Why Execution Beats Knowledge Every Time

Ridiculously scary stat. 91% of books that are bought aren't read. That's close to 100%.

So profitable business. Yeah.

And the reason I'm saying that, you guys, this is a drink with the fire hose. I get it. Many of you use that word. I use it all the time because we're throwing a lot at you. Don't get caught up in the weeds. I said a few different ways yesterday because execution trumps knowledge, right? When you pick up, as Link says, the rectangle in front of you and you get leads, that's all you need. Don't get too caught up in the weeds, even though all this other stuff's going to stack and help you. Well, the other thing I wrote down this morning is there's a big difference, and I hope you guys already see it, but today you're going to see it big time between kind of knowing the path and walking the path. You know, we always say we're in the trenches with you guys. Like, the associate program is interactive, right? It's not, here you go, Phil, buy a course and go off, right? That's a lot of companies, believe me. Zach knows probably 90% of the companies out there and he networks with them. That's what they do. A lot of people know what to do, or at least think they know what to do, but not many people can say, here's the results because we're walking the path. So keep that in mind as you're journeying through the deal structures today. And as Zach said, fill my pot with us, please. Like, ask, ask, ask. No bad questions. It is We're trying to say, is any of the deals simple today? We're like, no, it doesn't happen. Like, they're not simple deals. So just ask, ask, ask. We can ask. You guys asked a bunch last night as we were networking in this room about the coaches because I said, hey, I'm going to see Avi and Rick. So we're going to talk this afternoon. We'll go slow through it, all the different ways to work so you guys can find a home. That makes sense. So try to hold those. They keep coming at us. Hold them. We'll go through that. Very methodically with you. Think about this when you go through the numbers today, because these are going to be big numbers. The smallest deal today will be big numbers. Think about— I'm going to ask you more at the end of the day here to piece this together. Think about where you want to be literally next November 26th. Just think about that today when you're starting to see these numbers, because I think— I don't know what the smallest deal will be. I'm guessing $45,000, $50,000 would be a small one today.

It fires me that we're doing this. Probably the smallest one if it goes 24 months. Oh yeah, we built that $45K deal.

Let's even it out. In your head, just go, what if, what if I did, I don't know, X, you fill in the X, X of those in '26. And then Vanessa and Zeke, you talked about visualizing last night. It's really cool. They went through that exercise. But how about you guys think about that today and tonight, what that might look like for you guys? In my brain, I go home last night and I'm saying to Kim, I like, I don't get why everybody's just— those people that raised their hand, you guys that raised your hand, just let's do it this year. Get after it. So in 26, you look back and go, that was cool. Not, yeah, I didn't, I didn't really nail those goals. I want, we want to help you do that. It's kind of what our whole mission is, as you know.

Chris and I've been having a brainstorm this morning and we just kept thinking like, why aren't people, why are some being super successful and others not? And you can either make excuses or make money, right? So we can either look for things throughout the next couple of days and in the future of like reasons why you can make it happen. Or you can look for reasons why it won't happen, right? It's really easy for us to all leave here and be like, I'm too busy, right? And get right back in that normal rut and then come back next year and talk about how Annette or Avi, whoever else steps up, right, is lucky because they have all these deals, right? It's all about just the implementation process of taking what we're talking about here and pushing it forward and not allowing the normal human experience of making excuses on why you can't make it happen, right? We're all going to be super busy. We all have different challenges in our lives.

We—

some have kids, some have jobs, right? There's lots of different things, family members. But we can all find reasons why to implement this and to take it to the next level if you're all in, right? If you believe that this is the pathway.

You guys flip to the note page on 19, because I'm saying visualize the next year and think about next year. But let me give you 4 things to think about with respect to where you're going to be next year. You can go home and substitute 3 years or 5 years, but I just want to get you so you come here next year similar to, say, Annette or Avi and go, yeah, we killed it. And here's what happened. 4 things. As you think about yourself, I'm going to say that person, but as you think about where you want to be in November of '26, How would you go about getting there? So that's question number 1. How would you go about getting there? And I'll cap— I'll piece this together for you here real simply with some bullets. So what I mean by that is what? Number 1, what skill sets? We're hammering that here with you, right? What skill sets? Here's why I say that. It's gonna be different for all of you, right? Some of you have some phone experience, like you could talk about you've had training. So, but let's say that's zero. So what skill sets do you need for next year? Second, what route— I'm going to call it a route— what path, what route for the mental game? Because I think we all, and I'm guilty of this every time I do a self-check, I go, man, I'm slipping again. We are guilty of not scheduling the mental game just like you would skill sets. I tell the people I work with privately, schedule yourself to be on the Deal Structure Sunday videos regularly, whatever that is for you. Well, same with the mental game. The 31-Day Billionaire we have and other, like, I had YouTube videos playing this morning at 5:00 AM in here, motivational videos, just so I'm around it all the time. So what route for the mental game are you going to take? Important. And the third thing in this subcategory is, who would that person hang out with that you want to be in a year from now? When we talk about association and exposure, it matters, like, so much more than we think. If most of the stuff thrown at us is negative crap every day, it is so important that you find a way to Get other stuff around you, people, things.

So who would they hang out with?

The last thing, because we got to keep stacking things and some of your brains will be like, well, how am I going to keep adding this stuff? The last thing I'd like you to think about as you think about next year is more important than what are you going to start doing, or as important as what we stop doing. What we stop doing. Picture this again. I do this with the high level. I'll have them do a— I call it a diary exercise, but they have to stop every 15 minutes and write down what they did. Picture if we hung out with you. Zach and I are going to come out next Monday. We're going to hang with you for a whole week. What are some things that we might say, why don't you stop doing that? Like, why are you even bothering with that? Make sense, you guys? Just get you thinking a little bit.

Let's start it, right?

Big time.

What are you doing just because you're used to doing, and that doesn't produce the results?

I'll give you an idea. So, one of the things we do, And, Chris mentioned the diary exercise. It's a real pain in the butt to do it, but he had all of us coaches write down what we did every 15 minutes of a day. And, when you look at that over a week or two period, you'd be surprised how much time you could use or spend more wisely. I did it with one of our associates, and throughout the days, Played Tetris. And I'm thinking, okay, do you realize how many hours you spend?

At least they're on it.

Tetris. Yeah. You know, if you're vulnerable, that's really what you're going to do. But, he realized how much time could be spent on it.

Well, absolutely reach out to him. Guys, one more question before I do this mind kind of juggle here. I was listening to the videos this morning, made me think of this because they're a little intense. It's Motiversity, by the way.

Has anyone watched that?

On YouTube, Motiversity.

Play it.

I just had to play it. Play it.

Yeah, there you go.

Right? That's a rider downer. When I'm on the elliptical, the bike, I'm not reading because I can't read with the elliptical. What are like— Motiversity. Like motivation. Motiversity on YouTube.

Just try a New England accent. Motiversity.

And you can— you can go always, but there's all different ones in there. Well, what I had playing this morning was the best of 25. So, they just go and go and go. But here's the question, because it came out of this intense— I think it was on that. But what level, like right now, would you rate yourself? And this is— I'm not going to ask for a hand raise or anything. You think about this. What level of focus and intensity would you rate yourself at in that relative to you charging towards your goal? Is that going to get you a level of focus and intensity? Not sure where to get started? Go to smartrealestatecoach.com/ Get Going for free books, strategy calls, and a whole bunch more. We're going to help you get going the wicked smart way. We've been after this for over a decade doing exactly that. And if you want to explore that with us, happy to do it. But we do—

we gave everybody a book yesterday on Audible. Uh, they came up with the ultimate Jim Rohn library on Audible.

Look at summary.

It's all of this stuff. It's 10 hours long. I went through it all last week. It's like He's not necessarily intense. He's funny to listen to, but oh man, it's just constant wisdom and nuggets.

What's the title, Zach? I'll read it.

The Ultimate Jim Rohn Library.

The R-O-W-N Library.

Yep. Got like this, I don't know, he just is one of my favorite speakers to listen to, and then he just constantly drops nuggets the whole time, and it just gets you in that mindset. Like every once in a while I'll do Like every quarter I'll like go through like one of those constantly over and over and over again. And I'm not encouraging you to just do it once through, like go back at least a couple of times. Like I had Annette go through Bob Proctor's thing like 3 or 4 times because you just miss things. But that— you're not like an intense person like a Goggins. That's the perfect person to listen to to get your mindset right each and every day.