Latest / Massive Agent Podcast / Upgrade Your Thinking, Upgrade Your Sales

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Upgrade Your Thinking, Upgrade Your Sales · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we're continuing the theme of mindset and communication skills that are going to help you sell a bunch more homes and have a better life, live a happier life, have better relationships, and get what you want out of your career and out of your life.
• 0:14
  SPEAKER_00: So today I'm going to give you a recap of the mindset, the mental reprogramming retreat that I went to in Scottsdale, Arizona last week, giving you some actionable tips that you can start doing right now to start thinking like somebody who sells at the level you want to sell at.
• 0:31
  SPEAKER_00: Start thinking like somebody and acting like somebody who has the results that you aspire to.
• 0:36
  SPEAKER_00: I'm going to help you do that today.
• 0:39
  SPEAKER_01: The Massovated Podcast.
• 0:41
  SPEAKER_01: We need generated tips and strategies to give you more leads and sell more balls.
• 0:46
  SPEAKER_00: I love to buy houses.
• 0:47
  SPEAKER_00: I like to sell houses.
• 1:13
  SPEAKER_00: Welcome.
• 1:14
  SPEAKER_00: If you are new to the show, my name is Dustin Brohm, your host.
• 1:16
  SPEAKER_00: I'm a realtor in Salt Lake City, Utah.
• 1:19
  SPEAKER_00: I am the co-founder of the Industry Syndicate Podcast Network.
• 1:22
  SPEAKER_00: This podcast is a proud founding member of the Industry Syndicate.
• 1:25
  SPEAKER_00: And I'm also the founder and head coach, if you will, of the Massive Agent Society.
• 1:30
  SPEAKER_00: We're relaunching the society here in a in, I want to say a couple weeks.
• 1:35
  SPEAKER_00: It may take a little bit longer because we want to do it right.
• 1:38
  SPEAKER_00: Totally relaunching it.
• 1:39
  SPEAKER_00: And I'm so excited.
• 1:40
  SPEAKER_00: It's going to be so much more than it currently is.
• 1:43
  SPEAKER_00: We're going to have, you know, paid strategies.
• 1:46
  SPEAKER_00: We're going to teach you how to use social media the right way.
• 1:48
  SPEAKER_00: We're going to tell you what to post every single day on social media to get results.
• 1:53
  SPEAKER_00: And then we're going to teach you some mindset stuff.
• 1:55
  SPEAKER_00: We're going to help you help you think bigger and think better and attain the goals that you're seeking, not just set them and come close, right?
• 2:05
  SPEAKER_00: We want to help you actually not just goal set effectively, but goal get.
• 2:08
  SPEAKER_00: We're going to be talking about that a little bit more today as well.
• 2:11
  SPEAKER_00: So welcome to the Massive Agent Podcast.
• 2:14
  SPEAKER_00: So glad you guys are here.
• 2:15
  SPEAKER_00: Last week, my wife and I went down to Scottsdale, Arizona for four days and went to what's called Upgrade X.
• 2:22
  SPEAKER_00: It's a a mindset or a mental reprogramming.
• 2:26
  SPEAKER_00: I almost called it a boot camp.
• 2:27
  SPEAKER_00: It's not a boot camp.
• 2:28
  SPEAKER_00: It's an experience.
• 2:29
  SPEAKER_00: It's a retreat.
• 2:30
  SPEAKER_00: It's an intensive, whatever you want to call it.
• 2:33
  SPEAKER_00: But it was super enlightening, super empowering.
• 2:38
  SPEAKER_00: I feel like, you know, people say I feel like a whole new person.
• 2:42
  SPEAKER_00: I don't feel like a whole new person.
• 2:44
  SPEAKER_00: I feel like an upgraded version of myself in many different ways.
• 2:48
  SPEAKER_00: I've seen shifts happening in my thinking that are really slight and sometimes unnoticeable unless you're reflecting backwards.
• 2:56
  SPEAKER_00: Like uh some things that maybe I would have procrastinated doing, I'm now just doing some things that I maybe uh that maybe I was thinking, oh, I don't know if I should do that, or does that person really want to talk to me, or should I even reach out to them?
• 3:10
  SPEAKER_00: And I kind of talked myself out of certain things because of limiting beliefs, and now I'm just kind of doing them.
• 3:16
  SPEAKER_00: Um it's it's kind of crazy.
• 3:18
  SPEAKER_00: So I'm gonna go over some some of what I learned down there to help you guys as realtors and loan officers to do more business, okay, and and to just lead a better life, have a better relationship with your your spouse, with your with your kids, and some of these concepts will really help with that.
• 3:35
  SPEAKER_00: So I'm gonna dive into it real quick here.
• 3:37
  SPEAKER_00: Um the first thing, let me pull up my notes.
• 3:41
  SPEAKER_00: Uh the first thing, I want to tell you a story, okay.
• 3:43
  SPEAKER_00: That this is kind of crazy, and I'm jumping right into kind of a crazy story, but I uh I I think it's better told now, and then we get into some tactics.
• 3:52
  SPEAKER_00: So um I've never like I'm not a super emotional person.
• 3:56
  SPEAKER_00: You know, I I'm not somebody that um that cries all the time.
• 4:00
  SPEAKER_00: I don't have super highs and super lows.
• 4:03
  SPEAKER_00: Um, I think I'm pretty even killed, and I just don't consider myself emotional.
• 4:08
  SPEAKER_00: So uh we're down there, and part of this uh, I believe it was day one.
• 4:14
  SPEAKER_00: Um, on day one of the thing, they did an exercise where we we let go of any negative reactions that we had to certain emotions.
• 4:23
  SPEAKER_00: And one of them, like one was hurt and pain, fear, uh, sadness, um, and a couple others, but sadness was crazy.
• 4:33
  SPEAKER_00: So as we're we're reflecting on, you know, what in our lives was at the root of any sadness that we may have, I'm thinking, I don't really have anything.
• 4:42
  SPEAKER_00: Like I've had stress, I've had ups and downs, I've had bumps in the road, you know, I've had I've had all that shit just like anybody has, but I don't really think I'm a like I don't really have anything super sad in my in my past, right?
• 4:55
  SPEAKER_00: And and so what the exercise was was to think back as young as we possibly could to a point in our lives where we first remember being sad.
• 5:05
  SPEAKER_00: And I'm like, how in the hell can I remember the first time I was sad?
• 5:09
  SPEAKER_00: And ideally, you want it to be between age one and seven.
• 5:12
  SPEAKER_00: And I'm like, I have no idea.
• 5:14
  SPEAKER_00: I can't remember what I ate last week, I can't remember where I went yesterday, let alone the first time in my life I was sad.
• 5:21
  SPEAKER_00: And so uh something that I also learned is how to trust your unconscious, trust your, also known as your gut.
• 5:29
  SPEAKER_00: And I'd heard that before.
• 5:30
  SPEAKER_00: I usually do trust my gut when it's conscious, but then um sometimes just letting something you know fall out of your mouth.
• 5:38
  SPEAKER_00: Like I've learned that sometimes that is the right answer, or that's reality, or that's a memory that you just have forgotten about or suppressed for whatever reason.
• 5:46
  SPEAKER_00: So I'm I'm thinking, okay, what the hell was I sad about?
• 5:49
  SPEAKER_00: And I just I kind of went with it and I'm I'm like, I think when I was three or four, a friend left me, a friend moved away or left, and and I was super sad about it.
• 6:01
  SPEAKER_00: But I have no conscious memories of that.
• 6:02
  SPEAKER_00: It just kind of came out and I'm like questioning it.
• 6:05
  SPEAKER_00: Like, is that even real?
• 6:06
  SPEAKER_00: Did that even happen?
• 6:07
  SPEAKER_00: And and so then I'm like, huh, I wonder if that actually happened.
• 6:12
  SPEAKER_00: So I texted my mom during one of the breaks, and I was like, hey, around age three or four, did I have a friend that left that I was super sad about?
• 6:18
  SPEAKER_00: You know, I I can't, it seems like maybe I did, but I can't remember.
• 6:22
  SPEAKER_00: And my mom texts back, she's like, Yeah, you don't remember your friend Tara and Jenny.
• 6:26
  SPEAKER_00: I'm like, what?
• 6:27
  SPEAKER_00: Apparently, the neighborhood that I grew up in, um, I moved to the neighborhood that I grew up in for most of high school at around age four.
• 6:36
  SPEAKER_00: But uh, I guess they were neighbors and they were friends, the these two sisters.
• 6:40
  SPEAKER_00: They moved away when I was uh uh two or three, I think.
• 6:43
  SPEAKER_00: And um, I remember it now that I was reminded of it, but at the time I just had no idea.
• 6:48
  SPEAKER_00: I was so sad that they moved, I grabbed all my shit, all my toys, I put it on the bed, and I made a moving truck.
• 6:55
  SPEAKER_00: I remember the moving truck, but I thought it was just a fun game I was playing.
• 6:58
  SPEAKER_00: I don't remember any sadness attached to it, any any of that.
• 7:01
  SPEAKER_00: So it taught me the reason that I'm telling this story is sometimes there's there's stuff holding you back that you don't know is holding you back.
• 7:09
  SPEAKER_00: There's stuff that's causing certain emotions that uh that then help make you react a certain way, and you don't know why.
• 7:17
  SPEAKER_00: You don't know that it's happening because it's just it's in the past, it's suppressed.
• 7:22
  SPEAKER_00: So it was super interesting.
• 7:24
  SPEAKER_00: Um I was able to, I mean, it's it's I I can't even believe the shit that's coming out of my mouth sometimes that I'm so conscious of this stuff now.
• 7:31
  SPEAKER_00: It's kind of kind of crazy.
• 7:33
  SPEAKER_00: But um, I was able to release it and think, you know, what's the emotion that I want to replace that with?
• 7:40
  SPEAKER_00: And that was kind of a powerful exercise to do consciously, but it also taught me to trust my unconscious, trust my gut more, because I knew that that had happened, even though I consciously didn't remember it.
• 7:51
  SPEAKER_00: Pretty wild shit.
• 7:52
  SPEAKER_00: Pretty wild shit.
• 7:53
  SPEAKER_00: Okay, so let's get into some tactical stuff.
• 7:56
  SPEAKER_00: Um hypnotic language.
• 7:59
  SPEAKER_00: Okay, and I I went over this with my team um on Tuesday at our team meeting, and um I got some really good feedback.
• 8:06
  SPEAKER_00: So that's why I wanted to do this on the podcast today.
• 8:08
  SPEAKER_00: I can dive a little bit deeper, I can give a little bit more context, and uh I want to share it with you guys as well.
• 8:13
  SPEAKER_00: But we there's something called hypnotic language or or suggestive language, certain things that we say or uh certain phrases that we say that suggest certain things to people, okay?
• 8:25
  SPEAKER_00: So, for example, if I tell you don't think about a pink elephant, what are you thinking about?
• 8:31
  SPEAKER_00: Right?
• 8:32
  SPEAKER_00: You're thinking about a pink elephant.
• 8:33
  SPEAKER_00: Just because you were told not to doesn't mean anything, right?
• 8:36
  SPEAKER_00: So the word not doesn't even register.
• 8:39
  SPEAKER_00: You're thinking about the pink elephant.
• 8:41
  SPEAKER_00: Okay, so remember that.
• 8:42
  SPEAKER_00: Don't think about listing your house with me tonight.
• 8:46
  SPEAKER_00: I don't want you to think about making an offer tonight.
• 8:50
  SPEAKER_00: I don't want you to think about that right now.
• 8:52
  SPEAKER_00: I don't want you to think about making your first offer.
• 8:56
  SPEAKER_00: Okay?
• 8:56
  SPEAKER_00: I mean, these are these are some things you can do to suggest certain concepts into people's minds that you want them to do.
• 9:04
  SPEAKER_00: Now, I'm not suggesting that you try to get them to do anything you don't want them to do.
• 9:10
  SPEAKER_00: This doesn't work if they don't want to do it.
• 9:12
  SPEAKER_00: This works because you're helping them get out of their own way.
• 9:15
  SPEAKER_00: Do you see how maybe this could be helpful as a realtor?
• 9:18
  SPEAKER_00: Right?
• 9:19
  SPEAKER_00: But it's not like we have ever have clients that get in their own way, right?
• 9:23
  SPEAKER_00: It's not like we ever have clients that overthink shit and are are getting in their own way.
• 9:28
  SPEAKER_00: Never happens, right?
• 9:29
  SPEAKER_00: But let's say it did.
• 9:30
  SPEAKER_00: Let's let's hypo hypothetically say sometimes buyers get in their own way, sometimes sellers get in their own way, and we know what they want.
• 9:37
  SPEAKER_00: They've told us what their goal is, we just need to help them get out of their own frickin' way.
• 9:42
  SPEAKER_00: So this suggestive language can help them subconsciously do that.
• 9:47
  SPEAKER_00: All right, by planting the seed of listing with you tonight, or planting the seed of making your first offer tonight, making your first offer today, okay, I don't want you to think about making your first offer today, but blah, blah, blah, blah, blah.
• 10:01
  SPEAKER_00: Okay, suggestive language.
• 10:03
  SPEAKER_00: So not can be very, very useful.
• 10:07
  SPEAKER_00: Uh, another another phrase, you may find.
• 10:10
  SPEAKER_00: You may find that once you make your first offer, it's actually not nearly as big of a deal as you once thought.
• 10:15
  SPEAKER_00: It's not nearly as stressful, and you're gonna find it much easier.
• 10:18
  SPEAKER_00: You may find it much easier to make offers on every house moving forward if we don't get this one, right?
• 10:25
  SPEAKER_00: You may find, you may find fill in the blank.
• 10:28
  SPEAKER_00: Insert whatever it is you're trying to, uh, whichever direction you're trying to move them towards.
• 10:32
  SPEAKER_00: Okay.
• 10:33
  SPEAKER_00: Have you ever is another phrase.
• 10:35
  SPEAKER_00: So we have not, we have you may find, we have how uh have you ever, and then there's notice.
• 10:42
  SPEAKER_00: I'll talk about have you ever.
• 10:43
  SPEAKER_00: Have you ever made a decision that you waited to make, you kind of kicked the can down the road, you procrastinated, and then once you finally made the decision and you committed, you realized you should have done it much earlier.
• 10:54
  SPEAKER_00: And you were so happy that you did, but you were kind of pissed that you didn't do it earlier.
• 10:58
  SPEAKER_00: Have you ever?
• 10:59
  SPEAKER_00: Have you ever um, you know, I don't even have another example written down, so that's the example that you get for have you ever.
• 11:07
  SPEAKER_00: And then there's notice.
• 11:08
  SPEAKER_00: You know, notice that feeling when you walk into this house, you walk in and you're into the kitchen, you see, you turn on the lights, you see your pot filler, you see your, you know, your um new whatever, like I'm totally wow, totally butchering that one.
• 11:24
  SPEAKER_00: But you kind of help somebody to notice certain things that you want them to envision, right?
• 11:30
  SPEAKER_00: So use the word notice.
• 11:31
  SPEAKER_00: Notice that feeling when notice um notice how you feel, you know, notice how you feel when you go into your new bathroom and it has that nice tub, that nice shower.
• 11:43
  SPEAKER_00: You turn it on for the first time and you turn on the steam, and you can have a nice relaxing steam shower.
• 11:49
  SPEAKER_00: Right?
• 11:49
  SPEAKER_00: Notice how you feel.
• 11:51
  SPEAKER_00: You're sugg you're helping them to envision themselves there and move them in the direction that you want them to go.
• 11:56
  SPEAKER_00: Okay, so you may find not, have you ever, and notice.
• 12:00
  SPEAKER_00: Those are three phrases that you can use with suggestive language that can really help.
• 12:05
  SPEAKER_00: Um, you know, it they're not magical words, but when somebody already wants to go in a certain direction, it helps them get there.
• 12:13
  SPEAKER_00: Practice those, take notes on those, figure out how to use them in natural conversation.
• 12:19
  SPEAKER_00: And I promise you, you're gonna find, you may find that you're gonna have people taking action quicker.
• 12:25
  SPEAKER_00: You're gonna find you may find that people are getting out of their way and you're converting more listing of presentations and all of that.
• 12:31
  SPEAKER_00: All right, that's the way this stuff works.
• 12:34
  SPEAKER_00: And notice that I actually use some of this suggestive language already in this podcast as I'm trying to get you to learn about this stuff, right?
• 12:42
  SPEAKER_00: Notice that.
• 12:44
  SPEAKER_00: Okay, next.
• 12:46
  SPEAKER_00: Let's talk about goal setting and goal getting.
• 12:49
  SPEAKER_00: All right, goal setting and goal getting.
• 12:51
  SPEAKER_00: Um, how many of you guys have your goals written down on paper?
• 12:56
  SPEAKER_00: Okay.
• 12:56
  SPEAKER_00: Hopefully you're saying yes, yes, I do.
• 12:59
  SPEAKER_00: But I would bet, like many, that you don't.
• 13:02
  SPEAKER_00: You maybe you set goals, but you did it in your mind.
• 13:05
  SPEAKER_00: Um, you know, but here's what you need to do.
• 13:07
  SPEAKER_00: First, you must write your goals down.
• 13:10
  SPEAKER_00: You must write your goals down.
• 13:11
  SPEAKER_00: When was the last time that you visualized reaching that goal?
• 13:15
  SPEAKER_00: What would it feel like reaching that goal?
• 13:18
  SPEAKER_00: Let's say uh to use a real estate real estate analogy, when you first sell a hundred homes in a year, when you first reach that level, how will it what will that feel like?
• 13:29
  SPEAKER_00: Where will you be when you first notice that you hit that that uh that level?
• 13:34
  SPEAKER_00: What where will you notice it?
• 13:36
  SPEAKER_00: Will it come through your email?
• 13:37
  SPEAKER_00: Will it be a text message?
• 13:38
  SPEAKER_00: Will you see it in a dashboard in your CRM or something?
• 13:41
  SPEAKER_00: Like how will you know?
• 13:43
  SPEAKER_00: What does that look like?
• 13:44
  SPEAKER_00: What does it feel like?
• 13:45
  SPEAKER_00: What will you be wearing?
• 13:47
  SPEAKER_00: Okay, what will you be maybe are you sipping on a coffee at that moment?
• 13:51
  SPEAKER_00: Right?
• 13:51
  SPEAKER_00: So you have to envision that it has happened.
• 13:55
  SPEAKER_00: Okay, so here's something crazy about the unconscious mind.
• 13:58
  SPEAKER_00: It doesn't it cannot differentiate between a memory and a thought.
• 14:05
  SPEAKER_00: Yeah.
• 14:06
  SPEAKER_00: Let me say that again.
• 14:07
  SPEAKER_00: The con the mind does not know the difference.
• 14:10
  SPEAKER_00: The unconscious mind does not know the difference between a thought and a memory.
• 14:15
  SPEAKER_00: So you can suggest certain thoughts to it and it thinks it's a memory.
• 14:19
  SPEAKER_00: And if it has a memory that's very pleasant and it's vivid, like very, very vivid, it wants more of it.
• 14:25
  SPEAKER_00: It it wants to get you there because it it's like, hey, we were there, like we did that.
• 14:30
  SPEAKER_00: For example, a car.
• 14:31
  SPEAKER_00: If you if there's a certain car you want, a Ferrari, a Lamborghini, a Tesla, uh frickin' Honda, whatever.
• 14:37
  SPEAKER_00: A certain car that you want, okay, have you test driven it?
• 14:42
  SPEAKER_00: If you have a car that you want, or a truck, when was the last time you test drove it?
• 14:48
  SPEAKER_00: If you haven't, they you see where I'm going with this, you're already screwing up.
• 14:53
  SPEAKER_00: You have to go test drive it.
• 14:54
  SPEAKER_00: You have to know what the steering wheel feels like, you have to know what it sounds like, what does it smell like when you open the door?
• 14:59
  SPEAKER_00: What is what do the seats feel like?
• 15:02
  SPEAKER_00: You know, when you turn the thing on, are you pushing a button?
• 15:05
  SPEAKER_00: Are you turning a key?
• 15:06
  SPEAKER_00: What you know, you have to know everything about it so that it feels like a memory.
• 15:12
  SPEAKER_00: You're you can trick your mind into thinking as a memory, and then your subconscious will help you move towards that.
• 15:18
  SPEAKER_00: All right, very, very key.
• 15:20
  SPEAKER_00: This is why vision boards are such a good idea.
• 15:22
  SPEAKER_00: I have a vision board around my my EXP Realty wealth chart thing.
• 15:27
  SPEAKER_00: If you guys are you know part of my team, you know all about the wealth chart.
• 15:29
  SPEAKER_00: I have vision board around it.
• 15:31
  SPEAKER_00: Um vision boards are great.
• 15:34
  SPEAKER_00: Here's the thing that I've learned about vision boards.
• 15:36
  SPEAKER_00: Don't have text on them.
• 15:37
  SPEAKER_00: Okay, your mind, it takes so much longer for your mind to process text.
• 15:42
  SPEAKER_00: So if you're like, I want 100 homes sold or whatever, try to figure out how to take a screenshot of a dashboard that shows 100 homes sold and photocopy 100 onto it so that it's a it's it's an image, right?
• 15:54
  SPEAKER_00: If it's a car, a boat, a house, um, going to Disneyland with your family, whatever it is, you know, um photos work great for vision boards.
• 16:04
  SPEAKER_00: Put it on the home screen of your phone.
• 16:05
  SPEAKER_00: Okay, put it uh if you can have it on your nightstand when you first wake up, you when you're when you first open your eyes, that's when you're the most suggestive, and right before you go to bed.
• 16:14
  SPEAKER_00: If you can look at your vision board right when you get up and right before you go to sleep, that's going to make a much deeper impact unconsciously.
• 16:21
  SPEAKER_00: Hey, if vision boards are great, go get some magazines, cut out a bunch of shit that you want, take photos if it's a certain house that you want.
• 16:28
  SPEAKER_00: For example, my wife and I and our kids, we go drive this certain neighborhood that we're going to live in.
• 16:34
  SPEAKER_00: We drive it at least once a week.
• 16:36
  SPEAKER_00: We'll drive by, as we do, we'll even park, we'll we'll envision ourselves waking up in the morning, going downstairs, making coffee, going into uh going into the garage, getting in our Tesla, driving our kids, driving our kids to school, right?
• 16:54
  SPEAKER_00: And and we try to envision being in that house, pulling out of the driveway and turning left, and then we see that tree, and then there's this four-way stop sign, and then all the stuff, right?
• 17:03
  SPEAKER_00: So we drive it every week.
• 17:04
  SPEAKER_00: I've also flown a drone over some of these homes.
• 17:09
  SPEAKER_00: Okay, I've flown flown a drone over so that I could see behind.
• 17:13
  SPEAKER_00: I could see, I I could get a better idea of what it looked and felt like.
• 17:17
  SPEAKER_00: Okay, creepy, yes.
• 17:19
  SPEAKER_00: Don't give a shit.
• 17:20
  SPEAKER_00: Don't give a shit, because I'm doing what it takes.
• 17:22
  SPEAKER_00: So you need to be able to visualize this stuff in as specific and detail as you possibly can.
• 17:26
  SPEAKER_00: If you want a certain car, know the color, know the engine, know the battery size, know the model, all the stuff, right?
• 17:34
  SPEAKER_00: The the stitching, everything.
• 17:36
  SPEAKER_00: Okay, that that and if it if it's a certain neighborhood you want to live in or home, make sure you drive it.
• 17:41
  SPEAKER_00: Make sure you go walk, make sure you spend as much time there as possible so you can feel like you belong there.
• 17:48
  SPEAKER_00: So you can feel like that's your neighborhood.
• 17:51
  SPEAKER_00: If you do that, your unconscious will go to work for you.
• 17:54
  SPEAKER_00: It's really powerful shit.
• 17:56
  SPEAKER_00: Really, really powerful stuff.
• 17:58
  SPEAKER_00: Um, last thing that I'll that I want to talk about before we wrap this show up today, um, here's here's kind of the uh the formula that you guys need to know.
• 18:07
  SPEAKER_00: Okay, when you take what you want and you focus on it, you multiply it with your emotions, you know, visualizing really helps with with that.
• 18:15
  SPEAKER_00: Support it with your environment.
• 18:16
  SPEAKER_00: I'll talk about environment in a sec.
• 18:18
  SPEAKER_00: Then project with your language if it's something you must have, your mind will manifest it.
• 18:25
  SPEAKER_00: Right?
• 18:26
  SPEAKER_00: Sounds kooky, doesn't it?
• 18:27
  SPEAKER_00: Well, let's break it down.
• 18:29
  SPEAKER_00: Not so kooky.
• 18:31
  SPEAKER_00: First off, you have to know what you want.
• 18:33
  SPEAKER_00: You have to define it.
• 18:34
  SPEAKER_00: Okay, you have to put it down on paper, as specific as possible.
• 18:38
  SPEAKER_00: Focus on it.
• 18:39
  SPEAKER_00: You have to keep revisiting that, you have to envision yourself there, you have to do some visualization, you have to keep seeing it, you have to focus on it, multiply it with your emotions.
• 18:48
  SPEAKER_00: Okay, what does it feel like?
• 18:50
  SPEAKER_00: What does it smell like?
• 18:51
  SPEAKER_00: How it how would you feel if you got an email that says, congrats, you just sold your hundredth home this year, or whatever it is.
• 18:57
  SPEAKER_00: You just reached this income level, you just, you know, your offer was accepted on that house.
• 19:02
  SPEAKER_00: How would you feel?
• 19:04
  SPEAKER_00: Try to really zero in and hone in on that.
• 19:07
  SPEAKER_00: Then uh support it with your environment.
• 19:10
  SPEAKER_00: Guys, something that I learned, I need to clean my office.
• 19:14
  SPEAKER_00: I need to get a new office.
• 19:16
  SPEAKER_00: My office is not conducive or not supportive of the level that I want to be at.
• 19:22
  SPEAKER_00: This is not the office, my downstairs basement bedroom that happens to be my office.
• 19:28
  SPEAKER_00: This is not the office of a, you know, somebody that earns the income that I want and has achieved the things that I want.
• 19:34
  SPEAKER_00: It's just not.
• 19:35
  SPEAKER_00: It's messy.
• 19:36
  SPEAKER_00: My desk is, I have papers all over the place.
• 19:38
  SPEAKER_00: I have to change my environment.
• 19:40
  SPEAKER_00: It also means are you spending time with with um the right people?
• 19:44
  SPEAKER_00: You know, you've heard that you become you become the five people that you spend the most time with.
• 19:50
  SPEAKER_00: You are a byproduct of the five people you spend the most time with.
• 19:53
  SPEAKER_00: If you're around five broke people all the time, you're the sixth.
• 19:57
  SPEAKER_00: Okay?
• 19:57
  SPEAKER_00: If you're around five wealthy people all the time, you're the sixth.
• 20:02
  SPEAKER_00: See what I mean?
• 20:03
  SPEAKER_00: So you have to change your environment.
• 20:05
  SPEAKER_00: I changed my gym recently.
• 20:06
  SPEAKER_00: I'm just going to a different gym.
• 20:08
  SPEAKER_00: I used to go to one that's five minutes away, now I'm going to one that's 15 minutes away in a much nicer part of town.
• 20:13
  SPEAKER_00: Mitt Romney's fam, you know, kids work out there, business leaders, entrepreneurs, um, you know, higher income bracket.
• 20:21
  SPEAKER_00: You guys know what I'm saying.
• 20:22
  SPEAKER_00: It's a nicer gym, nicer part of town.
• 20:24
  SPEAKER_00: You guys know what I mean.
• 20:25
  SPEAKER_00: Just being there has helped me level up dramatically because I feel I feel like I'm around badasses.
• 20:32
  SPEAKER_00: And not just business wise, not just income-wise, but like crossfitters and you know, like people that really work hard.
• 20:40
  SPEAKER_00: A bunch of badasses at the gym, and just by being in the different environment, I'm gonna reach my goals faster.
• 20:47
  SPEAKER_00: I I lift more, I think I I do better, I perform better because I'm just inspired by my environment.
• 20:53
  SPEAKER_00: So make sure that you guys are putting yourself in the right environment.
• 20:56
  SPEAKER_00: Go to trainings.
• 20:57
  SPEAKER_00: If your brokerage or your team or whoever is doing trainings or events or masterminds, get to those.
• 21:04
  SPEAKER_00: You guys, I've never lost money investing in myself.
• 21:08
  SPEAKER_00: Ever.
• 21:09
  SPEAKER_00: I've never lost money, I've never made a bad investment investing in myself.
• 21:15
  SPEAKER_00: When you go to a training, when you go to an event, when you go to a mastermind, when you take a course or uh go to a retreat or something, that's an investment in yourself.
• 21:26
  SPEAKER_00: It's an investment in yourself.
• 21:28
  SPEAKER_00: If you guys are still thinking, I can't afford it, you are exactly the person that needs that shit.
• 21:34
  SPEAKER_00: You cannot afford to not put yourself in environments that cultivate growth and inspire growth.
• 21:40
  SPEAKER_00: You cannot afford not to.
• 21:42
  SPEAKER_00: If you're serious about reaching your goals.
• 21:44
  SPEAKER_00: If you're not, if you're just like, eh, if I get there, cool, if not cool, awesome.
• 21:49
  SPEAKER_00: Then keep, you know, keep trying to avoid paying 500 bucks for a flight and uh, you know, six hundred bucks for a hotel room.
• 21:56
  SPEAKER_00: You know, you you you don't want to spend that much money, you know, it's an expense, right?
• 22:00
  SPEAKER_00: Yeah.
• 22:01
  SPEAKER_00: Every time I've gone to a conference, a training, a mastermind, I look backwards and I'm like, wow, what an amazing ROI I've had.
• 22:09
  SPEAKER_00: I met this one person, I learned this thing.
• 22:11
  SPEAKER_00: Uh, this person led to this person, this led to this person, led to this person, this led to this, made I made this decision, and then this, this, this.
• 22:19
  SPEAKER_00: It's all positive shit, guys.
• 22:21
  SPEAKER_00: You have to put yourself in environments where you're inspired to grow and you're supported to grow.
• 22:28
  SPEAKER_00: So go to stuff like that.
• 22:30
  SPEAKER_00: Hopefully your brokerage has that stuff.
• 22:31
  SPEAKER_00: Hopefully your team leader or you know, any person that you follow on social media, if they have courses or masterminds, go.
• 22:40
  SPEAKER_00: Go invest in it.
• 22:41
  SPEAKER_00: Stop investing in Dogecoin and invest in your goddamn self for once.
• 22:46
  SPEAKER_00: Ideally, you do both.
• 22:48
  SPEAKER_00: Right?
• 22:49
  SPEAKER_00: Ideally, you do both.
• 22:51
  SPEAKER_00: The real winners do both.
• 22:53
  SPEAKER_00: Maybe not Dogecoin specifically, but you get the point, right?
• 22:57
  SPEAKER_00: It's not an either-or thing.
• 22:59
  SPEAKER_00: Do I do this or invest myself?
• 23:01
  SPEAKER_00: Yes.
• 23:02
  SPEAKER_00: Do it, do it, do it all.
• 23:04
  SPEAKER_00: Figure out how to make it work.
• 23:06
  SPEAKER_00: Lastly, project with your language the things that come out of your mouth, you're listening to.
• 23:10
  SPEAKER_00: When you say certain things, you're you're talking to yourself.
• 23:13
  SPEAKER_00: You're convincing yourself for better or worse.
• 23:15
  SPEAKER_00: So make sure that you're saying empowering things, supportive things.
• 23:19
  SPEAKER_00: You know, if you're like, oh man, it's just so hard.
• 23:23
  SPEAKER_00: This market is just so hard.
• 23:25
  SPEAKER_00: You're gonna convince yourself this market's pretty hard.
• 23:28
  SPEAKER_00: Sellers are just so hard to work with.
• 23:30
  SPEAKER_00: It's so hard to get offers accepted.
• 23:33
  SPEAKER_00: Man, it's just I hate going to the gym.
• 23:35
  SPEAKER_00: I hate eating well, you know, it's all I just don't understand why I do this, that, or the other.
• 23:42
  SPEAKER_00: You're just convincing yourself of all the shit that you don't want.
• 23:46
  SPEAKER_00: You have to project what you want with your language.
• 23:50
  SPEAKER_00: And then if you must have it, if you've made a genuine commitment to whatever your goal is, if you must have it and you do all those other things, you'll get it.
• 23:59
  SPEAKER_00: Okay?
• 24:00
  SPEAKER_00: It takes action.
• 24:01
  SPEAKER_00: This it takes a lot of action, but all this stuff adds up to manifesting what it is you're trying to get, whatever goal you're trying to reach.
• 24:09
  SPEAKER_00: Pretty important shit, guys.
• 24:10
  SPEAKER_00: Pretty cool stuff.
• 24:12
  SPEAKER_00: Let's see if there's anything else here.
• 24:17
  SPEAKER_00: Last little tidbit that I thought was super interesting.
• 24:20
  SPEAKER_00: I, just like everybody else, I have some thoughts that are, you know, based in scarcity.
• 24:25
  SPEAKER_00: I have some thoughts that are limiting.
• 24:27
  SPEAKER_00: I have limiting beliefs, just like everybody.
• 24:29
  SPEAKER_00: I'm I'm working past them.
• 24:31
  SPEAKER_00: Here's the thing if you could be conscious when you're thinking something like, oh, I can't do that, or so-and-so wouldn't want to do that, I can't possibly, I couldn't possibly ask so-and-so to join my team.
• 24:41
  SPEAKER_00: I couldn't possibly um, you know, sell a$1.5 million home.
• 24:46
  SPEAKER_00: I've never done it before.
• 24:47
  SPEAKER_00: I couldn't possibly, well, when you have those negative doubts, those neg the negative self-talk, okay, a negative emotion of some kind, a never a negative reaction to something.
• 24:59
  SPEAKER_00: If you can notice it, if you can be conscious that it's happening, and then correct yourself with what's the purpose of that feeling?
• 25:07
  SPEAKER_00: What's the purpose of that emotion?
• 25:09
  SPEAKER_00: Ask yourself consciously, what's the purpose of feeling that way?
• 25:12
  SPEAKER_00: And then what can I learn from it?
• 25:16
  SPEAKER_00: This is wild shit.
• 25:17
  SPEAKER_00: Okay, I've been doing this for the last week, and it's absolutely changed my life.
• 25:22
  SPEAKER_00: It sounds hokey, it sounds crazy, it sounds weird, but if you catch yourself being negative, like, oh, I'll talk to them later because they probably don't want to talk to me.
• 25:29
  SPEAKER_00: Wait, what's the purpose of thinking that way?
• 25:31
  SPEAKER_00: And then what can I learn from thinking that way?
• 25:34
  SPEAKER_00: What can I learn from this emotion?
• 25:36
  SPEAKER_00: What can I learn from this fear that I'm having?
• 25:39
  SPEAKER_00: It changes everything.
• 25:42
  SPEAKER_00: Try it for the next week.
• 25:44
  SPEAKER_00: Let me know what happens.
• 25:45
  SPEAKER_00: You guys try this stuff for the next week, ideally for the next year, but you know, for the next week or two, consciously work on this stuff, and those of you that do, send me a DM and tell me what's happened.
• 25:57
  SPEAKER_00: I want to hear what's happened.
• 25:59
  SPEAKER_00: You may find that crazy shit's happened.
• 26:03
  SPEAKER_00: Your business has exploded, you picked up new clients, you've converted leads, um, you all of a sudden somebody that uh hasn't been in your life forever came back in in a very positive way.
• 26:13
  SPEAKER_00: Um you may find that that stuff just starts to happen.
• 26:15
  SPEAKER_00: Okay?
• 26:16
  SPEAKER_00: And and you know, notice when it does, that it's stuff that you somehow manifested.
• 26:25
  SPEAKER_00: Okay, this stuff happens.
• 26:28
  SPEAKER_00: I'll wrap with this with this uh last little story.
• 26:31
  SPEAKER_00: It's kind of crazy.
• 26:32
  SPEAKER_00: Um so I've had lower back pain for a long time.
• 26:36
  SPEAKER_00: Um, I have two herniated discs in my lower back, and they are um they're dry.
• 26:42
  SPEAKER_00: Supposedly there's no more fluid in them, and they're just it's constant pain.
• 26:46
  SPEAKER_00: When I first met William, the guy, um, the main guy who does the upgrade X intensive, he told me, he's like, Well, what are what what pressure are you putting on yourself?
• 26:59
  SPEAKER_00: Lower back pain is caused, is usually caused by pressure that we put on ourselves.
• 27:03
  SPEAKER_00: So what are you pressuring yourself to do?
• 27:05
  SPEAKER_00: And for forever I was like, I don't know, like pressure.
• 27:09
  SPEAKER_00: What I know I've had financial pressure in the past and stress just like everybody, but I couldn't think of it.
• 27:15
  SPEAKER_00: And then we did this one exercise, and I thought, you know what?
• 27:17
  SPEAKER_00: I'm putting so much pressure on myself to achieve all my goals today.
• 27:21
  SPEAKER_00: Like now.
• 27:22
  SPEAKER_00: Like I'm putting so much pressure on myself to do all this stuff.
• 27:25
  SPEAKER_00: So he said, Hey, you may notice, you may notice that now that you're conscious of this, that you've addressed this uh this pressure that you put on yourself, you may find that your back is actually feeling better.
• 27:36
  SPEAKER_00: You're gonna you may find that it feels uh that it's starting to heal itself.
• 27:41
  SPEAKER_00: And I'm like, holy shit.
• 27:43
  SPEAKER_00: And guess what's happened over the last week?
• 27:44
  SPEAKER_00: My back has felt better than it has in years.
• 27:47
  SPEAKER_00: Like a significant improvement.
• 27:49
  SPEAKER_00: Not healed, not all the way better, but a significant, noticeable improvement that's blowing my mind.
• 27:56
  SPEAKER_00: Unbelievable stuff, guys.
• 27:58
  SPEAKER_00: So, um, if you guys have questions, if you guys want to talk about any of this shit um or get my you know, anything, shoot me a DM on Instagram at MassiveAgent, but let me know how this is going for you.
• 28:11
  SPEAKER_00: You guys that are actually taking this seriously and haven't turned this off by now because it's weird or hokey, or you just want a tactic, those that just want a tactic, I promise you, if your foundation's fucked up, you're not gonna do what you need to do to get the goal that you want.
• 28:26
  SPEAKER_00: You're not gonna do what you need to do to get the result you want.
• 28:29
  SPEAKER_00: Okay, some of you are so focused on tactics when you really need to look within and fix that first, and then the right tactics just happen.
• 28:37
  SPEAKER_00: Hope this has been helpful for you guys.
• 28:39
  SPEAKER_00: Have a great rest of your day, have a great rest of your week.
• 28:41
  SPEAKER_00: Please share this with somebody in the industry, your broker, your team leader, an agent you're friends with.
• 28:47
  SPEAKER_00: Um please share this with somebody that you think would get value.
• 28:51
  SPEAKER_00: And uh we'll talk to you guys next week.
• 28:53
  SPEAKER_00: Thanks for listening.