Lars Hedenborg tells real estate agents to write down three emotional reasons they're doing this work: money, time, or impact. He used his father's stroke as motivation to stay disciplined through the grinding early years of admin and long hours.
I don't care where you are in your business. This is not a sit back in your chair kind of thing. Lean up and I want you to write out this answer. The reason I was able to do what most agents weren't able to do is because I knew why I was doing it. I didn't like working as hard as I did those first two to three years. I didn't like the uncomfortable, you know, hiring an admin and training that admin and the late nights building systems, right? So I didn't love all that stuff. But I did it because I knew that these commission checks we earn are so fat and they're so laden with admin work. I knew that there was an opportunity here. Buy back some of my time and make an amount of money that was unreasonable for the hours that I put in. So that was just a mental shift I had early. But I want you to write down three reasons. Three reasons where you are now in terms of the money you're making, the time you're taking off, and the impact you're having or lack thereof in those three categories. I want you to write down three reasons why this is your time. It could be pay off a debt. It could be, you know, I haven't delivered on the promise to my spouse. It could be to break the cycle of poverty in my family. It could be, I mean, I want like really juicy emotional reasons and it could be carrot or stick. So in, in my physical body, you know, when I was probably working too much and I wasn't getting my workouts in or eating healthy and my dad had a major stroke when he was like in his mid-60s or late-60s. So when it came time for me to work out at the end of a long day of working, all I needed to do was think about seeing my dad every Sunday and bringing my kids to him and I would be motivated to work out. So that's like more of a stick, you know, just think of something like, I don't want to turn out like that. And that could be motivation. That could be the why for anyone. That's that didn't do it or they're going to do it, or you didn't do it with enough emotional juice. Find the thing that really will drive you to get off your ass and make shit happen. That, that's my number one piece of advice because there's going to be things you'll need to do the next 12 to 24 months that if you're not anchored in, in your why, it's going to be really difficult for you to do them.
