5 Genius Hacks to REVOLUTIONIZE Your Real Estate Game

Hi, welcome back to The Real in Real Estate where we talk to the experts and get the facts. And today I'm here with a very important expert, Dr. Noah St. John. He has lots of accolades. Welcome. I'm going to read, if you'll bear with me here, I'm going to read a little bit of information about you for those that don't know you. You're known worldwide for the Zero Friction CEO Architect, the father of Afformations, which we'll talk about. You work with Hollywood celebrities, 9-figure company CEOs, and professional athletes. Noah is famous for helping people make in just 12 weeks what they made last year in 12 months. We all want to do that, right? He's also the number one bestselling author of 25 books, and you can get a free zero-friction gap analysis at noahstjohn.com. So welcome. Thank you so much for joining us.

Absolutely, Jean. Great to be here today with you.

Well, you are a busy man. I noticed when I was doing a little research, Jenny McCarthy is one of your clients, associates, whatever.

Fans. Let's just say fans.

Yeah, she's definitely a fan. Yes, she is. So, so that's exciting. So, yes, I know you're known worldwide. You're the CEO of the Zero Friction Architect. What does that mean exactly? What is a Zero Friction Architect?

Absolutely. I love that we're asking this question, Jean, because it's so important and it's really one of the main reasons that I've helped my clients make over $3 billion collectively over the last 30 years, meaning helping entrepreneurs, real estate professionals add multiple 6, 7, and even 8 figures and actually a few even 9 figures. But anyway, what if you look at your business? All right. Every business problem you're facing right now is a friction problem. And that's why I created the Zero Friction Solution. All right. So, let's think about your goals. For everyone listening to this program, think about your goals.

All right.

So, your goal in business might be, I want to add an extra million dollars this year. I want an extra— add an extra $10 million or $100 million, whatever the number is. Okay. Wherever you are in business, or if you're just starting out, hey, I want to get to $10,000 a month. I mean, that's the dream, right? So, wherever you are in business, but wherever you are, you want to get to the next level, right? Every week we always hear about the next level.

Hopefully, yes.

Exactly. But if you think about it, really, it's a destination that you want to get to. So, it's like driving in your car, right? So, let's say you're home and you want to go to the grocery store to get some milk and eggs. Well, that's your destination and that's why you're going there. So, what do you do? You get in your car and you drive to the grocery store. Well, in your car, there are 2 forces at work: the driving force of the foot on the gas and the restraining force or the slowing force of your foot on the brake. Well, what is the brake? The brake is friction. That's exactly why you slow down and stop your car, right?

That's what a brake is. Yes.

Friction. Exactly. Well, guess what? That is what's operating in your business right now. But the huge problem is most people, most entrepreneurs, most real estate professionals, They don't realize or see the hidden friction that is stopping them or slowing them down. And what I mean by that is millions and millions of people, entrepreneurs, real estate professionals, are driving down the road of life with one foot on the brake. And so, that's why I invented this. Not good.

What's that? Not good.

Not good. No, it isn't. But yet, that's 95% of entrepreneurs and business owners out there. are driving down the road of life with one foot on the brake. So, what I've written 25 books about, as you mentioned a moment ago, is really this whole idea of, number one, how to recognize the hidden friction, and then number two, of course, release the brakes so that you can reach your goals 10 times faster and easier.

Absolutely. And I think the hard part's figuring out where that brake is or what is making you hit the brake.

Exactly. Exactly right. Yes.

Yes. Okay. So, so you, you work with people to help get their foot off the brake and go from making in 12 weeks what they could possibly make, what they made last year. That's just amazing. Mind-boggling. How do we do this? Or I know we can't do it all in 30 minutes, but give us a start.

Absolutely. We can, we can get, make a good start. And again, as you mentioned, go to noahstjohn.com and you can get a free Zero Friction Audit. So, it's literally going to show you where the gaps are, where your foot's on the brake in your business. So, right there on my website, NoahStJohn.com, we have tons of free resources, including that Zero Friction Gap Audit. So, one of the main—

I'll be taking that.

Absolutely. One of the main reasons that I've helped my clients make $3 billion collectively over the last 30 years is this concept of inner game and outer game. All right. Now, I'm going to paint you a picture here. All right. So, imagine we have 2 circles. that are connected in the middle. It's a Venn diagram. I love Venn diagrams. Read my books. When you get my coaching or my online courses, you'll see I use tons of Venn diagrams because I'm such a nerd and we nerds love Venn diagrams. So, this is my very favorite Venn diagram. You know what?

It says everything in a picture. So, it's wonderful.

Right, exactly. It sure does. You know, here's this and this and where they overlap, you get that, right? So, with this one, this is my favorite Venn diagram and it's very simple. It's just 2 circles that meet in the middle. The first circle is called inner game. Now, what is inner game? Inner game is everything that happens between your ears that you can't see directly, but it affects everything that you do. So, for example, I'm a keynote speaker along with being a business coach and executive coach. And as a keynote speaker, I get to speak with real estate organizations, teams all around the country and around the world. And one of the things that I like to say to my audience members is, What's one area of your life where your beliefs don't affect you? And here's what people do. They go, uh, um, hmm. And I go, exactly. There's no place your beliefs don't affect you, right? Your beliefs affect your health, your well-being, your stress level, uh, how well you sleep at night, right? Your beliefs affect your wealth, your money, your business, your finances, whether you get that promotion, whether you land that client, and all of those things. And of course, your beliefs affect your relationships, right? Your personal life, your family life, your social life, and so forth. So, it affects everything. But here's the interesting thing. You can't see a belief. You can only see the effects of a belief, right?

That's right.

And that's why you can be doing well in one area of your life, but maybe you're stuck or struggling in another. For example, maybe you're Health is good, but you're not making the money you want, or vice versa. Maybe you're making great money, but oh, your health is suffering, or your relationships are suffering because you're working all the time, right?

Right.

And, you know, so it's not cookie cutter, one size fits all. You know, it's very personalized, customized approach that we take, whether it's one-on-one coaching or group coaching. It's very personalized, customized for each individual or team or organization. Okay? So, that's the inner game. That's the first circle. Then we have the second circle, which is your outer game. Your outer game is everything you can see directly. It's right there in front of your face. It's the customer service, marketing, sales, offers, funnels, traffic, all of that stuff that you've probably spent lots of time and money and effort on. But here's the funny thing. It's only when you master your inner game and your outer game that you have the phenomenon called success. Let me give you a quick example of this, a real-life story from one of my clients.

Please do.

One of my clients is a real estate professional named Tamisa out in Arizona. Great personality, a lot of fun. And she was a self-described seminar junkie. That's what she called herself. She was going to all these seminars. And maybe some people listening can relate, you know, going to all these seminars, listening to all the gurus. And, you know, she was doing well. She had, you know, making 6 figures and doing well, but she couldn't break through that income ceiling. She just had that ceiling on her income that no matter how many seminars, how many gurus, She just kept hitting that ceiling. And then, a friend referred her to me, recommended me, and Tamisa joined my 12-Week Breakthrough Program, which, as you mentioned, I'm known for helping people make more in 12 weeks than in the previous 12 months while working less. And in the first 2 weeks of coaching with me, she tripled her investment. Tripled in 2 weeks. Oh my God. We hadn't even gotten to the money part yet. So, that was just by identifying And helping her, you know, using my methodology, she was able to identify, oh my gosh, I didn't even realize I was holding myself back in all these different ways. I didn't realize I had my foot on the brake. And boom, tripled in 2 weeks. Talk about an ROI. So, that's an example of how powerful this is.

That is amazing. That, I just, I mean, who wouldn't want to do that, right?

Exactly.

Right.

Exactly. And that's, let's face it, that's the number one fear that people have, you know, oh, if I invest in this thing, if I buy this, Is it just going to be another one of those things that sits on my shelf? I call that shelf help. A lot of people have a lot of shelf help, you know. And of course, we don't want any more shelf help. You want help that helps, that you get that ROI. So, how about tripling in 2 weeks? I mean, that's pretty amazing. But, you know, and you can go to my website, you can see hundreds of examples of that, you know, videos and testimonials. I mean, like Jenny McCarthy and many others. But I mean, it's all right there because that's how powerful the system is.

Well, I definitely want to take that free analysis. One thing I find too, I just have to mention while we're talking, is you're talking about the lady that went to all these seminars. A lot of times they go to the seminars and then all the notes they took just sit on their desk or on a shelf.

Exactly, exactly.

And nothing ever happens with them. So, you know, if you're going to spend the time to go, you really kind of need to review your notes or what you've learned.

Yes, that's the most common thing that people tell me, Jean. You're absolutely right. And Again, it's— that's a form of shelf help, right? Oh, I got all the notes and right on the shelf. And it's like, ah, you know, and isn't that an example of your foot on the brake? Now, of course, nobody wants to do this. Nobody means to do it. You're going to the seminar, you're buying the course or whatever it might be. And of course, you want the return on your investment. But that's the thing. Most entrepreneurs, real estate professionals that I coach and have coached over the last 30 years, one of the biggest things they're facing is overwhelm. They just don't know where to start, you know? So, you come home with the big, you know, the notepad full of notes. Right. gosh, and, you know, where do I start? And so, it's so easy to just set it on the shelf and continue with what you were doing. So, that's a great example of, you know, getting people out of overwhelm and cutting through the clutter. So, a lot of people, most people that I coach, they really need to have a stop-doing list, you know, because what's so funny is you leave with this to-do list, which is 10 miles long. Yeah. And what are you going to do? You end up doing nothing, you know? So, what I help people with is the reverse of that. It's a stop-doing list. Do you ever notice that there's a lot of things you're doing that you probably shouldn't be doing?

Yes.

And that's going to cost you. That's another example of your foot on the brake. So, boom, we get rid of that, we can skyrocket.

Yeah. A lot of that is unconscious. People don't even realize they're doing it until someone points it out or until you realize.

That's right.

I mean, that's— so, anyway, which unconscious habits? Those are not easy to change. Even the habits you know about are not easy to change.

That's exactly right.

Yeah. You know you're doing it wrong, but how do you change it? And I think a lot of that is one, and please correct me, one is recognizing that it's not good, it's not helping you. And then repetition to change it.

Is that one of the things that I teach in my Power Habit System is what a habit actually is. See, this is a big thing that people don't, don't understand because, hey, we weren't taught this stuff in school. We, you know, we were taught algebra and calculus and what good, you know, when are you using that?

Biology.

Doing, you know, they never teach us anything useful. And I mean, I got straight A's in school and what good was that? It didn't do me any good, you know? So anyway, the point is, uh, one of the things that people need to understand is what a habit actually is. That's what I talk about in my books like Power Habits or my online course like Power Habits Academy. And of course, in our, in our Coaching. So, very briefly, a habit is 5 steps: the cue, routine, reward, craving, and belief. Now, very simply, it means this. The cue is the trigger, right? So, a trigger could be anything in your life. It could be you wake up. You know, that's a trigger, right? And, uh, so, that's the first thing that happens. Then you have the cue, then you have a routine, right? So, let's say you wake up and what's the first thing you do when you wake up? Well, most people check their phone, right?

Oh.

They're checking their phone. Is that a really great habit to get into? Not really.

No. No, not first thing.

No. And then, what's another thing that people do first thing in the morning? They worry. Oh, man, how am I going to pay mortgage this week? You know? Oh, man. You know, I don't have any money. Oh, how am I going to get a client? You know, very first thing you do, you're worrying. Okay? Is that a good habit?

Negative mindset. No.

Exactly. So, these are just a few examples, right? So, cue, routine, then you have a reward. Now, that's weird. What do you mean a reward? What could, what could possibly be a reward for a bad habit? Well, believe it or not, the human brain is wired for safety, right? It's wired for safety and security. So, believe it or not, it's like a security blanket, right? So, wake up, worry, and you know what? You're in that safety zone, as weird as that sounds. But what we do is we actually look at that and say, well, is that the reward you really want? No, because the human brain has a reward for safety and security, but it also has a reward for success. But isn't it funny that success is usually the opposite of security? Why is that? Because you have to do something you're scared of, right?

You've got to get past that hurdle of security.

Exactly. So another great example, of course, of, of a habit that people want to break is procrastination, right? That's the number one habit that people come to me saying, hey, Noah, you know, I, I really need to stop procrastinating. Well, what do you mean by that? Well, I know what I'm supposed to be doing, but I'm not doing it. Okay, so then we dig down on that. Well, why are you doing that? You know, because that's what procrastination really is. You have the, Cue is I think of the thing I'm supposed to do, and then what do I do? I do something else, right? I know I should be making that phone call.

Distracted.

Right. I should be making a video, you know, posting on social media or doing ads or reaching out to that prospect or whatever it might be. But you know what? I'll go watch Netflix. You know what I mean? So, and that's the point because it's safe, right? Watching, sitting there watching Netflix is safe. Your brain's like, oh, this is great. You know, they're, and guess what? Your brain doesn't care about your bank account. I'm talking about the ancient human brain, the caveman brain we call it. The caveman brain's like, Ugh, I don't care. I don't care if I don't have any money. I don't care if I'm living on the street. At least I'm not scared. And you're like, that doesn't make any sense. But it really does if you think about it.

Yeah. Because change for most people is scary. And it's, it's easier to not do it because—

That's right.

What if I don't do it right? What if I fail? That's right.

That's right.

You know, there's always a what if.

Exactly. Exactly. And that's what I call a form of— here's another term for everybody— is called your head trash. All right? So, your head trash is the voice in your head that says, I can't do it because... or, this won't work for me because... You know? So, I'll give you a perfect example. I was speaking at a seminar in Los Angeles for 1,000 business owners, entrepreneurs, CEOs. These are 7, 8, and 9-figure company presidents and big, big people.

Yes.

And so, I was walking off the stage. I just finished my presentation. A man came up to me out of the audience. And he said, Noah, I want to hire you as my coach. You are the coach I've been looking for. Now, I didn't know this man from Adam. Ironically, his name was Adam.

True story.

You can go to my website and watch this video along with everybody else. But anyway, so I said, okay, well, what's going on? And he goes, well, Noah, I own this company. We're at 7 figures. And we got to 7 figures really fast. But you know what? We have been stuck at the same level for the past 4 years. He said, 4 years we've been stuck. And we can't break through that income ceiling. And he said, I've spent hundreds of thousands of dollars. I'd hired every coach, every marketing guru, named all the big names. And he said, we can't break through that income ceiling. And he said, as soon as I heard you speak about inner game, outer game, head trash, foot on the brake, friction, everything you just said, he said, I knew that you were the coach I've been looking for. So, he literally decided to hire me on the spot. That's why I love working with high achievers, right? They make decisions quickly and firmly. Get it done. Oh, I gotta think about it. Let me run the spreadsheet. Let me just do that. No, let's move. Let's go. And so, that's how I knew he was going to be very successful. Anyway, so he hired me. I coached him and his leadership team for 18 months. And guess what? In that 18 months, we were able to get his company that had been stuck at the same level for the previous 4 years to over $20 million in revenue. That's a 600% increase in less than 18 months.

Wow.

Now, get this. Most CEOs, founders, entrepreneurs would be thrilled with a 10% increase, a 15%. They'd be thrilled. 600%, you know, and it's conceivable. We call it hockey stick, you know, that you're going along like this, and then, you know, we put my formula in there, and then we go, whoop, we just go through the roof. So, that's an example of how pervasive this is and really how much it's costing you if you don't do this.

If you don't, right, right. I love the analogy. I also love the foot on the brake because I'm from Houston and there's all kinds of traffic. That's a great analogy.

You're always driving with your foot on the brake.

Exactly. Or, or back. Yeah, totally back and forth. Um, so your Freedom Lifestyle Formula is pretty much what we've been talking about right now. People want to find out more about you, we go to— if they want to do the free— I'm sorry, let me look it up. They want to do the free analysis, it's noahstjohn.com.

That's that's it. That's my name. Just just like it sounds. N O A H S T J O H N Noah Saint John. So I have both books covered: Old Testament and New Testament, just in case.

Love it. Love it. Along with your 25 books now. So your website, they can find everything on your website.

Yeah. So we have we have we have coaching. We have online courses. If they want to talk to me or one of my coaches, you know. So like if you're like Adam and you know you want to just get this, like let's move. Let's go. Let's get that hockey stick growth. You can also go to breakthroughwithnoah.com. I'm known as the Breakthrough Coach, so easy to remember.

Yeah.

So, breakthroughwithnoah.com. And what we do is we give you a 15-minute business evaluation and we'll literally see exactly where you're stuck and give you a 3-step plan to, you know, get that hockey stick growth. So, that's breakthroughwithnoah.com. If you know you want to just go and let's do this, and if you want to explore Some of our free resources or my books or my coaching, just good old noahstjohn.com.

All right. Oh, gosh, I had a question, just went right out of my mind. But real estate, because most of my listeners are in real estate.

Yes.

You work with real estate agents, brokers?

Tons. Absolutely. And we're talking hundreds of millions of dollars in ROI. Yeah, it's huge.

Wow.

And why is that? Because so much of real estate is up here in your brain, right? So much of the reason that people are struggling is because real estate, let's face it, is a very sales-heavy process, right? So, anything with sales, you're dealing with human psychology. When you're dealing with human psychology, you're dealing with the human brain. Well, last time I checked, the human brain, human psychology hasn't changed in the last 100,000 years or so, and it ain't changing anytime soon. So, that's exactly what I'm fixing, what I've been fixing for 30 years.

Wow.

I mean, I have so many examples of real estate professionals who I've— I'm gonna give you a quick one. Brian from Boston.

Yes, please.

When I met him, he heard me speak at a seminar. He got coaching from me right away. Again, a high achiever, fast mover. And when I met him, he was, you know, working in Boston, doing well. He made $95,000 in 12 days of coaching with me. 12 days, $95,000 in commissions. And guess what? Because he started making all this money, he decided to move from Boston, and now he has a thriving real estate business in Aruba. From Boston to Aruba, you're welcome.

My goodness. Oh my goodness. That's incredible. Yes.

So, you work with many, so many more. Yeah.

Now, will you work with people just starting out?

Of course. Absolutely. Look, if, you know, let's say you haven't broken that $10K a month, You know, yet you may not be ready for coaching yet, but that, you know, you can get one of my online courses or books or whatever. See, so, I have all different levels, you know, from, I mean, look, one of my clients right now, I'm coaching him through a 9-figure exit, you know, so, he's going to walk away with a very, very nice check, you know. So, you know, we've got 9 figures, but we've also got people starting out. So, it really doesn't matter. Again, we're dealing with the human brain, human psychology, and I'm just, as you can tell, very passionate about helping people.

Yes.

And making a difference.

No, that definitely comes through. And I know a lot of people, um, want to go into sales or whatever, and you're right, it is sales, uh, service-oriented business, and they're introverts, which—

That's right.

It's hard for people, and that's one of the feet on the brakes, I think, as well.

Yes, it can be.

It's hard to talk to people. Yeah, it can be. Yeah, I have— I actually have a lot of introvert tendencies, but I forced myself to get out there and talk to people. And it's like, once you get started, then you got your, your more on the gas than you are on the brake, but you gotta first get your foot off the, off the brake.

Well, I am an introvert too, Jean, which you probably wouldn't guess by me talking right now because of course I'm being very extroverted at the moment. So really I'm an ambivert, which I bet a lot of people listening to this are. An ambivert means you're both. It's kinda like being ambidextrous, right? You have right and left-handed tendencies. Well, an ambivert is exactly that. Sometimes you're introverted, sometimes you're extroverted. So like when I'm on an interview, when I'm on stage, I'm very extroverted. You know, if I'm at a party, I'm not the guy, you know, with the center of attention, you know, with the lampshade on my head. I'm, I'm standing in the corner with my wife. But, you know, I'm very quiet, you know. So, but anyway, my point about that is that's the beauty of what I do with the Zero Friction Solution. And, you know, the Zero Friction Architecture, the framework is it doesn't matter, you know, because what I noticed is that people in sales who are successful tend to be extroverts, right? I mean, duh, because, you know, you're talking, you're very good at the gift of gab, blah, blah.

Right.

I'm not that. I'm like, I'm a shy, quiet guy, you know, normally. So, how can I build a system that overcomes my natural tendencies to be very quiet and shy and introverted? And so, that's what this represents, right? So, that means it doesn't matter whether you're introverted, extroverted, or ambivert. Um, it works because it's a system. You just plug it in and literally, you know, you fill in the blank. Like with my 12-week breakthrough that I was telling you about, you know, with Tamitza and many others.

Right.

You know, it's literally, I'm giving you the blanks. I, we fill in the blanks. Of exactly, number one, why your foot's on the brake. And number 2, of course, you know, giving you the program, the system, the framework, the formula to get your foot off the brake so you don't have to work so hard. You don't have to, like, force yourself to do things. We're being— we're working with who you actually are, not trying to change who you are.

I love that. I love that because, as we talked before, change is scary. So before we have to Cut here and move on. Anything you want to bring up or mention or say before we run out of time?

I just want to say that for all of the folks listening who are real estate professionals, that is one of the areas that I've really helped people make a lot of money, but more importantly, win their lives back. Because what good is having a lot of money if you don't have a life? You know? So, let's face it. There's a lot of miserable millionaires out there. You know, we don't want that. We want to have that freedom lifestyle, right? And that's where you have Right. The time, energy, relationships, and the money. All 4 elements. That's what I call a freedom lifestyle. You have the time that you want so you can go to your kids' soccer games. You can go to the ballet recitals. You own your life again. And guess what? You have an escape. Most people don't own their lives, right? They're working way too hard for not enough money, right? So, you have the time, the energy so that you're happy, joyful, grateful instead of being sad, resentful, and angry all the time. You know, the relationships, the personal, the business relationships that you want. And, of course, the money. Money is very important. They say, oh, money doesn't buy happiness. Well, as the great philosopher David Lee Roth once said, money may not be able to buy happiness, but it can buy a yacht so you can pull right up next to it. Great.

Okay. Now that I hadn't heard. I love that.

I love that. That's a good quote, huh?

It's all about— it's wonderful. It's all about— and I have a friend that owns a yacht. I'm gonna mention that to them. Bingo. That's right. It's all about balance.

Indeed.

Well, thank you so much. I want everybody to go to noahstjohn.com. Check out all of his resources, all of the things that he offers, and hopefully they'll be giving you a call to do some coaching. I'm going to be doing that. Thank you so much. This has been fabulous. Thank you so much.

My pleasure.

Bye.