How to Think Like a Millionaire

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Transcript:

Let's go into the Millionaire Mindset. This mindset is not so much about money or the material aspects of money, it's about the mindset you need to become a millionaire. It's true, millionaires are different and they think differently. 

A millionaire's mindset requires that I be open and observant in the moment, future-oriented, challenge seeking, deeply interested in others, self-reliant, creatively driven, and a maker of meaningful moments and memories.

Of these, the one I need to improve the most on in my life is...(blank)...and the way I plan to improve is....For me, as I push out even bigger goals, I want to be deeply interested in others and a maker of meaningful moments and memories. The way I interact with my team, it's really focused on my team and the way that I can help them get there.

The assumptions I'm making in my life and business that are probably holding me back include...(blank) and I'd probably have a breakthrough if I broke these assumptions by thinking or doing these things...

For me it's easier when I study things like '33' and 'The Life of Jesus' and I don't mean for this to come back to it, but it kind of does, and I'm talking about servant leadership. It's different than looking at someone for what they can do for you, it's about figuring out how you can serve a new agent on your team.

Obviously if they're not going to take advantage of training or accept your help, you need to identify the right person, but how could you deeply serve them? And how could you be interested in them and how they serve you? It's a complete game changer if you're willing to think that way. 

A topic or opportunity that I could throw myself into more completely that would give me a positive and magnificent obsession is...

An area of my life that I need to get a new mentor is...the person who I'm going to study or seek out to help me in this area is...As men we struggle with relationships whether it's with team members or even with other men. I think it's just a huge area of struggle.

Time is always an issue. Especially when you're building a team from the initial stages, I think your team always benefits from you being shoulder-to-shoulder with them. There's part of it that's just sit-down training, but you can have them watch you prospect, or watch you work online leads.

You can show them a lot of different things. You have to give them the opportunity for production, and not the promise for production. We present the opportunity for our team members to sell 24, 36, and 48 homes in their first three years, and that should be the opportunity that you present to your future team members.

Test Your Conative Instincts with the KOLBE Assessment

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Transcript:

One thing that is very helpful - and I bring it up because it is really valuable for your team - is KOLBE. It measures cumulative ability in the three parts of your brain: cognitive, affective, and conative. Go to KOLBE.com and take the KOLBE A Index. I recommend everyone take it and also have your spouse and significant team members take it.

It gives us an A to A Report. There is Fact Finder, Follow Thru, Quick Start, and Implementor. The typical entrepreneur, and I am a Quick Start  The report is very detailed and helpful and insightful as far as who you are. Cognitive is your intellect and skills, the affective is your feelings, and conative is doing, your striving instincts and your actions. 

DISC is more feelings and personalities, not cognitive. People often mistake it for intellect and skills, but it's really about your feelings - it's more affective. It's a pretty cool test. If you and your wife or a member of your team take the A to A Report, you can compare them to one another.

It's $50, so it's not cheap, but they also have it for youth, which is very cool. The Fact Finder is the instinctive way we gather and share information, Follow Thru is the instinctive way we arrange and design, Quick Start is the instinctive way we deal with risk and Implementor is the instinctive way we handle space and tangibles. 

Comparing Results

I'm a very high Quick Start so I'm very tolerant of risk. Julie has a low Quick Start and a high Fact Finder, so she wants to dig in and gather a bunch of information and gather a lot of analysis before jumping into something. So where she's high, I'm low, and vice versa. Fact Finder says the worst mistake you can make is expect Julie to be able to read your mind.

I make this mistake with not only Julie, but my team. It says the worst mistake you can make is giving Julie deadlines because you need them to help you thrive. Assuming Julie is creating a comprehensive plan, delegating tangible tasks to Julie are both good things to do.

This is a really cool analysis and tool. The thing about the conative, the actions and the doing instincts, is they are factory installed. For the most part, you can be aware of them, but you really can't change them. I'm aware of my Quick Start as I'm very comfortable with risk and uncertainty, but I also know that a lot of my staff is not.

So, it's important that I temper my Quick Start and make sure I let my team know why things might change, and those sorts of things. This is a really, really valuable team and I suggest that you and a few members of this team take the test. It will uncover how you do and how you strive, and how your actions get results!

Self Organization: The Foundation of High-Performance and Productivity

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Transcript:

In the last 18 months or so, I've really just been focusing on the impact of what I get involved in. I've always been a limited with what I view in the news and watching sports, using Facebook, etc. I've really been good about that sort of thing, having a clear mind, especially with the Brendon Burchard stuff. One of his five pillars is Psychology and his definition is "the free and clear, consciously-directed mind."

Self Organization, even when I step back - I'm on the third floor of my home - it's a little bit too messy for me right now. It impacts my psychology when I'm not organized in my space. I recently gave up my real estate office, so right now I basically come in with my bag and my laptop and that's how I am at work now. So, for me, simplifying and self-organizing has been critical.

Emyth has an exercise that I went through about time management and organizing yourself. This is one of those total common sense things, but when things get crazy, you need to set time aside to consciously get yourself organized is very important.

Your education probably never effectively taught you how to organize your work space. This is partly why you become your technician, because in the world of Emyth it goes: technician, manager, entrepreneur. And if you're not organizing yourself as a technician, then you cannot move up to the most important role of entrepreneur. 

Overwhelm is not a fact of business. I've consciously and through a lot of work, designed my life in a way where now I'm actually out of email. We've got a system in my coaching company and my real estate company where every request is handled and every question is answer. Nothing goes unnoticed for 24 hours, and even on the weekends I have someone checking my email.

My goal of tripling in size by 2020 - I want to do it by working less than when I work now. I'm only working about 45 days a year as it is now, so overwhelm is not a fact of business, it is in unhealthy way of relating to work that you have been told is normal. 

Multi-tasking is a myth that Technicians cling to in order to feel productive without taking responsibility for getting important things done. There are all these studies and even simple little exercises that prove that multi-tasking is a complete myth. 

The Power of Productivity & Persuasion

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Transcript:

I want to do a quick review of the Pillars of High Performance. I think I've said it before and I'll say it again. I'm taking my team through this now, and we're actually going through the masters course of High Performance. We started out going through the main pillars here, and now were just going through them in more depth.

It really is common sense stuff. It's so easy to dismiss these things as not being a critical part of your success, but I'm finding more and more that the main set of tools to live my life at a high level comes down to these pillars.

The first one is Productivity. We have different versions of the DYD (Dominate Your Day), The Three Projects, the Top Six Money Making Things, Positive Focus, etc. In the DYD (Amped Version), you have to ask yourself multiple time of day:

What is my mission today? What am I looking forward to? What must I accomplish today to progress my life?

So that's Productivity. If you're not using the DYD (Amped Version) or the one-page Productivity Planner that Brendon suggests, I'm telling you you're missing the boat. It's too easy to dismiss that tool and say that it's not something you have time for, but it's the entire gain. It doesn't mean you can't be successful, but it makes it harder for you to be successful.

Persuasion. Am I developing influence? This is probably the area that I'm working on the most. What I realize about myself is that I generally operate from a very "What can you do for me" kind of mentality.

When I would meet with my agents it was more like "Oh man, you didn't prospect last week? I remember when I was doing it I was able to make $50 in 90 minutes and have 10 conversations - how come you can't do that in a week?"

That versus demonstrating empathy and bold enthusiasm when I seek to influence others. My interactions with others when it comes from a persuasion and influencing standpoint has really shifted for me. So we've got this big vision now - not just 600 sides. The new vision is 1200 sides, and I've already got things going to help see that become a reality and it really comes down to my ability to influence and bring out the best in people.

I'm part of a men's group where we went through some really good exercise of a tool that you can use going into any situation where you need to persuade somebody how to position that conversation before you meet with them.

HIGH PERFORMANCE COACHING CALL: How to Attract Top Performers to Your Team

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Transcript:

The goal of the first meeting, it's definitely not a sales pitch. It's really focusing 90% on the recruit. You're talking about either their business if they're in real estate or what they're doing there.

What they like about it, what they don't like about it, what they're making. What their best years have been like, what their worst years have been like, what their frustrations are, what they're really good at.

Goal of the First Meeting

You're just focusing on them. I use this question in all of my strategy sessions. You want to let them know that you are interested in their future. This is something I learned from a coach, and you're talking to them about their future.

You say, "Hey Lisa, if we were sitting here 3 years from today, what would have had to happen for you to feel like you were successful over that 3-year period?" And then just let them talk about what they want from the next 3 years on your team.

Then you're going to talk generally about your team. So that's going to give them what's possible. Then if you have a more seasoned team you can talk about examples on your team.

Like, "John came from the insurance industry. He was making $60-75k. His first year he did this, and this year his goal is to make $200k." So you can talk about specific examples of what it looks like to be three years into your team.

Then you want to kind of talk generally about your team, what you have to offer, your problem of having too many leads, and income opportunities in general.

You want to get them excited. So they talked about their future, you've already talked about the pain of what's not working, their frustrations, and why they want to make a shift.

You do want to be able to show them the back-end of a lead gen platform, a buyer packet, buyer presentation, lead management policies, position agreements, etc. Not that you're going to go through all of them, but you want to have some stuff to add serious legitimacy to the process.

You're not just looking to throw a buyer agent at leads. We've all been there. But you want them to leave that meeting wanting more. So they talk about where they're at, some of their frustrations. They've talked about their vision for three years.

You've talked about "Well we have agents doing that, we can offer this. We have too many leads. Income opportunities are abundant." You definitely showed them that you have a legitimate system that they can step into and they leave that meeting wanting more.

Follow Up After First Meeting

You follow up. Somewhere in the Google Drive, I have an email that explains what the goals are for Year 1, Year 2, Year 3. It's also in that training document, the 30-Day document.

You want to call and follow up. Most agents live in fear, so if they're changing from another brokerage they may not be ready to jump today.

You can follow up with them, just keep them in Top Producer, or keep a reminder somehow to keep following up with them. It's just a pipeline sort of thing. We had a Google Docs at one point where we had a Top 10 Agents that we were following up with, and that worked pretty well.

Then you probably get together with them one more time. You get them into the office and extend the offer. And then you're going to sit down and, just like a listing, you go through the listing agreement.

There are things in the Position Agreement that you may be explaining for the first time, like your splits. Like for me, 10% off the top. I need to do it with them there. If they have an objection, I can handle it right there.

Then you're going to go through the Buyer Lead Mgmt Policy, they've got the Position Agreement, New Agent 30 Day Fast Start. Get them the training program, sign the agreement, and get to work on training.

HIGH PERFORMANCE COACHING CALL: Living and Leading With Purpose

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Transcript:

Alright, cool. Let’s get after it here. So when Brendan Burchard, founder of High Performance Academy, talks about purpose it’s really about being intentional in everything you do and present.

There are 6 pillars: productivity, persuasion, physiology, psychology, and purpose and presence.

And so presence is as much a part of purpose. So when you think about purpose, it’s intentionality with your time and being present and purposeful in everything that you do. If you overlook this and have a tendency to say, I want to sell 100 more homes next year than this year. I don’t want to do this right now.

The work you do in this session will have you show up as a better version of yourself, not only in business but in your relationships, with your children and your spouse and your friends, as a son or daughter, as a sibling. So don’t underestimate the power of what we’re going to do here.

So the goal of this session is to gauge how well you feel. You have been living and leading purposefully.

Every session I say the world’s highest performers are remarkably, whatever the session is. So for this one, the world’s highest performers are remarkably purpose-driven in how they live and lead in their work and also in their relationships. So all of the topics in high performance coaching are critically important, but it’s hard to imagine reaching the highest levels of high performance.

When we’re talking about performance, the older school version of this is Peak Performance, showing up in a peak way and then coming down. This is sustained levels of performance. Being purposeful is critically important.

HIGH PERFORMANCE COACHING CALL: 10X Your Success With Great Daily Habits

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Transcript:

So let’s talk about habits. Do you have any daily or weekly habits that you feel are moving you toward living a better life? So give me some examples of good habits. So who’s prospecting every day from 8 to 9:30? Who’s working out at 6 a.m.? Who’s setting aside a good amount of cash every day? Who’s reading their Bible daily if you’re a believer?

Give me some daily or weekly habits that you feel are moving you toward living a better life. Morning ritual. Reading Bible daily. I started, for some reason I have a tough time picking up a Bible. I know I should as a Christian. But I do these Bible plans on my YouVerse app on my phone. And I do a marriage one, a parenting one, and just a general 365 days. I get them delivered at 6, and typically I read them when I get done with my workout. It takes me about 10-15 mins or so, which is pretty cool.

Alright, Matt is all over it. Daily T25 2x running per week. Shawn says review schedule daily, follow daily plan, read something positive for 50 mins. Really, really good.

So give me some habits you always wanted to start or re-start. So what’s fallen off that you know you should be doing?

Bret says T25, meditate twice per day. Those are some good habits. So give me some habits that you wanted to start or re-start. Daily morning walks. Is that something you want to do, Rick?

Night before planning. Quit smoking. I don’t want to be a downer, Bradley. I’m going to say it just for your good. But my dad, man, and I know you know this if you’re a smoker. He is in sever, just awful health right now as a result of a lifetime of smoking. So just replace it with something good.
Daily Bible. Terry said, what I do now, keeping my cash in place, actively seeking community volunteer opportunities, eat healthy, cooking organically.

So Rick was a re-start on the daily morning walks. That’s really cool.

Need to work out daily 20-30 mins Shawn says. Follow prospecting plan daily for 1.5 hours daily. Wake up early, 6 a.m. Shawn, I don’t know if you ha.ve kids yet. 6 a.m. is a late rise in our house.

Re-start night before planning and weekly planning. That’s huge. Even as I’ve gotten out of my real estate business, I thought I would have less of that daily planning going on, but my ability to create content and bring in sales in this business without a daily plan is not good.

Terry says morning walks. Really cool. And she’s had some physical issues. Juice daily. That’s a good one.

The problem with juicing is you buy  like 17 pounds of 3 bags of fruit and vegetables, and you get like one thing of juice out of it.

HIGH PERFORMANCE COACHING CALL: Five Benefit Areas of High Performance

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Transcript:

These are the five benefit areas of high performance. When we talk about Clarity, go through these worksheets.

Clarity: Who do I want to become as a person, and what do I really want right now in my personal and professional life?

What areas of my lift am I lacking clarity in and why?

What do I feel absolutely certain about in my life right now?

And in terms of Energy: Do I have the physical vibrancy and stamina to accomplish my goals and feel energized about life every day?

What are the major factors causing my current level and how could I improve?

What would I have to start doing and stop doing to experience more energy in my life?

A great example is smoking. Doing that one thing and working out three times, 30 minutes each week and watching your health would obviously have a 180-degree change for you.

In terms of Courage: Where am I stepping up in my life right now?

Where am I backing down in my life right now?

What level of confidence do I have in seeking my dreams, and what would give me even more confidence?

In Productivity: Where am I crushing it in my life right now in terms of getting stuff done effectively and efficiently?

Where am I being sucked into distraction?

What do I need to do in order to be 3x more productive in my personal and professional life?

Then we get into Influence: Do I have the level of influence I desire with my family, friends, coworkers and those I lead?

What areas of my life am I lacking the influence I need to accomplish my goals?

How could I become more influential?

So that’s the first worksheet that you’ll go through. This is a printed out and sit down with a cup of coffee sort of thing and really take this stuff seriously. The ability to think about what’s going good in your life, what’s going not so good, and how you want things to change in the future, that’s probably the most important step. I think it’s 80% of the battle in terms of being able to achieve, or set out to achieve a life on your terms.

HIGH PERFORMANCE COACHING CALL: Are You in Control of the Critical Areas of Your Life?

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Transcript:

Alright, so let’s look at control. What areas of your life do you feel like you have a really good handle on right now? Give me some positive examples of areas of your life that you have a really good handle on right now.

Are there any areas of your life that need improving, but you have avoided improving them? So for me, for a long time it was my health. I just didn’t want to go there, and I thought that as I was scaling my business I didn’t have time to work out. And I would reward myself with a crappy diet. I would be snacking at 10 p.m. and rationalize that with, “I kicked ass today. I put 2 under contract, listed 2, had 2 closings. So why not consume 2K calories at 10 p.m.”

So what areas of your life have needed improving, but you’ve been avoiding those areas? Is it your finances, vacations, diet?

Are there any of areas of your life that you feel are out of control right now? So are your finances out of control? Cleaning up my office, daily schedule, financial budgeting, long-term retirement. That is probably the biggest one that I think our industry faces. And you see these agents that should be in retirement and they’ve had the same year in real estate over and over and over again instead of actually coming up with a plan and hitting it.

And the weird thing, and this was at Day Four of Unleash the Power Within, Tony Robbins, it’s a whole health day. He’s got the 7 levels of mastery, I think he calls it. And the foundational level, the biggest slice of the pie is your physical body and taking care of yourself.

So I learned a lot of stuff that day, but I just remember that in particular.

HIGH PERFORMANCE COACHING CALL: How to Perform at a Consistently High Level in All Areas of Your Life

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Transcript:

So let me give a little bit of background here in terms of what all this is about and why I’m involved in this area of training and coaching.

So High Performance Coaching was developed by High Performance Academy. So Brendon Burchard, if you look up HighPerformanceAcademy.com, you’ll get some information on it. And I went through a process to become certified.

So the cool thing is that I am a student of these principles as much as I am a coach and trainer. And these are things that I struggle with and constantly work toward mastering in my own life. But the whole point here is that it really is unique in its approach to helping people just consistently achieve at high levels and not just in one area of your life. Because it’s pretty easy to get good at one thing.

The guys that focus at being fit maybe to the expense of relationships or their financial situations, or guys that focus on work and increasing their finances may be neglecting their relationships or health. So this is all about playing at a high level in all areas of your life.

High Performance vs. Peak Performance

And it’s very specifically different from peak performance coaching. So peak performance coaching is about having to show up for a certain thing in a peak sort of way. So for athletes it’s that practicing for 100 hours to play 10 minutes of a sport or a match.

So this is different from peak performance. This is playing consistently at a high level in all areas of your life. The thing about some of these tools, and you’re going to hear me say this a lot, common sense is not common practice. So you have to approach some of these tools with a real sense of humility.

And especially on these sessions. I’m going to ask everyone on the call here to play along and when I ask for responses to type in your responses. So some of this stuff is non-business-related, but it’s going to impact your life in a deep way here. Don’t underestimate these tools and strategies.

Forget What Others Might Think

Play all out. Open your heart. Open your mind. Like I said, actively participate. Forget what anyone else might think. That’s something I’ve gotten really good at. I just don’t care.

Outside of my relationship with God, there’s only a handful of people that I even care what they think about me. I don’t walk all over people or anything like that. But as far as you designing a life for yourself, you really can’t care what people think, because we’re going to be in the one percent of achievers here in terms of how we design our life and how we live and play all out.

And the thing about it is unless you do that, your life isn’t going to change. It’s going to stay the same. If you want to live the same year over and over again in terms of your relationships, your physical body, your business and your financial situation, then don’t play all out. But if you want to make a change in those areas, don’t worry about what people think.

HIGH PERFORMANCE COACHING CALL: How to Raise Your Level of Competence in Any Area of Your Life

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Transcript:

The point of this tool is for you, before you go down a path, to get an assessment of if you're going to go through and do what's required of you to be successful. The human drive toward competence is what makes us want to understand, succeed at and master every area of our lives. The assessment on the following page is designed to help you quickly identify your level of competence in any given area of your life and gauge whether or not you will even try to accomplish and master something. 

Why the need for this assessment?

A lack of competence in any area of your life can seriously hurt your future. Here's what educational psychologists and human performance coaches know about competence. 

So, there's a bunch of categories, and I think it's 10 categories. Basically, below are several categories to consider when trying to access your will, competence, or likelihood of taking on or successfully completing any given challenge in life. With each category give your yourself a rating of 1-10 as described. After you complete all categories and scaling, find out your overall score and its implications by adding all of your ratings. 

Let's pick an example here, like opening your own brokerage could be one, or I think I did this, and when I did it, it was really low. But I forget what I did. Growing a team is a good one, so say you're a solo agent and getting to the point where you have a fully leveraged team could be a good one. 

Future Identity. Is this goal or activity relevant to your future identity to how I see myself and what I see myself doing over the long-term in the future. Very much is a 10, and no - not at all is a 1. So, for you growing a team like my team, if you don't see yourself in production, working with buyers and sellers, and you want to be a business leader instead, your future identity would be a 9 or a 10 there. If you love production and don't want the responsibility of growing a team, then you would be a 1 or a 2. 

Intrinsic Value. Is this goal or activity something that I am passionate about, would enjoy doing, feel proud about, and sense contributes meaningfully? Would I do this regardless of money, status, recognition or power? For me, running my real estate business and doing it one day a week is like a challenge and I love it. I love running a business and I love helping people improve their lives and their businesses. For starting my coaching company, that was a 10 for me. 

Utilitarian Value. Is this goal or activity something that will lead to a useful outcome for me? Will I get something useful in life out of doing this? For most of you, building a team would be a 10 because you would get more freedom. 

Opportunity cost. In pursuing this goal or activity, can I avoid losing out on other things that I find important? Can I do this without costing too much time, energy, effort, resources, and willpower needed elsewhere? This is a tough one because building systems can be a tricky thing, so there may be some mixed feelings as you're scoring things. 

Delay time. Is this goal or activity going to have quick and recognizable results that I can enjoy soon? Absolutely.

Personal Control. Is this goal or activity something that you will be able to make happen by my own efforts? For the most part, you are all able to achieve a fully-leveraged business. 

Social Support. Is this goal or activity something people will support me on? Will others provide direction and cheer leading when I attempt this? If you have a family and kids, I would imagine this would be a 100% yes. 

Bandwidth Belief. Is this goal or activity something I will have enough time and focus to do a good job at? Again, this is kind of like the opportunity cost one. Maybe a little bit of mixed feelings for this one.

Resource Availability. Will I have the resources I'll need to successfully accomplish this job? You should. You should feel like I am your biggest cheerleader and one of your biggest resources to achieve what you want to achieve.

Autonomy. Will I be given the trust and decision-making authority I need to feel as though I'm in control and able to make things happen? For you, entrepreneurs, that's a 10 if you're self-employed.

So, when you score it, if your score isn't at least a 75, should you give up and not proceed? Well, not really. Your score has to be 75 or greater to feel excited about your goal to actually follow through on it.

This is something Brendan developed and I think it's good for some big decisions in your life.

HIGH PERFORMANCE COACHING CALL: Dominate Your Day with the New Amped Productivity Planner

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Transcript:

This is a good tool, but I created an amped version. So I really like the 3-project focus. This is basically the lower part of Brendon’s Productivity Planner. And then this is the top part, the Project 1, Project 2. 

This Action Item List becomes the people you need to reach out to, the people you’re waiting to hear from. These are the things that aren’t going to make you a ton of money, but they’re keeping deals together. I’ve got to send that thing to this person. Schedule a one-on-one with a buyer agent. Just a running action item list. 

Counting Your Wins

And positive focus is one of those things that if you’re not doing a daily positive focus, you’re really missing out. One thing I had my team go through is this tool, the 21-day positive focus. This is a very cool exercise to go through as a team.

There’s an audio CD that comes with it. If you’re not using positive focus, there’s an app called WinStreak. Going through the audio CD, getting a bunch of extra workbooks for your entire sales team and admin, which are only $5, having Dan Sullivan explain the importance of positive focus. Part of it is just gratitude. But the reason you do your positive focus is to give you more and more confidence.

So real estate is hard, especially when you’re in production, in the grind of transactions. You need to be able to highlight the wins every day, even if it’s a tough day.

Someone sent me a speech by a general who had a list of things you should do. And the first thing was to make your bed in the morning, because right out of the gate it gives you a sense of accomplishment. You knocked one thing off the list. Worst case, if you had a really horrible day, you come home to a made bed. 

And this is sort of the same thing. You get momentum as you’re counting your wins. And with momentum comes increased confidence. Make this a daily practice. And I do with my kids every night, a 4-year-old and a 7-year-old. Every night, what’s your top 3 for the day? 

Obviously for a 7-year-old, it was sledding. We had 1/8th of an inch of snow and my kids figured out how to sled in it.

Anyway, so I highly, highly recommend positive focus. 

DYD Amped Version

So this is the tool I created based on the Brendon Burchard tool that is in your Dropbox and your Google Drive. It’s called DYD Amped Version. I can’t even tell you, I don’t know how to make it any more clear that if you’re going to achieve our mission in working together, if you’re at 100-sides and you want to go to 300-sides, if you’re at 40-sides and just starting a team and you want to go to 120-sides in a year or two, this is the tool that’s going to get you there.

There’s lots of other things that are going to come into play, but your ability to organize your thoughts and your activities and count the wins every day and organize yourself and do this for your key admin, it is 80% of the battle. So take that to heart. You should have one of these every day. 

HIGH PERFORMANCE COACHING CALL: How to Enlist and Inspire Others in All Areas of Your Life

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Transcript:

Our goal this session is to gauge how persuasive and influential you've felt in your relationships and career. This is one thing more-so for me looking back over what I've achieved.

The ability that I've had to enlist and inspire others to help build out the business I have to day has been critically important. So your ability, at the very basic level, to join your team, right? Even more basic than that, your ability to persuade your clients to take action to get their home priced right to start, or if they mispriced it to price it right, to get a price reduction.

So persuasion - with your spouse, with your children. I don't even have children that are at the age where they can really make bad, bad choices. But if you've got 10, 11, 12, 14, 15 year olds, the stuff they can get into - your ability to persuade them without alienation them I can't even imagine what that's like.

What's Been Working?

So let's check out persuasion here and how it's affecting your performance. Is there an area of your personal or professional life that you are trying to persuade someone to change? How has it been working for you? What's been working and what doesn't seem to be working? Who can give an example of someone personally and professionally you're trying to persuade to change and how it's been working?

I find that with my spouse, she's not really great at change, so the earlier I dorp int he seed. Same thing with my sister. If I see a vision, I'm pretty good at getting people to take action and persuade people. If it sounds a little negative, I don't mean it in a negative way.

Persuading and inspiring agents to follow up timely with leads? Yeah, that's a basic fundamental of success. Answer yard sign calls and follow up with internet inquiries quickly. I find that with buyer agents, having them attribute pain or pleasure.

Discovering the "Why?"

The more time you spend figuring out their 'why', I've found that was the gamechanger for our team. When our team started taking an interest in the deep personal 'why' of our agents, and being able to hit those buttons. And they're different buttons for each person.

HIGH PERFORMANCE COACHING CALL: How to Protect Your Health and Maintain High Energy Levels

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I really want to get some of this content out there. This hit me hard this week, because yesterday was just a personal growth day for me in my real estate business. This world class initiative is going to create some change in my company. 

How Your Energy Levels Affect You

And some things are happening that would get a normal person down, but it excites me. And I didn’t get good sleep for the last two days. And my whole team noticed it. Like, “what’s wrong? Are you okay?” 

And I was literally just tired because my 4-year-old is scared of something in her room, and we can’t figure out what it is. So she’s literally not going to bed. So she’s calling on me until 2-3 in the morning.

And my team notices when I don’t show up totally on and maintain that high level throughout the day. So just know that the way you show up in the world, I can’t function without my workouts now. If I’m not hydrated, I’ve got my green drink next to me. This is way more than a big deal than you guys think it is.

And so it always sounds preachy when I talk about this topic, but sleep, hydration, diet, and physical exercise are super important.

Valuable Resources

What’s good on here? I love everything. Compound Effect. Living Your Best, Your Ever from Darren Hardy. Obviously you guys know that Ultimate Sales Machine is just a killer book.

If you’ve got some mental issues around money, the stuff that Dan Kennedy does, his Renegade Millionaire system, it’s just good to hear someone talk so honestly about what it means to own a business and the person of owning a business is to make you really, really rich.

In the process you’re going to treat people really well and you’re going to create opportunity for them and their families. And you’re going to treat your clients well. And that’s all part of the process. Bottom line, it’s about making a crap load of money for yourself so you can contribute in the world that sorely needs people to step up.

God has gifted me with the ability to make money. And I am so bold about giving back now and deeply impacting people that just are having a tough time of it. 

But he’s just got good mindset stuff around money.

HIGH PERFORMANCE COACHING CALL: How Sharp Are Your Time Management Skills?

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So Dan Kennedy, if you haven't read the book No BS Time Management, the 2nd edition (the first edition was before the internet came out before everyone was ruled by their cell phone), but you need to pick up that book.

It's really good. All the principles we talk about, as far as how you honor your time and how you're in integrity with yourself about your time and the dollar value you put to your time.

Productivity Defined

He defined productivity as "the deliberate strategic investment of your time, talent, intelligence, energy, resources, and opportunities in a manner calculated to move you measurably closer to meaningful goals.

I just think it's a cool definition of productivity, and there's a picture of me with one of the grumpiest guys I've met.

Again, some of this is obvious stuff. You and your agents have to plan your day in advance, and you've got to be intentional about things.

Chet Holmes' Business Growth Mastery

If you haven't listened to Chet Holmes, if you go to YouTube, there's a 22 video series. It's Chet Holmes's Business Growth Mastery, or Chet Holmes BGM. Here's the one on time management, so this is 30 minutes on time management. There's a bunch of good stuff in here. So about 5 or 6 of these you can straight up present them to your team as training.

When I looked at our current training schedule, at the end every week, you should give back to your team in some form or fashion. And there's 5 or 6 of this Chet Holmes series that are worth going to. One is "The High Art of Getting Appointments with Anyone," which is really, really good. The goal setting thing is really good. Some of them, like you're not gonna teach them how to become a marketing master.

You can look through them. "The Perfect Sales Process" is another good one, those sorts of things.

HIGH PERFORMANCE COACHING CALL: How Well Are You Tracking Your Crucial 1-Year Goals?

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This is a tool that I use actively. It's really become one of my main planning tools. I've taken my categories of improvement, and I've put them on a one-pager. We sort of ran out of time for that at the end of October's High Performance Workshop in Charlotte.

1-Year Goals

If you look at the 1-Year Planner, that's this tool here. So I'll grab a link of that. This is a really cool tool that I've gotten a lot of mileage out of. Hopefully all of you should see that there. Basically, what I do is take your 10 most crucial one-year goals.

I was just actually going through mine here this morning. One of mine is a revenue target for coaching, 400 sides for The Lars Group, to run a marathon on October 5th at my wedding weight of 192 (which is about 18 lbs. less than I am right now), a goal of cash put into what I call my Money Machine, 8 family trips and 4 romantic getaways, give $100,000 to my church and outreach partners, deepen connection with Julie, be more Christ-like every day, eliminate buffer days. Do more concentrated work in fewer days (so work 4 days per week total), and then the sales leadership platform that I'm putting in place for The Lars Group (which you'll get a sneak peak of by April 1st and 2nd).

That's going to be world-class - the finished product will be something that the industry hasn't seen in terms of taking my team to another level, which I'm excited about.

So I've got all those here. I've got some emotion behind it. Why is this goal so important? Then just quarterly goals. Quarterly goals, actual result, a check or an 'X' if you made it. Second quarter goal, actual result.

Seeing the Big Picture

This is a cool tool that I use a few times a week to kind of look at my goals. I like the big picture of it. The personal categories and professional categories will feed right into this. So if you didn't do this, print this out on 11x17, and get it in and start using it.

This chart is in your Google Drive. It's just a nice 1-Pager for you to visually see what's going on with your goals. A good idea for any of you who are the plus up types, which I know there are a bunch of you out there, is put this on a big dry erase board. Send this to your printer and get them to make a 22x34 version of this. That would be awesome.

HIGH PERFORMANCE COACHING CALL: Are You Making Your Physical Health a Priority?

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The ability to really make stuff happen in your real estate business, in your relationships, or in anything that is important to you, the basis of it all is your physiology. The ability to show up in your life with a high level of energy, focus, presence, and purpose - and being very deliberate about what that day or what that meeting or that listing or buyer appointment or a meeting with a team member - your ability to be right there in that moment, getting your physiology in line shows up in all different areas of your life.

Is Your Physiology Out of Whack?

This has been an absolute game changer for me. Maybe it's not obvious to some of you that your physiology or your health and fitness is out of whack, but you know you're not going to the gym regularly; you know you're not drinking more than a gallon of water per day; you know you're not getting 8 hours of sleep; and you're not paying attention to your diet.

This is an area that you definitely want to commit to pay more attention to, because it's going to make a big, big difference.

If this is your first High Performance Coaching Call, this is an interactive call. I want you to grab either a piece of paper or a notebook - you should have a notebook that you bring with you that is strategy or personal/professional development, one notebook that you can use when you're on Google Hangouts or you're going to conferences or workshops.

Peak Performance vs. High Performance

So get your notebook and let's talk about Physiology Mastery and how it relates to High Performance and how this is going to show up in all the areas of your life.

On a Scale of 1-10, how have you felt energetically in the last week or month? I always like putting a number to it - maybe it's the engineer in me, the 'C' personality. But how do you rate yourself on that scale in terms of energy levels?

You get up in the morning, you're clear, you don't have to drag yourself out of bed, you're ready to take on the day. Maybe you're doing a morning ritual, that sort of thing. A lot Brendon Bruchard's High Performance Academy specifically doesn't train us to be peak performers. There's a big difference between peak performance - needing to show up during high intensity or short periods of time - versus living at an elevated level, all the time.

HIGH PERFORMANCE COACHING CALL: Defining Your Life's Purpose in a Singular Statement

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Defining our life's purpose in a singular statement. This is something that's really, really cool. I did it myself, but I'm gonna go through it, because I want everyone to do it. This is that hokey stuff that 1% of the population will do, and they'll be the 1% of the population that is just owning their life because it's a life they designed. They're intentional, they're purposeful, and they're aware and present.

Make Time for This

I cannot encourage everyone enough - I'm praying, I'm doing here bowing my head that everyone will take this worksheet and make something of it. I'm going to go through it with you. Every one of these sessions is a 30 to 60 minute cup of coffee in a Starbucks. Much of this stuff is really profound.

I'd probably block out 2 or 3 or 4 hours and knock out a bunch of these sessions. But let's get through this here.

We're talking about a singular statement that sharpens your focus and reminds you of what's important. The challenge is you can have different purposes in different parts of your life (you might have one in your relationship and another in your career) and in different times in your life. Perhaps your purpose, too, has changed or become more defined since working with your coach, with me. 

Unfortunately, too many people also obsess about their overall life's purpose and simply don't realize living each day with purpose and meaning is the ultimate goal regardless of if you're clear on an overall life plan and purpose.

Defining Your Purpose

There's a few things to consider here. The statement has to be as much about being as doing. For example, Brendon, the founder of High Performance Academy, has "be fully alive and vibrant" as part of his purpose statement, which has nothing to do with a career or goal-oriented objective.

So he can be fully alive and vibrant at a party. He can be fully alive and vibrant in his business. With his team, he can be fully alive and vibrant when he records his training videos. He can be fully alive and vibrant with his spouse. So that applies to every area of his life.

The things I'd like my purpose statement to remind me to be include...

Mine was "boldy enthusiastic, spirited, dynamic, engaged, fearless, bold, present, vitality, fully alive, joyful." Those are some of the words I wrote down.

The statement can have "to do" items that aren't career focused. Brendon's includes, "to adore and appreciate my loved ones," which again is not something that is not career related. Even in addressing career or ambitions, Brendon's "to do" item is to "strengthen and share my gifts," another broad statement. Though everyone tells you to be super specific about what you want,  (which is great in goal-setting), purpose statements that are more broad in scope help us focus on what's really important in a variety of contexts.

The things I'd like my purpose statement to remind me to do include...

I put "bring joy, respect, honor, fully enjoy family and friends, strengthen and share my gifts, honor God."

So what would you like your purpose statement to remind you to do?

HIGH PERFORMANCE COACHING CALL: Overcoming Your "Weakness Hangover" and Living from Your Strenths

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Session #7: Tenets of Psychological Mastery. How can you use the power of your mind to support and strengthen who you really are? These three actions aim your mind and provide the fertile ground for developing a more engaged and consciously-directed mind.

There's 3 things we're going to talk about. The first is Focus on (and Live From) Your Strengths, Not Limitations. The last 50 years the field of psychology has taught us to focus almost exclusively on what is wrong with us - our maladies and disorders. Collectively, many of us are suffering from a "weakness hangover" where we focus more on our limitations and problems than what makes us strong and limitless. It's time to re-engage and focus on what makes you remarkable.

Recognizing Strengths and Weaknesses

"Let's do this exercise together. My weaknesses and limitations that I have overly focused on include..." What weaknesses and limitations are you focusing on? Let's list those out. Do them in this document, in the actual pdf document, but also list them in your question box.

Then list, "My five top strengths in life include..." So what are your weaknesses and limitations, and then what are your five top strengths?

"And if I live from these top strengths more often and with greater focus, these things would change in my life..." So first your weaknesses and limitations that you focus too much on, then list out your five top strengths, and then what would happen if you lived from the top strengths more often and with greater focus? What would change in your life?

Spend a little bit of time going through that, and then comment in the question box and we'll chat it out.

Keep Your Strengths in Mind

"The way I'm going to remind myself of my strengths and live from them more often is..." The first time we did this, when we went through this exercise if you were on that call, we did Clarity. If you guys remember this exercise, it was three words that give you clarity to continually remind yourself of the three words that describe the best version of yourself, your interactions with people, and your success markers.

Then what we did was we programmed those into our phone, and once or twice or five times a day you're constantly reminded of who the best version of you really is. So how can you remind yourself of your strengths and live from them more often? How could you remind yourself of those?

HIGH PERFORMANCE COACHING CALL: How Your Psychology May Be Affecting Your Performance

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The goal of mastering your psychology is to develop a consciously-directed, positively engaged mind. When I look back - take the last 6 or 7 years. Before that, it was even worse when it comes to my psychology. I was always so driven that I really forgot to enjoy the ride. You saw, if you went to the intensive in October, one of my categories I called "Enjoy the ride." Just to get my psychology straight to make sure I was feeling fulfilled, and not just achieving goals.

Going Deeper into High Performance Coaching

This session, we're going to go deeper. This is the first of 6 sessions that go deeper into the 6 pillars, and we're starting with psychology here. Obviously, that quote from Tony Robbins, that 80% of winning in business is psychology, and the world's highest performers have to master their mindset and their psychology.

Every one of the topics of High Performance is the most important topic, but the game of life and business is absolutely won in your mind.

We're going to go through a series of questions here. Really take some time, and I'm going to push you a little bit to participate. As you answer these questions, answer them in a workbook or a journal. But also go onto the question and share your answers, and I'll share them with the group. That'll make this interactive.

Adopting New Beliefs

If you could adopt a powerful and positive new belief or identity about yourself, what would it be? Maybe you kind of know what your limitations are right now when it comes to your psychology. If you were to create a powerful and positive new belief or identity about yourself, what would it be?

When I look back to being a producer, and before I started my team, I didn't know how to lead. I was insecure standing up in front of my group and telling them what they needed to do. The new belief or identity I would have adopted in my mind at that point would have been a leader that can truly enlist and inspire people.

What is it for you?

Do you ever find yourself focusing too much on negative thoughts or your faults? If so, when does that happen, and what are those thoughts and faults? How are they affecting you? How is that holding you back?