Episode 77 - The Power of Purposeful Actions

Do you ever feel overwhelmed by the never-ending list of commitments and tasks in your daily life? Discover how tracking your commitments and taking massive action can lead to business success in this episode, where I share my experience working with Steve Moore on the More Tracking Guide. Learn how to stay accountable and motivated in your business endeavors, starting with small steps and purposeful actions.

Let's talk about the importance of finding your "why" and how it can drive you to take action towards your goals. I share my insights on head, heart, and hunger, and how understanding these concepts can help you stay on track with your life's purpose. From setting small rewards for yourself to the old Chinese proverb "Eat that Frog," we'll discuss strategies to overcome reluctancy and laziness in our daily lives.

Lastly, we delve into the significance of commitment and integrity in business. I discuss the power of taking action in 90-day cycles and how it can vastly impact your success. So, tune in to this episode packed with valuable insights, tips, and techniques to conquer your goals and make the most out of the time you have. Don't miss out on unlocking your full potential!

If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"

Episode Transcript

Speaker 1 (00:02):
You're listening to the number one live Colin
podcast for real estate agentsand professionals all around the
world.
World-class gas breaking newsand you with your host, johnny,
awesome and Jimmy fantastic.
You are on free for all Friday.

Speaker 2 (00:30):
It is, i, johnny, awesome.
If anybody is anywhere near ora round Jimmy, fantastic.
Or if you happen to know whathis room number is, if you could
knock on his door and remindhim that the show started at
seven, that would be fantasticin itself.

(00:52):
Jimmy, of course, is out rightnow.
He is currently he was one ofthe speakers at the event that
just happened through XP veryexcited that we were able to
push him that way.
Thank you for everybody thatvoted for him.
I know it was a big honor forhim to be able to do that and
jump on stage and speak and talkand, man, he really shared his

(01:16):
excitement with us when he wasable to get through.
I know that he probably washaving a lot of fun last night
and again out in Florida,probably doesn't know what time
it is.
If you happen to be out at thatevent right now and you are
somewhere near his room, maybejust knock on the door.

(01:37):
Ignore the sign that says donot disturb, good morning.
Anyway, we are going to have agreat conversation today.
I was prepared just in case andif Jimmy jumps on then we will
jump into the topic that hetalked about.
The line is open and I wouldlove the opportunity to test
this again today, since I am atthe home studio.

(01:59):
It should work a little bitbetter.
And also, if you could let meknow because we have the line
configured in if there is anytype of echo or weird noise
coming through.
That would be super, supergreat If you guys give me a
thumbs up or shoot me a commenton the Facebook page and let me
know.
That would be well, as Jimmywould say super fantastic.

(02:20):
So, good morning, it is Friday.
You are on free for all Friday.
3-1-3-6-4-4.
All is the number.
I am really bad at phone math,so Jimmy usually handles that
part.
But you know, this week I havehad a lot of opportunity to talk
with a lot of agents, some ofthem old not old, i shouldn't
say old some of them seasoned,that have never taken the time

(02:44):
to do some of the fundamentalsAnd I know that you guys hear
this a lot going back andstarting back at the
fundamentals.
But it is super, superimportant to sit down and take
the time to figure out what isit that your day is going to
look like?
How are you going to live thatday?

(03:05):
And I'll tell you one of thethings that I revisited this
week that was a real surprise tome was, even when you say that
you are going to live this day,it is really, really important
that you keep the actual trackof this, and I have seen people
do this in many different waysthroughout the.
Yeah, i don't know, dave, yougot to get down to Florida and

(03:27):
you got to.
Someone has got to knock on hisdoor.
If that would be great if Icould just get a bunch of people
knocking on his door down thereright now, i would love that.
But the thing that's reallyinteresting about setting times

(03:49):
is, if we're not tracking whatit is that we actually said that
we were going to do, it becomesreally easy for us to lose
grasp on what is actuallyhappening, and I've been
coaching and talking about thisstuff forever.
Long time ago I worked with Ihad the pleasure to work with
Steve Moore of the more realestate team, and you know he

(04:13):
actually always wanted topublish a book and we ended up
publishing something called themore tracking guide, which was a
daily tracking guide to showyou exactly what you need to do
every single day walking intothis business.
And yes, sandy, if you couldand it's great to hear from you.
Yeah, give him a call, man.

(04:34):
I got Jimmy's mom on the case.
But it was really interestingbecause, you know, if we set out
a schedule for ourselves but wedon't actually track that, it's
very easy for us to over assumewhat we've done And sometimes
we psych ourselves out.
And for those of you again thatare in real estate or any

(04:57):
business, usually in sales, youknow, rule number one of the 10
commandments is thou shalt notfake thyself out, and I had a
mind boggling experience at thismyself.
You know I also make callsduring the day.
Sometimes I reach out to agentsI might have reached out to
some of you And you know I hadthought that I had time block

(05:18):
this time and that I was on itand I was listening, or I was on
it and I was.
I was focused on my time blockthat I said I was going to do.
I actually called it acommitment block And when we
went to go pull the call recordfor what I had assumed would is
hours, you know, and again, asreal estate agents we have the

(05:39):
incredible ability to, if wewere down here, say that we were
way up here.
I was really surprised to findout that it was like 32 minutes.
I was absolutely flabbergastedand I don't get taken by
surprise very often but Irealized, between all the
interruptions that werehappening, i had this time block

(05:59):
set.
But I have a lot of people thatask a lot of questions or
agents that call through and Ihave a lot of those
interruptions.
And it's interesting to know, assomebody that always coaches,
take the time block and treatthat time block very, you know,
serious.
You know, for me I have what Iwould have considered important
but not urgent.

(06:19):
People were coming up and theywould have different things.
So you're pausing the time, youknow, you're pausing your
dialer, you're talking to them,solving an issue, getting back
on, and when you thought thatyou're doing it for three hours,
it turns out that you weredoing it for 30 minutes.
It was, it was a realeye-opening experience.
So you know, when we're settinggoals and that's one thing when

(06:43):
we say we're going to do a timeblock, we want to actually track
.
You want to actually take itone step further.
So, like I said, jimmy and Iwe've been talking about this
for a really long time makingsure that you're keeping track
of your numbers, making surethat you're you're.
You actually have a plan and agoal for what you're going to be
doing.
But you definitely want to takeit the step further.

(07:04):
And did you actually accomplishthe thing that you said that
you were going to do?
If you said that you were goingto prospect and lead generate
for the two-hour time block andsomething came up, did you move
that time block or did you justnot do it at all?
And a lot of times we findourselves we just don't do it at

(07:28):
all, right, something gets inthe way.
We don't ever bother shiftingthat time block and then we just
end up not doing the thing thatwe need to do.
And in this business, one of themost important things all the
time is what's going into thefoundation, that pyramid of your
business, what's going into thebottom of that and how are you

(07:50):
continuing to refill that?
Because if you don't, yourbusiness isn't going to survive
very long and it's really notgoing to be a very fruitful
business.
It's like planting a tree Thoseroots have to grow in the
bottom before the fruit comesout.
Right?
And yeah, carlos, carlos sayscreative avoidance.
Creative avoidance, man, that's.
That's something.

(08:11):
I'll tell you what you knowwhen you feel like I love what
Grant Cardone says.
He in his book The 10x Rule,grant Cardone says and shout out
to Sandy, because she did thisyesterday And I hope you don't
mind me, well, i'll do it thisway.
There was a different agent,completely different agent
wasn't Sandy at all, and she waslooking for her broker so she

(08:34):
could ask a question, so shecould finally just make this
phone call right?
Grant Cardone in his book The10x Rule says fear not only
tells you what you're supposedto be doing, but it tells you
when you're supposed to be doingit.
So if you're walking aroundtrying to figure out the exact
right thing to say or am I goingto screw this up, or I just

(08:56):
want to make sure that this isright, or I got to finish this
brochure before I actually makethe call, that is absolutely
avoidance, right.
Pull the Band-Aid off andactually just go out and do it.
Do it, then do it there, Andit's interesting because the
longer we go, the bigger themonster gets.

(09:19):
Do you guys know what I'mtalking about?
Like absolutely, you just do itNow.
I have been telling you guys fora long time that I have been on
a search, a quest for whetherthere is a certain personality
type That just can't just do it.

(09:39):
And for the majority of us,especially if you fall into, you
know, the 86% of agents thathave ADHD We've heard that all
of our lives Why can't you justdo it Right?
Why couldn't you just turn yourhomework in?
or you know, get that done, oryou know what you're supposed to
do and You get ready, but youjust don't do it right.

(10:01):
And I am I'm very interested toknow where my life search for
that answer is gonna be.
But I was talking to, i wastalking to a coach the other day
and I said you know, i thinkthat I think that the answer is
still going to be just do it.
As much as that sucks and asmuch as We don't want to always

(10:21):
hear that, i think that that'sgoing to still be the answer.
The question is how do you justdo it?
And so some of you that were onthe, some of you that were
listening to the afterburnerfrom a couple weeks ago I was
talking about you know, how doyou get yourself to do the
things that you need to do inorder to just do it right and

(10:47):
That right?
there is a question that I'vebeen asking myself for the
longest time and, realistically,i does go back to Almost just
making just that, what GrantCardone says, just pushing on
the gas and just going forward,because, at the end of the day,
we have to ask ourselves Why isit that this is something that

(11:08):
we're just not doing?
and and what do I mean by dothe things that Will help me do
the things that I need to do?
so, for those of you and I'llgo ahead and take this time
right now Well, jimmy is eitherwaking up or Somebody's trying
to find him on the top of thehotel, somewhere sleeping on a
mattress with a tiger next tohim.

(11:30):
I'll go ahead and make thisannouncement right at the top of
the show.
For those of you that joined usLast week, i was talking about
this happening.
I'm gonna go ahead and throwthat out there now, and this is
an example of what I was talkingabout.
So one of the things that Johnnyhas realized is that, in order
to truly be awesome, we alsoneed to be healthy, because we

(11:52):
can't live a truly awesome lifeif you're also living unhealthy
and For me and my size is not ahealthy lifestyle It's never
going to allow me to be trulyawesome on a daily basis,
because there's limitations tobeing As large as I am right.
So I had made this.
I had.
I had given a sneak previewlast week to those of you that

(12:16):
Were on the the afterburner, andthis is this is what I'm
talking about, so I have delayeddoing this.
The one thing that I know thatI can do that will force me into
doing the thing that I need todo is Social accountability.
The last time that I lostmassive amount of weight was

(12:38):
four years ago or so, and I lost118 pounds, and I did that.
Mostly, it was took me about ayear, just over a year, because
the gym that I was at made ussocially accountable.
They made us log every singleday, five days out of the week.
We had to go on and tag themand Talk about the workout that

(13:01):
day or whatever right.
It was that socialaccountability that kept me
actually going, because after awhile, people were constantly
checking in, they were askingHow things were going, they were
so on and so forth.
I have known for the longesttime that if I were to come out
and publicly make thatannouncement That I was going to

(13:23):
go after this goal again, thatI would.
I would more than likely hit it.
And then, when we had JustinFord on the show, when he was on
the podcast, he had talkedabout taking it to another level
, so that you can almost ensureand sure your success.
And what he did is he tooksomething that was very

(13:45):
Something that he would never doin a million years, and for him
that would be donating toPlanned Parenthood, and he made
an announcement that if hedoesn't post a certain amount of
time and and I can't rememberWhat his story on that is that
he was going to make that alarge donation to them.
And not only did he make that apublic thing, but he also has

(14:09):
that fear factor, accountabilityas well.
So, for the longest time, andGoing back to doing the things,
i know That that action andmaking that announcement and
starting that line of thatcourse would absolutely Help me
go where I need to go.
The question is, why don't youjust do it right?

(14:32):
and So last week I finally didmake the announcement.
I should have done this a yearago and And, like I said, this
is one of the things that Irealized I have to do in order
to do the thing that I need todo.
So, that being said, rippingthe Band-Aid off, that is what
I'm doing.
The exact same thing five daysout of the week, and you guys

(14:55):
can hold me accountable.
Join me on my personal Facebookpage or at the Johnny awesome
on social media, and I'mdefinitely gonna throw start
throwing some coaching stuff inthere, but you're gonna start
seeing a lot of me either in thegym, exercising or whatever,
five days out of the week.
If I do not hit that right, i'mgoing to donate a thousand
dollars to a particularorganization.

(15:17):
you can go back and watch thethe The the show last week to
hear about all of that, but asit is an organization I
absolutely would never donate toAnd there's a lot of reasoning
behind that, and those of youthat know me personally, you'll
know why that is.
So that's ripping the Band-Aidoff.
That's taking action.

(15:37):
For those of you that have everbeen to Tony Robbins, or those
of you that saw Tony Robbinslive when he was here at UWM
live, he talks about that right,you got to take massive action.
What is it that you're going todo to make yourself do the
things that you need to do?
and sometimes we sit and we getstuck in the I Don't know why I

(15:58):
can't just do things and weneed to take a step back and say
what would make us do thatthing then right, and Sometimes
it's outside coaching, sometimesIt's just listening to
different people and picking upan idea that the thing from
Justin Ford is a life-changerfor me because It's another
bullet in the gun to make surethat I'm on the treadmill right

(16:21):
Or or whatever.
So you really you know it goesback to taking the time to just
sit down and focus on thebusiness.
Jimmy and I were talking lastweek and We're talking about how
most people are working intheir business, but they're not
taking any time to work on theirbusiness.
They don't really know wherethey're going.

(16:42):
They're living the business bydefault, they're flying by the
seat of their pants, they don'thave a start, they don't have an
end time, they don't even havereally a business structure and
For some people, high D'sthere's a certain percentage of
them, about 1%.
That's fine.
You have that drive, you can dothat.
You can work 140 hours a week.

(17:02):
For the rest of us, we look upto those people and we can't do
that and sometimes we compareourselves to those people, which
is the worst beat, and then wefeel like we're not living up to
is it our potential?
No, we feel like we're notliving up to that person in The
book.
Start with why Simon cynic makesa very great statement.

(17:22):
He says instead of trying to besomebody else and be like them,
just be the best you you can be.
But you can't be the best youyou can be if you don't sit down
and actually figure out Who isthe best you you can be.
And so sometimes, like I said,just sitting down and taking the

(17:42):
time to ask yourself somereally great questions in In my
NLP certification I'm almostdone wrapping that up for the
year One of the things that theyteach is not to ask the why
questions anymore, but start toask the how question.
Changing how you even askyourself questions will change

(18:04):
the results and what you'recurrently getting, not only in
your business But in your life,and that's really important.
Let me answer this tellingyourself It's okay to get
uncomfortable, to becomecomfortable as hard, but it's
harder on your business when youdon't do it Absolutely.
I.
I'm having a shirt made rightnow that says have awkward
conversations.

(18:25):
Randy loves that love that idea.
Um, i, and I think that'sexactly one of the things that
we need to do.
It's it's interesting becausewe live in a we live in a
society now where, like, wedon't want to have those
conversations and We don't wantto be uncomfortable Even when we
need to, even when it comes tolike, how many times have you

(18:45):
guys come across the listing?
and it was Insanely overpriced.
And we know exactly why thathappened.
Right, because an agent went inthere, the seller ran over them
, the seller didn't, you know,most of the time I'm not saying
all the time but the sellerdidn't actually respect the
professional opinion of the, therealtor, and Because of that,

(19:06):
they ended up at some asininehigh price, which is great for
those of you that are good, youknow, expired warriors But it
doesn't make the agent look good, doesn't make us look good,
because nobody had thatconversation.
Sometimes we really need to justbe real with our people.
Same thing with buyers.
The amount of stories that I'mhearing from agents right now
that are like my buyer, you know, in this market They have to

(19:28):
have, like the grass has to be acertain shade of blue or else
they're not gonna buy the house.
Okay.
So we need to have a realisticconversation with the buyer, and
you know what?
we probably need to have arealistic Conversation with
ourselves and we need to askourselves Do we actually have a
client here that we should bespending time with, or Should we
?
would we be better spending ourtime doing other things?

(19:50):
and it requires having, youknow, those uncomfortable
Conversations, thoseuncomfortable moments.
But it's just like buildingmuscle and now that, now that,
now that I've got a gymmembership And everything ready,
i feel like I'm quietly starttalking about some of the
healthy stuff.
Right, you know, you can't.
You can't build a musclewithout first tearing it down.
There's gonna be pain anduncomfortable, right, you're

(20:11):
gonna.
It's gonna feel, you're gonnafeel it.
Right, it's gonna beuncomfortable, but that's what's
gonna build that up and that'swhat we have to do for our
businesses.
We have to be Uncomfortableenough in order to help our
business grow.
Now, that doesn't mean It can,but for some of us that doesn't

(20:34):
mean Like you're pushingyourself all the way to like to
your snapping point where you'rejust gonna give up and not do
this anymore.
I think that that's a mistakethat some agents make.
I remember back when KellerWilliams used to do the KPI.
If any guys have been to that,i think it was the KPI, the
personality thing that KW didThey.

(20:55):
They made you take this, thispersonality test, and then they
had they had like a team analyzeit and Then after a three-day
period of time, you would sitdown with somebody that was an
expert and they would actuallyask you questions So that they
could see how well the testlined up with it.
So if you ever did it the rightway, that was the way it was

(21:16):
supposed to be done.
And I remember sitting downafter they did mine and I
remember them giving me anexample of a rubber band and
they said now mine was a littlebit different, but they said
most people.
I like to show them their report, i like to talk to them about
it and I like to just I have arubber band as an example and

(21:37):
What I do is I stretch thatrubber band out to show people
that you can only stretchyourself so far.
Yes, you can stretch it prettyfar, far enough to where you
become uncomfortable.
But if you stretch it a littlebit further, that thing will
snap right, and I think this isone of the reasons why we see a
lot of people give up in thisbusiness, and You know, jimmy

(21:58):
and I talked about this andagain, you know our views and
beliefs and blah, blah, blah,blah blah Don't necessarily the
fact with everybody.
I think you do have to getuncomfortable.
I agree with teams that even ifyou think you're not going to
ever be an ISA dialer, you'renot going to do it that way.
I think it's good for you tostill get on the phones to push
past the fear and Know that youcan do that.

(22:19):
However, i think that we lose alot of people and that there's
teams that have lost a lot ofreally good people because they
believed in the ISA only modeland They tried shoving that
circle into a square peg andkept hammering it on top of the
head Until that person just leftor gave up.
I I actually know somebodypersonally that came from a team

(22:44):
that was you know you're,you're basically always on the
phone.
Only If you're not anappointment you're on the phone.
And this gentleman.
He had a contract job, heworked for the government, he
moved to Michigan, he wasgetting out of whatever that job
was and he had the The abilityto go to these meetings and

(23:06):
Lansing because he could mix andmingle with these people.
He left one team, came over to,came over to our team, a team
that I was working with at thetime, and the first deal that he
did was for like 1.3 milliondollars Because he realized that
his marketing, his niche, wasto show up to these meetings
with these officials And he wasreally good at it and he could

(23:28):
mix and mingle with them.
And then he just slowly becamethe, the, the agent for All the
officials and I don't know thegovernment people that come here
to Michigan.
And then it started to span outand now he has a huge business
Because he went and did that.
Now again, i think it was goodthat he started on the phones
and I think that you need to geta little uncomfortable.

(23:50):
But as leaders, if you have ateam, i think knowing where that
rubber band is at and if youhave good talent, figuring out
how to use that talent to theirbest ability is is really Don't
let them snap their rubber band,i guess is what I'm saying.
Uh, and I know it's a lot of.
It seems like there's a lot ofback and forth because there

(24:13):
really is a fine line.
There's a fine line between Areyou willing to get
uncomfortable enough becausesuccess is just on the other
side of that uncomfortability,or is that uncomfortability so
uncomfortable that you're gonnaend up giving up and leaving?
And then people will have theargument and you guys tell me if
they, if they leave becausesomebody was forcing them to do

(24:35):
one aspect, somebody out thereis going to say, well then this
isn't a business for them.
And maybe that's true, maybethat's not.
I've always said that you know,when you look at those tests
That are looking for the averageperson, you know if you,
especially if you're looking atthe kpi or anything like that Um
or kpa, uh, you know thataverage is in the middle because

(24:55):
you have people that areoutliers.
Yes, you have a lot of peoplethat aren't good, but you're
also missing out on the peoplethat are extraordinary, and if
you don't ever give theextraordinary an opportunity to
be extraordinary, you could bemissing out on one of the
biggest, you know, one of thebiggest influences on your team
and or you, you know you'redoing like I said You're doing

(25:16):
them a disservice because theygo and do something else And
they could have been absolutelygreat in this business.
So that's just that's, that'smy two cents on that, not to go
off on a on a real big tangent,but, um, i think that it's it's
super important.
And, going back to us, you knowit's super important that we
take the time, like I said to um.

(25:39):
Thanks, thanks, sandy.
I appreciate that.
I'm telling you he.
He's out.
Um, also, now that there's a lotmore of you guys watching, the
numbers should be up and running.
So if anybody wanted to givethat a chance, i'd love to know
if we can make this work fromthe home office instead of what
we've been trying to do.

(25:59):
Uh, and that the three, one,three, six, four, four, four,
all that would be super great.
But, um, but yeah, so where,where is it that your rubber
band can expand to, and are youwilling to expand it out to that
point in time?
The other thing that you got toremember, too, is, if you do
expand that rubber band out,what will happen is eventually,

(26:20):
when it shrinks back up, thatrubber band is actually grown
now, It's actually stretched out, right, and that's a lot of
like what we do as well.
So what is it that's hard?
What is it that's happeningright now in your business?
That's something that you needto sit down and say, all right,
this is something that I shouldbe doing or this is a task and

(26:43):
or skill that I need, that if Iwere able to accomplish this or
master this, it would set me upfor massive success this year.
Sitting down and having thatconversation, and if anybody
wants to throw it in chat rightnow, we can actually talk about
it.
That's what free for all Fridayis all about.
But being able to sit down andactually have that conversation

(27:06):
with yourself and really try tofigure out what is it that I can
do to get myself to do thesethings is going to be,
absolutely is going to be superimportant And, like I said, most
of us, what is it?
It's called reluctancy.
Right, yeah, re-evaluate, yeah.
So, tom, this is a reallyinteresting point.

(27:28):
This is something that.
This is something that's reallyinteresting as well, because
Tom says, for those of you onthe podcast, re-evaluate your
why.
I was talking to somebody theother week and actually we were
following up on a conversation.
Personally, kurt and I wereafter his podcast and it's

(27:48):
really interesting because somepeople and I asked this to a
large group of people.
I said have you ever run into aperson that is wireless.
They're purposeless.
Because when I'm coachingpeople, sometimes I run into the
person and maybe this is someof you guys where they really
don't know that they reallydon't have a dream, they don't

(28:10):
really have a why.
And it's always been interestingbecause we've always been
taught, you know, you have tohave a why, big why.
Start with why.
You know I mean, that's thename of a book You have to have
something that's going to driveyou towards your goal.
But then there's some peoplethat seem to do really well and
they're just like I don't knowAnd they're just trying to get

(28:33):
by.
What ends up happening?
I tell you that's going to bethe name of this episode.
I don't know if, maybe, maybeyou could call Randy and then
ask Randy to knock on his door.
We're trying to get somebody toknock on.
We're trying to get somebody toknock on Jimmy's door right now
to wake him up.
But you know, some people theyactually start to discover their

(28:56):
why as they're in the process,and I think this goes back to
the taking massive action.
If you, if you think that youmight, you know there's
something that you enjoy doingthis way or that way, you can
start to kind of sniff out thatwhy.
But some of us don't have thatgiant purpose.
You I, you know, I want my, youknow I want my.

(29:19):
Statue of myself next to RockyBalboa's is running up the
stairs because I've impacted amillion people in the world.
Right, like some people don'thave that, and we're.
We look at all the people thatsay you have to have these
massive whys and then we feellike there's something wrong
with us because we don't havethat.
And you know, what's reallyinteresting is that's actually
talked about in the one thing,which is a fantastic book.

(29:41):
For those of you that hadn'tread it, i highly recommend
getting the one thing.
But sometimes, as you're in thejourney, you will start to
uncover a why.
As you start to go, the otherthing that's happened is um,
sorry, guys, that's why I can'tread the comments while I'm
doing this.

(30:01):
The other thing that willhappen is sometimes you have a
why or you think you have a whyand as you start your journey
towards that, you start torealize that you have a bigger
why or the thing that you wererunning after really wasn't what
you were going towards in thefirst place.
Going back to the whole just doit conversation.

(30:22):
The point is, either way, youneed to start walking down that
path And, as you walk down thatpath, look around and see and be
open and you will start toaccumulate different reasons for
why you want to do stuff, andyou can back it down to really,
really simple things.
Why today, right.
Why am I?
what am I going to do today tohit these little tiny goals?

(30:44):
And this gets down to, like,these reward based systems,
which are fantastic systems,right, if you love popcorn, i'm
a big, huge popcorn lover.
Right, Movie night I'm going todo popcorn and movie night only
if I, you know, if talk to 20people today, for instance,
right?
Or I'm going to, you know, i'mgoing to reward myself in this

(31:05):
little way If I'm able toaccomplish this goal.
Somebody who said social mediaon here.
So, shannon, you said socialmedia, right?
So you know you're supposed todo social media and videos.
What's something that you lovedoing and you can set a goal for
yourself, and then when you dothat, you're going to reward
yourself by going and doing thatthing.

(31:26):
Right, and as you're doing thatsomething, sometimes what
happens?
there's a fantastic way of it.
Around here.
There's a fantastic book thattalks about this and how habits
turn into actions, and it's all.
It's based off of head, heart,hunger.
If any of you guys ever heardthat or ever listened to that,
that CD.
There's a circle that happensright As you start to do actions

(31:48):
.
Those actions create habits,those habits create hunger to
continue to do those actions,and it starts to go in this
crazy circle path.
What needs to happen, though,is you just absolutely need to
start right.
Start walking down that path.
If you need to make social mediavideos, figure out a way to

(32:08):
make yourself do what you knowthat you need to do, right.
So if that's something thatyou're really wanting to do,
look here's here that I lovedoing contingency Plans.
By the way, i've been sayingfantastic all day.
Eric It's.
I'm really hoping that, if Isay it enough, he pops in like
Beetlejuice which, by the way,i'm super excited.
They're making a Beetlejuicetoo, completely going down a

(32:32):
rabbit hole there, but that, forthose of you who don't know,
i'm very excited about that.
If I say, if I say, fantasticone more time, okay, but yeah.
So contingency plans are afantastic way to also help us
keep on goal, and contingencyplans work really, really good
when you have a coach orsomebody there to hold you

(32:53):
accountable.
For instance, there was acertain amount of time that I
was supposed to be on phones anddialing that I had committed to
in my commitment blocks, right.
There was things that happenedthat I did need to take care of
an address, there was a meetingand a team that took a little
bit longer than I thought wewere going to take.
I wasn't able to jump on thecalls that I needed to because I
was on calls with them.

(33:13):
So I'm not just letting thatblock go.
I have a contingency day.
So on Saturday I'm going to bejumping back on the phones again
for a three hour period of timeout in Lake Orian, if anybody
wants to join me before we startfilming some stuff for the Lake
Orian team, because I need tomove that time.
I have that contingency.

(33:34):
So for social media, right, ifthat's something that you're
supposed to be doing and youhave a partner that's willing to
do this, then you can say okay,listen, i'm going to.
Here's a contingency plan foryou.
If, by three o'clock I have notfilmed some social media or
film content, then somebody inthe office is just going to come
up and start filming you atwhatever thing.
Whatever you're doing at thatpoint in time, there's going to

(33:56):
be a camera in your face.
You'll get some great beeffootage.
You might even get somethinggreat out of it, but it'll
probably make you remember Ineed to do this or else this
contingency is going to happen,and I really want I really want
to get that to happen.
Right, tom said agreed somesatisfied with 10 trends,
actually 20 and 30.

(34:16):
They don't want what comes withmore.
You know that's.
That's true too.
Some.
Sometimes we get caught up inother people's dreams too.
There was a lady that I coachedout in Florida and I don't know
if I've told you guys this ornot, but I remember when I was
coaching her it was really,really interesting because she
was convinced she had to do the100,000.
And we all hear that everybody,everybody says that the office

(34:39):
that I came from said if you'renot going to do a hundred
thousand and that's not yourgoal, this isn't even the right
office for you.
Like they used to blatantlytell people that.
Well, this lady, she waspractically retired, she moved
to Florida and she felt like acomplete failure in her business
because she wasn't at thishundred thousand level.
But when we backed it out andstarted talking about what's

(35:00):
really important to you, like,what is it that you want life to
look like?
Guys, it's not always aboutthat number.
Sometimes it's about sittingdown and saying, like, if you,
you are able to design your lifehere, if you're able to design
it, don't live by default, don'tlive by somebody else's goals.
What do you want that to looklike?

(35:21):
Right, and it's different foreverybody.
There's a, there's a great bookthat I'm reading right now and I
have the journal to go with it.
It's called I will teach you tobe rich.
I highly recommend it toanybody.
One of the first points that hehits in there is that the rich
life looks different toeverybody.
Some people, the rich lifelooks like, you know, maserati's

(35:42):
and Jet Ski's.
Other people, the rich lifelooks like an RV, that that
isn't attached to the ground andthat you can go anywhere that
you want.
To this lady in particular, herlife looked like she wanted to
be able to spend time with hergrandkids.
She basically wanted to be halfretired.
She wanted to spend time withher grandkids.

(36:02):
She wanted to be able to buy ayear long pass or I don't know
remember what it was back thento Disney world and and just
that's what she wanted to do.
She didn't want to have to work60 hours a week, like she was
in tears because she felt shewasn't going to ever hit this,
this $100,000 mark, because she,she didn't have the time.

(36:22):
She was older, she was slower,she knew all this stuff and
she's in tears because she isn'tgoing to make it.
But when we asked what shewanted, we found out that when
we added everything up this isthe crazy part She was making
about $40,000 a year.
Okay, when we started to lookat what she needed to do to
accomplish the lifestyle thatshe wanted, she only needed to

(36:45):
bring in an extra $20,000 a year.
She was so close.
But because she was setting hergoal up here to what other
people were telling her sheshould be at, she didn't realize
how close she was And insteadof being motivated, she was
demotivated to the point ofactually crying, thinking that
she's never going to make it,instead of realizing she's so

(37:06):
close.
So when we took the time to sitdown and go, look, you're
almost there.
You only need to do an extracouple of these transactions
which, by the way, she hitwithin the six month period of
time and now she's able to dowhat she wants to do and live
the life that she wants to live,because she took the time to

(37:26):
sit down and think what is itthat she wants to do and what
life does she want to live?
Right, dave, for a long time Iwas trying to emulate different
people and hated this life.
Then I decided to be Dave againand things started to click and
I became happier, absolutely.
Some of you guys are out therethinking that you know, if
you're living up to this light,this other lifestyle of other

(37:48):
people, that you're going to behappy, only to find out And I
think, dave, you said thisearlier on, or somebody did So.
I apologize, i can't readthrough all this at the same
time, but somebody had actuallysaid you know, there's some
people that don't want to dowhat it's going to take to run a
team and make hundreds oftransactions right, like that's.
That's a stress level theydon't want to take on, because,

(38:10):
guys, running a team and doingtransactions at that level, it's
not, it's not for everybody.
There's some of you that areokay with and can live the life
of your dreams by doing lesstransactions And you just got to
realize, hey, that's okay,because this is my life, this is
what my life looks like, andI'm okay with my life looking
like this because this is whatmy goal and aspiration is.

(38:33):
Now I will give put one caveaton that In life, you should
never, ever, hit your last goal,and what I mean by that is once
she hit that goal with hergrandkids.
We need, we set the next goal.
So what would it look like ifyou were able to spend even more
time with your grandkids nowand we can start taking some of

(38:54):
the weight off, because she wasa single agent.
So now we're looking at, or wewere looking at, okay, what does
a team look like for her?
right, because there shouldalways be a next goal.
You don't want to go throughlife without having a next
stepping stone to get to.
And, like we found out withKurt last week, i think it was,
sometimes you'll realize thatthat stepping stone wasn't even

(39:16):
the real stepping stone.
You're going to realize that itwas something else And now you
have a new fire for a newpassion, for a new thing, and
you can start building it thatway.
Going back to the one thing,it's like what Gary talks about
with the dominoes.
You start with a little tinydomino.
If you don't have a big Y,what's something really tiny
that you can do?
that today it's going to help.

(39:37):
You take one step further rightAnd then you knock that little
tiny domino down and then all ofa sudden, a new big domino
shows up that gets knocked downin a bigger one, in a bigger one
, in a bigger one, and you startto live life and you start to
find these bigger and bigger andbigger reasons until you
finally find what your big Y was, or your life purpose.
And you know we were talkingabout this man.

(39:59):
I cannot remember if this wasin the afterburner or if this
was in a private conversation.
For those of you that have everseen the dash, but you know that
is.
That's what that dash is allabout.
Right, for those of you thatdon't know about that, it's.
The dash is a great talk thatwas done And in it the speaker

(40:20):
says you know, the mostimportant thing on a tombstone
isn't your name, it's not thenice little saying that they put
about you, it's not the daythat you were born and it's not
the day that you died.
The most important thing onthat tombstone is that dash in
between those two dates, becausethat little tiny line

(40:41):
represents your entire life andwhat impact you had on this
world and what, what you didwhile you were here.
That's the dash right, andsometimes, when we're on this
part way over here, before weget to here, we don't actually
know what that impact is goingto be, and we don't.
We don't know where we're goingto go, but that line is going

(41:04):
to drive forward anyway, so wemight as well continue to walk
with it.
Right, my first one of the dayis a two minute ice cold shower.
I'm glad, yay, okay, look, iget it.

(41:28):
I actually.
I actually read a book one timeand the author talked about
taking a cold shower.
Now, now I have to ask when yousay a cold shower, are you not
turning heat on at all?
Are you just hitting the seaand full blast, or do you have a
little bit of that age in there, man?
Let us know That.

(41:48):
I remember reading an authorand he talked about that.
He talked about in the morning.
A cold shower is one of thehardest things that he does.
It's, i think, was it an eatthat You want to grab control of

(42:14):
yourself.
First thing in the morning,take an ice cold shower, because
you have the control and youhave the power to age that thing
up, but see if you can bedisciplined.
Turn it all the way up on C,jump in there and try to get
that done.
Absolutely, guys, because thedash is a super, super powerful
thing to think about.

(42:34):
I love thinking about the dashAnd my second most recommended
actually it's my first mostrecommended book for those of
you that have been listening fora long time or have known me
personally, i probablyrecommended this to you.
It's called The Slight Edge, andin The Slight Edge, the premise

(42:56):
is every little decision thatyou make is either taking you
closer to or further from yourdreams.
When you apply that Slight Edgeprinciple to the dash principle
, it's such a powerful principle.
What little decision are youdoing today and where is that
falling on that dash And what isit?
And it goes back to what wetalked about in the beginning

(43:17):
What is it that you're supposedto be doing today and what is it
that you can do to make surethat you do the thing that
you're supposed to do if you'renot able to just do it?
Right, karlo, i love that thisis a real conversation, because
some people are laughing,including me.
It was the hardest thing toconquer.

(43:37):
Yeah, took at least four triesto get two full minutes, but
once I did, it's powerful.
It's interesting to know thatyou have complete control over
that right.
It's all a mind game.
Two minutes isn't going to killyou right Inside of the shower,

(43:57):
it's all.
Are you going to have thededication and hard discipline
to be able to do it?
Now, karlo, i'm interested inknowing is the reason that
you're jumping into a full seacold shower first thing in the
morning for health reasons, oris it for mental reasons?
What's the purpose behind thatfor you?
So, sandy, i don't think thatwould ever happen.

(44:22):
We've lost half of our.
We've lost half of thelisteners already, because the
only person that they'relistening to is me.
So I definitely wish that Jimmywas here, but that's okay, he'll
be back.
Actually, this is the firsttime and it really is probably
my fault because I did not.
I didn't call him last night.

(44:42):
He's always super.
You know, i was, i was.
I'm actually shocked.
This has never happened beforeAnd you know, it's one of those
things where you give people thebenefit of the doubt when you
take a look and you're like man,this is never, this isn't like,
like, like his in his character.
That's why I am convinced thatright now he's hanging out with

(45:04):
Mike Tyson somewhere in abathtub.
And so how so?
so you know, karlo says that itwas all mental.
The whole cold shower thing wasmental.
So now that you've accomplishedthat, what is what's next?
What's the next uncomfortablething that you're going to do?

(45:24):
or is, or is it still difficultfor you to get up and do the,
do the cold shower?
That's something I'd like toknow.
Um, yes, yep, i, jimmy.
If Jimmy were to steal ananimal, i don't know if Tiger
would be it.
I'm trying to think what wouldJimmy steal?
His mom would probably knowthis.

(45:44):
I, he's, he's a dog guy.
He would probably be a dog guy.
Um, shannon says my shower issteaming or I'm not in it.
A cold shower would not be goodfor my mental state.
Yeah, yeah It.
You know, the, the, the.
Eat that frog of the world,right?
So for those of you that havenever read the book, eat that

(46:06):
frog man, i'm throwing books allover the place today.
If you've never read that book,eat that frog man, brian Tracy.
It's a classic.
I've never read that book.
Eat that frog, i'll.
I'll put all the books that I'mtalking about in the show notes
.
There's a?
there's an old Chinese proverbthat says that if you wake up in
the morning and you eat a frog,you can go the rest of your day
knowing that that was probablythe worst thing that would

(46:27):
happen to you.
So that's the, that's thepromise of eat the frog, and the
idea behind it is what is itthat is the hardest thing for
you to do.
This is kind of the big rocks.
First idea and principle right?
I was talking to a group theother day and everybody wants to
know before they call like isnow the best time to call?

(46:47):
Is now the best time to call?
It's three o'clock in theafternoon.
Should I be calling now?
The fact of the matter is, thelatest studies that I've read
and have have seen is thatpeople answer the phone all the
time.
Now.
It's not like back in the daywhere people were attached to a
court in the house.
Everybody has their cell phoneswith them And pre COVID there's
still a lot of people that areworking at home.

(47:08):
People are always interested inanswering the phone, like they
answer at work.
Now, it's just we're in adifferent type of environment,
right?
So those statistics, they'reall over the place.
They're skewed.
It depends on what day you'reselling, it depends on what
you're selling.
It depends on a lot ofdifferent things, right?
The answer to that is just callwhen you're, when you feel like

(47:28):
you need to call, right?
The reason that so many peoplesay the best time to call in the
is in the morning isn't becauseit's the best time to reach
people.
It's because they're trying toteach you guys big rocks first,
and they know that that's theone thing that agents probably
hate more than anything, asidefrom waking up.

(47:49):
It's they.
They hate making those calls.
Right, they get themselvesworked up.
They think they'retelemarketers And if you begin
big rocks first, eat that frogfirst thing in the morning.
You can go on the rest of theday knowing that you've
accomplished the one thing thatyou were supposed to accomplish
today, and there's a huge, hugebenefit to that mentally as well

(48:12):
.
Some of us out there and I'veknown a lot of agents that do
this, and please don't fall intothis trap.
You know the what your coredriving, what your core story is
right Versus what your actualreality is.
So you have this story thatyou're telling yourself
internally And then you havereality.
If you're one of those peoplethat like to watch other people

(48:35):
make cold calls all day but youdon't do it, your brain doesn't
know the difference.
A lot of times, in less than ayear cycle path, your brain
doesn't know the differencebetween what it's watching and
internalizing especially whenyou start to get emotions
involved and what's reallyhappening.
It's why we cry during the sadparts of movies, right?
Or men, if you're with me, wedon't cry.

(48:55):
It just seems like there'salways dust in the air at that
point in time.
So you know, we know that thatactor isn't dead, but we're
caught up in the emotion of it.
And because we're caught up inthat emotion, it actually causes
physical reaction from us,because we are.
We are mentally there, we, butwe're believing that's happening
.
When we're watching raw, rawvideos on YouTube and we're

(49:15):
watching that dude just kill it,right, he's calling expireds.
Everybody's saying yes, by theway, some of those are fakes.
You got to be careful.
But you know, when we'rewatching that, we get all amped
up and excited and I've knownagents that will sit there and
watch that stuff for like fourhours.
They're training themselves.
Then they go home at the end ofthe day and they're super,
super depressed because thethey've told themselves on the

(49:36):
inside their story is is that,wow, i've been really, really
productive today, right, likethey're feeling like they made
the calls and they had thevictory and they won the thing.
But when they look at theirreality and the situation, the
further these two are apart fromeach other that's where
depression slips in, and thefurther apart they are, that's
the more depression that slipsin there.

(49:57):
And that that works foreverything in life.
What is the core story thatyou're telling yourself?
How close is it to the actualreality of the situation and how
far apart are those?
Right, this works withrelationships.
It works with personal issues.
It works with your business.
Right, and again, taking thetime to sit down, and you could

(50:18):
always change your internalstory.
But a lot of times what'shappening in reality?
I mean, that's that's set inreality.
Let me see here what we havegoing on.
Once I beat that ice showers fortwo minutes, there's nobody
that can get me off my game therest of the day.
That's your big fuck man.
I'm glad.
I'm glad to hear that.
That's really cool, because itdoes definitely take discipline

(50:40):
to jump in there.
Now the next step is right Causewhat's the next goal?
To get yourself one of thosezero degree bathtubs, or
whatever they are, that you jumpinto.
You can get one of those, butyeah, i don't know, man.
I I purposely make you know,for those of you that don't know
I have four boys and 11 andunder.
So in our household we are acold shower household because,

(51:03):
you know everybody, it justtakes too long for them to jump
in and get out of the shower.
They're always using it as anexcuse to stay up late, so I
just turned the hot water off.
They're going to learn businessprinciples, whether they want
to or not.
It's joke for anybody that'sthat's watching kind of.
Any man that doesn't crywatching Brian's song has no
soul.
All right, dave, there you go.

(51:28):
Uh, let's see what.
What else do we have up here?
Oh, my goodness, i'm so farbehind.
An art Vark is uh, is theanswer to what animal Jimmy
would steal an art Vark.
Very good.
So what are some of your bigrocks, guys?
That would be the the biggesttakeaway from today, right?

(51:48):
What are some of the big rocksthat we've been ignoring doing,
and what are the things that wecan do to make sure that we're
going to do those?
first, what are the tools, thepeople, the things that we can
implement, what are the thoughtsthat we can have around it?
And then, on the other side ofit, how can we reward ourselves
for doing that?

(52:10):
For some of you out there, i'llI'll share a tool with you, and
if you're not familiar with this, if I have any geeky gamers out
there, or if you just want toget some good ideas, there's a.
There's a couple of differentversions of this, and that is
yes, so, alexis, sticking to aschedule.

(52:31):
So, all right, you threw thatout there.
I'm gonna point this out.
So we've had this conversation,right.
What is the thing that wouldneed to happen to make that
thing happen?
right, and we've had thisconversation.
We know what that thing is.
Sometimes it's something really, really large that makes it

(52:52):
happen.
Do I have your?
can I talk about this?
Can you give me permission tomention what I had talked to you
about?
If she lets me talk about this,this is a great example.
I'd love to use this as anexample.
Shoot me a thumb.
Yes, perfect.
So, alexis, she is an awesome,awesome agent.
Those of you guys that haveseen her out there, you've seen
on social media she writes someballsy stuff, but that's because

(53:17):
that's who she is Andespecially for like a luxury
band.
It's really great to seesomebody leaning into who they
are.
There's a fantastic picture ofher with two just stunningly
handsome dudes behind her, allin gold.
That's just looks like a thebest movie poster ever, but
Alexis is a really good example.
So, alexis, she has had and hasan issue creating and sticking

(53:39):
to a schedule right.
So here's the question What isthe thing that we can do in
order to make sure that you dothat thing?
Cause sometimes you have tohave something that you're
running from An extra motivatingfactor.
Not all of us have thatinternal drive.
So we started brainstorming andhere's what we came up to, and
now I'm gonna throw your stuffout there, so we'll see if

(54:01):
you're ready to do this right.
So we were giving her 30 days totry to run this herself, and I
don't know where we're at onthat 30 days, but I know that
airplane's done and crashedabout four days into it, so, but
I'll tell you, it's true.
So we sat down and we said, allright, what is it that we can
do And what is it that you'reafraid of, right?

(54:23):
So for Alexis, her biggest fearwas not being able to be in the
home that she's in.
So, again, how serious are youabout doing the thing that you
need to do in order to make youdo the thing that you're going
to do, right?
So for her, we said, all right,here's a great idea Go out and
try to do the thing you know, dowhat you need to do.

(54:44):
If this doesn't work in acertain period of time, let's
figure out how to put a mortgageon your house in a way where we
could take it away from you,and then you'll be forced to
live back in an apartment orsomething like that, because now
you're running.
So if you don't meet a certainamount of your schedule, yeah,
because her biggest fear isgoing backwards.
She's built an empire of abusiness and she's done it super

(55:05):
, super fast.
I can't wait to have her on theshow And I'm hoping that it's
because she was on the verge oflosing her house and that she
has to come back, because rightnow she does so well, she
doesn't have to actually worryabout losing her house.
But if she were to sign it overto somebody?
and now, all of a sudden,there's the real fear of, look,

(55:27):
if you don't stick to theschedule and we don't ace this,
we're going to take the houseright, then that's a massive
action, guys, you have to decide.
Sometimes in business, when wetalk about massive action, when
people talk about stuff likethat this is the type of thing
that we're talking about.
How far are you willing to go,especially if you have a goal, a

(55:49):
dream, if you have somethingbig that you're chasing after,
if you know that this is the key, fundamental to your business,
that it's going to take you tothe next spot, right?
How far are you willing to go?
And some of you are going to go.
I'm not willing to go that far,and that's fine.
Then your goal shouldn't be wayup here.
It needs to be down here, andthat's okay, guys.
But for some of us, it drivesthem nuts, right, alexis?

(56:10):
it drives her nuts that she'snot way up here, right?
So what is it that we can do tomake sure that that happens
right?
My problem is that things pop upand get in my way client
showings and everything else.
So when I was doing BrianMorena, i believe, was him when
he was on the podcast for themillionaire real estate agent
thing he made a really goodpoint about that.

(56:32):
Clients and showings andeverything else is all just a
script.
Those are objections, right,when an inspector or a client
says today's, this is the onlytime that I'm able to see this,
that's an objection.
It's an objection handler.
You need to be able to handlethat as an objection, knowing

(56:53):
that what is an objection?
It's like a tree branch thatgets in your way.
Right, if you're on a straightpath going forward and a tree
branch is in your way, you movethat tree branch, you walk
around it right Or right throughit, you just push it out of the
way.
That right, there is how youhave to view stuff.
When clients and showings andeverything else get in the way

(57:14):
because you're losing thecontrol, especially for you
because you're a high you'relosing the control that you want
in the first place and you'rejust handing it off to somebody
else right Now.
Again, sometimes there's caveat.
Sometimes there really is thatone client who, for whatever
reason, booked the ticket and heonly has the one hour and then

(57:35):
his flight's going back orwhatever.
But that's a real, real raresituation, if we're really
honest with ourselves, right,everything else is because we
are not staying committed to ourschedule, because we're not
staying committed to ourselves.
I had a coach one time thattold me your calendar, people
shouldn't call them a calendar.

(57:56):
You shouldn't call it aschedule.
You need to call it a promisemanagement system.
These are promises that you'remaking to yourself and to your
business of what you're going todo today, and you have to
decide now whether you're goingto be a person of integrity and
follow through with your promise.
Now, i'm not saying that youdon't have integrity.
I'm not saying that at all.

(58:17):
I'm saying there's a mind shiftthat has to happen there.
And when you look at it thatway especially you I know that
you're gonna go whoa right,because it's a promise that
you're making.
When you write something downon a calendar, you're promising
yourself that you're gonna go dothat When you put a commitment
down, like I said, i'll startright where we started.

(58:38):
At the beginning of the show, ihad a commitment blocked down.
I had it set down for threehours.
When I found out that I wasonly in it for 30 minutes, it
blew my mind and I felt like Ilet Randy down And I told him I
get it, it's not gonna happenagain.
I've been checking my times tomake sure, because a bunch of
little things got in my way.

(58:59):
I myself wasn't there, butbecause I look at my commitment
as a promise, i realized Ididn't match my promise there
and I don't like it when myintegrity gets checked.
So because of that, i made sureto implement the things that
need to be implemented so that Icould correct that situation,
going forward And realistically,at the end of the day, guys and

(59:21):
I know that we're wrapping thisup and Jimmy, what the crap As
we wrap this up, i will say thisis our business We plan, we do,
we check and we adjust.
We plan on doing the things thatwe need to do.
We check to see if those thingsare working.
If there's something that'shitting us, if there's something
that's getting in the way, weadjust it to make sure that we

(59:42):
make those corrections.
And then we go out there and wedo it again And we keep doing
that, do that 90 day cycles.
Well, everybody, it is eighto'clock right now.
Again, sorry, it was just metalking head today.
Thank you everybody forcontinuing to participate anyway
.
And again, if anybody is out inFlorida right now, somebody

(01:00:06):
knock on Jimmy's door anyway andjust tell them that the show is
still happening and ask him toswing in.
But for everybody else, iappreciate you guys hanging out
with me today and we will talkto you next Friday.