Taking Real Estate from Hustle to Harmony: CHAPTER 6

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Our self-image determines our success and when we break promises to ourselves, it takes a significant hit. We must treat our business like a business by showing up consistently, optimizing our time, and focusing on income-producing activities instead of time wasters.

• Set achievable goals that push you slightly beyond your comfort zone
• Complete a time study to identify and eliminate wasted time 
• Establish clear boundaries with family and clients about your work hours
• Be fully present in both business and personal settings
• Remove distractions like your phone to show respect and focus
• Decide what needs to be done, delegated, or deleted

Next week, we're discussing how to fall in love with sales. If you can't sell someone, you can't help them – so it's time to let go of feeling "salesy" or "icky" and embrace the power of effective selling.

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Episode Transcript

Speaker 1 (00:02):
Welcome back to Chapter 6 of From Hustle to
Harmony.
And I don't know how you allare doing out there, but I'm
just going to tell you, when I'mrecording this first week of
June, I have my kids out ofschool for the first day.
Big sleepover last night withfour, five, seventh now eighth

(00:23):
grade girls.
Night with four, five, seventhnow eighth grade girls.
A black lab that has beenvomiting and severely ill for
the last couple of days, up allnight, my point being I am tired
.
If you're watching this onvideo, yeah, I'm in a sweatshirt
and my hair's pulled back andI'm showing up anyway Because,

(00:44):
as you'll see with chapter six,that's what we do as business
owners you show up and you keepyour promises.
I actually was just on a callwith my brokerage EXP.
We have this amazing mastermind.
I tell you I'm in two groups,guys that most people would pay
probably $25,000 to $50,000 ayear to be in proximity to these

(01:09):
people that I'm in rooms withevery week.
It's just phenomenal and Ican't be more grateful.
But we talked about that.
We talked about just showing upregardless of how you feel and
taking the emotion out of it.
And you know, you just you doit because of self image and

(01:30):
that's what I talked about somuch is that if you can't keep
the promises to yourself andshow up when you say you're
going to show up and do thethings that you tell yourself or
you promise yourself you'regoing to do, guys, every time
you don't do what you say you'regoing to do and, like you, let
yourself out of it.

(01:50):
Are you rational?
What rationalize why you don'tneed to do it?
I can't even talk, sorry.
Your self image takes a hit,and a big one, so I want you to
start thinking about that.
If you're one that keepspromising yourself, maybe you're
going to go to the gym everyday or five times a week, and

(02:10):
it's just not happening.
What about two times or threetimes a week, like start, where
you'll succeed.
It'll push you a little bit,but if you're going from zero
times a week to working out tosix times, go for it.
I love it.
That's fantastic.
More power to you.
However, if you're not doing itand you find yourself laying

(02:35):
yourself down or making excuses,or you know whatever it is,
switch it and just make a goal,maybe three times or four times,
and get those little wins underyour belt, because every time,
I'm telling you you'll neveroutperform your self-image, and
if you cannot keep your promisesto yourself or if your

(02:58):
self-image keeps taking hits,then that's going to really
hinder your results, and that'swhy I wrote about in chapter six
.
It's treat your business like abusiness and it starts like this
.
So how do you show up for yourbusiness and in your business?

(03:19):
What time you wake up in themorning and do you schedule
breaks, lunch?
And when you check your email,what activities are you doing
when you're at your highestenergy, and are they
income-producing activities ortime wasters?
Now, have you done a time study?

(03:40):
I have all my elite coachingclients do this in the first
week, and what you do is you setan alarm on your phone to go
off every hour and when thealarm goes off, write down what
you did the previous hour.
Now you will find many timewasters, and the key is to

(04:01):
eliminate the wasted time andreplace it with income producing
activities.
So you cannot buy more time.
You need to show up day afterday, week after week and month
after month and do the rightactivity, regardless of how you
feel.
Set your feelings aside andtake the emotion out of it.

(04:23):
Show up and do what you need todo.
Focus on the task at hand, youknow.
Put your phone on air pain modeor in another room.
Shut down all the other tabs onyour computer besides the one
you're currently using and focus.
Post your schedule and goals foryour family to see.

(04:43):
Ask them to help you by holdingyou accountable to your
schedule.
If you have a significant otheror kids, make it a fun game.
Say something like if I do Xthis year, then we get to do Y,
or take that trip, or buy thatexperience you've wanted for
years.
Teach them how and when to bestcommunicate with you.

(05:05):
You know you set the standardto how people treat you and your
business.
Tell them when you're on blocktime and to not interrupt you
unless the building's on fire.
See, we make so many things inan emergency that just aren't.
And if you're going to grow asuccessful business, it's more

(05:25):
about what you say no to thanwhat you're saying yes to.
Read that again, we make somany things in emergency that
just aren't.
If you are going to grow asuccessful business, it's more
about what you say no to thanwhat you are saying yes to.

(05:47):
Now, if you have a list of fivethings to do and you have your
number one thing that you knowyou should do.
Yet you move on to number threeand then five and maybe you
come back to four.
You still haven't done the mostimportant thing on your list,
the thing that will be and makethe biggest impact.
You may feel accomplished, like, yeah, I got stuff done,

(06:10):
because you checked off three,five and four.
However, this just distractedyou from doing the most
important tasks that couldactually move your business
forward.
Now look at what you have onyour list and do the most
important item first beforemoving on to the next.
Try 30, 60 or 90 minute timeblocks and focus on the task at

(06:33):
hand and take breaks in betweentime blocks and reward yourself.
You can also delegate, do,delegate and delete.
And what do you need to do,what can you delegate and what
should you delete now?
Stop procrastinating.

(06:53):
Just get it done.
You will feel so much better.
I promise so again.
That's do, what do you need todo, delegate, what can you
delegate and delete.
If you don't need to be doingit, delete it Now.
Do you show up 100% present,whether you're in your business
or personal life, or do youscatter yourself thin and do a

(07:17):
little of this and a little ofthat with really no intention.
Now, if so, I encourage you toreally start focusing and
showing up in the moment,whether it's in your business or
personal life, you know.
Stop screwing around with yourtime and attention and do you
have your mission, visions andvision and values in place.

(07:38):
Who do you want to serve andwork with?
You won't want to work witheveryone, and that's fine,
actually more than fine.
Know your values and worth andmake decisions from this
standard.
And for this week, the actionstep is to take action on the
one thing you've been puttingoff doing and just move it

(08:00):
forward.
We all have that one thing thatmay be lingering in the back of
our mind or that you keepmoving from checklist to
checklist or post-it note topost-it note, and really, if you
just sat down and did it, theamount of mind space that would
be freed up, I can't tell you,because think about that, the

(08:23):
one thing that you just haven'tdone.
How often do you think about it, or how often do you look at it
, the amount of time you'vespent on just that one thing
being out there and in your mind.
You probably could have done itdozens of times over.
I know I've had things likethat at least.
So, and you know if you'relistening to this, live knowing

(08:48):
that a lot of kids just got outof school.
If you have kids, I think thisis also really important.
If I go back to the part whereyou teach people how to treat
you and your business, thatabsolutely goes with clients.
You know, if you answer yourphone at 10 o'clock at night,
they're going to expect you workat 10 o'clock at night.
So don't answer your phone ifyou don't want to work at 10

(09:10):
o'clock at night.
And again, that goes around thehouse.
If you're working from home andyou have kids around now or you
know know just differentdistractions, talk about that.
Put hours on your door or letthem know when you need in an
uninterrupted time because yourbusiness, you want to keep it

(09:31):
moving forward and, like I said,where you're focusing and
showing up, try to show up inyour business and work on your
business so that later thatevening or when you have time
off with your family, you canshow up and be 100% present
there as well.
What I find so many people dois that they again just kind of

(09:53):
show up a little bit here, showup a little bit there.
They're working on their phone.
I'm very guilty of that as wellwith my family, and it's really
not that it's not fair to them.
I don't know if that's theright way to say it, but it's
just.
You know they want to see you,they want you present, and
anyone that knows, if you have aphone in your hand and you're

(10:16):
talking to someone, even justhaving it in your hand, whether
you're looking at it or not, orif you have it on the table and
it's upside down, you knowthat's sending a message, a
clear message that they're notas important.
So think about that.
Think about that when you haveyour phone out, I try to put

(10:39):
mine in my purse or put it awayespecially if I'm out with a
friend or a colleague orwhomever it is and put it on the
back of my chair or leave it inthe car.
You know it's just.
Think about it.
Just I want to challenge youwith that, because I know a lot
of people you know have it outand are always on.
I'm always on.
I see all these realtors saying24 seven.

(11:01):
I work 24 seven and that'sgreat for some, but if that's
not how you run your want to runyour business.
You don't have to.
I've also seen agents that shutit off at six, which at the
time, I was like whoa, how doyou even do that?
Like you're going to returncalls the next business day,
what?
So there's many different waysto do this.

(11:22):
So think about what works bestfor you, try a few different
things out and, yeah, let meknow how it goes.
I'd love to hear what yourthoughts are as we move into the
season of life which we callsummertime Busy in real estate,
busy with a lot of things goingon for the summer.

(11:43):
So next week we're going to talkabout fall in love with sales.
It's something that, again,when I got into real estate, I
had done a little bit of sales,but nothing like what I needed
to learn, and I learned a lot,failed forward hard, and I'll

(12:04):
start it with this and I'llleave you with this just to
think about, if you don't fallin love with sales and if you
can't sell someone, you can'thelp them.
So you really have to decidethat, instead of being salesy or
icky or heavier, I don't wantto appear this way or this or
that you got to let a lot ofthat go, because I tell you

(12:26):
right now it's definitelyholding you back and I look
forward to talking more aboutthat next week.
In the meantime, if you needanything at all, feel free to
reach out.
To reach out and I'll leave youwith just thinking about how to
really show up for yourbusiness and work in your
business and in the meantime, gosell something and let me know

(12:49):
how it goes.