April 24, 2025 • 30 mins
On this episode I share why I published my eBook "From Hustle to Harmony: Balancing Business Growth, Personal Life and Creating a Winning Mindset"
I read the Introduction and Chapter 1
Included:
• The difference between amateurs who let excuses stop them and entrepreneurs who show up consistently
• Growth requires getting comfortable being uncomfortable and pushing beyond your comfort zone
• Success comes from making decisions from your goal rather than toward your goal
• Becoming 1% better everyday compounds into significant results over time
I offer coaching and mentorship to my business partners at no additional charge through team collaboration model with no team split. If you're interested in learning more or joining, reach out directly to explore the opportunity.
angiegerber@gmail.com
Nothing Changes if Nothing Changes - Awaken your Awareness today!!
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Angie Gerber
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
So I wrote an ebook at the end of 2024.
And what I wrote about wasobviously real estate.
And I just keep getting thesame questions, I keep answering
the same you know inquiries andjust a lot of agents out there
(00:23):
are experiencing much of thesame.
So I figured, why not put it inan ebook?
And so that's what I did and Iam a terrible marketer is what
I've also learned and I'm notgoing to pay to Alex Hermosi and
(00:48):
even more love his wife, layla,which I have a girl crush on,
absolutely, and I'm going totake a page out of their book
and that is.
You know, I challenged myselfwith the whole.
You'll never out give a givertype mentality and Alex and
Layla show up at such a highlevel doing this.
(01:11):
I mean, if you Google them orif you subscribe to their
YouTube channels, I don't knowthat they could give away more
free content than they alreadydo.
And I'm talking valuablecontent.
And he's wrote a few books andhe has recorded them on his
(01:31):
podcast so you can buy it andlisten to it at the same time on
his podcast, or you can justlisten to the book.
You don't even have to buy it.
So I'm like, well, why don't Ido that?
Why don't I go through my bookhere on my podcast?
And you know, if you want tobuy it, fantastic, I would love
(01:52):
the support.
It's 20 bucks on my stand store.
However, if you don't want toor can't afford it, you know
there are some agents out therewhich, if you can't invest $20
in your business, we definitelyshould be talking soon.
But, yeah, I just wanted to goahead and, you know, start today
(02:15):
with the introduction andchapter one.
And you know, never I'll give agiver.
I'm going to go ahead and andgive everything I've got, and
this actually took me months towrite.
I sat down, just like manypeople.
I was like, oh, I got itoutlined, it won't take long.
And finally my husband lookedat me.
(02:35):
He's like you just have to pushgo.
And I'm like, all right.
So at one point in time I justhad to go ahead and good enough
is good enough because I couldhave rewrote it.
I could still be rewriting itand it's not just, it's not
going to help anyone sitting inmy computer.
So I'm going to go ahead and,yeah, I'm really excited.
(02:57):
So the next 12 weeks will be achapter.
A week from my ebook will be achapter a week from my ebook,
and the title of it is FromHustle to Harmony Balancing
Business Growth, personal Lifeand Creating a Winning Mindset.
Take your business to the nextlevel.
Inside you'll find tools tobuild mental toughness, overcome
(03:27):
setbacks and establish systemsthat lead to consistent success.
And again, there's 12 chaptersthat I poured my heart into what
took me years upon years uponyears to learn.
I took the cream of the cropand really a lot of what I
coached to my elite coachingclients and I put it in this
ebook for anyone to access atany time to get them from where
(03:50):
they are to where they want tobe.
And the first part in theintroduction is you know me,
angie Gerber, why listen to me?
I said at age 37, I left acomfortable 13-year career at a
company where I knew the ins andouts and how to keep everything
headed in the right direction.
(04:10):
I jumped full-time into realestate a 3% match, six weeks
paid vacation and healthinsurance to having no scheduled
paydays, no benefits, no healthcared, scared out of my mind,
(04:37):
really terrified, really, andyet so incredibly excited.
Hell, I didn't even know how tosay realtor properly.
Side note, it's realtor, notreal-it-tor.
Just two symbols, not three, asI learned the very hard and
very embarrassing way Got calledout on that in front of some
(05:01):
people.
So, yeah, two syllables infront of some people.
So yeah, two syllables.
I hear it wrong all the time.
Just side note.
I knew like I knew, like I knew, moving forward, this was the
only option for me.
There was no going back.
This was it, and that was that.
I have always had a servantheart and could often be found
(05:22):
in a customer service role orcaretaker of some sort.
The thought of helping someonebuy, sell or invest in their
largest asset was the ultimateway to partner with and help
others achieve their goals anddreams.
A level of excitement took over.
I couldn't sleep.
The possibilities were endlessthe number of people I could
(05:44):
help, the families I wouldimpact, the potential income I
could make to change my family'slives.
It was such an amazingopportunity.
I knew with every cell in mybody this was my next step, and
I knew little more than that.
On February 8th 2014, I made thedecision to get my real estate
(06:06):
license and pursue the newdesire that had taken a hold of
me, with a full-time job, threekids and not much downtime.
I finished the 90 hoursrequired by the state online.
I passed both the state andnational exams and put in my
two-week notice on April 1st2014.
(06:28):
My first day as an officialRealtor was April 21st.
I joined a team at one of thebigger brokerages and got to
work and I did whatever it took,because failing was not an
option.
I got so comfortable beinguncomfortable.
I was just putting one foot infront of the other and hoping
(06:49):
not to fall too hard on my face,at least for that day.
I started with cold calling.
My voice and body were shakingwhile I dialed and I sucked at
it and I did it anyways.
I was practicing my scripts,role-playing, going to as many
training sessions as possible astime would allow, showing
(07:10):
buyers homes, hosting openhouses and doing whatever was
asked of me.
I was a showing specialist tothe buyer's agent on the team.
I showed the client's potentialhomes and the buyer's agent
wrote all the contracts andhandled the negotiations.
Oh, and this was when gas was$4.85 a gallon.
(07:32):
So driving about 300 milesevery two to three days was very
expensive and thankfully I hadcredit cards.
They were just about maxed, butat least I had them to pay for
gas, and if you've heard that,repetition is key, I am a
perfect example of this.
(07:52):
I know I knew very little aboutsales.
I just knew I wanted to makethis work and if you
consistently show up and dosomething, you will get better
and eventually you will win.
And the buyer's agent on theteam left about four months
after I started, so I gotpromoted from showing specialist
(08:13):
to buyer's agent Gulp.
I was once again both excitedand scared out of my mind.
I ended up closing over 30transactions in my first year
and getting into the top 20% ofproducing agents at the
brokerage.
This is where that saying fakeit till you make it comes into
play for me.
(08:33):
From the outside it looked likeI had it all together and this
wasn't the case.
The good part was I'm a quicklearner and really had to be
told twice how to do something.
The bad news was I didn't knowhow to bounce at all.
Excuse me, I had a two-year-old, a five-year-old and a
(08:54):
10-year-old at home that Ihardly spent any time with and a
10-year-old at home that Ihardly spent any time with.
See, I was told, and under theimpression that the first couple
of years are tough and buildinga business is hard.
They were right it is hard, itis confusing and it's scary as
hell heartbreaking, exciting andrewarding all at the same time.
(09:15):
And, looking back, it couldhave been much different for me
and my family, which is one ofthe drivers behind my desire to
help other agents learn from myfailures in so many ways.
Now I know this was part of myjourney and I wouldn't change a
thing because it got me to whereI am today.
The on-the-job training I gotwas better than any classroom
(09:38):
could have taught me.
The tools, resources, scripts,training and all-around support
I received over the seven yearsI spent on the team helped mold
me into the agent, coach andmentor that I've worked so hard
to become.
Learn and then earn that's oneof the things Alex Hormozy says.
(10:00):
You see, I paid to play, andbeing part of a team and paying
the commission splits to boththe team and the brokerage
allowed me the opportunity tobecome the leader I am today.
As Steve Jobs says, you canonly connect the dots looking
backwards.
It was a huge part of myjourney, a part I'm forever
(10:21):
grateful for.
You see, I hit my personal rockbottom about three years into my
real estate career and, longstory short, my drinking caught
up with me.
The switch flipped and I was nolonger in control.
I quickly became a full-blownalcoholic.
(10:58):
I became someone I wouldn'thave recognized six to nine
months earlier, knowing I wasdays away from losing everything
that meant anything to me.
I got help from a family friendand started going to AA
meetings once a day for 90 days,and it was during those 90 days
that I watched the movie theSecret for the first time, and
through that movie I found andhired my first coach and mentor,
bob Proctor.
And to say my life completelychanged in a year's time would
be a huge understatement.
After three months, I stoppedgoing to AA.
(11:20):
The meetings and the people inthose rooms saved my life in the
beginning for sure.
There's no doubt in my mind andthe rooms they got heavy and
they got darker in a way, andthey were no longer where I
needed to be.
So, at age 40, with thecoaching and mentorship from Bob
Proctor, a whole new universeopened up to me.
(11:43):
The way he talked and what heexplained to me was absolutely
mind-blowing.
I had never heard this stuffbefore.
My last drink was on February3rd 2017.
The next day was the first dayof the rest of my life.
After the first year of coachingwith Bob Proctor, I knew this
(12:07):
was it why I was put on thisearth At my lowest point.
My purpose and passion forcoaching others found me.
This now became my ultimate wayto serve another human being.
I knew if I could change in theway I did, anyone could do it,
(12:27):
and I had to get thisinformation out to anyone who
would listen.
A couple years later, I leftthe team in brokerage and I
joined an independent brokerageto help run their mentorship
program.
I got to marry my love for realestate and my passion for
coaching together.
I applied all I learned over theyears in real estate along with
(12:49):
well over 100 transactions.
My experience, paired with BobProctor's transformational
coaching and many IPAC coachingcertifications, successfully
collapsed the learning curvedown to just months for new
agents who committed to theprocess and wanted to succeed.
My business partner at the timecreated a 12-week curriculum
(13:14):
with over 180 lessons and I gotto show up and coach new agents
and inexperienced agents on howto set up and run a successful
real estate business.
This was by far one of myfavorite years.
It was a pinch me.
Is this really my life kind ofyear.
My I get to.
I don't have to year it wasn'twork.
(13:36):
I don't have to year.
It wasn't work.
I was 100% in my element,joyful and filled with purpose
and passion.
I was impacting agents on aone-to-one basis and I loved it.
Between my business partner andme, we graduated over 40 agents
.
Now that may sound like a smallnumber.
However, when you're workingone-on-one with new agents, it
(13:59):
takes most of your time andattention.
I focus on helping agents andleverage much of my sales
business out in order to show upfor the agents at an extremely
high level.
Most agents now come to mebecause they aren't getting the
support from their brokerage ormore experienced agents promise
(14:20):
them.
I get the same statement fromagents over and over.
They say they said they wouldhelp me, give me leads, let me
shadow them, train me, answer myquestions and they're too busy
to help me.
Brokerages and experiencedagents need to stop promising
(14:43):
agents help if they can't orwon't show up to help.
It's virtually impossible tosupport ambitious agents in this
business if the tools,resources, training and coaches
aren't in place.
You cannot run your ownbusiness owing your clients
fiduciary duties and help neweragents at a high level I have
(15:08):
yet to see it work.
Without the systems in place,the agents get left behind, not
knowing what to do.
We need to disrupt the agentdropout rate in real estate,
seven out of 10 new agents, onaverage, leave in the first year
.
In any other industry, thiswould be catastrophic.
This is due to a variety ofreasons not getting support, not
(15:32):
knowing what to do, fear ofsuccess, caring too much what
others think of them, fear offailure, not being consistent
and spending time on non-incomeproducing activities.
The list goes on.
You've got this, whether you arenew to real estate or have been
(15:52):
in the business for 20 plusyears.
This book is for you.
We all have blinders on andneed to start peeling them back.
Often, it takes a differentperspective or awareness to see
things through a different lens.
Just like most things, realestate is changing, and mostly
for the better.
I am now at a place where I canpour into other agents and not
(16:15):
charge a team split.
All of the benefits of a teamand no team split.
How?
Because the industry ischanging and thankfully, we have
innovators who take chances,follow their intuition, know
their purpose, embrace theirpassion and, above all, make
(16:36):
waves for the better.
Now, in the following pages,you'll find insights, tips, ahas
and a priceless amount ofcoaching.
Also included in the ebook aredifferent perspectives and
awareness.
You have access to much of thesame information I share with
all of my elite coaching clients.
(16:58):
Enjoy the book.
I'm rooting for you.
You've got this Now.
Chapter one amateur orentrepreneur, you choose.
Why do some agents fail andothers succeed?
Amateur or entrepreneur, youchoose.
Why do some agents fail andothers succeed?
(17:19):
Beside not getting the supportthey were promised, it's often
because they're not experiencedbusiness owners.
Take, for instance, thebusiness I worked at for 13
years prior to real estate whenI started there in 2001,.
(17:39):
Ownership changed and Don, the70-year-old something business
owner, sold it to Dave, a30-something-year-old guy.
What I didn't know at the timewas Dave the new owner started
working in the warehouse when hewas a teenager.
He worked his way up throughthe company and bought it.
He knew just about everythinghaving to do with the business
and worked in just about everyposition.
(18:01):
The company was, and is still,thriving under Dave's leadership
.
In contrast, in the state ofMinnesota, you take 90 hours of
training, pass two tests andboom, you're a real estate agent
, a business owner, and not onepart of those 90 hours of
(18:23):
training teach you how to run abusiness.
You see, so many agents getinto real estate for the freedom
and unlimited earning potentialand so many drop out because
they don't know the first thingabout running a business.
They don't know how todiscipline themselves regarding
their newfound freedom.
Now, had I not joined the teamand had the leadership and
(18:45):
support in the beginning, Iwould have fallen into this trap
.
You need to create disciplineand habits.
Just know you will neveroutperform your self-image.
So strive to get 1% betterevery day.
Start showing up and actingfrom your future self.
(19:05):
Stop letting your currentresults dictate how you feel and
what you do.
Your results are just areflection of your past thinking
and you can start changing yourresults today.
Having a goal that inspires youis key.
So many leaders talk aboutconnecting to your why.
(19:27):
Why are you doing this?
What gets you up in the morning?
What is your big why?
And some people believe thatonce you've figured this out,
you'll be motivated to do theimpossible, and this just wasn't
the case for me.
I had a lot more work to do onmy mindset, habitual habits,
(19:48):
behaviors, self-image, beliefs,paradigms and more.
You see the difference betweenan amateur and an entrepreneur
is that the amateur lets all thereasons and excuses stop them
from doing what they know theyshould be doing I'm tired, I
have a headache, my kid is sick,it was a late night, I can do
(20:12):
that tomorrow.
I don't know how to do it, I'venever done it before, and so on
.
No excuses.
They know if they don't show upand do the thing, their
(20:32):
business will suffer.
They take the feelings and theemotions out of the task or
activity and get it done.
One of my coaches, arash Vasuki,says you choose every day.
Every day is day one, not justone day.
Show up and recommit to yourgoal every single day.
(20:58):
Build practice and stick toroutines.
Consistency equals success.
You cannot have one without theother.
Now there are dozens of ways tofind business Networking, cold
calling, door knocking, openhouses, social media events,
your sphere of influence, peoplethat you know that like you and
(21:19):
trust you, your past clientreferrals.
You can buy leads.
You can volunteer, get involvedwith clubs and organizations,
become referral partners withdifferent people, sign calls off
of your listings, your CRM,customer relationship management
system, word of mouth, and thelist goes on.
(21:42):
Now what I know is you won't begood at all of them and you
won't want to do all of them,and you shouldn't Decide how you
want to go about havingconversations and do a deep dive
.
Pick three ways that align withyou and how you want to live
your life.
What feels right and whatlights you up?
(22:05):
What will you commit to doingand showing up and doing it
every day.
I am all about gettingcomfortable being uncomfortable.
I am all about gettingcomfortable being uncomfortable
Consistently be pushing yourselfoutside of your comfort zone.
(22:28):
What motivates you?
Do you run towards pleasure oraway from pain?
I no longer wanted to host openhouses on the weekend and miss
out on time with my family.
Open houses on the weekend andmiss out on time with my family.
So I decided that in order forme to skip open houses, I had to
meet my weekly goal of 100contacts.
(22:49):
And if I didn't meet my goal of100 contacts, then I would have
to host one to two open housesthat next weekend end.
One of the team leads I workedwith wrote a $5,000 check to an
(23:11):
agent in the office that heoften competed against they're
kind of rivals of sorts and he,if he didn't reach his lead
generation goal every day.
If he missed one day, he had towalk that check over to the
rival agent and tell him to cashit.
Now, the thought of doing thisand this happening was painful
(23:31):
enough to keep my team lead ontask and on track, and, if I
remember correctly, he closedover 90 transactions that year
alone.
You see, in order to grow,achieve big goals and become the
next biggest version ofyourself, you will need to leave
the current comfort zone you'rein.
(23:53):
I have taken leaps of faiththat both terrified and excited
me beyond recognition.
I have pushed that send button,made that phone call, had that
hard conversation, all whilepushing myself far out of my
comfort zone.
You see, I was that little girlwho wouldn't raise her hand in
class and answer a simplequestion that I knew the answer
(24:17):
to, and now I'm a public speaker.
I still can't believe it.
Sometimes, you see, I felt thefear and I did it anyways, and I
did it again and again andagain.
Most times I was nervous,anxious, had fear, sometimes
tears and plenty of uncertainty.
You will need to leave behind 50to 80% of who you are today in
(24:42):
order to get from where you areto where you want to be.
I've been told by people in thetop one to 3% that it's not as
hard as you think to get there.
It's simple, not easy.
Why?
Because most people aren'twilling to do the uncomfortable
things, the things you will needto do consistently.
(25:02):
Most people choose fear overfaith.
You can't see either, andyou're always choosing one or
the other.
You see, people choose fear andstay stuck because at least
they know what to expect.
Now, it's not at all what theywant, but they're comfortable
(25:22):
with the status quo and the ideaof taking a leap of faith is
far too risky.
What if I fail?
What will others think?
You see, it costs you so muchmore in the long run if you
don't take the chance, if youdon't invest in yourself, in the
program, training, mentorshipor coaching.
(25:46):
Instead of asking yourself,what if I fail, reframe the
question and ask what if Isucceed?
What would that look and feellike If you go for it?
There's no such thing asfailure.
You only fail when you eitherstop or don't start.
(26:08):
Everything else is feedback.
So take the feedback, learn andgo at it again.
Now the action step I put at theend of this first chapter is
challenge yourself to makedecisions based on your goal and
from your future self and takeaction as if your goal has
(26:32):
already been achieved and go andget your goals.
And to wrap that up, what Imean by that is so many people
work towards their goal.
You set a goal and you startwhere you're at and you inch by
inch by inch up towards yourgoal and you work towards your
goal.
(26:52):
Reframe that.
What if you came from your goal?
What if you woke up tomorrowmorning and you woke up as if
someone, let's say, you want togo from 12 transactions to 30
transactions?
I mean, we can both pretty muchagree that you won't get to 30,
(27:15):
the same way you got to 12.
So what does that version of youdo?
What time are you waking up inthe morning?
Are you moving your body andexercising?
What are you feeding your body?
What are you taking out of yourdiet?
What are you adding to it?
What are you surroundingyourself with?
(27:35):
Who are you surroundingyourself with?
What books are you reading?
What podcasts are you listeningto?
Who's your coach?
Who's your mentor?
You know, come from the goal andstart making decisions and when
you sit down to do thatactivity, that kind of terrifies
you and you're just not certainyou want to do it.
Think from your goal.
Does that version of you evenquestion it?
(27:58):
No, they just do it or they'vealready done it.
It's not that big of a deal.
We just make it into such a bigdeal.
We make it into this ordealthat you know it's just it keeps
us stuck, because it's not fearthat keeps us stuck, it truly
is the doubt.
Because the doubt will make youworry and, just you know, throw
(28:21):
you off track.
So face the fear, feel it anddo it anyway.
And just know that if you showup and you get 1% better every
day, you will have your goal.
And I've done it.
And I'm telling you, if I cando what I've done, anyone can do
(28:41):
it and that's why I'm sopassionate about helping others,
especially other real estateagents, get from where they are
to where they want to be.
So next week we will be goingover chapter two.
What when you say yes tosomething, what are you saying
no to?
So I'll catch you next week forchapter two and in the meantime
(29:04):
, if you need me for anything orif I can be helping you, I
coach and mentor my businesspartners at no additional charge
.
We run a team collaboration ofsorts.
We don't charge a team split.
We figured out how to do thisand it's been a beautiful
opportunity.
(29:24):
So if you're looking for achange, if you're looking for a
great coach, something getcomfortable being uncomfortable.
1% better every day and we'lllook forward to seeing you again
(29:48):
next week.
Make it a good one.
So I wrote an ebook at the end of 2024.
And what I wrote about wasobviously real estate.
And I just keep getting thesame questions, I keep answering
the same you know inquiries andjust a lot of agents out there
(00:23):
are experiencing much of thesame.
So I figured, why not put it inan ebook?
And so that's what I did and Iam a terrible marketer is what
I've also learned and I'm notgoing to pay to Alex Hermosi and
(00:48):
even more love his wife, layla,which I have a girl crush on,
absolutely, and I'm going totake a page out of their book
and that is.
You know, I challenged myselfwith the whole.
You'll never out give a givertype mentality and Alex and
Layla show up at such a highlevel doing this.
(01:11):
I mean, if you Google them orif you subscribe to their
YouTube channels, I don't knowthat they could give away more
free content than they alreadydo.
And I'm talking valuablecontent.
And he's wrote a few books andhe has recorded them on his
(01:31):
podcast so you can buy it andlisten to it at the same time on
his podcast, or you can justlisten to the book.
You don't even have to buy it.
So I'm like, well, why don't Ido that?
Why don't I go through my bookhere on my podcast?
And you know, if you want tobuy it, fantastic, I would love
(01:52):
the support.
It's 20 bucks on my stand store.
However, if you don't want toor can't afford it, you know
there are some agents out therewhich, if you can't invest $20
in your business, we definitelyshould be talking soon.
But, yeah, I just wanted to goahead and, you know, start today
(02:15):
with the introduction andchapter one.
And you know, never I'll give agiver.
I'm going to go ahead and andgive everything I've got, and
this actually took me months towrite.
I sat down, just like manypeople.
I was like, oh, I got itoutlined, it won't take long.
And finally my husband lookedat me.
(02:35):
He's like you just have to pushgo.
And I'm like, all right.
So at one point in time I justhad to go ahead and good enough
is good enough because I couldhave rewrote it.
I could still be rewriting itand it's not just, it's not
going to help anyone sitting inmy computer.
So I'm going to go ahead and,yeah, I'm really excited.
(02:57):
So the next 12 weeks will be achapter.
A week from my ebook will be achapter a week from my ebook,
and the title of it is FromHustle to Harmony Balancing
Business Growth, personal Lifeand Creating a Winning Mindset.
Take your business to the nextlevel.
Inside you'll find tools tobuild mental toughness, overcome
(03:27):
setbacks and establish systemsthat lead to consistent success.
And again, there's 12 chaptersthat I poured my heart into what
took me years upon years uponyears to learn.
I took the cream of the cropand really a lot of what I
coached to my elite coachingclients and I put it in this
ebook for anyone to access atany time to get them from where
(03:50):
they are to where they want tobe.
And the first part in theintroduction is you know me,
angie Gerber, why listen to me?
I said at age 37, I left acomfortable 13-year career at a
company where I knew the ins andouts and how to keep everything
headed in the right direction.
(04:10):
I jumped full-time into realestate a 3% match, six weeks
paid vacation and healthinsurance to having no scheduled
paydays, no benefits, no healthcared, scared out of my mind,
(04:37):
really terrified, really, andyet so incredibly excited.
Hell, I didn't even know how tosay realtor properly.
Side note, it's realtor, notreal-it-tor.
Just two symbols, not three, asI learned the very hard and
very embarrassing way Got calledout on that in front of some
(05:01):
people.
So, yeah, two syllables infront of some people.
So yeah, two syllables.
I hear it wrong all the time.
Just side note.
I knew like I knew, like I knew, moving forward, this was the
only option for me.
There was no going back.
This was it, and that was that.
I have always had a servantheart and could often be found
(05:22):
in a customer service role orcaretaker of some sort.
The thought of helping someonebuy, sell or invest in their
largest asset was the ultimateway to partner with and help
others achieve their goals anddreams.
A level of excitement took over.
I couldn't sleep.
The possibilities were endlessthe number of people I could
(05:44):
help, the families I wouldimpact, the potential income I
could make to change my family'slives.
It was such an amazingopportunity.
I knew with every cell in mybody this was my next step, and
I knew little more than that.
On February 8th 2014, I made thedecision to get my real estate
(06:06):
license and pursue the newdesire that had taken a hold of
me, with a full-time job, threekids and not much downtime.
I finished the 90 hoursrequired by the state online.
I passed both the state andnational exams and put in my
two-week notice on April 1st2014.
(06:28):
My first day as an officialRealtor was April 21st.
I joined a team at one of thebigger brokerages and got to
work and I did whatever it took,because failing was not an
option.
I got so comfortable beinguncomfortable.
I was just putting one foot infront of the other and hoping
(06:49):
not to fall too hard on my face,at least for that day.
I started with cold calling.
My voice and body were shakingwhile I dialed and I sucked at
it and I did it anyways.
I was practicing my scripts,role-playing, going to as many
training sessions as possible astime would allow, showing
(07:10):
buyers homes, hosting openhouses and doing whatever was
asked of me.
I was a showing specialist tothe buyer's agent on the team.
I showed the client's potentialhomes and the buyer's agent
wrote all the contracts andhandled the negotiations.
Oh, and this was when gas was$4.85 a gallon.
(07:32):
So driving about 300 milesevery two to three days was very
expensive and thankfully I hadcredit cards.
They were just about maxed, butat least I had them to pay for
gas, and if you've heard that,repetition is key, I am a
perfect example of this.
(07:52):
I know I knew very little aboutsales.
I just knew I wanted to makethis work and if you
consistently show up and dosomething, you will get better
and eventually you will win.
And the buyer's agent on theteam left about four months
after I started, so I gotpromoted from showing specialist
(08:13):
to buyer's agent Gulp.
I was once again both excitedand scared out of my mind.
I ended up closing over 30transactions in my first year
and getting into the top 20% ofproducing agents at the
brokerage.
This is where that saying fakeit till you make it comes into
play for me.
(08:33):
From the outside it looked likeI had it all together and this
wasn't the case.
The good part was I'm a quicklearner and really had to be
told twice how to do something.
The bad news was I didn't knowhow to bounce at all.
Excuse me, I had a two-year-old, a five-year-old and a
(08:54):
10-year-old at home that Ihardly spent any time with and a
10-year-old at home that Ihardly spent any time with.
See, I was told, and under theimpression that the first couple
of years are tough and buildinga business is hard.
They were right it is hard, itis confusing and it's scary as
hell heartbreaking, exciting andrewarding all at the same time.
(09:15):
And, looking back, it couldhave been much different for me
and my family, which is one ofthe drivers behind my desire to
help other agents learn from myfailures in so many ways.
Now I know this was part of myjourney and I wouldn't change a
thing because it got me to whereI am today.
The on-the-job training I gotwas better than any classroom
(09:38):
could have taught me.
The tools, resources, scripts,training and all-around support
I received over the seven yearsI spent on the team helped mold
me into the agent, coach andmentor that I've worked so hard
to become.
Learn and then earn that's oneof the things Alex Hormozy says.
(10:00):
You see, I paid to play, andbeing part of a team and paying
the commission splits to boththe team and the brokerage
allowed me the opportunity tobecome the leader I am today.
As Steve Jobs says, you canonly connect the dots looking
backwards.
It was a huge part of myjourney, a part I'm forever
(10:21):
grateful for.
You see, I hit my personal rockbottom about three years into my
real estate career and, longstory short, my drinking caught
up with me.
The switch flipped and I was nolonger in control.
I quickly became a full-blownalcoholic.
(10:58):
I became someone I wouldn'thave recognized six to nine
months earlier, knowing I wasdays away from losing everything
that meant anything to me.
I got help from a family friendand started going to AA
meetings once a day for 90 days,and it was during those 90 days
that I watched the movie theSecret for the first time, and
through that movie I found andhired my first coach and mentor,
bob Proctor.
And to say my life completelychanged in a year's time would
be a huge understatement.
After three months, I stoppedgoing to AA.
(11:20):
The meetings and the people inthose rooms saved my life in the
beginning for sure.
There's no doubt in my mind andthe rooms they got heavy and
they got darker in a way, andthey were no longer where I
needed to be.
So, at age 40, with thecoaching and mentorship from Bob
Proctor, a whole new universeopened up to me.
(11:43):
The way he talked and what heexplained to me was absolutely
mind-blowing.
I had never heard this stuffbefore.
My last drink was on February3rd 2017.
The next day was the first dayof the rest of my life.
After the first year of coachingwith Bob Proctor, I knew this
(12:07):
was it why I was put on thisearth At my lowest point.
My purpose and passion forcoaching others found me.
This now became my ultimate wayto serve another human being.
I knew if I could change in theway I did, anyone could do it,
(12:27):
and I had to get thisinformation out to anyone who
would listen.
A couple years later, I leftthe team in brokerage and I
joined an independent brokerageto help run their mentorship
program.
I got to marry my love for realestate and my passion for
coaching together.
I applied all I learned over theyears in real estate along with
(12:49):
well over 100 transactions.
My experience, paired with BobProctor's transformational
coaching and many IPAC coachingcertifications, successfully
collapsed the learning curvedown to just months for new
agents who committed to theprocess and wanted to succeed.
My business partner at the timecreated a 12-week curriculum
(13:14):
with over 180 lessons and I gotto show up and coach new agents
and inexperienced agents on howto set up and run a successful
real estate business.
This was by far one of myfavorite years.
It was a pinch me.
Is this really my life kind ofyear.
My I get to.
I don't have to year it wasn'twork.
(13:36):
I don't have to year.
It wasn't work.
I was 100% in my element,joyful and filled with purpose
and passion.
I was impacting agents on aone-to-one basis and I loved it.
Between my business partner andme, we graduated over 40 agents
.
Now that may sound like a smallnumber.
However, when you're workingone-on-one with new agents, it
(13:59):
takes most of your time andattention.
I focus on helping agents andleverage much of my sales
business out in order to show upfor the agents at an extremely
high level.
Most agents now come to mebecause they aren't getting the
support from their brokerage ormore experienced agents promise
(14:20):
them.
I get the same statement fromagents over and over.
They say they said they wouldhelp me, give me leads, let me
shadow them, train me, answer myquestions and they're too busy
to help me.
Brokerages and experiencedagents need to stop promising
(14:43):
agents help if they can't orwon't show up to help.
It's virtually impossible tosupport ambitious agents in this
business if the tools,resources, training and coaches
aren't in place.
You cannot run your ownbusiness owing your clients
fiduciary duties and help neweragents at a high level I have
(15:08):
yet to see it work.
Without the systems in place,the agents get left behind, not
knowing what to do.
We need to disrupt the agentdropout rate in real estate,
seven out of 10 new agents, onaverage, leave in the first year
.
In any other industry, thiswould be catastrophic.
This is due to a variety ofreasons not getting support, not
(15:32):
knowing what to do, fear ofsuccess, caring too much what
others think of them, fear offailure, not being consistent
and spending time on non-incomeproducing activities.
The list goes on.
You've got this, whether you arenew to real estate or have been
(15:52):
in the business for 20 plusyears.
This book is for you.
We all have blinders on andneed to start peeling them back.
Often, it takes a differentperspective or awareness to see
things through a different lens.
Just like most things, realestate is changing, and mostly
for the better.
I am now at a place where I canpour into other agents and not
(16:15):
charge a team split.
All of the benefits of a teamand no team split.
How?
Because the industry ischanging and thankfully, we have
innovators who take chances,follow their intuition, know
their purpose, embrace theirpassion and, above all, make
(16:36):
waves for the better.
Now, in the following pages,you'll find insights, tips, ahas
and a priceless amount ofcoaching.
Also included in the ebook aredifferent perspectives and
awareness.
You have access to much of thesame information I share with
all of my elite coaching clients.
(16:58):
Enjoy the book.
I'm rooting for you.
You've got this Now.
Chapter one amateur orentrepreneur, you choose.
Why do some agents fail andothers succeed?
Amateur or entrepreneur, youchoose.
Why do some agents fail andothers succeed?
(17:19):
Beside not getting the supportthey were promised, it's often
because they're not experiencedbusiness owners.
Take, for instance, thebusiness I worked at for 13
years prior to real estate whenI started there in 2001,.
(17:39):
Ownership changed and Don, the70-year-old something business
owner, sold it to Dave, a30-something-year-old guy.
What I didn't know at the timewas Dave the new owner started
working in the warehouse when hewas a teenager.
He worked his way up throughthe company and bought it.
He knew just about everythinghaving to do with the business
and worked in just about everyposition.
(18:01):
The company was, and is still,thriving under Dave's leadership
.
In contrast, in the state ofMinnesota, you take 90 hours of
training, pass two tests andboom, you're a real estate agent
, a business owner, and not onepart of those 90 hours of
(18:23):
training teach you how to run abusiness.
You see, so many agents getinto real estate for the freedom
and unlimited earning potentialand so many drop out because
they don't know the first thingabout running a business.
They don't know how todiscipline themselves regarding
their newfound freedom.
Now, had I not joined the teamand had the leadership and
(18:45):
support in the beginning, Iwould have fallen into this trap
.
You need to create disciplineand habits.
Just know you will neveroutperform your self-image.
So strive to get 1% betterevery day.
Start showing up and actingfrom your future self.
(19:05):
Stop letting your currentresults dictate how you feel and
what you do.
Your results are just areflection of your past thinking
and you can start changing yourresults today.
Having a goal that inspires youis key.
So many leaders talk aboutconnecting to your why.
(19:27):
Why are you doing this?
What gets you up in the morning?
What is your big why?
And some people believe thatonce you've figured this out,
you'll be motivated to do theimpossible, and this just wasn't
the case for me.
I had a lot more work to do onmy mindset, habitual habits,
(19:48):
behaviors, self-image, beliefs,paradigms and more.
You see the difference betweenan amateur and an entrepreneur
is that the amateur lets all thereasons and excuses stop them
from doing what they know theyshould be doing I'm tired, I
have a headache, my kid is sick,it was a late night, I can do
(20:12):
that tomorrow.
I don't know how to do it, I'venever done it before, and so on
.
No excuses.
They know if they don't show upand do the thing, their
(20:32):
business will suffer.
They take the feelings and theemotions out of the task or
activity and get it done.
One of my coaches, arash Vasuki,says you choose every day.
Every day is day one, not justone day.
Show up and recommit to yourgoal every single day.
(20:58):
Build practice and stick toroutines.
Consistency equals success.
You cannot have one without theother.
Now there are dozens of ways tofind business Networking, cold
calling, door knocking, openhouses, social media events,
your sphere of influence, peoplethat you know that like you and
(21:19):
trust you, your past clientreferrals.
You can buy leads.
You can volunteer, get involvedwith clubs and organizations,
become referral partners withdifferent people, sign calls off
of your listings, your CRM,customer relationship management
system, word of mouth, and thelist goes on.
(21:42):
Now what I know is you won't begood at all of them and you
won't want to do all of them,and you shouldn't Decide how you
want to go about havingconversations and do a deep dive
.
Pick three ways that align withyou and how you want to live
your life.
What feels right and whatlights you up?
(22:05):
What will you commit to doingand showing up and doing it
every day.
I am all about gettingcomfortable being uncomfortable.
I am all about gettingcomfortable being uncomfortable
Consistently be pushing yourselfoutside of your comfort zone.
(22:28):
What motivates you?
Do you run towards pleasure oraway from pain?
I no longer wanted to host openhouses on the weekend and miss
out on time with my family.
Open houses on the weekend andmiss out on time with my family.
So I decided that in order forme to skip open houses, I had to
meet my weekly goal of 100contacts.
(22:49):
And if I didn't meet my goal of100 contacts, then I would have
to host one to two open housesthat next weekend end.
One of the team leads I workedwith wrote a $5,000 check to an
(23:11):
agent in the office that heoften competed against they're
kind of rivals of sorts and he,if he didn't reach his lead
generation goal every day.
If he missed one day, he had towalk that check over to the
rival agent and tell him to cashit.
Now, the thought of doing thisand this happening was painful
(23:31):
enough to keep my team lead ontask and on track, and, if I
remember correctly, he closedover 90 transactions that year
alone.
You see, in order to grow,achieve big goals and become the
next biggest version ofyourself, you will need to leave
the current comfort zone you'rein.
(23:53):
I have taken leaps of faiththat both terrified and excited
me beyond recognition.
I have pushed that send button,made that phone call, had that
hard conversation, all whilepushing myself far out of my
comfort zone.
You see, I was that little girlwho wouldn't raise her hand in
class and answer a simplequestion that I knew the answer
(24:17):
to, and now I'm a public speaker.
I still can't believe it.
Sometimes, you see, I felt thefear and I did it anyways, and I
did it again and again andagain.
Most times I was nervous,anxious, had fear, sometimes
tears and plenty of uncertainty.
You will need to leave behind 50to 80% of who you are today in
(24:42):
order to get from where you areto where you want to be.
I've been told by people in thetop one to 3% that it's not as
hard as you think to get there.
It's simple, not easy.
Why?
Because most people aren'twilling to do the uncomfortable
things, the things you will needto do consistently.
(25:02):
Most people choose fear overfaith.
You can't see either, andyou're always choosing one or
the other.
You see, people choose fear andstay stuck because at least
they know what to expect.
Now, it's not at all what theywant, but they're comfortable
(25:22):
with the status quo and the ideaof taking a leap of faith is
far too risky.
What if I fail?
What will others think?
You see, it costs you so muchmore in the long run if you
don't take the chance, if youdon't invest in yourself, in the
program, training, mentorshipor coaching.
(25:46):
Instead of asking yourself,what if I fail, reframe the
question and ask what if Isucceed?
What would that look and feellike If you go for it?
There's no such thing asfailure.
You only fail when you eitherstop or don't start.
(26:08):
Everything else is feedback.
So take the feedback, learn andgo at it again.
Now the action step I put at theend of this first chapter is
challenge yourself to makedecisions based on your goal and
from your future self and takeaction as if your goal has
(26:32):
already been achieved and go andget your goals.
And to wrap that up, what Imean by that is so many people
work towards their goal.
You set a goal and you startwhere you're at and you inch by
inch by inch up towards yourgoal and you work towards your
goal.
(26:52):
Reframe that.
What if you came from your goal?
What if you woke up tomorrowmorning and you woke up as if
someone, let's say, you want togo from 12 transactions to 30
transactions?
I mean, we can both pretty muchagree that you won't get to 30,
(27:15):
the same way you got to 12.
So what does that version of youdo?
What time are you waking up inthe morning?
Are you moving your body andexercising?
What are you feeding your body?
What are you taking out of yourdiet?
What are you adding to it?
What are you surroundingyourself with?
(27:35):
Who are you surroundingyourself with?
What books are you reading?
What podcasts are you listeningto?
Who's your coach?
Who's your mentor?
You know, come from the goal andstart making decisions and when
you sit down to do thatactivity, that kind of terrifies
you and you're just not certainyou want to do it.
Think from your goal.
Does that version of you evenquestion it?
(27:58):
No, they just do it or they'vealready done it.
It's not that big of a deal.
We just make it into such a bigdeal.
We make it into this ordealthat you know it's just it keeps
us stuck, because it's not fearthat keeps us stuck, it truly
is the doubt.
Because the doubt will make youworry and, just you know, throw
(28:21):
you off track.
So face the fear, feel it anddo it anyway.
And just know that if you showup and you get 1% better every
day, you will have your goal.
And I've done it.
And I'm telling you, if I cando what I've done, anyone can do
(28:41):
it and that's why I'm sopassionate about helping others,
especially other real estateagents, get from where they are
to where they want to be.
So next week we will be goingover chapter two.
What when you say yes tosomething, what are you saying
no to?
So I'll catch you next week forchapter two and in the meantime
(29:04):
, if you need me for anything orif I can be helping you, I
coach and mentor my businesspartners at no additional charge
.
We run a team collaboration ofsorts.
We don't charge a team split.
We figured out how to do thisand it's been a beautiful
opportunity.
(29:24):
So if you're looking for achange, if you're looking for a
great coach, something getcomfortable being uncomfortable.
1% better every day and we'lllook forward to seeing you again
(29:48):
next week.
Make it a good one.
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