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021 - The One Thing by Gary Keller: 7 Takeaways for Real Estate Agents · The Loan Daddy Podcast

• 0:00
  SPEAKER_00: In any industry, whether it's music, sports, or real estate, when you do these things, there's no way that you can't succeed.
• 0:06
  SPEAKER_00: What's up, everybody, and welcome to the Lone Daddy Podcast, episode 21.
• 0:11
  SPEAKER_00: There is a lot going on in the real estate industry right now, a lot of chaos, a lot of noise.
• 0:17
  SPEAKER_00: It's a crazy, crazy market right now.
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  SPEAKER_00: And I think at a time like this, it's so important to think about doing the things that have made you successful and thinking back to the fundamentals, the early years of being in the business and what you learn from great people.
• 0:30
  SPEAKER_00: What you learned that you should do, what you learned, what you should not do as well.
• 0:34
  SPEAKER_00: And one book that I come back to all the time is this one.
• 0:39
  SPEAKER_00: It's called The One Thing by Gary Keller from Keller Williams and Jay Papison.
• 0:44
  SPEAKER_00: And it is an incredible real estate book, but it's also just in general a great business book.
• 0:49
  SPEAKER_00: And I read this a long time ago, and it's one that I reference often.
• 0:52
  SPEAKER_00: And throughout the years, when I talk to real estate agents, it's also one book that they reference often as well.
• 0:57
  SPEAKER_00: I know several who keep it by their desk at all times.
• 1:01
  SPEAKER_00: It's a fantastic book.
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  SPEAKER_00: I recommend everyone watching this to pick up a copy.
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  SPEAKER_00: But there are several takeaways that I have from this book.
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  SPEAKER_00: I actually took literal notes as I was reading this book back in the day, and I want to share them with you.
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  SPEAKER_00: So we'll go through my top seven takeaways from this book that I hope that you'll get value out of.
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  SPEAKER_00: So let's start here.
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  SPEAKER_00: Number one, the central theme of the book is the one thing.
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  SPEAKER_00: And what you'll see repeated often in this book is what's the one thing that you can do such that by doing it, everything else will be easier or unnecessary.
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  SPEAKER_00: It's a great thought to think about.
• 1:39
  SPEAKER_00: And you could think about prospecting, for example.
• 1:42
  SPEAKER_00: You know, if you're looking to increase your business and prospecting is that biggest obstacle in your way, that's what you want to tackle first.
• 1:52
  SPEAKER_00: So going after the one thing, and usually it is the obstacle that's in your way that's preventing you from getting where you want to go.
• 1:59
  SPEAKER_00: So again, that's that's kind of the central theme of this book.
• 2:03
  SPEAKER_00: So if generating business is the biggest obstacle in your way or you know, lack of prospecting, then figuring out what you need to do to make prospecting a priority for you.
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  SPEAKER_00: And there are some things that we'll go through as we go down this list here.
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  SPEAKER_00: Number two, everything on your to-do list is not equally as important.
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  SPEAKER_00: I think we live in a society, like a checklist society, where people feel really productive as they cross things off of their to-do list.
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  SPEAKER_00: When in reality, the act of crossing something off may feel good, but doesn't mean that you're productive.
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  SPEAKER_00: Those are two different things.
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  SPEAKER_00: So figuring out for ourselves what are the activities that just make us feel good and what are the activities that are actually productive, that are actually producing results for us and the activities that we need to be doing to increase our business.
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  SPEAKER_00: Number three, find the first domino.
• 2:54
  SPEAKER_00: And I love this one.
• 2:56
  SPEAKER_00: And I think about when you're trying to teach a kid that they need to brush their teeth.
• 3:01
  SPEAKER_00: Telling them that they need to brush all of their teeth may seem really daunting.
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  SPEAKER_00: But when you just say, you know what, tonight, just brush one tooth.
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  SPEAKER_00: When they get the toothbrush, they put the toothpaste on the toothbrush, they run the faucet, and they start brushing, you'll start to see that they're not just gonna brush one tooth.
• 3:18
  SPEAKER_00: They'll end up, since they're already there, they'll probably end up brushing all of their teeth.
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  SPEAKER_00: So getting that first domino done for all of us is such a crucial step.
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  SPEAKER_00: And I think along the same lines, it's so important to think about the action, not the result.
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  SPEAKER_00: So you may have an audacious goal that you want to reach.
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  SPEAKER_00: And thinking about it may be overwhelming, but focusing on the action that you need to take, the first step that you need to take to get there is that first domino.
• 3:44
  SPEAKER_00: I remember reading an article years ago about the ballet dancer Misty Copeland.
• 3:49
  SPEAKER_00: And she used to wake up, and don't quote me on this, but she used to wake up at like three o'clock in the morning and she had to take a subway and two buses to make ballet practice.
• 4:00
  SPEAKER_00: Something like that.
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  SPEAKER_00: Something absurd.
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  SPEAKER_00: She had a crazy commute.
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  SPEAKER_00: But what she said was she would put her sneakers right by her bed.
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  SPEAKER_00: So when her alarm clock went off, she didn't think about the subways, she didn't think about the buses, she didn't think about dance.
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  SPEAKER_00: All she thought about was, let me get my sneakers on.
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  SPEAKER_00: That was the first domino for her.
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  SPEAKER_00: And once her sneakers were on, she wasn't getting back into bed.
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  SPEAKER_00: Her sneakers were on, she was going to brush her teeth, get ready, and leave.
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  SPEAKER_00: And that was it.
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  SPEAKER_00: So, what is that first domino that can kickstart us to do the things that we need to do?
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  SPEAKER_00: Number four, putting the priority, the most important thing, on your calendar, but putting it in your calendar as an appointment.
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  SPEAKER_00: I used to have a colleague who would say, make an appointment with yourself and don't miss that appointment.
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  SPEAKER_00: So time blocking.
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  SPEAKER_00: And if when you time block, let's say again, prospecting is one of your biggest obstacles that you want to focus on prospecting to generate more business for yourself.
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  SPEAKER_00: Set an appointment for yourself and time block that this, these are the hours that I'll be prospecting.
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  SPEAKER_00: Nothing can get in the way of this time.
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  SPEAKER_00: If my phone rings, if emails come in, if text messages come in, I'm also not scrolling on social media.
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  SPEAKER_00: This is precious and sacred time.
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  SPEAKER_00: And what my colleague would do is he would say, if I had an appointment with Warren Buffett, would I miss that appointment?
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  SPEAKER_00: Would I be scrolling on social media?
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  SPEAKER_00: Would I be checking emails during that time?
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  SPEAKER_00: Of course not.
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  SPEAKER_00: Play with your mind.
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  SPEAKER_00: Play tricks on your mind and condition yourself to use that time as appointment time for you and for you only.
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  SPEAKER_00: That is that is effective time blocking.
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  SPEAKER_00: Number five, multitasking and constant availability undermines focus.
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  SPEAKER_00: Going back to what we just talked about, there are so many ways in this day and age for us to be distracted from text messages, calls, Facebook messages, Instagram DMs.
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  SPEAKER_00: There's so many ways that people can get in contact with us, and there's so many different ways that we can lose our focus.
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  SPEAKER_00: You can stream music and movies on your phone pretty easily.
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  SPEAKER_00: And a lot of this stuff, forget social media, and that's a different beast.
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  SPEAKER_00: But it's so easy to get off track and get distracted because there are so many things that are that are vying for our attention and they do it very effectively.
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  SPEAKER_00: So getting into a habit and conditioning yourself again to forget about multitasking and thinking about what are the things during my day that I'm chasing and what are the things that are chasing me and who is winning that battle.
• 6:37
  SPEAKER_00: And every day, if you can work closer and closer to being more in charge of your day and controlling it, and it's difficult, it's very difficult, but focusing on that and being aware of that is a major step that many of us have to take, and when that's taken, you'll see your GCI increase.
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  SPEAKER_00: Number six, build a habit around the work that matters.
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  SPEAKER_00: I love this one.
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  SPEAKER_00: So again, let's go to prospecting.
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  SPEAKER_00: If prospecting is an issue, figuring out how to develop a habit where every single day you're prospecting and it's part of your daily routine will ensure that prospecting never falls through the cracks, that you're always doing it.
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  SPEAKER_00: You're not going to forget to brush your teeth, going back to that example, because it is a habit.
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  SPEAKER_00: You know, in the morning you brush your teeth, at night before you go to bed, most of us hopefully do those things.
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  SPEAKER_00: So, how can you build a habit in this example for prospecting, let's say?
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  SPEAKER_00: It's on your calendar, making sure that you have what you need to prospect.
• 7:40
  SPEAKER_00: You know, whether that's food or a drink or your cell phone charge, whatever it is, but having all those tools in place for yourself in an environment where you know that you can prospect and it becomes a habit every single day, then it becomes second nature.
• 7:56
  SPEAKER_00: And then you'll immediately see your business increase.
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  SPEAKER_00: Number seven, and I love this one too, connect the big goal to today's action.
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  SPEAKER_00: So the idea here is it's called goal setting to the now.
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  SPEAKER_00: Goal setting to the now.
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  SPEAKER_00: And the idea here is to think about that big, audacious, great goal that you're trying to achieve.
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  SPEAKER_00: And think to yourself, what would I need to do in six months to achieve that goal?
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  SPEAKER_00: What would I need to do in the next month to achieve that goal?
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  SPEAKER_00: In the next week?
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  SPEAKER_00: What about today?
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  SPEAKER_00: What would I need to do today to get one step closer to achieving that goal?
• 8:29
  SPEAKER_00: This point here really connects all of these points together.
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  SPEAKER_00: So every day focusing on that action is such a useful skill that the top performers, not just in real estate but any industry, do.
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  SPEAKER_00: This allows you to get to a point where you don't need to rely on motivation.
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  SPEAKER_00: Motivation comes and goes.
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  SPEAKER_00: There are some days where you're not gonna feel as motivated, but these habits and focusing on what's the one thing I can do today that's gonna get me closer to my goal allows you to start moving forward.
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  SPEAKER_00: And again, think about the Misty Copeland example, or anyone who's thinking about doing something like climbing Mount Everest.
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  SPEAKER_00: You're not thinking about getting to the top.
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  SPEAKER_00: You're thinking about what gear do I need?
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  SPEAKER_00: What kind of shape do I need to be in?
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  SPEAKER_00: What are the tools and gear that I would need on my journey?
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  SPEAKER_00: What's the training that I would need to do to get in the shape that I would need to get into to accomplish that goal?
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  SPEAKER_00: And every day moving a little bit closer.
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  SPEAKER_00: If you do this, if you follow these steps, I can't see anyone not achieving their goal.
• 9:35
  SPEAKER_00: Again, these are time-tested steps that the greatest performers in any industry, whether it's music, sports, or real estate, when you do these things, there's no way that you can't succeed.
• 9:47
  SPEAKER_00: This is the book, again, The One Thing by Gary Keller and Jay Papison.
• 9:52
  SPEAKER_00: This is such a valuable book to read, especially at a time like this where the market is going bananas and it's it's just been absolutely wild and chaotic.
• 10:04
  SPEAKER_00: You have buyers and sellers who are panicking and it can cause you, it can cause us to panic as well.
• 10:11
  SPEAKER_00: This is a great book to pick up right now to help us get through times like this.
• 10:16
  SPEAKER_00: If you've read it already, please comment.
• 10:18
  SPEAKER_00: I want to hear what your thoughts are.
• 10:20
  SPEAKER_00: Maybe there's some points and some takeaways that you have that I didn't go over here.
• 10:24
  SPEAKER_00: And um, when you do pick it up, please feel free to reach out to me and love to hear your thoughts as well.
• 10:31
  SPEAKER_00: Thank you for listening, and I will see you on the next episode.
• 10:34
  SPEAKER_00: Thanks.
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  SPEAKER_00: Bye.