WEBVTT 1 00:00:01.760 --> 00:00:05.440 Welcome to Mortgage Talk with Mark Harston, the program that 2 00:00:05.519 --> 00:00:09.000 not only talks about mortgages, taxes, and interest rates, but 3 00:00:09.080 --> 00:00:12.199 Mark and his guest talk real estate trends and your home. 4 00:00:12.439 --> 00:00:15.039 He also answers your mortgage questions to help you make 5 00:00:15.080 --> 00:00:19.839 the right financing or refinancing decisions. Now here's Mark Hairston. 6 00:00:20.239 --> 00:00:23.760 Happy day everybody, and welcome back to Mortgage Talk with Mark, 7 00:00:23.879 --> 00:00:26.960 where every week our goal is to bring on some 8 00:00:27.039 --> 00:00:30.600 guests that will help you make better decisions in your life, 9 00:00:30.719 --> 00:00:33.600 in your real estate, your investments are your business. And 10 00:00:33.679 --> 00:00:36.799 I'm really excited today to have on not only a 11 00:00:36.799 --> 00:00:39.520 good friend of mine but also my business coach. And 12 00:00:39.560 --> 00:00:42.640 he lives in Dallas and phil His company is in 13 00:00:42.719 --> 00:00:45.159 one academy. He'll introduce himself in just a second. And 14 00:00:45.200 --> 00:00:47.079 he has helped me immensely over the last couple of 15 00:00:47.159 --> 00:00:51.640 years and working with me and really my mindset around business. 16 00:00:51.679 --> 00:00:53.520 You know what it takes to set goals and to 17 00:00:53.560 --> 00:00:56.600 achieve goals and to think positively and get past hurdles. 18 00:00:56.799 --> 00:00:58.399 And it was really strange. I haven't told you this, 19 00:00:58.479 --> 00:01:01.200 Bhil yet, but I had a dream about this last night, 20 00:01:01.679 --> 00:01:03.840 This podcast which has never happened to me. I've probably 21 00:01:03.840 --> 00:01:05.879 had one hundred of these shows. I've never dreamed the 22 00:01:05.959 --> 00:01:07.920 night before about it. So anyway, I want you to 23 00:01:07.959 --> 00:01:09.760 introduce yourself and let's get into the heart of it, 24 00:01:09.760 --> 00:01:11.439 because we've only got about twenty five minutes. 25 00:01:11.480 --> 00:01:13.799 We could talk for hours, but let's get started. Yeah. 26 00:01:13.879 --> 00:01:16.200 No, In short thirty thousand foot view, my name is 27 00:01:16.239 --> 00:01:18.959 Phil Treadwell. Been in mortgage, in real estate sales and 28 00:01:18.959 --> 00:01:21.480 marketing side of that business for twenty two years. Was 29 00:01:21.480 --> 00:01:25.280 an originator, you know, branch manager, area regional VP, national director, 30 00:01:25.319 --> 00:01:27.599 all the things, have a passion for podcasting, have a 31 00:01:27.640 --> 00:01:30.040 podcast for the industry as well. And for the last 32 00:01:30.120 --> 00:01:33.319 three years I've been coaching mortgage and real estate professionals. 33 00:01:33.519 --> 00:01:36.040 And it wasn't anything that I had really planned on 34 00:01:36.120 --> 00:01:39.480 doing or anticipated, but almost every professional success that I've 35 00:01:39.480 --> 00:01:41.879 ever had I can directly tie to a coach, a 36 00:01:41.959 --> 00:01:45.079 mentor someone kind of taking their experience and imparting it 37 00:01:45.120 --> 00:01:47.560 to me in wisdom, and through a series of events, 38 00:01:47.920 --> 00:01:51.319 ended up starting some workshops and turning into a coaching 39 00:01:51.439 --> 00:01:53.480 business practice, if you will. So I do a lot 40 00:01:53.480 --> 00:01:57.239 with individuals and companies and larger groups and things of 41 00:01:57.239 --> 00:01:59.359 that nature, But really my mission and passion is to 42 00:01:59.400 --> 00:02:02.879 help driven people overcome obstacles and maximize results. I love 43 00:02:02.879 --> 00:02:05.359 it and that's essentially what I do and having a 44 00:02:05.400 --> 00:02:06.120 lot of fun doing it. 45 00:02:06.400 --> 00:02:08.000 Yeah, well you're very good at it too. 46 00:02:08.199 --> 00:02:10.840 And so everything we're going to kind of talk about 47 00:02:10.840 --> 00:02:14.039 today of either heard you talk about or we've been 48 00:02:14.080 --> 00:02:17.000 in conversation about. So let's get started around and tell 49 00:02:17.120 --> 00:02:19.039 us a little bit about M one Academy real quick. 50 00:02:19.080 --> 00:02:21.400 I mean, where the name came from, what it means, 51 00:02:21.680 --> 00:02:24.000 you know, what sort of about the mission, if you will. 52 00:02:24.360 --> 00:02:28.240 Sure in one Academy, the M one stands for mindset first, 53 00:02:28.719 --> 00:02:30.840 and mindset's not the only thing that's going to make 54 00:02:30.879 --> 00:02:33.919 someone successful, but it is the most important thing because 55 00:02:33.919 --> 00:02:37.520 our mindset controls our attitude and our actions, which are 56 00:02:37.599 --> 00:02:40.319 the only things that we can control. We can't control 57 00:02:40.360 --> 00:02:42.599 the market, we can't control our sphere of influence, we 58 00:02:42.639 --> 00:02:45.319 can't control our business partners. But what we can control 59 00:02:45.360 --> 00:02:48.120 are the things that we do and how we respond 60 00:02:48.199 --> 00:02:51.759 to the things that happen to us. And so mindset's 61 00:02:51.759 --> 00:02:53.360 a big part of this. Whenever I first started this 62 00:02:53.400 --> 00:02:55.960 and was doing some workshops, they were very tactical here's 63 00:02:56.000 --> 00:02:59.599 the sales and marketing playbook. And people were getting results, 64 00:02:59.639 --> 00:03:02.159 but not the level that I felt like they should, 65 00:03:02.280 --> 00:03:04.159 being that we had this playbook kind of laid out 66 00:03:04.199 --> 00:03:06.560 for them. And really, my coach and mentor at the 67 00:03:06.560 --> 00:03:09.400 time said, you're you're underestimating some of the intangibles. You're 68 00:03:09.439 --> 00:03:12.120 underestimating the mindset and some of these foundational elements of 69 00:03:12.520 --> 00:03:14.759 understanding why you do what you're due. How does that 70 00:03:15.039 --> 00:03:17.360 create your unique value offer in your in your marketing, 71 00:03:17.400 --> 00:03:20.800 your messaging. You're you're underestimating having a north star and 72 00:03:20.840 --> 00:03:24.039 those milestones and those goals and habits. And so that's 73 00:03:24.039 --> 00:03:26.159 really the genesis of where it came from, and I 74 00:03:26.159 --> 00:03:28.240 think it's been very impactful and kind of setting us 75 00:03:28.280 --> 00:03:31.240 apart from, you know, some other companies that are just like, Okay, 76 00:03:31.240 --> 00:03:33.280 here's the seven steps of success or here's the five 77 00:03:33.319 --> 00:03:34.319 things you need to do right. 78 00:03:34.400 --> 00:03:36.599 Yeah, work your data base, blah blah blah. But it 79 00:03:36.639 --> 00:03:38.800 takes something to overcome some of those fears, you know, 80 00:03:38.919 --> 00:03:41.439 So so what are the Let's start with some of 81 00:03:41.479 --> 00:03:44.080 the more common mindset blocks that you see in small 82 00:03:44.120 --> 00:03:46.080 business people. You know, I know you don't just work 83 00:03:46.120 --> 00:03:49.199 with small business people, but in general, what holds people 84 00:03:49.240 --> 00:03:50.759 back from achieving those goals. 85 00:03:51.719 --> 00:03:55.120 That's a great question. There's really two things that hold 86 00:03:55.120 --> 00:03:58.680 people back from taking action, and the first is fear 87 00:03:59.080 --> 00:04:01.319 right fear of failure. And this is one of my 88 00:04:01.319 --> 00:04:03.960 favorite topics to talk about because we were taught in school. 89 00:04:04.000 --> 00:04:08.080 We were taught growing up that failure and success were opposites. 90 00:04:08.840 --> 00:04:12.039 In school, you couldn't fail every test, fail every quiz, 91 00:04:12.400 --> 00:04:15.560 even if you learned what you got wrong. In that 92 00:04:15.680 --> 00:04:18.839 academia world, you're still a quote unquote failure. And so 93 00:04:18.879 --> 00:04:21.160 we were taught that, you know, success is on one 94 00:04:21.199 --> 00:04:22.720 side and failures on the other, and you have to 95 00:04:22.720 --> 00:04:24.720 make a conscious decision which way you want to go. 96 00:04:25.319 --> 00:04:27.920 But in the real world, we hear it on stage 97 00:04:27.920 --> 00:04:30.199 from people that are very successful or have had a 98 00:04:30.240 --> 00:04:32.279 lot of results. We hear it in podcasts, we hear 99 00:04:32.319 --> 00:04:36.000 it in books. Failure and success are actually stacked. We 100 00:04:36.120 --> 00:04:39.560 go through failure to get to success because there's never 101 00:04:39.600 --> 00:04:43.920 a situation where doing nothing or not taking action is 102 00:04:43.959 --> 00:04:46.639 better than doing something, even if you fail, because if 103 00:04:46.680 --> 00:04:49.680 you do nothing, you get nothing. If you do something, 104 00:04:49.879 --> 00:04:51.759 you have an opportunity to get a win or get 105 00:04:51.759 --> 00:04:55.240 a result, or maybe you take that loss, but that 106 00:04:55.639 --> 00:04:58.000 L and loss is actually L for learn. You get 107 00:04:58.040 --> 00:05:01.439 to learn something that can potentially propel you forward. So 108 00:05:01.480 --> 00:05:04.319 the opposite of failure is not success. The opposite of 109 00:05:04.360 --> 00:05:07.240 failure is excuses. And we have a ton of excuses 110 00:05:07.279 --> 00:05:08.399 about why we don't want to call. 111 00:05:09.000 --> 00:05:11.480 It what do you call it? X quis or something 112 00:05:11.519 --> 00:05:11.839 like that. 113 00:05:12.000 --> 00:05:14.040 Yeah, it's so there's there's there's a book called the 114 00:05:14.079 --> 00:05:16.920 Magic of Thinking Big, and there's three failure diseases that 115 00:05:16.959 --> 00:05:21.079 it talks about. There there's detail itis, excuse IIS, and procrastination. 116 00:05:21.560 --> 00:05:23.800 And we all fail or you know, we all suffer 117 00:05:23.839 --> 00:05:26.160 from one of those those three failure diseases. And and 118 00:05:26.199 --> 00:05:28.439 we really we get in our own head, we overthink it. 119 00:05:28.759 --> 00:05:31.079 And so I think the other thing that really holds 120 00:05:31.160 --> 00:05:34.560 us back is what are people going to think, right 121 00:05:34.600 --> 00:05:36.920 if I go and try something new or if I 122 00:05:37.000 --> 00:05:39.519 do fail, Because a lot of people may not necessarily 123 00:05:39.560 --> 00:05:44.160 be a fear failure itself, but they might fear people 124 00:05:44.279 --> 00:05:46.920 seeing them fail. And we have to remember, listen, they 125 00:05:46.920 --> 00:05:49.399 don't pay our bills, they don't live our life, they 126 00:05:49.399 --> 00:05:51.680 don't have our relationships with our family, they're not in 127 00:05:51.680 --> 00:05:55.120 our spiritual walk. So how do I go out and 128 00:05:55.160 --> 00:05:57.920 realize that this spotlight that I think is on me 129 00:05:58.519 --> 00:06:00.920 isn't because a lot of people are too busy thinking 130 00:06:00.959 --> 00:06:01.959 the spotlights on them. 131 00:06:02.240 --> 00:06:03.240 And so we just have to get of. 132 00:06:03.279 --> 00:06:05.879 Our own head and realize that everything we want is 133 00:06:05.920 --> 00:06:08.480 on the other side of that fear. Everything we want 134 00:06:08.720 --> 00:06:11.519 will happen through action, through going out and doing the 135 00:06:11.560 --> 00:06:15.959 things I call them daily habits, daily disciplines are non negotiables. 136 00:06:15.959 --> 00:06:18.480 We've got to wake up every day with intentionality and 137 00:06:18.519 --> 00:06:24.959 start doing those things. We've got to intentionally take action spiritually, mentally, physically, emotionally, 138 00:06:25.040 --> 00:06:26.720 and then yes, and our business financially. 139 00:06:26.839 --> 00:06:27.160 Sure. 140 00:06:27.560 --> 00:06:29.639 Yeah, there's an old saying about you know, you have 141 00:06:29.759 --> 00:06:35.160 to get used to being uncomfortable, you know, to extend 142 00:06:35.160 --> 00:06:38.519 yourself out there a little bit and move past that fear. Now, 143 00:06:38.600 --> 00:06:41.839 my experience over the years is that that's good information 144 00:06:42.279 --> 00:06:45.240 until the market shifts, you know, and right now, be 145 00:06:45.319 --> 00:06:48.079 in the mortgage space, it's tough out there, you know. 146 00:06:48.160 --> 00:06:51.120 So let's talk about those daily habits. What would you 147 00:06:51.199 --> 00:06:54.639 recommend for me or anybody else who's whether it be 148 00:06:54.680 --> 00:06:56.800 the real estate or mortgage or any small business. And 149 00:06:56.800 --> 00:06:59.759 this weird sort of strange economy we're in to to 150 00:07:00.079 --> 00:07:01.360 move toward those goals faster. 151 00:07:02.560 --> 00:07:03.800 That's another great question. 152 00:07:04.360 --> 00:07:08.000 We list them as F five. There's five f's faith, 153 00:07:08.639 --> 00:07:14.079 family and friends, finance, fitness and focus. And another way 154 00:07:14.120 --> 00:07:15.279 to think about it is just what I said a 155 00:07:15.279 --> 00:07:19.439 second ago, spiritual, mental, physical, emotional, financial. We all need 156 00:07:19.480 --> 00:07:23.120 to come up with one or two, maybe three activities 157 00:07:23.199 --> 00:07:26.160 actual action habits that we can do on a daily basis. 158 00:07:26.199 --> 00:07:28.160 So a lot of those can get knocked out in 159 00:07:28.199 --> 00:07:30.800 some type of a morning routine. Okay, there was about 160 00:07:30.800 --> 00:07:32.240 a year and a half, two years I was waking 161 00:07:32.319 --> 00:07:34.680 up at four thirty four forty five every single morning. 162 00:07:34.680 --> 00:07:36.959 And I still wake up pretty early, just not quite 163 00:07:36.959 --> 00:07:39.759 that early, but I still have that morning routine. And 164 00:07:39.920 --> 00:07:43.000 what people need to understand is that our mind, from 165 00:07:43.000 --> 00:07:47.439 a mindset perspective, only distinguishes between wins and losses, but 166 00:07:47.519 --> 00:07:49.680 not how big they are. So when we go out 167 00:07:49.680 --> 00:07:51.800 with our daily habits and we get up a little 168 00:07:51.800 --> 00:07:54.439 bit early, maybe we go to the gym, or take 169 00:07:54.480 --> 00:07:57.040 some quiet time, or we you know, read a book, 170 00:07:57.199 --> 00:08:00.639 get in the word, listen to a podcast. We're taking 171 00:08:00.639 --> 00:08:04.319 care of ourself spiritually and mentally. And again, if we 172 00:08:04.360 --> 00:08:06.639 do a workout, go for walk, whatever. Then we're taking 173 00:08:06.639 --> 00:08:09.160 care of ourselves physically and we're able to check those 174 00:08:09.160 --> 00:08:13.519 boxes off. Those boxes are essentially small wins. And there's 175 00:08:13.560 --> 00:08:16.560 a really good book by James Clear called Atomic Habits 176 00:08:16.839 --> 00:08:19.560 where he talks about stacking habits. The way I like 177 00:08:19.600 --> 00:08:22.240 to frame it is we're stacking wins since our mind 178 00:08:22.279 --> 00:08:24.800 only distinguishes between wins and losses. If we wake up 179 00:08:25.000 --> 00:08:26.920 and knock a bunch of these daily habits out, we've 180 00:08:26.959 --> 00:08:31.160 been stacking wins and that creates momentum. Anytime we check 181 00:08:31.240 --> 00:08:33.399 things off of a list, we want to check more 182 00:08:33.440 --> 00:08:36.559 things off of a list. That momentum creates more motivation. 183 00:08:37.000 --> 00:08:39.759 And the other thing that it creates us confidence. Those 184 00:08:39.799 --> 00:08:42.320 people that have massive confidence, it's not because they were 185 00:08:42.320 --> 00:08:46.639 born that way. Confidence isn't a personality trait. Confidence is 186 00:08:46.679 --> 00:08:49.120 a skill that we learn, and we learn that through 187 00:08:49.440 --> 00:08:52.799 doing all those little activities and realizing that that's moving 188 00:08:52.799 --> 00:08:55.120 the needle in my life, that's moving the needle in 189 00:08:55.159 --> 00:08:58.480 my business way more than the losses do. So if 190 00:08:58.519 --> 00:09:01.440 we go through that routine, knock out some habits, you know, 191 00:09:02.120 --> 00:09:04.120 maybe drink a protein shake instead of you know, eating 192 00:09:04.120 --> 00:09:07.279 a donut right, we reach out to a handful of 193 00:09:07.279 --> 00:09:10.240 friends and family to reconnect. We do those things, those 194 00:09:10.279 --> 00:09:13.000 habits in our business. What happens is then if we 195 00:09:13.360 --> 00:09:16.080 maybe we have a call or a meeting that it 196 00:09:16.159 --> 00:09:18.759 just goes terrible. We just bomb it. Our mind's like, Okay, 197 00:09:18.799 --> 00:09:21.240 well that was a loss, but this morning I took 198 00:09:21.320 --> 00:09:22.519 some quiet time. That's a win. 199 00:09:22.759 --> 00:09:23.919 They can see each other. 200 00:09:23.759 --> 00:09:27.759 Out and you still have momentum. So tactically, we've got 201 00:09:27.799 --> 00:09:29.559 to take action in our business. We have to take 202 00:09:29.600 --> 00:09:32.240 action in our life. But the way that we trick 203 00:09:32.320 --> 00:09:35.639 our mind is to realize that that momentum comes from 204 00:09:36.279 --> 00:09:39.200 celebrating those little wins. We focus too much on the 205 00:09:39.240 --> 00:09:41.559 things we didn't get done or the things that we 206 00:09:41.600 --> 00:09:43.840 did wrong. That's not how it works. We have to 207 00:09:43.840 --> 00:09:46.159 focus on the habits that we did do things right 208 00:09:46.399 --> 00:09:48.879 and not the level or the size of it. 209 00:09:49.159 --> 00:09:51.000 Yeah, and I follow a guy on social media named 210 00:09:51.039 --> 00:09:53.200 Jordan Peterson. Has been been around for a long time 211 00:09:53.240 --> 00:09:55.919 and one of Jordan Peterson's saying is the first thing 212 00:09:55.919 --> 00:09:57.960 to do and in your morning is make your bed. 213 00:09:58.559 --> 00:10:01.120 You know, start with something small that you accomplished to 214 00:10:01.120 --> 00:10:01.759 get you started. 215 00:10:01.799 --> 00:10:03.399 The next thing, you know, and I love that. 216 00:10:03.960 --> 00:10:07.000 And I also I've worked with Phil Jones quite a 217 00:10:07.000 --> 00:10:09.159 bit who wrote a book called Exactly What to Say. 218 00:10:09.360 --> 00:10:10.559 And I love that book. 219 00:10:10.600 --> 00:10:14.039 It's a communications book, and he talks about these four letters, 220 00:10:14.879 --> 00:10:17.039 LB and NT. You know, at the end of the day, 221 00:10:17.120 --> 00:10:19.559 look back at your day, or even after this podcast, 222 00:10:19.600 --> 00:10:21.399 I may l be and NT. It says what did 223 00:10:21.399 --> 00:10:22.480 I like best about it? 224 00:10:22.879 --> 00:10:24.679 And next time? What it would I have done differently? 225 00:10:25.120 --> 00:10:25.320 You know. 226 00:10:25.759 --> 00:10:28.279 So I'm not saying that if you have a failure 227 00:10:28.279 --> 00:10:30.360 in your life, whatever it call, didn't go well or 228 00:10:30.720 --> 00:10:33.639 or you lost a client, you know, don't take it personally. 229 00:10:33.720 --> 00:10:35.519 Just kind of look at it from a third party 230 00:10:35.559 --> 00:10:37.519 and say, what would I do differently next time? What 231 00:10:37.519 --> 00:10:38.720 can I have learned from that? 232 00:10:39.039 --> 00:10:39.240 You know? 233 00:10:39.960 --> 00:10:42.919 And that's exactly right. It's it's about having self awareness. 234 00:10:42.960 --> 00:10:45.559 That's kind of how I frame it. Self awareness isn't 235 00:10:45.559 --> 00:10:49.159 about being critical of ourselves. It's not about being punitive. 236 00:10:49.600 --> 00:10:52.519 Self awareness is understanding what are my takeaways that, hey, 237 00:10:52.600 --> 00:10:54.360 I did really well on that, and where are some 238 00:10:54.519 --> 00:10:59.000 ways that I can improve. And a very close pairing 239 00:10:59.039 --> 00:11:02.759 with this topic is around feelings and our emotions. So 240 00:11:02.879 --> 00:11:08.200 we feel a certain way feelings are simply feedback. Feelings 241 00:11:08.240 --> 00:11:11.360 are not necessarily truth. Yeah right, It doesn't mean that 242 00:11:11.399 --> 00:11:14.240 they're not true, but it doesn't automatically mean they're true 243 00:11:14.320 --> 00:11:15.600 just because we feel a certain way. 244 00:11:15.759 --> 00:11:18.200 Feelings are feedback. It's about a need. 245 00:11:18.000 --> 00:11:22.279 Being met or a need not being met. So happiness, joy, 246 00:11:22.399 --> 00:11:27.919 excitement a need was met, right, Frustration, anger, jealously, resentment, 247 00:11:28.200 --> 00:11:30.399 that's about a need not being met. So when we 248 00:11:30.440 --> 00:11:32.600 feel a certain way, if we'll have some self awareness 249 00:11:32.639 --> 00:11:35.600 to understand, what is my takeaway here, almost in an 250 00:11:35.639 --> 00:11:38.960 academic sense, what is the takeaway of a need that 251 00:11:39.080 --> 00:11:41.639 wasn't met? Or what is it about this feeling that 252 00:11:42.159 --> 00:11:44.759 I can use it to Readjust then all of a 253 00:11:44.759 --> 00:11:47.720 sudden we can go to our more logical decision making 254 00:11:47.759 --> 00:11:50.000 mind and move forward. So, just to your point, we 255 00:11:50.039 --> 00:11:52.639 may feel a certain way about how something went, but 256 00:11:52.679 --> 00:11:55.279 if we sat down and really had that self awareness 257 00:11:55.440 --> 00:11:58.919 and made the assessment and again not judgment, but assessment, 258 00:11:59.480 --> 00:12:02.399 we can really learn a lot of things about ourselves. 259 00:12:02.399 --> 00:12:05.840 And a quick, easy example was my very first podcast episode. 260 00:12:06.480 --> 00:12:09.320 It was very telling. I'd never heard myself for thirty 261 00:12:09.360 --> 00:12:11.879 or forty minutes on a recording, and I had a 262 00:12:11.879 --> 00:12:14.279 really high profile guest, and I was really big in 263 00:12:14.279 --> 00:12:17.480 the mortgage industry and it still is. And I had 264 00:12:17.519 --> 00:12:19.960 all my list of questions, so I asked him a question. 265 00:12:20.080 --> 00:12:23.320 He gave me great answers, great feedback, and I said, fantastic. 266 00:12:23.519 --> 00:12:25.480 And then I read the next question and he got done, 267 00:12:25.519 --> 00:12:28.679 and I said fantastic. I don't ever remember using that 268 00:12:28.720 --> 00:12:30.879 as a segue before, but I had to really sit 269 00:12:31.000 --> 00:12:34.120 and look and realize I'm not very good at this 270 00:12:34.320 --> 00:12:36.480 and I need to really hone in how can I 271 00:12:36.519 --> 00:12:40.519 have conversations with people, create segues and not just say 272 00:12:40.600 --> 00:12:43.200 the word fantastic. So self awareness is very important. 273 00:12:43.399 --> 00:12:47.159 Fantastic, phil, I love that. 274 00:12:47.679 --> 00:12:49.039 So I want you to coach me out just for 275 00:12:49.080 --> 00:12:51.600 a second, because it's not just me, but but one 276 00:12:51.600 --> 00:12:53.840 of the things I have to really look at my 277 00:12:54.000 --> 00:12:57.039 own businesses is by follow through, you know, with clients, 278 00:12:57.120 --> 00:12:59.720 or follow up. You know, it could be current clients 279 00:12:59.720 --> 00:13:04.559 after closing or whatever. And why do most small business 280 00:13:04.559 --> 00:13:05.919 owners struggle with that? 281 00:13:06.120 --> 00:13:08.080 What do you think? You know? There was a variety 282 00:13:08.080 --> 00:13:08.559 of reasons. 283 00:13:08.759 --> 00:13:11.480 The two that come to mind first is we focus 284 00:13:11.559 --> 00:13:14.840 too much on being busy, not productive. And I coach 285 00:13:14.840 --> 00:13:18.240 a lot of people on really time management and productivity. 286 00:13:18.360 --> 00:13:21.600 And a really easy exercise is everyone should time track 287 00:13:21.759 --> 00:13:24.440 their day in thirty minute increments for about three or 288 00:13:24.480 --> 00:13:28.240 four days, maybe five days, and everything you did just 289 00:13:28.279 --> 00:13:30.519 in thirty minute increments, just put it on some type 290 00:13:30.519 --> 00:13:32.600 of an Excel spreadsheet. I mean, we have a timetracker 291 00:13:32.679 --> 00:13:34.720 in our coaching program, and you want to go through 292 00:13:34.759 --> 00:13:36.279 it for three or four or five days, and then 293 00:13:36.320 --> 00:13:39.720 you want to go back and use yellow light. Excuse me, 294 00:13:39.759 --> 00:13:43.000 green light, yellow light, red light. Green light activities are 295 00:13:43.320 --> 00:13:47.080 what are income producing, revenue generating activities that only I 296 00:13:47.159 --> 00:13:51.120 could do? Yellow light is what are income producing activities 297 00:13:51.120 --> 00:13:53.840 that someone else could have done? Or maybe we're more 298 00:13:53.879 --> 00:13:58.080 long term revenue generating things. And then red light is, hey, 299 00:13:58.080 --> 00:14:00.399 this was either wasted time on my business, this isn't 300 00:14:00.399 --> 00:14:03.080 moving the needle at all. So after we timetrack for 301 00:14:03.120 --> 00:14:04.919 three or four or five days and then apply that 302 00:14:05.240 --> 00:14:07.519 red light, yell light, green light, all of a sudden, 303 00:14:07.559 --> 00:14:10.919 we realize we're not being as productive in our business 304 00:14:10.960 --> 00:14:12.679 as we think we are, and so a lot of 305 00:14:12.679 --> 00:14:15.840 times we get distracted with all these other things. The 306 00:14:15.919 --> 00:14:18.840 other reason that people don't necessarily follow up like they 307 00:14:18.840 --> 00:14:23.120 should is that's not necessarily fun. We want to do 308 00:14:23.240 --> 00:14:26.080 things that we feel like we get some Again, that 309 00:14:26.159 --> 00:14:31.080 dopamine release type of face is really worthwhile exactly. But 310 00:14:31.159 --> 00:14:33.639 what we have to remember is in every single business, 311 00:14:33.679 --> 00:14:37.840 any type of sales, right, any type of marketing, eighty 312 00:14:37.919 --> 00:14:43.759 percent of sales come after five touches, So six or 313 00:14:43.799 --> 00:14:45.679 more is where eighty percent of sales come from. So 314 00:14:46.080 --> 00:14:48.639 follow up is extremely important. Now, a touch doesn't have 315 00:14:48.679 --> 00:14:51.240 to be a full twenty or thirty minute conversation. It 316 00:14:51.279 --> 00:14:53.720 could be a social media post that they see a 317 00:14:53.759 --> 00:14:56.120 text message that you sent, you know, seeing them out 318 00:14:56.159 --> 00:14:58.480 in public somewhere and shaking their hand. But we have 319 00:14:58.519 --> 00:15:01.480 to follow up because most people give up after two 320 00:15:01.600 --> 00:15:04.159 or three times, and really we need a lot more 321 00:15:04.200 --> 00:15:07.919 than that to get people to develop that trust with us, 322 00:15:07.960 --> 00:15:09.919 that what they want to engage in whatever our business 323 00:15:10.000 --> 00:15:10.519 practice is. 324 00:15:10.720 --> 00:15:12.200 Yeah, yeah, I love that. I love that. 325 00:15:12.240 --> 00:15:14.759 So it speaks to me because that's exactly that. The 326 00:15:14.799 --> 00:15:18.320 whole green light thing really speaks to me too. Focus 327 00:15:18.399 --> 00:15:20.279 most of your days, but most you can on that 328 00:15:20.320 --> 00:15:22.200 because I get busy. You know, there's a lot of 329 00:15:22.240 --> 00:15:24.320 busy work and you think you're being productive and you're not. 330 00:15:24.559 --> 00:15:26.960 I say, I absolutely you know, that's the biggest trap 331 00:15:26.960 --> 00:15:27.679 people fall into. 332 00:15:27.960 --> 00:15:28.440 So when we're. 333 00:15:28.360 --> 00:15:31.240 Speaking about these habits and these daily routines, if you will, 334 00:15:31.360 --> 00:15:34.559 moving towards something, let's talk about goals and the value 335 00:15:34.600 --> 00:15:36.840 of goals. You know, could be a weight loss goal, 336 00:15:36.919 --> 00:15:38.960 it could be you know, I just had surgery friday. 337 00:15:38.960 --> 00:15:41.960 I've got to make some changes in my lifestyle. So those, 338 00:15:42.080 --> 00:15:43.840 you know, those are goals have sort of been forced 339 00:15:43.840 --> 00:15:45.799 on me, if you will. But let's say we want 340 00:15:45.799 --> 00:15:49.840 production goals and business goals. Talk about you know what 341 00:15:49.919 --> 00:15:52.399 that looks like, what are we moving toward? You know, 342 00:15:52.440 --> 00:15:55.279 and everybody's different, But the talk about the value of 343 00:15:55.320 --> 00:15:55.919 goal setting. 344 00:15:56.440 --> 00:16:00.440 I love this topic as well. Percent of people do 345 00:16:00.519 --> 00:16:02.679 not achieve the goals that they set for themselves in 346 00:16:02.720 --> 00:16:06.159 a given year. Ninety three percent of people don't achieve 347 00:16:06.159 --> 00:16:09.639 their goals. I'm one of the statistics as well. But 348 00:16:09.759 --> 00:16:12.840 the two reasons that people don't achieve their goals, the 349 00:16:12.879 --> 00:16:16.159 first one is clarity. We're not clear enough about what 350 00:16:16.240 --> 00:16:18.639 our goal is. So, you know, you just talked about 351 00:16:18.679 --> 00:16:20.080 health and fitness. A lot of people are like, hey, 352 00:16:20.159 --> 00:16:23.120 I want to get fit this year, or I want 353 00:16:23.159 --> 00:16:25.600 to lose weight. Well, what does that mean, if you 354 00:16:25.600 --> 00:16:28.320 want to get fit, is that losing pounds? Is that 355 00:16:28.360 --> 00:16:31.120 losing inches? Is that losing body fat? Is it? BMI? 356 00:16:31.440 --> 00:16:31.639 You know? 357 00:16:31.679 --> 00:16:32.639 Do you want a six pack? 358 00:16:32.720 --> 00:16:32.840 Like? 359 00:16:33.159 --> 00:16:35.639 What is that thing? And same with losing weight, we 360 00:16:35.679 --> 00:16:38.519 have to it has to be very specific and measurable. 361 00:16:39.000 --> 00:16:43.360 Too often we make goals subjective as opposed to objective. 362 00:16:43.399 --> 00:16:46.399 A goal needs to have a very specific did it 363 00:16:46.480 --> 00:16:49.279 happen or not? And we need to have a specific date, 364 00:16:49.679 --> 00:16:51.639 because a goal without a date is just a dream. 365 00:16:52.240 --> 00:16:55.000 So that's the first step of this. The second reason 366 00:16:55.039 --> 00:16:57.320 we don't achieve our goals is we just don't want 367 00:16:57.320 --> 00:17:00.879 it bad enough. We set arbitrary goal that we think 368 00:17:00.919 --> 00:17:04.000 we're supposed to set, or this is what I should 369 00:17:04.039 --> 00:17:06.680 want next, but we don't tie it to something we 370 00:17:06.720 --> 00:17:09.960 want really, really badly. And so the way that we 371 00:17:10.039 --> 00:17:11.680 come up with the things that we want is, as 372 00:17:11.720 --> 00:17:15.319 I coach on a north star, that north star is 373 00:17:15.359 --> 00:17:18.039 that ideal version of us. I heard a quote one 374 00:17:18.079 --> 00:17:20.319 time that the definition of hell is meeting the person 375 00:17:20.359 --> 00:17:24.759 that you might have become, and that really resonated for me. 376 00:17:24.759 --> 00:17:27.240 I'm like, heck with that, Let's figure out who that 377 00:17:27.279 --> 00:17:29.880 person is. Let's think about what do they look like, 378 00:17:29.920 --> 00:17:31.759 what do they feel like, what are their relationships like, 379 00:17:31.759 --> 00:17:34.200 what's their spiritual life like, what's their financial life like? 380 00:17:34.559 --> 00:17:37.359 And then reverse engineer it and think about some big 381 00:17:37.400 --> 00:17:40.200 milestones that you need to do to get to that place, 382 00:17:40.720 --> 00:17:42.960 and then you have a starting point and those are 383 00:17:42.960 --> 00:17:45.599 your initial goals. And so what happens is when we 384 00:17:45.640 --> 00:17:47.519 wake up every day and think about our habits and 385 00:17:47.559 --> 00:17:51.079 the calendar appointments we have, we don't take action, not 386 00:17:51.200 --> 00:17:55.119 because we're not capable, it's because we're not willing. We 387 00:17:55.240 --> 00:17:58.319 have to think about it in two categories, capable and willing. 388 00:17:58.440 --> 00:18:00.680 And I think about that when I hire employoyees. We 389 00:18:01.079 --> 00:18:03.039 talk about that in team building. We just talk about 390 00:18:03.039 --> 00:18:05.839 that within ourselves. Most of us are capable of what 391 00:18:06.039 --> 00:18:08.559 we want to do. We're just not willing. And the 392 00:18:08.640 --> 00:18:11.480 willingness comes from it has to be something that you want, 393 00:18:11.960 --> 00:18:13.799 that you want really badly, and the good news is 394 00:18:13.799 --> 00:18:16.960 we get to choose it. So our goals almost turns 395 00:18:17.000 --> 00:18:20.680 into like this this tough conversation, or they become a 396 00:18:20.720 --> 00:18:23.720 dirty word, when really it's about set a goal that 397 00:18:23.759 --> 00:18:26.160 you want and a lot of times and this is 398 00:18:26.160 --> 00:18:28.880 the last thing I'll say here, we think it has 399 00:18:28.920 --> 00:18:31.920 to be a really high moral ground, or it has 400 00:18:31.960 --> 00:18:37.839 to be something where there's this overarching good that we're doing, 401 00:18:38.079 --> 00:18:40.480