Episode 82 - Beyond Limitations (Alabama)

Ever felt like you're stuck in a rut, unable to move forward in your real estate business due to limiting beliefs? We've been there. For this episode of Free for All Friday, Jimmy and I pull back the curtain on our own experiences of highs and lows in this fluctuating landscape. We don't just share our stories; we lay out practical strategies you can implement now to break free from your own limiting beliefs. 

We dive into the SECA plan - strategize, execute, calculate, adjust - designed to help you navigate the next 90 days in the real estate market. We take you through organizing your database with the ABC method and the "hot-nurture-watch" strategy, crucial steps in maximizing potential growth. Our conversation also uncovers the power of mindset and positive thinking, replacing fear of rejection with empowering beliefs.

But it's not all about business strategies. We believe in looking inward, engaging in honest, tough conversations with ourselves and those around us. Let's face it, recognizing and admitting our limitations can be hard, but it's a necessary step to making better decisions—decisions that put us back in the driving seat of our lives. This episode is not just about thriving in the real estate market; it's about discovering your true path and taking ownership of your life. So, join us and find out how to turn the unpredictable into opportunities for growth.

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

Intro (00:02):
You're listening to the number one live Colin podcast
for real estate agents andprofessionals all around the
world.
World-class guests, breakingnews and you with your host,
johnny, awesome and Jimmy,fantastic.
You are on free for all Fridaymaybe he is there you go.

Jimmy Fantastic (00:45):
I'm sorry to step over top of you but I was
it, but I couldn't hear theintro music until the end
technical difficulties, will ittoday?

Johnny Awesome (00:56):
I should put our banner up.
Have it ready to rock and roll,just in case.
Jimmy, as you can see, is deepin the swamps of Alabama today
and stand still.

Jimmy Fantastic (01:09):
You're gonna give people motion sickness
there you go watch out for theGators yeah, I know, there it is
you know, make fun of me, butthat's exactly where you're at.

Johnny Awesome (01:24):
Look, I see one in the background right there
there's my pet Gator.

Jimmy Fantastic (01:28):
He's right there.

Johnny Awesome (01:31):
Jimmy is risking his life to be on the show
today it's all for free for allFriday.

Jimmy Fantastic (01:38):
It's what it's all about.

Johnny Awesome (01:39):
I'm gonna turn you up a little bit there.

Jimmy Fantastic (01:42):
Awesome yeah it's all for free for all Friday
that's it.

Johnny Awesome (01:45):
That's it in our constant mission to always be
here every Friday while we areand we are here every Friday so,
jimmy, I was out there to treatme of this fire it's hot, man.

Jimmy Fantastic (02:01):
So I think we had, we had a real feel of 123
the other day.
I could that, yeah, it was hot,it was hot, it was hot.
We had some storms roll throughyesterday.
I went live on, I went live onInstagram and on Facebook
yesterday for a little bitbecause we had really bad storms
roll through.
Man it was.
It was pretty crazy, but it's I, it's wild.

(02:25):
I enjoy watching, you know.
It's why I just want to enjoywatching the storm, as long as
it's just a storm and not gonnalike you're not gonna end up in
Kansas in the tornado, but youknow, just watching the storm
roll through.
And and I thought about this,what popped in my head, johnny,
and my analogy about the buffaloand the cows yes, because

(02:46):
across the pond over there, byon that hill, yeah, is a farm,
okay.
So the crazy thing is, whenthat storm was coming through,
you could hear the cows, manreally just going crazy.
Yeah, just going crazy becausethat storm was.
But they're pinned up, theycan't go nowhere right there,
they're stuck in a fence, butbut it is wild.

(03:09):
So here's where we're at.
There's a farm right over there.
And it said they have a signout in front that says we, that
we sell cattle.
So I said, could you just stopit and pick one up, or like you
know?
I mean like do you need topermit there anything, or can
you just stop and pick up a cowand buy one?
Yeah, so maybe that'll be mystop today, is I'll stop in

(03:31):
there and just see if I can justbuy a cow and bring it home can
you stop in and get video outthere?
yeah, I might be able to.
I don't know what to see, so Ican do that.
Yeah, I'll roll in there andjust like hey, can I just from
Jimmy, fantastic and free forall Friday.
Can I buy a cow?

Johnny Awesome (04:04):
for the show, yeah, right, and a cow would be
cool, right, yeah, yeah, sorry,I have a bird inside my house.
We're talking about what wewant to talk about today and,
going back to what you'retalking about, you know the cows
and the bulls.
If you haven't heard that story, it's a fantastic story and

(04:25):
it's it's interesting because,as I was preparing for today's
topic, one of the things that Icame across is revisiting how
you break limiting beliefs, andso that's what we're gonna be
talking about today.
What are you doing right now?
To check under the hood, we'rein July right now, right, which

(04:47):
is an interesting time for realestate, because you have a lot
of people that are in Alabama,or, especially the first parts
of July, you got a lot of peoplethat are on vacation.
Then you have other people thatare gonna have their best month
ever right.
There's a split in how peoplelook at July in the business.
There's people that think thateverybody's gone on vacation

(05:08):
right now.
There is a lot of people out onvacation.
Then there are the people thatthink that it's the best month
ever, and they're.
They're both right.
You know what I mean, and whatwe were talking about yesterday
is this is a good time if it'sslow for you.
It's a good time to just take asecond and what Jimmy will talk
about.
Look under the hood and seereally where you at right now

(05:33):
yeah, and we talked about thatlike but yeah, they the.

Jimmy Fantastic (05:44):
It is a great.
It's a weird time, right, wejust started the third quarter.
You know it's like that it werehalfway through the year.
This is, you know, time to rampup right now, like it,
especially in this market.
We know this market's been alittle strange from an aspect of
.
You know, some people arereally busy, some people aren't.
You know you you'll have aclient today and you'll close

(06:04):
really quick and be done and befast and then all of a sudden
you don't have another clientfor another month, you know.
So you know there's like thesehit and miss times, so and
everybody's kind of feeling alittle bit different.
Right, we know the market wasdown a little bit this year for
everybody.
So now is a great time to nowdive into your CRM, figure out

(06:26):
am I automated enough?
Right, and if I'm not automatedenough, I need to sit down,
take an hour a day or threehours of a day and just get
everything set up and automatedto really push through this
third and fourth quarter.
Because now, if we think aboutit, I know it's scary to think
about because it only is July,but what is my first quarter
going to be like of 2024, youknow, and how do I set myself up

(06:50):
for success for the next sixmonths to get me into that, that
beginning of 2024, and automatemy business?
You know, if I haven't touchedbase with clients in a while, I
go through my database, talk,talk to everybody.
You know, because maybe you,maybe you had a really busy June
and didn't have thatopportunity to reach back out to
your past clients or whatever.

(07:11):
But maybe July, starting out alittle bit slow, this is a great
time to contact your databasebecause you can talk about the
holiday and they are on vacation.
Here's a good icebreakers tohave those conversations with
everybody and just talk aboutvacationing and family and all
those things and then, if theyhave any plans right, goes back
to our Ford conversation andhaving that Ford conversation
with your folks.
But that's a great time to doit when around the holiday.

(07:33):
So it's really like Johnny,you're leaving, so you're like
open in the hood of yourbusiness and finding out man,
what can I fix here, what can Iautomate, what can I get done to
really push me through andcarry me through the next
quarter, two quarters, to get meinto 2024?

Johnny Awesome (07:48):
Yeah, it's your 90 day business plan.
It's what I call SECA.
You know, which is strategize,execute, calculate and adjust.
Right now you're taking a lookat all right, what worked didn't
work, what do I need to adjustin order to move forward?
And you know, just taking thestep back.
And I want to really get finiteon the details, because a lot

(08:09):
of times we hear a lot of thesurface stuff and I know, for me
I'm always like man, come on,can we break this down to be a
little bit more specific?
Like that's cool, great, getunder the hood.
But what do I need to do today?
So I really want to get finitewith that.
So we have action plans that wecan do, like right now.
But I also want to say, like,don't even look at the first

(08:31):
quarter of next year.
One of the biggest things thatreal estate agents regret is not
having enough money forChristmas.
Like, we know that it's comingright.
We also know that that's goingto be a lower end typically,
because, again, we have thesetwo gifts, one right in the
middle of summer, one coming upin the, you know, during the
holiday season at the end, right?

(08:52):
So what are you doing today tomaximize your potential for that
and, like you said, even goinginto first quarter is something
that we need to think aboutright now.
But when you're talking aboutgoing and organizing your
database, let's be really clearon what that means.
Now, on our teams and teamsthat we work with, we have the
hot and chihuachas program wherewe have everybody categorized

(09:14):
to show exactly when they'relooking to do something in real
estate and, like you said, Jimmy, now is the best time to have
those conversations.
Figure out who's real in yourdatabase and when you're going
through there, there's a reallyreally, really simple method.
It's called the ABC method.
You simply start at the A's,you work yourself through ABC,

(09:36):
then the next day you do DEF.
If you have a lot of A's, forsome odd reason you know, then
you're going to do AB and startworking yourself through that
database and cleaning it up byreally contacting these people.
If they're an old lead that'sghosted to you and you've never
gotten ahold of them, why do youstill have them in your
database?
Right, At least put them in apond version or label them as

(09:59):
unresponsive.
But as real estate agents, youguys keep your database so
cluttered up with people thatyou think are going to do
something, but it's not even areal email address or phone
number.
You've kept them in yourdatabase as if you're going to
sell something to them for thepast seven and a half years.
Start cleaning that stuff outbecause, man, when you go into a

(10:19):
database that's nice and clean,you're motivated, you're ready
to rock and roll.
It doesn't feel like you'vejust let everything go and you
can be productive while you'reorganizing out that database,
Like Jimmy said, by havingconversations, as you're moving
people into the correct you knowcorrect space.
Where they're at, Are theygoing to be active in the future

(10:41):
?
It all depends on how you labelyour database.
What are some of the differentways you've seen?
databases labeled Jimmy yeah.

Jimmy Fantastic (10:48):
While the guy had a boat coming through over
here, the guys are out fishingthis morning.

Johnny Awesome (10:52):
Yeah, trying to get past the gators man.
Yeah, there he goes.
He does not look like afisherman.

Jimmy Fantastic (11:06):
He's selling a hat back on.
He's getting fish or not?

Johnny Awesome (11:11):
At six in the morning they grabbed them.
Oh, it was supposed to be quiet.
You're fishing.

Jimmy Fantastic (11:18):
The fish can hear you into the water.

Johnny Awesome (11:20):
Yes, I imagine that they could, yeah.

Jimmy Fantastic (11:24):
And it definitely could do with that
motor raring through there andall Right, no.

Johnny Awesome (11:30):
So like, yeah, it's good to use for him to
drink at six in the morning.

Jimmy Fantastic (11:33):
Well, yeah, that's what it is right.
No, you're right, johnny, the,you know, organizing your
database, the hot nurture watchthing you talk about, right, and
I love that idea.
And this is, it's the samething whether it's hot or like
an ABC lead, right, it's hot,it's media, it's cold.
You know hot leads three to sixmonths.

(11:54):
They're ready to do something.
Next, three to six months,nurture is six to 12 and watch
is 12 and above, and there'sdifferent ways to do that.
But it's like, just, you've gotto have those conversations with
your database.
You know you've got to havethat conversation of, hey, just,
you know.
Just, jimmy Collin, yeah, Ijust want to check in on you and
I know we haven't talked in afew minutes.
You know, have a Fordconversation and then what are

(12:17):
your plans right now?
What are you thinking aboutmaking a move?
Or, you know, have you thoughtabout this recently?
Because now I, now I'm justlike it's a temperature check.
Now I just got to check thetemperature to make sure it's a
hot nurture watch, right, and Igot to make sure that I have
them categorized the correct wayso that when I do set up my
automation for my CRM, that it'sautomated the correct way and

(12:38):
it's sending out the correctmessages to them.

Johnny Awesome (12:41):
Correct.
Yep, and, like we said, this isthe best time to do this
because there is a little bit ofa rag or a wall in our industry
.
So now's a great time to jumpinto the database, make the call
, categorize them correctly and,like Jimmy said, if you're not,
if you don't know where to evenstart, start with the Ford
script.
Right?
Family, occupation, recreationand dreams.

(13:03):
Hey, how's the family doing?
Great.
Are you still working at theFlubber Gas Factory?
Awesome, still enjoy fishing atfive in the morning?
We'll have it a beer.
Cool.
Do you still have a dream aboutowning a whole mountain,
wherever?
Awesome.
Right, rate down the Fordscript.
And again, I think that whatagents are going to find more

(13:23):
often than not, is you're reallygoing through your database to
clean out the clutter of, again,the people that really
shouldn't be there, the peoplewhere, when you look, oh, it
told me that I had a wrong emailaddress and the phone numbers
went bad and I just let them sithere.
Just get them completely out ofthe database.
And if you want to have anunresponsive I don't know any
CRM out there nowadays thatdoesn't allow you to tag people

(13:47):
you should have an unresponsivetag, no matter what CRM you're
using.
Even if you're using an Excelspreadsheet and if you've tried
reaching out to people 12 times,you want to give them one final
try, go for it.
But you should move themcompletely out of the database
or segment them away into anunresponsive, and that's
probably going to make up,especially if you've taken in

(14:10):
that leads.
That's going to make up themajority of what your database
is at.
And now you have a nice cleandatabase that, like Jimmy said,
you can start marketing to right.
But that's just one aspect ofreally checking in.
Jimmy, you said something greatthe other day.
Most people only work in theirbusiness.
They never take time to work ontheir business.

Jimmy Fantastic (14:30):
Yeah, and that's.
We get caught up in that a lot.
I think in every industry thishappens, but I've seen it a lot
so much in real estate wherewe're so worried about the next
client, right, where do I get mynext client, my next client, my
next client that I don't take alook around and see, all right,
well, am I doing this right?

(14:50):
Are my scripts right?
Am I contacting them right?
What do my email templates looklike?
What is like?
And I don't work on thebusiness, I just like it's just
happening, right?
So, taking the time to actuallylook at what your marketing
looks like, right, and what doesmy marketing look like and what
is your and again, we don'twant to overthink it right?
Kind of like what RobertCourtney always says.

(15:10):
It's like just be authentic andconsistent, right, that's it.
It doesn't have to be specialor anything, but maybe I have to
just take a look and peek at mymarketing and see what my
marketing looks like.
What does my social media looklike?
What does everything that I'mputting out there look like,
feel like, is it still really meor is it just it just been sort

(15:31):
of happening and I'm not reallypaying attention to it because
I'm busy.
I'm working in my business, I'mnot working on it.
So look at my marketing plans,look at what my goals are.
Do a temperature check on whatyou said.
If you set goals at thebeginning of the year, we're
halfway through now.
Are you still on pace?
Are you behind?
Where are you at with that?
Are you running your numberscorrectly?

(15:52):
Do you know how many closingsyou've had?
Do you know how many closingsyou're expected to have in the
next three months?
Do you know what that'ssupposed to look like?
And really dive it into yourbusiness to know exactly what my
numbers are, because if youdon't really know what your
marketing plan is, if you're notputting money back into your
marketing plan, that's a mistake.
If you don't know where yourclosings are, your expected

(16:14):
closings are, it's anothermistake.
You got to figure all thesethings out.
So now's a great time.
If your business has slowed downa little bit and if your
business hasn't slowed, youstill need to take some time and
do this stuff.
You still have to look and saywhere am I at right now and what
am I doing?
Even though you may be having arecord year Muscat says it all

(16:37):
the time the sand through thefingers.
Right, you've got this handfulof sand, but what's slipping
between my fingers that I'mmissing?
And that's what happens in ourbusiness.
I always used to call it holesin our business.
We always had holes in ourbusiness because we had to find
out where they were.
And so now this time, if youare slow, I need to take some
time to figure out where thoseholes in my business are.

(16:59):
Is it in my marketing?
Is it in my database?
Is it in my, where I haveeverything structured right?
Where do I have everythingstructured?
And look, if you're a patentpaper guy, if you're a
Curtsywell up there that justwrites everything down on a
patent paper, are your patentpapers straightened out right?
If you're throwing away some ofthose pages you don't need,

(17:19):
have you done that?
So it doesn't matter how youorganize your business, just
make sure your business getsorganized and take it's time to
actually work on your business.
You know, and making sure thatyou're you are doing things the
correct way and that you areMarketing and and take care of
all things the right way.

Johnny Awesome (17:36):
Absolutely.
Now's the time to so again, toget practical with stuff.
Now's the time to everybody.
I know, in michigan at least,there was a lot of people that
were at was uh, they were at theai thing that kurt put on right
, and we have all these greatideas and all this great content
now.
But over the past six monthstypically people that are in

(17:59):
real estate and inentrepreneurial, uh, businesses
we attend Seminars, webinars,we're listening to things, we're
reading books and we typicallyhave notes and notes and notes
of things that we want toimplement one day.
Right To, like jimmy said,number one Are we organizing
those notes?
There's a great system outthere Um, getting things done,

(18:22):
and I use a variation of what hehas, which is the inbox system.
If I take, all my notes arepretty much done digitally and I
take everything on what's knownas the default notebook.
But I have a rule that Icreated for myself that at the
end of the day, I have tocategorize any notes that I took
on that notebook.
They have to be categorized andstuck in the right category of

(18:43):
notebook On my tablet, right?
So is this a motivational thingor is this something for real
estate, or is this an idea thatI have later on down the road?
Or is this something I'mworking on with this agent?
Or was this a note from theagent?
Right, but I know myself I'mnot going to be able to do that
in the moment.
Right, I'm going to have to doI call it dumping, right?
I'm just going to dump it Allinto one notebook in the very

(19:07):
beginning and then, at the endof the day, I review it and
place it where it needs to be.
If there's any actual items init, I place those where they
need to be, and that is on myperfect days.
But, as we know, real estateagents, we typically have this
thing called ADHD, wheresometimes we get slightly
distracted, and since we workwith a bunch of distracted ADHD

(19:29):
people, we can't help but getdistracted because somebody's
going to walk up and starttelling you about I don't know
the goldfish that they found andyou know the sparkly stuff, put
them all over them, um, or or.
Somebody's going to write acomment like this and you're
going to forget all about whatyou're talking about, right?
So what I like to do is, um, Ilike to go back.

(19:53):
Now's a really good time toopen up those notebooks and go
back.
What were some key moments thatyou had throughout this year so
far?
We're six months in.
What are some of those thingsthat you said that you're going
to implement?
But maybe you forgot.
Or you go to some of thesethings sometimes and really tell
you they say, pick one or twothings that you want to
implement over the next threemonths or so, and you pick the

(20:16):
one thing and now it's time togo back and say, oh, what's the
other thing I can implement?
Right.
So it's a really good time ofyear to go back through.
Like Jimmy said in the sess,where have you been last?
Not just where are you going,but where have you been.
What have you taken as far asnotes, go Read through them,
figure out what you want toimplement in the next, and then

(20:37):
Now is the time to change.
If you're not looking throughnotes, if you're just writing
something down and, oh, write abook, right, that would be great
.
When we left that seminar forthose of you that aren't aware
of that, there was an ai seminarthat happened last, last week,
and it was.
People are still talking aboutit.
The issue that I've seen iseverybody's still talking about

(20:58):
it that day that I came home.
That came home, that did.
I went back to the office, whichpretty much is the home.
I had already written Twoebooks and had 10 landing pages
created.
And that night, when I washaving dinner with Phil, I
remember, he said somethingalong the lines of Probably
nobody's actually taken actionon what I've said so far.

(21:19):
And I said I did.
I went, I've already got alanding page created.
I was already bringing in leadsfrom agents, right, because I
implemented.
When you go to those things andyou see those notes, again, I
like to use the dumping method.
Everything gets dumped.
If I can schedule it right awayand I'm not writing notes real

(21:40):
fast Then I'll go ahead andschedule when I'm gonna do it.
So go back through and readyour old notes.
Oh good, I'm glad you did stuff.
What did you do?
Jessica says that she went backand and actually did stuff too.
Did you write a book?
I love the book thing.
I'm subscribed to that man.
I'm hooked on that.
Free for all fries.
I'm gonna have like 90 books bythe end of the year.

Jimmy Fantastic (22:04):
It's get your free audit or get yeah, get your
autograph copies here.

Johnny Awesome (22:09):
Right, right, you know, the thing that I gotta
keep remembering is well, now,now that we do episodes, we have
to do them in such a way thatthe ai can pick it up and then
turn it into a book.

Jimmy Fantastic (22:19):
But um, Well, it's funny, is it?
Like what you said about?
What you said aboutimplementing stuff right and um,
and how, how many times itdoesn't happen, and you know why
we're at that event.
I can't remember who I wastalking to.
What about you, johnny?
We and you and I were talkingabout this too, but um, like,
how did the so?
So a guy like Phil who kind offigured out this AI stuff, and

(22:43):
Mike who's figured out theyoutube stuff, why are they so
willing To travel around and goon stage and teach everybody how
they did this?
And they're so willing to do it?
Because no one's going to do it.
You know, like they'll shareall the secrets because they're
they know that no one's got noone's like the majority of

(23:04):
people aren't gonna do anythingwith it, and that's why, when
they're speaking in events likethis even Phil said this one was
about the dinner after was um,you know, the the hard part is
is actually just do one of thethings.
You know he gave you 10 thingsroughly right to do.
Just do one of the things.
It doesn't have to be all 10.

(23:24):
If you don't, if you don't havetime to implement and do all 10
, just do one of the thingsright.
It's kind of like, you know,mike was talking about doing the
videos, right and and hisyoutube channel, well, he takes
an entire saturday and shootsall of his content and people
are like, oh my god, but it'ssaturday and I want to be out at
the lake fishing at 6 am.

(23:44):
We're drinking it here, right,or it's friday morning, I don't
know but, um, but no, likethere's sacrifice that goes
along with that too.
You know, but, and it can, butbecause you have the his for his
, is his content right.
Where do I have, where do Ibuild on my content?
Now, once I have the content,after that it's all automated.

(24:05):
But at some point I got to dothe heavy lifting, right, and
you know people will talk aboutGogo, right, and Gogo, what is
you know, gogo?
You know, but that's her, hercontent.
It's just content every day.
She's doing content every dayfor her social media stuff.

Johnny Awesome (24:22):
Yeah, and it's.
It's like you said, it's thatsacrifice.
But what's really interestingtoday and this is what we're
really saying, when you'relooking at your business and
then we'll catch up on thesecomments here when you're
looking at your business, whatparts of your business can be
automated?
Now?
Right, like the heavy liftingis getting lighter and lighter.

(24:44):
You're no longer shoot.
Even even Jimmy and I.
You know the.
When we're in studio today, the,the sound board that runs
pretty much everything that wedo, or even this technology here
I'm going to kill that bird,jimmy.
Wow, it's an annoying bird, butyou know the.

(25:06):
Even the technology that allowsus to do this.
It makes everything that we doso much, so much easier.
So it comes back down to reallyjust doing.
There's one of the things thatI love that Phil said when he
got up on stage is he said I'mgoing to take away all your
excuses, right?
So at the end of the day,you're not left with any excuses

(25:27):
.
The other thing is they're notgoing around showing people
because they're going aroundshowing people because they want
somebody else to implement,right.
But also, like you said,they're not afraid because they
know they.
They can give every secret awayin the world and then very few
people are going to implement,which is which is really, really
crazy, and they're just hopingthat the couple do.

(25:49):
Because you hit a certain levelof success and now all there is
to do is share, and when youget really, really high up at
the top, you realize how muchaerospace there really is,
because nobody is flying aroundin their jet, right?
All right, tom is saying in thecomments that he is waiting for
Ricky Bobby's son, spider Bunky, to show up.
I understand this.
I'm not the only one man,people.

(26:11):
Jimmy always gets on me becausehe's like what do you, what do
you think?
Alabama's like this?
It's because it is.
Jessica replied back to us.
She said she's already using AIbut didn't know how to use it
correctly.
She used it to write a fewposts for other listings and
posted to her page.
You know it's going to bereally interesting and I said

(26:32):
this at the dinner.
The person figures out how toget AI and combine all these
systems together for builders.
That's going to be the nextwinner.
That's going to be the nextlike follow up boss.
They'll be the king on top.
Imagine just typing in youraddress.
By the way, if you don't knowabout this.
I announced this to a couple ofteams I was working with the
other day.

(26:52):
The reason that Phil and I andthe guys that are up on stage,
the reason that we know aboutthis or, jimmy, if you watched
your episode from last week, itwas from a year and a half ago
when we were predicting all thisstuff the reason that we are so
up to date is because when thenew stuff comes out, or if news
of AI comes out, we're on top ofit and we're signing up for

(27:13):
beta trials and stuff like that,especially me, like I'm going
to jump all in right, take allmy data.
I want to make it better.
So, microsoft, even thoughthey've been working with
ChatGPT, they just releasedtheir own AI model as well, and
what they're doing right now isbrilliant, because not only did
they get together with ChatGPTin the meantime, but now they're

(27:34):
actually launching their model.
And guess what their model doesOne of the things that hasn't
been done well yet.
With AI, you can upload a photoand it will tell you what's in
the photo.

Jimmy Fantastic (27:50):
That's crazy.

Johnny Awesome (27:52):
Now here's where this gets really great for real
estate and this is going to becoming.
Somebody is working on thisright now and, like I said, the
person that figures this outputs this into their CRM.
They're going to win, becauseimagine typing an address in of
a house, right, the AI looks atthe pictures that you have,

(28:12):
automatically writes adescription, then takes that
description and puts it into theprogram, where it creates a
fake person that reads thelisting presentation for you
right In front of the house,then automatically creates a
landing page because that'sreally easy to do with the page
thing that he showed us to captheir leads, to put it out on

(28:35):
Facebook and then, when theleads come in, it sends AI
generated emails andconversations out like what Riot
does.
Now, that sounds complicated,but all the everything I just
described is out there.
Somebody just hasn't put themall together yet and I know
people are already looking atdoing it and when they do,

(28:56):
that's going to be a hugeimprovement and the question is,
who is going to take advantageof that?
First, because, just like Philsaid, phil said AI is not going
to replace your job, but theperson that's utilizing it will,
and that's so powerful to knowyou.
We have to stay on top of thetechnology and what's moving,

(29:19):
because it's moving so fast.
I was talking to somebody theother day, jimmy and they went
in and they used a couple ofPhil's tools and they got a
listing presentation or they gota listing just because they
mentioned that they worked withAI and they barely understood
what any of the tools that Philgave them did.

Jimmy Fantastic (29:37):
Yeah, no, I remember that conversation.
I can't remember who that was,though, but they got.
They literally got the listing,because the homeowner said
you're the first agent that camein here and it was a multiple
agent like type deal that you'rethe first agent that came in
and started talking about AI andhow you're implementing into
your marketing plan.
Right, and that's important,yeah, I mean, I think it was

(30:01):
like a million dollar house too,if I remember correctly.

Johnny Awesome (30:03):
Yes, it was.

Jimmy Fantastic (30:04):
Yeah yeah, it was like a 1.2 million dollar
house or something, and the guywas super impressed with the,
with the person who's actuallyusing AI.

Johnny Awesome (30:12):
And and this happened to be an agent that
wasn't in a luxury brokerage.
You know, in Michigan, in thisarea, we have we have a couple
of name brand luxury brokeragesand they're all going to go.
You know it's interestingbecause we've been watching it.
We've been watching it, youknow, and and we don't those of
you that are listening to ourpodcast it's not always the same

(30:34):
brokerage, but there's a coupleof brokerages out there that
are really still run like theyran in the 50s and the 80s, and
even coming down to how they puttheir agency contract, those
brokerages are going to have areal hard time competing, coming
up like soon, if, if actuallythey already are.
We're seeing the numbers right.

(30:56):
Dave says great advice analyze,make changes for what's not
working and keep doing what'sworking, but always adjust.
The other thing to do, too, isif it's working, and you you're
one of the things that we forgotto mention is you should be
tracking all of this.
If you are not currentlytracking what you're doing, then
you need to start like todayhow many phone calls are you

(31:20):
making?
When you make a phone call, howmany people are picking up?
When people pick up, how manyappointments do you get Right,
simple metrics are going to helpyou determine exactly what you
need to do the next six monthsto move forward and where you
need to improve the issue withagents not keeping track of

(31:41):
their numbers and what they dois we're all real estate agents.
We're like, we're like thebiggest liars in the fishermen
sometimes.
How many phone calls did youmake today?
143, right, Okay, great.
How many hours did you makephone calls?
17.
All right, show me your phoneand then and we really are
surprised when somebody shows usand we're like did you make

(32:03):
nine phone calls today and theyonly called for 13 minutes?
But what?
I literally had the phone up tomy head.
Yes, but there was cat videosthat were playing, right.
Yeah, because it felt like that.
Right, it feels like that.

Jimmy Fantastic (32:17):
Yeah, and some days do feel like that, like
when, and look, it's anotherthing.
Like Johnny, you and I havebeen there, you know what I mean
.
So it's not like we're justmaking this stuff up, we get it
there's.
We've talked about this on theshow plenty of times it's the
water of the plant day, right?
Like some days you just got tocome in, get your you know three
hours of dials in and maybe youdon't talk to a lot of people

(32:39):
and maybe you know, maybe it'sjust a rough day.
I got to, I got to bounce, Igot to go, I got to do something
positive, I got to do somethingthat that is going to make me
feel good.
But again, we've talked aboutthis too Not every day can be a
water plant day, correct, it'sgot to be the days where, like I
, there's some days.

(32:59):
Some days are going to be hardand some days are going to be
rough and some days I'm going tohave to battle through and
fight through and make myselffeel good about something which
is fine.
Those are going to be thosehard days.
And then you're going to haveother days where you're on the
dialer, making your phone callsand you're in a really good
groove and you've had a bunch ofgreat conversations.
Just keep going farther onthose days, the days that feel

(33:23):
good.
But again, this business is noteasy.
It's not for everyone.
I guess you know what I mean.
But it's one of the greatestbusinesses just because you have
so much control over it.
When you have control right andwhen you have control over your
time, when you have controlover your database and when you

(33:44):
have control over your businessis when you get control back in
your life.

Johnny Awesome (33:50):
And that's when you stop feeling so out of place
, so that anxiety feeling, thatfeeling like I know I should be
doing something today, but Idon't know what it is.
I know I'm supposed to becontacting somebody today, but I
don't know who it is.
I know I should be doingsomething right and, like you
said, Jimmy, getting control ofyour business.

(34:11):
Really, it's organizing life,because we live so chaotically
sometimes as real estate agents,Taking control of that and
grasping on it.
Now is the perfect time to dothat Because, again, we've got
six months left in this year.
We know that the end of theyear it can get a little wonky,
right?
It can get slow.
It can get slow, by the way, itdoesn't have to get slow.

(34:33):
And now is the time to reallyanalyze this and do stuff like
what Jessica continued on here,which is perfect.
She's used AI to rewrite heremails that she sends at KV Core
.
She's been going through theMLS and adding people emails to
the areas that she wants to farm, putting them on drip can't
pains and then seeing who opensthe emails on in her KV Core,

(34:54):
which is perfect.
This is the time to startimplementing that stuff, right?
How, like Jimmy said, how doeseverything look?
What can we use to implement?
And it's one of the things thatfor people that like New Gary's
135531, that whole system, thatwhole system, the GPS system
was always great.

(35:15):
There was always one thing thatwas missing out of that when it
comes to strategy mapping,though, and that's assets.
Right, what are the assets thatyou need in order to accomplish
this?
Not just the actions?
And so when I'm looking at mybusiness and I'm saying, all
right, here's how I want to grow, Do I even know where I want to
go in the next six months?
That would probably be numberone.
I need to figure out what Ieven want to do in the next six

(35:37):
months and by when I want toaccomplish this thing.
Right, and then, what is itgoing to take?
Where the people I need toimplement?
What are the trainings I needto go to?
Where are the topics I reallyneed to get good at right?
And then, a big one, Jimmy, iswhat are the limiting beliefs
that are keeping me from gettingthere?
I look back for the last sixmonths, and I had a limiting

(36:00):
belief.
What was that limiting belief,and how do I get past that
limiting belief, which we'lljump into for the last half of
this, because this is a big.
This is a huge issue foreverybody, but it comes out in
real estate a lot, because wehave these not only just
limiting beliefs, but we havethese mind traps that our brain

(36:21):
traps us in.
Are you familiar with what amind trap is, Jimmy?

Jimmy Fantastic (36:27):
I think so.

Johnny Awesome (36:28):
It's where you're screwed.
Either way.
Right, I know that I need to besuccessful.
Right, but I don't have what ittakes to be successful.
That is a limiting beliefthat's caught inside of what's
known as a mind trap, because,by saying I know that I need to
be successful, you're takingyourself out from what one.

(36:49):
Have you even defined whatsuccess is right?
And then your brain's comingback with a negative oh, I just,
I don't have what it takesright.
I'm just never going to make it, though, and you've got
yourself trapped in this anxietyloop of this mind trap of well,
you know you should besomething, but then your brain's
answering back with thislimiting belief, right?
So we have to be able to getthose limiting beliefs out so

(37:13):
that we can take ourselvesforward.
So, aside from all the thingsthat we talked about, which are
important, look under the hoodof the car, see exactly what it
is that you need to do in yourbusiness, implement AI where you
need to implement AI, write theemails, update your database,
but, at the end of the day, ifyou had a limiting belief that

(37:36):
has prevented you from doing thething that you know you need to
do, now's the time to startworking on that limiting belief
to get it out of there.
And, realistically, the problemwith limiting beliefs and this
is a slight edge when it talksabout a glass of water, a glass
of pop being in front of you.

(37:56):
They're both right in front ofyou.
Either one is easy to grab, andthat's why most people will
grab the pop.
The crazy thing is is there'ssomething in psychology that's
known as threshold, andthreshold is when you get to the
point where you say somethinghas to change.
It has to change now, and I'mthe one that has to change it.

(38:21):
Right.
For some people, until they'veabsolutely hit that point, they
won't make the changes that arenecessary.
For others, they can invokethat inside themselves.
They have this high D drivesystem that will allow them just
to plow past that.
Either way, the thing that youhave to realize I was having
this discussion with somebodyyesterday who's a brilliant,

(38:44):
beautiful mind that people justdon't realize this you are in
control of your own thoughts andyour mind.
You are right, you are.
People aren't there right now.
People aren't there right now.
I'm not in control of my ownthought mind.

Jimmy Fantastic (39:02):
We, everybody, just stopped watching.

Johnny Awesome (39:04):
Right click, Ha ha ha.
Then, if you don't realize thatand here's the thing, right, I
say that, but there's anasterisk there If you're not,
you're still in control, but ifyou don't take that control over
, then you're just sitting indefault and anything that's
going into your head this iswhat marketers love.

(39:25):
Marketers love like puttingstuff into your head.
Ah, marketers love puttingstuff into your head or using
subtle tricks to get you to lovecertain products or buy certain
things, even the colors ofrestaurants to make you hungry.
And if you're not aware andcognitively thinking about what

(39:50):
people are trying to put intoyour head, you're living by
default.
You're going to always live inthis world that you do feel like
you don't have to be loved.
When limiting beliefs come up,there's also something called
automatic ant, automatednegative response, and when you

(40:13):
have those, you have to be ableto stop yourself and say all
right, is this true, is thishelpful?
Right, so that was a lot of adump, so let's back up for real
estate agents.

Jimmy Fantastic (40:27):
Well, you said that you did.
This is what you do, right,yeah?

Johnny Awesome (40:32):
I love this, we're suit.
I love, I love working withreal estate agents.
We're going to talk about thedeepest subject, that's the most
important.
Jessica's cat is currentlytrying to figure out where the
birds are.

Jimmy Fantastic (40:49):
They're in Alabama.

Johnny Awesome (40:51):
They run out of antlers.
Yeah, you gotta send that cat along way to go get those birds.
But the number one thing solet's talk about limiting
beliefs a little bit and whatlimiting beliefs are in this
business and how they affect youthe number one thing that you
have to do when it comes tolimiting beliefs is you have to
actually take the time, likeJimmy said, to set time aside to

(41:12):
identify what those limitingbeliefs even are.
Why is it that I haven't?
Look, I had a plan for the lastsix months.
I was going to hit this numberright.
Why is it that I have not hitthis yet?
What has prevented me?
I was all excited to get on thephone at the beginning of the
year when they were talkingabout this new script or I

(41:33):
learned this new thing that Icould do and I really wanted to
get on and just own it.
I told everybody I was gonnaown it right and I was gonna get
.
And then I did.
I got skirt again right orspear crept up, or I just went
back to where I was at.
Why is that right?
You need to identify that.
What's the number one limitingbelief when it comes to cold

(41:54):
calling Jimmy?

Jimmy Fantastic (41:57):
People get scared that they're gonna get
mad at them.
They're angry, they're gonnayell at me.
They're gonna, you know, likeall the horrible catastrophic
things that happen when you'reon the phone.

Johnny Awesome (42:06):
Everything, yep.
You're gonna get rejected andyou're on a telemarketer and
blah, blah, blah right.

Jimmy Fantastic (42:10):
That don't really happen.
Some of it does happen whenyou're on the phone, but, to be
honest, it's painless, right?
It's really, it's reallypainless.

Johnny Awesome (42:18):
Fear of rejection is number one and what
that looks like.
So take the time to sit downand really identify that.
Right Like, don't just say I'mscared because I just I don't
like this, jimmy, and I hear usall the time.
I just don't like making phonecalls Great, but why, right Like

(42:39):
, identify that like so you canwork through it.
It's not good enough just to sayI just don't like doing it.
Therefore, I'm not going to,especially if it's something
that you know that's going tochange your business right,
exactly.
So what is it exactly you don'tlike about that?
Oh, I don't like the fact thatI'm bothering people.
Okay, great, who's in controlof that thought?

(43:01):
You are, yep, you're havingthat thought because that's your
thought and you're in controlof that.
So when you're working throughyour limiting beliefs, you need
to identify what they are, writethem out, talk it over, right,
talk about it and then takeresponsibility for your thoughts

(43:21):
, your own thoughts that arehappening in your head.
There's a fantastic book.
It's really old, I don't evenknow if you can get any more.
I'm sure you can but it wascalled what to Say when you Talk
To Yourself, and I always lovedrecommending that book to
people because they'd look atyou really weird.
I'm like I don't talk to myself.
Then they'd walk away and belike that crazy guy thinks I
talk to myself.
But we do, and what you say toyourself is super, super

(43:43):
important, and how you say it,and even in what you say could
come up limiting beliefs.
I was talking to somebody theother day and they have somewhat
of a pessimistic outlook onlife and they literally said
it's just because it's how I am.
Well, you've spoken that intoexistence.
You keep saying that, you keeptelling yourself that's who you

(44:03):
are, that's who you are, you'reright.
So now, what is that limitingbelief?
You got to identify that rightand then you need to just, you
need to let go.
You need to let go of thethings that you can't control.
If the person yells at you onthe other end of the phone, if
we're using that as an example,or there's another limiting
belief that you might have, youneed to figure out like you

(44:25):
don't have, you're notguaranteed that they're ever
going to even do that right,you're living in a future that
hasn't even been created yet.
I knew somebody that was.
If they were in a bad mood, itwas really weird.
If they were in a bad mood,they would walk into a store or
a hospital.
I remember we were giving bloodone day and it was the funniest

(44:45):
thing.
Everybody else was in a badmood for some reason, according
to this person, and, sure enough, the days that they were in a
bad mood, everywhere they went,they got really poor service and
it gave them more and more tocomplain about.
It was a really interestingthing, and I remember bringing
up like well, could it be thatyou are presenting this One?

(45:07):
How are you receiving thisinformation in right?
And number two, could it belike your bad mood you're
reflecting it on them and thenthey're bringing it right back
to you?
Or maybe it's not happening atall?
Right, because you're living ina future that you created.
You need to let go of thenegative possibilities and,

(45:30):
instead of clinging to theunpredictable things, you need
to be able to just let go ofthat, right?
And the last thing to do tochange your limiting beliefs is
you need to replace them withempowering beliefs.
When it comes to the automatednegative thought process of the
ants, one of the things that wedo with people is we have them

(45:52):
right down, like when you have athought and this is a great
exercise if you guys fall intothis trap a lot in your head, if
you have a negative thought,hey, I can't do this.
Oh man, I don't want to.
I should contact this guy, butyou know I'm not.
I'm not status enough tocontact this guy, right?
Whatever it might be.
You should write that downinstantly, get it out on a sheet

(46:12):
of paper so you can look at it.
And then that's how ridiculous.
It is right.
That's an automatic negativethought that came up.
And then is it true, is it nottrue?
Well, we know it's not true,and then just replace it with
something Instead of why am Inot like this?
We've talked about this before,jimmy Switching from why to how.
Why am I not good enough,status enough?

(46:34):
Why do I believe I'm not statusenough?
All right, let's get thatvocabulary out of there.
How can I feel important enoughto contact this guy too?
Here's the reasons why I cancontact this person right when
we play.
It's super important.
Like I said, and again, one ofthe key things to this, if you

(46:54):
guys don't have somebody to talkto, if you don't have a mentor
and if you're an EXP and offlinethat you trust, or somebody
that's sponsored you a TL,therapist, coach, a pastor, a
goldfish, whatever sometimes thebest thing that you can do
because you don't know yourlimiting beliefs but somebody
can call you on.

(47:15):
You know who's really good atthis?
And he's.
He's just so blatant.
Blatant about it is AustinChevron, austin.
Chevron, I love watching thatguy call people the carpet
because he doesn't like it's sofast for him to do the amount of
excuses that people make inlimiting beliefs that people
have.

(47:35):
Sometimes you guys don't evenknow the limiting belief you
have.
That's why it's reallyimportant to listen to what's
coming out of you, becausewhat's coming out of you is from
with you.
I give this analogy every nowand then.
I actually learned this and Ithink, in like a marriage
seminar one day.
So it may or may not help you,but it was a, it was a bottle of

(47:55):
water, and when that water gotsqueezed or put, put, put,
prunched or whatever, what'sinside of it actually comes out
right, and that's kind of how weare.
When we start to get superstressed in this business or we
think that somebody's pushingagainst us in the wrong way,
that's when our core comes outand that's our core.
We're responsible for what's inthere.

(48:16):
We need to take responsibilityfor that, right, and Austin man,
he is so good at just beinglike I heard everything you just
said, but you know that you'rethe problem, right, right, oh no
, I agree that I'm the problem,but that's the cancellation
system.
Don't get off this.

(48:36):
You're the issue.

Jimmy Fantastic (48:37):
Right.
Well, one of the things, one ofthe things that I spoke about
when I was on stage in Floridaas shareholders, was that we're
all liars.
Yes and the people we lie to themost, as ourself.
You know we constantly lie toourselves about.
You know, I'm gonna get mydatabase straightened out, I'm
gonna automate my business, I'mgonna call people today, I'm

(48:59):
gonna do the right, and then itbecomes well, I didn't call
today but I'll call tomorrow, orI'll automate my business
tomorrow, or I'll do the AIthing next week, or I'll.
You know, all the stuff that Ilearned at this last seminar
went to I'm gonna implement allthat into my business just next
week.
And then it never happens,right?
So we're the biggest.
We lie to ourselves all the timeand that's, this is the human
condition.

(49:19):
Right, that's just, it is whatit is we do.
That's what we do to ourselvesall the time.
But then we, and then we alwaysfind the system to blame
something else.
Right To your point.
Well, everybody's crabby around.
No, they're not.
You're crabby and you'recausing everybody else to be
that way, or you're assumingthat everyone is because you are
right and therefore you'retreating them poorly, and then
you're getting poorly treated inthe reverse.

(49:41):
Exactly, exactly.
So it's all and it's so.
All this is true andencompassing, and this kind of
goes back to what we weretalking about, like the look
under the hood and to work on mybusiness, and sometimes working
on my business is working on meand we forget that part.

Johnny Awesome (49:58):
That's it, jimmy .
You hit it Nail on the head.
Guys, if you're an entrepreneur, you're an entrepreneur, you
are the business.
Yeah, so in order for you totruly work on your business, you
need to work on yourself andthen your business, working on
your quote, unquote business, isgoing to be a lot easier.

(50:20):
It's easier for you toimplement these things.
Like Jimmy said, you know oneof the things.
There's two, two things there.
One of them is kind ofenvironmental, but again, you're
in control of this.
Right, in America we have thisissue.
It's called the yes problem.
I read a study on this wherehere in the States, we say yes
to everything, like it's just ahuge issue.

(50:41):
Can you do this?
Yes, can you meet me at five?
Yes, real estate agents right.
Hey, can you be there?
I have an appointment at 11.
Yes, right, the way to getaround that?
Here's a secret judo techniquethat we can throw in there.
The way to get around that,especially with people that
constantly make appointmentswith you they're like 15 minutes
late, 30 minutes late, or ifyou're doing it yourself is to

(51:04):
add an anchor on there.
So, hey, can you meet me thereat five o'clock?
Yeah, sure, I can meet youthere at five o'clock?
Okay, great, listen, I am goingto be rearranging my entire
schedule so that I can meet youexactly at five o'clock.
Now, you just promised thatyou'd be there.
Is there any reason that youwould not be there exactly at

(51:25):
that time?
And that's when people thinkit's really weird.
You have to rephrase thatquestion.
And then people go oh well,I'll just be getting out of
soccer and then my son's goingto have to take a shower at the
end and they'll probably getdressed.
I'll probably be running 15 or20 minutes late.
Okay, great, thank you.

(51:45):
Now I know, right, there's ananchor technique for that.
We do that to ourselves all thetime.
We'll do something or say, likeyou said, jimmy, oh, I'm going
to implement this, and notalways is it?
You know, you had goodintentions.
Sometimes it's that you justforgot.
And, like I said, if you're notgoing back at the end of the day
and looking at all the thingsthat you need to get done or

(52:08):
putting some sort of system inplace, and maybe that's what you
need to do for the next sixmonths, hey, I'm one of those
people.
I love to go to seminars.
I love writing notes.
I listened to what Jimmy andJohnny were saying, and they're
right.
I need to.
I need to organize all this ina way that's going to work for
me Great.
So spend the next 30 daystrying to figure out what system
that is Right.

(52:28):
Yep, are you going to use agetting things done system?
There's, there's.
Grant Cardone has a version oforganization right.
Tony Robbins has anorganizational system.
Like, are you ADD?
There's an organizationalsystem.
If you're way out there, addland, right, there's stuff that
you can do.
And now is the time where youreally sort that through.

(52:49):
The other thing is most peopledon't realize that when you're
promising something, this is anintegrity thing, and sometimes I
have to let people know that'san integrity thing.
Your calendar is an integritysystem.
It is an integrity managementsystem or promise management
system.
Right.
If you say that you want to dosomething, it needs to be put

(53:12):
into your calendar as a task orsomething that you're going to
do on a date that you're eithergoing to complete it by or
you're going to start it by.
That calendar is now yourpromise management system.
So now you've made a promise toyourself that you're going to
do this.
You're going to do it eitherstarting a certain date or
finishing a certain date, andthen it just comes.
Do you have integrity?

(53:32):
And sometimes people just needto have that little mind shift
inside themselves to realize themore times that you rip
yourself off, the easier itcomes to rip yourself off, right
.
And so all of a sudden, you'renot doing anything that you know
that you need to do.

Jimmy Fantastic (53:49):
Yeah, smart goals, right?
Specific, measurable,attainable, relatable and timed.
And if they're not timed, likeyou know, just they're just kind
of sort of out there, Right?
Yes, If you're not putting yourtime on it, it doesn't matter.

Johnny Awesome (54:03):
And then you know the sad truth is, some
people they do this on purpose.
And again, this is where youhave to really get real with
yourself, going back to thelimiting beliefs.
Do you even want to change yourlimiting beliefs?

Jimmy Fantastic (54:17):
Right.

Johnny Awesome (54:18):
That's a real question you have to answer.
There are some people, you know, you've heard us use the
analogy about the dog on thetack there are some people that
just want to stay on the tack,and that's just where they want
to be.
That's not where I want to be.
That's not where I want myfriends to be, people that I'm
coaching and training it's notwhere I want them to be.
Unfortunately, every now andthen we find that person, though

(54:39):
, and you have to have a real,serious conversation with them.
Dude, you're living in anegative, acidic life, right,
like you're not accomplishingbecause you're choosing not to
accomplish.
Do you want to continue to livethat way?
Right, you stop making excuses.
It's you.
Do you want it Like?
Is that, is that your ultimategoal?

(55:00):
Right?
And then, jimmy, you know we'relooking and you know, like I
talked about, I think, on theafterburner a couple of weeks
ago, it's a.
It's a hard process for us,especially me, because my
personality type I'm not, I'mnot, I'm a high I before, I'm a
high D.
I don't want to let people go.
I see them way up here, but thetruth is, if they can't get

(55:21):
that, they're not at that pointwhere they really want to better
themselves, they want to livethat.
There's nothing that me or youcan do for them, right, and
we're banging our heads upagainst door of the wall trying
to make them move and it won'thappen.

Jimmy Fantastic (55:35):
And that's again.
That's that having thatconversation with somebody that
you, that you trust and respect.
But they have to be real withyou and you have to be, you have
to be accepting to what they'regoing to say.
You know, you know that's thehard part, because we always, we
always friends and hisconfidants to one, to each other
.
You know, typically it's hardhaving the hard conversations

(55:59):
Right.
It's hard being real and saying, hey, man, you got to stop
screwing around and you got todo this and you got to do it now
.
And it's hard having thatconversation when you, when you,
when you truly love someoneright, and that person's in your
life for a reason.
It's hard having that toughconversation with them,
sometimes right, but sometimes,if you love them enough you got

(56:20):
to just be real with them, right, you just you have, but then
that you have to be.
If that person is giving youthat feedback, you have to just
take a step back and say, holycrap, I didn't realize I was
doing it this way.
Or I really am better than Ithink I am Right, because that's
that limiting belief of like Ididn't think I was good enough
to do this.

(56:40):
Now you believe in me, so now Ihave to believe in me.
Because you believe in me, nowI have something.
Yep, now I can start to getsome momentum and feel like Holy
cow, like I am feeling goodabout this.
Right, like some of the stuffwe're doing with our agents in
our office.
Right, it's getting themtotally out of their comfort
zone, but we believe that theycan do it.

(57:02):
They're proving that they cando it.
Now it's going to have to justbe like that momentum that we
create for them, that they'rejust going to continue to do the
things over and over again,that they're going to make them
successful.

Johnny Awesome (57:13):
Absolutely, it's that.
It's that borrowing belief.
And again, if you're looking ata situation and you know, like
we know, that there's certainactions that you take in this
business that are going to equalresults, if you're not taking
those and you know that that'sgoing to equal results, what is

(57:38):
that that you're tellingyourself?
That's presenting, preventingyourself from doing that?
And going back to having thoseconversations, jimmy, it all
starts with having that, on thehonest conversation with
yourself Do you actually want tomake the change that's
necessary for something tochange?
We hear it all the time, jimmy.
I think you quote that all thetime, don't you?
If you want some things tochange, you need to change some

(58:00):
things.
Yep, exactly True.
Yeah, and if you're not there,then you need to identify and
you know what.
Again, like I said, maybe youdon't want to identify what that
is, maybe you're okay beingstuck there and that's it's.
It depends on where you'restuck, but that's okay for some

(58:24):
people in some situations, right, but being able to identify
that.
You know, I'll never forget thegentleman that I had that we we
went to go knock on his firstexpired and I went to go walk
him to the front door.
We were, we started across thestreet.
We go to walk across the frontdoor and I realized, as we're

(58:45):
walking across the street, I hadmade it across the other side.
I'm talking to him, I'm nothearing anything back.
I turn around and he is stuckin the middle of the road.
He's standing in the middle ofthe road.
He had so much fear forknocking on the door that he
literally moved from the middleof this road.
So I had to go and like gravel,but I'm moving.

(59:06):
That's how much fear this guyhad by the time we got up to the
door and I knocked on the doorand pushed him up head.
He nailed it.
He got the listing presentationout, he got the listing, he
signed the docs.
He did it and he still quit.
And I was okay with that.
He said at the end of the day,at least now I know that I could

(59:27):
have done it, but I realizedthat I don't want to.
And you know what I'm morethankful for that guy because
now I don't have to spend anytime on him Like that to me is
great, and he's now working in acareer that he absolutely loves
and he's okay with Right.
And for me I knew like we didit, like he knows that he could

(59:49):
accomplish this in life.
He just chooses not toaccomplish life this way and
that doesn't make him a failure.
In fact, in my eyes that makeshim more a winner than a lot of
sitting around that birds weirdSitting around waiting, you know
, wasting everybody's timewaiting for something to change
when they're not willing to letanything change.

Jimmy Fantastic (01:00:11):
I don't ever set man.
You got to know who you are.
Right, you got to know who youare, know who you are, and there
.

Johnny Awesome (01:00:17):
I don't think they can hear it out there,
jimmy, because it's hooked upthrough your thing.
He blah, blah blah.
How do you like that?
As a fake outro, but the musicis playing.
Guys, we're going to wrap upright now.
Jimmy, you've been fantastic.

Jimmy Fantastic (01:00:28):
And Johnny, you've been awesome.

Johnny Awesome (01:00:30):
And to all of you will talk to you next Friday
.
I'm trying to time it out.