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Right.

Save the applause of the guest speaker. So today we have to kick off our meeting a gentleman who is a marketing and sales specialist that fully understands how to market and sell in any kind of economy. And this comes from decades of experience in both male and female dominated markets and understands the two in detail. He was born in South Africa, so we won't hold that against him because he has both, and he has both an engineering and business degree. He brought his experience to North America in 1998 and is now a Canadian citizen and resides in Cloverdale, bc. Colin is a vibrant speaker that captivates his audiences by delivering marketing and sales strategies and tools in a very simple and easy to understand format. And I can attest to that because I've been and heard him speak several times. So one thing Colin always guarantees his audience is that you will always walk away from his presentations, no matter how long or short, with tools you can use in your business immediately. So please help me welcome Mr. Colin Spratt.

Anyone hear me walk in front? I use my hands way too loud. Good morning, everyone. Welcome to the State of the Union meeting. Ray's been very kind and thank you, Ray, for inviting me out and coming out to speak. One thing I want to do today is talk about something which to me is so important as you get going in the year, which is owning your greatness. What does that mean to some of you? Anyone got an idea? Self control. Self control. What else? What else? Come on, Realtors, make me up front, up going, let's go. What else? Confidence. Confidence. What else? Persistence. Persistence. What else? Responsibility. So how many of you are going to do things a little bit differently this year than you did last year? Any of you? What are you going to do differently? What can you do differently? Show them the green shirt. I said persistent. So I think I'm going to be more persistent. You think or you are going to be more persistent? I stand pregnant. I am good.

Okay.

One thing about me, I am silent. You learn this very quickly. Ray said, don't hold it against me. The one thing about me is I am direct. Why? Because people love the words try. I'll think, I'll try to do that. I'll think, I'll do that. Whatever it might be, it's either you do it or you don't do it. Do you agree there's people that showed up here today and people that didn't show. The ones that didn't show took themselves out of the game. Do you agree there was a game here today that they said they were going to be at. But they didn't show for the game. How many times do we do that to ourselves? Take ourselves out the game or let things get into our head that hold us back from our true greatness? Ever had that happen to you, anyone? Yeah, we have things that take us out of our. Take us out of our comfort zone. It snows in Vancouver and all you ever hear is snowing tomorrow. We need to cancel our meetings. Doesn't that suck? It drives me crazy. Excuse me? The word suck. I like using that word. Is that okay with you? It drives me crazy. People get taken out. I was at one of my own events recently and I'll give you a little intro to who I am in a couple of minutes. I was at one of my own events recently. A lady stood up, came to me at one of the breaks and said to me, colin, we're at a three day event. She said, I cannot come tomorrow. I said, why? It's going to be snowing. I live in Vancouver and it's such a tough drive out to the valley when you live in Vancouver. And I hate driving in the snow. I said, wow, that's interesting. So I said, let her sit down. I'm going to accept her statement. I said to her, everyone sat. The other one sat back in their seats. And I said, how many of you live in Vancouver? And a couple of hands went up. I said, great. Out of those two hands, I went up. How many of you are coming out tomorrow to the event? The two hands went back up again. I said, great. Can you pick that lady up and bring her with me? That's how simple some of life things are in terms of going from good to great. Don't you agree? That's how simple some of the things are. We don't do in terms of really, truly owning our greatness. We let the smallest things take us out of the game. With me, the most important thing is being in the game in the first place. You can be on the sidelines watching the game or you can be in the game playing it fully. How many of you this year are going to really play the game fully for 12 full months? How many of you. Great. Awesome. As we go through today, as you'll see, we've started off already. I'm very much about interaction with the audience. Do all the Greeks interact fully? Yes. No. Let's try that again. You all agree to interact fully, especially those at the back table that came in early to sit at the back. We will find you. We will find you. Okay. We only have 30 minutes. So we've got a lot of stuff to do. One of my things I said raise in the introduction is I'd like you to walk out with things that you can actually think about and use in your business in terms of all of you are in your own businesses. You agree? Yeah. So when you leave here today, my goal is to walk you out with something that you can use. If it's one thing, two things that's great you've achieved. You agree on that. There's not a keynote to get your ra ra ra leave here and then there's nothing to use after. My keynote is all about tools you can use. I want you to recap the tools that you can use today or just something that prompts a different thought inside. And one thing I know Ray said to me already, Colin, you have to understand this audience we've got here today are a team of high producing realtors. They're a team of great people. They're a team of people that keep the office the number one office in the valley. I think you should give yourself a round of applause for being there on Susquehanna. Okay, let me tell you a little bit about who I am then I'll get into truly owning your brake. I came to Canada in 1998 from South Africa and like Ray said, please don't hold it against me. I love doing what I do. Since I've been in Canada, I've built four amazing businesses. I've been involved in a mining equipment company, we have 35 offices around the world. I've owned a skincare company, I've owned a fitness company. I love building companies, getting them to a certain level, selling them off. And I'm an entrepreneur partner. And why am I in training? Because at the end of the day, I love seeing people achieve more than they ever thought they could achieve by pushing their comfort zones beyond belief. And I started doing this when I was in the mining company. In 1998, I joined the company and in September 2000 I took the company over and flew around the world. It was pretty much a glorified CEO job and really all I was doing was flying around the world training people. I said to myself, why not put this into something I really enjoy doing and that's training on a full scale basis. We started making a mark training and consulting in June of 2004 and we've never looked back. It really is. I woke up this morning, my wife said to me, honey, are you going to go to the event today? I said, who have you been sleeping Next to for the last 15 years. Of course I'm going to go because you know what's going to happen. People aren't going to show. And those people are the people that keep on taking themselves out of the game. I will do whatever it takes to get you. My car broke down the highway, I would hitch, I would walk. I would do whatever it takes. You agree that's the same thing you want to do in your own life. Do whatever it takes to get to where you want to be. How many of you truly want to be at a different level this year? By the time you get to end of 2011, how many of you are you prepared to do what it takes? How are you prepared to do whatever it takes? Awesome. Fabulous. Some of you will say, within reason. That's a little voice inside your head. You might go, which little voice inside my head? I'm talking about that one. That little voice inside your head called you back from so many amazing things and so many amazing opportunities. My goal is never to get up on stage and brag. I want to brag. I just like to give real life example. All four businesses that I've built since I've been in Canada from multi million dollar businesses within eight months of startup. I love building businesses. I know how to do it, but I know how to do it well. And I love and people say, well, you unique, you have the education. I go, no, no. Where I'm unique is I think differently. The difference between extremely successful people, people that just keep on going along and bumbling along and hoping for success is an attitude. You agree? Absolutely. Attitude is absolutely everything. So we're going to go through a couple of things today to really take that to the next level. So let's just look at. Does everyone have a pen and paper? Everyone else have a pen of paper? Okay, good, good. So the most important thing we're going to talk about today on a very simple level, are your thoughts. Having positive thoughts and powerful thoughts that impact where you go every day is really important. What do thoughts lead to actions? Some of the seats are empty today. Do you think those thoughts were positive actions? Not at all. Those actions that they've taken, those people have decided not to be. I don't mean to harp on those people that haven't shown up. I just think it's one of those things that it's a very good example of why people, if you want to go to the next level in your business, it's about continually watching your thoughts and being aware of your thoughts and how they Drive your actions. Does that make sense? Yeah. We live by the statement in make a mark called cat. What do you think the K stands for? Knowledge. Okay, great. What do you think the P stands for? Positive persistence. What else? Profit. Profit. Good, good, good. Okay, so what does the A stand for? This is the bridge between knowledge and process. You can go to seminars, you can go to any kind of education, get a bunch of knowledge. Until you take action with it, you'll never profit from it. Do you agree? Yeah. Okay, so the most important thing is taking action with what you need, with what you get from today. How many are going to take action with what I give you today? Yeah. Great. We'll see. So Ryan will give me some feedback on that one in a few months past. Okay, let's ask a question quickly, before I get right into it. What do you think the number one reason for business failing was in the last 50 years? The number one reason business has failed in the last 50 years? Implementation. What else? Lack of vision. Lack of vision. What else? Lack of innovation. Okay. The number one reason. This is a statistic that was recently published. Refuse to change. Refuse to change. The actual number one reason was indecision. Indecision. It's better to. You've heard the statement so many times. It's better to make a decision and make the wrong one than to not make a decision at all. Everyone's heard that. I believe in a different way. I believe. I'm a big believer in positive energy. So there's good and there's learning. There's right and there's learning. There's not bad or wrong. We taught that from a young age. That things are bad or wrong. No, it's not. It's just a learning experience. As long as you learn and you do, you don't do the same thing habitually thereafter. Does that make sense? Yeah. Okay. Okay, let's just go back to. Let's just go back to the whole thing about force. What do you think? N equals torques plus emotion.

Thanks.

Sorry. Thoughts plus emotions. What do you think of it? What do you think of these two attitudes? Part of it. Beliefs. So every time you have a thought, you have an emotion around that thought, it becomes a belief. Whether that belief is right or wrong or whatever it is for you, that's a belief. You agree? I'm just busy, busy reading a book at the moment called Unleashing your authentic Power by John Britt. One of the key things, you open the book and it talks about happiness and it says happiness isn't determined by the event that's taken place, your happiness is determined by how you perceive the event. Everything is your perception. Beliefs are your perception. Don't you agree? Absolutely. So let's say you make a phone call to a client and you leave a message and they don't get back to you. What are the common beliefs around that that don't like you? What else? Next. Sorry. Next. Next. Not necessarily. You might have found let the message. The kid answered the phone or took the voicemail, deleted them and then never got the message. So fire the client because of that. It might be a great client. Because our beliefs say to us that people should phone back no matter what. And then we draw into those beliefs, whatever we want to draw into them. That makes sense. Yeah. Okay. So this is one of the biggest things, is we have our beliefs. Whether they're right or wrong, we hold on to them. So when I say to people, when you look at beliefs, the key thing is to. To verify and clarify your beliefs. So what I mean by that is look at everything. When you have a belief around something, say to yourself, is this my belief or is this fact? Does that make sense? You will change your business when you start to analyze the way you perceive things to be. Because remember the way you perceive things. I'm not going to get into too much detail because this is a. I spend days on this when I do one of our courses called Business Mastery is when you. The way you perceive things comes from your experiences, it comes from your past, it comes from things that have happened in your life. So your beliefs, how many of you know, have beliefs today that you've held onto, but you're not really truly sure where they came from? How many of you Honest. Great. So what I want you to do now, quickly for me, is write down three key beliefs that you have that you know either have not been clarified, not being verified, or potentially are holding your business back. Three key beliefs. Can you write them down, please? You'll have them. Let me give you some examples. I believe. Make sure I give you some. Really? So let's say it's a belief of I'm not good enough, or it's a belief I have to have all the knowledge before I go out and see the client. All of you have three key beliefs. I don't. To be honest, in a very kind way, I don't care how successful you are. We all have limiting beliefs in one. Do you agree with that? It doesn't matter who you are. It doesn't matter if you're a realtor. Earning $50 million a year. @ the end of the day, you can go to 75 or 100 or a billion. And there's certain thought patterns that will hold you back from getting there. While you're busy writing down those three beliefs, let me give you a very good example. I had a realtor in one of our events. We do a lot of. We have a number of realtors that lead through our training. And this realtor, we have an exercise. This is really how powerful beliefs actually are. This realtor to me, is a good realtor. She has changed now and become great because of changing her beliefs. So at our event, we have an exercise where you have to go out and do a task. And this task of this event was to sell a CD on the street. To take a compact disc and go on the street and sell it. Of course, a lot of you probably go, who the fuck could never do that? Listen, you're realtors. You've got to go and meet people, walk up to them, chat to them. No matter what you agree that holds you back in your business. And of course, the noise all starts at the event. You can hear the people, actually hear the noise inside people's head. I can't do that. What can I do? And I don't know. I don't know enough people, and where am I going to find people? We have set rules. You can't sell to each other at the event. You can't do a bunch of different things. So he asked her to go out. She leaves the room and she says, I will not do this stupid exercise. I said, great. She came up to me three times and said, I'm not doing it. I said, it's your choice because you agree life is all about choices. It's all your choices. All your nonsense going on inside your head. It's only one else's. You can't blame somebody else. Your choices are your choices. So she decides not to do the event or the exercise. We get back after lunch, we sit in the room, and I said, well, let's work on this together. And she said to me, I don't want to work on it. Absolutely. I think it's the most stupid exercise you can do in an event. I said, well, let's work through the process. So what are your beliefs around this exercise? She said to me, well, number one, it's a CD that's in a wrapped box. You know, it's sealed and everything else. I said, great. So what's wrong with that? Well, I can't listen to it. I cannot sell something I don't believe in. So a little hand goes up in the back of the room. A doctor of psychology, little lady, her name will say, holly. Holly puts her hand up and says, well, did you drive here today? She says, yes. She says, well, why don't you just open it putting your CD in your car and listen to it? And she went, and of course now comes the next hurdle. Oh, well, if I opened it, then I can't sell something that's open. So I said, oh, another self defeating hurdle in your life. And Dr. Holly said, well, you're selling it for charity. Anyone will buy something for charity. Dr. Holly that day sold 10 CDs herself. That realtor had one one of the biggest epiphanies, realizing there were things she kept on putting in her way to stop her from getting to the level of success she wanted. Does that make sense? Those are the beliefs we put down. These are beliefs that hold us back. I believe that a cd, if I haven't listened to it, I cannot sell it. Great. I believe if it's open, you can't sell something that's open. Does that make sense? Do you think all the products you sold have been open? Of course I have. The houses you go into a used product, you agree on that. I said to her, that's exactly what you now. So I said to her, so you only sell new homes? No, Colin. I said, well, everything else you sell is open. And she looked at me and she went, wow, I didn't realize that. And now to this day, she's one of our raving fans. She spent a lot of time telling people who we are, what we do and how we do things. Why? Because when you go into this in detail, you will take yourself from here to here. When you change your patterns and the way you do things. So we wrote down some of their limiting beliefs. Who wants to share one of them?

Anyone?

Yes. I've got fear that I'm going to lose control of my life because as a realtor, we're 24, 7, 52 weeks a year. And if we're not careful, we can lose control of our life and our families. So I'm always fighting with myself. How much do I want to step in and how much do I want to step out? Great. Here's the thing. There's only two sets of rules in business. Your rules and the client's rules. You agree? Whose rules do you want to run according to? My rules? Your rules. So here's the thing. How many of you have rules for Your business written down in detail. These are my office hours. This is when I work and you might say work I get in a realtor's life. I don't have consulting practice. I have clients chasing me all the time. I have office hours specifically set. Why? Because otherwise they rule your life and eventually have clients who would love to get rid of. Do you have any of those? So thank you for sharing that. It's one of the key things is losing control is a matter of putting the controls in place in the first place. Setting them up so you have the controls, the office hours set. And some of you will say I disagree with that. I can tell you clients are like children. They need rules. How many of you have kids? Imagine your kids having no rules. What would you have? Chaos. It's the same with clients. You set rules for your clients. You might have chaos. So please make sure that you write down what rules you want in your business and let those rules show up the way you want them to show up. Otherwise you are your slave to your customer. I think there's a difference between serving your customer well and being a slave to a customer. You agree? Okay. Who else wrote down about a self believing statement or belief?

I wrote one down. But I think a lot of us are affected by and that is price of a factor. Meaning commissions, meaning office fees, meaning price of a home. You know a lot of times we have spare some kind of spirit the price, whatever that is that the person is going to accept or not accept.

If you think your product is priced, if you know your product is priced and is of value, why worry about it? You know, I only come really promoting my own personal experiences because that's what I've experienced and that's what I take to all our clients is that knowing your value is important. Don't you agree know what your value is and most people don't know their value. How many of you know your value in detail and written down? A good few of you. You, you will take your business to an amazing level when you write down exactly what your value is and value. I mean Ray beats one of my trainings. We spend half a day at one of our trainings called Sales Warrior on really working on your value. Because remember value price is only an issue in the absence of value. Price is only an issue in the absence of value. And until you know your value, price will always be in that. Make sense? Okay. What's our time like? I just want to make sure I stay on time. How much? 10 more minutes I have. Okay. Anyone Else, write something down. Another belief. Yes. Lack of energy to do it all. Lack of energy to do it all. Okay. Do you believe in energy holistically as well or not? Some people. I'm a big believer in energy. What you put out is what you get. You agree? I'm an absolute big believer in that. I say to people, some people, you might know that people like this are living, walking, talking crap, magnets. Don't you agree? Anything happens to me. Well, if you keep on saying that, you're going to keep it attracting. So there's two things to look at in life. Number one is always look at your choices. When you go through your choices, your choices to be. I'll give you a quick example. Teflon or Velcro. Do you like stuff to stick to you or do you like stuff just run off you? One of the key ones is taking things personally. Your client doesn't phone you back. Someone says to you, I don't want to list with you. And you walk out and you go, you sit at home and you wonder why they don't want to list with you. And you take it all personally or what have you. It's a choice. Because the thing is, how long does a person that said that to you remember it for the one that said it, maybe for the time they said it. But you as the person receiving it, have a choice to either let it stick to you and take it really personally or let it run off. How do you know you take things personally and you didn't take it personally? With a healthy business, how many of you, great. So that's one of the key things. So back to the whole thing of having enough energy to get there. If you're worried about the amount of energy you have, take something to get your energy up. And always put out having enough energy to get you to get done what needs to get done. You agree on that. It's really important. Some people say to me, colin, you have the most amazing energy. What do you take? I don't take anything. I love life. I love what I do. I'm extremely passionate about what I do. How many of you are passionate about what you do? Absolutely passionate. Great. So energy shouldn't be a problem. Is energy a problem for you? No. When you're passionate, energy just flows from you. So really think about this as you detail today and as you go through the rest of the year. I often put it on my Facebook page. How are you feeling today? Are you feeling like Teflon? Are you feeling like Velcro? And it's so amazing how many people write that going, colin, thank you. That small piece of information made me think differently the one day I did put on Facebook. Have you been associated with today or bumped into any walking, talking, living, crap magnets and people? The response I must have had 25 responses to it or comments I said because there's lots of those that hang around. There's people in your life that you have hanging around with you that bring your energy down. To me, it's only two things. People either add to your energy or they take away from your energy. I want people to be in my life that raise my energy, that raise my gains, that get me to the next level. How many of you want the same? How many of you have those living, walking, talking, crap magnets in your life? It's time for a change, you might say. We're calling that family. That's why I moved to Canada. Only kidding. Only kidding. Okay. Okay. Any questions? I know we have a very short period of time. Any questions? How do you get passionate? How do you get passionate? Finding your passion is so amazing. Ray's going into a course with us. I think he's not.