Frankly Speaking

It is said that "Greatness isn't for the chosen few, it is for the few who choose." In today's Mindset Monday class we began delving into the process of becoming great (at anything). We did so by reviewing the first few chapters of "Chop Wood, Carry Water" written and recorded by Joshua Medcalf. At its heart, this book teaches us that mastery can only come through a process. A process that will no doubt include many failures. Success, in short, is dirty, hard work. In order to succeed, you must be willing to go through the pain and monotony that is required in order to build the foundational habits required of a successful endeavor. And, you can never ignore the little things. In the end, they are the ones that cost us the most. To illustrate this, he told us the story of a Japanese master home builder by the name of Kota. For, 30 years, he built custom homes for his company that were universally considered throughout Japan to be of the utmost q...

Happy 2020 To My Realtor Friends and Family, Of all the trainings that I have taken over the years, there are few that rank up there with a simple 4 minute YouTube video that I watched eight or nine years ago. The link is included below. It is a video about accepting 100% of the responsibility. And offer 0% in excuses (or blame). In my lifetime there have been times where I have faced challenges that I believed I would not be able to overcome. Challenges that I easily could claim that they were not my fault. However, defusing blame, making excuses, is a fool's folly. It serves no useful purpose. And, can only raise the level of difficulty in overcoming the hurdles that you must face. When we take 100% responsibility, our mindset changes. Our energy becomes laser-focused. And, our problems become more manageable. When a company adopts this culture shift across the board at every level, something magical happens. The energy level is far more positive. Solutions come ...

Mindset Monday this week was particularly interesting. In this training, we discussed the Law of Modeling. Chapter 13, in John Maxwell's book The 15 Invaluable Laws Of Growth. The premise of this chapter (and, my top take away) is that we cannot grow by following ourselves. So that being said, it is of the utmost importance, when selecting a mentor that we keep the following tips in mind. Choose a mentor: who is not only a good model for who you want to be professionally but also one who models the behaviors that closely mirrors your values. Simply stated, a mentor who is not a good social match, may not be a good fit. A good mentor is available: Most people would think that the CEO of your organization would be the ideal mentor to model. But, that may not be the ideal person to start with. The best mentor ideally will be two to three levels above you at any given time in terms of production and skillsets. If we were running a working farm (vegetables) the CEO might be t...

This past week, I taught a Business Planning Clinic in the Temecula Market Center. There was a great group there. Some familiar faces sprinkled throughout the crowd. And, other friends, that I was meeting for the very first time.  As you can imagine, the level of skill sets varied from top producers and professional coaches. To the newbies just beginning their journeys. The discussion was invigorating to say the least as we meandered through the process of planning for the coming year. The following is my big takeaway from this training that you might want to pay particular attention to.  Typically when we put together a business plan, we tend to take a very myopic approach. Our plans generally have an overall view of what it is that we will do (achieve) as an individual, group or, team. We identify what it is that we expect those around us to contribute to the group effort. But, and this is big, nowhere in our business plans do we account for t...

Recently, I attended a mindset class based on the Book by Author Andy Andrews titled The Travelers Gift. The following are the first three decisions that must be made if we are to grow into the dreams we hope to fulfill. 1: THE BUCK STOPS HERE: It is imperative that we take ownership for where we are today. It was our decisions and choices that brought us here. For example, I chose to leave my last job in order to seize the opportunities of my current job. Whether or not these opportunities materialize will depend on me. The outcome is in my hands. The Buck Stops Here. 2: I WILL SEEK WISDOM: I will seek the wisdom of those who have gone before me before I move forward. I will consult with those who have overcome the challenges that I must face. I will surround myself with those who stand on the ground I too wish to occupy. It is through their eyes that I will see my path. 3: I AM A PERSON OF ACTION: Once I have taken responsibility for my situation and com...

Today I attended a Mindset Class hosted by the amazing Sam Othman . His class was based on the book The 15 Invaluable Laws Of Growth by John Maxwell. The discussion was around chapter 9 The Law of The Ladder: The following are my 5 takeaways from this Roundtable discussion: 1: CHARACTER MATTERS: It is often said that character can be defined as what you do when no one is looking. If we are to climb the success ladder, our character is the foundation on which that ladder rest. There can be no meaningful growth absent trust. And, there can be no trust absent a reputation built on integrity (or character) 2: PEOPLE MATTER: Simply said, it is imperative that you follow the Golden Rule. Think about how you would like to be treated and then go out and treat others that way. I would suggest that you also consider following the Platinum Rule. And that is that you connect with, communicate with, and treat people in a manner consistent with their needs not yours. ...

As an industry, it seems that we have much to learn as it applies to the communication of our value proposition in the transaction. The ability to articulate that value proposition is in and of itself a success determiner. That being said, I recently took an abbreviated course built around the Ninja Selling System. And first, let me say that while I take a lot of trainings. And, find value in all of them. This was different. For the next two weeks, we will explore my takeaways from this event. As I mentioned, this week is all about the value that we bring to the seller side of our transactions. Our first responsibility to the seller is to make sure that they understand that we are not the determiner of value in the market place. Instead, market value is defined as the price a seller will sell for and, a buyer will agree to pay. Our role is to determine what price point will generate the most activity thereby, creating a competitive environment from which top value can be obtained...

Good Morning This past week, Gary Keller announced that he would be assuming the mantel of CEO as our company once again redefines itself and, the industry in which we serve. I thought that it was important to address this shift in leadership because I believe that once again, a great leader is leading by example. And, the message that you should be hearing cannot be ignored if you are to successfully reposition yourself and your business in this ever shifting market in wh ich we are now fully engulfed. In case you missed it, this is the message I believe he is sending each of us through his actions. Simply stated, it is time for all leaders to roll up their sleeves and get back to the business of running your business. Make sure that you are not only the author of your story. But also the messenger who delivers your story. History has shown us that when we leave it to our competitors to tell our story, it is rarely delivered in a manner that reflects well on us. In the book ...

About two and a half years ago, Eagles co-founder Glenn Frey died from complications from a variety of illnesses which culminated in a severe bout of pneumonia from which he would never recover. In the aftermath of his passing his fellow band mate and lifelong friend Don Henley, announced that this would be the end of the Eagles. He pondered how it would be possible for the band to continue after the loss of Frey, whom had been such an integral part of the band. This was not unfamiliar territory for this band. In 1975 just 4 years into their meteoric careers, lead guitarist Bernie Leadon left the group. At that time, the answer to the opportunity was a wonderfully successful guitarist named Joe Walsh. Walsh (born in 1947) had enjoyed great success prior to joining the Eagles. And, has been an anchor since joining the band in 75. Fast forward to January 2016. And, the passing of Frey. Henley’s assertion that the band could not continue was premature at best. You see, that in the w...

Hello: In 2007, the world ended and it was nearly impossible to sell real estate because buyers sensed a shift in the market and realized that if they waited, it was likely that they could get the property cheaper. In the years leading up to this time, buyers knew two things, if they were breathing they could get a loan. and, if they held the property for just a few short months, they could expect a substantial profit as their reward. Much the same as in the Great Depression of the 1930's, it was pure greed that fueled the runaway market and, drove its collapse. Realtors were not immune to the effects of this collapse. Many lost their families, their homes, and, their businesses. Many of those have yet to recover today. In our offices this past week we spent a great amount of time analyzing the lessons that we learned from the demise of this seemingly never-ending (we now know that they always end) real estate cycle. The following are the lessons ...

Good Morning, This past week I read (for the sixth time) one of my all time favorite books. It is by the famous author Napoleon Hill who wrote the book Think and Grow Rich. This book is a classic that should be on everyone’s “Must Read” list. However, today I want to take a moment to talk about his other book. One that I believe is far more relevant. Even if it is not as well known. The book is called Outwitting The Devil. And, it is about a (mythical) conversation between Hill and the devil. This book was written two years (1932) after Think and Grow Rich. But, because it was deemed to be too controversial for the times, it was locked in a vault not to be made public until 2011. And, I believe, that this book is as valid today as it was the day it was written. In 1932 the world was just beginning to recover from the Great Depression. In 2011 we were just starting to see the seeds of recovery from the worldwide financial collapse of 2007. In 1932, the world was brought down by ...

# WeekendWishes   Good morning, Today is Mother's Day. And, it is my hope that you take a moment to reflect on the influences that ALL of the mothers in your life have had on you. I say that because I have never met a mother who was not both a teacher and a nurturer. My own mother was like a best friend as I was growing up. She at times was bigger than life itself. And, at other times vulnerable to the pressures of life. She taught me how to enjoy life. And, for that, I will always be grateful. And, while it is not possible for me to express my love and gratitude to her today. If I could, I would want her to know that there is not a time when I think of her that it doesn't bring a smile to my face. And, a warmth to my heart. At different times in my life, the other mothers in my life coached me, molded me, and guided me to be the person that you know today. Some were aunts (Jeanie, Carmen and, Betty) and I owe each of them for the lessons that they taught me. At othe...