could I have done differently?
• 33:35
  SPEAKER_02: How can I improve this situation the next time it comes around?
• 33:38
  SPEAKER_02: Because if I'm honest with myself, it will happen again.
• 33:42
  SPEAKER_02: And they find ways to tweak what they do, whether it's their habits, their approach, their communication, whatever it is, and they apply it immediately.
• 33:51
  SPEAKER_02: They make improvements in what they do on a day-to-day basis immediately.
• 33:57
  SPEAKER_02: So a setback becomes the basis for a new checklist, a script improvement, a presentation tweak.
• 34:04
  SPEAKER_02: Maybe it becomes an opportunity for a new personal boundary, right?
• 34:09
  SPEAKER_02: Maybe getting so busy that you lose control is a temporary setback.
• 34:14
  SPEAKER_02: So you think, okay, I need a new boundary, right?
• 34:16
  SPEAKER_02: I got to get some personal time.
• 34:18
  SPEAKER_02: So I am always going to take Wednesday afternoon off in the summertime or whatever it is to protect themselves.
• 34:25
  SPEAKER_02: They need a new boundary.
• 34:26
  SPEAKER_02: They need a better process.
• 34:28
  SPEAKER_02: I guess you could, to some degree, this sounds a little extreme, but you can say it's about bailing forward, right?
• 34:34
  SPEAKER_02: It just means that you convert pain, hopefully short-term pain, into progress and hopefully long-term progress.
• 34:43
  SPEAKER_02: So turn setbacks into advances.
• 34:45
  SPEAKER_02: That's rule 47.
• 34:47
  SPEAKER_00: And then rule 48 is get back up, which feels like the very next step.
• 34:53
  SPEAKER_02: Yeah, it's all about resilience, right?
• 34:55
  SPEAKER_02: Get back up.
• 34:56
  SPEAKER_02: And it's probably the most important thing that we talk about today.
• 34:59
  SPEAKER_02: Real estate will knock you down, it'll kick your ass, and even when you do everything right, things go wrong.
• 35:04
  SPEAKER_02: The top 1% aren't people who never fail, they're just people who refuse to stay down when things don't go their way.
• 35:10
  SPEAKER_02: They control what they can, right?
• 35:12
  SPEAKER_02: They control their daily disciplines, they control their outbreach, their calls, notes, pop eyes, their personal business standards, their follow-up, how they conduct their business, what kind of training, coaching, everything they get, but they control what they can control.
• 35:27
  SPEAKER_02: And they have the ability to sort of zoom out and look at the bigger picture, right?
• 35:33
  SPEAKER_02: One bad week isn't a career, and the best of us know that, and they keep going, right?
• 35:39
  SPEAKER_02: Every day is a new day.
• 35:41
  SPEAKER_02: So resilience is the real superpower in this business.
• 35:45
  SPEAKER_00: Yeah, and I think that the next rule number 49 is soar with your strengths.
• 35:49
  SPEAKER_00: And I think that honestly, there's some resilience in that as well.
• 35:53
  SPEAKER_00: I love the zooming out, and one bad week is a bad career because I think a lot of people focus on improving their weaknesses.
• 36:03
  SPEAKER_00: Like, well, I'm not great at this, I just don't naturally have that skill set, so I need to improve on this, and they kind of miss the soar with your strengths aspect of things.
• 36:12
  SPEAKER_00: So, how do you reconcile those two things?
• 36:14
  SPEAKER_02: You don't get really great at the this business by being great at everything.
• 36:20
  SPEAKER_02: You build it, you become great in this business by being exceptional at a few key things, and that gets us back into the whole discussion about unique ability.
• 36:28
  SPEAKER_02: What are you great at?
• 36:29
  SPEAKER_02: What are you better at than anybody else?
• 36:31
  SPEAKER_02: And how can you continuously improve that capability or soar with that strength?
• 36:38
  SPEAKER_02: So, Rule 49, soar with your strengths exists because most people waste years, right, trying to fix a weakness until they become just average, right?
• 36:48
  SPEAKER_02: At more things.
• 36:50
  SPEAKER_02: It is almost never happens that somebody addresses a weakness and it becomes a strength.
• 36:56
  SPEAKER_02: At best, you spend a lot of time, years even trying to address a weakness and you become average at best.
• 37:01
  SPEAKER_02: You're much, much better off figuring out what are you really great at, what are the things that give you joy in this business, what do you where do you add value that nobody else does, and building on those.
• 37:12
  SPEAKER_02: The top agents they identify their strengths and then they double down on them.
• 37:16
  SPEAKER_02: Then they design the support systems around those weaknesses, right?
• 37:20
  SPEAKER_02: So they get somebody else to do the things that they're not great at, or they just flat out hate to do.
• 37:26
  SPEAKER_02: And that's when they start to hire help.
• 37:28
  SPEAKER_02: That's when they start to partner with another agent who with strengths that complement theirs, or they start to find ways to automate certain parts of the business, or they find it, they get their first assistant, that first part-time person that they can delegate some things to.
• 38:00
  SPEAKER_02: Find a transaction coordinator.
• 38:02
  SPEAKER_02: You may have one in your office, right?
• 38:04
  SPEAKER_02: Protect your energy for the things that you do best that nobody else can do.
• 38:10
  SPEAKER_02: And that's how you level up in this business without ending up hating life in general.
• 38:15
  SPEAKER_02: So that's the message behind soar with your strengths.
• 38:19
  SPEAKER_00: Yeah, I also think that as AI kind of creeps into every aspect of life and business, it's really important to have the mindset of soaring with your strengths so you don't try to replace yourself in your best parts, right?
• 38:34
  SPEAKER_00: AI can do anything these days, or automation can you can delegate to anything anything to anybody, right?
• 38:39
  SPEAKER_00: But keep the things that you enjoy doing, keep the things that you're really good at on your plate as opposed to just because there is a tool for this that can automate it.
• 38:49
  SPEAKER_00: If you're great at it, and if it does make a difference in your business, don't give that away, right?
• 38:55
  SPEAKER_00: Do something, do something else to take a little bit more off your plate in another area.
• 38:59
  SPEAKER_00: And I think that's important to remember as all of these new tools and shiny objects come into our purview.
• 39:05
  SPEAKER_02: Well, we've got a podcast coming up in the next two or three weeks, basically built around by AI Manifesto that we'll be publishing.
• 39:13
  SPEAKER_02: And I guess the core message it that kind of goes with what you're saying is I want everybody to use AI to figure out how to automate the things that they don't like or they aren't good at, right?
• 39:25
  SPEAKER_02: But the whole purpose of doing that is to make more time for the things that you're great at, for that personal interaction, for the one-on-one, for being the best negotiator in the free world, right?
• 39:37
  SPEAKER_02: The whole in a nutshell, the message on AI is figure out how to use it to take care of the backstage stuff, figure out how to use it to help get the stuff done that you really don't like doing.
• 39:48
  SPEAKER_02: But at the end, use that tool because that's what it is.
• 39:53
  SPEAKER_02: It's a tool like any other, it's just a really cool tool and a very powerful tool.
• 39:57
  SPEAKER_02: But the most successful of us are already using it to free up more time for that one-on-one interaction.
• 40:06
  SPEAKER_00: Yeah, I agree.
• 40:07
  SPEAKER_00: I agree.
• 40:07
  SPEAKER_00: And now when it when AI can actually cook the dinner, like right now, it can plan the dinner, so I don't have to make those decisions.
• 40:13
  SPEAKER_00: It can tell me exactly what I need to do.
• 40:15
  SPEAKER_00: When it can actually cook the dinner, then I'm all in.
• 40:18
  SPEAKER_00: Then you're all that's right.
• 40:20
  SPEAKER_00: That's the time I want free up, Chris.
• 40:23
  SPEAKER_00: All right, rule number 50.
• 40:25
  SPEAKER_00: This is the last one for this part, and I think it's one of the strongest.
• 40:29
  SPEAKER_00: It definitely has the strongest title, maybe in the whole book, but the title is The Skills That Got You Out of Egypt won't get you to the Promised Land.
• 40:37
  SPEAKER_00: Explain that one to anybody who didn't attend church every Sunday as a child.
• 40:41
  SPEAKER_02: We're at rule 50 out of 59, right?
• 40:44
  SPEAKER_02: And this rule exists because people tend to cling to the skills that got them started in the business that they had success with early.
• 40:54
  SPEAKER_02: And then sometimes it's a couple of years, sometimes it takes longer, they hit a ceiling.
• 40:59
  SPEAKER_02: And instead of going back and really assessing and reassessing and addressing their skill set, they tend to start blaming the market, right?
• 41:08
  SPEAKER_02: The market changed, so it's not my fault.
• 41:10
  SPEAKER_02: The hustle that gets you your first clients is not something that's going to sustain a mature business, right?
• 41:19
  SPEAKER_02: We all got started because we just passed out our business cards to anybody who would look at us.
• 41:24
  SPEAKER_02: We talked to everybody, we knocked on doors, we just did what we had to do, right?
• 41:28
  SPEAKER_02: We hustled, but you can't hustle your way to a long-term career.
• 41:34
  SPEAKER_02: Early career skills tend to be about survival.
• 41:38
  SPEAKER_02: Mid-career skills all revolve along the lines of systems and gaining leverage, right?
• 41:45
  SPEAKER_02: Advanced stages, advanced career skills, the the ones that the top 1% share, they always involve revolve around strategy and leadership.
• 41:55
  SPEAKER_02: So if you don't evolve, if you don't continuously get better throughout your career, you plateau, and then you start repeating yourself.
• 42:04
  SPEAKER_02: And then you start having the same problems, the same stress, the same volatility in your income.
• 42:11
  SPEAKER_02: It kind of goes back to at the beginning of this episode when we talked about there's a difference between somebody who's 20 years in the business and they learned from those 20 years and their knowledge and their skills and their wisdom compounded over and over for 20 years.
• 42:26
  SPEAKER_02: And those other four folks that they basically have the same thing happen to them every year, but they don't see it, they don't realize it, or they don't take the trouble to look at it, assess it, figure it out, make a plan to get better.
• 42:38
  SPEAKER_02: And that's why there's just such a difference between 20 years of experience that's compounding wisdom and 20 years of experience that's just like groundhog day.
• 42:46
  SPEAKER_02: So that's really in a nutshell.
• 42:48
  SPEAKER_02: The skills that got you out of Egypt won't get you to the promised land.
• 42:53
  SPEAKER_02: So you either evolve, you either get better, you get comfortable with change, or you get stuck.
• 42:59
  SPEAKER_02: And in the extreme case, you basically give up your license and leave the business.
• 43:04
  SPEAKER_00: Which is not the goal.
• 43:06
  SPEAKER_00: That's not a top 1% goal.
• 43:09
  SPEAKER_00: All right, so this is my favorite part.
• 43:11
  SPEAKER_00: If you had to sum up part five in one sentence, what would that be?
• 43:16
  SPEAKER_02: Top 1% careers are built.
• 43:18
  SPEAKER_02: They're built intentionally, they're not found, they don't just get tossed into somebody's lap.
• 43:25
  SPEAKER_02: They are built from scratch, from the ground up, around the unique abilities of that practitioner.
• 43:32
  SPEAKER_02: You level up through coaching, you level up through learning, being aware, resilience, engagement, and deliberate thought and evolution.
• 43:41
  SPEAKER_02: You don't level up through hype, you don't just wait around hoping magically things are going to get better for you.
• 43:48
  SPEAKER_02: There is no such thing as as luck.
• 43:51
  SPEAKER_02: It's really about that you have to, again, we mentioned this at the very beginning of the episode.
• 43:56
  SPEAKER_02: The very best of us are absolutely intentional about what they do in every area of their life to improve their business year after year and in turn improve their life.
• 44:06
  SPEAKER_02: It's a business worth owning and a life worth living.
• 44:10
  SPEAKER_00: So now that we all agree that one viral TikTok on your social media is not going to sustain your business for the next 40 years or however long you're in it, what is the next step for someone who's listening to this podcast?
• 44:23
  SPEAKER_02: We'll get the book, we'll have the link in the show notes, but go to chapter five, part five, and I want you to read it carefully and slowly.
• 44:29
  SPEAKER_02: There's a whole bunch more practical information in the book than what we're able to go through here in a quick hour on a podcast.
• 44:36
  SPEAKER_02: But read the book, read part five slowly, and then pick one thing that you're going to do differently.
• 44:42
  SPEAKER_02: And once you do that, I want you to think about get a coach or a mentor, start an opportunity log, upgrade one piece of equipment that's slowing you down.
• 44:50
  SPEAKER_02: Look for some habit that you can do to help you build resiliency.
• 44:54
  SPEAKER_02: What challenge can you impose on yourself that forces you to get better and better?
• 44:58
  SPEAKER_02: And identify at least one strength that you're willing to double down on, and then one weakness that you're not going to try to get better at anymore, but you're going to figure out how to delegate it or set it up in a system.
• 45:10
  SPEAKER_02: Growth isn't a feeling, it's a decision.
• 45:13
  SPEAKER_02: And it's a decision that's made manifest by action.
• 45:18
  SPEAKER_02: So thanks for doing this with me, Lacey.
• 45:21
  SPEAKER_02: I feel like I've gone kind of rambled on this one, but I needed to get some things off my chest.
• 45:25
  SPEAKER_00: You know, the rambling ones are always my favorite ones.
• 45:28
  SPEAKER_00: They're the most authentic and they're the most real.
• 45:29
  SPEAKER_00: And those are, I think those are probably the ones that people identify with the most.
• 45:33
  SPEAKER_00: So ramble away, Chris.
• 45:34
  SPEAKER_00: Anything all right.
• 45:35
  SPEAKER_02: Well, thanks for listening, everybody, and stay tuned next time for episode six, the final episode of the 59 Rules for Becoming a Top 1% Real Estate Professional.
• 45:43
  SPEAKER_02: And that'll be our discussion about playing the long game, about choosing wealth, longevity, and happiness.
• 45:51
  SPEAKER_02: So thank you, Lacey, and thanks everybody for listening.
• 45:54
  SPEAKER_02: And we'll see you next time.
• 45:55
  SPEAKER_00: See you next time.