February 11, 2025 • 29 mins
Production Coaching Call 2/11/25 - How to Believe in Yourself and Get Out of Your Own Way to Succeed in Real Estate and This Market, https://youtu.be/ECdNPNIbQlk
Mark as Played
Transcript
Episode Transcript
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Speaker 1 (00:03):
What's up, bosses. It's coach Randy Bird here like a
boss coaching, and I'm here for my weekly coaching call.
It is the eleventh of February, two days after Super Bowl.
I say that because football season's over. I'm officially in mourning.
I literally get into mourning after the Super Bowl because
I know it's like seven months before we have another game.
(00:26):
But it's okay. Congrats to the Eagles. I hoped deep
down they'd win. I bet on the Kansas City Chiefs
and the three peet I did. I took that got smoked.
But congrats man, Eagles fans. I got a lot of
people to live in Eagles. I'm a Raiders fan, so
me and Mark, you know, it's just what we do
Raiders fan. So when you're a fightful Raiders fan for
(00:49):
thirty years, you have to pick another team you like
also just so you could have some fun watching the
football season. So the last couple of years has been
Detroit for me. That was my backup team that I
was rooting for and hoping that they would do well.
And then I did. Like following the Bills, I really
am a fan and watching what he's accomplished. But listen
(01:11):
enough of football, let's talk real estate. And real estate
is very related to right here. That that's six inches
between your ears, seven inches eight inches for some of
us bigheaded dudes. But the reality is that is where
ninety percent of this game is one or lost. I'm
(01:31):
gonna be straight honest with you. We're ninety percent of
the game is won or lost. So when I think
of real estate coaching, do I get in here and
tell you how to get listings that would be valuable.
Do I get in here and tell you how to
have follow up systems that would be valuable? Or do
I focus on how we can fortify our noggin, our brain,
our behaviors, our actions into a discipline. In a real
(01:55):
estate business, it's going to move the needle. Right, It
doesn't matter if you're a buyer's agent on a team,
if you're a solo agent trying to make it on
your own. And in real estate, we're very entrepreneurial, we're
very lone wolf. Right. We want to have We joined
this because of the great opportunity of having complete freedom. Right,
(02:19):
we get into it thinking we're going to have time
and financial freedom. Those usually don't go together. Out of
everybody I've ever coached, they don't. I've only had one
guy ever that's a balance of time and financial freedom
and his real estate production business. And he'd been in
the business twenty years. He'd figured it out. He bought
a house every other year, had a really nice investment portfolio,
(02:41):
had a lot of residual income, had a nice referral
based real estate business, worked three days a week, had
a buyer's agent, one assistant. It was just, in my opinion,
it was really a perfectly scripted solo agent real estate business,
making a half a million year in GCI, making a
half a million year in residuol come from his investments
(03:01):
and rentals and stuff. But that is such a rare bird, right,
That is such a Out of hundreds of people I've coached,
it's usually one or the other got lots and lots
of money and no time, or got lots and lots
of time because I ain't got no money. It's just
how real estate is. So when I look at that,
I'm like, Okay, we've got to rewire our brains to
(03:24):
understand that this is a very disciplined activity that needs
to happen in real estate. But it can be done
in a period of time. I'm challenging you that you
could build a twenty forty one hundred transaction to your
business independently without a team. You need a couple support people.
Once you start to get over about twenty twenty five deals,
(03:46):
you can do it all on your own. Until then
you can be the lone ranger or you know, female
version of that superwoman. You could do that on your
own completely. Okay, I'm going a couple of people just
in case, come off mute. If you have anything you
want to ask me or anything else, thank you. I'm
just going to make sure it's quiet. So when we
(04:08):
look at this real estate space, that's why I say
it's right here, it's mental because if you understood, like
with complete clarity, that if you work two hours a day,
everything else would fall into place, you would do it.
But I don't just I just believe that you haven't
moved into a belief system yet that that's truly how
(04:28):
this business works. Right, And I'm talking about forward facing prospecting.
I'm talking about forward facing lead generation for your business.
A real estate business is a lead generation machine where
it's a lead receiving machine, right, everything else is below
that line. I don't have it on my board now,
but I talked about it. Above the line. Is that
(04:49):
agent activity servicing buyers and sellers, negotiating contracts, taking listings,
meeting with buyers, and having buyer representation, agreement conversations all
above the line, Negotiating inspections, negotiating above the line, inspection
below the line, right, visiting every inspection, visiting every every
(05:10):
time that anybody needs to go to the property. That's
not your highest and best use. Now, if you put
your time into your real estate business on the front end,
then you could decide what you do with the rest
of that day. But so what I want to do
is I want to focus in and I'm going to
reference this a lot if you guys don't have it.
The Law of Success by Napoleon Hill. This is the
(05:30):
deluxe edition somebody gave me as a gift. It's huge.
It's like the size of my head. Look at this.
It's huge, seven hundred and twenty six pages. I'm one
hundred and fifty pages into it. I love, love, love it.
What it is is the fifteen and this is not
the accurate There are actual books called the twelve irrefutable
(05:52):
laws or whatever. But I'm going to say these laws
are irrefutable. But if we look at the fifteen laws
as laid out in this book, and again, don't try
to write this down, just absorb. Right, we're going to
be going through this. This is recorded, you could listen
to it, but the fifteen laws are laid out like this.
(06:13):
A definite chief aim self confidence, the habit of saving,
initiative and leadership five, imagination, six, enthusiasm, seven, self control, eight,
habits of doing more than you're paid for nine, pleasing personality, ten,
(06:35):
accurate thought, eleven, concentration, twelve, cooperation, thirteen failure, fourteen tolerance,
and fifteen the Golden Rule. The reason I rip those
things off because we're going to be talking about these
as we progress. I'm going to be attaching my sermon,
(06:57):
my coaching sermon to one of these top topics throughout
the weeks as we progress, and they'll be available on recording,
both on youtubes and all the things that we do.
But as I've read, now i'm back. I'm through two
chapters now, so I've read your definite chief Aim, which
I'm going to talk about today, and then less than
to self confidence. We'll talk about another day, but I
(07:19):
want you to understand why, after twenty three years in
the industry I came in two thousand and three, twenty
two years and ten years of coaching, twenty thirty thousand
hours in coaching, I still go back to the things
that help the mindset. I still go back to the
things that are, in my opinion, irrefutable in the laws
(07:40):
of success. So why do I do that? Have I
not learned? Have I not reached a plateau in my
career where I don't need this? And the answer for
me is no, I never do right. But I want
to read a couple things. I just want to bring
up a couple of things and then we'll talk about it.
(08:01):
But what I want to focus on is your definite
chief aim, and it talks about that when your laser
focused on what you want to accomplish, the world will
help you achieve it right. And no matter what your
thought process is, we are, you know, vibrational electric human beings,
(08:22):
meaning that we can understand frequency and vibration. And I
know this a little whimsical for some of you. I
get it the first time I went to a meditation
retreat with a girlfriend. I was like, oh my gosh,
I am in the wrong I'm in the wrong place,
maybe even the wrong state, it felt like. But because
I was close minded to it, I didn't understand it
(08:42):
scared me, seemed weird, you know. But every amazing scholar
on the planet talks about getting quiet, meditation, prayer, getting
to a place to where you can kind of tap
into your higher self. And that's why I love the
visualization that comes behind the idea that we control all
(09:05):
of our actions, because the reaction to these things like
call reluctance and fear, fear of lost, fear of death,
fear of success. These are all real fears. By the way,
how can somebody have fear of success or fear of
failure and another person can have a fear of success?
How does that work? But those are real things. Do
(09:27):
you understand? Those are absolutely real things. There's probably an
equal amount of people that struggle with fear of success
as much as they do people that struggle with fear
of failure. Fear of failure is a more natural one
to talk about because it's a natural thing that happens
with a two hundred thousand year old primal brain. Right,
(09:49):
we had to go out and hunt and gather and
kill and eat to survive. And do you realize that
when you make a call to a stranger, when you're
having all those emotions, you're basically entering a fight or flight.
You're entering a point to where your body says, no, no, no,
this is this may hurt us, even though it's not
(10:10):
a true tangible physical fear or physical damage that could
be done. Your body thinks, so your palms sweat, your
hands get calmi and bomby, you could physically sweat, your
voice gets shaking. Right? What causes all this stuff from
(10:31):
a simple phone call where you absolutely cannot be hurt
unless you said something to the to a bad guy
and you knew where you lived, right? I mean there
there can be ramifications everything I'm saying, but you understand
where I'm going, right. So what if you had literally
zero fear attached to reaching out to anybody? What if
(10:54):
you could rewire your brain to know, okay, you're the fear.
Things are going off, But I'm gonna put that fire
out with this, with a belief system, with a training,
with anything, you can right, Am I losing anybody? Yet?
It's okay? Because this is a deep subject in my opinion,
(11:15):
But what about if I could hypnotize you. What if
I can, you know, put put something over your head
and then remove it and all of a sudden you're
clear and you have zero fear around making a phone call?
What would your real estate business look like? Be honest,
if you were able to get through fifty or one
hundred phone calls a day with zero attachment, zero fear,
and know that you're actually helping them, coming from a
(11:37):
place of contribution, coming from a place of like, hey,
I have like ten thousand dollars to give you. You know,
I show this a lot. I do this as a
prop when I do my on stage stuff. It's ten
grand fake money, Chinese money, says somewhere on their Chinese money.
But it looks as real as can be. Matter of fact,
if this was mixed in with my other stuff, I
would probably try to spend it somewhere seven bucks, ten
(12:00):
grand Amazon. But my point is when I hand somebody
that ten grand and I'm like, hey, Mark, you have
to call clients today and you have to get them
to agree to have a conversation with you for five minutes.
But they don't know it at the end of five minutes,
you're going to give him ten grand? Could you do that?
And he's like, oh, yes, one hundred percent, Hell yes,
(12:22):
I could do that. Why Mark, take off mute and
talk to me for a minute. How you doing, Randy,
I'm doing great, man. So if I challenged you with that,
if I said, Mark, I got ten grand. As a
matter of fact, it's unlimited. You have till midnight. All
you have to do is talk to talk to people
(12:42):
that you don't necessarily know and say I need to
talk to you for five minutes. Can have five minutes
your time. What would that look like for you? That
would look pretty good. Why?
Speaker 2 (12:55):
Because there's an incentive at the end.
Speaker 1 (12:57):
What do you get from it?
Speaker 2 (13:00):
Get the reward of making a new client, developing a relationship,
having a conversation, and possibly selling some real estate.
Speaker 1 (13:08):
At the end of the day. Yeah, so you're getting
a reward, you said, let's talk about that. What's the
reward immediate reward.
Speaker 2 (13:16):
I think it's more gratification that I'm pushing my business forward.
I'm making some contacts, I'm building my.
Speaker 1 (13:24):
Sphere, I'm building my That's a way to look at it, Mark,
I think we pull in from that natural human nature
of wanting to help others, Right, And if you knew
you had ten grand to give me, but you couldn't
tell me you had ten grand to give me until
we had five minutes up on the clock. Or what
if I made it twenty minutes? Right? What would it
(13:44):
sound like if I needed you to spend twenty minutes
with me on the phone, but you knew at the
end of that twenty minutes you're getting ten grand, you
just don't know it yet. It would sound very upbeat,
well upbeat. And I mean, would you be willing to
take no a few times from this person because it's
(14:05):
going to start out like, Hey, Mark, I appreciate it, man,
there's a lot of good stuff out there, but I'm
not interested.
Speaker 2 (14:09):
Sure, I would take no, but I would continue to
have a conversation until I hit on something that maybe
made him think and change that no to a yes
and continue the conversation. And surprisingly, twenty minutes would go
by pretty fast.
Speaker 1 (14:26):
Yeah, I love that. And you see where I'm going
with this. Though everybody was like five minutes, I could
definitely do that twenty minutes. It changes it like, oh
my gosh, what am I going to talk about fear
starts coming up again, right, Think about this. When you're
calling your clients, usually those phone calls are worth about
ten grand. That's the average commission for the average sales
(14:47):
price in our nation call it four hundred grand. Average
commissions ten grand. So every single opportunity you have to
get on a conversational call with a prospect that goes
into your database, you might think of it long term,
like you mentioned Mark, and it might be an immediate
money as well. Why do we not come from that place?
(15:09):
This is my exercise to the day. If I asked
you to just call ten strangers and talk about real estate,
I guarantee you're going to find reasons not to do that.
And even if you get to it, you're still going
to struggle with some of the challenges to come up with.
Call reluctance. It's just natural. But if you knew in
your belly and your heart in your rear end that
(15:31):
they're going to get ten grand and now walk you
through this, Mark might even have a little reservation the
first time he does this. I hope Randy better come
up with that ten grand because this is you know,
this is going to be embarrassing if I spend twenty
minutes with this guy and then Randy doesn't come up
with ten graham, and then you do it, and then
I go bam, I venmom, ten grand, and then the
guy goes, holy crap, this is real. I just got
(15:52):
ten grand. Venno to meeting. Mark's level increases. Mark's belief increases.
Even though he may trust me percent, his increasing level
a belief is going to go up when he sees
that happen. Then if it happens again and again and again, yea,
My level of exploring the belief with Mark is going
(16:13):
to continue to increase over time, right, yes, Patrick.
Speaker 3 (16:19):
So would you say that the key here is really
believing when we're calling these people that we have something
of value because that ten thousand dollars that I'm going
to be giving him in five minutes is kind of
what gets me past that point of being afraid because
I know they would love that ten grant.
Speaker 4 (16:38):
Is that we really need in our heart believe and
we're calling and expired that we can do it better,
a pre foreclosure that we can help save them from forecloses,
like that there's true value there and not just use
me because I want to make the money, but use
me because I want to make you your money.
Speaker 1 (16:54):
Yes, and yes, yes and yes. And where I'm coming
from with this is this. If you didn't have an
incentive on this, and you were just making calls, you
would stop if I told you that you're gonna get
give them ten grand after twenty minutes, You're like, Mark,
you don't understand. We need to stay on the call.
At the end of twenty minutes. There's something of value
(17:14):
I'm going to give you. That is you're not going
to believe. I cannot tell you what it is. The
only requirement is that we stay on the call. We
talk about real estate and how I can help you. Well,
what is it? I'm willing to I sound like a
nice guy, Mark, but what is it? I can't tell you. Okay, Well,
I'm going to go. You better not. I highly suggest
(17:36):
you do not leave this phone call you do. I
can't go backwards on this. I cannot give you what's
coming at the end of this phone call, right, so mentally,
what's going on for you? That's this is where the
magic happens. Right when I do this from stage, the
audience really digs into this because if I just told
you Hey, I want you to come up on stage
(17:56):
right now and make some live phone calls to agents
or to buyers and sellers. You don't know, ninety nine
out of one hundred would be completely frozen in action. Right,
That's like you're doing it in front of a crowd
of three thousand people. Are you crazy? But then when
I pull out that ten grand, I go, what about
if you did it for ten grand? Could you do it?
Then the whole audience raises their hands, people run to
(18:18):
the stage wanting to do it. They don't know it's
fake money yet, right, they don't know it's Chinese money.
I just say, I'm willing to give somebody ten grand
that I have in my hand right now? Why do
all those people rust the stage? Because it's an immediate opportunity,
gratitude advice. Many times we have our conversations, they're not immediate.
There may even be three months, six months, twelve months,
(18:38):
eighteen months down the road. But we're bringing the same value.
We're bringing the same value. So when I talk about
the book and I talk about your definite chief aim,
what is your definite chief aim in life? For real
estate life? Anybody want to give me a shot? At
this got a lot of cameras off today. Are you
(18:59):
guys paying attention? Jody, Joe, I see your name? How
you doing, George? Dan Sonya, Nick, you guys here on
this coaching call? Dan, how you doing?
Speaker 2 (19:10):
I'm I'm here.
Speaker 3 (19:11):
I just didn't think you guys would want to watch
me eating much.
Speaker 1 (19:13):
So okay, this is great content. I love it. Thank
you man, I appreciate you. This is George. I'm also
listening in. Just didn't put my face on today. It's
all right. I'm calling out everybody today. Everybody, I am
paying attention. Thank you, yes here, thank you your darn hair,
(19:36):
and get on video. Uh mister, so you know, here's
the deal, Dan, get your food out of there now.
I'm really my stomach's growling. You warned me though, so bravo.
So listen, this is where I'm coming from. One of
the one of the things I highlighted in the book,
(19:56):
render more service for which you are paid, and you
will soon be paid more than you render the law
of increasing returns. As I read this, definite chief aim,
I was even you know, Brent says it a lot
a wandering generality, right instead of a meaningful specific And
(20:21):
they said that to me twenty times. I really didn't
soak in until I was reading this chapter and I
was like, holy moly, that's exactly what I am. And
a lot of people would look at me and say,
Randy is far from a general specific, right, But the
reality is when I read this and I started being
really challenged by like, what's my definite chief aim in
(20:43):
real estate life? And it could change over time. It
hadn't been the same answer ten years ago, but now
mine is impacting people, impacting people through live events, impacting
people through live coaching calls, impacting people through webinars and
training pieces. Now they have a mutual benefit that I'm
creating a web or a funnel of people that are
(21:04):
getting to know, like and trust Randy. Right, that helps
my journey and what I'm focused on through growing big
organizations globally and being a team leader for thousands of people.
But I was still thinking regionally. I was still thinking
rapping marms around this rather than like thinking really big,
how do I impact one hundred thousand people? Right? So
(21:30):
my meaningful specific came that I want to impact one
hundred thousand people in twenty twenty five. Wow, Now what
you know For me, it's about being vulnerable, it's about
being getting out of my own way, It's about being fearless.
Last night I was on a podcast or I was
on a three way call with Brent Gove and a
(21:52):
special guy and it was really a connection call, but
I really am tracking with this guy. He's a well known,
like global celebrity in my opinion, in a certain space
and through this connection, this masterminding, if you will, talks
a lot about masterminding the connection of more people together
(22:13):
gives you more power. And he's like, how would you
like to head up this national program? I was like, yeah, yeah,
I'm open. Let's talk about that. And because I'm starting
with I'm making statements like yeah, I have a vision
of impacting one hundred thousand people in the real estate
space this year. It got said up, and it got
said in front of the right person, potentially right. All
(22:37):
of a sudden, this opened up into something incredibly bigger
than I could have ever dreamed. What if I was content,
what if I was in a place of a wandering generality?
Do you think I would have made that statement in
front of such a bold, powerful guy. And I wasn't
expecting to return I was just stating me, I was
just following my energy. What are you doing in your
(23:00):
real estate business? Who are you? Are you okay having
two or three jobs? Are you okay being making thirty
forty fifty thousand in GCI? It's respectable, There's nothing wrong
with that. There's certainly nothing wrong with if you have
other business ventures in real estates, just one of them.
(23:22):
I'm saying, let's get really specific and what your definite
chief aim in life is and then plan for five
years in advance. What are you going to accomplish in
the next five years in that space, And as you
accomplish it, things could change, as you miss markers or
(23:43):
don't reach certain plateaus, or the market changes. A lot
of things can happen. You can adjust, but what is
your definite chief aim? Right? My definite chief aim is
having ten thousand people in my organization impacting one hundred
thousand PECE a year, helping agents move away from the
(24:04):
stress of up and down income in the real estate businesses.
That's really my definite chief aim. So then now I
could start focusing on the other things that come into
play that allow that to happen. And listen, I'm human
I'm human just like everybody else. I do not put
myself above you at all. I'm a very introspective learner,
(24:28):
right I am a sponge for home or self improvement
and for digging into those things that are going to
move me forward. Hopefully that's why you're here. Hopefully this
tracks with you, so you know that after you get
off this call, it's not just motivation, it's actually you know, inspiration, perspiration.
(24:49):
You're willing to make changes in your real estate business.
This is why I come on every week and bring
my best. This is where I prepare and I try
to bring my bread, my best to move the needle
a little bit, to get you going in a direction
that creates some monumental momentum in your business as well
as some legacy and some you know, helping you fulfill
(25:10):
that definitely chief fame. So any questions on this, any
any questions, takeaways, anything. I know it's a little bit
of a deep subject, but it's what I'm tracking with
right now and super super valuable to me. How you doing,
(25:31):
come on anything? Well? You get inspired up. I'm jumping
on the phones right after this. I love it. So Patrick,
may I recommend something? Take two or three minutes after
this and write down the things that were impactful to you.
Write those things down, put them pin to paper, and
just say, you know, awesome, I love it. This is
(25:51):
what's important to me. This is what I'm committed to
work on that specific and the specific specifific specificity of
that plan. Right, and then when you enter that you'll
have this conversation with people that change as you'll find. Right,
mister and missus Sellers Randy Birdy XP reality. I know
(26:11):
you don't know me, but I'm providing value to this
particular neighborhood. I deem as an expert in this particular subdivision.
I'd like to just be in relationship with you. You
can use other agents. All these things are open to me.
But what I'm not okay with is not being in
a relationship with somebody good like yourself that lives in
this area that I'm really focused on, and I want
(26:32):
to find out how we can track together in that message. Right,
and then no matter what they say, I'm going to
follow suit with that. Hey, Okay, you've got a couple
agents you love, stay with them, matter of fact, if
they do a great job, stay with them forever. But
I want to get you in my system. Over here,
my system we talk about we do podcasts about the neighborhood.
(26:52):
We talk to the local police chiefs and school superintendents.
We become the social digital mayor of that area that
would have value to you. Would you agree? All right? Perfect,
I'll stay in touch with you. I will honor any
other relationships if you ever need me. May the best
man or woman win? Right? Usually they go, oh, yeah,
we already have an agent. It's Sally, Sally who. I
(27:13):
don't know Sally, what company Sally with. I don't know.
It's a sign, it's got a I don't know. It
might have a balloon, it might have a fish. I'm
not sure. They don't really have a relationship with Sally. Right,
it's either a blowoff or they really have a Sali
that's not following up very well with them. But coming
with that enthusiasm that you have ten grand you're going
to give them at the end of this phone call.
(27:35):
I'm telling you it's a motivator. It works, and sometimes
it's just what it takes to get over that call. Reluctance.
One more tool I love. I talked about this yesterday.
Maybe somewhere else, but the five four three two one.
Right when you're filling procrastinating, or you're like laying in
bed not wanting to get up, or you know you
(27:56):
should be making a call because you said you would
at noon and now it's noon. Do the five four
three two one. And when you're done with one non negotiable.
When you start this countdown, it's non negotiable. You're actually
framing your brain to say we're doing something, and you're
giving it. That countdown is very, very powerful, So try it.
(28:23):
I named the author of it yesterday. I forget who
it was right now, but it's a powerful technique to use.
I use it. I'll be looking. I'll realize it's seven am,
and I said I do something at seven am, workout
or whatever it is. I look at my book and
I go, all right, seven five four three two one, bam.
(28:43):
Non negotiable works great for getting on your calls. Yes, Dan,
real quick, before we lock up.
Speaker 3 (28:51):
I just said it's Mel Robbins.
Speaker 1 (28:54):
Oh awesome, awesome. Hey. I appreciate you all being here,
ladies and gentlemen. I appreciate you. Thank you, I see you,
I see your greatness. I'm not just saying that this
is all right in your wielhouse, and we're here together.
I'll be here every week for you, all right. If
you have questions, comments, anything like that, let me check
(29:15):
chat out of respect. Okay, cool, it's been fantastic. I
appreciate you, Sonya, thank you for that. I'll see you
guys here next week. Have a powerful week. And if
you haven't got it already, get the Law of Success.
You don't have to get this big Bible version of
this thing. They have a small paperback as well, The
Law of Success by Napoleon Hill. I think it is
(29:37):
literally the fundamentals of business. Okay, everybody cheers. I appreciate it.
Enjoy your lunch, except you Dan. You already ate Now
we can go eat. It's noon Pacific time. Thanks very
you guys have a great day. I appreciate you. Coach
Burg out for now,
What's up, bosses. It's coach Randy Bird here like a
boss coaching, and I'm here for my weekly coaching call.
It is the eleventh of February, two days after Super Bowl.
I say that because football season's over. I'm officially in mourning.
I literally get into mourning after the Super Bowl because
I know it's like seven months before we have another game.
(00:26):
But it's okay. Congrats to the Eagles. I hoped deep
down they'd win. I bet on the Kansas City Chiefs
and the three peet I did. I took that got smoked.
But congrats man, Eagles fans. I got a lot of
people to live in Eagles. I'm a Raiders fan, so
me and Mark, you know, it's just what we do
Raiders fan. So when you're a fightful Raiders fan for
(00:49):
thirty years, you have to pick another team you like
also just so you could have some fun watching the
football season. So the last couple of years has been
Detroit for me. That was my backup team that I
was rooting for and hoping that they would do well.
And then I did. Like following the Bills, I really
am a fan and watching what he's accomplished. But listen
(01:11):
enough of football, let's talk real estate. And real estate
is very related to right here. That that's six inches
between your ears, seven inches eight inches for some of
us bigheaded dudes. But the reality is that is where
ninety percent of this game is one or lost. I'm
(01:31):
gonna be straight honest with you. We're ninety percent of
the game is won or lost. So when I think
of real estate coaching, do I get in here and
tell you how to get listings that would be valuable.
Do I get in here and tell you how to
have follow up systems that would be valuable? Or do
I focus on how we can fortify our noggin, our brain,
our behaviors, our actions into a discipline. In a real
(01:55):
estate business, it's going to move the needle. Right, It
doesn't matter if you're a buyer's agent on a team,
if you're a solo agent trying to make it on
your own. And in real estate, we're very entrepreneurial, we're
very lone wolf. Right. We want to have We joined
this because of the great opportunity of having complete freedom. Right,
(02:19):
we get into it thinking we're going to have time
and financial freedom. Those usually don't go together. Out of
everybody I've ever coached, they don't. I've only had one
guy ever that's a balance of time and financial freedom
and his real estate production business. And he'd been in
the business twenty years. He'd figured it out. He bought
a house every other year, had a really nice investment portfolio,
(02:41):
had a lot of residual income, had a nice referral
based real estate business, worked three days a week, had
a buyer's agent, one assistant. It was just, in my opinion,
it was really a perfectly scripted solo agent real estate business,
making a half a million year in GCI, making a
half a million year in residuol come from his investments
(03:01):
and rentals and stuff. But that is such a rare bird, right,
That is such a Out of hundreds of people I've coached,
it's usually one or the other got lots and lots
of money and no time, or got lots and lots
of time because I ain't got no money. It's just
how real estate is. So when I look at that,
I'm like, Okay, we've got to rewire our brains to
(03:24):
understand that this is a very disciplined activity that needs
to happen in real estate. But it can be done
in a period of time. I'm challenging you that you
could build a twenty forty one hundred transaction to your
business independently without a team. You need a couple support people.
Once you start to get over about twenty twenty five deals,
(03:46):
you can do it all on your own. Until then
you can be the lone ranger or you know, female
version of that superwoman. You could do that on your
own completely. Okay, I'm going a couple of people just
in case, come off mute. If you have anything you
want to ask me or anything else, thank you. I'm
just going to make sure it's quiet. So when we
(04:08):
look at this real estate space, that's why I say
it's right here, it's mental because if you understood, like
with complete clarity, that if you work two hours a day,
everything else would fall into place, you would do it.
But I don't just I just believe that you haven't
moved into a belief system yet that that's truly how
(04:28):
this business works. Right, And I'm talking about forward facing prospecting.
I'm talking about forward facing lead generation for your business.
A real estate business is a lead generation machine where
it's a lead receiving machine, right, everything else is below
that line. I don't have it on my board now,
but I talked about it. Above the line. Is that
(04:49):
agent activity servicing buyers and sellers, negotiating contracts, taking listings,
meeting with buyers, and having buyer representation, agreement conversations all
above the line, Negotiating inspections, negotiating above the line, inspection
below the line, right, visiting every inspection, visiting every every
(05:10):
time that anybody needs to go to the property. That's
not your highest and best use. Now, if you put
your time into your real estate business on the front end,
then you could decide what you do with the rest
of that day. But so what I want to do
is I want to focus in and I'm going to
reference this a lot if you guys don't have it.
The Law of Success by Napoleon Hill. This is the
(05:30):
deluxe edition somebody gave me as a gift. It's huge.
It's like the size of my head. Look at this.
It's huge, seven hundred and twenty six pages. I'm one
hundred and fifty pages into it. I love, love, love it.
What it is is the fifteen and this is not
the accurate There are actual books called the twelve irrefutable
(05:52):
laws or whatever. But I'm going to say these laws
are irrefutable. But if we look at the fifteen laws
as laid out in this book, and again, don't try
to write this down, just absorb. Right, we're going to
be going through this. This is recorded, you could listen
to it, but the fifteen laws are laid out like this.
(06:13):
A definite chief aim self confidence, the habit of saving,
initiative and leadership five, imagination, six, enthusiasm, seven, self control, eight,
habits of doing more than you're paid for nine, pleasing personality, ten,
(06:35):
accurate thought, eleven, concentration, twelve, cooperation, thirteen failure, fourteen tolerance,
and fifteen the Golden Rule. The reason I rip those
things off because we're going to be talking about these
as we progress. I'm going to be attaching my sermon,
(06:57):
my coaching sermon to one of these top topics throughout
the weeks as we progress, and they'll be available on recording,
both on youtubes and all the things that we do.
But as I've read, now i'm back. I'm through two
chapters now, so I've read your definite chief Aim, which
I'm going to talk about today, and then less than
to self confidence. We'll talk about another day, but I
(07:19):
want you to understand why, after twenty three years in
the industry I came in two thousand and three, twenty
two years and ten years of coaching, twenty thirty thousand
hours in coaching, I still go back to the things
that help the mindset. I still go back to the
things that are, in my opinion, irrefutable in the laws
(07:40):
of success. So why do I do that? Have I
not learned? Have I not reached a plateau in my
career where I don't need this? And the answer for
me is no, I never do right. But I want
to read a couple things. I just want to bring
up a couple of things and then we'll talk about it.
(08:01):
But what I want to focus on is your definite
chief aim, and it talks about that when your laser
focused on what you want to accomplish, the world will
help you achieve it right. And no matter what your
thought process is, we are, you know, vibrational electric human beings,
(08:22):
meaning that we can understand frequency and vibration. And I
know this a little whimsical for some of you. I
get it the first time I went to a meditation
retreat with a girlfriend. I was like, oh my gosh,
I am in the wrong I'm in the wrong place,
maybe even the wrong state, it felt like. But because
I was close minded to it, I didn't understand it
(08:42):
scared me, seemed weird, you know. But every amazing scholar
on the planet talks about getting quiet, meditation, prayer, getting
to a place to where you can kind of tap
into your higher self. And that's why I love the
visualization that comes behind the idea that we control all
(09:05):
of our actions, because the reaction to these things like
call reluctance and fear, fear of lost, fear of death,
fear of success. These are all real fears. By the way,
how can somebody have fear of success or fear of
failure and another person can have a fear of success?
How does that work? But those are real things. Do
(09:27):
you understand? Those are absolutely real things. There's probably an
equal amount of people that struggle with fear of success
as much as they do people that struggle with fear
of failure. Fear of failure is a more natural one
to talk about because it's a natural thing that happens
with a two hundred thousand year old primal brain. Right,
(09:49):
we had to go out and hunt and gather and
kill and eat to survive. And do you realize that
when you make a call to a stranger, when you're
having all those emotions, you're basically entering a fight or flight.
You're entering a point to where your body says, no, no, no,
this is this may hurt us, even though it's not
(10:10):
a true tangible physical fear or physical damage that could
be done. Your body thinks, so your palms sweat, your
hands get calmi and bomby, you could physically sweat, your
voice gets shaking. Right? What causes all this stuff from
(10:31):
a simple phone call where you absolutely cannot be hurt
unless you said something to the to a bad guy
and you knew where you lived, right? I mean there
there can be ramifications everything I'm saying, but you understand
where I'm going, right. So what if you had literally
zero fear attached to reaching out to anybody? What if
(10:54):
you could rewire your brain to know, okay, you're the fear.
Things are going off, But I'm gonna put that fire
out with this, with a belief system, with a training,
with anything, you can right, Am I losing anybody? Yet?
It's okay? Because this is a deep subject in my opinion,
(11:15):
But what about if I could hypnotize you. What if
I can, you know, put put something over your head
and then remove it and all of a sudden you're
clear and you have zero fear around making a phone call?
What would your real estate business look like? Be honest,
if you were able to get through fifty or one
hundred phone calls a day with zero attachment, zero fear,
and know that you're actually helping them, coming from a
(11:37):
place of contribution, coming from a place of like, hey,
I have like ten thousand dollars to give you. You know,
I show this a lot. I do this as a
prop when I do my on stage stuff. It's ten
grand fake money, Chinese money, says somewhere on their Chinese money.
But it looks as real as can be. Matter of fact,
if this was mixed in with my other stuff, I
would probably try to spend it somewhere seven bucks, ten
(12:00):
grand Amazon. But my point is when I hand somebody
that ten grand and I'm like, hey, Mark, you have
to call clients today and you have to get them
to agree to have a conversation with you for five minutes.
But they don't know it at the end of five minutes,
you're going to give him ten grand? Could you do that?
And he's like, oh, yes, one hundred percent, Hell yes,
(12:22):
I could do that. Why Mark, take off mute and
talk to me for a minute. How you doing, Randy,
I'm doing great, man. So if I challenged you with that,
if I said, Mark, I got ten grand. As a
matter of fact, it's unlimited. You have till midnight. All
you have to do is talk to talk to people
(12:42):
that you don't necessarily know and say I need to
talk to you for five minutes. Can have five minutes
your time. What would that look like for you? That
would look pretty good. Why?
Speaker 2 (12:55):
Because there's an incentive at the end.
Speaker 1 (12:57):
What do you get from it?
Speaker 2 (13:00):
Get the reward of making a new client, developing a relationship,
having a conversation, and possibly selling some real estate.
Speaker 1 (13:08):
At the end of the day. Yeah, so you're getting
a reward, you said, let's talk about that. What's the
reward immediate reward.
Speaker 2 (13:16):
I think it's more gratification that I'm pushing my business forward.
I'm making some contacts, I'm building my.
Speaker 1 (13:24):
Sphere, I'm building my That's a way to look at it, Mark,
I think we pull in from that natural human nature
of wanting to help others, Right, And if you knew
you had ten grand to give me, but you couldn't
tell me you had ten grand to give me until
we had five minutes up on the clock. Or what
if I made it twenty minutes? Right? What would it
(13:44):
sound like if I needed you to spend twenty minutes
with me on the phone, but you knew at the
end of that twenty minutes you're getting ten grand, you
just don't know it yet. It would sound very upbeat,
well upbeat. And I mean, would you be willing to
take no a few times from this person because it's
(14:05):
going to start out like, Hey, Mark, I appreciate it, man,
there's a lot of good stuff out there, but I'm
not interested.
Speaker 2 (14:09):
Sure, I would take no, but I would continue to
have a conversation until I hit on something that maybe
made him think and change that no to a yes
and continue the conversation. And surprisingly, twenty minutes would go
by pretty fast.
Speaker 1 (14:26):
Yeah, I love that. And you see where I'm going
with this. Though everybody was like five minutes, I could
definitely do that twenty minutes. It changes it like, oh
my gosh, what am I going to talk about fear
starts coming up again, right, Think about this. When you're
calling your clients, usually those phone calls are worth about
ten grand. That's the average commission for the average sales
(14:47):
price in our nation call it four hundred grand. Average
commissions ten grand. So every single opportunity you have to
get on a conversational call with a prospect that goes
into your database, you might think of it long term,
like you mentioned Mark, and it might be an immediate
money as well. Why do we not come from that place?
(15:09):
This is my exercise to the day. If I asked
you to just call ten strangers and talk about real estate,
I guarantee you're going to find reasons not to do that.
And even if you get to it, you're still going
to struggle with some of the challenges to come up with.
Call reluctance. It's just natural. But if you knew in
your belly and your heart in your rear end that
(15:31):
they're going to get ten grand and now walk you
through this, Mark might even have a little reservation the
first time he does this. I hope Randy better come
up with that ten grand because this is you know,
this is going to be embarrassing if I spend twenty
minutes with this guy and then Randy doesn't come up
with ten graham, and then you do it, and then
I go bam, I venmom, ten grand, and then the
guy goes, holy crap, this is real. I just got
(15:52):
ten grand. Venno to meeting. Mark's level increases. Mark's belief increases.
Even though he may trust me percent, his increasing level
a belief is going to go up when he sees
that happen. Then if it happens again and again and again, yea,
My level of exploring the belief with Mark is going
(16:13):
to continue to increase over time, right, yes, Patrick.
Speaker 3 (16:19):
So would you say that the key here is really
believing when we're calling these people that we have something
of value because that ten thousand dollars that I'm going
to be giving him in five minutes is kind of
what gets me past that point of being afraid because
I know they would love that ten grant.
Speaker 4 (16:38):
Is that we really need in our heart believe and
we're calling and expired that we can do it better,
a pre foreclosure that we can help save them from forecloses,
like that there's true value there and not just use
me because I want to make the money, but use
me because I want to make you your money.
Speaker 1 (16:54):
Yes, and yes, yes and yes. And where I'm coming
from with this is this. If you didn't have an
incentive on this, and you were just making calls, you
would stop if I told you that you're gonna get
give them ten grand after twenty minutes, You're like, Mark,
you don't understand. We need to stay on the call.
At the end of twenty minutes. There's something of value
(17:14):
I'm going to give you. That is you're not going
to believe. I cannot tell you what it is. The
only requirement is that we stay on the call. We
talk about real estate and how I can help you. Well,
what is it? I'm willing to I sound like a
nice guy, Mark, but what is it? I can't tell you. Okay, Well,
I'm going to go. You better not. I highly suggest
(17:36):
you do not leave this phone call you do. I
can't go backwards on this. I cannot give you what's
coming at the end of this phone call, right, so mentally,
what's going on for you? That's this is where the
magic happens. Right when I do this from stage, the
audience really digs into this because if I just told
you Hey, I want you to come up on stage
(17:56):
right now and make some live phone calls to agents
or to buyers and sellers. You don't know, ninety nine
out of one hundred would be completely frozen in action. Right,
That's like you're doing it in front of a crowd
of three thousand people. Are you crazy? But then when
I pull out that ten grand, I go, what about
if you did it for ten grand? Could you do it?
Then the whole audience raises their hands, people run to
(18:18):
the stage wanting to do it. They don't know it's
fake money yet, right, they don't know it's Chinese money.
I just say, I'm willing to give somebody ten grand
that I have in my hand right now? Why do
all those people rust the stage? Because it's an immediate opportunity,
gratitude advice. Many times we have our conversations, they're not immediate.
There may even be three months, six months, twelve months,
(18:38):
eighteen months down the road. But we're bringing the same value.
We're bringing the same value. So when I talk about
the book and I talk about your definite chief aim,
what is your definite chief aim in life? For real
estate life? Anybody want to give me a shot? At
this got a lot of cameras off today. Are you
(18:59):
guys paying attention? Jody, Joe, I see your name? How
you doing, George? Dan Sonya, Nick, you guys here on
this coaching call? Dan, how you doing?
Speaker 2 (19:10):
I'm I'm here.
Speaker 3 (19:11):
I just didn't think you guys would want to watch
me eating much.
Speaker 1 (19:13):
So okay, this is great content. I love it. Thank
you man, I appreciate you. This is George. I'm also
listening in. Just didn't put my face on today. It's
all right. I'm calling out everybody today. Everybody, I am
paying attention. Thank you, yes here, thank you your darn hair,
(19:36):
and get on video. Uh mister, so you know, here's
the deal, Dan, get your food out of there now.
I'm really my stomach's growling. You warned me though, so bravo.
So listen, this is where I'm coming from. One of
the one of the things I highlighted in the book,
(19:56):
render more service for which you are paid, and you
will soon be paid more than you render the law
of increasing returns. As I read this, definite chief aim,
I was even you know, Brent says it a lot
a wandering generality, right instead of a meaningful specific And
(20:21):
they said that to me twenty times. I really didn't
soak in until I was reading this chapter and I
was like, holy moly, that's exactly what I am. And
a lot of people would look at me and say,
Randy is far from a general specific, right, But the
reality is when I read this and I started being
really challenged by like, what's my definite chief aim in
(20:43):
real estate life? And it could change over time. It
hadn't been the same answer ten years ago, but now
mine is impacting people, impacting people through live events, impacting
people through live coaching calls, impacting people through webinars and
training pieces. Now they have a mutual benefit that I'm
creating a web or a funnel of people that are
(21:04):
getting to know, like and trust Randy. Right, that helps
my journey and what I'm focused on through growing big
organizations globally and being a team leader for thousands of people.
But I was still thinking regionally. I was still thinking
rapping marms around this rather than like thinking really big,
how do I impact one hundred thousand people? Right? So
(21:30):
my meaningful specific came that I want to impact one
hundred thousand people in twenty twenty five. Wow, Now what
you know For me, it's about being vulnerable, it's about
being getting out of my own way, It's about being fearless.
Last night I was on a podcast or I was
on a three way call with Brent Gove and a
(21:52):
special guy and it was really a connection call, but
I really am tracking with this guy. He's a well known,
like global celebrity in my opinion, in a certain space
and through this connection, this masterminding, if you will, talks
a lot about masterminding the connection of more people together
(22:13):
gives you more power. And he's like, how would you
like to head up this national program? I was like, yeah, yeah,
I'm open. Let's talk about that. And because I'm starting
with I'm making statements like yeah, I have a vision
of impacting one hundred thousand people in the real estate
space this year. It got said up, and it got
said in front of the right person, potentially right. All
(22:37):
of a sudden, this opened up into something incredibly bigger
than I could have ever dreamed. What if I was content,
what if I was in a place of a wandering generality?
Do you think I would have made that statement in
front of such a bold, powerful guy. And I wasn't
expecting to return I was just stating me, I was
just following my energy. What are you doing in your
(23:00):
real estate business? Who are you? Are you okay having
two or three jobs? Are you okay being making thirty
forty fifty thousand in GCI? It's respectable, There's nothing wrong
with that. There's certainly nothing wrong with if you have
other business ventures in real estates, just one of them.
(23:22):
I'm saying, let's get really specific and what your definite
chief aim in life is and then plan for five
years in advance. What are you going to accomplish in
the next five years in that space, And as you
accomplish it, things could change, as you miss markers or
(23:43):
don't reach certain plateaus, or the market changes. A lot
of things can happen. You can adjust, but what is
your definite chief aim? Right? My definite chief aim is
having ten thousand people in my organization impacting one hundred
thousand PECE a year, helping agents move away from the
(24:04):
stress of up and down income in the real estate businesses.
That's really my definite chief aim. So then now I
could start focusing on the other things that come into
play that allow that to happen. And listen, I'm human
I'm human just like everybody else. I do not put
myself above you at all. I'm a very introspective learner,
(24:28):
right I am a sponge for home or self improvement
and for digging into those things that are going to
move me forward. Hopefully that's why you're here. Hopefully this
tracks with you, so you know that after you get
off this call, it's not just motivation, it's actually you know, inspiration, perspiration.
(24:49):
You're willing to make changes in your real estate business.
This is why I come on every week and bring
my best. This is where I prepare and I try
to bring my bread, my best to move the needle
a little bit, to get you going in a direction
that creates some monumental momentum in your business as well
as some legacy and some you know, helping you fulfill
(25:10):
that definitely chief fame. So any questions on this, any
any questions, takeaways, anything. I know it's a little bit
of a deep subject, but it's what I'm tracking with
right now and super super valuable to me. How you doing,
(25:31):
come on anything? Well? You get inspired up. I'm jumping
on the phones right after this. I love it. So Patrick,
may I recommend something? Take two or three minutes after
this and write down the things that were impactful to you.
Write those things down, put them pin to paper, and
just say, you know, awesome, I love it. This is
(25:51):
what's important to me. This is what I'm committed to
work on that specific and the specific specifific specificity of
that plan. Right, and then when you enter that you'll
have this conversation with people that change as you'll find. Right,
mister and missus Sellers Randy Birdy XP reality. I know
(26:11):
you don't know me, but I'm providing value to this
particular neighborhood. I deem as an expert in this particular subdivision.
I'd like to just be in relationship with you. You
can use other agents. All these things are open to me.
But what I'm not okay with is not being in
a relationship with somebody good like yourself that lives in
this area that I'm really focused on, and I want
(26:32):
to find out how we can track together in that message. Right,
and then no matter what they say, I'm going to
follow suit with that. Hey, Okay, you've got a couple
agents you love, stay with them, matter of fact, if
they do a great job, stay with them forever. But
I want to get you in my system. Over here,
my system we talk about we do podcasts about the neighborhood.
(26:52):
We talk to the local police chiefs and school superintendents.
We become the social digital mayor of that area that
would have value to you. Would you agree? All right? Perfect,
I'll stay in touch with you. I will honor any
other relationships if you ever need me. May the best
man or woman win? Right? Usually they go, oh, yeah,
we already have an agent. It's Sally, Sally who. I
(27:13):
don't know Sally, what company Sally with. I don't know.
It's a sign, it's got a I don't know. It
might have a balloon, it might have a fish. I'm
not sure. They don't really have a relationship with Sally. Right,
it's either a blowoff or they really have a Sali
that's not following up very well with them. But coming
with that enthusiasm that you have ten grand you're going
to give them at the end of this phone call.
(27:35):
I'm telling you it's a motivator. It works, and sometimes
it's just what it takes to get over that call. Reluctance.
One more tool I love. I talked about this yesterday.
Maybe somewhere else, but the five four three two one.
Right when you're filling procrastinating, or you're like laying in
bed not wanting to get up, or you know you
(27:56):
should be making a call because you said you would
at noon and now it's noon. Do the five four
three two one. And when you're done with one non negotiable.
When you start this countdown, it's non negotiable. You're actually
framing your brain to say we're doing something, and you're
giving it. That countdown is very, very powerful, So try it.
(28:23):
I named the author of it yesterday. I forget who
it was right now, but it's a powerful technique to use.
I use it. I'll be looking. I'll realize it's seven am,
and I said I do something at seven am, workout
or whatever it is. I look at my book and
I go, all right, seven five four three two one, bam.
(28:43):
Non negotiable works great for getting on your calls. Yes, Dan,
real quick, before we lock up.
Speaker 3 (28:51):
I just said it's Mel Robbins.
Speaker 1 (28:54):
Oh awesome, awesome. Hey. I appreciate you all being here,
ladies and gentlemen. I appreciate you. Thank you, I see you,
I see your greatness. I'm not just saying that this
is all right in your wielhouse, and we're here together.
I'll be here every week for you, all right. If
you have questions, comments, anything like that, let me check
(29:15):
chat out of respect. Okay, cool, it's been fantastic. I
appreciate you, Sonya, thank you for that. I'll see you
guys here next week. Have a powerful week. And if
you haven't got it already, get the Law of Success.
You don't have to get this big Bible version of
this thing. They have a small paperback as well, The
Law of Success by Napoleon Hill. I think it is
(29:37):
literally the fundamentals of business. Okay, everybody cheers. I appreciate it.
Enjoy your lunch, except you Dan. You already ate Now
we can go eat. It's noon Pacific time. Thanks very
you guys have a great day. I appreciate you. Coach
Burg out for now,
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