January 1, 2025 • 27 mins
Mindset plays a critical role in achieving success in real estate, especially as agents prepare for 2025. Joel Dyck shares actionable strategies, including the importance of structured routines, accountability through mentorship, and maintaining focus on controllable tasks to ensure growth in a competitive landscape.
• Emphasizing the importance of mindset for new agents
• The significance of process over outcomes in business
• Creating marketing buckets to drive engagement and focus
• Establishing a daily checklist to enhance productivity
• The impact of self-care and difficult tasks in morning routines
• The role of accountability partners and mentorship for growth
If you're ready to go even deeper and want personalized mentorship, accountability or coaching, head over to tacticalagentca or slide into my DMs to schedule a free coaching session with me and let's build your success step by step.
For more information or to connect directly with Scott visit www.tacticalagent.ca. Also follow and send Scott a Dm on INSTAGRAM, FACEBOOK OR LINKEDIN. Scott is also active on TIKTOK and YOUTUBE.
If you're currently stuck in your business and need advice, looking for mentorship or want a FREE coaching session contact Scott at the links above or send him an email at scottzrealtor@gmail.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
If you want to clear the cobwebs of 24 out and get
your mindset right for 25, thisis the episode for you.
Joel tactically breaks down howto structure your mindset,
structure your schedule to bringtrue freedom and flexibility in
your business and allow you tofocus on what matters the most.
So set your speed to 1.25 or1.5 and let's get tactical.
(00:24):
Welcome to Tactical Agent, yourreal estate coach in a box.
I'm your host, scott Ziegler,and if you're looking for no
nonsense, straight to the point,real estate training, you're in
the right place.
Each episode, we'll dive intoexpert interviews and break down
step-by-step strategies you canstart using right away to level
(00:46):
up your real estate game.
No fluff, no filler, justreal-world advice and practical
tools to help you succeed.
So get ready.
This is where agents come toget tactical.
All right, welcome everybody totoday's episode.
We have Joel Dick fromSaskatoon, saskatchewan, and
we're going to be talking aboutmindset.
(01:07):
It's going to be coming fromthe perspective of a newer agent
and Joel will introduce himselfand let you know how long he's
been in the business, but undertwo years and has achieved icon
status in EXP Realty and forthose of you listening that
don't know what that is, it'sbasically the top 1% of
producers across the company.
(01:28):
I think there's close to 90,000agents.
My math might be off a littlebit, but I think less than 2000
agents out of the 90 hit icon.
So we're definitely in for, youknow, some good information
today from an agent that knowswhat he's doing, and even though
it's coming from theperspective of a new agent, I
think that as we talk aboutmindset today, heading into 2025
(01:50):
, I think this will beapplicable to everybody.
So, joel, welcome to the show.
Speaker 2 (01:55):
Yeah, Scott, thanks a lot for having me.
It's good to be here.
Speaker 1 (01:59):
So just give us a brief intro.
You've, like I said, correct meif I'm wrong, but under two
years in the business, andbefore this you were a teacher,
you were a coach, you were amentor, and I think that's kind
of what we're going to get intotoday as far as mindset.
So give us a little bit of anintro as to how long you've been
doing it and where you've comefrom.
Speaker 2 (02:19):
For sure.
So I was licensed, it wouldhave been in February of 2023.
So I guess we're coming up ontwo years, but didn't really get
into the business full timeuntil that spring and I guess,
from my perspective, I didn'treally have any clients or kind
of missed that full springopportunity there because I was
(02:42):
still working my other job.
So if we back up a little bit,I you know from Alberta
originally came to Saskatchewan,played volleyball here and went
through kinesiology educationand ultimately did a master's in
coaching program through UBC,which allowed me lots of
(03:02):
opportunities.
Then I worked in sport andsport management, in athlete and
coach development.
So that's kind of what I didfor the past seven or eight
years.
That kind of led me into myreal estate career and, yeah,
we'll get into it, but I reallyfeel like it has helped me be
successful early on in my career.
Speaker 1 (03:22):
Good.
And so as a, as a new agent youknow you're somebody explained
it to me one time like you knowyou're, you're drinking through
a fire hose.
Everything is coming at you inreal time, real quickly.
And, like you said, you have tostart from zero no clients and
and build some sort of business.
And I can imagine and I eventhink back to when I was a newer
(03:44):
agent, how little things,especially in the beginning, can
really take, take you off therails or, you know, beat you
down and keep you down for, youknow, weeks or months until you
get, you know, the next deal orthe next client, so sort of a
high level.
You know from your experienceas a coach, a mentor, you know
your, your master's program.
(04:04):
What do you do to get and keepyour mindset right, to keep you
able to focus even on thebusiness and building the
business.
Speaker 2 (04:15):
Yeah, I guess, if, if we look at it from a high level
, something that I think reallyhelps me stay focused is that
I'm I'm very outcome driven, butI'm trying to be 100% process
focused, and I think this goesback to my sporting days, where
the outcome I think even more soin sport remains a bit outside
(04:38):
of your control, in that thequality of the opponent is
outside of your control.
You can't control that.
You can control what you do dayin and day out and ultimately
that will give you the bestchance at the outcome that you
want.
And I was encouraged, I think,when I got into business that I
said hey, this seems like it'ssomewhat in my control.
It just took me and I think ittakes all new agents a while to
(05:00):
figure out.
Okay, what are these thingsthat I need to do day in and day
out that allow me the outcome Iwant?
But I think the mindset aroundit already kind of existed, in
that I trusted that process.
I trusted that if I go in and Ido X, y and Z and I'll try and
get into a little bit of that ina minute it's going to lead to
(05:21):
the outcome that I want.
But to your point.
Yeah, it was easy to kind ofget distracted.
But I think that mindset on theprocess, but also just kind of
an entrepreneurial mindset, thatallowed me, I think, to see the
failures very much as learningopportunities, as when you're in
sport or business business forme was the first time, but
(05:42):
definitely sport we fail a lotand the ability to learn from
those failures is quitesignificant.
So that resilience kind ofmindset was built through those
activities that allowed me tokind of, I guess, press on.
Speaker 1 (05:56):
Those actually hit some really, really great
nuggets there.
I just heard a quote from RogerNadal, the pro tennis player,
and I think he said that he'swon 70 percent of his matches.
But then he said how many of mypoints do you think that I've
won over?
You know, a 17 year career?
And he said he won like 52percent of his points.
(06:18):
So, like he, yes, he won, won alot, but he also lost um 48
percent of his points and he'sstill going to go down as one of
the greatest, if not thegreatest, tennis player ever.
So I think that's a great pointwhere you don't fail, you learn
.
Now, if you fail over and overagain, you're obviously not
learning.
And then the other point that Ithink you know really stuck out
(06:40):
to me is the sort of thesystems and the processes and
the tasks to keep you focused.
I mean, there's another greatquote that says you know, the
harder I work, the luckier I get, and you know just this notion
around that.
Hey, if you're putting in thework and putting in the reps,
good things you know sort ofhappen to you.
(07:02):
So in that sort of you knowvein, as you said, okay, I knew
that if I just trusted a processand move forward with the tasks
tasks that I needed to do whatdo you need to tell yourself, or
what does an agent need to sortof tell themselves behind the
scene to?
I don't know if it's to pumpthemselves up or just to keep
(07:24):
them waking up every day,motivated to move forward, you
know, when maybe you don't see aresult on the horizon.
Speaker 2 (07:34):
For sure.
It took me a little while tofigure this out or perhaps it
was a mentor, but I thinkeveryone needs to have marketing
buckets or things that aresignificant to drive your
business forward object syndromeand everything that comes
(07:55):
across your desk you try andchase around, you're not going
to find much success.
But if you find the things thatcan really drive your business
forward and you can spend sometime there for example, for me
and I would suggest this shouldbe for everyone sphere of
influence needs to be one ofthose marketing buckets.
(08:16):
You know where you live for meit's a big part of the
volleyball.
Community is huge, so you needto find ways to interact with
and have relationship and haveinfluence with those people.
So a sphere of influence youknow needs to be one of those
marketing buckets.
Beyond that, if you you knowdoor knock, open houses, like
(08:36):
all of these other things, couldbe seen as a bucket Then within
those buckets you need to lookat what are the tangible
activities that I can do let'ssay, day in and out, or at least
week in and out that have acontrollable number that I know.
If I hit those number forexample, number of conversations
with your sphere, number ofopen houses on a weekend,
(08:57):
whatever it is that if I hitthat number, I can trust that
things are going to work out.
Now, is it a perfect formula?
No, but for me it's reallyhelped my mindset in knowing
that I've done what I cancontrol and it's gonna, it's
gonna build I don't know when, Idon't know exactly how it's
going to play out.
And then, from there, if Idon't like how things are
(09:17):
working out, well, I train, I, Iup my controllables.
Well, it's like okay.
Well, I don't like the numbersthat are coming in this spring,
okay, well, obviously I need todo more of conversations in my
sphere of influence or I need toenhance my skills.
Maybe I need to role play morewith a mentor agent with those
(09:38):
conversations, so that I canconvert at a higher percentage.
But it becomes verycontrollable and I think that's
what a lot of people miss iswe're constantly looking for our
next thing and we get scatteredand we lose that process.
That will lead to results if wetrust it and refine it.
Speaker 1 (09:56):
And that's so good, that's so good.
I you know what I was thinkingabout when you were saying all
that was sort of stability, likewhen people are stable in their
lives, you know, they have thisopportunity to move forward.
When there's instability,they're scattered, they're
confused, they're, you know,running around like a chicken
with their head cut off, forlack of better words.
(10:19):
And so, if I understandcorrectly, what you're saying is
that and there's an old, oldschool coach, mike Ferry, most
people will have heard the name.
He talks about predictable,predictable and duplicatable
business, and I think that'swhat you're hitting on is saying
that you know, if I pick abucket and I totally agree with
(10:40):
the bucket system, I've saidthis for years like you know, if
your goal is to do 50 deals ayear, well you know, get convert
10 from an open house andconvert 10 from from door
knocking.
And so what you're saying isthat if you focus on the tasks
(11:07):
and the controllables that youcan, you know you control how
many phone calls you make, youcontrol how many social media
posts you make, you control howmany doors you knock, how many
open houses you do.
That that then, from a mindsetperspective, allows you to sort
of be calm, be focused and knowthat, if I continue to hit my
(11:28):
controllables, that thingsstatistically should work out.
Speaker 2 (11:32):
Definitely and, like I said, I haven't been in the
industry near as long as you, soI continue to look back and
reflect and learn from thoseexperiences, as I know you do
every year.
Another thing that, in terms ofmindset, that I found very
helpful and you hear lots ofpeople talk about this is you
got to take care of yourselfoutside of the industry in a way
(11:55):
that leads to wellness andconfidence.
It's just very important and itsounds.
It might sound fluffy, but it'snot.
It's very much the opposite.
So you need a morning routine,you have to have something, and
I would recommend that you dosomething in the morning that is
difficult, right, for somepeople that might be working out
(12:16):
, for some people that might behaving a cold plunge or a cold
shower, but you do somethingdifficult that kind of puts you
in a good mindset to take on theday and those, whatever it is,
those calls that you do after,whether they're successful or
not, are going to seem quiteeasy.
And I suggest that thesecontrollable things lots of
agents will say well, in themorning I do prospecting and
(12:38):
they just put their calendarthere prospecting, but I would
recommend that people build outtheir calendar a little bit more
specifically, new agents whereyou actually have.
Well, what are you going tosend?
Three texts.
I'm going to add, you know, apiece of educational content to
my story on social whatever thatlooks like, it's going to be
(13:01):
very measurable.
So at the end of that morningyou can look back and say, okay,
I did my things.
And it doesn't mean you justsit back and relax the rest of
the afternoon.
But it allows you time to bookin those meetings that are going
to come in because of yourcontrollables.
It allows you to prioritize andspend time for me, you know,
with my family, or with yourspouse or dog or whatever you
(13:23):
like to do.
You have a little bit moreflexibility because in this
industry or in business, youknow, the blessing and the curse
is the, the uh, you know,freedom, that, your flexibility,
that you can have, um, that canbe scary if you don't set up
your own structure in the day.
Speaker 1 (13:40):
Yeah, again, great, great points.
There's a book that I recommendpeople get.
It's called Eat that Frog andbasically the whole premise of
the book is to do your hardesttasks first, if you know whether
that, like you said, workingout or something to sort of get
you your juices flowing, but ifyou know that making your follow
up calls first thing in themorning is the hardest thing
(14:01):
that you have to do that day.
Eat that frog, get it done witheverything after.
That becomes, you know, so mucheasier.
And I also like the point thatyou made about, you know,
breaking down your tasks, notjust a general prospecting.
But hey, these are the fivethings that I need to get done.
And it's interesting and it'ssomething that even I still
(14:23):
struggle with and I have a hardtime getting my head wrapped
around is that this idea thatyou actually get more freedom
from somewhat of a structuredschedule than you do by just
winging it all day.
Because when you wing it you'reconstantly feeling like there's
tasks undone, things I stillneed to do, things I need to get
to or I'll get to tomorrow, andthen tomorrow turns into a week
(14:46):
and things start to stack upand it gets stressful.
But when you have a scheduleand you have a task list and
you're able to check that offand be like, hey, I did, it's
noon, I've done what I needed todo today.
I now have some freedom in theafternoon to do other things,
and I think that that's superpowerful and that's an
(15:07):
absolutely great point.
So let me ask you this, fromyour background in coaching and
mentorship If somebody isstarting 2025 and you're like
you know, I kind of got someideas, I kind of got some plans.
I don't know that I'm fullythere, I don't know that I'm
(15:28):
necessarily ready.
I'm stressed about it.
You know.
I know that I deep down, I wantto do better, be better, push
more, have a better year, but Ijust don't know where to start.
From sort of a mindset position, if an athlete or a coach came
to you in a similar situation,what would be sort of the first
step for them to sort of get thecobwebs cleared out and get
(15:52):
them focused for this next year?
Speaker 2 (15:55):
So, yeah, I think you kind of touched on it there.
There's two things that I wouldrecommend.
The first one and we're alreadyhaving a conversation around it
is I would tell them you got toreset your calendar.
You got to, maybe, I think andI don't want to get us off topic
here a little bit but I thinkit's very easy, for whatever
reason, us as humans, it's veryeasy for us to be good at being
(16:19):
accountable to others, but beingvery poorly accountable to
ourselves.
So if you find yourself doingthat, your calendar starts to
mean nothing.
Right, it starts to meannothing.
You have stuff in there, youdon't do them, you're fine with
it.
It's kind of whatever you needto reset your calendar, you need
to do it and you need to liveby it.
Not in a way that you can neveradjust it, but your calendar,
you need to do it and you needto live by it.
Not in a way that you can neveradjust it, but your calendar
(16:42):
needs to mean something.
So, even as simple as well,when people call me, usually the
house isn't on fire, right.
If someone needs to sell theirhouse, they need to have a
buyer's consult, whatever it is.
I look in my calendar and, yeah, I give options but I make it
work and I control my scheduleright.
So make sure you that's kind ofa big one when you're talking
to agents make sure you controlyour schedule.
(17:03):
So reset it and plug things inthere.
And we talked about the.
You know the importance of amiracle morning or whatever you
want to call it.
You know to make sure thoseitems are done.
The other thing I would say isis get a mentor, get a coach,
get someone that allows you todevelop this accountability to
yourself that, if you don't feellike you naturally have this
(17:25):
type of mindset, it can bedeveloped through things that
you read and practices.
But ultimately, if you have acoach, not just technically
helping you, but also in thesemindset areas, it can be
extremely powerful.
So, yeah, I can't justemphasize the importance enough
of getting a mentor.
And if you're looking for amentor, make sure it's someone
who also values coaching andmentorship.
(17:46):
I would never get coached bysomeone who doesn't have a coach
or have a mentor, because itshows me that they don't value
the significance of that.
So, yeah, reset your calendarand get a mentor.
Those would be the two thingsthat I'd recommend right away.
Speaker 1 (18:01):
Cool, I want to ask you, before we wrap up, a little
bit more about that mentorshippiece.
But you know, just to sort ofpiggyback on what you were
saying too, in going back to,like, the buckets and the
calendar, I know for myself Ihave a calendar as far as, hey,
these are things that I need toaccomplish this week, but I
(18:22):
personally work better off of achecklist.
I'm a checklist guy versus acalendar guy.
So I know, like you said, hey,I got my five calls I need to
make, I got my three doors Ineed to knock, I need to set
these two appointments and Ineed to follow up with my past
clients or whatever that lookslike.
And for me to write that outand say, okay, this is what I
have to accomplish this morningbefore I do anything else, and I
(18:46):
can start to check.
You know, as I start to, nothinggives me more joy to start to
see lines getting crossed off.
Oh, another, one, another, one,another one, and I think that
that starts to build confidenceand it starts to build momentum.
And I think that that starts tobuild confidence and it starts
to build momentum.
And once you get someconfidence and some momentum
(19:06):
behind you, it's funny howthings, just like business, just
starts to kind of grow.
I mean, you can get into a rutand you can.
Oh, woe is me, and you know mymind sets off and I'm just not
doing anything.
But if you, exactly like yousaid, if you'll set a schedule,
set some tasks, start chippingaway at them um, day after day,
you'd be surprised at howquickly your business starts to
(19:27):
advance.
And so I think, uh, you know, Ithink those are great points,
and so let me just ask you alittle bit about, um, sort of
the mentorship and the coachingpiece.
Like, I know that you arebuilding, you know, slowly
building.
You know your, your team andand your, you know, kind of your
, your people around you.
I think that it's definitelychanged over the last several
(19:50):
years, but there's sort of thishesitancy of newer agents to
maybe make a change, make aswitch to a different team or,
you know, find that mentor andplug in underneath of them.
But I think that's that'schanging.
And so what would you say toand I think maybe you've already
covered it, but just to wrap itup what would you say to those
(20:11):
agents out there that maybe arestruggling but maybe are, you
know confused about.
You know joining another teamor or joining another.
You know brokerage.
You know joining another teamor joining another.
You know brokerage or somethinglike that.
What would you say to them tokind of get them off that fence
and and make that change intheir business?
Speaker 2 (20:30):
Yeah, I think it's important for whoever you are, I
think a lot of people.
Again, it becomes fear based.
We struggle to take actionbecause of fear, whatever that
is, and I think there's a fearof perhaps a misalignment.
So I would encourage, just likeyou would anything when you're
exploring options, if you'relooking at a mentor and coach,
make sure that you look intowhat they're about.
(20:51):
What do they value, what aretheir, how do they run their
business, how do they interactwith others and does that align
with kind of who you are?
And perhaps it's going forcoffee, having a phone
conversation, whatever, and ifit is, well, then it might make
sense.
Because I will say that youknow, not every mentor or coach
is going to be able to bestsupport every new agent.
(21:15):
I think people have differentways of doing things and not one
is right and one is wrong, butone might be able to better
serve you based on who you are,what you value and what you want
your marketing buckets to beand, ultimately, what your goals
are.
To me and I went through kindof how I did things and they
(21:41):
said, well, that you know that'snot going to work.
I'm not going to do that, Iwould be hesitant um to to try
and keep them accountable ifthey um don't want that Right.
So ultimately you need to wantit and then you need to find
someone who aligns with you.
So that's not the not theanswer.
But I think that's a little bitof context to that.
Speaker 1 (21:58):
No, I agree with you.
I mean, you know, I think it's.
I know that when I started inreal estate I was, I was on a
team, I had some mentors that Iwas was working with.
In that first five or six yearsprobably brought me 20 years of
experience, just just rightthere.
And so I I always say this realestate and maybe
(22:18):
entrepreneurship in general,it's a fairly lonely business.
You know, you're, you're,you're in your home office most
of the time.
You're grinding away.
Yeah, you got some buddies inthe business, but you know, if I
think that you know an agent,that's for sure under five years
, if not under 10, and they'renot where they're at, it's not a
bad idea to explore what otheroptions you have.
(22:39):
And before we sort of wrap up,and I'm going to ask you to give
us one sort of final piece oftactical advice, if somebody
does have questions about you,your business, how you run it,
where can people find you online?
Joel?
Speaker 2 (22:53):
Yeah, so people can find.
I guess online Everything'sunder JD Real Estate Group, kind
of developed.
Like you said, I've got a bitof a partner now now and Derek
Epp is his name, so all of ourhandles would be under JD Real
Estate Group, including website.
And, yeah, pretty easy to.
Should be easy to track down.
Otherwise, let me know when Igot to do something better.
Speaker 1 (23:11):
But should be able to find me there They'll find you
JD Real Estate Group, or evenjust searching Joel Dick, and
you can send them a DM or getinto conversation with him that
way.
Hey, I appreciate you takingthe time.
I think it's a great episode.
I think that people need topotentially listen to this twice
, because there are far morenuggets in here than, to be
(23:34):
honest, I was expecting.
It even, I think, motivated mea little bit listening to this,
and I'll definitely go throughit again.
And before I let you go, joel,what would be maybe one final
tactical and practical piece ofadvice that you would give,
whether it's a new agent,whether it's an experienced
agent, just sort of anencouragement for them, you know
(23:55):
, as they step into 2025?
Speaker 2 (24:01):
you know, as they step into 2025?
.
Yeah, I thought about this andI'm going to keep it in line
with our conversation here interms of mindset and
accountability and kind ofkeeping things moving forward.
In order to help youraccountability and goal setting,
whether they be process oroutcome based, I would encourage
people, as we head into 2025,to have an accountability
partner and then, further tothat, to have a reward or I'm
(24:24):
always hesitant to saypunishment and it can be set up
weekly and yearly, so I wouldsay weekly to your process goals
.
So if you, you know, if youreach, if you both reach your
process goals, you know maybe gofor lunch and you both buy.
You know you buy your own lunch, but maybe you know if you
don't reach your process goal,maybe you're buying them lunch,
right.
So little things that reallyhelp.
(24:47):
Yeah, I don't know about you,Scott, but certainly if I had to
buy you lunch if I didn't reachmy goals that week, I'd be
getting them done right.
So these little things I feellike are very helpful and then
maybe it's something bigger foryour yearly goal and then, if
you get your things done, I knowfor me, I really enjoy golf,
(25:07):
specifically in the summermonths.
So if I get my stuff done forthe week and I have nothing
booked, Friday afternoon, I'mgoing to hit the golf course and
I'm feeling great about it.
So these little rewards or I'llcall them incentives, or maybe
punishments, because we'redriven by things we want and
things we want to avoid.
So if you can incorporate thosethings into your week and year
(25:28):
and have someone in your ear forexample, I've got Derek right.
We've got these accountabilitystructures.
Some people need to make them,Some are a little more natural I
think that'll really, if you'rea competitive person like me,
that's really going to driveyour business forward and keep
you on track.
Speaker 1 (25:42):
And I love that.
I, uh man, I'll, I'll do justabout anything for for a free
meal.
So let me just throw it outthere.
If somebody needs anaccountability partner, local,
and you want to do that, thatlunch deal, um, hit, hit me up,
hit me up.
Or hit uh, hit Joel up, cause,uh man, I, I just I'll do
anything for a free meal.
Man, I appreciate you takingthe time to talk to us.
(26:03):
Uh, I think today'sconversation was exactly what
agents need to hear as we headinto Q1 of uh of um 2025.
And I I appreciate the time youmade for me.
If you're listening to this um,check out JD Real Estate Group,
check out Joel Dick online.
They post great content.
Joel, thank you for your time.
(26:23):
Thanks a lot, scott.
Thanks for tuning in toTactical Agent, your real estate
coach, in a box.
I hope you're leaving with someactionable steps to take your
real estate business to the nextlevel.
If you're ready to go evendeeper and want personalized
mentorship, accountability orcoaching to go even deeper and
want personalized mentorship,accountability or coaching, head
over to tacticalagentca orslide into my DMs to schedule a
(26:44):
free coaching session with meand let's build your success
step by step.
Until next time, keep ittactical and keep pushing your
business forward, because Ibelieve in you.
If you want to clear the cobwebs of 24 out and get
your mindset right for 25, thisis the episode for you.
Joel tactically breaks down howto structure your mindset,
structure your schedule to bringtrue freedom and flexibility in
your business and allow you tofocus on what matters the most.
So set your speed to 1.25 or1.5 and let's get tactical.
(00:24):
Welcome to Tactical Agent, yourreal estate coach in a box.
I'm your host, scott Ziegler,and if you're looking for no
nonsense, straight to the point,real estate training, you're in
the right place.
Each episode, we'll dive intoexpert interviews and break down
step-by-step strategies you canstart using right away to level
(00:46):
up your real estate game.
No fluff, no filler, justreal-world advice and practical
tools to help you succeed.
So get ready.
This is where agents come toget tactical.
All right, welcome everybody totoday's episode.
We have Joel Dick fromSaskatoon, saskatchewan, and
we're going to be talking aboutmindset.
(01:07):
It's going to be coming fromthe perspective of a newer agent
and Joel will introduce himselfand let you know how long he's
been in the business, but undertwo years and has achieved icon
status in EXP Realty and forthose of you listening that
don't know what that is, it'sbasically the top 1% of
producers across the company.
(01:28):
I think there's close to 90,000agents.
My math might be off a littlebit, but I think less than 2000
agents out of the 90 hit icon.
So we're definitely in for, youknow, some good information
today from an agent that knowswhat he's doing, and even though
it's coming from theperspective of a new agent, I
think that as we talk aboutmindset today, heading into 2025
(01:50):
, I think this will beapplicable to everybody.
So, joel, welcome to the show.
Speaker 2 (01:55):
Yeah, Scott, thanks a lot for having me.
It's good to be here.
Speaker 1 (01:59):
So just give us a brief intro.
You've, like I said, correct meif I'm wrong, but under two
years in the business, andbefore this you were a teacher,
you were a coach, you were amentor, and I think that's kind
of what we're going to get intotoday as far as mindset.
So give us a little bit of anintro as to how long you've been
doing it and where you've comefrom.
Speaker 2 (02:19):
For sure.
So I was licensed, it wouldhave been in February of 2023.
So I guess we're coming up ontwo years, but didn't really get
into the business full timeuntil that spring and I guess,
from my perspective, I didn'treally have any clients or kind
of missed that full springopportunity there because I was
(02:42):
still working my other job.
So if we back up a little bit,I you know from Alberta
originally came to Saskatchewan,played volleyball here and went
through kinesiology educationand ultimately did a master's in
coaching program through UBC,which allowed me lots of
(03:02):
opportunities.
Then I worked in sport andsport management, in athlete and
coach development.
So that's kind of what I didfor the past seven or eight
years.
That kind of led me into myreal estate career and, yeah,
we'll get into it, but I reallyfeel like it has helped me be
successful early on in my career.
Speaker 1 (03:22):
Good.
And so as a, as a new agent youknow you're somebody explained
it to me one time like you knowyou're, you're drinking through
a fire hose.
Everything is coming at you inreal time, real quickly.
And, like you said, you have tostart from zero no clients and
and build some sort of business.
And I can imagine and I eventhink back to when I was a newer
(03:44):
agent, how little things,especially in the beginning, can
really take, take you off therails or, you know, beat you
down and keep you down for, youknow, weeks or months until you
get, you know, the next deal orthe next client, so sort of a
high level.
You know from your experienceas a coach, a mentor, you know
your, your master's program.
(04:04):
What do you do to get and keepyour mindset right, to keep you
able to focus even on thebusiness and building the
business.
Speaker 2 (04:15):
Yeah, I guess, if, if we look at it from a high level
, something that I think reallyhelps me stay focused is that
I'm I'm very outcome driven, butI'm trying to be 100% process
focused, and I think this goesback to my sporting days, where
the outcome I think even more soin sport remains a bit outside
(04:38):
of your control, in that thequality of the opponent is
outside of your control.
You can't control that.
You can control what you do dayin and day out and ultimately
that will give you the bestchance at the outcome that you
want.
And I was encouraged, I think,when I got into business that I
said hey, this seems like it'ssomewhat in my control.
It just took me and I think ittakes all new agents a while to
(05:00):
figure out.
Okay, what are these thingsthat I need to do day in and day
out that allow me the outcome Iwant?
But I think the mindset aroundit already kind of existed, in
that I trusted that process.
I trusted that if I go in and Ido X, y and Z and I'll try and
get into a little bit of that ina minute it's going to lead to
(05:21):
the outcome that I want.
But to your point.
Yeah, it was easy to kind ofget distracted.
But I think that mindset on theprocess, but also just kind of
an entrepreneurial mindset, thatallowed me, I think, to see the
failures very much as learningopportunities, as when you're in
sport or business business forme was the first time, but
(05:42):
definitely sport we fail a lotand the ability to learn from
those failures is quitesignificant.
So that resilience kind ofmindset was built through those
activities that allowed me tokind of, I guess, press on.
Speaker 1 (05:56):
Those actually hit some really, really great
nuggets there.
I just heard a quote from RogerNadal, the pro tennis player,
and I think he said that he'swon 70 percent of his matches.
But then he said how many of mypoints do you think that I've
won over?
You know, a 17 year career?
And he said he won like 52percent of his points.
(06:18):
So, like he, yes, he won, won alot, but he also lost um 48
percent of his points and he'sstill going to go down as one of
the greatest, if not thegreatest, tennis player ever.
So I think that's a great pointwhere you don't fail, you learn
.
Now, if you fail over and overagain, you're obviously not
learning.
And then the other point that Ithink you know really stuck out
(06:40):
to me is the sort of thesystems and the processes and
the tasks to keep you focused.
I mean, there's another greatquote that says you know, the
harder I work, the luckier I get, and you know just this notion
around that.
Hey, if you're putting in thework and putting in the reps,
good things you know sort ofhappen to you.
(07:02):
So in that sort of you knowvein, as you said, okay, I knew
that if I just trusted a processand move forward with the tasks
tasks that I needed to do whatdo you need to tell yourself, or
what does an agent need to sortof tell themselves behind the
scene to?
I don't know if it's to pumpthemselves up or just to keep
(07:24):
them waking up every day,motivated to move forward, you
know, when maybe you don't see aresult on the horizon.
Speaker 2 (07:34):
For sure.
It took me a little while tofigure this out or perhaps it
was a mentor, but I thinkeveryone needs to have marketing
buckets or things that aresignificant to drive your
business forward object syndromeand everything that comes
(07:55):
across your desk you try andchase around, you're not going
to find much success.
But if you find the things thatcan really drive your business
forward and you can spend sometime there for example, for me
and I would suggest this shouldbe for everyone sphere of
influence needs to be one ofthose marketing buckets.
(08:16):
You know where you live for meit's a big part of the
volleyball.
Community is huge, so you needto find ways to interact with
and have relationship and haveinfluence with those people.
So a sphere of influence youknow needs to be one of those
marketing buckets.
Beyond that, if you you knowdoor knock, open houses, like
(08:36):
all of these other things, couldbe seen as a bucket Then within
those buckets you need to lookat what are the tangible
activities that I can do let'ssay, day in and out, or at least
week in and out that have acontrollable number that I know.
If I hit those number forexample, number of conversations
with your sphere, number ofopen houses on a weekend,
(08:57):
whatever it is that if I hitthat number, I can trust that
things are going to work out.
Now, is it a perfect formula?
No, but for me it's reallyhelped my mindset in knowing
that I've done what I cancontrol and it's gonna, it's
gonna build I don't know when, Idon't know exactly how it's
going to play out.
And then, from there, if Idon't like how things are
(09:17):
working out, well, I train, I, Iup my controllables.
Well, it's like okay.
Well, I don't like the numbersthat are coming in this spring,
okay, well, obviously I need todo more of conversations in my
sphere of influence or I need toenhance my skills.
Maybe I need to role play morewith a mentor agent with those
(09:38):
conversations, so that I canconvert at a higher percentage.
But it becomes verycontrollable and I think that's
what a lot of people miss iswe're constantly looking for our
next thing and we get scatteredand we lose that process.
That will lead to results if wetrust it and refine it.
Speaker 1 (09:56):
And that's so good, that's so good.
I you know what I was thinkingabout when you were saying all
that was sort of stability, likewhen people are stable in their
lives, you know, they have thisopportunity to move forward.
When there's instability,they're scattered, they're
confused, they're, you know,running around like a chicken
with their head cut off, forlack of better words.
(10:19):
And so, if I understandcorrectly, what you're saying is
that and there's an old, oldschool coach, mike Ferry, most
people will have heard the name.
He talks about predictable,predictable and duplicatable
business, and I think that'swhat you're hitting on is saying
that you know, if I pick abucket and I totally agree with
(10:40):
the bucket system, I've saidthis for years like you know, if
your goal is to do 50 deals ayear, well you know, get convert
10 from an open house andconvert 10 from from door
knocking.
And so what you're saying isthat if you focus on the tasks
(11:07):
and the controllables that youcan, you know you control how
many phone calls you make, youcontrol how many social media
posts you make, you control howmany doors you knock, how many
open houses you do.
That that then, from a mindsetperspective, allows you to sort
of be calm, be focused and knowthat, if I continue to hit my
(11:28):
controllables, that thingsstatistically should work out.
Speaker 2 (11:32):
Definitely and, like I said, I haven't been in the
industry near as long as you, soI continue to look back and
reflect and learn from thoseexperiences, as I know you do
every year.
Another thing that, in terms ofmindset, that I found very
helpful and you hear lots ofpeople talk about this is you
got to take care of yourselfoutside of the industry in a way
(11:55):
that leads to wellness andconfidence.
It's just very important and itsounds.
It might sound fluffy, but it'snot.
It's very much the opposite.
So you need a morning routine,you have to have something, and
I would recommend that you dosomething in the morning that is
difficult, right, for somepeople that might be working out
(12:16):
, for some people that might behaving a cold plunge or a cold
shower, but you do somethingdifficult that kind of puts you
in a good mindset to take on theday and those, whatever it is,
those calls that you do after,whether they're successful or
not, are going to seem quiteeasy.
And I suggest that thesecontrollable things lots of
agents will say well, in themorning I do prospecting and
(12:38):
they just put their calendarthere prospecting, but I would
recommend that people build outtheir calendar a little bit more
specifically, new agents whereyou actually have.
Well, what are you going tosend?
Three texts.
I'm going to add, you know, apiece of educational content to
my story on social whatever thatlooks like, it's going to be
(13:01):
very measurable.
So at the end of that morningyou can look back and say, okay,
I did my things.
And it doesn't mean you justsit back and relax the rest of
the afternoon.
But it allows you time to bookin those meetings that are going
to come in because of yourcontrollables.
It allows you to prioritize andspend time for me, you know,
with my family, or with yourspouse or dog or whatever you
(13:23):
like to do.
You have a little bit moreflexibility because in this
industry or in business, youknow, the blessing and the curse
is the, the uh, you know,freedom, that, your flexibility,
that you can have, um, that canbe scary if you don't set up
your own structure in the day.
Speaker 1 (13:40):
Yeah, again, great, great points.
There's a book that I recommendpeople get.
It's called Eat that Frog andbasically the whole premise of
the book is to do your hardesttasks first, if you know whether
that, like you said, workingout or something to sort of get
you your juices flowing, but ifyou know that making your follow
up calls first thing in themorning is the hardest thing
(14:01):
that you have to do that day.
Eat that frog, get it done witheverything after.
That becomes, you know, so mucheasier.
And I also like the point thatyou made about, you know,
breaking down your tasks, notjust a general prospecting.
But hey, these are the fivethings that I need to get done.
And it's interesting and it'ssomething that even I still
(14:23):
struggle with and I have a hardtime getting my head wrapped
around is that this idea thatyou actually get more freedom
from somewhat of a structuredschedule than you do by just
winging it all day.
Because when you wing it you'reconstantly feeling like there's
tasks undone, things I stillneed to do, things I need to get
to or I'll get to tomorrow, andthen tomorrow turns into a week
(14:46):
and things start to stack upand it gets stressful.
But when you have a scheduleand you have a task list and
you're able to check that offand be like, hey, I did, it's
noon, I've done what I needed todo today.
I now have some freedom in theafternoon to do other things,
and I think that that's superpowerful and that's an
(15:07):
absolutely great point.
So let me ask you this, fromyour background in coaching and
mentorship If somebody isstarting 2025 and you're like
you know, I kind of got someideas, I kind of got some plans.
I don't know that I'm fullythere, I don't know that I'm
(15:28):
necessarily ready.
I'm stressed about it.
You know.
I know that I deep down, I wantto do better, be better, push
more, have a better year, but Ijust don't know where to start.
From sort of a mindset position, if an athlete or a coach came
to you in a similar situation,what would be sort of the first
step for them to sort of get thecobwebs cleared out and get
(15:52):
them focused for this next year?
Speaker 2 (15:55):
So, yeah, I think you kind of touched on it there.
There's two things that I wouldrecommend.
The first one and we're alreadyhaving a conversation around it
is I would tell them you got toreset your calendar.
You got to, maybe, I think andI don't want to get us off topic
here a little bit but I thinkit's very easy, for whatever
reason, us as humans, it's veryeasy for us to be good at being
(16:19):
accountable to others, but beingvery poorly accountable to
ourselves.
So if you find yourself doingthat, your calendar starts to
mean nothing.
Right, it starts to meannothing.
You have stuff in there, youdon't do them, you're fine with
it.
It's kind of whatever you needto reset your calendar, you need
to do it and you need to liveby it.
Not in a way that you can neveradjust it, but your calendar,
you need to do it and you needto live by it.
Not in a way that you can neveradjust it, but your calendar
(16:42):
needs to mean something.
So, even as simple as well,when people call me, usually the
house isn't on fire, right.
If someone needs to sell theirhouse, they need to have a
buyer's consult, whatever it is.
I look in my calendar and, yeah, I give options but I make it
work and I control my scheduleright.
So make sure you that's kind ofa big one when you're talking
to agents make sure you controlyour schedule.
(17:03):
So reset it and plug things inthere.
And we talked about the.
You know the importance of amiracle morning or whatever you
want to call it.
You know to make sure thoseitems are done.
The other thing I would say isis get a mentor, get a coach,
get someone that allows you todevelop this accountability to
yourself that, if you don't feellike you naturally have this
(17:25):
type of mindset, it can bedeveloped through things that
you read and practices.
But ultimately, if you have acoach, not just technically
helping you, but also in thesemindset areas, it can be
extremely powerful.
So, yeah, I can't justemphasize the importance enough
of getting a mentor.
And if you're looking for amentor, make sure it's someone
who also values coaching andmentorship.
(17:46):
I would never get coached bysomeone who doesn't have a coach
or have a mentor, because itshows me that they don't value
the significance of that.
So, yeah, reset your calendarand get a mentor.
Those would be the two thingsthat I'd recommend right away.
Speaker 1 (18:01):
Cool, I want to ask you, before we wrap up, a little
bit more about that mentorshippiece.
But you know, just to sort ofpiggyback on what you were
saying too, in going back to,like, the buckets and the
calendar, I know for myself Ihave a calendar as far as, hey,
these are things that I need toaccomplish this week, but I
(18:22):
personally work better off of achecklist.
I'm a checklist guy versus acalendar guy.
So I know, like you said, hey,I got my five calls I need to
make, I got my three doors Ineed to knock, I need to set
these two appointments and Ineed to follow up with my past
clients or whatever that lookslike.
And for me to write that outand say, okay, this is what I
have to accomplish this morningbefore I do anything else, and I
(18:46):
can start to check.
You know, as I start to, nothinggives me more joy to start to
see lines getting crossed off.
Oh, another, one, another, one,another one, and I think that
that starts to build confidenceand it starts to build momentum.
And I think that that starts tobuild confidence and it starts
to build momentum.
And once you get someconfidence and some momentum
(19:06):
behind you, it's funny howthings, just like business, just
starts to kind of grow.
I mean, you can get into a rutand you can.
Oh, woe is me, and you know mymind sets off and I'm just not
doing anything.
But if you, exactly like yousaid, if you'll set a schedule,
set some tasks, start chippingaway at them um, day after day,
you'd be surprised at howquickly your business starts to
(19:27):
advance.
And so I think, uh, you know, Ithink those are great points,
and so let me just ask you alittle bit about, um, sort of
the mentorship and the coachingpiece.
Like, I know that you arebuilding, you know, slowly
building.
You know your, your team andand your, you know, kind of your
, your people around you.
I think that it's definitelychanged over the last several
(19:50):
years, but there's sort of thishesitancy of newer agents to
maybe make a change, make aswitch to a different team or,
you know, find that mentor andplug in underneath of them.
But I think that's that'schanging.
And so what would you say toand I think maybe you've already
covered it, but just to wrap itup what would you say to those
(20:11):
agents out there that maybe arestruggling but maybe are, you
know confused about.
You know joining another teamor or joining another.
You know brokerage.
You know joining another teamor joining another.
You know brokerage or somethinglike that.
What would you say to them tokind of get them off that fence
and and make that change intheir business?
Speaker 2 (20:30):
Yeah, I think it's important for whoever you are, I
think a lot of people.
Again, it becomes fear based.
We struggle to take actionbecause of fear, whatever that
is, and I think there's a fearof perhaps a misalignment.
So I would encourage, just likeyou would anything when you're
exploring options, if you'relooking at a mentor and coach,
make sure that you look intowhat they're about.
(20:51):
What do they value, what aretheir, how do they run their
business, how do they interactwith others and does that align
with kind of who you are?
And perhaps it's going forcoffee, having a phone
conversation, whatever, and ifit is, well, then it might make
sense.
Because I will say that youknow, not every mentor or coach
is going to be able to bestsupport every new agent.
(21:15):
I think people have differentways of doing things and not one
is right and one is wrong, butone might be able to better
serve you based on who you are,what you value and what you want
your marketing buckets to beand, ultimately, what your goals
are.
To me and I went through kindof how I did things and they
(21:41):
said, well, that you know that'snot going to work.
I'm not going to do that, Iwould be hesitant um to to try
and keep them accountable ifthey um don't want that Right.
So ultimately you need to wantit and then you need to find
someone who aligns with you.
So that's not the not theanswer.
But I think that's a little bitof context to that.
Speaker 1 (21:58):
No, I agree with you.
I mean, you know, I think it's.
I know that when I started inreal estate I was, I was on a
team, I had some mentors that Iwas was working with.
In that first five or six yearsprobably brought me 20 years of
experience, just just rightthere.
And so I I always say this realestate and maybe
(22:18):
entrepreneurship in general,it's a fairly lonely business.
You know, you're, you're,you're in your home office most
of the time.
You're grinding away.
Yeah, you got some buddies inthe business, but you know, if I
think that you know an agent,that's for sure under five years
, if not under 10, and they'renot where they're at, it's not a
bad idea to explore what otheroptions you have.
(22:39):
And before we sort of wrap up,and I'm going to ask you to give
us one sort of final piece oftactical advice, if somebody
does have questions about you,your business, how you run it,
where can people find you online?
Joel?
Speaker 2 (22:53):
Yeah, so people can find.
I guess online Everything'sunder JD Real Estate Group, kind
of developed.
Like you said, I've got a bitof a partner now now and Derek
Epp is his name, so all of ourhandles would be under JD Real
Estate Group, including website.
And, yeah, pretty easy to.
Should be easy to track down.
Otherwise, let me know when Igot to do something better.
Speaker 1 (23:11):
But should be able to find me there They'll find you
JD Real Estate Group, or evenjust searching Joel Dick, and
you can send them a DM or getinto conversation with him that
way.
Hey, I appreciate you takingthe time.
I think it's a great episode.
I think that people need topotentially listen to this twice
, because there are far morenuggets in here than, to be
(23:34):
honest, I was expecting.
It even, I think, motivated mea little bit listening to this,
and I'll definitely go throughit again.
And before I let you go, joel,what would be maybe one final
tactical and practical piece ofadvice that you would give,
whether it's a new agent,whether it's an experienced
agent, just sort of anencouragement for them, you know
(23:55):
, as they step into 2025?
Speaker 2 (24:01):
you know, as they step into 2025?
.
Yeah, I thought about this andI'm going to keep it in line
with our conversation here interms of mindset and
accountability and kind ofkeeping things moving forward.
In order to help youraccountability and goal setting,
whether they be process oroutcome based, I would encourage
people, as we head into 2025,to have an accountability
partner and then, further tothat, to have a reward or I'm
(24:24):
always hesitant to saypunishment and it can be set up
weekly and yearly, so I wouldsay weekly to your process goals
.
So if you, you know, if youreach, if you both reach your
process goals, you know maybe gofor lunch and you both buy.
You know you buy your own lunch, but maybe you know if you
don't reach your process goal,maybe you're buying them lunch,
right.
So little things that reallyhelp.
(24:47):
Yeah, I don't know about you,Scott, but certainly if I had to
buy you lunch if I didn't reachmy goals that week, I'd be
getting them done right.
So these little things I feellike are very helpful and then
maybe it's something bigger foryour yearly goal and then, if
you get your things done, I knowfor me, I really enjoy golf,
(25:07):
specifically in the summermonths.
So if I get my stuff done forthe week and I have nothing
booked, Friday afternoon, I'mgoing to hit the golf course and
I'm feeling great about it.
So these little rewards or I'llcall them incentives, or maybe
punishments, because we'redriven by things we want and
things we want to avoid.
So if you can incorporate thosethings into your week and year
(25:28):
and have someone in your ear forexample, I've got Derek right.
We've got these accountabilitystructures.
Some people need to make them,Some are a little more natural I
think that'll really, if you'rea competitive person like me,
that's really going to driveyour business forward and keep
you on track.
Speaker 1 (25:42):
And I love that.
I, uh man, I'll, I'll do justabout anything for for a free
meal.
So let me just throw it outthere.
If somebody needs anaccountability partner, local,
and you want to do that, thatlunch deal, um, hit, hit me up,
hit me up.
Or hit uh, hit Joel up, cause,uh man, I, I just I'll do
anything for a free meal.
Man, I appreciate you takingthe time to talk to us.
(26:03):
Uh, I think today'sconversation was exactly what
agents need to hear as we headinto Q1 of uh of um 2025.
And I I appreciate the time youmade for me.
If you're listening to this um,check out JD Real Estate Group,
check out Joel Dick online.
They post great content.
Joel, thank you for your time.
(26:23):
Thanks a lot, scott.
Thanks for tuning in toTactical Agent, your real estate
coach, in a box.
I hope you're leaving with someactionable steps to take your
real estate business to the nextlevel.
If you're ready to go evendeeper and want personalized
mentorship, accountability orcoaching to go even deeper and
want personalized mentorship,accountability or coaching, head
over to tacticalagentca orslide into my DMs to schedule a
(26:44):
free coaching session with meand let's build your success
step by step.
Until next time, keep ittactical and keep pushing your
business forward, because Ibelieve in you.
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On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!