July 8, 2025 • 33 mins
What does it truly take to succeed in real estate? Coach Lucy reveals the answer isn't complicated, but it demands something many aren't willing to give: pure, unadulterated will.
Coach Lucy joins Maria to share how her Winner's Wednesday Productivity Bootcamp is transforming real estate agents through a simple formula. Unlike typical networking events or workshops, Lucy's bootcamp creates an atmosphere of activation where agents learn to connect effectively with potential clients. After 25 years in the industry, Lucy has distilled success down to her proprietary "Four C's of Lead Conversion" – Connection, Conversation, Care, and Close – in that specific order.
The results speak volumes. One agent who hadn't closed a deal since January managed to close six transactions after just six weeks of attending the bootcamp. How? By focusing solely on the first C: Connection. "I never realized I needed to find a way to connect with more people," the agent admitted. This shift in focus led her to make more calls, create more content, and host more open houses – all with the intention of authentic connection rather than immediate closing.
Lucy and Maria explore how freedom in real estate is widely misunderstood. "Freedom isn't given; freedom is earned," Lucy explains. True freedom comes from discipline and consistency, not from working whenever you feel like it. Both hosts agree that personal development remains the foundation of business growth, and Lucy offers this memorable advice: "Stop having conversations with broke people" who only discuss other people and problems.
Ready to transform your real estate business? This episode provides the mindset shift and practical strategies to help you break through barriers and achieve the success you've been seeking. Remember: where there's a will, there's a way.
Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Good morning everybody.
We have a new guest today.
Forget that Apple cut that partout because we're not live.
I'm excited for our new guest.
Lucy and I have been followingeach other on Facebook, in fact.
I was on one of her podcasts afew months ago about the listing
(00:23):
challenge podcast.
A few months ago about thelisting challenge and coach Lucy
is joining us for the firsttime here on the Be Solution
podcast.
So, lucy, I have a quote foryou and I came up with this
specifically for you thismorning.
Well, it is a quote, you'llknow, but specifically for you,
(00:44):
where there is a will, there isa way.
Yes, and that quote resonatedwith me for you, based on what
I've seen you doing.
You had reached out to me gosh,it was a year or so ago asking
me about what I was doing, andyou know, I saw that you really
(01:09):
cared and you wanted to help andtrain agents.
So welcome today.
Speaker 2 (01:14):
Thank you so much, maria.
It's an honor actually to behere on your podcast.
I know that you are atrailblazer in your industry.
I know that you are atrailblazer in your industry not
only where you are located, butalso as I've seen you in other
rooms with high level playersand high performers and just
getting around the people thatare leading the way at a very,
(01:37):
very high level in our industrynationwide.
So I've been one of thosepeople that I've admired you
from afar and I've always likedwhat I've seen.
You are a go-getter, you are awoman that set a pace and I
enjoyed it.
So, yes, I'm honored to be hereon your podcast because I know
(01:58):
that you are a woman that manypeople watch and has a lot of
influence in the industrynationwide.
Speaker 1 (02:06):
Well, I'm excited to talk with you today because
you're doing some great thingsin your market and we were just
talking about your school,Productivity School, which you
have Winter Wednesdays.
I love it.
I may rip off and duplicateWinter Wednesdays.
Speaker 2 (02:24):
Let's do it.
Let's take winter Wednesday toyour city, philadelphia.
Yes, philadelphia, the winner'sWednesday.
Speaker 1 (02:33):
Winner's Wednesday, yes, so let's tell everybody
what winner's Wednesday is andhow you got this started and
what it is.
Speaker 2 (02:43):
So let's go back to your quote.
I think that it is a resonatingquote with my heart and soul
because it literally is thestory of my life.
The story of my life has justbeen pure, unadulterated,
relentless, non-excuses will.
(03:03):
And I remember that quote makesme recall my first broker when
I got into real estate in theyear 2000.
And he said you know, I justsaw that you had the will.
And he even told me write thison a piece of paper, put it in
your office.
You know, be willing.
That's all you need, lucy.
(03:24):
Be willing.
And he said and that's all youragents need.
Look for agents that arewilling.
And literally after the marketcrash in 2008, which is when he
gave me that wisdom nugget, Iwrote it on the wall, I shared
it with my agents.
I said we just got to bewilling, because we don't always
have the answers to what wewant to do and we don't always
have the answers to our problemsor our challenges.
(03:47):
Why is this taking so long?
Why isn't this working out?
Why did this agent, who seemedlike they had it all put
together and was going to belike a racehorse, turn out to be
someone that just threw in thetowel?
Why this.
Things just don't make sensemany times, and that's when you
know I've learned I have to goback to my will, because where
(04:08):
there's a will, there's a way,and it's just my job to find it.
So that is basically the storyof my life and that's how the
Academy got started back in theyear 2020.
And that's why it's still upand running.
Speaker 1 (04:24):
Pure will.
That's why I picked that foryou.
This lady's scrappy, she'sgritty she's.
She's going to do whatever ittakes.
So where there's a will,there's a way, and it's true in
this environment, it's going totake a lot of will, a lot of
will, to make things happen.
(04:44):
And guess what?
Everybody gets to decide forthemselves, absolutely.
Speaker 2 (04:52):
See, I think that will, and I love that we're
talking about will, becausehere's what I want your audience
and everyone that's going towatch this, wherever they're
watching, from right.
Will is a gift.
I mean, the only thing thatseparates us from any other
creature or creation on theplanet is we have a gift called
(05:17):
free will, and everyone has it.
So we get to do what we want,if we want, how we want, for as
long as and nobody, I mean thinkabout it.
It's also the worst weapon thatwe use so often against
ourselves because we don't knowhow to harness that free will.
(05:39):
There's many Wednesdays there'sbeen many Wednesdays since
January 15th when I said youknow what that's it?
We're taking this to anotherlevel.
You know, I come from doing alot of events.
I've sat in many boards.
I've always been.
I've always enjoyed being afrontline leader.
I call it a frontline leader.
You know those people that arejust leading the way, like when
(06:07):
you look at a race with horses.
Right, I mean there's alwaysthat one that's leading the way.
Then another one comes up.
I mean there's always thatopportunity to be a frontline
leader.
So I said, okay, we've beendoing a lot of events.
I've been in front of themarket.
You know, I learned somethingfrom John Maxwell about
leadership and you know,leadership is not really the
amount of zeros you have in yourbank account right To the right
(06:30):
of any given number.
Yes, leadership is really theinfluence that you have wherever
it is that you are placed.
So to have influence, you needpeople and to influence people.
You need people and toinfluence people you must give.
And I remember Floyd Wickmanwhen I took his training back in
the day.
You know our dear Floyd Wickman, who would call me even in.
(06:55):
You know, I think the last timeI spoke with him was in 2022,
maybe 2021.
And he would always say youknow, his slogan was get by
giving.
You know he had his core valuesand one of his core values was
get by giving.
And I'm like that's me I liketo get, but I like to give first
.
So will going back to that, togive, we all have it.
(07:18):
We get to do whatever we wantwith it.
Speaker 1 (07:21):
We get to do whatever we want, and it is about being
in contribution.
What is your winter Wednesdaysis about being contribution with
the community, inviting otheragents to your company inviting
actually which is fantasticOther business people.
A lot of business for anybody,but he wants to smile and dial
(07:43):
business development.
Let's make calls together.
Speaker 2 (07:54):
Yes, anybody, anybody that wants to come and be
mentored for one hard core hourand a half, nonstop, full fire,
full power, full action, fullimpact.
Those are my performance, thoseare my KPIs, like I have my own
KPIs.
So, winners Wednesday, and it'sa productivity bootcamp and I
tell people this is not a class,this is not a workshop, this is
not a seminar, this is not anetworking, this is not a
(08:17):
breakfast meeting.
This is a bootcamp.
You're here to get out of yourway, you're here to go to that
next level.
So, yeah, for an hour and ahalf, we start at 10.
And it's very interactive.
I mean, anybody can go on myInstagram and you'll see it.
It's like it's crazy and I,many times I'm going to have a
(08:40):
little bit of transparency here,maria, if you'll allow me Many
times I feel like a fool, like,oh my God, that was so corny.
But you know what?
It moves the people, it movesthe room.
So I say, well, this is notabout me.
So whatever it takes, whateverit takes to move these people
out of their way, and theresults oh my God, the results
(09:06):
that are coming in areundeniable.
Like people saying you know,lucy, I got a text from one of
the attendees, one of the guestson April 29th.
She says I don't know what to do.
She's a realtor.
I don't know what to do.
I represent a developer.
I've got a whole bunch oflistings that are not moving and
(09:28):
, you know, I'm afraid they'regoing to take them away from me
because this is what they hiredme to do sell these properties.
Could you help me?
And I said yes, I will help you.
And here's the first thing Ineed you to do Just show up
every Wednesday.
You to do just show up everyWednesday.
(09:49):
By June, by the first Wednesdayof June, we were getting ready
because I had very curated, I'vedeveloped a very, you know,
integrating atmosphere.
Like this is not you walk inand you're gonna go stand in a
corner.
No, no, I connect people beforewe start.
So we were there in the mix andmingle part 30 minutes of mix
and mingle.
Like you will introduce you tosomebody else.
(10:11):
Like I am there connecting you.
Hey, listen, meet so-and-so,hey, so-and-so meet.
You know this person.
And I said tell me about you,what's been happening.
She goes Lucy, since I've beencoming, something happened
inside of me.
I've been thinking about thingsI never thought of.
I've dared to do things I neverdared to do.
(10:31):
She says, since I first cameand I text you that time that I
was going through trouble.
This was six weeks later.
She says I've closed threetransactions.
Yesterday I introduced her toone of my premier partners, a
title company, who, of coursewhat a title companies want?
They want to be in front ofrealtors, they want to be all
(10:54):
eyeballs on me is what I call it.
Like we need all eyeballs on us, like I don't care who's doing,
whatever they're doing.
I don't compare myself, I justwatch, I admire, I take whatever
you know can serve me.
I congratulate them.
Like I get happy when I seeother people win, like I
(11:15):
genuinely get happy, like Ismile as I watch.
Even when I see you doingthings, I smile.
It makes me happy.
But then I'm going to goimplement.
So yesterday I introduced herto our premier partner, who
wants all my balls on them, andI said tell him what has
happened since April 20, 29th.
(11:36):
She says well, lucy, I've nowclosed six transactions, so you
can't make this up.
You can't make this up.
Speaker 1 (11:44):
And that's what this one thing is about it's all
about.
Look, I mean, I say this, I'mlike I'm old school, Mike Ferry,
yes so, but I'm old school,even older than that, and I
don't know if you know this,Lucy, but I was in radio
advertising sales.
So I sold air for 11 years, ohwow.
(12:07):
And I started when I was 23years old and I've been in real
estate for 21,.
So 32 years in sales.
So the cadence is really simple.
Right, we have people to call?
Yes, Okay, we have our list,it's in our case, it's in
follow-ups.
So you ever see a room.
(12:36):
The cadence is dials,connections, conversations,
appointment set for a bookedlisting appointment or a booked
buyer consult, A contractassigned, an offer is negotiated
and cha-ching, you get paid,Right, and that is the cycle.
But our cycle is 20conversations every single day
and if you do them it works 20conversations, and I could tell
you exactly how long it takes.
(12:57):
For me, 20 conversations is.
For me it's two and a halfhours of talk time, 60 dials on
average, and takes three and ahalf hours to do it.
Do you dial, do you dialer oryou dial?
No brain follow up.
So I just hit the little buttonOkay.
So like five recruitingappointments the other day in an
(13:20):
hour, people that are just gottheir licenses so coming to.
I have a thing that's called aday in the hour.
People that are just got theirlicenses they're coming to.
I have a thing it's called aday in the life of a realtor.
Anyway, I love that I say if youhave eight or more pendings,
it's 10 conversations a day.
If you have less than eight,it's 20.
(13:41):
Right, if you have none, it's40.
It's whatever it takes.
It's whatever it takes.
Those 20 should be able to giveyou two transactions a month.
The average agent that's newlybuilding their list should, in a
database and there's so manypeople we could call.
Speaker 2 (14:03):
We could call anybody , anybody, we could call anybody
.
So what you just described asyour as the cadence right, the
it is.
I mean nobody can reinvent thatcycle.
I mean that is the ever lasting, forever in a day, till the end
of the world cycle.
There's no other way to build abusiness right right.
Speaker 1 (14:25):
One other way Get your own personal robot to make
the calls, not with AI.
Well, there's going to berobots soon.
I do want one.
Yeah, and that's good.
Speaker 2 (14:36):
But you know what I digress?
Speaker 1 (14:39):
I'm with all seriousness.
This is the cadence, yes, andand and.
It's like if you talked aboutand you asked them okay, well,
why are you in this?
What are you doing this for?
I want to buy a house, I wantto buy a beach house.
I want to do this, okay.
So I would say how's it comingalong with getting that beach
(15:01):
house in maryland?
If you don't make no doubt, Idon't need to say If you don't
make no dials, I don't need tosay if you don't make no dials,
you get new beach house.
Right, how about paying?
Just paying?
You know what, lucy, you'vebeen in the business for how
many years now?
20?
, 25.
, 25.
Okay, I know, it was a couplemore years than me.
What is the biggest thingyou've seen?
Why real estate agents fail?
Speaker 2 (15:22):
The number one reason if I had to define the number
one is their mindset.
Their mind just gets in the way.
I mean, everything begins inour mind and then they just
don't treat it like a real job.
So the mindset makes them thinkthat real estate is not a real
(15:42):
job, it's not a real business.
I mean, could you imaginesomebody opening up a subway and
just showing up every now andthen or whenever they feel like
it, or making a sub wheneverthey feel like it, or buying
inventory whenever they feellike it?
And I see it day in and day out.
I've seen it for listen,everybody that got into real
estate when I got into realestate, they're not around.
Like I can't say.
(16:04):
There's one person that startedwith me back in 2000.
That's still around.
It takes grit, it takesrelentlessness, it takes passion
, and passion is not the fuzzy,wuzzy, fluffy make good.
Speaker 1 (16:17):
Passion is sacrifice and suffering, just like the
passion of.
Speaker 2 (16:21):
Christ, yes, yeah, yes.
To me it's the mindset.
But if you bring it down to adaily activity, they don't treat
it like a job.
They don't treat it like a real.
They will do more for someonethat pays them an hourly than
they do for their own future.
Speaker 1 (16:43):
Yeah, I think also the lack of discipline.
I posted something.
We use Slack in our company tocommunicate and I post a lot of
things in there and I do a lotof stuff.
But I said, you know people getinto real estate for freedom.
Freedom isn't given Freedom'searned.
(17:08):
You hear, I want the freedom tocontrol my schedule.
You hear it constantly.
But here's what nobody will sayis that real freedom comes from
after you have establishedrelationships, you're proven in
the market, you have clients andthe first few years requires
even now, 21 years, stillrequires discipline.
Speaker 2 (17:30):
Of course, look at me , look at, look at.
I mean 25 years later, becauseI'm not done, I'll never be done
.
You know, there's alwaysanother level.
I said, ok, how do I get?
Speaker 1 (17:42):
always another level and in that level is another
devil.
Speaker 2 (17:46):
Yes, that's true, because we have to outperform
ourselves.
You know, forget about whatanybody else is doing, it's we
must outperform ourselves.
So discipline, right?
Yes, again, the mindset, themindset of discipline.
What does that look like?
What does a disciplined personact like from the moment they
open their eyes and come out ofunconsciousness, right?
(18:09):
So I've been going 24 weekswith Winners Wednesday
Productivity Bootcamp.
Do you think?
Every Wednesday I want to goand, you know, exert myself and,
just, you know, be in a roomjust building up this atmosphere
of activation.
That's what happens in thisroom.
(18:30):
It is very intentional what Ido.
It's like I got to activatethese people.
You know, I've got to shifttheir mindset.
I've got to give them, you know, tool sets and skill sets.
And you were talking about thecadence I developed back in 2018
.
When I'm like, oh my Lord, I'vegot like 65 agents and most of
(18:55):
them are not producing, how do Iget these people to?
And we were paying for leadsand you know that's not cheap.
So I said, how do I get thesepeople to become better lead
converters?
So I came up with my own.
Don't ask me how, where I'mlike, I'm going to come up with
a formula.
So I came up with the four c'sof lead conversion.
That's what I called it back in2018 the four c's of lead
(19:18):
conversion and I just startedlike drilling them.
On the four c's, the number oneis connection, number two is
conversation, number three iscare, and then you close.
I'm like you guys are doing itbackwards.
You're closing without you knowconnecting with someone, and so
guess what I teach now the fourC's 24 weeks later, the four
(19:43):
C's certainly is what it's about.
Speaker 1 (19:45):
Yeah, you know.
And what's interesting, lucy,is that people will ask me all
the time like because I can booka lot of appointments more than
like if you're calling 20people, you should be able to
book two appointments.
Okay, like I probably bookedlike eight appointments are like
how do you book so manyappointments?
(20:06):
You know what?
Because people the main thingcare about is themselves and
their family, and I care aboutthem and their family and when
you build that plate line ofpeople, people are actually
excited to talk to you becausethey know you care, because you
demonstrated it in your actions.
Speaker 2 (20:25):
Yes.
Speaker 1 (20:26):
And that's why, already they will kill you.
So we'll go through the four.
C's again, it's connections,conversations, care and then
close, yeah.
Speaker 2 (20:42):
Close in that order.
So sometimes it's going to takelonger for you.
So what is connect?
And you know what?
Twenty four weeks later, 24weeks later, 24 winners,
wednesdays later, I've onlytaught on the first scene, which
is connect.
Because Sometimes, when, when,when anybody's lead right,
(21:05):
because I focus on businessdevelopment as well, because I
said, okay, do I just want tohave an academy or do I want to
have the academy, like the placewhere people go to learn how to
make money?
Because I remember how much ithurt when I didn't know how to
make money in real estate.
I remember, you know, the painand suffering of showing up at
(21:27):
home week after week.
I went like eight monthswithout making a paycheck.
I mean that hurts.
It hurts your mind, it hurtsyour heart, it hurts your bank,
it hurts everything.
That's why the Academy is notjust for getting your license,
it's for agent productivity andbusiness development.
Because I said, if I can getagents to think like business
(21:48):
owners, they're going to makemoney Right.
So 24 weeks later, we're onlyon the first C, and that one,
that one concept, is what gotthis agent to close six
transactions already.
Just that one.
Speaker 1 (22:05):
Amazing.
What did they do differently?
I asked her that.
Speaker 2 (22:09):
I said so tell me what it was about the C?
She said I never realized Ineeded to find a way to connect
with more people.
She said I hadn't thought ofthat.
Like, okay, my job is toconnect with more people.
So guess what she did?
She started calling more people.
She started doing more reels,she started doing everything
(22:29):
that her mind told her.
Now that it had been activated,you must connect with more
people.
Because I dissect, I go deepwith okay, how do you connect?
Where do you connect?
What does it look like?
How do you know when you'veconnected right, how do you know
when you've connected with theperson?
It's not about you.
You know what are the signs.
So you just said I just, I justsaid something just clicked.
(22:52):
So I've just been connectingwith more people.
She started doing more openhouses to connect with more
people.
She started reaching out, shestarted following, she just
focused on connecting.
And here she is, 24 weeks laterthat I've been doing this.
She's been with me for sixweeks, eight weeks actually.
As of today, six transactionsclosed.
(23:15):
She had gone since januarywithout closing a deal.
So it's working it's working.
Speaker 1 (23:22):
Success shows success success.
Speaker 2 (23:25):
It's more fun to be around successful people
Yesterday at Winners Wednesdayor at our last Winners Wednesday
, better yet, at our lastWinners Wednesday I was telling
the room because it's become amentorship, it's become an
atmosphere of mentorship, right?
So what is mentorship?
The how to this is how you doit.
(23:45):
Everybody knows what to do.
It's they're just not.
I said stop havingconversations with broke people.
Broke people only talk abouttwo things and don't forget this
, it's the two P's that brokepeople conversations is other
people and problems.
That's the only thing.
(24:05):
Broke people talk about otherpeople and problems.
And the room was like, oh, whenthey left they were like I'm
not talking to broke peopleanymore.
Speaker 1 (24:14):
That's funny, but it's true.
You can decide who you workwith and what happens if you
talk to enough people.
You can decide what businessyou're willing to do and not.
Speaker 2 (24:26):
Yes, that is freedom.
That is freedom.
People have not understood theconcept of freedom.
They're focused on the word,the word's in the dictionary.
That's when we were in school.
How do you spell freedom?
Right, that was for ourspelling class.
The concept of freedom issomething we build.
(24:48):
We build freedom.
We build it by doing the work sowe have the freedom to choose
what 60 hours we're going towork when we're building our
freedom.
We have the freedom to choosewhat days we're going to work 15
hour days so we can take, youknow, a midday off, a midday
(25:10):
week or off.
Rather, we have the freedom todecide when we are going to work
, monday to Monday until we seebreakthrough.
That's my freedom.
I know where I'm going.
I have no doubt.
I know where this is going totake me, that.
Speaker 1 (25:29):
That, that it happens , because every thought, every
idea starts with a thought.
Thoughts become things.
Yep, oh, I had a thought.
I want to start this program.
Oh, how do I do that?
I have another.
Okay, I want to recruit andretain chairing agents and coach
(25:52):
agents.
It doesn't just happen byhappenstance, once in a blue
moon maybe, but generallyspeaking, we develop the thought
and you could develop goodthoughts or bad thoughts, you,
you get to choose them, and thebiggest thing is get the
feelings out of the way.
Speaker 2 (26:10):
Yes.
Speaker 1 (26:11):
So it's all about the good thoughts.
It's all about how do I makethe connection?
Somebody said the other dayLucy, they said I'm not, I want
to go to the next level.
I said I understand, I get it.
I said who do you have tobecome and to go to the next
level?
(26:31):
What personal development,interpersonal work do you need
to do to go to the next level?
Number one way to grow anybusiness is through personal
development, absolute, 100%,radical accountability, and I
wrote a book on this called Bethe Solution, and it's about
(26:53):
radical awareness and reallytaking ownership of your life.
And that is what the Be theSolution podcast and the
movement Lucy is about, which iswhy I invited you, because I
saw you doing this program andyou took.
You said there's a problem hereI have a solution, right?
(27:15):
I mean, you're not the firstperson in the world to do a
productivity boot camp, butyou're doing it in your market,
bringing people together, andyou're Lucy, so there's no other
Lucys, so nobody else can do itlike Lucy.
No, it doesn't matter.
Mike Barry did the productivityboot camps.
I went to them at San Diego orwherever the heck.
It was Vegas, okay, that was along time ago.
(27:39):
Most people want to get into aroom A lot of times.
They want to feel good, theywant to pat on the back.
Problem with that is or theywant the information.
None of that's work.
And at the end of the day, whenyou put the work in day in, day
out, consistency time, which isthe compound effect, value of
(28:02):
consistency over time, is whatworks.
Yes, works in reverse.
Like if you want to lose weight, I'm on day what's today, 26.
So, two and a half weeks in, Iweighed myself last night and it
was like 10 o'clock and I justate dinner.
I still weighed myself, but Ilost six pounds.
(28:24):
So I hadn't weighed myself.
So I lost six pounds two and ahalf weeks.
But it's that's the compound ofin reverse Doing the actions
every day.
Now the week goes by by doingthe actions.
Every day, more agents come inour company, more sellers, more
(28:46):
buyers, more whatever.
Yeah, it's the inspiration thatyou bring to the table, the
people and all be broughttogether.
We're better together.
We're the excuses and the can.
The have to have.
You have to have, they have to.
People need to drop excuses.
Take ultimate accountability.
As I say, if you're not whereyou're at, if you don't like
(29:08):
where you're at, just go in thebathroom and look in the mirror,
absolutely.
Speaker 2 (29:12):
Where there's a will, there's a way.
Speaker 1 (29:13):
If it's to be, it's go in the bathroom and look in
the mirror.
Absolutely.
Where there's a will, there's away.
If it's to be, it's up to me,yep, and you're leading from the
front with a beautiful smile,beautiful face, coach Lucy.
Thank you, Coach Lucy isbringing it.
Speaker 2 (29:29):
Yes, we can take the productivity bootcamp anywhere.
I mean, who knows?
My thought now, Maria is.
So where will this be threeyears from now?
Because I'm serious, I'm notstopping See this.
Wow, I know where I would be.
So that's why now thedetermination has been made and
(30:01):
that's all it takes is adecision, and then daily, daily,
daily work, daily work, dailywork, nonstop.
It takes a decision.
Speaker 1 (30:11):
It takes the work and effort.
One thing that I think aboutoften is the meeting that you
don't want to take.
And that meeting that you don'twant to take is when you're
dead or almost dead and you meetthe person you could have
become, you could have been, youdid the work and took the risk,
(30:32):
and there's a version of youbecause there's.
You know we make decisions inlife yeah and they take us to a
path.
But who could you have been hadyou taken the effort and um
sacrifice and let fear go?
You know, I think there'ssomething about and I've been
(30:54):
reading you can't have fear ifyou believe in God.
So whatever your God is, I'mjust saying this is my God.
Whoever's God?
People have different gods,that's fine.
But if you believe and youtrust yourself, fear is just
walking through it, becauseeverything we want is on the
(31:14):
other side of beinguncomfortable.
Speaker 2 (31:16):
Yes, I was having that conversation yesterday with
my assistant and two otherladies that came to the
productivity boot camp and Isaid the truth of the matter is
that we're either going to getyou know, we're either going to
reach our deathbed or, in mybelief, we're going to go in the
(31:39):
rapture.
One of the two, there's onlytwo ways.
But we're not going to be hereforever.
I said nobody gets out alive,right?
I said I want to show up empty.
I don't want to show up andhave my God show me what I could
have, would have accomplished.
Like I don't want that, like Ican already.
(32:00):
I think that I haven't done.
You know, I don't want to waittill the end.
And I said you know, in life,life is so that if we don't take
the opportunity, life will giveit to somebody else.
And my assistant was like oh,you really think that?
I said no, I know that.
I know If God gives aninspiration, it's because you
(32:21):
can do it.
If you don't carry it out, theinspirations go to somebody else
.
But whatever is meant to be isgoing to happen.
You just get to decide if youharness the opportunity.
I said because that's how lifeis.
Life is an equal opportunitygiver, and we're those that get
in the way.
So I decided to be the solution.
(32:44):
What's the number one problemin real estate?
Lack of productivity, lack ofclosing, lack of money making
activity every single day.
So I said, ok, I know how to dothat of money-making activity
every single day.
So I said, okay, I know how todo that, let me be the solution,
let me be the one, let me bethe one that is doing it every
week, even if I'm not the onlyone doing it.
I'm gonna be the only one doingit every week and so far I am.
Speaker 1 (33:05):
Well, we're gonna join you in that and, lucy, it's
been great having you on.
I to again.
We'll get together at the endof the year because I want to
see what a full or in January, Iwant to see what a full year of
productivity camp boot camp hasbeen like for you and your
organization and the people thatare surrounded by you.
Speaker 2 (33:26):
I will be happy to report the results, and then
I'll be happy to lead others intheir own path towards a
winner's Wednesday.
Speaker 1 (33:35):
It's the best part of the week.
Speaker 2 (33:37):
It's the best part of the week.
It's a lot of work because weend one and we've got to be
planning the next one week afterweek, but it's the best part of
the week.
Winner's win, yes, winner's win.
Good morning everybody.
We have a new guest today.
Forget that Apple cut that partout because we're not live.
I'm excited for our new guest.
Lucy and I have been followingeach other on Facebook, in fact.
I was on one of her podcasts afew months ago about the listing
(00:23):
challenge podcast.
A few months ago about thelisting challenge and coach Lucy
is joining us for the firsttime here on the Be Solution
podcast.
So, lucy, I have a quote foryou and I came up with this
specifically for you thismorning.
Well, it is a quote, you'llknow, but specifically for you,
(00:44):
where there is a will, there isa way.
Yes, and that quote resonatedwith me for you, based on what
I've seen you doing.
You had reached out to me gosh,it was a year or so ago asking
me about what I was doing, andyou know, I saw that you really
(01:09):
cared and you wanted to help andtrain agents.
So welcome today.
Speaker 2 (01:14):
Thank you so much, maria.
It's an honor actually to behere on your podcast.
I know that you are atrailblazer in your industry.
I know that you are atrailblazer in your industry not
only where you are located, butalso as I've seen you in other
rooms with high level playersand high performers and just
getting around the people thatare leading the way at a very,
(01:37):
very high level in our industrynationwide.
So I've been one of thosepeople that I've admired you
from afar and I've always likedwhat I've seen.
You are a go-getter, you are awoman that set a pace and I
enjoyed it.
So, yes, I'm honored to be hereon your podcast because I know
(01:58):
that you are a woman that manypeople watch and has a lot of
influence in the industrynationwide.
Speaker 1 (02:06):
Well, I'm excited to talk with you today because
you're doing some great thingsin your market and we were just
talking about your school,Productivity School, which you
have Winter Wednesdays.
I love it.
I may rip off and duplicateWinter Wednesdays.
Speaker 2 (02:24):
Let's do it.
Let's take winter Wednesday toyour city, philadelphia.
Yes, philadelphia, the winner'sWednesday.
Speaker 1 (02:33):
Winner's Wednesday, yes, so let's tell everybody
what winner's Wednesday is andhow you got this started and
what it is.
Speaker 2 (02:43):
So let's go back to your quote.
I think that it is a resonatingquote with my heart and soul
because it literally is thestory of my life.
The story of my life has justbeen pure, unadulterated,
relentless, non-excuses will.
(03:03):
And I remember that quote makesme recall my first broker when
I got into real estate in theyear 2000.
And he said you know, I justsaw that you had the will.
And he even told me write thison a piece of paper, put it in
your office.
You know, be willing.
That's all you need, lucy.
(03:24):
Be willing.
And he said and that's all youragents need.
Look for agents that arewilling.
And literally after the marketcrash in 2008, which is when he
gave me that wisdom nugget, Iwrote it on the wall, I shared
it with my agents.
I said we just got to bewilling, because we don't always
have the answers to what wewant to do and we don't always
have the answers to our problemsor our challenges.
(03:47):
Why is this taking so long?
Why isn't this working out?
Why did this agent, who seemedlike they had it all put
together and was going to belike a racehorse, turn out to be
someone that just threw in thetowel?
Why this.
Things just don't make sensemany times, and that's when you
know I've learned I have to goback to my will, because where
(04:08):
there's a will, there's a way,and it's just my job to find it.
So that is basically the storyof my life and that's how the
Academy got started back in theyear 2020.
And that's why it's still upand running.
Speaker 1 (04:24):
Pure will.
That's why I picked that foryou.
This lady's scrappy, she'sgritty she's.
She's going to do whatever ittakes.
So where there's a will,there's a way, and it's true in
this environment, it's going totake a lot of will, a lot of
will, to make things happen.
(04:44):
And guess what?
Everybody gets to decide forthemselves, absolutely.
Speaker 2 (04:52):
See, I think that will, and I love that we're
talking about will, becausehere's what I want your audience
and everyone that's going towatch this, wherever they're
watching, from right.
Will is a gift.
I mean, the only thing thatseparates us from any other
creature or creation on theplanet is we have a gift called
(05:17):
free will, and everyone has it.
So we get to do what we want,if we want, how we want, for as
long as and nobody, I mean thinkabout it.
It's also the worst weapon thatwe use so often against
ourselves because we don't knowhow to harness that free will.
(05:39):
There's many Wednesdays there'sbeen many Wednesdays since
January 15th when I said youknow what that's it?
We're taking this to anotherlevel.
You know, I come from doing alot of events.
I've sat in many boards.
I've always been.
I've always enjoyed being afrontline leader.
I call it a frontline leader.
You know those people that arejust leading the way, like when
(06:07):
you look at a race with horses.
Right, I mean there's alwaysthat one that's leading the way.
Then another one comes up.
I mean there's always thatopportunity to be a frontline
leader.
So I said, okay, we've beendoing a lot of events.
I've been in front of themarket.
You know, I learned somethingfrom John Maxwell about
leadership and you know,leadership is not really the
amount of zeros you have in yourbank account right To the right
(06:30):
of any given number.
Yes, leadership is really theinfluence that you have wherever
it is that you are placed.
So to have influence, you needpeople and to influence people.
You need people and toinfluence people you must give.
And I remember Floyd Wickmanwhen I took his training back in
the day.
You know our dear Floyd Wickman, who would call me even in.
(06:55):
You know, I think the last timeI spoke with him was in 2022,
maybe 2021.
And he would always say youknow, his slogan was get by
giving.
You know he had his core valuesand one of his core values was
get by giving.
And I'm like that's me I liketo get, but I like to give first
.
So will going back to that, togive, we all have it.
(07:18):
We get to do whatever we wantwith it.
Speaker 1 (07:21):
We get to do whatever we want, and it is about being
in contribution.
What is your winter Wednesdaysis about being contribution with
the community, inviting otheragents to your company inviting
actually which is fantasticOther business people.
A lot of business for anybody,but he wants to smile and dial
(07:43):
business development.
Let's make calls together.
Speaker 2 (07:54):
Yes, anybody, anybody that wants to come and be
mentored for one hard core hourand a half, nonstop, full fire,
full power, full action, fullimpact.
Those are my performance, thoseare my KPIs, like I have my own
KPIs.
So, winners Wednesday, and it'sa productivity bootcamp and I
tell people this is not a class,this is not a workshop, this is
not a seminar, this is not anetworking, this is not a
(08:17):
breakfast meeting.
This is a bootcamp.
You're here to get out of yourway, you're here to go to that
next level.
So, yeah, for an hour and ahalf, we start at 10.
And it's very interactive.
I mean, anybody can go on myInstagram and you'll see it.
It's like it's crazy and I,many times I'm going to have a
(08:40):
little bit of transparency here,maria, if you'll allow me Many
times I feel like a fool, like,oh my God, that was so corny.
But you know what?
It moves the people, it movesthe room.
So I say, well, this is notabout me.
So whatever it takes, whateverit takes to move these people
out of their way, and theresults oh my God, the results
(09:06):
that are coming in areundeniable.
Like people saying you know,lucy, I got a text from one of
the attendees, one of the guestson April 29th.
She says I don't know what to do.
She's a realtor.
I don't know what to do.
I represent a developer.
I've got a whole bunch oflistings that are not moving and
(09:28):
, you know, I'm afraid they'regoing to take them away from me
because this is what they hiredme to do sell these properties.
Could you help me?
And I said yes, I will help you.
And here's the first thing Ineed you to do Just show up
every Wednesday.
You to do just show up everyWednesday.
(09:49):
By June, by the first Wednesdayof June, we were getting ready
because I had very curated, I'vedeveloped a very, you know,
integrating atmosphere.
Like this is not you walk inand you're gonna go stand in a
corner.
No, no, I connect people beforewe start.
So we were there in the mix andmingle part 30 minutes of mix
and mingle.
Like you will introduce you tosomebody else.
(10:11):
Like I am there connecting you.
Hey, listen, meet so-and-so,hey, so-and-so meet.
You know this person.
And I said tell me about you,what's been happening.
She goes Lucy, since I've beencoming, something happened
inside of me.
I've been thinking about thingsI never thought of.
I've dared to do things I neverdared to do.
(10:31):
She says, since I first cameand I text you that time that I
was going through trouble.
This was six weeks later.
She says I've closed threetransactions.
Yesterday I introduced her toone of my premier partners, a
title company, who, of coursewhat a title companies want?
They want to be in front ofrealtors, they want to be all
(10:54):
eyeballs on me is what I call it.
Like we need all eyeballs on us, like I don't care who's doing,
whatever they're doing.
I don't compare myself, I justwatch, I admire, I take whatever
you know can serve me.
I congratulate them.
Like I get happy when I seeother people win, like I
(11:15):
genuinely get happy, like Ismile as I watch.
Even when I see you doingthings, I smile.
It makes me happy.
But then I'm going to goimplement.
So yesterday I introduced herto our premier partner, who
wants all my balls on them, andI said tell him what has
happened since April 20, 29th.
(11:36):
She says well, lucy, I've nowclosed six transactions, so you
can't make this up.
You can't make this up.
Speaker 1 (11:44):
And that's what this one thing is about it's all
about.
Look, I mean, I say this, I'mlike I'm old school, Mike Ferry,
yes so, but I'm old school,even older than that, and I
don't know if you know this,Lucy, but I was in radio
advertising sales.
So I sold air for 11 years, ohwow.
(12:07):
And I started when I was 23years old and I've been in real
estate for 21,.
So 32 years in sales.
So the cadence is really simple.
Right, we have people to call?
Yes, Okay, we have our list,it's in our case, it's in
follow-ups.
So you ever see a room.
(12:36):
The cadence is dials,connections, conversations,
appointment set for a bookedlisting appointment or a booked
buyer consult, A contractassigned, an offer is negotiated
and cha-ching, you get paid,Right, and that is the cycle.
But our cycle is 20conversations every single day
and if you do them it works 20conversations, and I could tell
you exactly how long it takes.
(12:57):
For me, 20 conversations is.
For me it's two and a halfhours of talk time, 60 dials on
average, and takes three and ahalf hours to do it.
Do you dial, do you dialer oryou dial?
No brain follow up.
So I just hit the little buttonOkay.
So like five recruitingappointments the other day in an
(13:20):
hour, people that are just gottheir licenses so coming to.
I have a thing that's called aday in the hour.
People that are just got theirlicenses they're coming to.
I have a thing it's called aday in the life of a realtor.
Anyway, I love that I say if youhave eight or more pendings,
it's 10 conversations a day.
If you have less than eight,it's 20.
(13:41):
Right, if you have none, it's40.
It's whatever it takes.
It's whatever it takes.
Those 20 should be able to giveyou two transactions a month.
The average agent that's newlybuilding their list should, in a
database and there's so manypeople we could call.
Speaker 2 (14:03):
We could call anybody , anybody, we could call anybody
.
So what you just described asyour as the cadence right, the
it is.
I mean nobody can reinvent thatcycle.
I mean that is the ever lasting, forever in a day, till the end
of the world cycle.
There's no other way to build abusiness right right.
Speaker 1 (14:25):
One other way Get your own personal robot to make
the calls, not with AI.
Well, there's going to berobots soon.
I do want one.
Yeah, and that's good.
Speaker 2 (14:36):
But you know what I digress?
Speaker 1 (14:39):
I'm with all seriousness.
This is the cadence, yes, andand and.
It's like if you talked aboutand you asked them okay, well,
why are you in this?
What are you doing this for?
I want to buy a house, I wantto buy a beach house.
I want to do this, okay.
So I would say how's it comingalong with getting that beach
(15:01):
house in maryland?
If you don't make no doubt, Idon't need to say If you don't
make no dials, I don't need tosay if you don't make no dials,
you get new beach house.
Right, how about paying?
Just paying?
You know what, lucy, you'vebeen in the business for how
many years now?
20?
, 25.
, 25.
Okay, I know, it was a couplemore years than me.
What is the biggest thingyou've seen?
Why real estate agents fail?
Speaker 2 (15:22):
The number one reason if I had to define the number
one is their mindset.
Their mind just gets in the way.
I mean, everything begins inour mind and then they just
don't treat it like a real job.
So the mindset makes them thinkthat real estate is not a real
(15:42):
job, it's not a real business.
I mean, could you imaginesomebody opening up a subway and
just showing up every now andthen or whenever they feel like
it, or making a sub wheneverthey feel like it, or buying
inventory whenever they feellike it?
And I see it day in and day out.
I've seen it for listen,everybody that got into real
estate when I got into realestate, they're not around.
Like I can't say.
(16:04):
There's one person that startedwith me back in 2000.
That's still around.
It takes grit, it takesrelentlessness, it takes passion
, and passion is not the fuzzy,wuzzy, fluffy make good.
Speaker 1 (16:17):
Passion is sacrifice and suffering, just like the
passion of.
Speaker 2 (16:21):
Christ, yes, yeah, yes.
To me it's the mindset.
But if you bring it down to adaily activity, they don't treat
it like a job.
They don't treat it like a real.
They will do more for someonethat pays them an hourly than
they do for their own future.
Speaker 1 (16:43):
Yeah, I think also the lack of discipline.
I posted something.
We use Slack in our company tocommunicate and I post a lot of
things in there and I do a lotof stuff.
But I said, you know people getinto real estate for freedom.
Freedom isn't given Freedom'searned.
(17:08):
You hear, I want the freedom tocontrol my schedule.
You hear it constantly.
But here's what nobody will sayis that real freedom comes from
after you have establishedrelationships, you're proven in
the market, you have clients andthe first few years requires
even now, 21 years, stillrequires discipline.
Speaker 2 (17:30):
Of course, look at me , look at, look at.
I mean 25 years later, becauseI'm not done, I'll never be done
.
You know, there's alwaysanother level.
I said, ok, how do I get?
Speaker 1 (17:42):
always another level and in that level is another
devil.
Speaker 2 (17:46):
Yes, that's true, because we have to outperform
ourselves.
You know, forget about whatanybody else is doing, it's we
must outperform ourselves.
So discipline, right?
Yes, again, the mindset, themindset of discipline.
What does that look like?
What does a disciplined personact like from the moment they
open their eyes and come out ofunconsciousness, right?
(18:09):
So I've been going 24 weekswith Winners Wednesday
Productivity Bootcamp.
Do you think?
Every Wednesday I want to goand, you know, exert myself and,
just, you know, be in a roomjust building up this atmosphere
of activation.
That's what happens in thisroom.
(18:30):
It is very intentional what Ido.
It's like I got to activatethese people.
You know, I've got to shifttheir mindset.
I've got to give them, you know, tool sets and skill sets.
And you were talking about thecadence I developed back in 2018
.
When I'm like, oh my Lord, I'vegot like 65 agents and most of
(18:55):
them are not producing, how do Iget these people to?
And we were paying for leadsand you know that's not cheap.
So I said, how do I get thesepeople to become better lead
converters?
So I came up with my own.
Don't ask me how, where I'mlike, I'm going to come up with
a formula.
So I came up with the four c'sof lead conversion.
That's what I called it back in2018 the four c's of lead
(19:18):
conversion and I just startedlike drilling them.
On the four c's, the number oneis connection, number two is
conversation, number three iscare, and then you close.
I'm like you guys are doing itbackwards.
You're closing without you knowconnecting with someone, and so
guess what I teach now the fourC's 24 weeks later, the four
(19:43):
C's certainly is what it's about.
Speaker 1 (19:45):
Yeah, you know.
And what's interesting, lucy,is that people will ask me all
the time like because I can booka lot of appointments more than
like if you're calling 20people, you should be able to
book two appointments.
Okay, like I probably bookedlike eight appointments are like
how do you book so manyappointments?
(20:06):
You know what?
Because people the main thingcare about is themselves and
their family, and I care aboutthem and their family and when
you build that plate line ofpeople, people are actually
excited to talk to you becausethey know you care, because you
demonstrated it in your actions.
Speaker 2 (20:25):
Yes.
Speaker 1 (20:26):
And that's why, already they will kill you.
So we'll go through the four.
C's again, it's connections,conversations, care and then
close, yeah.
Speaker 2 (20:42):
Close in that order.
So sometimes it's going to takelonger for you.
So what is connect?
And you know what?
Twenty four weeks later, 24weeks later, 24 winners,
wednesdays later, I've onlytaught on the first scene, which
is connect.
Because Sometimes, when, when,when anybody's lead right,
(21:05):
because I focus on businessdevelopment as well, because I
said, okay, do I just want tohave an academy or do I want to
have the academy, like the placewhere people go to learn how to
make money?
Because I remember how much ithurt when I didn't know how to
make money in real estate.
I remember, you know, the painand suffering of showing up at
(21:27):
home week after week.
I went like eight monthswithout making a paycheck.
I mean that hurts.
It hurts your mind, it hurtsyour heart, it hurts your bank,
it hurts everything.
That's why the Academy is notjust for getting your license,
it's for agent productivity andbusiness development.
Because I said, if I can getagents to think like business
(21:48):
owners, they're going to makemoney Right.
So 24 weeks later, we're onlyon the first C, and that one,
that one concept, is what gotthis agent to close six
transactions already.
Just that one.
Speaker 1 (22:05):
Amazing.
What did they do differently?
I asked her that.
Speaker 2 (22:09):
I said so tell me what it was about the C?
She said I never realized Ineeded to find a way to connect
with more people.
She said I hadn't thought ofthat.
Like, okay, my job is toconnect with more people.
So guess what she did?
She started calling more people.
She started doing more reels,she started doing everything
(22:29):
that her mind told her.
Now that it had been activated,you must connect with more
people.
Because I dissect, I go deepwith okay, how do you connect?
Where do you connect?
What does it look like?
How do you know when you'veconnected right, how do you know
when you've connected with theperson?
It's not about you.
You know what are the signs.
So you just said I just, I justsaid something just clicked.
(22:52):
So I've just been connectingwith more people.
She started doing more openhouses to connect with more
people.
She started reaching out, shestarted following, she just
focused on connecting.
And here she is, 24 weeks laterthat I've been doing this.
She's been with me for sixweeks, eight weeks actually.
As of today, six transactionsclosed.
(23:15):
She had gone since januarywithout closing a deal.
So it's working it's working.
Speaker 1 (23:22):
Success shows success success.
Speaker 2 (23:25):
It's more fun to be around successful people
Yesterday at Winners Wednesdayor at our last Winners Wednesday
, better yet, at our lastWinners Wednesday I was telling
the room because it's become amentorship, it's become an
atmosphere of mentorship, right?
So what is mentorship?
The how to this is how you doit.
(23:45):
Everybody knows what to do.
It's they're just not.
I said stop havingconversations with broke people.
Broke people only talk abouttwo things and don't forget this
, it's the two P's that brokepeople conversations is other
people and problems.
That's the only thing.
(24:05):
Broke people talk about otherpeople and problems.
And the room was like, oh, whenthey left they were like I'm
not talking to broke peopleanymore.
Speaker 1 (24:14):
That's funny, but it's true.
You can decide who you workwith and what happens if you
talk to enough people.
You can decide what businessyou're willing to do and not.
Speaker 2 (24:26):
Yes, that is freedom.
That is freedom.
People have not understood theconcept of freedom.
They're focused on the word,the word's in the dictionary.
That's when we were in school.
How do you spell freedom?
Right, that was for ourspelling class.
The concept of freedom issomething we build.
(24:48):
We build freedom.
We build it by doing the work sowe have the freedom to choose
what 60 hours we're going towork when we're building our
freedom.
We have the freedom to choosewhat days we're going to work 15
hour days so we can take, youknow, a midday off, a midday
(25:10):
week or off.
Rather, we have the freedom todecide when we are going to work
, monday to Monday until we seebreakthrough.
That's my freedom.
I know where I'm going.
I have no doubt.
I know where this is going totake me, that.
Speaker 1 (25:29):
That, that it happens , because every thought, every
idea starts with a thought.
Thoughts become things.
Yep, oh, I had a thought.
I want to start this program.
Oh, how do I do that?
I have another.
Okay, I want to recruit andretain chairing agents and coach
(25:52):
agents.
It doesn't just happen byhappenstance, once in a blue
moon maybe, but generallyspeaking, we develop the thought
and you could develop goodthoughts or bad thoughts, you,
you get to choose them, and thebiggest thing is get the
feelings out of the way.
Speaker 2 (26:10):
Yes.
Speaker 1 (26:11):
So it's all about the good thoughts.
It's all about how do I makethe connection?
Somebody said the other dayLucy, they said I'm not, I want
to go to the next level.
I said I understand, I get it.
I said who do you have tobecome and to go to the next
level?
(26:31):
What personal development,interpersonal work do you need
to do to go to the next level?
Number one way to grow anybusiness is through personal
development, absolute, 100%,radical accountability, and I
wrote a book on this called Bethe Solution, and it's about
(26:53):
radical awareness and reallytaking ownership of your life.
And that is what the Be theSolution podcast and the
movement Lucy is about, which iswhy I invited you, because I
saw you doing this program andyou took.
You said there's a problem hereI have a solution, right?
(27:15):
I mean, you're not the firstperson in the world to do a
productivity boot camp, butyou're doing it in your market,
bringing people together, andyou're Lucy, so there's no other
Lucys, so nobody else can do itlike Lucy.
No, it doesn't matter.
Mike Barry did the productivityboot camps.
I went to them at San Diego orwherever the heck.
It was Vegas, okay, that was along time ago.
(27:39):
Most people want to get into aroom A lot of times.
They want to feel good, theywant to pat on the back.
Problem with that is or theywant the information.
None of that's work.
And at the end of the day, whenyou put the work in day in, day
out, consistency time, which isthe compound effect, value of
(28:02):
consistency over time, is whatworks.
Yes, works in reverse.
Like if you want to lose weight, I'm on day what's today, 26.
So, two and a half weeks in, Iweighed myself last night and it
was like 10 o'clock and I justate dinner.
I still weighed myself, but Ilost six pounds.
(28:24):
So I hadn't weighed myself.
So I lost six pounds two and ahalf weeks.
But it's that's the compound ofin reverse Doing the actions
every day.
Now the week goes by by doingthe actions.
Every day, more agents come inour company, more sellers, more
(28:46):
buyers, more whatever.
Yeah, it's the inspiration thatyou bring to the table, the
people and all be broughttogether.
We're better together.
We're the excuses and the can.
The have to have.
You have to have, they have to.
People need to drop excuses.
Take ultimate accountability.
As I say, if you're not whereyou're at, if you don't like
(29:08):
where you're at, just go in thebathroom and look in the mirror,
absolutely.
Speaker 2 (29:12):
Where there's a will, there's a way.
Speaker 1 (29:13):
If it's to be, it's go in the bathroom and look in
the mirror.
Absolutely.
Where there's a will, there's away.
If it's to be, it's up to me,yep, and you're leading from the
front with a beautiful smile,beautiful face, coach Lucy.
Thank you, Coach Lucy isbringing it.
Speaker 2 (29:29):
Yes, we can take the productivity bootcamp anywhere.
I mean, who knows?
My thought now, Maria is.
So where will this be threeyears from now?
Because I'm serious, I'm notstopping See this.
Wow, I know where I would be.
So that's why now thedetermination has been made and
(30:01):
that's all it takes is adecision, and then daily, daily,
daily work, daily work, dailywork, nonstop.
It takes a decision.
Speaker 1 (30:11):
It takes the work and effort.
One thing that I think aboutoften is the meeting that you
don't want to take.
And that meeting that you don'twant to take is when you're
dead or almost dead and you meetthe person you could have
become, you could have been, youdid the work and took the risk,
(30:32):
and there's a version of youbecause there's.
You know we make decisions inlife yeah and they take us to a
path.
But who could you have been hadyou taken the effort and um
sacrifice and let fear go?
You know, I think there'ssomething about and I've been
(30:54):
reading you can't have fear ifyou believe in God.
So whatever your God is, I'mjust saying this is my God.
Whoever's God?
People have different gods,that's fine.
But if you believe and youtrust yourself, fear is just
walking through it, becauseeverything we want is on the
(31:14):
other side of beinguncomfortable.
Speaker 2 (31:16):
Yes, I was having that conversation yesterday with
my assistant and two otherladies that came to the
productivity boot camp and Isaid the truth of the matter is
that we're either going to getyou know, we're either going to
reach our deathbed or, in mybelief, we're going to go in the
(31:39):
rapture.
One of the two, there's onlytwo ways.
But we're not going to be hereforever.
I said nobody gets out alive,right?
I said I want to show up empty.
I don't want to show up andhave my God show me what I could
have, would have accomplished.
Like I don't want that, like Ican already.
(32:00):
I think that I haven't done.
You know, I don't want to waittill the end.
And I said you know, in life,life is so that if we don't take
the opportunity, life will giveit to somebody else.
And my assistant was like oh,you really think that?
I said no, I know that.
I know If God gives aninspiration, it's because you
(32:21):
can do it.
If you don't carry it out, theinspirations go to somebody else
.
But whatever is meant to be isgoing to happen.
You just get to decide if youharness the opportunity.
I said because that's how lifeis.
Life is an equal opportunitygiver, and we're those that get
in the way.
So I decided to be the solution.
(32:44):
What's the number one problemin real estate?
Lack of productivity, lack ofclosing, lack of money making
activity every single day.
So I said, ok, I know how to dothat of money-making activity
every single day.
So I said, okay, I know how todo that, let me be the solution,
let me be the one, let me bethe one that is doing it every
week, even if I'm not the onlyone doing it.
I'm gonna be the only one doingit every week and so far I am.
Speaker 1 (33:05):
Well, we're gonna join you in that and, lucy, it's
been great having you on.
I to again.
We'll get together at the endof the year because I want to
see what a full or in January, Iwant to see what a full year of
productivity camp boot camp hasbeen like for you and your
organization and the people thatare surrounded by you.
Speaker 2 (33:26):
I will be happy to report the results, and then
I'll be happy to lead others intheir own path towards a
winner's Wednesday.
Speaker 1 (33:35):
It's the best part of the week.
Speaker 2 (33:37):
It's the best part of the week.
It's a lot of work because weend one and we've got to be
planning the next one week afterweek, but it's the best part of
the week.
Winner's win, yes, winner's win.
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