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How to choose faith more often than fear

self care sunday Jun 06, 2020

I don't think it's ever been easier to observe people and determine who is living in fear and who is living in faith.

Fear and faith seem like different mindsets on the surface but have something important in common.

When you're clear about their similarities, it becomes much easier to choose faith. And the more you choose faith, the more you will thrive in business and in life, as a top producer. Watch this week's message, then share your thoughts in the comments. Had you ever considered that whichever you choose, you're essentially doing the same thing?

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How top producers stay motivated in the middle of a challenge

self care sunday May 30, 2020

Hey what’s up guys. This week in California we’re able to go back into a salon to get a haircut. (Although I was able to get my stylist to come to the house a few weeks ago.) And I imagine for many people, the first visit to the salon will be to correct whatever mess was created by the friend who gave them the “corona-cut”!

We’ve been in lockdown long enough for our hair to get to that messy stage if we’ve not tried to cut it at home. Maybe this is more of a guy thing since we tend to keep our hair shorter. But I know the ladies understand because one of my long time private clients, who has the best hair of any woman I know, remarked how long hair is great and short hair is also great, but when you’re in the middle of the two, it really sucks.

Being in the middle of almost anything can be challenging. When you’re in the middle of a diet for your beach body, calorie restriction is no fun. It was much more fun to pick out the new suit...

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What is your essential service?

self care sunday May 23, 2020

Hey what’s up guys. I want to talk to you today about your essential service. These days, we are rightfully shining the spotlight of gratitude on workers who are helping our businesses adjust to the COVID19 outbreak. But in my opinion, that doesn’t mean that other jobs aren’t essential.

Language is a tricky thing. Across the US, nurses and grocery store workers were uniformly deemed by governments as “essential”. But other professions like real estate agents were not considered essential in every state. Using the word essential this way has bothered me for a while. I understand why it was used but it just doesn't feel right for any government to classify certain people as essential and others not.  

Before you get carried away, I’m not saying we don’t need to work to keep people healthy. It’s the word essential I’m wrestling with here. You see, when I’m coaching people, one of the most important things...

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Two Things Top Producers Understand About Reaching Their Full Potential

self care sunday May 16, 2020

Hey what’s up guys. Last week we talked about the Magic 1%, which is the idea that it’s easier to commit to something 100% than 99%. That’s because until you’re at 100%, you force yourself to make a decision about whether you’re committed at all every time the topic crosses your mind. 

This wouldn’t be worth discussing if everyone consistently hit all their goals and was living the life of a top producer. Sadly we all know that too many people only sporadically hit their goals and only occasionally feel like a top producer. Especially those with a habit of almost fully committing but never quite going all in.

So what would cause someone to get all the way to 99% and then stop short? In a word, fear. The final chapter in Think and Grow Rich by Napoleon Hill is called The Six Ghosts of Fear. Today I want to talk about what stops full commitment by focusing on the first two ghosts;  fear of poverty and of criticism. 

When we lack...

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Why 99% commitment is hard but 100% is easy

self care sunday May 09, 2020

Would you say it’s easier to stick to a healthy diet 90% of the time or 100% of the time? What about prospecting? Do you think it’s easier to stick to your lead generation schedule 90% of the time or 100% of the time?

If you’re thinking 90% then you’d be normal. I mean, sticking to your diet 90% of the time means you have 10% for cheat days, right? And if you do 90% of your lead generation you’ll have time left over for emergencies and will still have clients, don’t ya think?

On the surface that makes absolute sense but what if I changed the question? Would you say it’s easier to stick to your principles and morals 90% of the time or 100% of the time? Hmm…a friend that’s honest with you 90% of the time? That doesn’t sound as good does it?

Now, what if I changed the percentage? Is it easier to stick to a diet 99% of the time or 100% of the time? 

We talked about this recently in the mastermind group I run and the truth...

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The fastest way to stand out from your competitors

self care sunday wiltw May 02, 2020


So you got an email from your professional association that has a really nice infographic displaying the latest market stats. You should take their advice and post it everywhere right?

Not so fast. Do you really want to look exactly like every other agent in your town? If you want to stand out from your competition, there’s a little more to it.

Finding and using your voice is key to attracting clients who appreciate you as the unique and special professional you are. Watch this week’s message and I’ll show you how... 

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How to answer client question with confidence during a market shift

self care sunday wiltw Apr 25, 2020

Is now a good time to sell? Is this the time to buy? Should we take this offer or counter?

These are questions any productive agent hears regularly. When it's clear what kind of market we're in, they're relatively simple to answer. But many lose confidence when markets begin to shift or when there's uncertainty or turmoil in the world.

That's why this week I'm sharing a lesson from early in my career that allowed me to answer client questions with confidence, no matter how complicated the times. Check out the video and let me know what you think in the comments!


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Is staying home the real danger?

self care sunday wiltw Apr 18, 2020

I can't remember a time when the world has been so distracted for so long. But have you noticed that whether we stay home or not, life is moving on? While we debate the "opening of the economy", the sanity of face masks and wonder exactly where our government is sending trillions of dollars, time marches on. It may feel like it occasionally, but life itself never closed down and doesn't need to be reopened.

This week, it became clear to me that we don't need anymore tips on how to work from home and we certainly don't need anymore fear mongering from the media. Instead, I believe we need more reminders to get on with it. Adversity has struck, past tense. Now we need to adapt and move forward

It's possible I'm preaching to the choir. Self employed people are pretty resilient after all. So maybe you'll shout AMEN to my message or maybe you'll think I'm trying to make light of a crisis. Ether way, don't be shy about leaving your...

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Two ways to quiet self-doubt

self care sunday wiltw Apr 11, 2020

Click here for guide mentioned in video

This week I made a wonderful observation. When I pay attention to the media, I see our world depicted as a huge mess. But when I pay attention to you, I see you finding ways to stay productive in spite of adversity

Everyone was facing some sort of adversity before COVID19. Now that an extra layer of it has been added, it's more important than ever to consciously decide where we place our attention.

Working to overcome adversity can trigger moments of uncertainty and self-doubt. So in this week's video, I share two little tricks that instantly clear it up.

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The story of a thank you note that went viral

self care sunday wiltw Apr 04, 2020

I have always loved sending handwritten personal notes. When I started in business in the early 1990s they were already rare. Today, they're almost non-existent.

That makes them one of the best tools you have to strengthen your relationship with people in your database and generate more referrals to boot! 

I sense you knew that much, but many people miss the deeper lesson. The real reason personal notes are so powerful has nothing to do with the note itself.

As you listen to the story of the thank you note that went viral, I'll uncover the real reason. Click the video and watch!

By the way, In the midst of historic economic news, everyone seems to be wearing their brave faces. I'm right there with you setting my mind in a positive, productive space daily. Just don't make the mistake in thinking things will go back to the way they were in a few weeks time. Now is when you must sharpen your basic salesmanship skills. This week's message will...

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