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Closing Deals Like A Champion: A Real Estate Pros take on "W1nning" by Tim Grove · The Real Estate Agent Playbook

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  What's up guys.
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  As you know, I love competing in the real estate realm.
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  That's why today I'm going to review Winning by Tim Grover, the former trainer
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  of both Michael Jordan and Kobe Bryant, as well as Dwayne Wade, amongst others.
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  And in the book Winning, he takes a different approach to break down all of
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  the winning mindset and everything that goes into actually the journey of winning.
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  So stay tuned.
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  I absolutely love this book and I can't wait to share it with you.
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  What's up guys, Jeremy Kane, Real Estate Agent Playbook.
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  Thank you so much for tuning in on the podcast, watching on YouTube.
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  Let's get into this wonderful A review of this amazing book.
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  And as you know, I'm ultra competitive.
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  Jordan's my guy.
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  But when I'm looking at my real estate business, there's so much that I can
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  incorporate from this book into the winning mindset and continuing to, you
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  know, defeat those, you know, tough markets and all the things that we
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  go through in the real estate game.
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  So let's kind of dive in.
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  The first thing that I took from this book, right off the
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  bat, was routines are freedom.
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  In the book, Grover goes into the relentless routines of Kobe Bryant
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  from the early days of getting to the gym and getting his shots up.
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  And Tim Grover trying to show up early to impress him, showing up and Kobe's been
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  there for an hour, an hour before time.
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  And, and so getting these routines in is absolutely huge when you bring
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  this over to the real estate game, because obviously there's ups and
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  downs as you go through, you know, we just went through Thanksgiving holiday
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  here at the time of this recording.
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  And if you do anything to break that routine, it takes you a while
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  to get that momentum back up.
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  And so starting with the routine, as you've seen on the channel
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  before, routines are key.
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  So in the book, he breaks down Kobe Bryant's relentless routine to greatness.
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  And this is something that you can easily apply just at the basic level
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  to get your real estate business moving every single day, every
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  single morning, have that routine.
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  And next we'll talk about the battle in your mind.
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  And he says something that's very unique and I'm actually going to read it for you.
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  Your thoughts have to be consistently renewed.
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  And this is crucial because everything changes the world around
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  us is changing And there's always going to be that doubt come in.
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  So you always have to constantly renew your thoughts and continue
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  pushing forward as you go.
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  So he he breaks us down Absolutely, you know goes into the mamba mentality
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  Jordan and how he took his relentless competition and had to constantly renew
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  his mind and renew his thoughts in order to continue to stay at the highest level.
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  There's always someone there to replace you.
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  And in real estate, this is huge because there's always that next technology.
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  There's always You know, different things coming in different changes
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  to the industry and you have to constantly renew your mind and
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  consistently do what you know, what it takes to win every single day.
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  And so that's a great correlation, in my opinion, to what we are going through
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  currently in our market with the shifting market, as well as the changing, you know,
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  of the tide with the buyer commission lawsuits and all of those things.
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  It's just continue to focus on the mind.
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  If you win that mental game and you stay sharp and stay focused,
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  you will absolutely continue to be great at what you do.
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  Next, he goes into opinions and stop letting other people's opinions
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  have such high value, right?
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  We have to continue to push through everything that we do.
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  It doesn't matter what it may look like to the outside.
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  Obviously, have your time, do your family stuff.
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  And maybe that's, that's even more.
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  You know, of something you have to guard is your free time and that
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  time, but make sure that you have your guard up of other people's opinions.
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  They're going to come in, right?
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  You know, throwing stones at glass houses isn't, isn't the hardest thing to do.
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  So understand that if you don't completely give in to other people's opinions
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  and if you don't let them in, You can stay focused on your goals, your path.
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  And honestly, that's the best way to go about your real estate business.
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  Something I've done a ton in my real estate business is, Oh, you know, that's
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  not going to work, especially coming from a, you know, traditional, my dad,
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  you know, in the business and things.
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  You know, oh that social media is not gonna work.
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  Oh, that's not gonna work, but it also works backwards, right?
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  I'm a buffini trained agent.
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  There's new agents that are like, oh that buffini stuff.
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  It doesn't work The truth is is that almost every top producing agent goes
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  back to some sort of training from one of the classics It's just when you
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  make those adjustments and make those adjustments on your terms not someone
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  else's terms and that is absolutely You know what you have to protect because
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  other people's opinions, here's the deal.
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  Other people might not understand what your goals are, what your, you
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  know, winning actually looks like because it's an internal thing.
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  What is winning?
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  We don't have the game.
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  We don't have the championship to win.
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  We have, sure, closed deals and lives changed and all these things,
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  but that's a very subjective matter.
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  So we have to understand that other people's opinions, certainly.
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  If they're in your top, top five, whatever it is, and they're going to
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  hold you accountable and whatever.
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  But for the most part, other people's opinions entering our business
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  when they don't quite understand is usually recipe for disaster.
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  Next he goes into such a cool point of playing with energy, not emotion.
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  And oftentimes we get into this, you know, inspection objection
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  or inspection negotiations and we have such energy, right?
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  Or we're negotiating the price of the contract to go under contract and,
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  and there's such high energy and, and in that, but oftentimes we let the
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  emotions run into, you know, this and.
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  He said this or they want this and, and it's kind of us against them.
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  And we set up this kind of battle.
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  But the truth is, is that we can operate with high energy.
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  We can vibrate at a high energy frequencies and not allow
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  the emotions to take hold.
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  Right.
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  We are doing something that's pretty straightforward here in purchasing a home.
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  How do we get what we want?
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  How do we get, they get what they want and how do we get this home,
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  you know, transferred is really.
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  What our job is as agents.
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  And oftentimes we operate at that really high emotional level.
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  And that's when things sometimes feelings get hurt and people get upset.
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  And you know, you have buyers and sellers not agreeing.
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  And then here comes the next negotiation.
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  And it's like, you know, we've all been there where it's like, Oh man, I pick
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  up the phone and have this conversation.
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  You know, I know exactly what it is because if these emotions are high
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  and we allow the emotions to get the best of us, then we're not operating
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  and getting to the finish line.
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  With the best possible outcome.
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  And so if we operate with energy, yes, but leave the emotion to, you know, the other
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  side and as agents are buyers and sellers are going to have those emotions, right?
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  They're the ones that are super invested in this purchase.
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  And so we have to allow them to have that those emotions have those things
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  come up But then help them through that to convert those emotions to energy
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  positive towards towards the finish line and so That's something that's absolutely
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  crucial and a really cool thought of energy versus emotion and how we want
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  our you know transactions to operate with energy and leave the emotions on the
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  sidelines a little bit so that we can get the best possible deal for our client.
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  So if this book sounds great to you, definitely pop that like button.
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  If I said something that you're like, Oh dang, that's cool.
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  We're not done yet, but I just wanted to throw this in there.
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  If you have read this book or you have something, to add to it,
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  please throw that in the comments.
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  We're working on getting this engagement going.
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  If you're listening on the podcast, definitely throw that review.
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  And we will continue as we dive through this, you know, very, intense book
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  that relates so much to my business.
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  The next one is probably my favorite one of the entire, you know, show here.
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  And that's talking about handling fear and doubt.
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  And Grover says, distinguishing fear from doubt.
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  Fear is pressure, doubt is panic, and so I think especially in these shifting
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  markets as agents, if we're doubting, we're like, oh man, I don't know, the
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  market might crash, or I don't know if this house is, you know, gonna appreciate
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  like it has over the 60 year history of Denver, or all of those things, that
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  starts to instill panic, right, and so if we continue to, sure, operate
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  under fear, right, because we have to know that we could lose, that could be
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  taken away, But we cannot have doubt because the panic is, is what sets in.
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  And it's kind of like that emotion stuff, right?
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  We start doing stuff.
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  We start, you know, putting money towards different marketing
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  things that we know don't work.
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  And you know, just to get that next deal and our, our energy level is super high.
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  But if we allow that emotion to come in and make that doubt start to creep in,
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  then that's when things start to change.
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  Sure.
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  Fear up here.
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  I, I fear every single day.
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  Of, you know, not being able to win the game, not being able to support
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  my family, and I use that as fuel.
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  But the minute that we start to let the doubt creep in and we start to panic
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  because, Oh man, the market's changing.
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  What are we going to do?
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  And we start throwing everything out, you know, and not doing what we know
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  works, not getting back to that routine.
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  That's when things can really get ugly.
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  So if you're in that timeframe in your business and you're watching this,
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  just understand that, okay, that's doubt that's creeping in, like, let's.
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  Let's mitigate this.
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  Let's get back to basics is one thing I do.
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  When I start to let that fear kind of creep into doubt.
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  And once I get back to the basics, I do what I know works.
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  I'd go back to my Facebook messenger and I have those conversations.
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  I start having a conversations and next thing you know, we have
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  three or four deals under contract.
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  And so that's definitely something that you can work on, but keep in
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  mind having a good fear up here.
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  But let's not get too far down the ranks where doubt starts
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  to creep in and panic ensues.
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  And then, you know, to sum it all up, he comes up with four components
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  of winning, talent, intelligence, competitiveness, and resiliency.
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  And this is absolutely key.
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  So let's start with the talent.
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  You must.
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  Be educated.
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  You must continue to follow the market and understand what's going on.
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  That's kind of talent as it, as it portrays to a business is
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  knowing what's coming, right?
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  Being able to have the, the trust that you will be able to react in
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  the right way in the right mind space to anything that comes your way.
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  This is absolutely crucial in a time like this where the market may be shifting
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  market may be great market may be different than you've ever seen it before.
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  And that's why I love real estate is because it's all about problem solving.
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  So if you can take that talent and then you can incorporate your
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  intelligence into the decision making.
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  Okay, deep breath.
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  We're not going to be, you know, we're not going to get into the doubt piece.
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  We're not going to panic.
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  I understand that I have to stay, you know, cool, calm, collected here.
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  Maybe the, your buyer's client is operating in a very high emotional state.
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  Okay, this is how we work through this.
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  This is what we've seen.
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  This is my experience.
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  And that's where the intelligence kind of comes in.
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  And then, of course, like, competitiveness is absolutely one of
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  the reasons I love real estate, right?
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  I love winning.
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  I love getting my client the very best deal I can.
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  But, as part of that, it's almost like sportsmanship or gamesmanship, right?
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  You want to make sure that everyone feels like they have some sort of win.
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  So, as you're doing this and you're working through that, the competitive
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  juices are flowing, and you're ready to go, and you want to get that
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  best house for your client, and you want to do all the things that the
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  client is wanting on the inspection.
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  But as, as you kind of operate using that intelligence, say,
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  okay, this is my competitive.
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  This is what we're going to do.
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  This is my strategy, right?
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  And operate under that, be open about that because your strategies are oftentimes the
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  reason that people pay you the big bucks.
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  The strategy to get to the finish line for the best deal possible for your client,
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  whether it's by our seller is absolutely, you know, what you hold inside as far as
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  your intelligence and your, your talent.
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  So those three and then resilience, right?
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  You don't always win every single game.
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  You're not going to win every negotiation you ever set out to do, but if you're
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  resilient and you continue to get up and you continue to push forward and have
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  your client's best interest, then you will ultimately win and being around.
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  You know, winners in your brokerage being around winners, just like, you know,
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  they talk about Jordan, Kobe, Dwayne Wade in the book is absolutely clutch.
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  So, you know, ultimately it's, it's a huge mindset shift.
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  I would absolutely recommend winning by Tim Grover, for you to get
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  going in your real estate business.
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  Maybe not a, you know, how to real estate kind of thing, but if you've
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  been in the business a few years, I would definitely read this and
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  understand what winning actually is and incorporate every single, so many
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  correlations to your real estate business.
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  And I just had to come on here.
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  This is actually one of my favorite book reviews I've ever done.
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  because of its relevance to the real estate industry.
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  So I hope it helped, again, Tim Grover, he also wrote relentless.
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  I've done a video review on that.
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  You can check that out on my channel.
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  But while you're here, like comment, subscribe, throw me, you know,
• 13:20
  a review on the podcast side and let's grow these communities up.
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  I hope you have a good one.
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  If you get a chance, grab winning.
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  And I will tell you it's winning w the number one and N I N G.
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  So hope you have a good one.
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  Bye bye.