Episode 93 - The Highs and Lows

Embark on an emotional odyssey with us as we dissect the often-unpredictable cycle of change that plagues real estate agents and parallels many of our own professional ventures. Navigating the tumultuous waves of February, a time notorious for plans going awry, we dissect why even the best start can spiral into feeling overwhelmed. With a nod to Kelly and Conner's 1979 study, this episode is a deep dive into the patterns that ensnare us and the self-awareness needed to avoid veering off course. Join the conversation for a candid exploration of the pitfalls that lie in chasing the next shiny object and how to steadfastly stick to your business plan for year-round success.

Closing out the episode, our heartfelt discussion on the 'hockey stick' growth curve in real estate serves as a testament to the sheer determination and resilience it takes to achieve success. Through shared stories and personal anecdotes, we shed light on the phases every agent faces and the significance of community and hope in pushing through the grimmest of times. As we sign off, we leave you with an empowering reminder that persistence, coupled with the support from mentors and coaches, is the cornerstone of triumph!

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 JimmyFantastic.
You are on Free for All Friday.

Jimmy Fantastic (00:26):
Good morning, good morning.
Good morning everybody.
This is Jimmy Fantastic.

Johnny Awesome (00:36):
It's hard, it's hard.
My voice is still not there.
It's getting there.
I was trying to whisper throughthat.
It didn't work so well.

Jimmy Fantastic (00:42):
Yeah, it's getting there I realized.

Johnny Awesome (00:43):
People are in the background.
What are they doing?
Were they chanting?

Jimmy Fantastic (00:46):
Right.
The other thing that I noticed,too for those like like, like a
secret, like what do they callthat?
Like, uh, were they embedthings into commercials?
Subliminal.

Johnny Awesome (00:56):
Oh, subliminal messaging.

Jimmy Fantastic (00:58):
You're whispering with subliminal
messaging you will subscribe.

Johnny Awesome (01:02):
You will like us Subscribe.

Jimmy Fantastic (01:04):
Right, it's horrible and you're supposed to
save five times, right?
So throughout the show today wehave to say like and subscribe
at least five more times.

Johnny Awesome (01:12):
Um it's funny because I just noticed something
, Jimmy, you know we are.
We are creatures of habit andduring our, during our intro
song, I'll show you, guys thatare watching, for those of you
listening to the podcast or ifyou're on the breakfast club,
you can't see this, but you knowthe song is groovy, so we're
we're dancing, right.

Intro (01:29):
I'm doing this.

Johnny Awesome (01:30):
What's really funny is I don't know if you
caught yourself doing this, butI'm doing this over here and
you'll be the be be be great toshow.
And you thought I, like yousubconscious, I was pointing you
went to go speak.
Did you realize you did that Iwatch.
That's why it's laughing.
I watched you do that earlybecause you're used to pointing
at you to let you know when tospeak.
But I was just dancing and youalmost started speaking.

(01:51):
Subliminal messaging.
It's subliminal messaging.
It's like and subscribe.

Intro (01:55):
That's why it's really.

Johnny Awesome (01:56):
That's why it's really important Speaking really
important, good morning.
Good morning, jeff will bemaking an announcement about
that, so it's important to yousir.
And you know my voice still on.
What do they call it?
Still on the fritz?
Is that a thing?

Jimmy Fantastic (02:10):
I know fritz, yeah, me too.
Yeah, he's a good guy.

Johnny Awesome (02:16):
So sorry, fritz, that my voice is all over you.

Jimmy Fantastic (02:18):
Way too many jokes we could make right now,
you being all over fritz, allright, wow, anyway that's how
the show started.

Johnny Awesome (02:27):
Yes, which is funny, because today might be
and this is no joke today mightbe one of the most important
shows and topics that we've evertalked about.
Dead serious it's to, and we'regoing to get into this.
I came across a study in mystudies and I've seen it before

(02:47):
and I've seen it representedbefore it's, but now I have the
source content and I wentthrough their course.
It's the 1979 study of Kellyand Conner's emotional cycle of
change.
And we're going to be talkingabout this today because
something that I realized isthey were talking about this.
I realized there's a loop inhere that real estate agents

(03:09):
constantly get caught in, andthe other thing that was really
interesting during this is theywere talking about a certain
type of person that gets stuckin these cycles Right, and
there's a certain personalitytype that that are are prey for
people to go out there and toadvertise to in a specific way
to make them constantly jump offthe cycle.

(03:30):
They're on and go after thatshiny new thing, and it isn't
just real estate agents.
It just so happens that ourindustry brings the most of
those type of people in.
So today we're going to betalking about that.
Why is it?
We're in February and this iswhy this is important.
This podcast will be in record,and February, of course, you can
watch us live every single weekIf you're just listening to us

(03:52):
on the podcast later.
This, right now, there is a lotof people that started their
business.
We've been running businessplanning clinics, right, and
already it's like they'vestopped.
And what's crazier, jimmy, Idon't know if you've seen this
or not, but this time of year isthe time of year and some of
you might have already falleninto this where all of a sudden,
you're buying all these newsystems.

(04:14):
You know, hey, I just got thisnew company that sends postcards
every single month.
Now, for me, on my behalf, likethis year, the beginning of the
year for companies that supportour industry is like a cash
grab for them.

Jimmy Fantastic (04:28):
Oh yeah, big time, because, yeah, yeah, and
it's funny, like, and thenthere's a couple of things that
happen with this.
Like you and I had a chance tolike whiteboard this thing out
and talk about it, but we, likethere's another thing that
happens too, I feel, with agents.
The agents that were actuallyahead of the curve, right, that
actually planned this out, likein November, december, hit the

(04:50):
ground running in January, had agood January and now they're
going to be on, they're about tobe on this real estate roller
coaster of I'm so busy I don'tknow what to do now, right,
right, like, oh my God, I hadthree closings or four closings
in January, but they're notlooking.
They're not even looking atFebruary yet.
They don't know how manythey're going to close in

(05:11):
February, because they got sobusy in January that they don't
know what to do in February.

Johnny Awesome (05:16):
And then all the work comes in on top of it.

Jimmy Fantastic (05:17):
Right.

Johnny Awesome (05:18):
Now we're feeling stressed because we got
all this work that's coming in,and so this is what we're going
to be.
This is what we're going to bediscussing today, and not only
that, but the importance ofrealizing where you're at when
you come to this, and then Iwill.
I will post this chart on ourFacebook page.
If you're listening to thepodcast, it's in the show notes.
If you're with us, live again,I'll post it on our Facebook

(05:41):
page sometime today after theshow has ended.

Jimmy Fantastic (05:44):
Yeah, yeah, and it was cool Like it was so for
those of you that Johnny and Igot to meet this week and
whiteboard this thing out, whichwas really cool to, because
then it's like, well, here'swhere we're at, here's where,
like, here's where people go,here's what happens when you hit
that spot and and again, youknow we talked about this on a
show earlier that we run it likewe run into this as well, guys,

(06:08):
so it's not like we're justlike we're not this perfect
thing that runs this thing likeseamlessly.
We need help too, right, so weneed.
So there's, there's otherpeople that you know, johnny and
I have to lean on and talk toyou and you know it's funny and
sometimes it was, sometimes wedon't.

Johnny Awesome (06:21):
It's interesting actually that you bring I don't
know if you're setting me upfor this or not, but it's
interesting that you bring thatup so when we had Dr Abelson and
you can go back and listen tothat episode when we had Dr
Abelson on, he he runs thatsuper, super stringent whatever
123 point test or whatever.
When you get this document backabout your personality and who

(06:42):
you are, there's this onesection that talks about like
it's a hundred.
There's a hundred things listedand your one through 10 is your
top 10 strengths, like what youare the strongest doing, yeah
Right.
And then the bottom 90 through100, they're the things that
you're the absolute worst at.
What's really interesting aboutme and my personality type is

(07:04):
that in the very like the top 10is coaching and helping other
people see and expand theirdreams and getting people to
reach farther, like, like it'sall that stuff right.
But what's crazy is at thebottom 90 through 100, like
number 100 for me is being ableto do that to my, for myself,

(07:24):
being coachable is would not becoachable because I am coachable
, but it's being able to self dothat.

Jimmy Fantastic (07:31):
Right, right.
So there's, there's certainability piece, yeah.

Johnny Awesome (07:34):
And I'm not even thinking people.
Well, not even theaccountability piece, being able
just to sit down and figure,figure my own mind out right.

Jimmy Fantastic (07:42):
Without without any outside influence.
What is that?
Figuring your mind out, likeyou say that, like it's easy.

Johnny Awesome (07:51):
Well, you know, it's not so much as figuring it
out as it is to figure out howto make things work around,
right the synapses, snap Rightthose the spark.
So so it's really interestingand, dr Abelson, we, you know,
we talked about that on the showwhere it's interesting that my
largest strength for otherpeople is my weakest strength

(08:14):
for myself.
But being able to know thatallows me to say, oh man.
So I was on with my coach thislast week and I said, you know,
I sat down to go do my ownbusiness planning and if I'm
talking to somebody else I canwalk you through and dream
building.
I could do all that stuff, butI'm sitting there talking to

(08:34):
myself, my mind goes blank.
It's this, it's this weirdthing that I'm not very big a
fan of.
But then again, okay, cool.
So you wake up in the morningand you can't see.
You can do two things you canhate yourself because of it or
you can put your glasses on.
Yeah, and what we realizedreally Jimmy I didn't tell you
this part, I'll just telleverybody why not is we realized
is that there was there's prideblocking me from putting my

(08:57):
glasses on.
And we were.
I was sitting there talking tomy coach and he said well, you
know who's who's one of the bestyou know?
Who do you know that's reallygood at putting business plans
together?
And I said Jimmy, fantastic is.
So as soon as our coaching callwas done yesterday, I called
Jimmy and I said hey, jimmy,this is where I'm the weakest at
.
I'm the best at helping otherpeople with it.
Well, when it comes to myself,I need that coach, I need that

(09:18):
person on the outside of the cartrunk to help guide me.
Yeah, will you help me set mybusiness plan up?
So I called him yesterday to goover that with him, or at least
to set that up.
And so you know, it's realizingwhere we're at and and
realizing who you are and whereyour strengths and weaknesses
are.
And again, sometimes you justyou can't be really prideful,

(09:39):
like it sucks when you go.
Man, I can help everybody elsedo this, why can't I just sit
down and do it?

Intro (09:44):
Can I just do it Right that?

Johnny Awesome (09:45):
doesn't help.
That gets you stuck.
Why is get you stuck?
How's?

Jimmy Fantastic (09:50):
get you forward , yeah.
So, that's a very valid pointand I feel the same Like if you
know I you know it's like I haveto get with my mentor and it
like once a week now.
Do you want to mean like I getwith my mentor once a week now?

Johnny Awesome (10:05):
Okay, yeah, gotcha, sorry.
And certainly you just said Ihave get with mentor.
You're a caveman for a secondMentor.
Come home.

Jimmy Fantastic (10:19):
But, yeah, I have to get with my mentor like
once a week just to like makesure that I'm doing.
This is the hardest part, yeah,and we are prideful and we are.
You know, I'm also, you know,you know me well enough, I'm,
I'll get through that wall oneway or another.
Right, like I just put my headdown and go through it.

Johnny Awesome (10:38):
When I could walk around the door right, it's
like.

Jimmy Fantastic (10:41):
Well, stop, it's like.
But then I get all stubbornenough that I'm just going to go
through it anyway, yeah,instead of walking around the
door.

Johnny Awesome (10:47):
Yeah, right, right, because somebody just
said, hey, there's a better wayover here, and I went.

Jimmy Fantastic (10:52):
No no, no, I got it Right.
Yeah, Boom, eventually I getthrough there.
But, man, like it is superimportant to have someone or
that person or that thing.
Like you said, you got a coach.
I've been with my mentor once aweek and like, because there is
, it is some sort of theaccountability piece, right,
like you have to have some sortof accountability to.

(11:14):
It's hard to hold yourselfaccountable, yeah Well, some
people.

Johnny Awesome (11:19):
Well, not only that, but the one, a quote that
I've always heard is it's hardto take your your crappy old
self into your bright new future.
Again, it's just most peopleand I, and there's a very small
fraction of people that don'tneed somebody to help them walk
through this.
They're just going to go Right.
But most people need some sortof guidance at some point in
time, if not all the time, andwe just don't realize it so that

(11:42):
we can.

Jimmy Fantastic (11:42):
we can move forward together, yeah, and I
have to keep thinking about,like, the things that we've
talked about.
Like I said, this year I wantedto be more intentional.

Johnny Awesome (11:50):
Yes.

Jimmy Fantastic (11:51):
Well, by by me wanting to be more intentional,
what I have to do is get moreclarity on things and Instead of
running through that wall to domy thing, I need to get more
clarity and be more clear and bemore intentional about walking
to the door.
Yeah, right, because it.
Then I think about beingintentional to me, too, is about

(12:14):
being more efficient.
Oh, yeah, right, it's it'sinstead of instead of doing
three things wrong before I getit right, why don't I just ask a
couple questions?
It goes back to the sharpeningthe axe.
Yeah, yeah, sharp, you know.
Sharpen the axe before I startchopping the wood.

Johnny Awesome (12:28):
Yeah.

Jimmy Fantastic (12:28):
I've always been the person that's just
starts chopping the wood Insteadof sharpening the axe, so I
have to be more intentional withfiguring out things to do
easier than instead of just justdoing things.

Johnny Awesome (12:40):
Well and again, like you said, sometimes that
just goes back to coaching.
It's letting you know.
You know, like you said, thecoach, sometimes the coach won't
even take you to the door.
A real good coach.
We'll just say you know,there's a door, that's there,
right, right.
So we're gonna, we're gonna getinto this.
Guys.
This is the, again, the mostemotional cycle of change and
why this is important.

(13:00):
Real quick, just so I can catchup on comments.
What were my mouse?
Go there, we go.
Good morning to you too, lisa.
She says.
She says it's easier to standback and look at others problems
and solutions that to standback and to look at our own
problems and solutions.
That's true and the you knowthat's true.
And not only does that happen,but if we can get lost in

(13:20):
somebody else's problems, nowall of a sudden we can.
We don't have to focus on ourown and you know what else
happens is we focus on otherpeople's successes sometimes too
.
This is why people get allwound up in the sports, or you
get the agent that spends allday watching YouTube videos
Because they're getting wound upin somebody else's success
instead of taking the time to goafter there and get their own

(13:42):
Ron, who I never know what he'stalking about, said Sammy flex
brought him here.
So kudos to Sammy flex, whomust have subscribed and liked
us, if he didn't, if he didn't.
You should do that.
I think we're up to four, sohere's how this works now.
This is a chart and, like Isaid, we'll stick this up on the
Facebook page.
But everything starts in phaseone, and If you can picture or

(14:04):
imagine a Line chart on the lefthand side of it, what is that?
A lot, oh, thanks, are you?
You look like a cheerleaderright now.

Jimmy Fantastic (14:23):
When yeah.

Johnny Awesome (14:25):
What.
What you have is you have youremotional state clear on the
left hand side, right when youhave your graph that goes up and
down and, realistically, whatthat is is there's a dividing
line between Optimism andpessimism.
And when we enter something newEspecially us this is this is
real, really good for realestate agents we go through

(14:46):
phase one, and phase one iswhat's known as uninformed
Optimism.
Okay, what this means is thatthere's a shiny new thing.
Even getting into real estatefor most of us was uninformed
optimism.
Yeah, hey, I got this great newcareer that I can make as much
money as I want.
You're uninformed and becauseyou're uninformed, you're super

(15:09):
optimistic about it.

Jimmy Fantastic (15:10):
Yeah, you're super pumped up about it.
You got your license.
You're ready to rock and roll.

Johnny Awesome (15:13):
I'm gonna make so much money in the next three
months.
I watched HGTV.
I'm gonna renovate this houseand have side properties.

Jimmy Fantastic (15:20):
I'm just gonna flip houses and rent, have
rental property.

Johnny Awesome (15:23):
I've already got money down on my yacht.
I'm super excited about thiswhole real estate and I only
have to work 20 hours a week 30minutes a day.

Jimmy Fantastic (15:37):
30 minutes a day.
Things are gonna be fantastic,and and I'm a real estate agent
I started my Instagram account.
Oh, I don't even know that Ihave to join the board yet.

Johnny Awesome (15:46):
I don't know what's going on.
I don't know that I need abrokerage.
I don't know, yeah, all thatstuff.

Jimmy Fantastic (15:53):
I just went into this and said I'm gonna be
a real estate agent right, we'resuper high on that.
We're like yeah, let's go.

Intro (16:02):
Right that's what gets you started right, because it
launches you.
You're motivated to go.
But here's what happens?

Johnny Awesome (16:07):
then we go into phase two, and phase two it's it
drops us down on this emotionalladder.
Right phase two, we drop downinto what's called informed
pessimism.
Now, all of a sudden, we'relike whoa, like all the stuff
that Jimmy just said, I got myInstagram set up, but now I got
to join you know a board, right?

(16:28):
Oh no, the boards are fightingwith each other.
Do I join Gmar and go withtheir thing, or real comp and go
with their thing?
Well then, this one has flex.

Jimmy Fantastic (16:35):
I'm a last.
Yeah, yeah, yeah, yeah this.

Johnny Awesome (16:38):
this one over here does a bunch of stuff with
our money that they shouldn't,and this one over here fought
against them, so they kickedthem off, yeah a story for
another day, hashtag stay withGmar um but.
Anyway, yeah you're not gonnachoice, I'll join size.

Jimmy Fantastic (16:53):
I don't give a crap, um, I just need to know
that I have the right like itgoes right, the right tools to
use you.

Johnny Awesome (16:59):
I know I can't listen, I get it.
It's a thing, but the the atthe end of the day.
All of a sudden there's allthese things.
Oh, by the way, prospectingisn't as easy.
You mean, you're telling methat I need to spend two to
three, possibly four hours a dayDoing this thing called
prospecting?
Yeah, all right.

Jimmy Fantastic (17:16):
Well, I was kind of excited about it first,
but now I'm doing right, but I'mway better face-to-face with
people.

Johnny Awesome (17:21):
Yeah, so then what ends up happening is this,
guys.
So we started out really superexcited again.
Let's just we're we're walkingthrough the life of realtor here
.
We started off really excitedabout life.
We thought it was gonna begreat, we had all this optimism
and then all of a sudden we getreality.
Okay, the reality is what?
In real estate, you have towork, yeah, and what's really

(17:45):
funny, if we're really honestwith ourselves, there's a lot of
people that we run into it,myself included that thought
going into real estate as abusiness For some odd reason was
a shortcut not to have to work.

Jimmy Fantastic (17:59):
Yeah, because because we see, like here's the
thing to him, we see this, likethis goes back to like the
social proof, right, we see it,and whether it's social proof or
social lies, I don't know, butbut like you see, some highly
successful Real estate agents,yes, some very successful real
estate is, especially here,locally, right, there's some
very successful real estateagents locally here in Michigan.

(18:21):
Yeah, and and and nationally.
Now that I you know, now thatwe've expanded and we were
National and international andwhatever international, but we
just shout out to how, all of asudden, I hear but you see, like
a successful agent, right?
Well, it's like well, then, andin your mind, like well, that
he, he or she's not any smarterthan I am.
no, sometimes they're dumber,yeah, but they figured something

(18:48):
out right, yeah, we're gonnaProcesses whatever yeah like I
look at, like you, you look atthis on a very surface level
Because we haven't dug into it.
We look at a very surface levellike I can do yeah, why can't?
I can do that same thing and Ican be very successful, and I
can have my Instagram accountlook like that.

Johnny Awesome (19:05):
Yeah, right away .

Jimmy Fantastic (19:05):
Yeah, and I can get out of the Lambo and I can
get out of the rolls.

Johnny Awesome (19:08):
Yeah, I can get out of the night and I can sit
on the.

Jimmy Fantastic (19:10):
Yeah, yeah, I can do all that.
Well, what we don't, what wedon't take the time to look into
, is it took 20 years for thatperson to get there and they
rented all that stuff, right?
Or yeah, it's all props.

Johnny Awesome (19:20):
Right.
Yeah, it's not really there'sright.
Well, it's like the island boys.
I don't know.
I don't know why I was watchinga documentary on them the other
day, oh, well, first of all, Ican't believe there's a
documentary on them.
Well, documentaries come out sofast, Like today, today's day
and age.
How fast a documentary comesout is just my boy Friday
documentary coming up.

(19:41):
One of us has to die.
Jimmy, one of the island boys,is dead.
No, well, yeah their career.

Jimmy Fantastic (19:48):
What was it a career?

Johnny Awesome (19:49):
Well, no but, like you know, like, come to
find out they rented all thatstuff.
And you know, we we see this onthe inside here at real estate
a lot too, like there's.
There's certain people outthere and you guys probably know
a couple of them, who when,when you first got in this
business, you were like man,look at all these properties
that they're listing and look atall these you know shots that

(20:10):
they're at, they're out on theseboats and stuff like that.
Yeah Well, they were in otherpeople's homes and they were in.
You know, the boat was, youknow, attached to a house or
they rented it for a day and itwas all for the gram.
Quote, unquote, right.
So we get this week again.
We have this optimism.
You know, I remember personalstory going back to real estate.

(20:31):
Sometimes that optimism, thatfirst phase, comes from, like
you said, uninformed people, andagain, we get preyed on
sometimes in this industry.
I'll never forget the firstperson, the person that
introduced me into real estate.
She said you're going to make$100,000 your first year, it'll
be so easy and, and you know wehave this world-class training

(20:51):
programs who come on over andand you know, in no time you'll
be rolling in it.
Well then, I, then I then I'mlike excited, I moved my, I
moved my entire family down here, brand new family, at a three
month old kid.
We, we moved into a HUD home sothat we could repair it while I
was going to school, becausethat optimism pushed us through
there, right.
Then it's.
Then I'm sitting in in theoffice every day and realize

(21:14):
there's actually no traininggoing on here, right, like there
was no training program.
We don't know what to do onceyou pass school.
You know the real estate schoolteaches you all the important
stuff that you need to do, likefiduciary duty, which I do think
is important.
But all right, now, now how doI go out like and actually use
this license that I have?
Right, yeah, what do I like?
What?

Jimmy Fantastic (21:34):
how do I do it?
Yeah?

Johnny Awesome (21:35):
So then I had to learn that right.
So then what ends up happeningis we learn that stuff.
We end up with that informedpessimism, and then what happens
from there?
And this is where we get stuck.
This is, this is the importantpart to know, guys.
From there we go into what'sknown as the Valley of Despair.
The Valley of Despair is thisreally really low point that

(21:58):
happens to every entrepreneur.
Again, this was a study onentrepreneur, but I mean, that's
what we are, guys, and whathappens is you hit the spot
where you're like man, I've justbeen grinding Yep, and nothing
seems to be working.

Jimmy Fantastic (22:12):
Haven't had a closing.

Johnny Awesome (22:13):
I haven't.
I've been.
You know, they told me that ifI got on the phones every day
for two to three to four hours aday, that I would be closing
stuff within my first threemonths.
I've been doing it now for sixmonths and I haven't closed
anything.
Yep, right, I've been, we've,and it sucks because at this,
this is that point where Jimmyand I and we didn't know what we

(22:33):
were saying, what we'rebasically saying phase four is
coming right, cause phase threeis the Valley of Despair, and
what happens is people get stuckthere and they think that this
is this, is it, like, can I dothis?
Self doubt comes in, cause,remember, the further down you
go, the more your thoughts andyour attitude.

(22:53):
You get kind of depressed,because every day you're showing
up, this is where the thoughtsof should I get a quote unquote
real job start coming in.
Right, family members are likeare you, you know, in?

Jimmy Fantastic (23:04):
real estate.
Are you sure about that?
What's?

Johnny Awesome (23:06):
you haven't done anything yet, right.

Jimmy Fantastic (23:07):
This is always that, that illustration that I I
like too.
There's that illustration oftwo people like digging, right
and, and they're both gettingcloser to the gold, right, but
they're digging and one, who'sprobably closer than the other,
gives up and says this willnever work and he walks out, but

(23:28):
he's one shovel away from thegold.
Yes, yes, one shovel.
The other one just keeps goingthrough and he gets there.
Yes, right, and I love thatillustration Cause it's so true
Like you're just shoveling,shoveling so you got your head
down and you don't know what'syou don't really, sometimes you
don't even really know whatyou're doing.
Right, just be honest.
Like you, really, you'redialing every day but you're
hoping on something land, butyou don't really know what
you're doing.

Johnny Awesome (23:49):
Meanwhile, some guy that can't even sit on the
phone, like it says, and there,listen, there's.
There's phenomenon thathappened.
We we've known people that havedone that.
You got some new guy that walksin.
It's his first day, he doesn'teven know how to talk on the
phone.
He got five listingappointments and close two deals
by lunchtime.
Yeah, and you're like I'm sixmonths in, I've read every

(24:09):
script, I've called every personin my town.
My entire database knows thatI'm in real estate.
Now, again, there's some tweaksthat need to be made, but here's
what happens.
People get stuck in that thatvalley of despair, and what
happens is sometimes they slidejust completely off the chart
and then that's when they becomegrudging.
Okay, and one of the thingsthat I loved is be careful when

(24:35):
you're in that spot Like ithasn't been working.
Be careful who you seek advicefrom, because it's very
dangerous spot to be in, causewhat happens a lot of times is
we go find that person thatthey're.
They're so far down the chartthat they've just become like I
said they've, they've kind ofbecome just rock hard about it.

(24:55):
And they're grumpy, a grumpy oldman stage.
Now, right About that thing.
So when you say, hey, listen,I'm in real estate and I've been
trying this, that and the other, oh, we know right.
Oh that's funny, flex.
Flex is Dave, don't interruptus like this.
We're in a big, we're in a big.
I don't know what's going on,but the the uh.

(25:20):
That's what happens when yougot ADD to try and run a serious
show.
But what happens is that thegrumpy old man will tell you you
know?
Yeah, well, you know, I trieddoing that before too, like the
old retired real estate guy.
Never really made it right.
The old curmudgeon real estateagent, and then we listened to
him and now, all of a sudden,we're adding on to our
conformational bias of thisisn't going to work right.

(25:41):
Instead of instead of realizing, like you got to find the
people that have have done thatand pushed through and to your
point before.
When we get into this business,most people look at those
people that are out on the oddsor on the Instagram and, like
you said, they've had 20 yearsof success.
All they did was continue todig.
They didn't stop here, right.

Jimmy Fantastic (26:01):
And what happens right on the other side
of that, through the good times,the bad times, the times I
didn't close it Like you knowwhat I mean.
The market shifts, the uh, youknow, and again, like, look guys
, everybody said, well, 2023 waswas rough and 2023 was rough on
our business.
It was right, like 2024 shouldbe better.
And I, and I see that, look,it's a, it's a, it's a voting

(26:24):
year, right, so rates are goingto go down, because they
traditionally do in a year,because everybody, all the
politicians, are trying to savetheir jobs, so they're going to
lower rates and lower gas prices.
Man, have you seen gas pricesthere?
Lower, um, but, but so they'regoing to do that.
So 2024 should be a bounce backhere for a lot of people.
But there was also, however,many hundreds of thousands of
agents that got out of thebusiness in 2023.

Johnny Awesome (26:46):
Because, again, we're at the beginning of a year
.

Jimmy Fantastic (26:48):
Yeah, because it's hard beginning of the year.

Johnny Awesome (26:49):
This is what happens.
So here's the interesting part.
There are five phases to thisguys.
So again, phase number oneunintentional optimism.
We're jumping into it, we'reexcited, we don't know anything,
but you know, this is the bestopportunity we could ever have.
Then we start to learn what weneed to do and we have informed
optimism, so our energy and andemotion on it starts to drop a

(27:13):
little bit.
Then it feels like you're stuckthere and you're not moving
anywhere.
That drops you down into thevalley of despair.
But phase four all of a sudden,in fact, we we have somebody on
the team that I've watched thishappen with.
I mean, I won't name names, butI remember her coming in and
she had a second job and thenshe quit that job and you know,

(27:34):
was that a mistake and there wasa lot of second guessing and it
was like nothing was comingtogether for for her sister, it
seemed like right.
Yeah.
And then all of a sudden, likeI'm glad you didn't name names.
Well, we're in front of youknow 100,000 people.
I ain't going to know the twopeople that we're talking about,
but but all of a sudden, butyeah, all of a sudden, you know,

(27:56):
I was.
I was talking to one of themyesterday and this, this will be
their best year.

Intro (28:00):
I'm a hundred percent know what's going to be their
best year because they'vealready started it out being a
bank.

Johnny Awesome (28:05):
They already started out in the 1%.
I don't even know if they knowthat they're already in the 1%,
like that's the crazy part.
And so now, all of a sudden,look at where the attitude shift
has gone up, right From valueto spare.
Now, all of a sudden, we're inwhat's known as informed
pessimism.
All right, so we're still kindof like, uh, you know, and then

(28:26):
then all of a sudden, thatinformed pessimism switches into
this informed optimism.
So it's phase four.
Is both of those kind ofcombined together?
Right, it was really difficult.
But now boom, and now we'relaunching, right.
Hey, I finally got my firstclosing in.
This is the greatest businessin the world, right?

Jimmy Fantastic (28:44):
Like, yay, it finally came together.

Johnny Awesome (28:45):
Yeah, when two months ago it was like this
place sucks, yeah Two months agoit was like man, should I go
back and work at a, a pawn shopagain?
I don't know, I'll just tell ussomething random out there.
But like it's, it's all of asudden you have that first
little blimp of success and youfeel it.
Now you know what's happening.
And then from there is thehockey stick that we always

(29:07):
teach.
I was telling Jimmy, I said my,until I went through this part
um, like we'd always taught theend of this, the hockey stick,
where you're kind of stagnantand then you blow up.
Well, that really starts righthere in phase four.
There's three phases beforethat and that hockey stick.
Once we have that, all of asudden, we have this informed
option.
So now we know what it takes,we've done it, we have proof in

(29:30):
our, in our pockets.
We know now Okay, yes, we cando this.
Then it starts to launch andthen you have your hockey stick,
which is where everything jumpsup and that's where success and
fulfillment come in.
So those are your, your five,your five phases.
Now, the reason why that'simportant for real estate agents
to know is there's a couple ofthings.

(29:51):
Number one let's talk aboutthat phase four again, jimmy,
when people finally have thattaste of success when you're in
phase three, that valley ofdespair.
You really have to borrow thefaith, sometimes of other people
.
And again you got to be carefulwho you're talking to, because
how many times have we toldagents, hey, stick with it,

(30:12):
you're doing the right things,like we've had the hover and
over again, you're doing theright things.
You just got to stick with it.
Stick with it, you're doing theright thing.

Jimmy Fantastic (30:22):
You're going to make it, it's going to happen.

Johnny Awesome (30:24):
Just stick with it, stick with it, stick with it
, right, like we just keep haveto repeat that to people because
they they're really really lowdown there and then because they
don't know themselves.
That's the thing that's hardabout real estate.
We could tell somebody that ifyou prospect every single day
more than likely within a threemonth period of time, if you are
diligent about that, more thanlikely you will have business

(30:47):
coming in.
Yeah, if it takes longer, itmight take longer, but on
average you will have businesscoming in right.
But if you, if you stop thereand try to restart, man it's,
it's detrimental to yourbusiness.

Jimmy Fantastic (31:03):
That's, and that's that's the hardest thing
because, like you know, I talkabout this all the time when I
do my business planning stuff.
It's just, it's such a momentumbusiness, right, and I and my,
my idea is like it's likepushing a big rock up a hill,
right, like I'm rolling this bigrock up a hill and there's
times that it'll scoot back downon you and then you got to push

(31:24):
it up a more and then it'llscoot back down on you and then
you got to push it up a littlemore, right, eventually you're
gonna get to the top of thathill and it's gonna go downhill,
right, but there's those timeswhere it gets hard, like it's.
It's not easy.
Remember, if you got a if,that's you know, for if, for a
time frame sake, if peopleunderstood, like, if I got a
buyer that came to me today andsaid I want to buy a house,

(31:47):
great, I've got a client.
Okay, now I'm gonna take thisclient out, we're gonna go
shopping, we're gonna look at acouple houses, I'm gonna write
up an offer, we're gonna makeI'm still 60 days out from
getting anything Right, like,I'm still like in that, my like
that, and I think that's anothershock to a lot of agents.
Right yeah, is that we talkabout that like delayed, delayed

(32:10):
, graded, graded?

Johnny Awesome (32:12):
Delayed gratification.
Late gratification, right yeah.
Which is funny because you takea bunch of 80d people who can't
do delayed Gratification tosave their life and we threw us
all into a business where theentire business is delayed
gratification.

Jimmy Fantastic (32:25):
Yeah, yeah, yeah cuz I can get it like I
said.
I can get a buyer to say yestoday, but it's gonna take me
right 60 days to get them right,to get to a closing table,
right.
So it's just like that and thatand so like that's the hard
part, right, and it's gonna itmay take longer.
I got a really picky client.
They don't like this house,they don't like that house.

Johnny Awesome (32:42):
I have to live on the street only.

Jimmy Fantastic (32:44):
Yeah, I only want to be in this street, this
house, on the south side of thestreet.

Johnny Awesome (32:49):
Yeah, that's where all the best dogs.

Jimmy Fantastic (32:51):
So so you basically have three houses I
can choose from yeah, and noneof them are for and, yeah, none
of them are Great.

Johnny Awesome (32:56):
Well, as soon as they get on for sale.
I'm buying it for sure, butlike that's the, that's my every
Birmingham client ever.

Jimmy Fantastic (33:05):
By the way.

Johnny Awesome (33:07):
I don't know if you guys I don't know if I'll be
out there ever work Birmingham,michigan.
I don't know how.
When I was, that seemed to bemy every perm again client.

Jimmy Fantastic (33:15):
But like and there isn't a lot for sale in
Birmingham right.
When you do something.

Johnny Awesome (33:20):
I want the house with the yard.
Yeah, birmingham, yes.

Jimmy Fantastic (33:24):
That?
What are you talking about?
But you can get lakefront inBirmingham.
Yeah, you sure can when it rainsbut like, yeah, you're gonna
have those, but and so that'sagain.
That's that hard part where yougot to get through this, even
if someone comes to you todayand says I want to list my house
with you, right, great, I, okay.
So now we got to get the housecleaned up, like I'm working

(33:45):
with a client right now that,like you know, I went out we're
gonna list their house, but theygot some work to do, right,
they got a paint, they got to dosome things.
They they had to fix some stuffin the kitchen.
They got there's some thingsthey got a fix before they can
get it on the market.
Well, I've been doing this longenough.
I get it like I, okay, let meknow when it's ready, I'll send
the photographer out.
But now, as a new agent, I'mnot gonna call them every day

(34:08):
like, hey, do you paint that,could you like?

Johnny Awesome (34:10):
no.

Jimmy Fantastic (34:11):
Yeah, like can you hurry up?
You know what?
Because now I'm like you'reknocking on the door.

Johnny Awesome (34:14):
Yeah, I brought that paint color that you like
the other day.

Jimmy Fantastic (34:17):
I just happened to be in town and good look, if
that's what it takes rightsometimes you know it's funny
about that is again going backto what you're saying.

Johnny Awesome (34:28):
How many times?
And look I, there's two schoolthoughts here.
Okay, school thought number oneis you know, the legal school
thought is don't do stuff likethis because you're reliable.
But how many people have weknown that agents that we've
known, especially the newer ones, that they they show up to put
a ramp on the Staircase, yeah,or they go and help them scrape

(34:49):
popcorn off the ceiling, becausethey do need that.
Commission faster.

Jimmy Fantastic (34:52):
And here's another thing I tell you too and
this, this really hits, hitshome with me so, as a team
leader, right, as a team leader,so some of these guys that have
been in the industry for 20years, that have had massive
success, right, that are thatactually own the yacht yeah,
they actually bought the yacht,right there actually successful.
They actually bought the yacht.

(35:12):
But they give bad advicesometimes.
Yeah because they're like well,just get a different client, get
rid of that one, you don't needto go over there and scrape the
ceiling.
Who does that?
Well, I do, because I only haveone client.
Yeah, you have a thousand, Ihave one, right.
So?
But these they give bad advicesometimes Because they forgot.
Because they forgot and they'relike well, just go, just get a

(35:33):
different, just go to somewhereelse, you don't need.
Why are you over there doingthis?
Why are you doing?
that why are you going overthere taking us, because this is
my.
This is all I got right now.

Johnny Awesome (35:40):
I heard a vet tell a newer agent the other day
not to take not to take Rentalsand I was like that's the.
What a huge, what a huge missedopportunity.

Intro (35:51):
That's your new horrible advice.

Johnny Awesome (35:53):
You know, when I first got started, I realized
all the vets didn't want rentalsand I remember making a
marketing piece it was me ridinga donkey, yeah, I don't know.
And and I just put don't wantto deal with your running
clients.
You know, contact me right andAt the time at the company I
started at they there was noreferral fee for rentals, like

(36:15):
it was just the thing that youdidn't have everybody, you know
and you didn't have to pay.
You didn't have to pay anythingback to the company off of off
of rentals, right?
So I'm like wait, I have to doa split if I sell a regular
house, but if I do rentals, Idon't have to.
That's how I got involved withinvestors in the first place,
because I just started takingeverybody's rentals yeah, I

(36:36):
loved them.
And then the crazy thing is,especially if you're a newer
agent, don't forget Rentalseventually are gonna need to
purchase.
So I did the thing that nobodyelse did at the time and now
everybody has a database online.
But I had an online databaseand I made sure to call them the
eight months and I would flipthese people two or three times,
even if I flipped them into anew rental, yeah, and so you

(36:57):
know that is a newer agent.
Even as a seasoned agent,there's nothing wrong as long as
you have a bottom.
Now, I did have a bottom.
This is something else I didthat a lot of people were like
how'd you do that?
Um, I had a limit that Icouldn't go below, and if I went
below that limit, I signed itmy buyer's agency contract.
So I made sure that was right.
But if I didn't go below.
If I went below that limit,then the renter had to make up

(37:20):
for the rest of the fee, and Ihad runners that would pay two
or three hundred dollars extrato make up for the fee.
Right, because I was actuallyhelping them find the house the
way that they wanted.
But the point is, you know,like you said there's you really
got to be careful.
You know, if you have somebodythat's at this 20,000 foot view
and they're way out there now,they're not, they might not be

(37:40):
able to relate with you as muchas somebody that's just a little
bit ahead of you, right, and soexactly figuring out where to
get that, from super important.

Jimmy Fantastic (37:49):
People forget where they come from, if you
know.
I mean people forget where theycome from.
And and we look, we've all, weall, we all started in this
business at some point.
And and and not all of us.
Again, I know agents.
I know agents, too, that thathave started and looked really
successful.
Yeah right, I mean like rightout of the gate, and it's like
geez, oh man, yeah yeah, they'redad, retired from real estate

(38:12):
and handed the whole book ofbusiness over all the fun
they're like the greatest eight.
I'm like whoa man like yeah yeah, but their dad literally handed
them the whole book of businessand their dad retired as an
agent while retired, but airquotes that because agents don't
ever retire.
Well, no, they quit right.
That's what happens.

Johnny Awesome (38:29):
What's really interesting about that, too, is
I've seen that happen and thenI've seen the person then get
out because they didn't learn.
Right, they didn't go throughthe hard knocks to learn how to
handle what they got.
Yep, and they just ended up out.
I was just talking to somebodyabout this the other day.
I'm not gonna I'm gonna try notto give details cuz I don't
want to.
This was one of my firstmentors, so, anyway, he had a

(38:52):
son.
He was he's really big in realestate.
Everybody's asked him to be acoach and, and you know, to
launch his own platform.
The dude was one of the largestin Michigan and you never heard
of him because he wascompletely under the radar,
right.
And it's funny cuz his son gotinvolved in real estate.
Of course, he got him involvedin real estate.
That's exactly what happened.
Yeah, like he just tried toshove him all this business on

(39:13):
him without his son having to gothrough the the life portion of
this, and then he couldn't keepup with it.
So he just started flyingdrones for his dad and you know,
now he does.
Now he does drone photography,but I think I probably said way
too much.

Jimmy Fantastic (39:29):
But anyway, teeth marijuana, cookies and
flies drone.

Johnny Awesome (39:32):
Yeah, the point about all this is this, guys,
and this is the important part,this is the the most important
part for you to hear this, thisentire podcast.
I'm gonna I'm gonna repeat this.
When it comes to the emotionalcycles and the emotional cycle
of change, change, excuse me.
You start out with thatuninformed optimism phase one,
way up here, we're super excited.

(39:52):
Then you go into informedpessimism, phase two, where now
we know what it takes and we'rea little bit.
Now I'm gonna pause there for asecond.
Knowing that this happens thisis one of the things I picked up
and I thought this is just sucha good point.
Knowing that this happens givesyou all the power in the world.
Yes, because if you don'trealize what emotional states

(40:15):
you're going through and youjust think you're going through
it, you can get stuck in this tospread this Depression loop and
you don't know.
Okay, but there's somethingcoming out tomorrow.
If you didn't know, the Sunexisted, for instance, and it
was always just rainy, like itis here in Michigan.
I was, I was doing a trainingin Florida yesterday and I and I

(40:35):
just told him I'm like man,that's crazy.
You have the Sun out here.
You know, in Michigan I haven'tseen it now in three months.
In fact, we have to bringlights into our.
You know, I have a happy lightat my desk just because we have
to emulate the Sun, because wedon't know what it looks like
after a while, but we do knowwhat it is right.
If somebody was born into aworld and they had never seen
the Sun they're born intoMichigan in the winter time and

(40:58):
it's never been sunny they mightget into this all it's.
This is just how weather isalways.
It's always gray.
This is not where I live, right?
Then, all of a sudden, that Suncomes out and say what is this
Right?
See, they never knew that,right, they got stuck in that
mode.
So what happens with us a lotof times as we go through these
uninformed optimism, informedpessimism, and then we jump in

(41:21):
this valley to spare, and if youdon't realize that you're there
, you don't have the power tokeep yourself motivated enough
to realize that you're gonna getthrough it.
The you knowing that, the Sun,that's where that hope comes in.
If you guys remember talkingabout I think it's the episode
the shock is still there.

Jimmy Fantastic (41:38):
Where we talk about hope is the one thing that
can keep you on the optimisticside of life and I, and I think
and I think what you, we have toremember is, like they're
shared suffering to you, likewe've all gone through this.
We've all been through theseemotional changes, right, we've
all gone.
We've all been in the valley ofdespair at some point with our
career.
We've all been through this.

(41:59):
So, again, leaning on peopleand talking to people is super
important.
Right, you got to find yourtribe, you got to find your
people.
You got to make sure you'rearound the right people to talk
to you about the right thingsand keep you on that path To
success.
And if you're gonna be in thatvalley of despair, who's gonna?
This is one thing Kurt says allthe time I don't need a hand out

(42:19):
, I need a hand up, and there'stimes in our career and things
that we do and it could be Shootguys, it could be quarterly
thing, right, like well, I justneed to hand up.
Man, like give me some, help meout a little bit.
Like, give me something to, to,to change my mindset, give me
something to refresh me a littlebit.
Yeah, because then what thatdoes and this is what Johnny

(42:40):
will put the chart in, but thisis what this chart shows you as
soon as you do that, boom,you're right back to the top.
You're right back to the thing,like you're.
You're excited again, you.
You had a closing.
You're excited like you knowwhat I mean, like you had
someone that's a jason, likeyou're right back to the top.
Yeah, well, you have to do isyou're gonna go through these
emotional things where you're inthis valley of despair and then

(43:00):
you get a new says, you get anew CRM.

Johnny Awesome (43:02):
Yeah, that's why I was just probably hit you get
a new CRM.
And man.

Jimmy Fantastic (43:05):
I'm back at it, I'm in, I'm full in, I'm going,
I'm gonna get back after itlike this is my time to shine.
I'm gonna, I'm gonna, go fullback in the real estate and I'm
right, I get that.
You know.
Yeah, yeah, right back to thetop.

Johnny Awesome (43:17):
So this is very interesting.
So in this study that was donefor entrepreneurs and again,
guys, think about our, ourbusiness and what.
What we have here you have abunch of people that are 80d,
right?
Yeah, a bunch of realtors outthere, and even if you're not,
you're still realtor, so youstill go through this as well.
What happens is in this studyhere's what they found is that
personality types like us havean unconscious motivation to

(43:42):
constantly go after a dopaminerush.
This is very interestingbecause what you just said, this
is super important.
To get right here, guys, mostof you and most real estate
agents that don't understand howto work emotions, they don't
understand the cycle of change,burn themselves out because they
go through stages one to three.
They never get to stages fourand five Because you go through

(44:05):
stages three by the time you'rein that value to spare again, we
have this unconscious justdesire to constantly jump back
up into whatever is new towhatever is, you know, the, that
new thing, the new shiny object.

Jimmy Fantastic (44:19):
I wrote a new resource, the new CRM, the new,
the variety novelty.

Johnny Awesome (44:24):
That's it right there, the novelty, and
something new and something withthe variety.
So what happens is we weredoing the thing that was gonna
get us there.
You were digging with a shoveland then somebody came along and
said, hey, hey, I have a newtool that you know that
automatically goes, or I've gota new tool, ai shovel.

(44:45):
I have an AI map that takes youto the, where the real trout
Right.
And now what happens is becausewe have this Unawareness that
we constantly want to go backtowards this newness, like it's
just ingrained in us.
Right, we suffer this, thecycle short.
So now we go from the Valley ofDespair and, instead of Working

(45:05):
our way through theuncomfortableness to hit the
treasure, we go, oh, a new shinything.
And we jump off the thing thatwas just about ready to get us
there to the success and film it, and we go back up to phase one
again because now there's thisnew way to do business, there's
this new thing that's out,that's gonna get us there, and
we go excited again for it.

(45:25):
And then we go, oh, I gottabuild it right now we're in
informed optimism again, and nowwe start to build that thing up
and guess what it takes workagain.
Now we're in the Valley ofDespair.
Oh, I guess it didn't work theway that I thought it was gonna
work.
I guess that training.
I went to go put that stuff inand it really didn't work.
I switched to a new broker andI don't know why I get all my

(45:45):
free car washes but I'm notseeing the sell anything more
like all this stuff happens forreal guys, yeah, and then we
then what happens now?
This is where you got to becareful.
Our Industry and there'sindustries out there for people
like us we are that we are preyfor people that understand this.
This, by the way, is taught inmarketing classes On how to take

(46:08):
advantage of people like us, sothat we can constantly go on
that loop.
How can we make our littlething shiny enough to get you
off of there, to get you thatdopamine hit?
So you buy this program, or youbuy this specific tool, or you
switch to this thing all thesudden, or free car washes,
whatever it is.
There's always this thing thatsays what you're doing right now
is Is it?

(46:29):
You know we're gonna go back uphere where it's all super fun
and exciting, right, and becauseus as agents, most of the time
we we just jump, we jump and gofor it and then, and then
there's more work.
It's hard work and now, oh man,maybe I shouldn't left.
My last broker agents reallyisn't the best, and maybe I
should go back, maybe shouldopen my own, bro, blah, blah,
blah, blah or whatever it isright.
Or now, you know, like you said, new CRM, cool AI tools.

(46:51):
We're not talking about whenthat stuff is necessary, because
sometimes it is sure we aretalking about is Letting
yourself stay in phase threelong enough, be uncomfortable
long enough.
The one of the things that thatthey were talking about is you
have to hit the wall thatthousand times to find the crack
, that one time that you can gothrough.
And as soon as he said theydidn't use this as an example,

(47:14):
but the first thing I thought ofwas the light bulb.
I mean, how many times did wefail and fail and fail and fail
and fail?
And that's where you, that'sthe valley of despair.
You're, this script doesn'twork for you, but you try it,
and then you tweak in thesewords just a little bit, but
you're still trying itconsistent, consistent,
consistent.
And then all of a sudden youfind the one way that will work,

(47:34):
because you found the thousandways that didn't yep.
And that's when you have thatbreakthrough and all of a sudden
, bing aha, now I'm informed, Ihave the knowledge and I know
what it's gonna take to do this.
Now I have that informedoptimism and as long as I keep
putting that play in, now I havesuccess.
But because we as real estateagents don't stay down there

(47:56):
where it's uncomfortable longenough, we keep cycling through
phases one, through three.
We don't get a chance to tastephase four and phase five.
The success and filament is along-faded dream that we once
had.
And now we become one of thosecremangial realtors that was
like it never really worked, orthat team never worked, or that

(48:17):
cold calling didn't work for me,or door knocking didn't work.
It all works right.
It's just how much time are youspending there and are you
doing enough to hit that gold?

Jimmy Fantastic (48:26):
Yeah, and, and you were on one right there,
buddy, that was yeah it was good.

Johnny Awesome (48:31):
I don't know, there we are.
I felt that, yeah, good, yeah,I felt that it's all in the
voice.
You know, I don't know why I'mmore motivational when I lose my
voice.

Intro (48:39):
I felt that.

Jimmy Fantastic (48:40):
But but it's spot-on right, it's, it's so
true.
We don't Because Look that thatvalley of despair is not a fun
place.
No, it sucks.
It sucks Really bad.
So it's hard to stay in thatplace because we want to get out
of there, because it sucks.
And so, because it sucks, wewant to get out of there as fast
as we possibly can, but thelonger and I I always caution

(49:06):
the way I say this like thelonger you stay in the valley to
spare, the better it's probablygoing to be.
Yeah, well, but I don't want tostay in there forever.
Right, like don't, it's not.
Don't.
Stay in there forever is thepoint, right.
And so sometimes and yes,sometimes, you're, you're, you,
mentally, are stuck in thevalley of despair.
You're not actually there, butmentally you're stuck there

(49:29):
because things were hard.
Now they're getting better, butyou're, you want them to be
even better than what theyactually are, right.
So we, we, our psychology,sometimes gets us stuck in this
thing and it goes back to a lotof things.
Johnny said the sun's not out,right, like it goes back into
that.
It's depressing, it's this,it's that, like I'm facing all
these other things, I always putit, as you know, as a, as a

(49:51):
coach, like I always put it aslike off court issues Right,
like we have off court issueshappen.
Right, I get a flat tire, mycar breaks down, like there's
shit that happens to us outsideof work that affects our
business.
So that makes it, that can makeit harder.

Johnny Awesome (50:08):
Right, like, yeah, but at the same, at the
same point of that, Jimmy,though, like, depending on how
things are going in the business, like there's, there's, there
could be times when you'reoutside the business and those
outside influences are arehorrible.
But depending where you're aton this graph, like if you're,
if you're in the success loop oryou're on that first phase, you
walk in and you're still superhappy because at least you're

(50:28):
doing the thing Right.
Sure, but imagine being in theValley of Despair.
Then you have those externalinfluences, that's right, that
makes it super hard.

Jimmy Fantastic (50:35):
Right, Like that makes it even worse.
Because that and sometimes Ithink that is what happens Right
, yeah, you get in this Valleyof Despair and then you're
feeling this way, which you'reyou're giving off that same
energy.
Now the people that you'resurrounded with are feeling that
energy because you're indespair.
Now you're giving the energy,Now they're giving it back to
you and you're like no, I justneed support.
And they're like well, I'mtrying to support you, but

(50:56):
you're not giving me any.
You know, it's like this wholeback and forth thing and and
that's like that's again, itgoes back to who you surround
yourself with, matters, you know, and if you're not around the
right people, it can really pullyou down.
Right, right, it can be reallybad and you need that person to
go.
Hey man, what's going on?
How are you today?
And you just go.
That sucks.

Johnny Awesome (51:16):
Like he just had to.
Yeah, and you need that person.
It goes good.
Yeah, I'm glad that you'rethere.
Yeah, keep it sucking, becausetomorrow might be the day
tomorrow might be better.

Jimmy Fantastic (51:25):
Right, right, yeah, that's what you need.

Johnny Awesome (51:26):
That's the heart , but the person that goes oh
wow, I'm so sorry.
Yeah, Maybe you should just godo something, Like that person's
not your friend.

Jimmy Fantastic (51:34):
No, the person that goes.
Hey, maybe you should just goget a job.

Johnny Awesome (51:37):
Yeah, oh, this is difficult.
Oh yeah, yeah.
Why don't you get a job?

Jimmy Fantastic (51:44):
Yeah, but that's the, that's the hard part
.
So, again, who you surroundyourself with matters and like,
if you're not around the rightteam, then the right brokerage
and all the right people, likethat makes it hard.
Like you and I have each otherto lean on right.
Like, but we even go outside ofthat.
You know what I mean.
Like you have coaches, I havecoaches and mentors, like we
that we go outside of this, eventhough I think you're one of

(52:05):
the best coaches in the countryand I have you as a friend that
I can call and be like hey, doyou have a friend?
Hey, dude, this is what I gotgoing on.
And you're like Jimmy, you knowhow to fix this.
Just like the 90 day businessplan.
You're like who can I go?
Like you had to think about.
Like who can I go to do this?

Johnny Awesome (52:19):
Like oh, if only I knew somebody that knew how
to put a 30, 60 or 90 day plantogether.
That was a world trainer, youknow.
If only I had that person'snumber.
Oh, look, Jimmy's calling me.
How about?

Jimmy Fantastic (52:35):
that.
But we sometimes, as forest ofthe trees, right so but but yeah
, you get into that despair andyou get into that.
Wait, is that how that phrasegoes?
You can't see the forest or thetrees.

Johnny Awesome (52:46):
Oh, okay, yeah, I've never.

Jimmy Fantastic (52:48):
Yes, my brain when you not get that one, I get
it.
Yeah, yeah, yeah.
No, that's not even a sportsanalogy.
This is just like a race Trees.

Johnny Awesome (52:58):
What are we talking about here?
How does trees yeah, sorry.

Intro (53:02):
Yeah.

Johnny Awesome (53:03):
But you know what was funny?
Here's why.
Here's why I bring this up.
It's a personal thing.
You know, when I was goingthrough the hardest part of my
life two years ago, I had lotsof things, but my therapist was
the one.
We were talking a lot, ofcourse, and we were talking
about the tree being in front ofus and being out in like a

(53:23):
desert, and we know that there'swater, like, and I used to tell
him like it's like, it's likeI'm really, really thirsty.
I know that there's water, butI'm standing in front of this
big tree and there's, there'sthe waters behind it, but I
can't see it.
And I know that I can walkaround, but it's like the sand
I'm sitting in is quick sand,and what's interesting is this
is even a valley of despair,because when you're there and

(53:44):
you're stuck right, there's theheat you got that person just
says it's going to be all righton the other end, right, you're
going to get yourself out,you're going to, you're going to
figure out how to get out ofthis, and on the other end, then
you'll be able to walk around,right.
And so when you, when you usethat analogy, like I had PSTD, I

(54:05):
flashback calls.
And then suddenly to two yearsago when we were having that
discussion about how you can'tsee what's behind you if you
have something really large.
But the interesting thing is,with the right coaching, you
know, and I used to tell him I,I used to tell him this this is
interesting, actually.
I saw it coming back.
I used to say I know that if Ijust walked around the tree it
would be there, but I'm so stuck, I need somebody to pull me and

(54:29):
push me to get around that tree.
And you know, the sad truth tothat is it's not the sad truth,
it's the truth, it's the power.
I shouldn't say it was sad.
What I had to realize wasnobody can do that.
What they can do is encourageyou to do it.
But you have to be the one thatpulls yourself up and then
actually moves.
And when you're stuck like that, it feels impossible.

(54:52):
It felt like that was nevergoing to happen.
Lowest point in my life.
You know, my family's gone.
One day I get home I'm a bigfamily guy I I don't know what
I'm doing.
You know what I mean.
Like, like I'm, and I was stuckthere for a year and I just
said I just need somebody topush me, but it has to be you.
You have to be the one thatdoes it with, like you said,

(55:12):
that encouragement.
Hey, this is growth.
You're going to learn there's.
There's that sun on the otherside, there's that forest on the
other side, there's that lakeon that other side, whatever it
is right.
And then eventually you grow.
What?
What happens?
You grow straight.
It's like.
It's like bodybuilding right.
Like I, you know, have a have abackground, a lot of things.
One of them you know as anindependent wrestling and

(55:32):
watching those guys bodybuildright, yeah, it's pain.
There's a lot of work that getsinvolved in it.
Then they get big and buff andthey're able to throw everybody
around, right, this is somethingthat there's two quotes here
that I got out of this that Iwanted to share real quick.
That I thought was reallyinteresting.
Number one whenever you feelthe most uncomfortable, that's,

(55:52):
that's, that's a spot that youshould probably stay, because
the more that you stay in thatspot and here's here's what that
means, cause there's two thingsthat I really want to hit home
in the last three minutes thatwe have.
Number one if you're stuck inthis cycle and you keep doing
this, stop, realize that thatuncomfortable spot is probably
where you should sit, becausethat's where you grow.

(56:14):
Muscles aren't formed withoutdoing the work of weight.
Right, I mean, look at forthose of you that that know,
jeff, for instance.
You see him every singlemorning.
I mean, look, you've seen histransformation.
Right, he motivates you.
That's that's hard work everysingle day.
Right, it grows.
That the other thing thathappens and I love this, listen
to this Nothing of substance canbe made without somebody being

(56:37):
uncomfortable.
I thought that was reallyinteresting.
That is what a reallyinteresting quote.
Say that again.
Yeah, nothing of substance canbe made without somebody being
uncomfortable.
Anything that like look at thisstuff that we have electricity.
Yeah, you know, like thepodcast, somebody bang their
head up against the wall amillion times to find the one

(56:58):
way to make all this work for us.

Jimmy Fantastic (57:00):
It didn't just work one day, and and that's
continuing to work on it to makeit better Correct, you know
what I mean.
Like it's continuing to work oncomputers and whatever else to
make them better, I think, orthey're going to take over the
world.
One of the two.

Johnny Awesome (57:16):
So the the thing that you have to realize is
this when you hit that, you'regoing cycles one through three,
do not get distracted by, in ourindustry, the people out there
trying to take advantage of youand get you back up to the first
.
Run whatever you're running now, and stick with it and then it
will.
It will work.
Okay, right, it's, you know.

(57:38):
Caveat, I mean it's, don't do.
I mean there's some weird stuffout there too, but you know,
for the most part, any, anythingworks.
Mailers, are you farming,whatever it, whatever it is.

Jimmy Fantastic (57:47):
Don't do shopping carts, but whatever
else it is Well, and and you canyou can do shopping, but it
can't be your only thing.

Johnny Awesome (57:56):
Do shopping carts at all.
That's the worst.

Jimmy Fantastic (57:59):
But like, but.
But again, guys too like and Iwant to make sure we're clear on
this Like, they all work,everything works, everything
works.
Yeah, but there should be threepillars of your business.
Like, if you just do farming,unless you're doing it on a very
large scale, just the one thingwon't work.

(58:21):
Now it might get youcomfortable and that's where you
got to start talking about yourgoals and we're going to.
We could get, we could go downa whole different path here
Right.
Do it on the rabbit hole.
But we say all this guys to saythis this business can be hard,
it can be difficult, but canalso be very enjoyable when
you're around the right people.

Johnny Awesome (58:38):
Yeah.

Jimmy Fantastic (58:39):
You know, and and if chasing the shiny object
is sometimes what we do, butit's not always the best thing
for us, right, it messes withour dopamine.
We're up, we're down, we'retrying to do all different kinds
of things.
Right, all the things work.
Stick to them.
Right, that keeps digging.

Johnny Awesome (58:54):
You're eventually going to find the
goal and realize where you're aton this cycle.
That's the biggest thing.
Right there, guys, you have torealize where you are actually
at on this emotional cycle andif you're in the valley, to
spare with knowledge is power.
If you know that you're there,then you also know phase four is
coming, that victory is coming.
You just haven't gone throughthe thousand ways that it isn't

(59:16):
going to work yet to find theone way that it will work.
So stick to it so that you canget through it.
I just want to read twocomments here as we close.
Actually, this will be aperfect way to close the show.
Jessica says I feel every calland show is tailored to me and
what I'm going through.
I appreciate you guys and allthat you do.
Jessica, that's because we haveaccess to your private journal

(59:38):
and actually that's all we do dois basically.

Jimmy Fantastic (59:39):
Yeah, yeah, yeah, yeah, yeah, yeah, yeah,
yeah, yeah, yeah, yeah, yeah,yeah yeah.

Johnny Awesome (59:53):
So you guys just get home and get self-talked
out of going.
Yep, that's it.
So guys, listen at the end ofthe day, know where you're at on
the cycle Knowledge is powerand just keep digging Just keep
digging, Jimmy.

Jimmy Fantastic (01:00:07):
You've been fantastic.
Johnny, you've been awesome andwe'll talk to all of you next
Friday.

Johnny Awesome (01:00:30):
If you would like to make a yellowishchanging
video, do like and subscribeyou.