Struggling to Grow Your Real Estate Business? Learn the Systems Top Coaches Use to Scale
Feeling like you're stuck in the grind of real estate—constantly hustling, but barely moving the needle? You're not alone. Many agents hit a point where hard work isn’t enough to create the kind of business (and life) they truly want. If you’re craving more structure, purpose, and real momentum… this episode is your breakthrough.
In today’s conversation, I’m joined by Sarah Michelle Bliss—Master Coach, real estate industry leader, author, and a powerhouse behind the agent development movement. With over 28 years of experience in the real estate world and a deep passion for coaching others, Sarah knows exactly what it takes to help agents transition from burnout to business owner, from surviving to scaling.
She shares how the right systems, mindset, and leadership skills are game-changers—not just for production, but for confidence, fulfillment, and longevity in the industry. We unpack the biggest mistakes agents make, what it really means to lead with impact, and how to build a business that doesn’t just run, it thrives.
Whether you’re a solo agent ready to grow your business, a team leader looking to scale, or an entrepreneur navigating the highs and lows of leadership, Sarah’s wisdom will help you cut through the noise and focus on what actually moves the needle. Get ready to learn the systems top coaches and high-producing agents are using to scale strategically—without sacrificing your sanity or your soul.
This episode is packed with actionable insights, inspiration, and heart and it just might be the shift you’ve been waiting for.
Learn more about Sarah's book:
📘 Book: 8 Ways to Dominate Any Real Estate Market – https://www.amazon.com/dp/B09BJ7NY8K
🎧 Tune in now and don’t forget to subscribe to GRASP Confidence for more empowering conversations like this.
💬 Leave a review, share the episode with a fellow agent, and tag us on social when it hits home!
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:28):
What if the key to thriving
in business and real estate
wasn't just about strategy,
but about reinvention, leadership,
and leaving a legacy?
Today's guest knows a thing
or two about rising through
the ranks and staying at the top.
For nearly three decades,
Sarah Michelle Bliss has
(00:48):
been a powerful force in
the real estate industry,
from buyer's agent to team leader,
bestselling author, and national speaker.
She's helped shape the
careers of agents across
the country while
championing the power of
growth from the inside out.
That's something I'm so
passionate about too.
(01:09):
As the Director of Agent
Development for RE-MAX
Professionals and a Master
Coach with Workman Success Systems,
Sarah teaches more than just real estate.
She equips people to lead with confidence,
purpose, and resilience.
That is so important.
Now she's also the co-author
(01:29):
of eight ways to dominate
any real estate market.
But beyond the titles,
beyond the accolades,
Sarah is a woman on a
mission to give back to the
industry that has shaped her.
One story, one strategy at a time.
So buckle up as we explore
what it means to build a confident,
(01:51):
successful career while
staying grounded in who you are.
Sarah, welcome to the show.
Thank you so much for having me.
I'm grateful to be here.
So I've been excited.
We talked months ago and
then all of a sudden here
we are and it's on the calendar.
So I felt like it was so far
in advance and yet here we are.
So I'm excited to be here.
So thank you for finding me.
(02:12):
I got an email from you random.
I'm like, yes,
of course I want to come talk to you.
So, so thank you for having me.
Absolutely.
You know, you've got these books out.
It became an international bestseller and,
you've really risen through the ranks.
And I've worked with a lot
of real estate professionals more on like,
you know,
the personal branding side of things,
(02:33):
how to grow your presence online,
how to stand out from the
crowd and from the rest.
And it's not easy, right?
So I would love to hear too,
a little bit about, I mean, you know,
you've got all this success,
all these accolades right now,
you've risen to the top,
but was it always that way, Sarah?
(02:54):
No, um, the book actually, um,
my business partner,
Nate Martinez and I were
doing these little
workshops in our community
to help agents.
And, you know,
a lot of the books you read are, you know,
they feel good, you know,
they got some ideas,
but we really wanted to put
something in the industry
that was tactical, like, Hey, go do this.
And that's why it's eight steps.
Right.
is there's eight practical
(03:15):
things that you can go do.
And we've been through, gosh,
every type of market.
So he's close to forty years.
I'm close to thirty.
So you combine, you know,
marry those two numbers together.
We've got quite the
experience in running the team and
I started working for him I
had actually um my
ex-husband's brother-in-law
was working for a boutique
real estate company and I
(03:36):
just needed a job right I
was right out of high
school didn't know what I
wanted to do with my life
and so I started working at
this boutique real estate
company and rose really
quickly uh within you know
a year I was the broker's
assistant which basically
means like I'm auditing
files writing checks
training agents and don't
have a license right again
I'm an eighteen year old kid
So I stayed there for a few
(03:57):
years and learned a lot of
unfortunate things about
real estate and decided to leave.
And I had this license right now.
By now I'm licensed.
And I had seen the Remax
signs and Nate signs everywhere.
And he was the number one
agent in the state at the time.
And I called and I'm like,
I called the brokerage.
I'm like, hey, you know,
can I get a job being a
transaction coordinator?
(04:17):
They're like, no, we're not hiring,
but Nate's always hiring.
So I had an interview and I
knew who he was.
I'd gone up against him on a
listing appointment and
like I was blown away at
his marketing stuff.
I'm like, I wouldn't hire me.
I'd hire him because he was
just this rock star agent.
And I remember interviewing
with him and he comes in and I was,
you know, we weren't poor,
but we struggled.
(04:38):
My ex-husband didn't make a ton of money.
And so I had this red wool dress,
which I'm in Arizona.
Wool is not practical,
but it was red and red's
one of my power colors, right?
And it had the big old
shoulder pads and the big gold buttons.
And it made me feel like I
had my crap together.
Right.
And I went into this
interview and he was late
(04:59):
and he comes in and he's like,
he looks me point blank.
He goes, are you hungry?
And like in my head,
I'm thinking you have no idea.
Cause I knew I wanted to get divorced.
Um, I wasn't happy and I had nothing.
I literally had,
and I'm dating myself a
thousand dollar credit card
from city bank.
That's it.
That's all I had.
He's he owned the house.
He owned the car, everything.
And, um,
I had interviewed with a
commercial broker,
(05:20):
who really loved me and he
wanted to pay me fifty
thousand dollars a year.
And at the time that was
like a lot of money.
Right.
But something in my soul
just really pulled me to
this job where I would be
one hundred percent ten
ninety nine and I have to
pay them to be there.
Right.
And so I joined the team and
they gave me this book and said,
go do everything.
It was a thirty days book.
(05:41):
I still have it.
Thirty days to success.
Go do everything that's in this book.
And I did.
And I was just shy of Rookie
of the Year my first year.
And I outsold his top producing agent.
But we have different
accolades within our industry.
And I was just shy of making
Rookie of the Year my first year.
So by like two transactions, it was silly.
I should have got it.
But I haven't looked back, you know,
(06:01):
and that was in a quote
unquote normal market.
But at that time, you know,
Phoenix was still kind of sleepy.
And, you know,
take I think the average was
like sixty five days on the
market to get your home sold.
So that was a healthy market.
Right.
And then, of course,
we went through the boom and the crash.
And then we did the REO market,
which was wild.
Those were wild times.
So it hasn't always been easy, you know,
(06:22):
and now we're back to a
more traditional market.
But with inventory on the
rise and interest rates,
it's we're having to dust
off some cobwebs.
coming out of a very strong
seller's market and getting
back into more of the tactical, you know,
how do you be a good realtor?
Wow.
Yeah.
I think I would have made a
really good realtor.
Yeah.
Yeah, I do.
(06:42):
I often think about that.
I'm like, what if I would have done that?
Right.
I think I could definitely
sell some homes for sure.
I always,
I always thought I was be a good
lawyer and, you know, but,
but kind of am right.
Cause the constitution
allows me to practice law.
So kind of get to get in
there and negotiate for people.
So that was always my thing.
I want to be a lawyer.
I love that.
(07:04):
Um, so that's such an interesting, so it,
it seems like, you know,
this profession really kind
of called to you at a
really young age and you leaned into it.
I love the fact too, that you were gritty.
You know,
you started off as a ten ninety nine.
You basically had to pay to work.
I was very similar as well.
(07:25):
You know,
my first several jobs were ten
ninety nines and I loved it.
It gave me a sense of
ownership and responsibility.
Right.
I think everybody should go
through that at some point in time.
No one's coming to save you
when you're ten ninety nine.
No, they're sure.
Right.
No one's coming to save you.
You are it.
Right.
(07:46):
You are your own savior.
So you went through this.
You found your now current
business partner.
You started to really learn this market,
rise through the ranks.
Sounds like there's been a
lot of challenges, though,
because the economy is kind
of all over the place.
(08:07):
Of course,
we know we had the two thousand
and eight crash.
Then in twenty, twenty one, twenty two,
the market started going even crazier.
So I'll back up that we
opened our brokerage.
Our very first business day
was nine eleven.
No.
Yeah.
Yeah.
Yeah.
We had just opened our franchise up.
(08:28):
We left the franchise we
were at and opened a different one.
And then.
Nate and his business partner at the time,
they had been in an early
mastermind meeting,
so they didn't even know
what was going on.
And us agents start
trickling in for the first
meeting and we're teary-eyed and just,
you know, and they're like,
what's going on?
You know,
they had no idea what had happened.
And
you know, it was a wild time, you know,
opening, I mean, take,
(08:49):
talk about like taking risk
and leaning into it when
literally like we lost the deals that day,
people pulled out of
transactions and it was, it was wild.
So, but looking back at it, like,
I'm glad that they did, you know,
I'm glad that they didn't
let that situation define
us in a different way, you know?
Um, and here we are all these years later,
you know, standing strong.
So,
(09:09):
wow yeah well I want to hear
a little bit about your
book right because when I
talked to you all those
months ago I I asked you I
said you know my my show is
not about real estate
professionals per se but I
do interview high
performing leaders leaders
of industry ceos that kind
(09:30):
of stuff and I asked you
you know could we take these steps
and apply them to almost anything.
And you said yes.
So I wanna hear a little bit
about your book and these
steps and just your general
take on leadership and leaving a legacy.
(09:50):
Yeah, that's a great question.
And I do think the book,
many of the principles are
can be applied.
I don't care if you're
selling pharmaceuticals, mortgage,
you know, widgets, doesn't matter.
Right.
And even more so just in life.
I mean,
I think so many people just kind of
bounce around.
They don't have clarity.
I had a coaching client of
mine say that if you don't
have clarity in the beginning,
you have chaos in the end.
(10:11):
And, you know, yeah, right.
I know I told him he needs
to like get a TM on that.
So because it's true.
Right.
And we look at we look at so many people.
They start out New Year's.
They write New Year's resolutions.
And then by like what, mid-February,
they're done with them.
It's like January second.
Well, I was being optimistic,
giving people a little bit
of credit there.
(10:32):
And actually, one of my good friends,
he talks about looking at
your life in twenty five year increments.
And so writing down just one line,
like in twenty five years,
what do I want?
And so our first chapter is
defining your big why.
We call it the blue dot.
There's a whole funny story
about the blue dot with Nate,
but because he went to the
very first CRS conference and, you know,
(10:53):
at the time he was a
scrappy agent doing twenty five,
thirty deals selling, you know, the
auction properties and that kind of thing.
And he goes to the
convention and he sees all
these people with a blue
dot on their badge.
And they tell him, they're like,
these are the guys that are
selling a hundred homes a year or more,
which, right?
Mind blows.
And so he goes back to Phoenix, works,
works, works, sells a hundred homes,
goes to the next CRS convention.
(11:15):
And he's looking through his stuff.
He's like, where's my blue dot?
And they're like,
what are you talking about?
Well,
they didn't do the blue dot that year.
And so he was super disappointed.
So we named the chapter The
Blue Dot because it just
goes with the story.
But what he did was he got clarity, right?
And it was a Roger Bannister
moment for him.
And how many of us base our
goals and our dreams and
(11:35):
visions on what's been done in the past?
And you take somebody who dares to say,
why not me?
And no one in Phoenix was
selling a hundred homes.
And so he came back and was like,
I'm gonna sell a hundred homes.
Cause he had that Roger Bannister moment.
It was like, hey, I can go do this.
And so it's important for
people to stretch and think like,
why not me?
One of my favorite authors
(11:55):
says that you have the
audacity to ask that question,
why not you?
And so I would encourage
people to think about like, okay,
it's good to have a benchmark, right,
of what we did in the past,
but then cross through that
and double it because anything's capable.
If you have the right
clarity and the right
commitment to it and you're
willing to get gritty and
(12:16):
do the work and ask for help,
then opportunities show up.
And I think so many times
people get boxed in that they think, well,
I don't have the money or I
don't have the resources.
I'm not smart enough.
I'm not this fill in the blanks, right?
But the reality is,
is if you just get really
crystal clear about what it
is that you want, resources will show up.
Oh, my gosh, you're speaking my language.
(12:37):
You know, we have these resources.
vague and misty concepts of what we want.
And we wonder why we don't
get what we want.
We don't even know what we want sometimes.
Yeah.
So I think that's so
important with any goal,
regardless of what your profession is,
that we have super,
super clear defined goals
(12:58):
and write these things down.
Please write them down.
It's interesting when you get really clear,
you start to see
opportunities that you may
have missed otherwise.
And it's really true.
You know, I think of it as like, you know,
a horse with blinders on.
Right.
(13:19):
Yeah.
You can't see side to side.
They can only see what's
directly in front of them.
And if you don't have the clarity,
you have the blinders on.
There could be an
opportunity that passes right past you.
And if you have those
blinders on because you're not clear,
you won't see it.
And it doesn't mean that
(13:40):
opportunity is not coming
into your life because honestly,
I think opportunities come every second.
Yeah, I agree.
Yes.
Yeah.
But that clarity really
helps us actually see them.
It's so powerful.
It's such a simple concept,
but it's so powerful, Sarah.
Yeah.
Yeah.
And I mean,
it doesn't have to have some grand thing,
(14:02):
right?
It could just be something so simple.
I was in Salt Lake last week
and we went and visited
Tiny Tim's Toy Organization.
If you ever find yourself in Salt Lake,
go check it out.
It was there two weeks ago.
were you really oh how crazy
is that I was literally
there like that's wild that
you were there what were
you I walked away from that
so inspired that one man's
(14:24):
vision has just had such a
ripple effect across the
world and I've been sharing
it in coaching calls since
then like hey guys like
what's that tiny little
idea that's inside of you
that you're afraid to voice
because you think it's
silly or you think it's
impossible or it's too big
or it's too whatever like
what is that and as your
coach I want you to share
that with me because let's go do it
You know, let's go do it because I mean,
(14:45):
one hundred percent
volunteer and donation and
they're making such a massive impact.
Like to me,
like that's the type of stuff I
want to align with, you know,
and extracting that from
people that I'm around,
not even coaching clients.
Like I just want to inspire
people in my life.
Like what's that tiny little
idea that you have that
could make a massive
difference in the world?
Wow.
I love that.
Yeah.
(15:05):
Welcome to my TED talk.
Right.
That's so true.
So, you know, we talked about clarity,
getting really clear about your goals.
What are some of those other steps that,
that, you know,
you have in that book that
people could resonate with?
So in my profession,
it's very easy to become one dimensional.
And so and especially in an
(15:27):
industry that you're
rewarded for production.
Right.
You're rewarded with plaques
and awards and different things.
Right.
And while that's all great,
it can get very egocentric
and it can also create a
one dimensional life.
And so when you say yes to something,
you're saying no to something else.
People get into real estate
thinking that it's going to be flexible.
No,
that's probably the biggest F word in
real estate,
(15:48):
because when you when it's
six o'clock and you need to
be at a soccer game,
but you've got to go show a house.
Like there's a choice there.
And usually our child gets sacrificed.
And so then one of the steps in the book,
the second step is
identifying goals around
the eight areas of your
life that are important.
So that includes your family, your fitness,
your, your religion,
your community involvement,
your relationships,
(16:08):
your household relationships.
And so it's really important
that when we coach that and
we talk about the book is I
don't want you to be one dimensional.
You know,
we can do amazing things because this job,
you know, we have, it's unlimited.
the amount of income that you can make.
As long as you're willing to
put into work and have the
conversations and do the right stuff,
it's unlimited.
And so take that lid off of
(16:30):
the pot and think about
what are the possibilities.
And if you can live life on your terms,
you can provide better
education for your children
you can provide better
experiences for those you
care about heck you can
have better food
experiences right and so
and then you can reach more
people and I believe that
because I'm of service I
want to be able to go out
there and that service
doesn't just mean I'm
(16:50):
helping you with real
estate it transcends into
other areas like I've gone
grocery shopping for an
elderly woman who was shut
in she was one of my
clients right during covid
And so those are things that
we do that we don't talk
enough about in our industry.
But step two is making sure
that your wheel of life is
round and that it's not
janky and lopsided on one side.
Right.
And so that you set
meaningful goals that
(17:11):
affect the other areas.
If you got children,
there's no better
accountability partners than children.
Because if you tell them
you're going to take them
to Disneyland and then they
see you're not doing the
stuff you're supposed to,
they will be correcting you.
So but it's important, right?
Because, you know,
when you're self-employed, as you know,
ten ninety nine,
we make sacrifices to make
the deals come together,
make the paycheck and the sacrifices,
(17:32):
usually the people we care
about and then also our own selves.
We sacrifice our own health,
our our self-care, all of that.
And as women entrepreneurs,
that's even more so because
we are the last, you know, the last.
I mean, I'm not a mom, but.
I see the moms around me and
their children are always
like that's their priority
right and so they feed
themselves last they made
themselves last and then
when you're an entrepreneur
(17:53):
that even you get yours
your self-care gets even
further down the line and
so it's really important in
step two that you have
meaningful goals that
affect that like I said
create that round healthy
you know three d life
Yeah.
Well,
it's about aligning with your core
values.
Because no amount of goals
sacrificed for your core
(18:15):
values is going to lead to
a meaningful existence.
It just won't.
And, you know,
no amount of money that we
gain at the sacrifice of, you know,
what we believe in is going to help us,
you know,
guide us to our purpose and fulfillment.
So I think that's really important, too.
And, you know, that goes back to clarity,
(18:36):
like we were talking about.
Again,
it's not just about getting clear on
your goals and objectives.
It's about getting clear on
what matters to you.
Yep, yep.
Yeah, and a lot of times people will,
not a lot of times, I see this often,
is that we have goals that
are not really our goals.
(18:56):
right absolutely oh my god
we look on instagram right
and say I want a
lamborghini in a house like
that guy and comparison is
the thief of joy right
absolutely but what I mean
is oftentimes in my
industry people come into
it as a second career and
they have something still
to prove to somebody that
was significant in their
(19:16):
former life whether that
was a parent a coach you
know whatever us an ex an
ex you know whatever uh you know
Mine was my parent, right,
is proving my parent wrong.
And so that was a huge, huge battle,
internal battle.
Right.
And once I got to this quote
unquote number that I
thought would make that all go away,
it didn't.
You know, it didn't.
(19:37):
It was just a number, you know,
so that I had to do that
work on my insides to say,
I don't need to prove
anything to anybody but myself.
You know,
and so making sure it's a lot of
times like I think people
get into this and I don't
think people are even conscious of it.
I wasn't at the time.
You know,
it wasn't until I started really
digging into things and
going to therapy and working on myself.
Right.
(19:57):
To understand that, hey,
this voice in the back of
your head is this isn't
really your driving force.
You're doing this to prove
something to somebody else
who honestly doesn't even really care.
They don't care.
And so I think that would
challenge people to think about that too.
Is your goal really your goal?
And if it's not,
and if it's a goal that you
had when you were fifteen
and now you're forty,
is it still really a goal?
(20:17):
And if it isn't, let it go.
I give permission all the time.
Let it go.
If it's no longer in
alignment with where you are today,
let it go.
And let's set fresh new
perspectives for you that
are in alignment with where
you are today.
Because our goals changed.
My goal getting into real
estate was different.
Nate's goal was different.
He wanted to buy a pair of
snakeskin boots and a big
screen and take his family to Disneyland.
Now he owns three offices
and he's got grandchildren
(20:39):
and a legacy to leave behind.
So his vision and his goals
are completely different today.
And we were speaking just
before I got on here.
And he said, he goes,
I still pinch myself that
this is my life.
You know,
growing up with both of us coming
from very humble beginnings.
Now, you know,
living where he lives and
the things he gets to do
and his grandchildren.
And, you know, that's those goals change.
But you have to be in
alignment with who you are right now.
(21:01):
Oh, absolutely.
Absolutely.
I love that so much.
So we talked about clarity.
We talked about aligning with your values,
aligning with goals.
What are some other great
tips that you think real
estate professionals or
just any professional high
achievers could, you know,
most of the people that
(21:21):
listen to the show are
really high achieving people.
What is something else that
you can give to people that
to help them on this path
on this journey?
Obviously,
there's a lot of tips and
suggestions in the book if
you are in the real estate
profession or in any sales profession.
I mean,
from having consistent marketing to
(21:42):
tracking your business and
making sure you're not
doing something that isn't
generating the right ROI.
But what I would say is have a mentor.
a mentor you know top
producers if you look at
some of the top producers
you know they they invest
ten percent of what they
make back into themselves
so if you make a million
dollars you should be
spending a hundred thousand
on yourself going to
different things and
investing in yourself they
(22:02):
read books you know they
they attend I think it's
six to eight live events a
year where they go and have
personal development you
got to get in in community
um you know they say that
the average you are the
average of the five people
you hang out with the most
And so if you're hanging out
with a bunch of people that
are naysayers and tire
kickers and feeling, you know, humdrum,
then you got to elevate your game.
Go surround yourself with
(22:23):
people who are going to
challenge you to be the
best version of yourself
and challenge you again.
Find that tiny little vision
that you have inside that
you're afraid to share.
And they help extract that
right mentorship and masterminding.
It's been around since Napoleon Hill.
Right.
It's been around for a long time.
And if you look at some of
our very most important
people that created the Ford vehicle,
(22:44):
created the tire, right,
like created some of these
guys who are like really,
really instrumental in
creating the industry that
we have today that we all enjoy.
They challenged each other.
I mean, you look at Henry Ford,
like they told him the
V-Eight could not be done.
And what did he say?
Yes, it can.
Go try again.
Go try again.
Go try again.
Right.
And so masterminding and
surrounding yourself with
(23:04):
people that are going to
demand that you live up to
your potential.
I'm in a mastermind at our
office and I'm there not as the coach,
not as the trainer.
I'm there as their peer.
And they call me out and I
love it because they see my potential.
And we challenge each other all the time.
Like, come on, guys,
you can do more than that.
And you got to take it serious.
It's not just the nod across the room.
Like, yeah, OK, I'm going to do that.
(23:25):
No, when we show up, we have excuses.
They challenge us on that.
And that's where that
accountability means you care.
So I would suggest you got
to surround yourself with
people who see your potential,
who care about you and want
to see you live up to that potential.
And they're not going to let
you have excuses.
So whether that's events, you know,
get into community with your tribe,
If it's reading books,
listening to podcasts,
(23:45):
and then mentorships, you know,
mentorships or masterminding.
I guess we're calling it
collaboration these days.
That's the new word for masterminding.
But I think it's important
to be around people that you can trust,
that you can be vulnerable with,
and that can help you, you know,
because when you're in the weeds,
you can't see, you know,
and then when someone else
comes along and has that helicopter view,
you know, then they can look at it and go,
(24:05):
okay, you need to go,
maybe you could try this, right?
And so it's important to
have that safe space where
you can be vulnerable and then
have to have your people
pick you up and help you.
Absolutely.
So resonating what you said there,
because I have a saying,
we can't see the holes in our own ship.
(24:27):
Nobody.
And we all have holes and
there's nothing wrong with the holes.
But the fact that if we lean
on our own understanding,
we're never going to be able to
keep sailing that is just
the truth right so this is
why mentorship is so
important this is why
coaching is so important
(24:48):
I'm a firm believer in
reinvesting in yourself
regardless of what your
profession is the best
people who are at the top
of their game in whatever
capacity it is whether it's
a professional athlete or a singer or
a real estate agent or a top
performer at a corporation or a, you know,
(25:11):
high performing visionary entrepreneur.
If you don't have that
person that can identify
those blind spots for you,
you're going to continue on that path,
which is a narrow path.
It's not the expansive path.
And I like the analogy to, um,
(25:31):
I say without a coach or a mentor,
you're like a mouse in the field.
You can only see the direct
path right in front of you.
Whereas if you have a coach or a mentor,
you use the kind of
helicopter airplane kind of analogy,
right?
I think of it as a hawk.
The hawk can see the entire field.
The hawk can see a mouse
(25:53):
from about a mile away.
And they see all of these
things at play at the same time.
Whereas if you don't have that,
you're the mouse in the
field that can see just
directly in front of you.
And ultimately, that's, again,
when we miss those
opportunities that are
flying past us all of the time.
It's so important.
(26:13):
Yeah, absolutely.
Like, I mean,
it's been coming across my
radar a lot lately about
getting into community and
surrounding yourself with people that,
you know, because in my industry,
it's real easy, especially, you know,
the market is a little
different right now.
You know,
we're shifting back into a more
balanced buyers market.
And we have agents in our
office that have never experienced that,
you know,
it's it's important that you
don't get into that.
That water cooler talk of
(26:35):
like that won't work my
market or that won't work
for me or that won't work because.
Right.
And so one of my one of our
very favorite mentors early on,
his name was Howard Brinton.
He said a saying that was
get out of judgment and get
into curiosity.
I love that.
So if we live in a world
(26:55):
where no mind is truly open.
Right.
Think about that.
No one's mind is truly open.
We already have preconceived
prejudice or blocks or, you know,
judgments.
Right.
And so when we can when I
find myself feeling challenged or,
you know,
when that when in science you
have that that project
where you take the magnets
and if you try to push the
(27:16):
the north and the north,
it never go together.
Right.
But if you turn it and then
it snaps together.
So when I find myself in that,
I hear Howard Brenton say,
get out of judgment and get
into curiosity.
Right.
And so when we think about that, right,
like that's so powerful in any,
in anywhere, any part of life,
whether that's whatever
conversations you're having with people.
If we get out of, tell me more about that.
(27:37):
How does that make you feel?
How did, how did you get to that place?
What made that true for you?
That's one of my favorite
questions to ask in
coaching is what made that true for you?
Because oftentimes they go,
they stop and go, well, I don't know.
Right.
So when you can stop and get in,
just ask yourself,
get out of judgment and get
into curiosity.
Oh, so powerful, so timely.
(27:59):
I think everyone needs to
hear these messages.
Again, regardless of what career you're in,
regardless of what industry you're in,
this is what it takes to
get to that next level of success, right?
And what you're saying is so right on.
And how many times do we judge others?
(28:20):
And I have found that to be
the exact formula for
success is instead of
reaching out in judgment,
you reach out with curiosity.
And when you ask questions,
instead of assuming,
Not only do you grow,
but that other person grows as well.
And then all of a sudden,
somebody you once looked at
potentially as competition
(28:42):
ends up being a supporter, a collaborator,
a team member.
We never know where it could take us,
right?
So powerful.
I love that.
Sarah,
any final last words of wisdom for
people?
Well, one of my favorite quotes,
I actually got it from one
of my favorite authors in a book,
but I put it in the chapter
that we talk about money
(29:03):
because having a budget is
part of the steps that we talk about,
too.
And budget makes people kind of cringy.
But you have to have what I
call a spending plan
because you have to have.
a way to spend the money in
order to earn the money.
And one of my favorite quotes in here,
because I think there's
such a limitation in how
much money people think
that they can really make,
especially if you're
working in a job where
(29:23):
you're dependent on, you know,
pay raises or whatever.
And even being self-employed, there is,
you know,
there's this limitation in what
people think they can earn
and their value,
what they bring to the table.
So one of my,
I would finish with this quote is,
I worked for menial hire
only to learn dismayed that
any wage I had asked of life,
life would have paid.
(29:43):
Ooh,
it's all about shattering those
expectations of what we set ourselves.
Yep.
Right?
Yeah.
So it's going back to that
Roger Bannister moment and
cross through it and double it.
And how many people have
totally crushed the Roger
Bannister moment, right?
And so I think, you know,
if you have goals,
like double cross through
(30:04):
it and double it, you know, go for it,
live life large and in
charge and on your own terms.
I love that.
Wow.
Sarah,
where can people find more about you
and learn more about your
book and your work?
So we have a website,
Eight Ways to Dominate Any
Real Estate Market.
You can find out about that.
We actually have some
companion books that go with.
We've got a journal and a
(30:24):
business planning book that
go with the concepts that
we teach in there.
And of course,
I'm on Facebook and
Instagram and Nate's on YouTube.
You can just Google us.
You can find us.
So we're like I said,
Remax Professionals and our
offices are in Glendale, Arizona.
I love that.
Sarah,
thank you so much for being a guest
today.
And thank you for everyone
who tuned into this episode
of Grasp Confidence Podcast.
(30:45):
Guys, don't forget to like,
subscribe and leave a
review and share this
episode with your audiences.
We grow because of you.
So keep the sharing going.
Keep the reviews coming.
I read each and every one
personally and love them all.
Thank you so much.
And we will see you guys on
the next episode.
(31:05):
Take care so much.
What if the key to thriving
in business and real estate
wasn't just about strategy,
but about reinvention, leadership,
and leaving a legacy?
Today's guest knows a thing
or two about rising through
the ranks and staying at the top.
For nearly three decades,
Sarah Michelle Bliss has
(00:48):
been a powerful force in
the real estate industry,
from buyer's agent to team leader,
bestselling author, and national speaker.
She's helped shape the
careers of agents across
the country while
championing the power of
growth from the inside out.
That's something I'm so
passionate about too.
(01:09):
As the Director of Agent
Development for RE-MAX
Professionals and a Master
Coach with Workman Success Systems,
Sarah teaches more than just real estate.
She equips people to lead with confidence,
purpose, and resilience.
That is so important.
Now she's also the co-author
(01:29):
of eight ways to dominate
any real estate market.
But beyond the titles,
beyond the accolades,
Sarah is a woman on a
mission to give back to the
industry that has shaped her.
One story, one strategy at a time.
So buckle up as we explore
what it means to build a confident,
(01:51):
successful career while
staying grounded in who you are.
Sarah, welcome to the show.
Thank you so much for having me.
I'm grateful to be here.
So I've been excited.
We talked months ago and
then all of a sudden here
we are and it's on the calendar.
So I felt like it was so far
in advance and yet here we are.
So I'm excited to be here.
So thank you for finding me.
(02:12):
I got an email from you random.
I'm like, yes,
of course I want to come talk to you.
So, so thank you for having me.
Absolutely.
You know, you've got these books out.
It became an international bestseller and,
you've really risen through the ranks.
And I've worked with a lot
of real estate professionals more on like,
you know,
the personal branding side of things,
(02:33):
how to grow your presence online,
how to stand out from the
crowd and from the rest.
And it's not easy, right?
So I would love to hear too,
a little bit about, I mean, you know,
you've got all this success,
all these accolades right now,
you've risen to the top,
but was it always that way, Sarah?
(02:54):
No, um, the book actually, um,
my business partner,
Nate Martinez and I were
doing these little
workshops in our community
to help agents.
And, you know,
a lot of the books you read are, you know,
they feel good, you know,
they got some ideas,
but we really wanted to put
something in the industry
that was tactical, like, Hey, go do this.
And that's why it's eight steps.
Right.
is there's eight practical
(03:15):
things that you can go do.
And we've been through, gosh,
every type of market.
So he's close to forty years.
I'm close to thirty.
So you combine, you know,
marry those two numbers together.
We've got quite the
experience in running the team and
I started working for him I
had actually um my
ex-husband's brother-in-law
was working for a boutique
real estate company and I
(03:36):
just needed a job right I
was right out of high
school didn't know what I
wanted to do with my life
and so I started working at
this boutique real estate
company and rose really
quickly uh within you know
a year I was the broker's
assistant which basically
means like I'm auditing
files writing checks
training agents and don't
have a license right again
I'm an eighteen year old kid
So I stayed there for a few
(03:57):
years and learned a lot of
unfortunate things about
real estate and decided to leave.
And I had this license right now.
By now I'm licensed.
And I had seen the Remax
signs and Nate signs everywhere.
And he was the number one
agent in the state at the time.
And I called and I'm like,
I called the brokerage.
I'm like, hey, you know,
can I get a job being a
transaction coordinator?
(04:17):
They're like, no, we're not hiring,
but Nate's always hiring.
So I had an interview and I
knew who he was.
I'd gone up against him on a
listing appointment and
like I was blown away at
his marketing stuff.
I'm like, I wouldn't hire me.
I'd hire him because he was
just this rock star agent.
And I remember interviewing
with him and he comes in and I was,
you know, we weren't poor,
but we struggled.
(04:38):
My ex-husband didn't make a ton of money.
And so I had this red wool dress,
which I'm in Arizona.
Wool is not practical,
but it was red and red's
one of my power colors, right?
And it had the big old
shoulder pads and the big gold buttons.
And it made me feel like I
had my crap together.
Right.
And I went into this
interview and he was late
(04:59):
and he comes in and he's like,
he looks me point blank.
He goes, are you hungry?
And like in my head,
I'm thinking you have no idea.
Cause I knew I wanted to get divorced.
Um, I wasn't happy and I had nothing.
I literally had,
and I'm dating myself a
thousand dollar credit card
from city bank.
That's it.
That's all I had.
He's he owned the house.
He owned the car, everything.
And, um,
I had interviewed with a
commercial broker,
(05:20):
who really loved me and he
wanted to pay me fifty
thousand dollars a year.
And at the time that was
like a lot of money.
Right.
But something in my soul
just really pulled me to
this job where I would be
one hundred percent ten
ninety nine and I have to
pay them to be there.
Right.
And so I joined the team and
they gave me this book and said,
go do everything.
It was a thirty days book.
(05:41):
I still have it.
Thirty days to success.
Go do everything that's in this book.
And I did.
And I was just shy of Rookie
of the Year my first year.
And I outsold his top producing agent.
But we have different
accolades within our industry.
And I was just shy of making
Rookie of the Year my first year.
So by like two transactions, it was silly.
I should have got it.
But I haven't looked back, you know,
(06:01):
and that was in a quote
unquote normal market.
But at that time, you know,
Phoenix was still kind of sleepy.
And, you know,
take I think the average was
like sixty five days on the
market to get your home sold.
So that was a healthy market.
Right.
And then, of course,
we went through the boom and the crash.
And then we did the REO market,
which was wild.
Those were wild times.
So it hasn't always been easy, you know,
(06:22):
and now we're back to a
more traditional market.
But with inventory on the
rise and interest rates,
it's we're having to dust
off some cobwebs.
coming out of a very strong
seller's market and getting
back into more of the tactical, you know,
how do you be a good realtor?
Wow.
Yeah.
I think I would have made a
really good realtor.
Yeah.
Yeah, I do.
(06:42):
I often think about that.
I'm like, what if I would have done that?
Right.
I think I could definitely
sell some homes for sure.
I always,
I always thought I was be a good
lawyer and, you know, but,
but kind of am right.
Cause the constitution
allows me to practice law.
So kind of get to get in
there and negotiate for people.
So that was always my thing.
I want to be a lawyer.
I love that.
(07:04):
Um, so that's such an interesting, so it,
it seems like, you know,
this profession really kind
of called to you at a
really young age and you leaned into it.
I love the fact too, that you were gritty.
You know,
you started off as a ten ninety nine.
You basically had to pay to work.
I was very similar as well.
(07:25):
You know,
my first several jobs were ten
ninety nines and I loved it.
It gave me a sense of
ownership and responsibility.
Right.
I think everybody should go
through that at some point in time.
No one's coming to save you
when you're ten ninety nine.
No, they're sure.
Right.
No one's coming to save you.
You are it.
Right.
(07:46):
You are your own savior.
So you went through this.
You found your now current
business partner.
You started to really learn this market,
rise through the ranks.
Sounds like there's been a
lot of challenges, though,
because the economy is kind
of all over the place.
(08:07):
Of course,
we know we had the two thousand
and eight crash.
Then in twenty, twenty one, twenty two,
the market started going even crazier.
So I'll back up that we
opened our brokerage.
Our very first business day
was nine eleven.
No.
Yeah.
Yeah.
Yeah.
We had just opened our franchise up.
(08:28):
We left the franchise we
were at and opened a different one.
And then.
Nate and his business partner at the time,
they had been in an early
mastermind meeting,
so they didn't even know
what was going on.
And us agents start
trickling in for the first
meeting and we're teary-eyed and just,
you know, and they're like,
what's going on?
You know,
they had no idea what had happened.
And
you know, it was a wild time, you know,
opening, I mean, take,
(08:49):
talk about like taking risk
and leaning into it when
literally like we lost the deals that day,
people pulled out of
transactions and it was, it was wild.
So, but looking back at it, like,
I'm glad that they did, you know,
I'm glad that they didn't
let that situation define
us in a different way, you know?
Um, and here we are all these years later,
you know, standing strong.
So,
(09:09):
wow yeah well I want to hear
a little bit about your
book right because when I
talked to you all those
months ago I I asked you I
said you know my my show is
not about real estate
professionals per se but I
do interview high
performing leaders leaders
of industry ceos that kind
(09:30):
of stuff and I asked you
you know could we take these steps
and apply them to almost anything.
And you said yes.
So I wanna hear a little bit
about your book and these
steps and just your general
take on leadership and leaving a legacy.
(09:50):
Yeah, that's a great question.
And I do think the book,
many of the principles are
can be applied.
I don't care if you're
selling pharmaceuticals, mortgage,
you know, widgets, doesn't matter.
Right.
And even more so just in life.
I mean,
I think so many people just kind of
bounce around.
They don't have clarity.
I had a coaching client of
mine say that if you don't
have clarity in the beginning,
you have chaos in the end.
(10:11):
And, you know, yeah, right.
I know I told him he needs
to like get a TM on that.
So because it's true.
Right.
And we look at we look at so many people.
They start out New Year's.
They write New Year's resolutions.
And then by like what, mid-February,
they're done with them.
It's like January second.
Well, I was being optimistic,
giving people a little bit
of credit there.
(10:32):
And actually, one of my good friends,
he talks about looking at
your life in twenty five year increments.
And so writing down just one line,
like in twenty five years,
what do I want?
And so our first chapter is
defining your big why.
We call it the blue dot.
There's a whole funny story
about the blue dot with Nate,
but because he went to the
very first CRS conference and, you know,
(10:53):
at the time he was a
scrappy agent doing twenty five,
thirty deals selling, you know, the
auction properties and that kind of thing.
And he goes to the
convention and he sees all
these people with a blue
dot on their badge.
And they tell him, they're like,
these are the guys that are
selling a hundred homes a year or more,
which, right?
Mind blows.
And so he goes back to Phoenix, works,
works, works, sells a hundred homes,
goes to the next CRS convention.
(11:15):
And he's looking through his stuff.
He's like, where's my blue dot?
And they're like,
what are you talking about?
Well,
they didn't do the blue dot that year.
And so he was super disappointed.
So we named the chapter The
Blue Dot because it just
goes with the story.
But what he did was he got clarity, right?
And it was a Roger Bannister
moment for him.
And how many of us base our
goals and our dreams and
(11:35):
visions on what's been done in the past?
And you take somebody who dares to say,
why not me?
And no one in Phoenix was
selling a hundred homes.
And so he came back and was like,
I'm gonna sell a hundred homes.
Cause he had that Roger Bannister moment.
It was like, hey, I can go do this.
And so it's important for
people to stretch and think like,
why not me?
One of my favorite authors
(11:55):
says that you have the
audacity to ask that question,
why not you?
And so I would encourage
people to think about like, okay,
it's good to have a benchmark, right,
of what we did in the past,
but then cross through that
and double it because anything's capable.
If you have the right
clarity and the right
commitment to it and you're
willing to get gritty and
(12:16):
do the work and ask for help,
then opportunities show up.
And I think so many times
people get boxed in that they think, well,
I don't have the money or I
don't have the resources.
I'm not smart enough.
I'm not this fill in the blanks, right?
But the reality is,
is if you just get really
crystal clear about what it
is that you want, resources will show up.
Oh, my gosh, you're speaking my language.
(12:37):
You know, we have these resources.
vague and misty concepts of what we want.
And we wonder why we don't
get what we want.
We don't even know what we want sometimes.
Yeah.
So I think that's so
important with any goal,
regardless of what your profession is,
that we have super,
super clear defined goals
(12:58):
and write these things down.
Please write them down.
It's interesting when you get really clear,
you start to see
opportunities that you may
have missed otherwise.
And it's really true.
You know, I think of it as like, you know,
a horse with blinders on.
Right.
(13:19):
Yeah.
You can't see side to side.
They can only see what's
directly in front of them.
And if you don't have the clarity,
you have the blinders on.
There could be an
opportunity that passes right past you.
And if you have those
blinders on because you're not clear,
you won't see it.
And it doesn't mean that
(13:40):
opportunity is not coming
into your life because honestly,
I think opportunities come every second.
Yeah, I agree.
Yes.
Yeah.
But that clarity really
helps us actually see them.
It's so powerful.
It's such a simple concept,
but it's so powerful, Sarah.
Yeah.
Yeah.
And I mean,
it doesn't have to have some grand thing,
(14:02):
right?
It could just be something so simple.
I was in Salt Lake last week
and we went and visited
Tiny Tim's Toy Organization.
If you ever find yourself in Salt Lake,
go check it out.
It was there two weeks ago.
were you really oh how crazy
is that I was literally
there like that's wild that
you were there what were
you I walked away from that
so inspired that one man's
(14:24):
vision has just had such a
ripple effect across the
world and I've been sharing
it in coaching calls since
then like hey guys like
what's that tiny little
idea that's inside of you
that you're afraid to voice
because you think it's
silly or you think it's
impossible or it's too big
or it's too whatever like
what is that and as your
coach I want you to share
that with me because let's go do it
You know, let's go do it because I mean,
(14:45):
one hundred percent
volunteer and donation and
they're making such a massive impact.
Like to me,
like that's the type of stuff I
want to align with, you know,
and extracting that from
people that I'm around,
not even coaching clients.
Like I just want to inspire
people in my life.
Like what's that tiny little
idea that you have that
could make a massive
difference in the world?
Wow.
I love that.
Yeah.
(15:05):
Welcome to my TED talk.
Right.
That's so true.
So, you know, we talked about clarity,
getting really clear about your goals.
What are some of those other steps that,
that, you know,
you have in that book that
people could resonate with?
So in my profession,
it's very easy to become one dimensional.
And so and especially in an
(15:27):
industry that you're
rewarded for production.
Right.
You're rewarded with plaques
and awards and different things.
Right.
And while that's all great,
it can get very egocentric
and it can also create a
one dimensional life.
And so when you say yes to something,
you're saying no to something else.
People get into real estate
thinking that it's going to be flexible.
No,
that's probably the biggest F word in
real estate,
(15:48):
because when you when it's
six o'clock and you need to
be at a soccer game,
but you've got to go show a house.
Like there's a choice there.
And usually our child gets sacrificed.
And so then one of the steps in the book,
the second step is
identifying goals around
the eight areas of your
life that are important.
So that includes your family, your fitness,
your, your religion,
your community involvement,
your relationships,
(16:08):
your household relationships.
And so it's really important
that when we coach that and
we talk about the book is I
don't want you to be one dimensional.
You know,
we can do amazing things because this job,
you know, we have, it's unlimited.
the amount of income that you can make.
As long as you're willing to
put into work and have the
conversations and do the right stuff,
it's unlimited.
And so take that lid off of
(16:30):
the pot and think about
what are the possibilities.
And if you can live life on your terms,
you can provide better
education for your children
you can provide better
experiences for those you
care about heck you can
have better food
experiences right and so
and then you can reach more
people and I believe that
because I'm of service I
want to be able to go out
there and that service
doesn't just mean I'm
(16:50):
helping you with real
estate it transcends into
other areas like I've gone
grocery shopping for an
elderly woman who was shut
in she was one of my
clients right during covid
And so those are things that
we do that we don't talk
enough about in our industry.
But step two is making sure
that your wheel of life is
round and that it's not
janky and lopsided on one side.
Right.
And so that you set
meaningful goals that
(17:11):
affect the other areas.
If you got children,
there's no better
accountability partners than children.
Because if you tell them
you're going to take them
to Disneyland and then they
see you're not doing the
stuff you're supposed to,
they will be correcting you.
So but it's important, right?
Because, you know,
when you're self-employed, as you know,
ten ninety nine,
we make sacrifices to make
the deals come together,
make the paycheck and the sacrifices,
(17:32):
usually the people we care
about and then also our own selves.
We sacrifice our own health,
our our self-care, all of that.
And as women entrepreneurs,
that's even more so because
we are the last, you know, the last.
I mean, I'm not a mom, but.
I see the moms around me and
their children are always
like that's their priority
right and so they feed
themselves last they made
themselves last and then
when you're an entrepreneur
(17:53):
that even you get yours
your self-care gets even
further down the line and
so it's really important in
step two that you have
meaningful goals that
affect that like I said
create that round healthy
you know three d life
Yeah.
Well,
it's about aligning with your core
values.
Because no amount of goals
sacrificed for your core
(18:15):
values is going to lead to
a meaningful existence.
It just won't.
And, you know,
no amount of money that we
gain at the sacrifice of, you know,
what we believe in is going to help us,
you know,
guide us to our purpose and fulfillment.
So I think that's really important, too.
And, you know, that goes back to clarity,
(18:36):
like we were talking about.
Again,
it's not just about getting clear on
your goals and objectives.
It's about getting clear on
what matters to you.
Yep, yep.
Yeah, and a lot of times people will,
not a lot of times, I see this often,
is that we have goals that
are not really our goals.
(18:56):
right absolutely oh my god
we look on instagram right
and say I want a
lamborghini in a house like
that guy and comparison is
the thief of joy right
absolutely but what I mean
is oftentimes in my
industry people come into
it as a second career and
they have something still
to prove to somebody that
was significant in their
(19:16):
former life whether that
was a parent a coach you
know whatever us an ex an
ex you know whatever uh you know
Mine was my parent, right,
is proving my parent wrong.
And so that was a huge, huge battle,
internal battle.
Right.
And once I got to this quote
unquote number that I
thought would make that all go away,
it didn't.
You know, it didn't.
(19:37):
It was just a number, you know,
so that I had to do that
work on my insides to say,
I don't need to prove
anything to anybody but myself.
You know,
and so making sure it's a lot of
times like I think people
get into this and I don't
think people are even conscious of it.
I wasn't at the time.
You know,
it wasn't until I started really
digging into things and
going to therapy and working on myself.
Right.
(19:57):
To understand that, hey,
this voice in the back of
your head is this isn't
really your driving force.
You're doing this to prove
something to somebody else
who honestly doesn't even really care.
They don't care.
And so I think that would
challenge people to think about that too.
Is your goal really your goal?
And if it's not,
and if it's a goal that you
had when you were fifteen
and now you're forty,
is it still really a goal?
(20:17):
And if it isn't, let it go.
I give permission all the time.
Let it go.
If it's no longer in
alignment with where you are today,
let it go.
And let's set fresh new
perspectives for you that
are in alignment with where
you are today.
Because our goals changed.
My goal getting into real
estate was different.
Nate's goal was different.
He wanted to buy a pair of
snakeskin boots and a big
screen and take his family to Disneyland.
Now he owns three offices
and he's got grandchildren
(20:39):
and a legacy to leave behind.
So his vision and his goals
are completely different today.
And we were speaking just
before I got on here.
And he said, he goes,
I still pinch myself that
this is my life.
You know,
growing up with both of us coming
from very humble beginnings.
Now, you know,
living where he lives and
the things he gets to do
and his grandchildren.
And, you know, that's those goals change.
But you have to be in
alignment with who you are right now.
(21:01):
Oh, absolutely.
Absolutely.
I love that so much.
So we talked about clarity.
We talked about aligning with your values,
aligning with goals.
What are some other great
tips that you think real
estate professionals or
just any professional high
achievers could, you know,
most of the people that
(21:21):
listen to the show are
really high achieving people.
What is something else that
you can give to people that
to help them on this path
on this journey?
Obviously,
there's a lot of tips and
suggestions in the book if
you are in the real estate
profession or in any sales profession.
I mean,
from having consistent marketing to
(21:42):
tracking your business and
making sure you're not
doing something that isn't
generating the right ROI.
But what I would say is have a mentor.
a mentor you know top
producers if you look at
some of the top producers
you know they they invest
ten percent of what they
make back into themselves
so if you make a million
dollars you should be
spending a hundred thousand
on yourself going to
different things and
investing in yourself they
(22:02):
read books you know they
they attend I think it's
six to eight live events a
year where they go and have
personal development you
got to get in in community
um you know they say that
the average you are the
average of the five people
you hang out with the most
And so if you're hanging out
with a bunch of people that
are naysayers and tire
kickers and feeling, you know, humdrum,
then you got to elevate your game.
Go surround yourself with
(22:23):
people who are going to
challenge you to be the
best version of yourself
and challenge you again.
Find that tiny little vision
that you have inside that
you're afraid to share.
And they help extract that
right mentorship and masterminding.
It's been around since Napoleon Hill.
Right.
It's been around for a long time.
And if you look at some of
our very most important
people that created the Ford vehicle,
(22:44):
created the tire, right,
like created some of these
guys who are like really,
really instrumental in
creating the industry that
we have today that we all enjoy.
They challenged each other.
I mean, you look at Henry Ford,
like they told him the
V-Eight could not be done.
And what did he say?
Yes, it can.
Go try again.
Go try again.
Go try again.
Right.
And so masterminding and
surrounding yourself with
(23:04):
people that are going to
demand that you live up to
your potential.
I'm in a mastermind at our
office and I'm there not as the coach,
not as the trainer.
I'm there as their peer.
And they call me out and I
love it because they see my potential.
And we challenge each other all the time.
Like, come on, guys,
you can do more than that.
And you got to take it serious.
It's not just the nod across the room.
Like, yeah, OK, I'm going to do that.
(23:25):
No, when we show up, we have excuses.
They challenge us on that.
And that's where that
accountability means you care.
So I would suggest you got
to surround yourself with
people who see your potential,
who care about you and want
to see you live up to that potential.
And they're not going to let
you have excuses.
So whether that's events, you know,
get into community with your tribe,
If it's reading books,
listening to podcasts,
(23:45):
and then mentorships, you know,
mentorships or masterminding.
I guess we're calling it
collaboration these days.
That's the new word for masterminding.
But I think it's important
to be around people that you can trust,
that you can be vulnerable with,
and that can help you, you know,
because when you're in the weeds,
you can't see, you know,
and then when someone else
comes along and has that helicopter view,
you know, then they can look at it and go,
(24:05):
okay, you need to go,
maybe you could try this, right?
And so it's important to
have that safe space where
you can be vulnerable and then
have to have your people
pick you up and help you.
Absolutely.
So resonating what you said there,
because I have a saying,
we can't see the holes in our own ship.
(24:27):
Nobody.
And we all have holes and
there's nothing wrong with the holes.
But the fact that if we lean
on our own understanding,
we're never going to be able to
keep sailing that is just
the truth right so this is
why mentorship is so
important this is why
coaching is so important
(24:48):
I'm a firm believer in
reinvesting in yourself
regardless of what your
profession is the best
people who are at the top
of their game in whatever
capacity it is whether it's
a professional athlete or a singer or
a real estate agent or a top
performer at a corporation or a, you know,
(25:11):
high performing visionary entrepreneur.
If you don't have that
person that can identify
those blind spots for you,
you're going to continue on that path,
which is a narrow path.
It's not the expansive path.
And I like the analogy to, um,
(25:31):
I say without a coach or a mentor,
you're like a mouse in the field.
You can only see the direct
path right in front of you.
Whereas if you have a coach or a mentor,
you use the kind of
helicopter airplane kind of analogy,
right?
I think of it as a hawk.
The hawk can see the entire field.
The hawk can see a mouse
(25:53):
from about a mile away.
And they see all of these
things at play at the same time.
Whereas if you don't have that,
you're the mouse in the
field that can see just
directly in front of you.
And ultimately, that's, again,
when we miss those
opportunities that are
flying past us all of the time.
It's so important.
(26:13):
Yeah, absolutely.
Like, I mean,
it's been coming across my
radar a lot lately about
getting into community and
surrounding yourself with people that,
you know, because in my industry,
it's real easy, especially, you know,
the market is a little
different right now.
You know,
we're shifting back into a more
balanced buyers market.
And we have agents in our
office that have never experienced that,
you know,
it's it's important that you
don't get into that.
That water cooler talk of
(26:35):
like that won't work my
market or that won't work
for me or that won't work because.
Right.
And so one of my one of our
very favorite mentors early on,
his name was Howard Brinton.
He said a saying that was
get out of judgment and get
into curiosity.
I love that.
So if we live in a world
(26:55):
where no mind is truly open.
Right.
Think about that.
No one's mind is truly open.
We already have preconceived
prejudice or blocks or, you know,
judgments.
Right.
And so when we can when I
find myself feeling challenged or,
you know,
when that when in science you
have that that project
where you take the magnets
and if you try to push the
(27:16):
the north and the north,
it never go together.
Right.
But if you turn it and then
it snaps together.
So when I find myself in that,
I hear Howard Brenton say,
get out of judgment and get
into curiosity.
Right.
And so when we think about that, right,
like that's so powerful in any,
in anywhere, any part of life,
whether that's whatever
conversations you're having with people.
If we get out of, tell me more about that.
(27:37):
How does that make you feel?
How did, how did you get to that place?
What made that true for you?
That's one of my favorite
questions to ask in
coaching is what made that true for you?
Because oftentimes they go,
they stop and go, well, I don't know.
Right.
So when you can stop and get in,
just ask yourself,
get out of judgment and get
into curiosity.
Oh, so powerful, so timely.
(27:59):
I think everyone needs to
hear these messages.
Again, regardless of what career you're in,
regardless of what industry you're in,
this is what it takes to
get to that next level of success, right?
And what you're saying is so right on.
And how many times do we judge others?
(28:20):
And I have found that to be
the exact formula for
success is instead of
reaching out in judgment,
you reach out with curiosity.
And when you ask questions,
instead of assuming,
Not only do you grow,
but that other person grows as well.
And then all of a sudden,
somebody you once looked at
potentially as competition
(28:42):
ends up being a supporter, a collaborator,
a team member.
We never know where it could take us,
right?
So powerful.
I love that.
Sarah,
any final last words of wisdom for
people?
Well, one of my favorite quotes,
I actually got it from one
of my favorite authors in a book,
but I put it in the chapter
that we talk about money
(29:03):
because having a budget is
part of the steps that we talk about,
too.
And budget makes people kind of cringy.
But you have to have what I
call a spending plan
because you have to have.
a way to spend the money in
order to earn the money.
And one of my favorite quotes in here,
because I think there's
such a limitation in how
much money people think
that they can really make,
especially if you're
working in a job where
(29:23):
you're dependent on, you know,
pay raises or whatever.
And even being self-employed, there is,
you know,
there's this limitation in what
people think they can earn
and their value,
what they bring to the table.
So one of my,
I would finish with this quote is,
I worked for menial hire
only to learn dismayed that
any wage I had asked of life,
life would have paid.
(29:43):
Ooh,
it's all about shattering those
expectations of what we set ourselves.
Yep.
Right?
Yeah.
So it's going back to that
Roger Bannister moment and
cross through it and double it.
And how many people have
totally crushed the Roger
Bannister moment, right?
And so I think, you know,
if you have goals,
like double cross through
(30:04):
it and double it, you know, go for it,
live life large and in
charge and on your own terms.
I love that.
Wow.
Sarah,
where can people find more about you
and learn more about your
book and your work?
So we have a website,
Eight Ways to Dominate Any
Real Estate Market.
You can find out about that.
We actually have some
companion books that go with.
We've got a journal and a
(30:24):
business planning book that
go with the concepts that
we teach in there.
And of course,
I'm on Facebook and
Instagram and Nate's on YouTube.
You can just Google us.
You can find us.
So we're like I said,
Remax Professionals and our
offices are in Glendale, Arizona.
I love that.
Sarah,
thank you so much for being a guest
today.
And thank you for everyone
who tuned into this episode
of Grasp Confidence Podcast.
(30:45):
Guys, don't forget to like,
subscribe and leave a
review and share this
episode with your audiences.
We grow because of you.
So keep the sharing going.
Keep the reviews coming.
I read each and every one
personally and love them all.
Thank you so much.
And we will see you guys on
the next episode.
(31:05):
Take care so much.
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