Harnessing the Power of Momentum

This. So the topic of today is, is, you know, looking back, kind of taking an inventory of 2013, kind of kissing it goodbye, all the good things that happened, you know, the challenges, you know, what we're going to do better, that sort of thing. I've been doing this. I had a Tony Robbins, one of his senior coaches, for like three years. And this is the fourth or fifth year that I've been through this process. It's a very, very cool process. So if you didn't take the time out to fill out this document, we're going to go through it today. And I'm going to ask for those of you that did fill it out, you know, we're going to kind of just go through the different sections and even if I get a volunteer, I'll probably unmute your microphone and we can just kind of go through it. Writing down your goals and just writing down your thoughts and where you want your life to be is probably the most powerful thing that you can do. And Carlos, you apologize. Yeah, that's fine. Which is totally fine. The whole point is for you to do this at some point here in the next week or so before real estate, we've been selling into next year already. But we're actually going to start out a little bit in reverse here. So we're going to start out and we're going to actually take time on this call to answer. Can everyone see my screen? No, I'm not even showing my screen yet. So there you go. All right. Can everyone see my screen? Give me a yes. Yes. All right, cool. So let's, I'm going to give you guys five minutes and while, while you're answering this question, you're actually going to do it wherever. Do it in a Word document, Google Docs, in an email. Go ahead and answer, Answer this question here. I, I went through this process and I'm going to read you what I wrote here while you guys are doing this on your own. So this is the vision breakthrough. So imagine your life one year from today. Think about what will be happening in your business, with your family, with your health, with your key relationships. In as much detail as possible, tell the story of what this future looks like. Talk about what the conditions are around you, what you're doing, how you feel. Give as many specifics as you can. In other words, paint a compelling and exciting picture of your future vision. So this is one of those touchy feely things that I promise you, if you do it, it'll get you pretty jacked up about going into Next year. So we're going to take five minutes here to actually write this out. And I know some of you are thinking like, man, I can't believe I'm paying this guy, you know, to tell me to write out this hokey stuff and predict my future. And this is not so much like, you know, put something out in the universe and, and it's going to happen. You know, the secret, and the secret is there is no secret to the secret. You know, all of this is going to have specific action items behind it. So this is just, you know, the first step in creating your future. You know, when I got into real estate, I can't say I imagined it exactly the way that is today. And go ahead and get started in this. So you're on, you're on the clock here and I'll just kind of talk while, while we're going through this. You know, I had a very clear picture of what I wanted for this business. I had a little baby at home. I mean, I can bring up tears. I've got so much emotion behind why building a true business was important for me, you know, that it still brings up the emotion. I had a six month old, you know, downstairs and I was making calls on Tuesdays and Thursdays at night and, you know, doing stuff that, man, other agents just. I worked in a brokerage, a small brokerage, and other agents weren't doing what I was doing. So there's really no simple way around. Some of you are at a point where you really have to dig in and do some things that other agents aren't willing to do. And it's tough to make 10 to 12 hours of prospecting calls if you're a solo agent, if you don't have the vision behind it. So, so hopefully you're writing here. Look at that guy coming on video, John. That's brave. Yeah, I don't need to see your videos, but that was cool, John. So if you're just getting here, answer this question here. So imagine your life one year from today. Think about what will be happening in your business with your family, your health, with your key relationship is as much, much detail as possible. Tell the story of what this future looks like. Talk about the conditions are around you, what you're doing, how you feel. Give us much specifics, paint a compelling, exciting picture. And I just did this. I just did this a couple weeks ago or last. Yeah, a couple weeks ago. So for me. So today. So this is my vision, breakthrough today. I'm more fit and full of energy than I'VE ever been. I exercise vigorously four to five times per week. I love it. My weight no longer fluctuates. It's steady at 192 pounds, which is my marriage weight. For those of you that don't know me, I'm like 218, 220 now. So I've got a few pounds to lose. So I'm £192 fit, full of energy. Closer to Julie, my wife, than ever before. We openly share with each other. She's my best friend. We're regularly intimate and we look forward to that time. Probably an overshare for you guys, but this is, this is me. So I'm filled. And so these words have meaning because they, they bring up emotion in me. So as I read them, I'm filled with love from Anders and Kendall, my kids. I'm actively helping them to become amazing people. My relationship with God is profound. I'm reading scripture daily and applying it actively to my life and challenges. I'm a more supportive brother and son. I have two to three very close friendships with other men. So for me, a little bit background. I'm kind of like that guy that thinks he could do everything on his own. And we're three minutes in, so we've got two to three minutes. So keep going. Keep writing out your vision. Breakthrough. So for me, relationships have been a bit of a challenge. So Lars Hedinburg Inc. Which is my real estate company, closed 378 sides for 90 million worth of real estate. Top line sales eclipse 2.75 million with over 800,000 pre tax profit. We have 80% of our clients rating us a 9 or above. Staff loves to come to work and they are committed. Agents are competing in a healthy way and on average each agent sells 42 homes per year. We are well known as the best team in the Carolinas. Lars head and board coaching has taken off. Revenue run rate is over 100,000 per month. I have 10 one on one consulting clients. As I talk about creating a new product, my clients love and value my insights and support and experience. My online Gold has 200 paying members and my Platinum inner circle has 50 members. I've got another new product that's Evergreen selling 10 units per month. I'm serving agents, teams and changing lives. Doing this work, I put 500,000 cash in the bank and I can now literally cut a check for a million dollars if I had or wanted to. We gave over $100,000 to those in need. I can't slow down the money. That's Coming in. We're truly blessed. We have no more rental properties. We have made a handful of angel investments in oil and gas investments. I've done two mission trips this year. This was kind of scratch afterwards. I've taken 10 vacations, five with Julie alone, five with her family, and have plenty of time to play versus work. So that's my vision. Breakthrough. So that is exactly five minutes. Did everyone do that? Be honest. Type in. Chick says yes. Chris Colgan says yep. So the first draft of it isn't going to be the. The final draft. John did not do it. I don't know why he wouldn't do it. Mike did it. Eric did it. Awesome. So, John, when you didn't do it, what were you thinking? Oh, he's. No, no, John. John. Yeah, you. You won't finish on it. And Lisa sent it to me. Love that Richard Takato did business, not personal. And business to me is always the easier one. So the personal side of things for me is always the toughest to dig into because it involves relationships and other people and the stuff that really matters. Stacy did it. Awesome, awesome, awesome. Okay, so let's. And that's something that you'll go back to and you'll revisit. And it kind of sets the groundwork here for. For going through this exercise here. So if you go to YouTube, it probably won't render, so I'm not going to play the videos. But if you go to YouTube, there's. Tony Robbins has the power, momentum. There's a part one, and then there's a part two where I think they're like four years old. But it basically explains, in his words, you know, why he does this for. For his clients. And he basically sends this out to anyone, you know, on his. On his list. I would definitely recommend going taking a look at those. Kind of give you some. Some juice behind why this is important, but let's just kind of go through it. And who would like to volunteer to get on the speaker with me that really dug into this process and is willing to kind of open up to the group here and go through this with me? Me. Raise your hands. Not everyone at once. It's going to be boring if I do it alone. I promise you guys. This is one of those things where I promise you, if you get up in front of a group of. Of your peers and you commit to some things and you. You make yourself vulnerable to make a big difference. Richard Takado is the one. All right, let's. Let's get him on here. All right, Richard Yes. How you doing? Okay. I'm doing awesome. So. And I've got some feedback. Are you on? It's like a delay. Are you talking to your computer or you. Did you dial in on your phone? I'm talking.

You want me to dial in?

It might. It might get annoying for everyone to hear the feedback and everyone else hear the feedback. Yeah, yeah. If you can dial in, that might work better. All right.

I'll do that right now.

Who else has done it? I'll mute you. In the meantime, who else has actually printed this out, sat at Starbucks like I told him to and actually filled this in? Come on, Stacy. I know you did. You guys are wimps. I'm telling you guys, I. I suspected this from this call. This is not one of those calls, like, here's a new lead. Lisa, maybe. Lisa says, I thought we had the class and then did it. Which is totally fine. I'm just trying to. You know, it's like 3% of the population has written goals or plans anything other than their next vacation. So that's what I'm trying to impress upon you guys is that, you know, writing this stuff down is. Is super, super important. And Greco did it. Greco, is that you volunteering to. To come on. To come on the line here? Yeah. So I got Matt. So let's see. Let's see if Richard dials in. And I don't see. I don't see Greco. So I don't see on the. On the line here. So you probably. I don't know how you're listening. I don't see you dialed in here, Greco. I almost want to call out Chris Colgan if you did yours. What's the number, Rich? All you got to do is on your audio, on your gotomeeting control panel, hit audio and hit use telephone. And it'll give you the phone number to dial in. And there's that. Matt Greco. And you'll see, once you hit telephone, it'll actually give you a number dial in. So. Yeah, and Chris thought we did it after the call too, which I think you guys are just making that up. But that's all good. All right, cool. So let's. Let's. Let's be productive here. So let's do this. Okay. So what were some of type in your box? What were some magic moments? Like just awesome things. You look back on the year. Like, Julie and I took a cruise. It was my present to myself for my 40th. It was a surprise to her. And we went on a cruise in Scandinavia. She didn't know about it until the night before when she was packing and she was like, you better tell me where we're going. So that was like just a highlight of, of our year. I probably have a hundred special moments, magic moments with my kids. Start typing some in. I want to get some, get some emotion around here. This is where if you don't. Eric went to Spain with his wife, which is awesome. Had you ever been to Spain before or anything like that? Did you run with like bulls or anything? So that's, that's really awesome. Give me more. Okay, Richard's on the phone, so we'll, we'll unlock him. All right, Rich, that should be much better. Yeah, that's perfect. No feedback, nothing. All right, so give me a couple of magic moments, Rich, for 2013.

You want business or personal?

Well, I mean, business magic moments. I mean, this is probably more. It's whatever's magic or special to you. To me, it's, you know, it feels more personal, but whatever. If something magic. No, this is 2013. Looking back. So the first step, yeah.

One of my recent magic moments was taking more of an active role. My 21 year old, when, you know, as a father all the way till he got to 18, I was very much a part of everything he did and guided him through everything. And when he went off to college, I kind of let him go on his own and wanted to see how he'd fare. And he got to his. He's turned 21. He's not doing as well as I would like or he would like. So I got actively involved in coaching and working with him and doing a lot of the things that I'm doing with you here. And it's made a huge difference. He just, he couldn't find a job, Had a lot of excuses. And one of the coolest things is I talked to him how to go get a job and who to go, you know, how to go talk to a complete stranger and get to the top to the decision maker. And he recently called me. He was very excited. So he kind of got his dream sales job at a mall. He's still, you know, he's still attending West Virginia University. He was able to get a full time job. I'm not supporting him financially right now because he's not doing that well in school. So I've kind of put the fire to his feet, so to speak. And it's been a great experience for both of us, actually. It's been a magic moment for sure.

That's awesome. That's awesome. And I'm gonna read some others here. Eric got married on the beach in, in Mexico. And Eric, is that the same Eric that went to Spain the same year? That's, that's freaking awesome. Lisa, her daughter moved closer to her. We have nearly daily interactions. It truly has enriched her life having her close by three chicks. Rebecca, seven day trip to Tennessee with family. It was, it was the best. Last year was the best family trip we've ever had. CJ take family to Hilton Head was a great time. We love Hilton Head. Matt went to upw, walked on fire if anyone hasn't. And Chris did the same thing. He went to Tony Robbins event. He gave a best man speech. That's pretty cool. Eric got married in beach. Carlos was able to spend more time with family. My wife got sick last year and was able to be a daddy and still do something his wife does. So I felt really good able to spend time with them and be there when they needed him the most. So that's cool. So how about everyone type in some accomplishments and we're going to move through this a little bit quick, quicker and rich. I'll probably put you back on the, on the chat. So chat in your chat in your answers as I go through these questions and I just want everyone to get kind of the feeling around this here. It's going to take too long if we actually do all of these. But so what? Some big accomplishments. This is probably, you know, more professional maybe. Let's, let's, let's nail down some professional accomplishments. Some things you did really well that you want to duplicate this this coming year. Carlos increased income by 58%. That's awesome. Eric started a team. You must have done something right, Eric, if you got married and, and went to Spain the same year, started team. So he has a VA and a buyer agent. Very cool. Three chicks doubled production and three chicks. Well, I'm not gonna tell everyone the story. It's actually two chicks, but it's cj, CJ and Rebecca doubled production. That's awesome. Rich Home with Richard Carr, run by Rusty Wallace by Steve Wallace and the Morgan partner. Nice. So that was like a corporate event. Chris built a team, increased income, got radio and boomtown. That's a big year in real estate. Lisa moved to new office, found the best coach on the planet. Awesome. I'll have to get his name from you. And know in her bones, she's finally going to realize the dreams that I've only had inside my head for years. Three chicks hired Lars as a coach, which is so cool. So Lisa, put those if you haven't. I hope you took this seriously, but the dreams that are in your head, I mean this is part of that process. So I hope you carved out time to put those on paper. Rich started Zurple can't get Boomtown. You know anybody. Here's the thing on Boomtown and, and Rich is in my market. They probably will sell you a license. They sold out our market like crazy. I probably might even give you my, my license. I actually got a second Legion platform which I swore I would never do. Um, but anyway, so I digress. But Zirple, any of those lead gen platforms can do it. You just gotta call the leads. Okay, cool. So partner with Mike Shulman. Partner with a lender that is matching me on marketing dollars. That's really cool. Vendor income is one of those things where if you're running a smaller team, you know, it's something that you just gotta get a little bit out of your lenders and as you, as you prove to them that you can manage those dollars. Well, I went $5,000 a month to 13, $14,000 a month this year in vendor income. And I've got a couple lenders that are, you know, all rest book compliant are, are really trying to, they realize that putting their money with me is better than any investment they can make in anything else. So that's really a good one, Mike. And keep pushing it. Every six months meet with your vendors and even bring in new vendors. Best. Rich built a CRM. Chris started with Carlos started with real geeks. Google business. That's really good. And those are two big moves. You know, starting with a buyer lead gen platform for the first time and taking on Google Apps past 12 months. For me it's really. Chris asked me the question what did I love in the past 12 months? Professionally, it's. I mean I've got the best team and business that I ever could have imagined. And the more responsibility and the more I empower my team, the more they step up and do things better than I ever could have done them. So you know, when I went down to two days a week earlier this year and then, you know, one day a week, I can see a half day a week because they just, they're smarter than me at a lot of different things. And so I've just got an awesome team. So that's really cool. Mendoza, define our team mission and values. Fire two agents, hire three brand new ones. Yeah, John really is working hard to, you know, bring together a team with a pretty cool mission. And you Know, realizing that people don't fit that mission is part of the. Part of the challenge. So any challenges this past year? This is the not as exciting part. How about any challenges this, this, this last year? Carlos hired the wrong. Pay attention to soa. I don't know what SOA stands for, but that's a. That's a good one there. Let me see if I can. You guys are just throwing these things in here. This is cool. You guys are putting them in so fast that I can't read them. All right, so Carlos made a bad hire, but he's starting to read five dysfunctions of a team. Highly recommend that book for anyone that doesn't have a team or has a team. Platform is built. Super excited for 2014. John Muhlste is fully integrated into Google apps. Have listing specialists, three buyer agents now and soon be done with meeting clients personally. Awesome. Matt is going to blow it up in a new market. He recently moved here so that's been tough for him. Selling agent. Okay. Carlos, scattered lack of systems. That's why you're with me. So Eric, if you want to dive deeper into some things or get on the phone, jump on booklars.com and we can kind of get you just headed it with the right plan. So Rich struggled with being with Keller Williams. Three chicks trying to motivate agents that are not motivated. Yeah. Chris losing weight, difficult. Clients hard. Keeping cash in the bank derailed. So at least it was. Had some health issues, challenges. Not being crystal clear on our roles in the business. That has now all changed. Stacy, Almost nothing I did in business had a documented system. I'm overweight by 20 pounds and out of shape. Very cool. It's not, it's. This part is not fun to. To be honest with yourself. John Mendoza chasing too many scrolls, procrastination, analysis, paralysis. John is the master and I love him for it because I'm the same way. He's the master of analyzing. The guy comes up with a spreadsheet for everything. If you guys need spreadsheets, John Mendoza is the guy. And yeah, I know you didn't want that, that endorsement, but three chicks, no detailed plans in place and we're obviously working on that. Okay, so let's see here. What decisions, choices did you make in the last 12 months that were empowering? Any major decisions that you guys have made. Like I, I decided I'm going to stop, you know, I don't know, a destructive behavior. Yeah. So three chicks fired a bad business partner. They fired the third chick. Rich is going to go back and I think you ran your own firm at one point, but he's going to open, go back to opening his own firm. That's a huge decision to make and a lot of agents are feel fearful of that. You know, kind of, kind of being independent and leaning on a national franchise as a crutch. So Rich is going back to being independent. What else? Major decisions. Firing old coaching company, moving to Lars appreciate that decision for me was to start building a team. Carlos that, that's huge. And, and this, this is not for everyone. You know the, I cannot even tell everyone on this phone how uncomfortable, you know, it was for me to, to go out of my element and lead. I'd never done sales before so just selling stuff when I got into the business 2007, 2008 was a little weird and then stepping up and trying to lead people which I'd never done before and you know, get them to buy into my vision. So you're going to feel everyone that's doing this for the first time, you're going to feel uncomfortable for the next 1, 2, 3 years as your team expands here. Mac Greco made a decision to have a business that nets me over a million annually. So that's a very, very clear, tangible vision. I know Matt has a date associated with that. Eric same thing. Decided to build a team. Rich build a team and not sell. Chris focusing on five to six pillars instead of chasing squirrels. That's awesome. And that's the case. I think everyone in here has seen my marketing ROI tracker. I have this thing up all the time because I'm constantly looking at it. But basically, you know, between Boomtown and Commission Zinc, that's Internet Legion. Internet buyer Legion. That's number one pillar yard markings, number two pillar radio is number three pillar for me, expired Fizbos is four and then past client Soi is, is five. I've just started Zillow. I'm trying to prove that out and see if that works and it's actually not, not so bad so far. So we've got eight deals as a result of it. So three chicks created teams. So yeah, so the, the three chicks were sort of a hybrid kind of team brokerage model and they're, they're crystal clear on where their future is and they've already recruited some of their independent agents onto their team and they've got a great, great base starting from, they got some, some of the, the superstar lead gen platforms as well. So. All right, let's get back to it here. We got a 328. Let's see here. So let's get on to. So that was getting clear. Now we get certain. This is where you write down. So once you know where you are, you need to create certainty about your capacity to take anything you can dream about and make it real. And this is. I don't know if anyone's actually seen, like my. I have six years worth of business plans and personal and professional. I've always written stuff down. I've always had clear numerical ideas of cash in the bank, cash to my church, cash to charity. Toughest one is my weight. But I've always had a specific number about what I wanted to weigh. Everything I do is really, really sort of tangible. So here's where you write down anything in your life that was once merely just a goal, dream or desire. What are some of the big and little things that at one time seemed extremely difficult or impossible to achieve or acquire? Then circle two or three of those atoms. So this is, and I'm sort of botching this a little bit, but this is basically a couple things that you've set out to achieve. So they were once a dream and you've actually achieved them. And for, for those two items, those two big things that you've achieved, write down the steps you went through to turn each one of them into reality. Did you focus on them continuously? Did you put a lot of emotional charge into it? You know, if anyone's lost a lot of weight, you know, what was it that helped you lose that weight? Was it thinking about, you know, a parent that died young or, you know, a friend that died at age 40? Did you create a plan, you know, what were the steps you went through? So, so give me on here some, you know, dreams that you actually turned into reality. And this is going to give you certainty that if you've done it in one area, you know, before. So for me, I was able to build a real estate company and step out of it. And now it's a total tangible business asset. I can take cash away from it. Do you know how much that. Having that certain experience helped me to launch this coaching company and just know that I can serve agents and without fear or hesitation, launch into this. So this is what that's doing. So for me, the big thing was building a real estate company that I could step away from. We serve lots of clients, we serve agents, we bring, you know, financial reward to agents and my staff and, and all that good stuff. And that gives me a huge amount of confidence to go into any other business venture. So what Are they for you guys? So let's see here. One BB competition. So you won a basketball competition. Oh, bodybuilding. Nice. Oh, I would imagine that would. We probably need to talk. Maybe we can barter. Could help me get my body in shape. But that's a good one. Really good. Chris. I just love Chris's. If anyone's friends with Chris on Facebook, you just got to check out his pictures. He married his wife at Disney World, which is, I think, just the coolest thing. I went to Disney World for the first time a year ago. He bought his dream home. And so for Chris, I think you told me on the phone before that, you know, you're sort of years and years ahead of anyone, you know, any one of your friends, and that was a major goal for you guys. And he started a real estate team, which is all really cool. Rich lost 20 pounds of weight recently, which is awesome. Any other ones, big accomplishments that you were able to break through and gave you confidence to achieve more? Nothing. All right, so the point of that, that process there is to give you a couple examples, being like, hey, I did that. You know, I lost 50 pounds, you know, 10 years ago. Rich hearing his voice on the radio, that's, that's pretty cool. You know, just having that certainty that I did that once before I could do it again, or, you know, I, I, I did this. Oh, so Rebecca lost 30. That's, that's pretty awesome. And not to pick on women, but it's infinitely harder for women to lose weight than, than men, which is part of the reason why I procrastinate on it, because I know I can lose it in, like, no time. So Matt moved, he literally moved his business and family to the best community in the area. So Matt stepped away from an established business to better situation for his family. So that's, you know, takes a lot of confidence if he can do that, you know, and knowing that he's doing it right and he's got four kids, you know, that are depending on him, there's a lot of emotion around that that is going to help him propel himself to be, to be successful. So that's really awesome. So step three, get excited. Now that you're clear about where you've been and you have certainty about your ability to make your goals and dreams real, it's time to decide where you want to go. And this is the time where if you haven't done it already, you're basically, you know, in a peak state. You're going to brainstorm, write down goals. You think you'd like to accomplish in your lifetime. This is lifetime. You're going to go through an exercise where you put, put 1, 3, you know, 1 3, 5, 10 years next to them or 20 years. But this is where you literally brainstorm any financial, personal development, physical goals, relationship goals, charitable contribution goals. Anything you'd like to learn. Travel, silly, outrageous. Own your own Lear jet, you know, anything you can think of. It's your chance to dream without limits. And this is, you'll go through this process very, very quickly. So I think I sent this all to you in Word. This is just a Google Docs version of it. You can email me if you want this version. It may be easier for you to operate on on this version. But this is when you're just typing or writing and typing or writing and just moving and moving. Somebody give me some really crazy goals. 10 years from now. I see this. So Richard Takada real estate is going to be franchised business model to include all his vendors. Private jet to my condo in Atlantis. That's, that's cool. I really like that one. Retired and rich in 10 years. CJ love it. Open or fund an orphanage. Matt that, that's really, really cool. Chris wants to own a huge farm with racehorses. Like Dan Kennedy style. Right? I could see you're kind of like a Dan Kennedy style. Who else? I love the orphanage. I love retired and rich. Travel the world with his. You're already traveling the world, Eric. You need a bigger one than that. Carlos. Travel all the world in missions and help. Oh that's awesome. Financially I've just started doing mission work and if, if someone on this call hasn't been even to their, in to their own city to do mission work in their own city, I highly, highly recommend it. I go once a month to. We have a Charlotte rescue mission. It's guys that are going Through Substance Abuse 90 Day Substance Abuse Program and they just have nobody to talk to or you know, have fellowship with. So we go there with my church and then I do a mission trip every year. Work with trouble troubled youth at risk kids. Eric says have my own home condo in places he travel. Okay so that's a little bit better. So Eric wants to not just travel around the world. He wants to own like a dozen places and go to all these homes and you know that he owns around the world. I like that. So this is something if you haven't done it already. That's a good great one. John. I have the same, the same goal too. Retire his wife and work only when when he wants to. So the first step in that is, you know, getting his wife. And if I'm reading that correctly, right, John, have your wife stop working. And he's got a new baby, so his family's just beginning. And he put on £20 for. For his wife's sake just to make her feel, you know, like she wasn't the only one getting weight with the baby. Right, John, selfless. I did the same thing with our first child. I had like chocolate chip cookies like three times a week. So step four, get focused. Add a list from step three, circle your one year goals. And this kind of dovetails into the vision breakthrough as well. Out of your entire list, what do you want the most? So give me some good ones here. I want a few examples. Who haven't we heard from? Let's see. Actually, everyone's kind of chiming in here. Mike Shulman. Stacy, Stacy, you're multitasking. I bet. I want to hear one from you. Stacy, give me two. Stacy, give me two one year goals that are just man, a year from now. If I achieve this, it would literally be the best year ever. Come on, type them in. A year's easy. I like that. 400 sides, three chicks. Carlos, take my family to Hawaii. My daughter, she's never been to Hawaii. She really wants to go. That's really cool. Who else? Stacy, did you step away? Walk on fire. Very cool. Awesome thing about upws, it's so. It's so cheap. You can get two tickets for like a thousand bucks. The two chicks can go. Rich is gonna sell his first franchise. Chris is gonna get through a hundred sides soldier, no credit card debt, and buy his wife a new car that is really tangible. And I like that. And totally possible. Chris is in a market where he's got a pretty decent average price point. We're ramping him up. No problem. John wants to net 650,000 from his real estate team. Matt Greco own a real business that serves me and my family. A business that will create future opportunities for my kids and future generations. So talking about a legacy that's really, really cool. Lisa wants to have a solid team in place. 2 buyer agents. Awesome admin. Minimum, 3 weeks vacation for me. 100 sides sold. Very specific, totally doable, especially with the resources that we're bringing on there. John wants to start a title company. There's a lot of money in title title work. Carlos wants to buy a newer car with cash, no financing. Three chicks, all about new markets opening up in new markets. Rich is in Isagenix, which is I think it's a marketing group, but it's a health based marketing group and I think he was introduced it through his health regime, his renewed health regime. He wants that to generate 100k which is cool, passive, well, semi passive streams of income. John, take two days off a week, two weeks vacation. Hire selling agents, one admin. Mike have a third level team with four pillars. So Mike, what exactly is a third level team? I know it's a KW thing, but I don't know where the third level is. That's probably where you're just doing listings. Is that right? Eric wants a well run, focused. Yes. Okay, so that's, so that's. Mike wants to get out of the buyer side, which is, that's probably one of the most memorable moments in my real estate career is exiting out of the buyer side. Your life becomes way more manageable if you're just working with sellers. So that's a key first step that we work toward in our, in our training. Eric, well run, focused, productive, high level real real estate business. I love that Rich has a title company. Always looking for ways to partner. Oh, that was Rich selling. Look at Rich selling to, to. Who was it that wanted a tire company? Yeah, I want that too. No buyers. Yes Lisa for sure. And that's the process. So for anyone or you know, that knows kind of the framework and I'm not selling any here, anything here because you guys are all clients. But this is what I'm working on. You know, this is how I grew my business. You know, I created a killer buyer system. I stepped out of it. I did the same thing for the listing system. Stepped out of it, backfilled those with agents, built support structure to deliver world class service and then ultimately a few more steps and I stepped out of the business. So that's the game plan that every one of my coaching levels works, works towards. Okay, cool. So let's, let's keep going here. So one year goals, do this exercise if you haven't done it already. For each of one year goals, write a paragraph about why they are must for you to achieve them. So Tony Robbins is big on emotion. Emotion has to drive everything. So for me, I wanted to create a life for my family that they never thought was possible. And having a new wife and a new child in the right order really gave me the emotion that I needed. Also coming from a background that I didn't have, a real stable, you know, childhood growing up, my mom was awesome and she's my hero. But my parents got divorced when I was four alcoholic dad. So it's like all these things that, like the perfect storm of emotion to, to propel me to just kick the shit out of anything that was in my way. As far as business, business goes, goes. So without that sort of emotion, it's difficult to really crush your goals. So, you know, what are the reasons why you absolutely will achieve this no matter what? Remember, the reasons come first, the answers come second. Why do you want to do this? What are some of the things that you need, that you may need to do that you don't want to do in order to achieve these goals? If you have enough passion, you can get yourself to do anything. But first, you must be certain about what anything might entail. I gotta look that tiger in the eyes. So for CJ and Rebecca, this is it for me and cj, Failing is not an option. And you know, a lot of the clients I work with are at a point where, like, things are going good, you know, or the seemingly good when you're looking in, but it's really not what it was all cracked up to be. So putting order and building simplicity into everyone's businesses, you know, four or five pillars, three or four key technologies, you know, that's the whole business plan. You know, we're going to work on it. Whatever level you're in, we're going to work on a very simple, scalable, sustainable business based on very, know, high return. That's exactly it, Eric. Not a dabbler. Focus on mastery. And that's why when I look at my, you know, what's the obvious thing right here when you look at, you know, for the amount of sides, you know, expired in FSBOs, it was a funky year in our market. But 24 sides, I mean, that's a joke. You know, less than 10% of our business, like 7% of our business is expired in FSBOs. And that's because we didn't have a constant focus on outbound dialing. You know, I switched up things on our mailers and kind of all these different things. Same thing with Fizbos. And so that's a. I'm going to double that next year. You know, I'm going to go from 24 to 48 next year anyway. So, yeah, it's all about mastery. Focus on goals and be very disciplined. Carlos. Awesome. Anyone else? Mac Greco. Let's see it. Must be willing to start my day earlier, get out of bed by 6am no matter how I feel, I must be willing to prospect for two hours daily. Follow up one hour Daily work on business development for two hours daily. So the next webinar I'm doing, which is an open webinar, I think the topic I'm going to, you know, as I look back on where, how I was able to kind of get where I got it was really decisions I made with my time. You know, putting emotion behind those decisions certainly helps, but, you know, I'm going to do something on, you know, dominating your day. Some kind of personal productivity tips that I've learned and resources that you can go to for that. Would that be helpful for everyone? I'm going to do that as a webinar. All right, so let's see here. Focus. So Richard is focusing on recruiting new agents. Oh, yeah. Recycling agents from firm to firm is painful. We only like new agents. But Matt, I love the clarity on, on that. Can you send this seven steps on Word so I can write down goals there? Yeah, Carlos, I did send it to you in Word. New is the only way to go. I see it. Okay, yeah. So if, if you guys want the, you know, you can take that Word version and just upload it into Google, Google Drive and get it there. So. Okay, so let's get momentum. So never leave the side of setting a goal without taking some action towards its attainment. When I coached with Tony Robbins, it was literally his, like senior. He had a couple senior coaches and she actually worked with him for like 20 years. So she basically knew everything, you know, why he did what he did. And every time we talked about something like, you know, so Matt, Matt says, you know, I've got to wake up at 6am I've got to do two hours of prospecting, you know, one hour follow up, two hours of business development. So what's a logical thing to do? You know, you can't leave the site of setting a goal without taking some action toward its attainment. For me, you know, so I'm recommitting to my health and really eating better, you know, working out. I work out pretty consistently, but my diet's kind of all over the place. So I've committed to bringing on a trainer. You know, if I'm willing to pay someone a lot of money, you know, to watch me work out and kind of call me out on my diet, that, that I think to me is going to be the one thing I need to get my, my weight in order. So that's kind of it. You know, what can you do right now? Take immediate action. What is one small thing that you will do immediately toward achieving one of your Goals. Make a phone call, book a meeting, do some research, you know, sign up for a seminar, get a coach, whatnot. So what is one big thing that you resolve to do immediately to achieve this goal? So what's one small thing and one big thing, you know, going downstairs and throwing out all the unhealthy food in your house, giving something away. I don't think Chris will mind me saying this, but, you know, Chris made a commitment to himself. I love Chris Colgan. You know, if you guys are friendly with him on Facebook, you can see he's active on Facebook. And he called himself out on it, and basically he deleted. And it's still better be deleted Chris, the Facebook app from his phone. And he says, it sure is. And that's something like that. It seems like a little thing, like it's not a big deal, but it's an awareness. It's a level of awareness where, you know, you're spending an hour on Facebook a day, and that that time is just not productive. You can time block every two or three days, a half hour to catch up on Facebook. I promise you, anyone that needs to get in touch with you knows where you live or they know your cell phone number and they will text you. So Carlos is going to have a home and a business budget by the end of next week, which is very, very cool. Okay, so let's get out here. So. So this kind of goes into a little bit, you know, rapid planning method, purpose, result, and massive action plan. So if you haven't been through Tony Robbins, time of your life, it's a time management system. It's a little bit convoluted and complicated. But the gist behind it is that you start with the purpose. So the P is in the middle. He's got, like, a graphic of this. That's the purpose is in the middle. This is your why? You know, I need to work out because I need to have energy left at the end of the day to play with Anders and Kendall. And I don't want to end up having a stroke like my dad. You know, the result is the result. That's me weighing 192 pounds, being fit, healthy, unlimited amount of energy, hydrated, you know, structure intact and, you know, lean and all those good things. And then the massive action plan, we always jump to the massive action plan. So, like, I'm a hire trainer. I'm going to, you know, do this. I'm going to start eating this. I'm going to, you know, work out nine times a day without doing sort of the rpm, you know, with the purpose first, the results second and then the massive action plan. Let's see here. All right. Did I miss anything here? Let me see. Place now than paper. Sell real estate. Learn how. Tuesday night at 7:00pm Very, very cool. Oh, very cool. John. Mi. Not kidding. Thank you. Chris. I've been thinking about deleting my Facebook on my phone. Done. It sucks. So much time. Lisa just deleted mine too. Never thought about it. But you guys are so right. He started a movement. Lol. Delete. Stacy. Delete. Did you delete yours too, Stacy? She did. So guys, that is, I promise you I just got goosebumps. Carlos says he's never on Facebook. He says it's not worth it. Chris says join the revolution guy. Something like that. We just freed up, you know, five, six hours a day of really frickin smart people. I promise you just block out. If you're addicted to Facebook, block out time when you're eating a sandwich, you know, to get on your computer and maybe a little bit of time at the end of the day if you think you're going to miss like what happens with people you don't actually talk to on the phone or whatnot. Anyway, so that's really awesome. Rich said he doesn't have it or he would. He's downloading it now so he can delete it. He's in. So applying RPM to your goals. Ensure your one year goals. Anyway, so that's really awesome. Rich said he doesn't have it or he would. He's downloading it now so he can delete it. He's in. So applying RPM to your goals. Ensure your one year goals are absolutely what you must achieve in the next year. Here's the thing though, don't put that you're not going to commit to absolutely achieving. And two or three things, you know, depending on where you are in your business. Maybe it's recruiting is your big focus. I'm going to recruit four agents this year. Maybe it's your health. I'm going to, you know, get down to 192lbs this year. No matter what, I'm committing to it. So anyway, things that you're absolutely going to do, take your one year goals and chunk them down into monthly goals, milestones. Prioritize your goals into the order you want to achieve them. You know, the whole smart, specific, measurable, achievable, realistic. In a timeline. Commit and schedule your massive action plan into your yearly planner, you know, which goes down to monthly, into weekly, into daily. Set up a way to Track and measure your progress, celebrate. Congratulations. You now have a one year plan that's all about taking action. So if, and we're pretty much done, and I'll, I'll probably open it up for some, for some questions here. This is the soft stuff, right? This is not about like, you know, how can I sell, you know, four more houses a month, that sort of thing. And I almost hesitated to go through this topic because it's, it's like, yeah, well, you know, that was, that was all well and good, but I promise you, I promise you in my heart, I know that this is where things happen. This is where the general population spends no time. I mean, no time. You know, you, you ask a hundred people if they ever went through a process anywhere related to what we just reviewed and what all of you are going to do if you haven't done it already and two or three out of 100 have done it. And it better be 90%, if not 100% of everyone on the phone that's going through this process. Chris asked a question. When you write down your goals for the year, where do you write them and when do you look at them? So I've done it a little bit differently in the last year where literally for five years I had laminated goals with personal on one side and professional on one side. If, if you all haven't seen those, I can send you. Yeah, I mean, I can send you my actual plans that, that I've, that I put together this last year for me has been more about like, I've got a couple of journals, like really high quality journals that I tend to do, to write down. And I'm always writing and I'm in a little bit different situation than some of you perhaps in that, you know, I'm not kind of bogged down in the daily grind of real estate. And I know it's a tough business because it's not like I've been out of it for 10 years. So for me, it's really kind of reflecting on my journal, so to speak. And no, I'm not, I'm not recommending anyone do anything different than this power of momentum. So for now, if you've never done any goal setting before, what I send you will overwhelm you, I promise you. I'll post it, I'll send it out to you. I'll make a note here. I can't do it right now because I've got to run to a, a gingerbread house event for my daughter, but I'll send that out to you guys send. But you'll, your head will splint, will spin when you see what, what I used to do. It's just, it's just overwhelming. Just, just do this. Print this double sided. Go through this. Go, go through this in a coffee shop and just make notes on how you see your life in a year. Make your specific action items go through and make your goals smart. You know, specific, measurable, you know, achievable, realistic. This is a good, a good goal setting exercise as any. It goes through the short term, it goes through the long term, it stretches your mind, you know, kind of goes through the year and review. It's really all you need right now. Matt Greco emailed me the other day. You know, is there some business planning process that, that, that we need to go through or should I update, you know, my one page strategic plan or whatnot? I was with a, a prior coaching company and, and Matt was with them as well, Kinder Reese and they went through gazelles.com which is actually a pretty decent website. So I'll, I'll bring it up here. This is the process. Yeah, so this is the process that, that I followed in the plan in the past and most of the resources on gazelles.com G A Z E L L E S.com if you want to go through a planning process, this may be worth doing as a call. But this is about the best one that you can do. It's simple. It's a one page plan. They've got all the tools, they're all free and they've even got some sort of, you know, four decisions, you know, people, strategy, execution, cash. Really, really good researches, resources, people, organizational process. The actual one page plan that you put together. So this is really cool. This is the process I would follow if I were you guys. But here's your plan. You've got marketing pillars and you know, with the four or five that I'm an advocate of, you've got technologies and you've got people. And so it's a little different if you're a lone ranger. You know, you've got to build up some momentum with your sales to be able to afford that admin hire. If you're kind of a smaller team, it's, you know, leading by example and having accountability measures in place for your agents to prospect and generate business and build a momentum so you could bring additional staff on and ultimately exit the business. It's just not, it's just not all that complicated in real estate, you know, we're not, we're not reinventing the wheel. We're, for the most part, we're not inventing new products. So anyway, so I tend to keep things a little simple. Eric asked, you know, did you dream that you would hit this level this quick? You know, I don't, I don't know if I had any. An idea attached to it. You know, when I first started, My goal was 30, 40% growth every year. You know, I did 58, like 118, 178, 248 and 323 or something this year. I pretty much hit my goals every year as I wrote them. This year I was a little short. My goal was 80 million. We hit 75 million. I blame it on the government shutdown down. So. But anyway, so that's pretty much at the hour. If there are no other questions, you know, reach out to me. Take the time, you know, to go through this. If you haven't gone through it already, if you just went through it kind of on this call, that's not enough. Lisa says, thanks, Merry Christmas. Chris says, MERRY Christmas, everyone. 75 million. I blame it on the government shutdown. So. But anyway, so that's pretty much at the hour. If there are no other questions, you know, reach out to me. Take the time, you know, to go through this if you haven't gone through it already, if you just went through it kind of on this call, that's not enough. Lisa said, you know, this is, this is where you design your future. You know, this is what I did four years ago when I was like, you know, when I decided I didn't want my wife to work, you know, five days. I had it in my plan that she was going to go down to four days. And so she did it and then three days and two days. So I've got plans even for her in my plans. So just live with intention. This is the soft, kind of touchy feely stuff. But as thanks, Merry Christmas. Chris says, merry Christmas, everyone. You know, this is, this is where you design your future. Know, this is what I did four years ago when I was like, you know, when I decided I didn't want my wife to work, you know, five days. I, I had it in my plan that she was going to go down to four days. If you want to dive deeper on any of these things, we can get on a private call. Rich says, merry Christmas, Very cool. He said he'll have his fully completed in my inbox December 28th. Chris says, this is great. Looking forward to doing this. So if everyone is open to committing to it just for accountability reasons. You know, get out to Starbucks, time block a couple hours, fill this in electronically. And so she did it. And then three days and two days. So I've got plans even for her in my plans. So, and then email it over to me. Stacy said, great call. So I, I can't tell you how honored I am to serve you guys. And it's just a real bless, just live with intention. This is the soft, kind of touchy feely stuff. But if you want to dive deeper on any of these things, we can get on a private call. Rich says, merry christening to, to, to get to, you know, impact your lives the, the way that I, I, I envision that I'm doing. So, you know, for these calls, I'll be, I'll be polling you guys, you know, to ask you what topics you want to cover. Ms. Very cool. He said he'll have his fully completed in my inbox. We'll be doing some more open Q and A calls to help you guys with implementation questions. John said, you know, now that I deleted Facebook, I will have it done for you by next Friday. Massage. Great call. So excited to be here. John Mendoza liked it. Don't forget to delete, delete Twitter. I love that. All right, cool, guys. Well, I will, I will send a copy of this recording out there especially for those in the group that didn't, that weren't here today. And this is for some of us. I've got a few of you talking to you guys on Monday, but Merry Christmas. And just make the most of the time with your family. It's really all that matters. If your family sucks, you know, try harder to make the most of your time with your family. So I love you guys. We'll talk to you soon.