She Set a $250K GCI Goal – Then Made $750K | Outliers

Have you ever asked yourself, why is it that some people seem to constantly outperform their potential? Call them an outlier. While other people with the best of intentions fall dramatically below or just below their expectations. And listen, they're not bad people. They set big goals, but they don't align their behaviors with what it is they want to accomplish. The next 7 shows, this quick little series I'm doing where I'm interviewing the outliers. What's the psychology? What's the mindset? What do they do that cause them to outperform their potential. Enjoy the show. What if I told you my next guest wrote a goal for 2025 to do $250,000 in GCI, and as the story goes, she had to increase the goal to $500,000 and then finish the year at $750,000 in GCI? Joy Lynne, welcome to the show.

Thank you.

When you think about what you were able to achieve, just stream of consciousness, like what, what happened? How do you feel? I mean, that is, that's insane what you were able to do.

Yes. Um, I always knew deep in my soul that the sky's the limit for myself, but it's just putting it out there and being consistent and actually truly believing that I can do it. I think there's a difference there. Knowing that you can do it and then believing.

And so, so a lot of people have said things like that. You know, we've, you know, we're well-read. We, you know, we spend all this time with all these amazing people. What was the difference for you? When did it like— did it, did it click, or was it a series of clicks and then you were like, wait a minute, this is real, I'm doing this?

Um, I think it was probably a click because I tend to chase things, you know, shiny objects. And I thought, well, they're doing this, so I need to do that.

Yeah.

And, and then it wasn't me, and it wasn't truly who I was. And so I would stop it, stop doing it. And then I decided, actually with my coach, after a few times of talking with her, I said, I just need to get back to the basics. Yeah. I love to— I'm a motivated person. Yes. I love systems. And I was ignoring that. I was not being my true self. And so when I finally went back to the basics of getting up in the morning, doing affirmations, making my phone calls, not worrying about people I didn't know but calling the people I did know, yes, and getting out of my head about it, yes. And once I truly did that and offered really good information to these people and made it very me, I guess you would say. I was chill about it and it became very effective and easy.

Yes, yes, yes. We have so much to unpack on this show. So how long you been in the business?

I've been in the business since 2001. However, I took a little bit of a side road because I bought a chocolate factory from a client. Long story.

What, what were you— speaking of shiny pennies, what were you thinking? What was that? What was the Tell us about it.

I just thought, well, you know, maybe I'll diversify and I'll buy a small business. And a client that I sold a house to on my street, actually, that still lives there, wanted to sell their small business. And I thought, you know, that would be fun.

I like chocolate.

I know. So for everything, learned a lot.

Yeah.

And then realized again, true to myself, Sold it, did great, you know, kind of left that behind, but took the most valuable things from what I learned from that business, which is service.

Yes.

Who your clientele is.

Yes.

Having employees.

Yes.

And, you know, being true to myself.

Yes. And in this case, employees like maybe first-time job employees.

Yes.

Right. And others, obviously. But it's, you know, it's minimum wage.

Yes.

Right. Different management style from, say, entrepreneurs or 1099 employees.

Yes.

Interesting. So, so part of the show, you heard me talk earlier today when I was saying about like outliers versus people that are underperforming, right? And I always say to my audience, when I say underperforming, I'm not saying that they're bad people and they're not selling a lot of real estate. I'm saying they, they tell their coach they want to do this, but their behaviors are here. And if you're listening only, I'm raising my hand up high and saying this is the goal, but their, their performance is in direct correlation to their behaviors. And what you were talking about is my more natural behaviors, reaching to prospects that are more natural for me. So I wanna unpack the mindset. So walk me through the last time you missed a goal. What did you first, when you, when you missed a goal, like what did you change the next week and why?

Um, I, I missed a goal last year actually. Um, and it really affected me.

Um, what was the goal?

Well, I wanted to, to get to the top 500 agent, and I felt like I worked really hard and I was just off. Right.

And how much did you miss it by?

I think it was about like— actually, I don't really remember that number, but it was too close to be comfortable.

Like you should have bought a house and closed on it. Correct.

Yes, correct. And I had made it the year before, so I, you know, I thought for sure I was going to go ahead and do this. And so based on that, I had to reevaluate and understand, you know, that next, I mean, January I went to Elite in Florida. There was, I was my first one. It was, I was drinking from a fire hose. And I really remember my coach telling me, you're gonna do that, but choose something that's really gonna make you change. And there's some things that resonated with me there, which was, You know, there's a lot of noise with great things to do and people do great things with them. Yeah, but I needed to sit with my journaling in the morning and I needed to decide what was best for me to be effective to my clients. And so I think from there I learned how to go back to the basics and what my pillars are, I guess.

So in the case of not hitting the goal, right, and it was top 500 in your In your MLS, in your country?

Yeah, it was Wasatch Front MLS, Salt Lake City.

Got it. So you missed the goal. What do you do?

You—

I mean, what do you do?

For me, I changed my mindset.

Tell us.

I changed my mindset from being fear-based, from being competitive with everyone else out there, and being competitive with myself. Does that make sense? In a way where I— okay, these are my goals. I'm the only one that can either make me or break me.

Yes.

So every morning when I did my routine, I kept that in mind. When I was trying to make my phone calls and I just didn't want to, I, I remembered that it came up in my mind. I am in charge of me. And either this today is going to not happen for me or it's going to happen.

Yes. So that's agency. Yes, we talked about it all.

Exactly. Agency. You did bring that up today. I thought, oh my gosh, this resonates with me.

Yes. So thank you for answering that because it's, it's, it's one of those like, I missed the goal, but like, what do you do? You take responsibility, do you not take responsibility? Do you blame others or do you say, yeah, I got to get this, this is on me. So, so you, you keep mentioning like your routine, using that just as an example. Mm-hmm. In, in your experience, how much time do you give a new routine, a new prospecting method, whatever, as a new system? How much time do you give it before you cut bait?

Good question. I'm, I mean, I think for me, I would say I would have to give it at least a 90-day full 100%, 110%, and then be able to go back to it and look at it. I kind of, you know, I love physical fitness, and I, you know, they— everyone says the 12-week plan, right? So any 12-week plan becomes a routine, and I would say that that would be where I kind of follow my, my goals and paths. And if it doesn't work and I've given it my all truly, then I need to break away from it.

Right.

It's easier said than done sometimes.

For sure. For sure. And it's hard because, you know, we're in business and we know that some things take longer than others.

Right.

How do you evaluate? Have I given enough time?

Who? I would just—

Is that something your coach helps you do, or is that—

Oh, absolutely.

I didn't mean to interrupt.

No, no, I was just— Yeah, I think there's two points. I think it's, again, you know, my coach is definitely there with me every step of the way. I'm so grateful for her. And also, I think that I sit back and reevaluate again. Look, my job is about service, and if it makes me feel good and it falls in line with my values, yes, and I feel good about doing it even though it's hard, then it's, then it's, it's a go. I have to continue to do it. If, you know, I'm just dragging my feet and I just cannot do it in a really good way, then it needs to be eliminated.

I love it. I love it. So, so what's a behavior— and I think I already know the answer, but I'm gonna ask anyway— what's a behavior in your business that you do even on the days you don't feel like it?

Making my phone calls.

Really?

Well, no, no, okay, I'll be, I'll be true. I think—

no, lie to us.

I know, I know, I know, I know.

But really, like, what do you— like, you know you got to do it, but some— like, people, like, people say, well, there, she's human, we got to miss a couple days. But like, what do you do that no matter what you just do it?

Oh, no matter what is my— I get up and I— my affirmations and my journaling. Yeah, it's No matter what.

Why?

It gives me the right mindset for the day. I mean, it puts me in perspective. I'm a mom, I'm a wife, and I have to, I'm a positive person and it's crazy out there. And I think that it puts me in a light for my clients where I show up for them and I'm positive for them. And my family. So I think those are, those are non-negotiable and a must for me.

Yeah. And then back on the calling thing, we're not talking about cold calling.

No, no.

These are my past clients, sphere, database, sellers under contract.

Yep.

How many days a week do you miss?

Um, I would say if I have a, if I have a busy week and I just put it on the back burner, I'd say 2 days out of the 5.

Okay. Yeah, but 3 you'd make?

Yep, for sure.

Interesting. And you, you set a goal to go from 250 or grow to 250.

Yep.

You got somewhere around 500 and your coach said we're raising the goal again. What do you think would have happened if you did 5 days a week every week minus your vacations and time off?

I mean, it makes my stomach—

thanks, coach.

I, I— it makes me so excited and Again, the sky's the limit for me, right? And I just have to put my head down and, and, and work and do what works for me.

So we were chatting off-camera about friends of ours that we know, and you were in Costa Mesa. I grew up in kind of Westminster, then Huntington, then Newport. So we all running in the same circle with our mutual friend.

Yeah.

Did you come from a family where everyone just said to you, Joylyn, you can do whatever you want. You have abundance. Go get out there, girl. You're going to kill it.

I, I, well, I did have very good support from both my mom and dad, um, but I, I come from a— I'm the youngest of 5, a family of 5, and all of my— I have 5 brothers, or 6, excuse me, 6 kids in our family. I have 5 older brothers, um, you can imagine how competitive that was.

You were raised with a pack of wolves.

Yes, yes, there was no, um, equal. I mean, well, there was equal, but meaning we all fought for what our position, right? And there wasn't anything that I couldn't do. My brothers were all great to me and, you know, if we do it, you do it. Let's go.

Yeah.

So it was, it was a great— Yeah.

Do you think that impacted how you operate today?

Yes.

In what way?

I have a lot of courage to— I'm not afraid to fail, right? Because it's okay to get back up. And I'm, I also am not afraid to learn. And I'm really good at observing and watching and seeing how things work, right? So, I think it just gives me, but I also have the motivation, right? If they can do it, I can do it. I'm just going to do it my way.

I'm going to ask my producer, how many times have we heard that? It's, it's like, it's literally every person I've interviewed for the show. Everyone's like, well, they could do it, I could do it, right? It's like, but, but that seems to be an outlier, like, insight, right? That you're— you have pattern recognition. Oh, Brian's doing this, Brittany's doing that, it's working. If they can do it, I can do it. Follow the pattern, get a similar result. But what I love and respect about you is, but does it feel right for me? You know what I mean? Because it could work for Brian, but Brian's doing something that's outside of you know, your natural DNA, right? So, all right, so let, let me ask you a different question. Okay, what's something you stopped doing?

Um, let's see, let me think about this. I, well, I stopped doing— I stopped worrying so much about, well, specifically I stopped chasing the gold. I guess in general, I stopped chasing what everybody else is trying to do. So for example, not expireds, but cold calling. Yeah, I am not good at cold calling. Yeah, I tried it. It doesn't— I don't sound right on the phone. I don't say the right thing. So I feel comfortable being in front of people instead of on the phone. Yeah. So I chose that that wasn't going to be one of my pillars. Yeah. I actually prefer door knocking, if you can believe it. Yeah, I know.

I can see it face to face though with you.

It's the face to face.

So much natural like charisma and energy that face to face would be automatic for you.

Right. And so it gives me a connection. So I feel like I can— I connect faster and I feel like I can trust them and they can trust me. Right. So I think that would probably be the cold calling would be something I dropped. I also—

and yet you will cold door knock?

Yes.

Yeah, I mean, I don't think anything you do is really that cold, right? You know what I mean?

Right.

So, but are you, are you door knocking around your recent transactions? Are you door knocking in neighborhoods that you're marking? Like, who do you actually go quote-unquote cold door knock?

So whenever I have an open house, yeah, I go to 10 or 15 properties around there and I door knock and I hand them, you know, something that's of value and invite them to the neighborhood Thursday party.

Yes.

Um, so that's— I love doing that.

And there I can see it. I can see it with your energy.

Yeah, it's just so exciting to see what people come back by, and they, and they always show up, right? Um, and then I have a farm that I'm just working. It's one of my three pillars that I'm really focusing on this year. Good. Um, and yeah, I think that's— it's gonna— it's going to be fun. I know a lot of— it's surprisingly a lot of people in my community, um, that I didn't realize that lived here. So yeah, it's— I do enjoy that.

I'm gonna ask the same question but give you a different point of reference.

Okay.

What have you stopped doing that allowed you to scale?

I think I stopped doing—

oh, that's like, you know what I mean? Like, yeah, or you just run out of time, right?

Oh, time is very important to me.

So what, what did you let go of? That, that you're like, hey, you know what, you can take care of this and you can take care of that and you can take care of this because I'm going to go be face to face with clients and do things that feel good.

Got it. Well, I definitely— so I had— I didn't have a TC.

What? How many transactions last year?

I did 30, over 30 transactions, and I didn't have a TC until when? Oh, I didn't. I, I hired— yeah, I hired a TC in August on my own.

Okay.

And I hired an assistant. And so that was amazing. And so that really helped me because I hadn't had one ever. I hadn't had one in 4 years.

So, Jolynn, that would derail some people to go from controlius maximus, right, doing everything, you know, got your finger on everything, nothing gets by you, right? And like on a Thursday you got a TC and an assistant. Many would say that could slow down your business because now you're trying to train them up and get them ready.

Yeah.

What, what happened?

No, ask my husband. He was like the happiest person when I did that.

Why? Why?

Well, because it freed up everything. I mean, I was— I would— they were able to put key— I mean, just do the work that takes so much time that again is not who I am, right? I am good in front of people. I am good at giving service to people, showing, you know, providing the service by showing them property, negotiating contracts, being in front of them and helping them meet their goals in real estate. So everything from contracts to Popeyes and to organizing those types of things and putting the processes that I have in place.

Do you put your own signs out? Do you put the lockbox on? Do you, do you meet the inspector? What is it like?

Yes.

Or did you move all that on?

Signs are— I don't put my own signs out. I don't put my own key boxes on. I do meet my inspectors. But those are the things that, you know, I slowly gave up. It's actually hard when you are a Type A personality.

I was already going to ask you because someone's like, someone's going to go, I gave that stuff up a long time ago. Oh, but I want to remind my friend listening, you remember when you gave it up, you're like, right? No one could put the lockbox on the way I do. Right, right.

Or location.

Yeah. Yeah. And for the person that's still doing it all, I hope you're listening. I hope you're listening.

It's life-changing.

What did your husband say 60 days later, 45 days later, when all of a sudden all these very important but mundane tasks were now being done by somebody else?

Hello, nice to meet you.

Hi honey, welcome back to our marriage. I love it. Okay, two kind of crazy last questions. Even though you set an intention of $250,000, you and your coach wrote a plan, you quickly got on pace for $500,000, then you raised the goal again. Somewhere results stall. When results stall, what is the first thing you examine?

My routines. And if my routines are honest and service-based, right? So if I got, I guess the word, lazy, right? If I just was thinking, oh, you know, this week— Cutting corners.

Cutting corners.

This week I don't need to do every single day. Um, this week it's going to be okay if I don't, or, or if I'm not time blocking, so I don't have enough time to do the things that I'm doing and I'm feeling, um, overwhelmed, or, um, you know, that type of thing. So I, I definitely think that, um, that's where I would go back to and just confirm that I was doing those things.

Do you want to know one of the fundamental differences between an outlier and someone that underperforms their potential? Yes, it's exactly what you said. When things stall, I look in the mirror. Others— and again, I'm not razzing because these are my clients, right? Some of them that are underperforming their potential have a tendency to give their power away. They say the market's just kind of weird right now.

Yeah, right.

It's like, it's not the market, right? It's you every day. Yeah, I mean, the market's marketing along.

Mm-hmm.

But if you maintain the things that give you the power— I mean, we've— how many times we said that, right? Okay, so last, last kind of maybe question.

Okay.

How long were you in the business? You got your license in 2001.

Mm-hmm.

When did you get serious again? Like, was it always serious? Did you, you know, post the chocolate, get re-serious?

And I got back in it in 2019 and really put my head down.

Okay, so 2019, straight into the global pandemic, also known as the champagne and cocaine of real estate. When did you join us and what was the trigger?

Well, of course, I got in my life— well, I came back in full time in 2019 in October. So the pandemic hit in 2020 and I thought, oh, well, this is great. And I did that first year in 2021 and it was just chaos. Yes. Right. I mean, crazy. It wasn't anything like I had done prior to owning the business. So it was new. It was very new, different world. And then, so I was about a year and a half in and I thought, I just need organization. I need, I need direction. I need to be held accountable. I need, the world is changing. The industry is changing. And ultimately, I want to be an advisor that is educated enough and fast forward enough where people respect me and this profession that they come to me for advice and direction. And the only way that I can do that is by having a coach.

Yes.

In my opinion, that position you in a way where you're learning, you're, you're not pausing on growth. And yeah, I, that's That's when I—

what do you say to the person that's like, well, I'm not the baby and I didn't have 5 brothers, so I was raised in a different environment? Do you know what I mean? You were, you were raised in a very unique environment. So what do you say to that person that's like, ah, you know, like, it's just off for me, I don't know, right?

I, I think that, um, there's something in your world that always motivates you. And makes you wake up every morning, right, and say, I can do this. Yes. Find that.

Yes.

And if you can find that, it is gold.

Yes.

Because it will set you apart from everybody else. There's— you just wake up and no questions asked, right? No matter what, it's hard, but it just makes it a little bit easier to have that motivation and keep things in line and to continue to create the sky's the limit, right?

Right. So what would you say to your coach in closing?

I'm just so grateful. I really am. I am so grateful that they show up, right? Because you think about all the people they talk to and they still have to make a living. They still have to do the things that they're doing in their life.

Right.

And they pause for 30 minutes every week to hear me, you know, I hope I don't complain, but to give me advice to focus.

Yes.

Um, and to help me be the best I can be. So I'm just really, really grateful.

Yes. Yeah. You know what is— I mean, I just— it's interesting just watching you. You have such great energy. You have such great natural charisma. What I respect about you is that you figured out what is in your DNA what works for you and you do that.

Thanks.

And that's superpower because most people don't have the self-awareness. Yeah. So they, you know, they keep trying a bunch of things and maybe going down the wrong path for maybe too long, right? And there's things that you do and I do that don't feel good, but I know they're right. So it's not always like I like chocolate and it's not chocolate. Like sometimes you gotta, I don't know, have not chocolate, right? Because that's just part of the game to be successful.

Yes.

So I just want to acknowledge you for like just doing what you've done. I mean, to literally set a goal of X and basically 2X that number. Yeah, you should be very proud of yourself.

Thank you.

Yeah, so I know somebody, somebody watching right now, because you've watched podcasts, right? And you, right, sometimes you're like this, uh, not for me, and you turn it off, right? Like, and then they go, ooh, I like that person, right? Like, you, you, that's that, if they can do it, I can do it. Somebody is watching right now and they're watching, so like she's my jam. I get that. How do they connect with you? Okay, Insta, DM, where? What's the best way?

Joilyn Anderson. I'm on Instagram. DM me, whatever. I would love to get your energy too because I think other energy helps my energy. That's right. That's right. So, and I'm grateful to talk and talk anything through. So people have helped me, so I have to give it back.

Okay, J-O-I-L-Y-N. J-O-I-L-Y-N. Just make sure you put it up on, especially in all of our stuff. And Anderson, thank you so much for being on the show.

Thank you.

I'm so proud of you.

Thank you.

And now we got to go back to work.

Yes. Yay.

All right. So hey, make sure you follow her on Instagram too. I would definitely be checking in. If she's your jam, you need to absolutely reach out. Thank you so much for being a part of this show, watching what we're doing. You're next. You're the next outlier. Here we go. Hey, if you're listening to this in a podcast and you're saying to yourself, I might be underperforming my potential and I want to become an outlier, Go back to the show notes, click that link, schedule a session with one of my teams. Let us help you become the outlier you deserve to be.