Latest / Callis Mindset with Kannon Callis / Episode 14 The Psychology of Success: Behavior, Discipline and Performing with Derek Schenck

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Episode 14 The Psychology of Success: Behavior, Discipline and Performing with Derek Schenck · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome back to Callous Mindset with Canon kallis the podcast
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  Speaker 1: where we explore mindset, behaviors and systems that build high
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  Speaker 1: performing entrepreneurs and professionals. Today, I'm joined by Derek Chink.
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  Speaker 1: Derek is a real estate coach and mentor who has
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  Speaker 1: spent many years helping agents understand not just the tactics
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  Speaker 1: of real estate, but also the deeper drivers of success,
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  Speaker 1: things like behavior patterns, personality traits, discipline, and mental resilience
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  Speaker 1: and mindset. Because the truth is, most people think success
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  Speaker 1: in real estate comes down to marketing, lead sources or scripts,
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  Speaker 1: but the deeper reality is that success is often driven
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  Speaker 1: by how you think, how you behave daily and the
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  Speaker 1: personality traits that you develop over time. And Derek's work
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  Speaker 1: focuses heavily on people who understand and develop those internal
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  Speaker 1: drivers of performance. So today we're going to do a
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  Speaker 1: deep dive into the psychology kind success in this industry. Derek,
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  Speaker 1: welcome to the show.
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  Speaker 2: Hey, thank you, my friend. I'm excited to be on.
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  Speaker 2: So just be careful what you wish for because I'm
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  Speaker 2: just gonna give you what I got.
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  Speaker 3: Let's do this perfect.
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  Speaker 1: We'll get started with your journey how did you How
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  Speaker 1: did you get into real estate and eventually into coaching.
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  Speaker 2: Let's see real estate. I started real estate in two
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  Speaker 2: thousand and five, so it's been a while with that,
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  Speaker 2: twenty one years. So two thousand and five six seven
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  Speaker 2: were really easy. We were order takers for anybody who
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  Speaker 2: was back in that era. And then oh eight's happened,
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  Speaker 2: so a eight to nine and ten it sucked. I
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  Speaker 2: was in real estate. My wife was entitle so that
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  Speaker 2: was not a good combo. So those years were really, really,
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  Speaker 2: really tough years. So let's see, probably right around twenty
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  Speaker 2: eleven is when I joined a brokerage as a productiuty coach.
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  Speaker 2: So I started as a productivity coach and an associate broker,
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  Speaker 2: backup broker. And you know what I found out really
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  Speaker 2: quick was I didn't like the broker piece. Everybody else,
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  Speaker 2: people who called the broker, they just called a complaint.
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  Speaker 2: They have problems. So I really dove into the coaching piece.
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  Speaker 2: So you know, I really started diving the coaching piece.
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  Speaker 2: And I think the first thing I got certified in
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  Speaker 2: was I became a John Maxwell certified coacher, coach and speaker,
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  Speaker 2: a trainer, and then I started getting into NLP neurologistic programming,
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  Speaker 2: and then I just kind of started growing so throughout
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  Speaker 2: the real estate world. I became a national speaker, trainer,
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  Speaker 2: and coach, and I've been doing stuff on my own
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  Speaker 2: and for brokerages and industries across the country and internationally actually,
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  Speaker 2: So it's just building them and building and building and
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  Speaker 2: building over the last fifteen years, and I got a
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  Speaker 2: passion for it.
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  Speaker 1: Yeah, and it's interesting that you went into that specific
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  Speaker 1: subvertical of real estate where I don't know very many people.
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  Speaker 1: I haven't met very many people that they got the
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  Speaker 1: opportunity to go into the mindset coaching, you know, productivity coaching,
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  Speaker 1: behavior coaching, things like that. It's you know, most of
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  Speaker 1: the time you hear, oh, I was just an agent,
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  Speaker 1: you know, I just started as an agent and then
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  Speaker 1: from there, you know, it changed. But how did how
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  Speaker 1: did you get that first opportunity as a productivity coach?
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  Speaker 2: So as a productivity coach, it's just that you're you're
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  Speaker 2: helping people increase their productivity, which in a real estate
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  Speaker 2: brokerage and brokeery gets a split. So if you help
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  Speaker 2: them produce more, it's it's good for the brokerage, right,
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  Speaker 2: it's a win win for everybody. So initially it is
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  Speaker 2: all right, let's go over the let's go over the numbers,
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  Speaker 2: let's go over the metrics. Right, what is your goal
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  Speaker 2: and we reverse engineer it. How many? How many what's
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  Speaker 2: the volume, what's the units? How many appointments it's going
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  Speaker 2: to take. Let's talk about your conversion ratio? So how
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  Speaker 2: many connections to an appointment? How many appointments to a listening?
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  Speaker 2: How many listenings to a closing? What your what's your
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  Speaker 2: conversion ratio? Everything else? So it's always working on numbers, numbers, numbers,
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  Speaker 2: And I love numbers, right, I love math. I love
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  Speaker 2: the numbers. I love crunching it. And yet, the thing
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  Speaker 2: you learn as a coach, a true coach, not a
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  Speaker 2: mentor a group coaching, a true coach, one on one coaching,
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  Speaker 2: you get to see behind the curtain of what's really
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  Speaker 2: going on and what you do. In coaching, we talk
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  Speaker 2: about care and candor, and so Karen means I care
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  Speaker 2: about you, candor means I care even more about you.
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  Speaker 2: So Karen, I'm gonna give you a hug, But candor
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  Speaker 2: means I'm not gonna hug you. Out of the business
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  Speaker 2: so you kind of get real and get right with people,
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  Speaker 2: and you get to see behind a curtain what's going
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  Speaker 2: on with their lives up personally, what's happening with their health,
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  Speaker 2: what's happening with their finances, maybe, what's happening with their
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  Speaker 2: marriage or with their kids, what's going on mentally, physically, emotionally, psychology,
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  Speaker 2: all these things. And so in a productivity coach, Okay,
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  Speaker 2: you help these people as a business, get them to
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  Speaker 2: double their numbers. That's great. But what I found is
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  Speaker 2: it's not it's not the marketing, it's not the social media,
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  Speaker 2: it's not this form, it's not this script that separated
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  Speaker 2: the good from the great. What separates the good from
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  Speaker 2: the great is the mindset. Now, fifteen years ago, I
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  Speaker 2: thought that was fluffy, hocus poke, right, you just you know,
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  Speaker 2: by gosh, people like me and stuff like that, and
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  Speaker 2: so I poot pooed it. But I've really, you know,
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  Speaker 2: try to focus on what's separating a good from the
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  Speaker 2: great over the years. And it's a mindset that if
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  Speaker 2: you're in real estate, the number one age in your
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  Speaker 2: area is no better than anybody else. They just think
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  Speaker 2: differently than everybody else. If you're you do car sales great?
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  Speaker 2: The number one person selling cars in your region is
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  Speaker 2: no better than but anybody else, go ahead and touch them.
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  Speaker 2: They're human, there's nothing special about them. They just think
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  Speaker 2: differently than everybody else. And you know, it takes work, right,
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  Speaker 2: So it takes work sometimes not to get too deep
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  Speaker 2: into it, but for some of us it's easier than others.
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  Speaker 2: But we all get in a funk, and it's it's
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  Speaker 2: about when you get in that funk, you know what
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  Speaker 2: to do to get out of it, and if you
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  Speaker 2: can't get out of it, it's getting help. I may
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  Speaker 2: be a coach and maybe a counselor, but it's okay
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  Speaker 2: to ask for help. So once again, when you get
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  Speaker 2: to see behind the curtain, why did I dive more
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  Speaker 2: into into the mindset and behavior because that is the
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  Speaker 2: true engine is driving the production.
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  Speaker 3: Yeah, yeah, thanks for that explanation.
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  Speaker 1: And for anyone who isn't familiar with Derek, he also
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  Speaker 1: is one of the leaders at Amherson Madison Brokerage. That's
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  Speaker 1: where I have my license. It's the brokerage that I've
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  Speaker 1: committed to and I've watched Derek teach coach along the
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  Speaker 1: way since last summer when I joined, and you know,
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  Speaker 1: from the launch class to just one on ones that
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  Speaker 1: we've had, and it's so valuable, and.
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  Speaker 3: I think that a lot of people don't.
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  Speaker 1: Realize how beneficial and how much more you can do
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  Speaker 1: when you have someone to talk to, someone to bounce
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  Speaker 1: ideas off of, and someone to support you along the way.
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  Speaker 1: And I wanted to ask, what patterns have you seen
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  Speaker 1: among agents that you were coaching, you know, from when
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  Speaker 1: you first started, what are some of the common patterns
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  Speaker 1: or you know, maybe mindset patterns that people get into
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  Speaker 1: that you pick up on.
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  Speaker 2: Okay, Well, the first thing I would say, you know
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  Speaker 2: a lot of rols to agents even currently today, they
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  Speaker 2: believe that they have a lead generation issue. What I
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  Speaker 2: find there is a lot of agents it's not a
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  Speaker 2: lead generation issue. It's a follow up issue. Right, So
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  Speaker 2: if you're taking notes, write this down. The fortune is
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  Speaker 2: in the follow up. So it's more about the follow up.
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  Speaker 2: Number one that just came in to mind because I
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  Speaker 2: just got off a coaching call and that was his thing.
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  Speaker 2: The other thing I would say, we talk about behaviors.
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  Speaker 2: So I'm a certified DISK behavioral specialist as well, and
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  Speaker 2: when it comes to behaviors, a lot of real estate
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  Speaker 2: agents are what we call high eyes, very influential. And
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  Speaker 2: one of the benefits of high eyes is they're people pleasers.
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  Speaker 2: They like talking and connecting with people. They are people pleasers,
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  Speaker 2: which is great for sales. But there's also one thing
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  Speaker 2: that the high eyes fear is rejection. Number two. What
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  Speaker 2: they fear is rejection. It's the same thing. So when
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  Speaker 2: it comes to picking up the phone or even a
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  Speaker 2: video text or even a DM, the little voice in
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  Speaker 2: their head says, well, what if I reach out and
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  Speaker 2: they say no, They're rejecting me personally. We've been friends
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  Speaker 2: since junior high and they're gonna say no to me
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  Speaker 2: because I just want money and I just think of
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  Speaker 2: them as a closing right. So, but people have that
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  Speaker 2: little voice inside their head. Now, when I was a kid,
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  Speaker 2: I had voices inside my head. I thought I was
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  Speaker 2: the only one who had voices inside their head. I
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  Speaker 2: thought if people could hear the voices in my head,
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  Speaker 2: they would run away from me. But this is what
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  Speaker 2: you learn from coaching. We all have it. We all
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  Speaker 2: have voices in our head. You talk to your best friend,
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  Speaker 2: a mentor of yours. They got voices too, right, and
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  Speaker 2: they don't go away once you accomplish something. They just changed.
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  Speaker 2: They just changed the conversation and start attacking you in
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  Speaker 2: a different way. So number one, you got to look
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  Speaker 2: at change the way you look at things, and the
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  Speaker 2: things you look at change. Here's a couple of things
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  Speaker 2: to think about. For an example. I know you know canon,
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  Speaker 2: you're you're someone with a really big heart and you
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  Speaker 2: you you want to help people out. So what I
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  Speaker 2: would ask is what i'd ask an agent is hey,
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  Speaker 2: do you think there's some bad agents out there? And
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  Speaker 2: they would say yes. I said, do you think there's
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  Speaker 2: a lot of bad agents out there? And they would
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  Speaker 2: say yes. And I'd say, okay, there is somebody in
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  Speaker 2: your phone in your data bank right now. Data bank,
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  Speaker 2: that's what we call it in coaching, is your data bank.
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  Speaker 2: So there's someone in your phone in your data bank
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  Speaker 2: right now who's thinking about getting a real stake. They
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  Speaker 2: don't know you're still an agent. So they're going to
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  Speaker 2: go online and they're gonna end up with one of
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  Speaker 2: these bad agents who are going to turn and burn
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  Speaker 2: them and have a bad experience. Now that agent, it's
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  Speaker 2: not their fault. A snake is a snake. So if
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  Speaker 2: someone you know you care about it turned and burned
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  Speaker 2: by somebody else, that's your fault. So instead of picking
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  Speaker 2: up the phone and saying, who am I going to
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  Speaker 2: close today? It is who can I say from bad
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  Speaker 2: agent Bob today? So when you're saying who can I help?
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  Speaker 2: Who can I say from bad agent Bob? It's a
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  Speaker 2: lot easier to pick up that phone, right, So that's
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  Speaker 2: one thing you have to think about, is I'm calling
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  Speaker 2: to help, not close. The other would be old school.
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  Speaker 2: A lot of these courses, classes, podcasts, not yours, books,
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  Speaker 2: other things. They talk about the ABC's of sales, right
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  Speaker 2: you all know the ABC is sales, and they say,
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  Speaker 2: always be closing. That's old school sales. I want you
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  Speaker 2: to write this down. It is always be connecting, always
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  Speaker 2: be communicating, always be caring, always be coming from contribution.
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  Speaker 2: When you come from that way instead of the closing angle,
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  Speaker 2: the energy is totally different. It's a lot easier to do.
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  Speaker 2: So when you think of it differently, differently of how
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  Speaker 2: I'm going to help and who am I reaching out
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  Speaker 2: and why am I doing it, it's a lot easier
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  Speaker 2: to pick up the phone and make it. So if
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  Speaker 2: you have the call reluctance. I get it. I go
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  Speaker 2: through it too, So you got to kind of trick
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  Speaker 2: your mind and come up with your own strategy to
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  Speaker 2: give yourself the energy to do it.
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  Speaker 1: Yeah, that's a phenomenal explanation. So anyone who's listening definitely
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  Speaker 1: take notes. I've taken pages and pages of notes from
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  Speaker 1: other times Derek is, you know, presented in different scenarios,
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  Speaker 1: and I really think that it ties into the behaviors.
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  Speaker 1: So in the mindset too. You know, if you're if
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  Speaker 1: you create a new paradigm in your mind and you
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  Speaker 1: reframe it from something I have to do to it's
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  Speaker 1: an opportunity that I get to help someone. You're much
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  Speaker 1: more likely to make a call rather than feeling like
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  Speaker 1: you're forced to or they're just gonna think I'm something
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  Speaker 1: that I'm not, like you mentioned, and that kind of
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  Speaker 1: brings us to our next section. After this section, we're
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  Speaker 1: going to do a personality deep dive. But this first time,
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  Speaker 1: I want to discuss a little bit more about behaviors
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  Speaker 1: and so what is it that you see the top
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  Speaker 1: performing agents? What behaviors do you consistently see from them?
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  Speaker 2: Commitment and consistency. Let's let's just I'll just stick with
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  Speaker 2: those two. It's commitment and consistency. So you know, people
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  Speaker 2: talk about, you know, motivation, They say, hey, Derek, you're
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  Speaker 2: a coacher, a motivational speaker, how do you motivate people.
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  Speaker 2: I don't. I don't motivate people motivate. Motivation is a
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  Speaker 2: flash in the pan. Motivation is very temporary. It is
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  Speaker 2: that discipline that moves the needle. So number one, it's
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  Speaker 2: a commitment. It's not some people set a goal. I
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  Speaker 2: have a goal to lose ten pounds. I have a
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  Speaker 2: goal to get ten listings. I have a goal for this.
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  Speaker 2: They hit it, great, if they don't, great, No, people
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  Speaker 2: who are committed to do it, And why are they
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  Speaker 2: committed to that ten pounds or committed to that ten
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  Speaker 2: listings because they know what it's going to do for
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  Speaker 2: them or their family or those around them. Sometimes we'll
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  Speaker 2: let ourselves off the hook, but you know, I'm not
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  Speaker 2: gonna I'm not gonna not hit the goal to help
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  Speaker 2: my child or my my my wife. So it is one.
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  Speaker 2: It's not just a half hazard goal. It's a true,
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  Speaker 2: full blown commitment. And the other is consistency. If you
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  Speaker 2: like it or not right, you know, well, I just
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  Speaker 2: don't like lead generation. Well, you know what if you're
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  Speaker 2: if you're ever in sports, you don't like putting in
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  Speaker 2: the reps. You don't like, you know, getting up at
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  Speaker 2: four to go to the gym at zero hour, and
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  Speaker 2: you don't like to do that stuff, but you're willing
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  Speaker 2: to put it in to be able to play.
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  Speaker 1: Right.
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  Speaker 2: You think it's you think it's hard practicing to be
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  Speaker 2: to play sports, Try sitting on the bench. That's harder. Right.
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  Speaker 2: So here's the other thing. Probably a lot of this
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  Speaker 2: is for entrepreneurs out there, right, think of the last
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  Speaker 2: nine to five job you had. Think of the things
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  Speaker 2: that your boss made you do that you didn't like,
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  Speaker 2: but you did it. You did it for your job
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  Speaker 2: to help build their business in their career. So why
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  Speaker 2: would you not man up and do the things that
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  Speaker 2: you're uncomfortable with to build your career. So once again
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  Speaker 2: it's kind of the perspective and it's a reframing it
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  Speaker 2: as in, you know, choose your heart. It is hard, uh,
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  Speaker 2: sometimes making a call, it's hard getting up, it's hard,
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  Speaker 2: uh personal developments and whenever you don't want to. But
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  Speaker 2: it's also hard not paying your bills. It's also hard
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  Speaker 2: your kids seeing you not live up your full potential.
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  Speaker 2: So choose your heart. I'll stop there, I'll keep going.
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  Speaker 3: No, that's great, that's that's that's fantastic.
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  Speaker 1: I actually I have a lot of similar ideas and
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  Speaker 1: a similar mindset and we we will talk about this
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  Speaker 1: in just a minute, but we both test in the
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  Speaker 1: same section of the disc personality, Like, our results are
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  Speaker 1: very similar. So that's probably why a lot of the
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  Speaker 1: things you say just they hit home with me. And
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  Speaker 1: I think it is it's choose your heart.
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  Speaker 3: It's you know, is it hard to make phone calls?
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  Speaker 1: Or is it hard to lose your house because you
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  Speaker 1: can't pay for it and potentially lose your family and
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  Speaker 1: your white you know what I mean?
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  Speaker 3: Like, it could really get dark.
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  Speaker 1: And so the top performing agents are doing the right
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  Speaker 1: things consistently and they.
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  Speaker 3: Care about it.
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  Speaker 1: And what about the blends who are struggling? What about
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  Speaker 1: the agents? What behaviors do you see from those?
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  Speaker 2: Hmm, let's see that's a good you gotta keep it clean. No, uh,
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  Speaker 2: great question. What I would say is they think they
• 15:37
  Speaker 2: think as a victim, they live in victimhood and they
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  Speaker 2: live in scarcity. They say they think in their head.
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  Speaker 2: Look at everything they're closing. Look what she's doing. What
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  Speaker 2: is he's doing? Oh, the market is down or the
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  Speaker 2: market's flat, there's not enough to go around. That's a
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  Speaker 2: scarcity mindset. So you know, whoever you are, look at
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  Speaker 2: this that's going on in your industry and your department,
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  Speaker 2: in your area, and you'll see there is thousands, thousands
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  Speaker 2: of transactions or things being sold, and it's like, how
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  Speaker 2: much of that do you want? So the ones who
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  Speaker 2: are struggling, they are in a victimhood mindset and a
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  Speaker 2: scarcity mindset. The ones who are succeeding, it's an abundance.
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  Speaker 2: They look at how much is out there and how
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  Speaker 2: much of it do they want? And you know, we all,
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  Speaker 2: we all fall into the victimhood things. Sometimes I do too.
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  Speaker 2: I've been there. We're usually one of three places. We're
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  Speaker 2: either in survival, success or significance. And sometimes when you're
• 16:36
  Speaker 2: in survival you can't you can't look past tomorrow. Right,
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  Speaker 2: So what I would what I encourage those people to do.
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  Speaker 2: We've all been in a funk. And what I love
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  Speaker 2: about one one coaching is it's very individualized. There may
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  Speaker 2: be a course out there or a book that says, Hey, everybody,
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  Speaker 2: if you're in a funk, do these three things you'll
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  Speaker 2: get out of it. Everybody's different. We're all different, and
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  Speaker 2: it's not just behavioral styles. It's upbringing and and culture
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  Speaker 2: and nationalities. Here a thousand different differences. So if you're
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  Speaker 2: struggling and you're in that funk, success leaves clues. I
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  Speaker 2: want you to think about a time in your past
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  Speaker 2: that you were in a funk, before you were in
• 17:19
  Speaker 2: that funk, and what did you do that was successful
• 17:23
  Speaker 2: to get you out of the funk in the past
• 17:25
  Speaker 2: that you could read that you could duplicate again today.
• 17:28
  Speaker 2: So for an example, not too long ago, I was
• 17:32
  Speaker 2: in a funk of myself and it's like, man, what
• 17:34
  Speaker 2: was one of my best years ever? What was I
• 17:36
  Speaker 2: consistently doing? What was a common denominator? And one thing
• 17:39
  Speaker 2: I was doing was I was I was training for
• 17:44
  Speaker 2: a marathon, so I was like running, reading every day
• 17:46
  Speaker 2: or every other day, and I was like reading every night.
• 17:49
  Speaker 2: So I was you know, working out running in the mornings.
• 17:52
  Speaker 2: I was reading every night. Well, when I was in
• 17:54
  Speaker 2: this funk, it's like, Derek, when's the last time you ran?
• 17:58
  Speaker 2: And then Derek, when's the last time, and you read.
• 18:01
  Speaker 2: You spend a night reading, right instead of doom scrolling
• 18:04
  Speaker 2: or watching the same thing on Netflix you've watched one
• 18:07
  Speaker 2: hundred times. So it's like, okay, if you want something
• 18:10
  Speaker 2: to change, we all know the definition of insanity, right,
• 18:13
  Speaker 2: So you want something to change, do something different what
• 18:16
  Speaker 2: worked before? And I just started running before I started
• 18:20
  Speaker 2: running again, I started reading again, and things changed. It
• 18:23
  Speaker 2: wasn't something dramatic and are expensive. They were both free
• 18:28
  Speaker 2: and I just I just started had doing again and
• 18:30
  Speaker 2: it took time. You believe in the system and things
• 18:32
  Speaker 2: work themselves out. So that worked for me. But eBay,
• 18:36
  Speaker 2: you got to figure out what works for you and reflect,
• 18:40
  Speaker 2: reflect and find out what worked in the past and
• 18:42
  Speaker 2: bring it back and bring it back for you and
• 18:44
  Speaker 2: all those around you.
• 18:46
  Speaker 3: Yeah. Yeah, everyone's different.
• 18:47
  Speaker 1: Everyone is going through a different experience and a different story.
• 18:51
  Speaker 2: You know.
• 18:52
  Speaker 3: Everyone's got their own problems and issues and reasons and excuses.
• 18:55
  Speaker 1: But it is good sometimes to look back at a
• 18:58
  Speaker 1: time where you were successful, feeling different and implement some
• 19:03
  Speaker 1: of the things you were doing and then notice that
• 19:05
  Speaker 1: things change. And it's almost like a recipe for success
• 19:08
  Speaker 1: or a recipe for disaster. And sometimes you have to
• 19:11
  Speaker 1: choose the ingredients you're using right, And so it kind
• 19:15
  Speaker 1: of leads me to, is there any habits that you've
• 19:18
  Speaker 1: seen universally that separate professionals from amateurs?
• 19:27
  Speaker 2: Habits a couple different things, So I'm gonna change things up.
• 19:32
  Speaker 2: Everybody always talks about the miracle morning right, about how
• 19:36
  Speaker 2: to start your day, and I believe, I believe in
• 19:38
  Speaker 2: what you do at the beginning of your day sets
• 19:40
  Speaker 2: the tone for the rest of the day, and you
• 19:44
  Speaker 2: have to figure out what works best for you. I
• 19:46
  Speaker 2: believe that you need to do something something physically in
• 19:49
  Speaker 2: that first thirty minutes. You need to do something mentally
• 19:52
  Speaker 2: for that first thirty minutes. So are you getting up
• 19:55
  Speaker 2: and moving around, are you reading something, reading something, or
• 19:59
  Speaker 2: maybe into something positive, because if you're if you know,
• 20:03
  Speaker 2: if you're just going straight into negative news or social
• 20:07
  Speaker 2: media and you're and you're comparing yourself and you're feeling
• 20:10
  Speaker 2: bad and everything else, what you're doing that first part
• 20:13
  Speaker 2: sets a tone with the rest of the day. And
• 20:14
  Speaker 2: I also believe what you do at the end of
• 20:17
  Speaker 2: the day set you up for success or failure for
• 20:19
  Speaker 2: the beginning of the day. So I don't know, I
• 20:22
  Speaker 2: find like thirty forty percent of people I work with
• 20:26
  Speaker 2: coach with they struggle with sleep one way or another.
• 20:29
  Speaker 2: And I won't go into not only as sleep refreshing
• 20:33
  Speaker 2: your body, but it has to reset your mind too.
• 20:37
  Speaker 2: So not sleeping and sleeping very well has much to
• 20:40
  Speaker 2: do with your mindset as it is your physical body.
• 20:42
  Speaker 2: And so what are you doing that last couple hours right?
• 20:46
  Speaker 2: What are you doing? Are you what are you eating
• 20:48
  Speaker 2: or drinking last couple hours? Blue light? Are you dealing
• 20:52
  Speaker 2: with TV screens? What are you thinking right before you
• 20:56
  Speaker 2: go to bed? And without getting into the ras too
• 20:59
  Speaker 2: deep thereas your rearticular activating system is very powerful when
• 21:03
  Speaker 2: you're falling asleep, So what are you thinking of when
• 21:05
  Speaker 2: you fall asleep? You're going to keep thinking it all
• 21:07
  Speaker 2: night long. So I think the habits of some of
• 21:10
  Speaker 2: the most successful people is control that first hour, control
• 21:15
  Speaker 2: that last hour, and then figure out what's the most
• 21:19
  Speaker 2: important thing during the day and block that out. I
• 21:23
  Speaker 2: call it a jam session. A ninety minute session is
• 21:26
  Speaker 2: what I call a jam session. So every day, control
• 21:29
  Speaker 2: that first hour, the last hour, and you need to
• 21:31
  Speaker 2: have that number one priority jam session during the day
• 21:33
  Speaker 2: so control the controllables you're an entrepreneur, your husband and
• 21:37
  Speaker 2: your wife. You're a spouse, you're a leader, you're everything.
• 21:40
  Speaker 2: So your day is going to be different every single
• 21:42
  Speaker 2: day as an entrepreneur. And there's no such thing as
• 21:45
  Speaker 2: work life balance, it's work life harmony. So every day
• 21:49
  Speaker 2: you got to reflect of you know, control the first
• 21:53
  Speaker 2: hour of that last hour. Here's another habit I encourage everybody.
• 21:58
  Speaker 2: At the beginning of the day. You should do what
• 22:00
  Speaker 2: we call a pre flight checklist. So if you're a pilot,
• 22:03
  Speaker 2: a pilot before every flight, if they're a commercial, military, pilot, private,
• 22:07
  Speaker 2: they always do a pre flight checklist no matter what,
• 22:10
  Speaker 2: to ensure they're gonna get to where they want to go.
• 22:12
  Speaker 2: You should spend at least fifteen minutes in the morning,
• 22:14
  Speaker 2: sit down, quiet place, no kids, no dog, no TV.
• 22:17
  Speaker 2: And it's like, look at yesterday, what worked, what didn't work?
• 22:23
  Speaker 2: What didn't get done? You look at the calendar today.
• 22:26
  Speaker 2: Are my priorities in place or my big rocks in place?
• 22:29
  Speaker 2: What should I say no to today? So control the
• 22:33
  Speaker 2: first hour of that last hour, put in the big rocks.
• 22:36
  Speaker 2: And you should do that pre flight checklist every day
• 22:38
  Speaker 2: to make sure you control the day instead of your
• 22:41
  Speaker 2: email controlling the day. Yeah.
• 22:43
  Speaker 1: Yeah, having that self discipline, the self control to time
• 22:47
  Speaker 1: block and prioritize the things that you know will set
• 22:51
  Speaker 1: you up for success or will allow you to reflect
• 22:53
  Speaker 1: and have that clarity to go into the next day.
• 22:55
  Speaker 1: I write down everything I do every single day, and
• 22:59
  Speaker 1: it's something thing is as dumb as wake up, Like
• 23:03
  Speaker 1: I write wake up, that's the first thing I do
• 23:05
  Speaker 1: every day on my checklist. I don't need to write
• 23:08
  Speaker 1: that down, but I write it down, and then it's
• 23:11
  Speaker 1: you know, do my morning routine, which it's like, I'm
• 23:15
  Speaker 1: a very creature of habit. I will do the same
• 23:18
  Speaker 1: thing almost every single day unless there's a reason for
• 23:20
  Speaker 1: me not to be in that same schedule. But I
• 23:24
  Speaker 1: plan my schedule accordingly so I can get things done
• 23:27
  Speaker 1: because I am an entrepreneur, I am in real estate.
• 23:30
  Speaker 1: I do property management, and no day looks the same,
• 23:33
  Speaker 1: and so.
• 23:33
  Speaker 3: I write it down every day.
• 23:34
  Speaker 1: If I don't get something done that previous day, that
• 23:37
  Speaker 1: goes to my next priority for that very next day.
• 23:40
  Speaker 1: And so things are always getting done, and it's through
• 23:42
  Speaker 1: controlling myself. I kind of have to do that because
• 23:45
  Speaker 1: I know if I don't, who knows how my day
• 23:48
  Speaker 1: is going to end up I'm probably gonna get nothing done,
• 23:49
  Speaker 1: or I'll get a lot of things that I didn't
• 23:51
  Speaker 1: need to get done done and things I need to won't.
• 23:54
  Speaker 1: And that kind of leads to my next topic. It's
• 23:58
  Speaker 1: a personality deep dive. One of the most fascinating things
• 24:03
  Speaker 1: about business and leadership to me is the personality frameworks,
• 24:07
  Speaker 1: things like the DISK assessment and other behavioral assessments that
• 24:10
  Speaker 1: help people understand how they naturally operate. You know, what
• 24:14
  Speaker 1: they're inclined to naturally react or to communicate. And when
• 24:18
  Speaker 1: people understand how they're wired, they can start building systems
• 24:21
  Speaker 1: around their strengths and weaknesses. Let's go ahead and jump
• 24:24
  Speaker 1: into the DISC stuff, because I know you're an expert
• 24:26
  Speaker 1: at this.
• 24:29
  Speaker 2: Yeah, I appreciate that. So not only am I certified
• 24:33
  Speaker 2: specialist instructor, It's just something I love to do. I
• 24:36
  Speaker 2: love diving into it. I know you've seen me doing
• 24:39
  Speaker 2: for so you know. Number one, when it comes to
• 24:43
  Speaker 2: the DISK behaviors and their behaviors, it's not personalities. The
• 24:47
  Speaker 2: DISC has been around for the longest, it's been around
• 24:49
  Speaker 2: since like the nineteen twenties. And there's also there's all
• 24:53
  Speaker 2: these other ones out there, but this one is the
• 24:54
  Speaker 2: one that's been around the longest and most proven. And
• 24:57
  Speaker 2: here's the three things about the behavior assessments and Meyer,
• 25:01
  Speaker 2: Briggs and all those others out there, is it's about
• 25:04
  Speaker 2: number one, understanding yourself. It's understanding yourself. Number two, it's
• 25:09
  Speaker 2: about understanding the other people's style. And number three, it's
• 25:14
  Speaker 2: all about them. So it's about understanding you understanding them.
• 25:18
  Speaker 2: Number three, it's all about them. So so many times
• 25:21
  Speaker 2: is this is just the way I am. It is
• 25:24
  Speaker 2: just the way I am, except me right, I don't
• 25:26
  Speaker 2: connect with this person. We're never on the same page.
• 25:29
  Speaker 2: Well you know, if you know me, I say this
• 25:32
  Speaker 2: a thousand times. Is control the controllables. I cannot control
• 25:37
  Speaker 2: what other people do, what they say, or how they think.
• 25:40
  Speaker 2: I can control what I do, what I say, and
• 25:44
  Speaker 2: how I think. So let's say, for an example, you
• 25:47
  Speaker 2: know I'm more of a high D in that category,
• 25:50
  Speaker 2: so it's a little more direct. And I believe without
• 25:53
  Speaker 2: my notes, the high d's is only about eight percent
• 25:55
  Speaker 2: of the population in the United States. And so if
• 25:59
  Speaker 2: I say, if I connect better with other high d's,
• 26:02
  Speaker 2: we just talk quick and fast and get to the
• 26:03
  Speaker 2: point I only connect with them, and I'm not connecting
• 26:08
  Speaker 2: with all the others. Nine percent of the population I'm
• 26:11
  Speaker 2: talking to people come to an open house, people I
• 26:13
  Speaker 2: talk to it as a seminar, people I talked on
• 26:15
  Speaker 2: the phone. I'm not connecting with. I can't blame all them.
• 26:19
  Speaker 2: It's me. So it's about it's the understanding. Some of
• 26:24
  Speaker 2: the tells of pay and priority are the two easiest ones.
• 26:30
  Speaker 2: You know, these and these nines pace fast. The season
• 26:33
  Speaker 2: s's are a little more moderate. I don't say slow.
• 26:36
  Speaker 2: They don't like it when I say they're slow if
• 26:37
  Speaker 2: they're more moderate. Right, So the ds and c's are
• 26:40
  Speaker 2: more in tasks and the uh, the the eyes, and
• 26:44
  Speaker 2: s's are more about people. So if you can see
• 26:47
  Speaker 2: what their priorities are and what their pace is, you
• 26:50
  Speaker 2: can kind of slowly start figuring out what category they're in,
• 26:53
  Speaker 2: and then what can I do to match and mirror
• 26:57
  Speaker 2: It's it's not mime, right if they talk with an accent,
• 27:00
  Speaker 2: don't try and talk with an accent. So it's match
• 27:03
  Speaker 2: and mirror, not mine. So for an example, I'll use
• 27:07
  Speaker 2: a relationship example. So if you ask me about my day,
• 27:11
  Speaker 2: I will say, you know what I have four coaching sessions,
• 27:13
  Speaker 2: and I was interviewed on a great podcast today. My
• 27:17
  Speaker 2: wife will ask me, how is your day? That's what
• 27:18
  Speaker 2: I'll say. If I ask my wife, who's a high eye,
• 27:22
  Speaker 2: if I ask her about her day, it takes her
• 27:24
  Speaker 2: eight hours to explain a six hour day. I would
• 27:26
  Speaker 2: save more time if I went to work with her.
• 27:29
  Speaker 2: She'll tell me about her lunch and what Susie had
• 27:31
  Speaker 2: for lunch, and why she likes bloney. I don't care.
• 27:34
  Speaker 2: So now we've been together over thirty years, so I
• 27:38
  Speaker 2: explain my day in a sentence and she explains her
• 27:41
  Speaker 2: day in a book. Over time, I've had to go
• 27:45
  Speaker 2: from a sentence into a paragraph, and she's gone from
• 27:50
  Speaker 2: a book to a chapter. Now we're still different, and
• 27:53
  Speaker 2: that's okay. No style is better than any other style,
• 27:57
  Speaker 2: and yet we've learned to get closer together because of
• 28:00
  Speaker 2: our style. So I go a little longer, she's gotten
• 28:03
  Speaker 2: a little shorter, and it's still different styles, but now
• 28:06
  Speaker 2: we're more on the same page. So once again, whenever
• 28:09
  Speaker 2: you study, you know these different styles and personalities and
• 28:13
  Speaker 2: et cetera. No style is better than anybody else. It's
• 28:18
  Speaker 2: just understanding you, accepting you understanding other people and accepting
• 28:23
  Speaker 2: other people for who they are and if you truly
• 28:27
  Speaker 2: care about people like I talked about ABC, always be
• 28:29
  Speaker 2: caring and communicating and connecting. How do you do that
• 28:32
  Speaker 2: is understanding their style and adjusting to better connect with them.
• 28:37
  Speaker 1: Yeah, that's that's very accurate, and I think that anyone
• 28:39
  Speaker 1: who's catching up who might not understand what a DISK
• 28:42
  Speaker 1: assessment is.
• 28:44
  Speaker 3: It's a questionnaire, it's a survey. You fill it out.
• 28:46
  Speaker 1: Some companies do it, you know, pre interview and try
• 28:49
  Speaker 1: to get an idea of who this person is, how
• 28:51
  Speaker 1: they you know, what their style is. And the DISC
• 28:55
  Speaker 1: is a D predominance I for influence, S for steadiness,
• 28:59
  Speaker 1: and C for conscientiousness, and each of these. Derek does
• 29:03
  Speaker 1: a deep dive that I've attended and it was so
• 29:06
  Speaker 1: insightful to understand. I've taken this test many times. I
• 29:10
  Speaker 1: always end up in the D category. But that, like
• 29:13
  Speaker 1: Derek said, is only eight percent or less of the
• 29:15
  Speaker 1: of the population, and so I don't want to exclude
• 29:18
  Speaker 1: the ninety two percent. So understanding the I, the S,
• 29:20
  Speaker 1: and the C, how they communicate their pacing and also
• 29:24
  Speaker 1: their fears, you know, like rejection is for the influence
• 29:27
  Speaker 1: one time. For me, that's my biggest fear is wasting
• 29:31
  Speaker 1: and losing time, and that's the same for you, Derek.
• 29:34
  Speaker 3: And so it's cool to see that.
• 29:36
  Speaker 1: You know, our pacing is probably a bit faster than
• 29:38
  Speaker 1: most people, Like we can talk quick. I purposely have
• 29:41
  Speaker 1: to remove myself sometimes and slow down because I can
• 29:45
  Speaker 1: see the person I'm talking to is just glazing over.
• 29:47
  Speaker 1: It's too much energy, it's too much information, and it's
• 29:51
  Speaker 1: it's just been really insightful to learn about, you know,
• 29:54
  Speaker 1: myself and other people. And do you think that certain
• 29:58
  Speaker 1: disc profiles naturally perform better in real estate or is
• 30:02
  Speaker 1: there a certain percentage that most agents are.
• 30:08
  Speaker 2: So on paper? On paper, typically some of the more
• 30:13
  Speaker 2: successful agents are high eyes or what we'd call IDs.
• 30:18
  Speaker 2: So the very dominant high eye with the second is
• 30:20
  Speaker 2: more of a D. So the high eyes why because
• 30:23
  Speaker 2: once again they're very much people pleasers, people connectors, usually
• 30:27
  Speaker 2: a little bit more bubbly and social and optimistic, and
• 30:33
  Speaker 2: their energy is kind of attractive, right, So typically it's
• 30:37
  Speaker 2: a little bit more of the high eyes do better
• 30:38
  Speaker 2: in sales. You like to see a little bit of
• 30:40
  Speaker 2: D in there to where they're a little more proactive
• 30:43
  Speaker 2: and getting stuff done. And with that caveat number one,
• 30:48
  Speaker 2: I always say never to pigeonhole anybody. So we never
• 30:51
  Speaker 2: want to pigeonhole ourselves as it all will never be
• 30:53
  Speaker 2: good at this because of this thing. And we never
• 30:56
  Speaker 2: want to pigeonhole anybody else. Because on paper, someone who's
• 31:01
  Speaker 2: a very high sc which S is like steady and stable,
• 31:05
  Speaker 2: and C is for you know, conscientious or correctness. On paper,
• 31:09
  Speaker 2: those would be the account of the accountants and the
• 31:12
  Speaker 2: CPAs and the architects and stuff like that. Yet I
• 31:16
  Speaker 2: work with an agent in Seattle who consistently was hitting
• 31:20
  Speaker 2: one hundred and ten to one hundred and twenty five
• 31:22
  Speaker 2: units a year back to back to back to back,
• 31:25
  Speaker 2: who's a screaming high sc and on paper should never
• 31:30
  Speaker 2: have worked. But he had what it took right and
• 31:34
  Speaker 2: he he adapted. So in those DISK behavioral assessments, there
• 31:38
  Speaker 2: is natural and adaptive, and we can't go too deep
• 31:40
  Speaker 2: into that right now. And yet we all have a
• 31:42
  Speaker 2: natural style and adaptive style, and we can modify ourselves
• 31:46
  Speaker 2: in the adaptive style for a while, but usually under
• 31:48
  Speaker 2: stress or over time, he snapped back to that natural style.
• 31:52
  Speaker 2: So I will throw out, you know, a quick plug
• 31:55
  Speaker 2: by the way. And so when it comes to the
• 31:57
  Speaker 2: DISK behavioral assessments, I you know, I do a number
• 31:59
  Speaker 2: of the DISC workshops for teams and corporations. They want me,
• 32:04
  Speaker 2: they brought me in to come into a department or
• 32:06
  Speaker 2: to a team or to a small business, and we'll
• 32:08
  Speaker 2: do a DISC forever all the staff members. We do
• 32:11
  Speaker 2: for all the staff members, we'll bring a printed handout
• 32:14
  Speaker 2: to the meeting, we explain what it is. We do
• 32:17
  Speaker 2: a very interactive exercises where you know, they get to
• 32:20
  Speaker 2: work with each other and understand more about each other.
• 32:22
  Speaker 2: So that's something I love to do because it's very universal.
• 32:25
  Speaker 2: It's not just a real estate thing. It's for anybody
• 32:28
  Speaker 2: in a salesforce.
• 32:30
  Speaker 1: Yeah, And once they discover you know, their test results
• 32:34
  Speaker 1: or which style that reflects them, it's easier, I think,
• 32:38
  Speaker 1: to understand where to go from there, because you might
• 32:41
  Speaker 1: be not knowing what you don't know, right, Like, you
• 32:45
  Speaker 1: don't know what you don't know, and sometimes you know
• 32:47
  Speaker 1: what you don't know too. But once you know something,
• 32:50
  Speaker 1: then you can start building you know, maybe the communication
• 32:54
  Speaker 1: style or leaning into your strengths or avoiding your weaknesses.
• 32:59
  Speaker 1: Like for me, it's work. I can do it, but
• 33:01
  Speaker 1: I I really don't like it. I sometimes miss the
• 33:05
  Speaker 1: specific details that someone on the other side of the spectrum,
• 33:09
  Speaker 1: the spectrum wow, on the other side of the quadrant
• 33:12
  Speaker 1: would not miss it because they're detail oriented, and so
• 33:16
  Speaker 1: I lean in heavily on transaction coordinator and operational system.
• 33:21
  Speaker 1: You know people that are really really good at that.
• 33:24
  Speaker 1: Have you seen agents that learned about their style and
• 33:27
  Speaker 1: then they're able to lean into that strength and it
• 33:29
  Speaker 1: really just boosts their career absolutely.
• 33:32
  Speaker 2: So if we go into some more quadrants here, there
• 33:39
  Speaker 2: is unconscious incompetence. So unconscious incompetence is you don't know
• 33:45
  Speaker 2: what you don't know, right, You're not good at something,
• 33:47
  Speaker 2: but you're not aware you're not good of it at it.
• 33:51
  Speaker 2: The next level is conscious incompetence, So you're not good
• 33:56
  Speaker 2: at it, but at least now you know you're not
• 33:57
  Speaker 2: good at it. So you know, maybe someone's not connecting
• 34:02
  Speaker 2: very communicating very well, but they don't realize it. Then
• 34:04
  Speaker 2: they realize, I'm not connecting with people, but now I'm
• 34:07
  Speaker 2: aware of it. So a lot of times once they
• 34:11
  Speaker 2: get into disk understanding behaviors and we'll get into you know,
• 34:15
  Speaker 2: language patterns and the language of sales, all that kind
• 34:18
  Speaker 2: of stuff. Then it's what we call conscious incompetence, so
• 34:26
  Speaker 2: they're they're aware of it, they're aware that they're not
• 34:29
  Speaker 2: good at it. Then it is conscious competence. Conscious competence
• 34:38
  Speaker 2: means I'm working really hard to be really good at it, okay.
• 34:43
  Speaker 2: And then the last is unconscious competence. I'm really good
• 34:47
  Speaker 2: at it, but I don't even have to think about it, right,
• 34:51
  Speaker 2: So I know that I might have made that a
• 34:52
  Speaker 2: little messy, but basically it is. I Usually once they
• 34:56
  Speaker 2: understand their style and other people's styles, they at the
• 35:00
  Speaker 2: next meeting, the next open house. Someone walks in and
• 35:02
  Speaker 2: in their head, they're going, oh, they're talking faster walk
• 35:05
  Speaker 2: are they a d oh?
• 35:05
  Speaker 1: No?
• 35:05
  Speaker 2: They look up to the left. Are they futuristic? They're
• 35:08
  Speaker 2: doing this? Oh? What's their speech patterns? Slow which I
• 35:10
  Speaker 2: speed down? I slow up, looking in the eye, and
• 35:12
  Speaker 2: they're thinking really hard about how to connect. And over
• 35:16
  Speaker 2: time of being aware, every time you walk into a meeting,
• 35:20
  Speaker 2: the people you talk to, your spouse, your partner, your kids,
• 35:23
  Speaker 2: another open house, the sales meeting, another board meeting, you
• 35:26
  Speaker 2: start thinking about it and you start matching and mirroring.
• 35:29
  Speaker 2: Then Over time, you're gonna start naturally doing it without
• 35:33
  Speaker 2: thinking about it. You're naturally going to meet someone. If
• 35:36
  Speaker 2: they talk a little slower, you're naturally gonna slow down.
• 35:39
  Speaker 2: If someone hears a little louder, you're naturally gonna speak
• 35:41
  Speaker 2: up a little bit without thinking about it. So it takes.
• 35:45
  Speaker 2: It takes work. In the beginning, you're thinking about it
• 35:48
  Speaker 2: all the time. Over time, it'll become natural and that
• 35:51
  Speaker 2: that's when it that's when you get in with the flow.
• 35:54
  Speaker 3: Yeah, yeah, exactly.
• 35:55
  Speaker 1: There's always a You always start and it's challenging, and
• 35:59
  Speaker 1: then as you just contain you fighting that battle and
• 36:01
  Speaker 1: learning and growing, eventually it becomes, you know, second nature
• 36:05
  Speaker 1: and it comes naturally to you, and then you're just humming.
• 36:08
  Speaker 1: And so besides the disc I've taken several other behavioral
• 36:12
  Speaker 1: assessments like the Predictive Index, the Meyers Briggs, the Ennagram,
• 36:16
  Speaker 1: and there's several others like strengths Finder. Do you think
• 36:19
  Speaker 1: these tools help people with self awareness or do some
• 36:23
  Speaker 1: of them maybe over label themselves with them? Because I
• 36:26
  Speaker 1: know I've taken all the ones I can think of.
• 36:28
  Speaker 1: I don't want to overanalyze it, but sometimes I could
• 36:31
  Speaker 1: get a little confusing with your like overthinking it.
• 36:36
  Speaker 2: I agree. I think I think great leaders are great simplifiers,
• 36:39
  Speaker 2: And you know, I believe in you know, having you know,
• 36:43
  Speaker 2: one or two of these and kind of going off
• 36:45
  Speaker 2: of that you can take. Like you mentioned, there's there's
• 36:48
  Speaker 2: half a dozen. I would say ninety percent of them.
• 36:52
  Speaker 2: They say the same thing, just in a different way.
• 36:56
  Speaker 2: So you know, there's other ones out there that are
• 37:00
  Speaker 2: maybe a little more in depth. Yet. One thing I
• 37:06
  Speaker 2: like about John Maxwell is sometimes people will read John
• 37:10
  Speaker 2: Maxwell books and they'll go, man, his stuff is so simple.
• 37:13
  Speaker 2: The five steps of this or the seventh step to that.
• 37:15
  Speaker 2: He makes it so simple. Yeah, that's why people do it.
• 37:18
  Speaker 2: You make it simple, people do it. DISC might be
• 37:20
  Speaker 2: on the simpler side of some of these assessments, but
• 37:24
  Speaker 2: I think people understand it better, and if you understand it,
• 37:27
  Speaker 2: they're going to adjust and do it more. So I
• 37:30
  Speaker 2: think it's more complicated ones. I think DISC is a
• 37:32
  Speaker 2: really good It's just one of the best foundations. The
• 37:35
  Speaker 2: strength Finders I think is really good. Two. Uh, you
• 37:39
  Speaker 2: know another thing I do is I help people identify
• 37:41
  Speaker 2: what is their their central purpose or what is their
• 37:45
  Speaker 2: their their life statement and going through you know, identifying
• 37:50
  Speaker 2: your values or going through a strength finder. Some of
• 37:52
  Speaker 2: those words are are great things to plug into, identifying
• 37:56
  Speaker 2: what is your you know, your life statement.
• 37:59
  Speaker 1: Yeah, and I think a lot of agents can personally
• 38:01
  Speaker 1: use those insights to improve their business, you know, from
• 38:05
  Speaker 1: the way that they initially approach people to their lead
• 38:09
  Speaker 1: generation strategy based on their personality type.
• 38:12
  Speaker 3: And I know Mike.
• 38:13
  Speaker 1: Talks a lot about and you know I've heard it
• 38:15
  Speaker 1: from other people in the in Hurst Madison that you
• 38:19
  Speaker 1: want to constantly connect with people doing the things that
• 38:23
  Speaker 1: you enjoy, the things that you like that you're passionate about.
• 38:26
  Speaker 1: Oh and by the way I do real estate, you know,
• 38:29
  Speaker 1: it's it's connecting with people in a way that you
• 38:31
  Speaker 1: would naturally connect with them anyway. And so do you
• 38:35
  Speaker 1: have any any ideas or any examples where you've seen
• 38:39
  Speaker 1: agents use their personality type and maybe their results to
• 38:43
  Speaker 1: one of these behavioral assessments too directly affect their legion.
• 38:51
  Speaker 2: Well, I'll touch based on you know, doing doing works
• 38:55
  Speaker 2: for you. So for example, recently there was a client
• 39:02
  Speaker 2: and he I said, Okay, what do you enjoy doing?
• 39:04
  Speaker 2: We enjoy mountain biking. We go mountain biking up in
• 39:05
  Speaker 2: the foothills. Great, I'm gonna go mountain biking with like
• 39:08
  Speaker 2: twenty guys. Awesome. Do those guys knowing you do real estate?
• 39:11
  Speaker 2: Because no, no, no, we just we just go up
• 39:13
  Speaker 2: and we just ride. It's taboo to talk business while
• 39:15
  Speaker 2: you're riding. It's like, okay, great. So what we came
• 39:18
  Speaker 2: up with is we talked about, you know, he's wearing
• 39:21
  Speaker 2: vests and stuff. So we got a vest with this
• 39:22
  Speaker 2: company logo and stuff on it. So he went up,
• 39:25
  Speaker 2: you were out mountain biking. He had you know, X
• 39:27
  Speaker 2: y Z, you know, reality on here, and he's mountain biking.
• 39:30
  Speaker 2: A body says, oh, do you work there? He goes, no,
• 39:33
  Speaker 2: that's actually my my real estate team. Really, I didn't
• 39:35
  Speaker 2: know he's in real estate. Well, well, I don't talk
• 39:36
  Speaker 2: real estate on mountain biking. Oh really, Well my wife
• 39:39
  Speaker 2: and I, you know, we just had another care wera
• 39:40
  Speaker 2: think about getting a bigger home, and so he just
• 39:44
  Speaker 2: found a way to market within the people that they like.
• 39:47
  Speaker 2: There's you know, it doesn't have to do with disc
• 39:50
  Speaker 2: but just has to do with what you like. There's
• 39:51
  Speaker 2: another gal out there. What is her? What's her? Her
• 39:54
  Speaker 2: number one lead generation? Is she loves dogs, So what
• 39:56
  Speaker 2: is she do She doesn't go she doesn't go to bars,
• 39:59
  Speaker 2: she doesn't go to you know, a Chamber of commerce meeting.
• 40:03
  Speaker 2: She goes to dog parks. Right, if you ever been
• 40:05
  Speaker 2: to a dog park, where did you let your dog go?
• 40:06
  Speaker 2: And you stand there with the other people start talking.
• 40:09
  Speaker 2: So she has her route. She knows like all the
• 40:12
  Speaker 2: twenty dog parks in the area. She goes at different
• 40:14
  Speaker 2: dog parks. Ninety percent of her business that come from
• 40:16
  Speaker 2: BSM with people at a dog park. And one thing
• 40:20
  Speaker 2: that she does is people stress out about when they
• 40:22
  Speaker 2: have a listing, strangers coming into the house and their
• 40:25
  Speaker 2: pet's freaking out. So she says, all right, so you know,
• 40:29
  Speaker 2: during your open house or if we know someone's going
• 40:30
  Speaker 2: to show the house, you can take yea, you know,
• 40:33
  Speaker 2: your dog to x y Z Kennell. I have an
• 40:35
  Speaker 2: agreement with them, and I'll pay for it. They say,
• 40:37
  Speaker 2: you'll do that. Yeah, she's given them so much business
• 40:40
  Speaker 2: they give it to her for free. They give it
• 40:43
  Speaker 2: to her for free because she gives them so much business.
• 40:45
  Speaker 2: She has her banner up there, so she pays for
• 40:48
  Speaker 2: the banner. So I know this is kind of a
• 40:51
  Speaker 2: hotly left hand turn. But what I'm saying is find
• 40:54
  Speaker 2: out what you like. Find out what you like and
• 40:56
  Speaker 2: double down on it. Oh, if you're in real estate,
• 40:59
  Speaker 2: you like to drink water, Hey, surprise, great, you do
• 41:01
  Speaker 2: wine tasting once in a month, but you do it
• 41:04
  Speaker 2: to different people every single month. So find what you
• 41:06
  Speaker 2: like and double down, double down on it. And you
• 41:11
  Speaker 2: know people, let people know what you do without pushing it,
• 41:14
  Speaker 2: and when that life changing you know event comes, they're
• 41:18
  Speaker 2: going to reach you out. The other thing I'll say
• 41:20
  Speaker 2: really quick is a lot of the top producers I
• 41:23
  Speaker 2: see out there, you talk about, Oh, they got a
• 41:25
  Speaker 2: big sphere of influence. This is what I've discovered. They
• 41:28
  Speaker 2: have become the center of influence. So if they're just
• 41:32
  Speaker 2: part of the big circle, they're part of the center
• 41:34
  Speaker 2: of the circle. So if someone wants to know about
• 41:35
  Speaker 2: real estate, they call you. They want to know who's
• 41:37
  Speaker 2: a good veterinarian in town? They call you, who is
• 41:40
  Speaker 2: a good massage therapist in town? They call you, where
• 41:43
  Speaker 2: do I get my car fixed? They call you. Right
• 41:46
  Speaker 2: when you become the center of influence and people are
• 41:48
  Speaker 2: calling you instead of going to chat, that's when that's
• 41:52
  Speaker 2: when you built. You're gonna build an empire.
• 41:55
  Speaker 1: Yeah, those are all really great examples, and I think
• 41:58
  Speaker 1: that's a great, just great lesson is that focus on
• 42:02
  Speaker 1: what you enjoy doing.
• 42:03
  Speaker 3: You're gonna do it more. It's not gonna feel like work.
• 42:06
  Speaker 1: You know, if you're an extrovert, you're probably gonna thrive
• 42:08
  Speaker 1: in networking environments. If you're not the most extroverted person,
• 42:13
  Speaker 1: you're more introverted analytical, you know, maybe you're really good
• 42:17
  Speaker 1: at systems. Maybe you can build systems that other people
• 42:20
  Speaker 1: would never think of or develop. If you're a relationship person,
• 42:25
  Speaker 1: you know, excelling with referrals and focusing on building those
• 42:28
  Speaker 1: relationships that mean a lot to you already. And so
• 42:31
  Speaker 1: I think a lot of people they know exactly what
• 42:33
  Speaker 1: they should do, but they just still don't do it.
• 42:36
  Speaker 1: So I want to talk about self sabotage and the
• 42:40
  Speaker 1: internal barriers that we create that keep us from success.
• 42:45
  Speaker 1: So why do you think people avoid the activities that
• 42:48
  Speaker 1: actually make them money.
• 42:53
  Speaker 2: We have a caveman brain. We have a caveman brain.
• 42:59
  Speaker 2: And what do I mean by that is caveman was
• 43:03
  Speaker 2: safe in the cave. They're safe in the cave, and
• 43:06
  Speaker 2: if they go outside the cave, there's man eaten saber,
• 43:11
  Speaker 2: two tigers out there that are gonna eat them up.
• 43:13
  Speaker 2: So the caveman brain is all about survival. So the
• 43:18
  Speaker 2: caveman brain says, don't go out there because it's dangerous
• 43:22
  Speaker 2: and you'll get eaten up and die. We have to
• 43:25
  Speaker 2: keep mankind and our species going, so you have to
• 43:29
  Speaker 2: you have to stay where it's safe and stay inside
• 43:30
  Speaker 2: the cave. Even though they gotta leave the cave to
• 43:33
  Speaker 2: go eat and to survive, the caveman brain wants to
• 43:37
  Speaker 2: be keep survived. So we still have a caveman brain.
• 43:42
  Speaker 2: Whenever it's like lea generating, I gotta get outside my
• 43:45
  Speaker 2: comfort zone to make the call. Like I go outside
• 43:48
  Speaker 2: my comfort zone and do social media. I don't like
• 43:50
  Speaker 2: social media, and so it's uncomfortable. I gotta go network,
• 43:54
  Speaker 2: I gotta go to the kowanas, to Chamber of Commerce,
• 43:56
  Speaker 2: to the b and I whatever it is. I'm uncomfortable.
• 44:00
  Speaker 2: The brain doesn't like being uncomfortable. We still have a
• 44:03
  Speaker 2: caveman brain that thinks they're saving us by keeping us comfortable. Hey,
• 44:08
  Speaker 2: I'm saving you. Don't make the call, don't go to
• 44:11
  Speaker 2: the event because it's uncomfortable. I'm keeping you safe, so
• 44:14
  Speaker 2: we can continue top procorate to keep Mankinding alive.
• 44:17
  Speaker 3: Yeah.
• 44:18
  Speaker 1: Yeah, And I've seen a lot of agents they procrastinate prospecting,
• 44:22
  Speaker 1: or they procrastinate legion, or they procrastinate something that they're
• 44:25
  Speaker 1: just uncomfortable with, and then months pass by and they're wondering,
• 44:30
  Speaker 1: why don't I have a pipeline.
• 44:32
  Speaker 3: Why don't I have.
• 44:34
  Speaker 1: The success that I expected? By now I've been in
• 44:36
  Speaker 1: real estate for six months. Now where are all these deals?
• 44:39
  Speaker 1: And it's not about how long you've been in it.
• 44:42
  Speaker 1: It's about how much you get done while you're doing it,
• 44:46
  Speaker 1: overcoming those fears, those obstacles, the excuses, the voice in
• 44:50
  Speaker 1: your head that tells you don't make the call, don't
• 44:53
  Speaker 1: pick up the phone, just click the remote and watch
• 44:55
  Speaker 1: TV or you know whatever, because it's freedom like this.
• 44:58
  Speaker 3: This is one of the most independent, free roles I've
• 45:01
  Speaker 3: ever been in.
• 45:02
  Speaker 1: And I have a sales background, so I've had probably
• 45:05
  Speaker 1: more flexibility than most people because I've been really successful
• 45:08
  Speaker 1: in it. And even then, I have to remind myself
• 45:12
  Speaker 1: not to be that caveman like because it's easy to fail.
• 45:16
  Speaker 1: It's very easy, Like you can wake up and do
• 45:18
  Speaker 1: nothing and you don't. You don't have to do anything
• 45:20
  Speaker 1: to fail.
• 45:21
  Speaker 2: Yeah, we chose. That's the thing about entrepreneurs is we chose.
• 45:25
  Speaker 2: We chose being entrepreneurs for a reason. We don't like
• 45:28
  Speaker 2: people telling us what to do, including ourselves. So freedom
• 45:34
  Speaker 2: is great, but freedom can be dangerous. And I tell
• 45:38
  Speaker 2: people all the time, being an entrepreneur in industries like this,
• 45:43
  Speaker 2: it is either going to be the best paying, hardest
• 45:46
  Speaker 2: working job you ever had, or it's gonna be the
• 45:47
  Speaker 2: worst paying, easiest job you ever had. So you get
• 45:51
  Speaker 2: into something like real estate lending MLM, any other kind
• 45:55
  Speaker 2: of entrepreneurial type business, you need to go in with
• 45:58
  Speaker 2: your eyes open and know you're going to be putting
• 46:00
  Speaker 2: in the work, and you're putting the work for yourself.
• 46:03
  Speaker 2: You know, as real estate agents we tell we tell
• 46:07
  Speaker 2: renters all the time, Hey, everybody is paying a mortgage,
• 46:10
  Speaker 2: you're paying yours, or somebody else's. Let me help you
• 46:13
  Speaker 2: buy into your first home. Well, everybody's building the business,
• 46:17
  Speaker 2: you're building yours or somebody else's. So you know you're
• 46:20
  Speaker 2: willing to put in the work before put the work
• 46:22
  Speaker 2: in for yourself. Now, just go in open minded, knowing
• 46:26
  Speaker 2: what it's going to take it's it's getting it's getting
• 46:29
  Speaker 2: into the action. It's not hope, hope and want and
• 46:35
  Speaker 2: a dream. You you hope it more than anybody else.
• 46:39
  Speaker 2: Hope's not a business plan. You got to create that plan.
• 46:43
  Speaker 2: You need that plan and you got to put into action.
• 46:46
  Speaker 2: And if you need accountability, then you need to get
• 46:48
  Speaker 2: that four letter word accountability and get that as well. Right,
• 46:51
  Speaker 2: if you know yourself and you know you're not doing it,
• 46:54
  Speaker 2: then you need to get that help and support and
• 46:56
  Speaker 2: do whatever it takes to make it.
• 46:58
  Speaker 1: Yeah, I agree, and think that some agents they get
• 47:02
  Speaker 1: really close to success and then they self sabotage right
• 47:05
  Speaker 1: before they have a breakthrough, or they give up right
• 47:08
  Speaker 1: before they got to that goal that they were about
• 47:11
  Speaker 1: to hit, and they you know, maybe it was weeks,
• 47:13
  Speaker 1: maybe it was months, maybe it was days. I think
• 47:15
  Speaker 1: that sometimes it's not necessarily about how long you're doing something.
• 47:20
  Speaker 1: It's about developing yourself to be the person you need
• 47:23
  Speaker 1: to be your identity to be a successful person, whether
• 47:28
  Speaker 1: you're closing transactions or not. Keep showing up, don't self sabotage,
• 47:33
  Speaker 1: don't talk yourself into negative mindset, and then just keep persisting,
• 47:40
  Speaker 1: you know, just keep showing up, take it day by
• 47:42
  Speaker 1: day if you have to.
• 47:44
  Speaker 3: And I think that's what I want to discuss.
• 47:45
  Speaker 1: Next, is how to rewrite this behavior because a lot
• 47:48
  Speaker 1: of people in their mindset, they're already in a place
• 47:51
  Speaker 1: that's not healthy. It's negative self talk, it's I can't
• 47:54
  Speaker 1: do this, it's why do I have to do this?
• 47:58
  Speaker 1: If someone wants to change their behavioral pawth their mindset,
• 48:02
  Speaker 1: where would you recommend they start?
• 48:05
  Speaker 2: All right, here's a couple couple different things. So you
• 48:07
  Speaker 2: know you mentioned reframing. We got to reframe a few things.
• 48:11
  Speaker 2: Here's one thing. So let's say, for example, let's say
• 48:14
  Speaker 2: you have lead generation time. You know in your calendar,
• 48:18
  Speaker 2: we all know the definition or we all know the
• 48:20
  Speaker 2: definition of Sandy doing the same thing over and over
• 48:22
  Speaker 2: again expecting different results. If every time you look at
• 48:25
  Speaker 2: your phone and you see legion and you go oh
• 48:28
  Speaker 2: ugh D again, if that's the energy you feel, I
• 48:33
  Speaker 2: believe every thing's about energy. If that's the energy you get,
• 48:35
  Speaker 2: something has to change. So number one, I've encouraged people
• 48:38
  Speaker 2: to if that says region time. Let's say your goal
• 48:43
  Speaker 2: is you want to get that cabin up at Lake Tahoe. Great,
• 48:46
  Speaker 2: I have one client, they rename theirs. They reframed it
• 48:50
  Speaker 2: as their cabin calls. So now so legion, it's like
• 48:53
  Speaker 2: their cabin calls. Now they're excited to do it. Another
• 48:56
  Speaker 2: person they want to be free, then this is their
• 48:59
  Speaker 2: financial freedom calls, right, so rename it. It could be
• 49:04
  Speaker 2: the same thing your bank account instead of saying, oh,
• 49:06
  Speaker 2: here's my here's my savings account. Great, here's my financial
• 49:10
  Speaker 2: freedom savings account. If you want to retire early, this
• 49:12
  Speaker 2: is my family fund family fund account. If you want
• 49:16
  Speaker 2: to take you and the kids to Disney, here's the
• 49:18
  Speaker 2: other thing. You know we talked about and this has
• 49:21
  Speaker 2: been mentioned lots of times in number of numerous books
• 49:24
  Speaker 2: over the last decades. But it's it's kind of what
• 49:26
  Speaker 2: they call B do have. So a lot of times
• 49:28
  Speaker 2: people think they think have do and be, So they think,
• 49:35
  Speaker 2: you know, what if I have, if I have what
• 49:37
  Speaker 2: that agent have over over there, I could do what
• 49:40
  Speaker 2: they do and I could be a top producer as well.
• 49:43
  Speaker 2: It's backwards, right, so it's not have do be unless
• 49:48
  Speaker 2: unless you're from Denver, have do be, right, So it
• 49:51
  Speaker 2: is thank you for laughing. So instead of have to be,
• 49:54
  Speaker 2: you need to think B do have? Who do I
• 49:58
  Speaker 2: need to be or who do I need to become?
• 50:02
  Speaker 2: It has a lot to do with the mindset. So
• 50:04
  Speaker 2: who do I need to be or become? And then
• 50:08
  Speaker 2: what do I need to do to have what they have? Right? So,
• 50:12
  Speaker 2: if you say, hey, I want to be a marathon renner. Great,
• 50:15
  Speaker 2: Some people say, well if I had a body like that,
• 50:18
  Speaker 2: I could do what they do and I could be
• 50:20
  Speaker 2: a marathon runner as well. No, reverse it. Who do
• 50:23
  Speaker 2: I need to be or become? And what do I
• 50:26
  Speaker 2: need to do to have the body and the body
• 50:29
  Speaker 2: and the trophies like a marathon runner does. No, it's
• 50:33
  Speaker 2: it's not have. It is who do I need to
• 50:35
  Speaker 2: be or become? What do I need to do to
• 50:37
  Speaker 2: have what I want to have?
• 50:40
  Speaker 3: Yeah?
• 50:40
  Speaker 1: I agree with that, and that's that's the whole concept
• 50:43
  Speaker 1: of the callous mindset is who do I need to become?
• 50:48
  Speaker 1: What kind of mindset do I need to build in
• 50:50
  Speaker 1: order to overcome and become someone who I haven't before?
• 50:54
  Speaker 1: You know someone who has the capacity to do things
• 50:56
  Speaker 1: that maybe I couldn't do ten years ago. And I
• 50:59
  Speaker 1: know a lot of people They talk about motivation. Motivation
• 51:03
  Speaker 1: to me, it's all about discipline. Like discipline will beat
• 51:06
  Speaker 1: motivation any day, because motivation is a it's a it's
• 51:10
  Speaker 1: not forever, it's you know, you you're motivated to do
• 51:13
  Speaker 1: something for this reason, but then when you do it,
• 51:15
  Speaker 1: then it's gone. If you become a disciplined person and
• 51:20
  Speaker 1: you create, like you said, those goals and you know,
• 51:24
  Speaker 1: you create who you need to be in order to
• 51:27
  Speaker 1: achieve those things, you will get out of it.
• 51:29
  Speaker 3: What you need? What?
• 51:31
  Speaker 1: What systems would you advise someone to stay consistent long
• 51:35
  Speaker 1: term with the right mindset, like, what are the what
• 51:38
  Speaker 1: are the behaviors or the systems we can implement today
• 51:41
  Speaker 1: tomorrow to consistently stay in a positive mindset.
• 51:48
  Speaker 2: I love that. So a lot of times the anxiety,
• 51:53
  Speaker 2: A lot of times the anxiety comes from uncertainty. So
• 51:57
  Speaker 2: we need to we need to have more more of
• 52:01
  Speaker 2: what we're doing, why we're doing it, and we're clarity
• 52:03
  Speaker 2: of our life. So I do believe in the power
• 52:07
  Speaker 2: of a strong calendar. And people say, all right, there,
• 52:11
  Speaker 2: I need help organizing my calendar. I say, great, have
• 52:15
  Speaker 2: you created a business plan? And they say, well, no,
• 52:18
  Speaker 2: I have it. Okay, if we haven't created a business plan,
• 52:20
  Speaker 2: then we can't create a calendar. And what you need
• 52:22
  Speaker 2: to do to achieve that. All right, help me with
• 52:24
  Speaker 2: a business plan. All right, have you created a life plan?
• 52:30
  Speaker 3: Uh?
• 52:30
  Speaker 2: No, I have it, never even heard of one. Okay,
• 52:32
  Speaker 2: if you don't have a life plan, then we can't
• 52:35
  Speaker 2: create a business plan to help fund and support that
• 52:38
  Speaker 2: life plan. So you know, I think people spend more
• 52:43
  Speaker 2: time planning a two week vacation than they do planning
• 52:47
  Speaker 2: their own life plan. So it is what do you
• 52:51
  Speaker 2: want and why do you want it? So I believe
• 52:53
  Speaker 2: for you to figure out what to be disciplined on
• 52:56
  Speaker 2: every day and what that business is going to look
• 52:58
  Speaker 2: like to fund that perfect life. What do you want
• 53:00
  Speaker 2: to look like? And once again we're all different. What
• 53:03
  Speaker 2: do you want your business to look like? Your finance
• 53:06
  Speaker 2: is faith, fitness, family, friends, all those afterwords in there.
• 53:09
  Speaker 2: What do you want it? What do you want it
• 53:11
  Speaker 2: to look like? So what do you want it to
• 53:13
  Speaker 2: look like? What do you want it to be? Now?
• 53:16
  Speaker 2: I know what to do. So I think a lot
• 53:18
  Speaker 2: of people they're just they're kind of winging every day.
• 53:22
  Speaker 2: They're like, I don't know, it's in the parking. The
• 53:23
  Speaker 2: other day I saw this styrofoam cut being blown around
• 53:26
  Speaker 2: in a wind just flopping all over the place, going nowhere.
• 53:30
  Speaker 2: I think a lot of people do that because they
• 53:32
  Speaker 2: have no path or plan, so they don't have the clarity.
• 53:35
  Speaker 2: So I don't know where I'm going, I don't know
• 53:37
  Speaker 2: what's going to happen. I have uncertainty. The mind automatically
• 53:41
  Speaker 2: brings all that anxiousness. And the other thing I would
• 53:45
  Speaker 2: say is values, knowing your values. I mean, studies have
• 53:51
  Speaker 2: shown one of the greatest sources of internal drama internal
• 53:56
  Speaker 2: stress is when you're outside actions do not match your
• 54:01
  Speaker 2: inside values. So if you know you have certain values
• 54:06
  Speaker 2: and you're not acting on them or against them, you're
• 54:09
  Speaker 2: not in alignment. Your brain and body knows it, and
• 54:12
  Speaker 2: it will punish you for it. So what are you?
• 54:17
  Speaker 2: What are your values? What does your life plan look like?
• 54:21
  Speaker 2: You need to identify those things first. Now you can
• 54:25
  Speaker 2: create that business and business plan, and what are my
• 54:27
  Speaker 2: habits and activities? And people's lives change. Sometimes you're single,
• 54:31
  Speaker 2: sometimes you're divorced, you have kids, you don't have kids,
• 54:34
  Speaker 2: you got a promotion, you're unemployed, life change and some
• 54:37
  Speaker 2: so creating a life plan is not something you do
• 54:39
  Speaker 2: at eighteen and you set it and forget it. It's
• 54:42
  Speaker 2: something that you need to consistently, you know, go back
• 54:45
  Speaker 2: to it's a living, breathing document on how to change
• 54:49
  Speaker 2: it and modify it. So I think one is I
• 54:52
  Speaker 2: want to be rich? Okay, Why I want to? I
• 54:54
  Speaker 2: want to make my family happy? Why you want to
• 54:56
  Speaker 2: do this? Why you need clarity? So I think you just,
• 55:00
  Speaker 2: instead of following what other people are blindly saying, find
• 55:03
  Speaker 2: out what you want. What are your values? What's that
• 55:05
  Speaker 2: life plan? Now you can build the business around it.
• 55:09
  Speaker 1: Yeah, and for anyone listening this is these are golden nuggets.
• 55:13
  Speaker 1: I mean, this is really the foundation of what you
• 55:17
  Speaker 1: could do personally to get where you want to go,
• 55:20
  Speaker 1: and to get there in a very purposeful way, making
• 55:24
  Speaker 1: some small shifts to big shifts if you need to.
• 55:27
  Speaker 1: And I want to for our last topic, I want
• 55:29
  Speaker 1: to shift the conversation to something a little bit more
• 55:31
  Speaker 1: personally reflective. Over the course of your working career with
• 55:35
  Speaker 1: agents entrepreneurs, you know, nationwide, you've seen thousands of people.
• 55:40
  Speaker 1: How has your own mindset evolved from when you first
• 55:43
  Speaker 1: started to where you are today?
• 55:46
  Speaker 2: Great question. So I have had literally tens of thousands
• 55:52
  Speaker 2: of coaching consultations where I've gotten to see behind the curtain,
• 55:55
  Speaker 2: what's really going on with people? And Number one one,
• 56:00
  Speaker 2: I would say I have become more open minded because
• 56:09
  Speaker 2: you know, I'm not a woman. I don't know what
• 56:11
  Speaker 2: struggles they go through, And now through coaching people, I
• 56:15
  Speaker 2: understand some of the struggles they have of being a woman,
• 56:20
  Speaker 2: of being a mom, and some of those expectations. I
• 56:23
  Speaker 2: have a coaching people anywhere and everywhere of any kind
• 56:28
  Speaker 2: of demographic or background that you can think of, and
• 56:31
  Speaker 2: I've gotten to see behind the curtain. So I've become
• 56:35
  Speaker 2: a lot more open minded of where everybody else is
• 56:39
  Speaker 2: coming from. Sometimes you just you grow up a certain
• 56:41
  Speaker 2: way or you only see a certain thing. You're kind
• 56:45
  Speaker 2: of like this, So it's just kind of understand how
• 56:48
  Speaker 2: other people think and process. I know what my voice
• 56:51
  Speaker 2: in my head says. It's like after coaching with people,
• 56:54
  Speaker 2: it's like, really, your voice is that? Really you go
• 56:57
  Speaker 2: through that struggle too? Really do that? So it's just
• 57:00
  Speaker 2: the experiences have been helped to validate some feelings of
• 57:03
  Speaker 2: mine to look at things differently to where I mean,
• 57:09
  Speaker 2: I've learned more from these tens of thousands of consultations
• 57:13
  Speaker 2: than I've probably ever given to somebody else. So I
• 57:16
  Speaker 2: have grown. I have grown ten times more than I
• 57:20
  Speaker 2: probably would would have if I wasn't on this coaching
• 57:24
  Speaker 2: teaching training path. So I'm better than i'd probably be
• 57:28
  Speaker 2: if I wasn't in this realm. I've learned more from
• 57:31
  Speaker 2: all of you than you probably have ever learned from me.
• 57:34
  Speaker 2: And yeah, and I would say, you know sometimes, you know,
• 57:43
  Speaker 2: we all have good, good times, bad times, good moments,
• 57:46
  Speaker 2: bad moments, everything else. And sometimes when I'm down or
• 57:50
  Speaker 2: I feel like sleeping in or I want to have
• 57:52
  Speaker 2: that second bag of chips at home, it is like, Derek,
• 57:57
  Speaker 2: what if your coaching clients were watching you right now?
• 58:01
  Speaker 2: Right so? One of your value words was integrity. How
• 58:04
  Speaker 2: integrity is it for you to talk about, you know,
• 58:08
  Speaker 2: your morning routine and you're sloughing it off. You're talking
• 58:11
  Speaker 2: about your nighttime routine. You're talking about you know, sticking
• 58:15
  Speaker 2: to it and the motivation no matter what and grinning
• 58:18
  Speaker 2: it out and making your calls. I make calls too,
• 58:21
  Speaker 2: And it's like that has that has been? Hey, if
• 58:25
  Speaker 2: they were watching you, what would they think of you?
• 58:28
  Speaker 2: And it's like, well, damn it, I got to earn
• 58:30
  Speaker 2: their respect. People say, what's the hardest thing about being
• 58:33
  Speaker 2: a coach. That's doing what I tell people to do.
• 58:35
  Speaker 2: That's the hardest part. So I've probably grown more, bigger, better,
• 58:41
  Speaker 2: faster by being in this realm, by learning from everybody
• 58:44
  Speaker 2: else and challenging myself because I challenge everybody else. So yeah,
• 58:50
  Speaker 2: I'm so glad I'm in this field. I'm a better person,
• 58:53
  Speaker 2: I can tell you. I can tell you for sure.
• 58:56
  Speaker 2: I'm a better husband from all these years of coaching
• 59:00
  Speaker 2: because I've learned to listen more right. As a high
• 59:03
  Speaker 2: d I like to just say what I think and
• 59:06
  Speaker 2: do it my way. So I've learned to slow down.
• 59:09
  Speaker 4: I've learned to listen as a husband and a better dad,
• 59:15
  Speaker 4: a better dad from being a coach to where instead
• 59:18
  Speaker 4: of with my daughter saying.
• 59:20
  Speaker 2: Well you should do this, you should do that. True
• 59:24
  Speaker 2: coaching is about not telling people what to do. It's
• 59:27
  Speaker 2: about asking questions for them to self discover what is
• 59:31
  Speaker 2: right for them. So, you know, luckily I got into
• 59:34
  Speaker 2: coaching early as my daughter was younger, and instead of
• 59:38
  Speaker 2: telling her what to do, I would ask her questions.
• 59:41
  Speaker 2: You know, you know, what is it you want? Where
• 59:44
  Speaker 2: you feel you are right now? What are some options
• 59:46
  Speaker 2: you could do? What's another option you could do, So
• 59:48
  Speaker 2: what do you think of the pros and cons of that?
• 59:49
  Speaker 2: Which one will you do? And then she'd come up
• 59:51
  Speaker 2: with an answer, and you know, all over time she
• 59:55
  Speaker 2: figured me out. She goes, Dad, is that what you
• 59:57
  Speaker 2: do all day?
• 59:58
  Speaker 1: Right? You know?
• 59:59
  Speaker 2: And my wife she figured out too, she goes, don't
• 1:00:01
  Speaker 2: try that Jedi mind trick stuff on me. I'm your wife.
• 1:00:05
  Speaker 2: So I became a better husband. I became a better
• 1:00:08
  Speaker 2: dad for sure by learning more about these things.
• 1:00:12
  Speaker 1: Yeah, I could imagine with the tens of thousands of
• 1:00:15
  Speaker 1: conversations with all the different circumstances and you know, people
• 1:00:19
  Speaker 1: asking for advice from personal to professional to you name it.
• 1:00:23
  Speaker 1: I know, for me, I never really thought I would
• 1:00:26
  Speaker 1: start a podcast, And then I started thinking about how
• 1:00:29
  Speaker 1: I wanted to create my mindset over the last fifteen
• 1:00:32
  Speaker 1: years or so, and I was thinking like, well, there's
• 1:00:34
  Speaker 1: other people out there that probably have some similarity, and
• 1:00:37
  Speaker 1: I want to share their story. And so just to
• 1:00:40
  Speaker 1: hear from some of these, you know, people in different avenues,
• 1:00:43
  Speaker 1: different careers, different experiences, the ups and downs.
• 1:00:47
  Speaker 3: It really brings.
• 1:00:50
  Speaker 1: Like a like a secondary experience, you know, like where
• 1:00:53
  Speaker 1: you could listen to those stories and take mental notes
• 1:00:56
  Speaker 1: or physical notes. And one of the things that I've
• 1:00:59
  Speaker 1: taken from today's conversation is that success in real estate
• 1:01:03
  Speaker 1: and really inny an industry isn't just about strategy or tactics.
• 1:01:08
  Speaker 3: It's about behavior.
• 1:01:10
  Speaker 1: It's about the habits you build, the discipline you develop,
• 1:01:13
  Speaker 1: and the level of self awareness you're willing to bring
• 1:01:15
  Speaker 1: to your own growth. And the people who truly succeed
• 1:01:19
  Speaker 1: in this business, they're not better than anyone else. They're
• 1:01:22
  Speaker 1: not just good marketers or negotiators. They've built the mindset
• 1:01:26
  Speaker 1: and the behavioral patterns and disciplines to help them continue
• 1:01:30
  Speaker 1: moving forward when most people quit. So, Derek, tell me
• 1:01:33
  Speaker 1: more about your coaching program and where people can go
• 1:01:35
  Speaker 1: to find you online.
• 1:01:37
  Speaker 2: Yeah. Thanks, you know so, like I said, over the
• 1:01:39
  Speaker 2: last fifteen years, I've had over thirty thousand coaching consultations
• 1:01:43
  Speaker 2: with you know, business owners and real estate agents of
• 1:01:46
  Speaker 2: all different industries and brands and brokerages across the country
• 1:01:49
  Speaker 2: and even internationally. So one thing I specialize in is
• 1:01:52
  Speaker 2: one on one coaching because I feel that's where you make,
• 1:01:55
  Speaker 2: you know, the biggest difference and the greatest difference. And
• 1:01:58
  Speaker 2: also I believe to coaching to the whole person, not
• 1:02:01
  Speaker 2: just in business and the metrics and marketing, but also
• 1:02:05
  Speaker 2: to what's going on you know, personally and the life
• 1:02:07
  Speaker 2: planning and everything else as well. So, uh yeah, I'd
• 1:02:10
  Speaker 2: love an opportunity just to meet with someone's coffee Zoom
• 1:02:13
  Speaker 2: whatever it is, just to you know, get to know
• 1:02:15
  Speaker 2: each other better, see if it's a good fit. So
• 1:02:17
  Speaker 2: you know, you can reach out to Derekshank dot com.
• 1:02:20
  Speaker 2: That's d E r e K s c H E
• 1:02:23
  Speaker 2: n c K dot com and you can, you know,
• 1:02:26
  Speaker 2: click on the link for a Zoom consultation and we'll
• 1:02:28
  Speaker 2: just have a conversation. That's it, no sales, just a
• 1:02:30
  Speaker 2: conversation and I'll tell you more about what we do
• 1:02:33
  Speaker 2: and see if you're a good fit and see how
• 1:02:34
  Speaker 2: I can help.
• 1:02:36
  Speaker 1: Awesome, thanks for sharing that, Derek, and I uh I
• 1:02:38
  Speaker 1: can attest to that. I think Derek is one of
• 1:02:40
  Speaker 1: the top coaches I've ever met, and I've been surrounded
• 1:02:43
  Speaker 1: with coaches most of my life. So much value, so
• 1:02:46
  Speaker 1: many great lessons and ways to just polish and level
• 1:02:49
  Speaker 1: yourself up to make sure you're doing the right things
• 1:02:52
  Speaker 1: to see the success that you're looking for. So go
• 1:02:54
  Speaker 1: visit derekshank dot com and connect with Derek. Thanks again
• 1:02:58
  Speaker 1: for coming on today, sharing your insights about your experience
• 1:03:02
  Speaker 1: with us, and for anyone listening.
• 1:03:05
  Speaker 3: Remember, success isn't just how you learn what you don't know.
• 1:03:09
  Speaker 1: It's not just about what you do know either, It's
• 1:03:12
  Speaker 1: about who you become in the process.
• 1:03:14
  Speaker 3: And thanks again Derek for joining today.
• 1:03:17
  Speaker 2: All right, thank you, my friend. I appreciate you very much.
• 1:03:20
  Speaker 1: This is a callis mindset lukenan Kllis and we'll see
• 1:03:22
  Speaker 1: you on the next episode.