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Unlock SUCCESS: What Realtors Can Learn from Elite Athletes! · The Real Estate Agent Playbook

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  When you see an elite athlete in the zone, there's not much like it.
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  As a former coach of high level, just high school athletes, but still high
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  level athletes, it was an amazing time when they really got locked in, focused
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  on what was going on, the task at hand, whether that be an entire season, a state
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  championship run, or just a workout.
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  Watching that, Athlete get locked in is something that I take forward with
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  me in my real estate business and try and absolutely Emulate as a sports
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  guy as the real estate agent playbook.
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  That's where it's at
• 0:38
  Thank you so much for tuning in Jeremy Cain the real estate agent
• 0:41
  playbook as I just said Thank you for listening on the podcast.
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  Thanks for watching the YouTube, share the show.
• 0:47
  Give me a review over on the podcast side, like comment, subscribe.
• 0:50
  We're going to get into this.
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  As you know, I'm super passionate about sports and so we're going to dive in.
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  So let's go.
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  If you take a look at top athletes and top business people across the
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  board, especially top real estate agents, the mindset is always there.
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  That elite locked in mindset.
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  Like I spoke a little bit about already.
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  Is something that's key and probably the most consistent thing that I see, when
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  rubbing shoulders with top producers and networking with people, who are
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  just at a little bit higher level than the norm in the real estate industry.
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  Their mindset is absolutely dialed in and it's something that.
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  You know, in any sales business is something that's key, right?
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  You have to have thick skin if you're door knocking and cold calling and doing that,
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  but you also have to have a work ethic because your next paycheck is usually not
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  promised in this industry, especially.
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  And so, you know, you could be on a team and get fed leads and
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  things like that, but that's not really what I'm talking about here.
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  I'm talking about the entrepreneurs that, you know, people that
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  are, you know, business owners.
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  Within their real estate business, the entrepreneurs, the people that
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  are always looking to grow that mind body connection is absolutely there.
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  And the mentality to put in the work, prepare, you know, stay,
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  stay in the work is always there.
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  And whether that's, you know, reading the personal development side or
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  getting the physical fitness down, you know, recently 75 hard game changer.
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  Currently I'm, you know, at the beginning of just a 30 day refresh
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  three days in, and I'm locked in the clarity is absolutely there.
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  And it's all about that mindset around, okay, what am I putting in my body?
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  What am I, you know, how am I getting sleep?
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  How am I getting what I need to get done in this amount of time so that
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  I can spend time with my family?
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  And all of that goes into this mindset of real estate because the rat race of real
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  estate and chasing the next transaction absolutely can take over your soul.
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  Like the thing I love about this business is there's no ceiling,
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  but sometimes that's a detriment because you can go and go and go.
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  And you know, if you're hitting and things are going well, you can
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  continue to increase your income.
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  However, once you get to a certain point, you're like, okay, how can I go
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  and go and go in my systems over here?
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  And save time, right?
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  Packing that AI and packing the new stuff and packing those tools in so that this
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  part is systematized so that I can free up more of my time to be with my family,
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  to do the things, to start different business ventures and all of that, and
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  all of that is the mindset that it takes to be a successful real estate agent.
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  But guys like Michael over here who had a different mindset, who
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  took their training regimen to a different level, you know, I'm reading
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  winning by Tim Grover right now.
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  And one of the things in there is that it's not about getting 1 percent better.
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  It's about getting 0.
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  0001 percent better when you're at the top, right?
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  Jordan worked every single day to get just a little bit better, you know,
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  from talking about, you know, when he was lifting and working on his biceps,
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  well, you know, you're like, well, maybe the biceps are kind of a wasted
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  muscle in the sport of basketball, you know, if you know anything about it,
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  they're, you know, not necessarily use it's kind of a billboard thing, but it
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  was important to him because when he took his warmups off, that's the first
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  thing you saw is this massive guns and had some sort of, you know, Intimidation
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  factor and that was the 001 percent that he could do in that moment to focus on
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  to, to get an edge on your competition.
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  So pretty cool analogy there.
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  I thought about and figured I'd talk about it since I, I got him right
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  here and obviously be legendary is something that's, you know, synonymous
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  with, with Michael Jordan for sure.
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  So let's kind of break this down a little bit.
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  First things first.
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  We got to have the goal set and you know that I've done
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  goal setting on this channel.
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  You can check out all those past videos on my goal setting regimen,
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  probably do some more coming up here towards the end of the year.
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  I set goals quarterly, 12 week year, and something, but you have to set the goals.
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  You have to have that piece of mindset.
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  I currently have quarter goals here and this is kind of how I map them out.
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  As you can see, I, I outline them.
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  And then I do kind of a mind map of my four goals here, and they're
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  sitting right here within hand's reach.
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  I actually didn't even plan to have them on, on screen, but
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  that's, that's what they're there.
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  They're sitting there, so they're constantly in front of me.
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  They're loose.
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  They're not under my, you know, covered...
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  vision board because I want to, I want to have the ability to pick them up and
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  take them with me and do all the things.
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  So setting those goals is huge.
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  You know, and then you have to like, take a look at it, right?
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  Athletes watch a ton of film, right?
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  Peyton Manning synonymous for.
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  You know, being just that film rat where he would go through and analyze.
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  Why do you think he could call a play at the line just based on where the defense
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  lined up and it would absolutely work and why he had a hall of fame career at, you
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  know, not as a superior athlete, right?
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  He just was absolutely prepared and dialed in.
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  So watching that film, watching your.
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  You know, your stuff back, measuring what's going on and actually
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  keeping tabs on your business.
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  The first thing that I see, and even in top producers, that is a kind of a red
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  flag for me is when I ask, you know, Hey, how are your numbers this year?
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  What are your numbers?
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  And I say, well, I don't know.
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  Right?
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  I'm just doing deals and doing this.
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  Well, you're just transaction to transaction at that point.
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  You're not really a business owner.
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  Um, and you could be the greatest relational realtor and do all of that.
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  I'm huge on relationships and sphere of influence.
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  But you have to know that it's a business and you have to run it like a business.
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  So knowing those numbers gives you something to compare to,
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  to, you know, watch that quote unquote game film and improve.
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  And then, you know, obviously.
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  You're comparing your goals to, you know, your outputs, and then you're
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  able to, you know, make better goals down the road or increase your
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  goals or reach your goals, right?
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  And so that's, that's absolutely a extreme parallel with top level athletes, top
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  producers in the real estate industry.
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  Is that mindset, the goals, the ability to measure them and the ability to
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  manage, you know, your time around it and not drive yourself crazy.
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  Right?
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  So a couple of things that you may want to implement, and these
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  aren't anything groundbreaking that you haven't heard before.
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  Morning routine kind of changed my entire trajectory, waking up in the
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  morning, just mine quick is I wake up in the morning, I read 10 pages, try
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  not to do too much on the phone, try not to even do it if I do it at all, grab
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  some water, hit the gym in my garage, I have You know, my weights, my Peloton.
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  So I'm doing that.
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  Then I, then I come right inside, get in the shower and then that's
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  kind of some built in family time right there where my kids are awake.
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  Now we sit down and we have breakfast.
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  We do our gratitudes.
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  And typically I'm that's, you know.
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  That's the first two, three hours of my day, is what I just described.
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  Hit the ground running at 8am, with work, but I've, I've taken care of it.
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  I've had some family time, I've gotten that energy.
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  I, I remember my why, you know, it's right in front of me every single day.
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  It's my beautiful family.
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  And then I've gotten a workout in which clears, gets the
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  endorphins going, whatever.
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  I've gotten a little mental, mental work in with reading, you know,
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  usually personal development.
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  Like I said, reading Tim Grover's Winning right now.
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  I will do a review on that book, at some point when I'm finished.
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  So make sure you subscribe so you can check that out.
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  but then it's, then it's...
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  You know, on with the day, but that morning routine really sets the stage
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  for what's coming the rest of the day.
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  Another thing is, you know, visualization, right?
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  You got to have your vision boards.
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  You don't have to have it every day and do all the things, you know, a lot
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  of people do some meditation and some visualization within that morning routine.
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  Something I typically do if there's time between workout and in the family,
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  I definitely try and get some, some breathing exercises in, you know, do
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  box breathing or, you know, any of the Millions of different strategies you can
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  do to kind of bring that heart rate down and just relax and take in that fresh air.
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  If you can do it outside, it's even better.
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  Obviously weather and things permitting are, are there, but, that fresh
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  air is absolutely a game changer.
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  My very favorite part of the 75 hard regimen actually is that outdoor workout
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  because it, it just clears the soul.
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  So if you can get that in early, that's absolutely the case.
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  The way my schedule works out, I do the weights in the gym in the morning
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  and then I do the outdoor workout.
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  In the evening or afternoon.
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  And so that's where that comes in, but visualizing, right, visualizing yourself,
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  doing it, visualizing yourself, actually meeting those goals and, you know,
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  shaking those hands and doing all the things that you want to do, speaking
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  on the stage, helping other agents, which is obviously something I'm prone
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  to love and coach and do all of that.
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  It started out with coaching hoops and.
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  At the high school level, I won a state championship.
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  Now I'm, I'm pretty successful real estate agent.
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  So now I get to coach agents and I get to share, you know, my experience
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  and really help people dial in.
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  And that's, that's where my true passion lies.
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  I love, you know, helping.
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  I also approach my clients as, you know, kind of a coach and coaching
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  them through this huge purchase and, you know, maybe investment
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  properties and how we're going to.
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  Manage these and all of those things.
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  So the coaching is definitely key to my success for sure.
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  And with that said, having a coach is huge, right?
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  I'm part of RTA syndicate, Andy Frisella and my let, that's a super inspiring,
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  very tactical, dialed in group of, you know, very successful entrepreneurs,
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  obviously Andy and Ed are great.
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  But the group in general is also amazing at the Wolfpack.
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  We have a ton of different coaches, a ton of different relationships that
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  kind of come in and you know, all the leaders in the group are willing to
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  hop on calls with different people and help them out and share and help their
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  group out and help their downline out.
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  And that's what I love most about the Wolfpack is that
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  piece, but get yourself a coach.
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  If you're not part or blessed to be in a group like that, or a brokerage like that.
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  Reach out.
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  I'd love to, you know, I'm, I'm not a coach for money.
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  I just, you know, have some realtor game plan calls.
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  You can definitely book one with me, but that coaching pieces is key,
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  whether it's myself or, you know, a true paid coach that will really hold
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  you accountable and make sure you're, you're hitting all those metrics and the
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  training programs that you have to do to be a successful real estate agent.
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  So yeah, as I mentioned, if you're interested in booking a
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  call, no obligation, realtor game plan call below, hit that up.
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  It's in the show notes on the podcast as well.
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  I would love to connect with you and see how we can start to get your business
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  more in control and dialed in because I absolutely love, you know, solving
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  those problems, especially for agents.
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  So at the end of the day, like back to sports and elite athletes versus
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  agents, the market is a game, right?
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  It's competitive.
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  You got to be on your toes, you know, things can change in an instant.
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  We're also reactive to the to the market right where sometimes you're
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  reactive to the game if you know There's outside things that affect every
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  single person's performance and and the ability to Block those things out and,
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  and dial in are, is absolutely key.
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  The greats do that, right?
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  For instance, if you're kind of feel your business go with the market trends, well,
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  that's something you have to detach from.
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  And yeah, absolutely.
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  We have to be in the market.
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  It's part of our business.
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  We have to do it, but we need to be ahead of it.
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  We need to probably react a little bit sooner across the, you
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  know, hot times in real estate.
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  Everyone's like niche down, niche down, niche down.
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  Well, now if your niche down and say your niches, you know, move up buyers.
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  Now, it doesn't make a lot of sense for move up buyers to do that.
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  So you might have to niche up, right?
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  You don't have to leave that and you don't have to leave that, you know, niche, but
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  you do may have to add something else.
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  And this is huge right now for me is okay.
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  The market's a little bit slower.
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  You're everyone's doing less transactions.
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  That's no secret.
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  But since my productivity is really systematized and doing what it needs
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  to do on a regular basis, then I can focus on different business
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  ventures, different, you know, real estate investment opportunities.
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  I can, I can do that.
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  I can focus on agent attraction and bringing people into my group.
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  So that they can experience what I experienced with the
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  Wolfpack or all of those things.
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  But I am able to keep that consistent, keep my production business
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  going because it's systematized.
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  And yeah, there's tweaks and changes I need to do here and there, but I was
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  very specific and not necessarily niching down so far that if that niche dried up,
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  I'd have to rebuild something over here.
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  It's very, you know, systematized, which is amazing at this stage.
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  So just like in sports, you don't know.
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  You know, say it's an outdoor sport in football.
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  You don't know if it's going to snow, rain, wind, be sunny, and you
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  just have to adjust the conditions.
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  And that's something that real estate agents really need to, you know, embrace,
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  especially as we go into this little bit different market than we've seen, right?
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  You ask any agent who's, myself included, 10 years.
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  I don't think I've been in a down market.
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  By any stretch for the last 10 years, so it's a little bit different.
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  So we need to continue doing what we're doing that works and
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  maybe have used the time, right?
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  It's utilization of the time we have right now because we're
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  not as busy as we have been.
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  And how do you utilize that time?
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  Are you doing more stuff over here?
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  Are you building this up more?
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  Great.
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  Are you building a new client fund?
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  Are you building a new business?
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  Are you, you know, attracting agents, starting your own brokerage?
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  What are you doing right now?
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  That will be a game changer because you have the time to lay the foundation.
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  And if you lay the foundation right, when the market does turn back on, you
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  know, for whatever reason, if you're strategic enough, and that's going to
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  build your business and be absolutely amazing for you on the other side.
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  So I mentioned a ton of people in the personal development space from Andy to
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  Ed to Michael Jordan to Peyton Manning I want you to comment below who your
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  favorite You know inspirational personal development kind of person is that you
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  follow because I would love to you know make sure that I'm hitting all the all the
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  angles and you can definitely get analysis by paralysis, but Definitely do that.
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  Shoot me a comment below.
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  That'd be great So the importance of personal development is absolutely there.
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  Obviously, the more you take care of your body, the more in shape you are,
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  the better you eat, the less you get out there and go crazy and party,
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  the better you can be, because that recovery as we get older is huge.
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  Right?
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  And if, you know, 75 hard, my journey's anything, you take one
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  thing from it, it's the clarity.
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  When you're eating right, when you're working out, when you're drinking
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  water, when you're doing all the things to take care of your physical
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  body, you are so much more productive.
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  And the clarity that comes and allows you to, okay, you know, organize and first
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  and foremost, organize your time and make sure that you're doing everything you can.
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  With your time to be successful, but also just the ability to, you know,
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  react and how you react is completely different when you're on that other level.
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  Which is, which is absolutely amazing.
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  I feel it right now cause I'm doing a refresh, like I said.
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  So as always, we're all champions in this.
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  We're all here for each other.
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  Not everyone's going to be perfect, especially on the mindset and the
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  physical stuff, but we can absolutely, you know, band together and be a better
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  group of real estate professionals.
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  And if you ever need anything, please reach out.
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  But this is absolutely the key.
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  One of the most parallel things I've seen in the real estate game is the elite
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  real estate agent to the lead athlete.
• 15:53
  So like comment, subscribe, share the show.
• 15:55
  We'll catch you next time.