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Want to have success in real estate? Ask the janitors! · The Real Estate Agent Playbook

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  I recently read the book Relentless by Tim Grover, and I want to talk to you a
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  little bit about what being relentless is in your real estate business.
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  Being relentless means constantly working for the result, not
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  just when the stakes are high.
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  And so if you're able to do that, it's next level stuff.
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  This book was a great microcosm.
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  I'm a sports guy.
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  I'm super competitive.
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  And there's, there's a great balance between relentless and clutch.
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  Being clutch is in that last minute.
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  Relentless.
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  Relentless is every single minute performing at.
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  The optimal, you know, pace and doing what you have to do to move the needle.
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  And so this book is a really great example of how professional basketball players and
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  Tim Grover as a, you know, elite trainer for, for the Jordans and the Kobes and
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  the Duane Wades of the world go into it.
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  So I want to talk a little bit about that, talk about what I took from it and how
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  it relates to the real estate business.
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  And if you're interested in being the goat, I'd definitely recommend the Reid.
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  What's up guys?
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  Coach Gain real estate Agent playbook.
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  As you know, I'm a basketball guy, so this book really relates, but it does
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  have a major crossover into the real estate world and the business world from,
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  you know, my love of basketball as I, I used to coach high school basketball.
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  So super excited.
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  Really the basis of where the real estate agent playbook came from.
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  So, I, I love this book and I wanna share kind of my takeaways
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  from the book, and help you advance your real estate business.
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  And if you have the aspirations to be the goat, are you
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  relentless or are you clutch?
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  As always, please like, comment, subscribe on YouTube.
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  If you're watching on the podcast, share with your favorite real estate agent.
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  But let's get into it.
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  In the book, it's very, you know, a common theme.
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  He talks about cleaners, closers, and coolers, and he really, you
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  know, straight up, just like the title says in, in this video.
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  Is he, he relates, you know, the cleaners to janitors, right?
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  They're relentlessly working.
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  They, they do the same thing.
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  They take extra things on.
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  They, they take them, they constantly perform.
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  And if they don't, you know, that's, you know, chaos, right?
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  Janitors that at the old high school I worked at, I still remember their names.
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  I still remember our conversations because they were at.
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  Intricate piece of the puzzle that kind of make everything work in a school.
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  And they sometimes get credit and sometimes they don't.
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  And so it's, it's a really cool microcosm, but cleaners are essentially
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  the elite, the relentless, piece of it.
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  Next we have the closers and there's some great closers in the world
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  that just don't have that next level, that extra, extra juice.
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  Some people call LeBron out as, as a closer, not a cleaner, because
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  you know, he's always playing second fiddle or has has, you know, a
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  robin to his, his success story.
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  And granted, that's the game, that's what he's doing.
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  Maybe it's a time period, however, These guys that, that are closers are, are not
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  necessarily on the cleaner level because they can, they can close out games.
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  It's game to game, but you never know.
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  But it's really about the work ethic and the diligence they put into it,
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  the expectations they have of others.
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  And then there's coolers, right?
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  Maybe there's every, every McDonald's has to have the employees, right?
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  The people that.
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  That definitely aren't cut out to manage people.
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  They're just show up, they do their work and that's kind of it.
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  These are the role players in the, in the basketball world, right?
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  You know, maybe, maybe they're in there just to, to give the,
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  the star player a, a three minute breather and they're back out.
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  They just hold, hold the ship.
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  They do what it is.
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  So cleaners.
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  Closers and coolers is a definite, definite mindset
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  when it comes to real estate.
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  Agents are, are you a cleaner?
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  Are you constantly moving the needle forward, doing the little things
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  in order to reduce a result that maybe is sometimes unrecognized?
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  Right?
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  And so that's, that's where that is.
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  Are you holding others accountable?
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  Are you.
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  Are you moving the needle, so to speak, every single second in
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  all your actions and all you do?
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  Or are you a closer, are you just somebody that shows up to the transaction, you're
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  boom, you get that close, you're great in sales and, and you execute that way?
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  Awesome.
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  We need those people as well.
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  Or are you just kind of the, an admin type and you know nothing against admin types.
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  However, if you want to be at the top of your game, you can't
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  constantly be a buyer's agent, right?
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  Because you're constantly splitting your salary and doing that kind of stuff.
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  You're getting experience.
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  But how are you gonna move up?
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  Or do you want to, are you comfortable right here, making that salary as an
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  employee in your real estate business?
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  That's that.
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  And if you really start to map out your real estate journey and your career
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  with these in mind, maybe you're a closer right now and you need that
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  experience, you need that extra drive.
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  Maybe you need a mindset training and get into the personal development
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  space to become a cleaner in your real estate business.
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  That's something that's absolutely possible and you can move from,
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  you know, closer to cleaner.
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  However, you just have to make sure that the mindset's right
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  and that you're doing the little things to move that needle forward.
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  And you know, when you're, when you're thinking about this and in the book,
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  they ask one question and they ask you, are you able to be the best
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  in the world at what you're doing?
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  Or are you content where you're at?
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  And that's, that's kind of that as a top producing real estate agent,
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  still to this day, I'm constantly looking at the competition.
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  I'm constantly looking at, you know, what other people are doing and how
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  can I put that into my business?
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  Great.
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  That's more of a closer mentality.
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  However, I'm over here and I'm like leveling up, right?
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  If there's not stuff going on over here, I'm still looking, trying to
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  move the needle forward, going to other industries, putting in the time
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  and, and the dedicated effort to move the needle forward any way possible.
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  Reaching the top is an absolute accomplishment.
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  You know, that's great.
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  However, the fight is just the beginning of your life as a closer.
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  If you're at the top and people are gonna be gunning for you,
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  you constantly have to level up.
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  You constantly have to put more hours in the gym, you know, so to speak,
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  or constantly have to put more hours.
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  Into your business.
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  They don't have to be every hour, right?
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  You can have other buckets of life, family, and you know, maybe, maybe
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  building a another business over here, but you constantly have to be in that
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  fight because everybody's gunning for you when you're at the top and
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  it's not lonely at the top, right?
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  When people, other people come up to the top, you're great.
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  But that's where, that's where real, real advancement happens is when you're
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  going back and forth in that competition.
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  Maybe that's just me, but that competition in the friendly competition is, is
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  definitely something, but understand that once you reach the top, you're very close
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  to just being a closer or just being.
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  You know, a cooler after, you know, everybody's trying to level up because
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  you're setting that standard and your goal as a cleaner is to raise
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  that standard every single time out.
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  And so, you know, we get caught up in the business, and as entrepreneurs,
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  we're always trying to level up.
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  You must understand that every single day you're getting
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  closer to being lost, right?
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  Your wife's losing you a little bit.
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  Your, your husband's losing you a little bit.
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  Your kids are losing you a little bit.
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  It's important that we enhance the time that we have here.
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  And if you're always trying to enhance that time, time is a finite measure.
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  And it's not, you know, it's not figuratively, but Ed Mylet
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  used this kind of kind of piece.
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  Ed Mylet is not the author of Relentless, but it, it really
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  brought home this enhancing, right?
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  And as cleaners, you're always enhancing the process.
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  You're always leveling up.
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  You're always.
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  You know, finding a better way to do something, you're always finding, you
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  know, a different move or a different shot to add to your, you know, tool bag.
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  And so that's where, you know, enhancing that time you have left is the ultimate
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  goal and ultimately will allow you to live this relentless, cleaner lifestyle.
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  And as we reference the goat conversation, if you're, off on the
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  farm, thinking about why I'm talking about goats, greatest of all time.
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  And sports is a perfect example of this, right?
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  If you are, you know, at the top and you've reached the top and you're not
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  always constantly leveling up, you're going to get replaced and eventually
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  you'll be out of that goat conversation.
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  Why is there five people in the NBA ever in the history of the nba?
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  That are in the goat conversation.
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  You got LeBron and Wilt and Kareem and Kobe, but there's
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  not much more than I just named.
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  And so as you kind of go through that, that, that lifestyle you have to
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  constantly be, be improving and improving.
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  If you, you know, win an NBA championship and the finals mvp and then that's
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  the top, you're good to go and you don't get to work, you know, in the
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  coming weeks, in the off season.
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  You're not gonna repeat, you're not gonna be a two-time b a champion.
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  You're not gonna be a two-time N B A finals mvp.
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  And so with that said, it's very important to continue to level up and
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  enhance your game every single day.
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  I think about Michael Jordan obviously is the goat.
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  There's no comparison there, but.
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  When he, you know, was in basketball, he actually left, you know, for
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  three years maybe he felt like he was at the top of his game.
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  , he went and tried baseball, right?
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  He struggled in baseball cuz he wasn't the best.
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  He never made it out at double A.
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  But when he came back, his game was completely different.
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  He was three years older.
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  The game had changed a little bit.
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  That's when he developed, you know, a fadeaway and, you know, the, the
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  turnaround jumper that you know, is so iconic and his, his mid-range game got
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  so much better than, than the young guy who was just a freak athlete and can
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  dunk on anybody he wanted was a pretty good shooter, but wasn't, you know, part
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  of his mid-range game wasn't as, Ideal as it was, you know, when he was three
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  years older, when he reentered and you know, then ascended to the top again.
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  He changed, he made those adjustments and as you go, that's important to
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  enhance every single piece of your game and adjust and make those adjustments,
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  especially in the real estate market.
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  Right?
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  We're we are, you know, reliant on what the market is giving us.
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  And so how are you changing your game every time that market changes?
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  Are you, are you leveling up?
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  Are you providing better information and better knowledge?
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  And are you using your previous experience to make this
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  experience better for your people?
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  And so that's, that's kind of the, the relentless, mindset.
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  And this book I thought was absolutely phenomenal.
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  So if you're interested, definitely go purchase it on Amazon.
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  But it definitely brings the gamification and the the sports aspect to the
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  real estate industry in my mind.
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  And I just wanted to make that connection for you today.
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  So as always, go get you another win today.
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  If you have any questions, please reach out.
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  Please light, comment, subscribe, share the podcast, and we'll talk to you later.
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  Bye-bye.