For my daughters

It is important to know that Discipline equals Freedom. Most of us say that we want more money, but what we really want is the freedom that money provides. Same with fitness we say we want to be fit but what we really want is the freedom that fitness gives us. So, if our underlying desire is for Freedom then we reject what we perceive limits our freedom. Discipline is what most people perceive to limit freedom. It is important that you understand that distinction. If you discipline yourself to get fit then you have more freedom in what to wear and what activities to participate in, and your self esteem grows which makes it easier to be more disciplined.

Now lets take it a step further. If I want more money then I must be disciplined and many tell me that I must cold call. Cold calling is a very painful way of doing business. I would much rather talk to my friends and past clients and get business that way. So, if you decide to be disciplined you want to enhance the activities that you already do or have fun at. It is like a seed. If you drop a seed on concrete then it will be very difficult for that seed to grow. Cold calling for me is concrete. If you plant a seed in rich soil and water it every day it is easier for that seed to grow. If I call my friends and past clients every day and help them then they will help me to grow. My friends and past clients are my rich soil. You must create an environment where success is a natural consequence.

I have set my alarm clock at 5:25 am and I have it far away from my bed. So that I have to get up to turn it off. That is an environmental change that helps me be successful. I have scheduled the things that I WANT to do in my calendar and I have my phone remind me of those appointments. That is a method I use to help me create the environment I want to help me be successful. It is so important to know that Willpower fails EVERYTIME. No one has the energy to sustain willpower over time. Think about this. If I decided to stop overeating but I was always going out with my friends that over ate and were always at Carl’s Jr. My willpower might carry me for a little while until I ate one fry then it would be a downhill slide from there. Your environment and your friends are the best help you can have to become more disciplined and more successful. Look at the food in your refrigerator. That is your environment.

Discipline is easily achieved if you plan it out in advance. Like pushing the alarm clock away so that you have to get up and then deciding that when it goes off that you will get up. Create the environment where success is natural and it will be. Choose friends that are in shape or have a huge savings or get things done. It will be uncomfortable at first but you will begin to change just to fit in, and your life will improve.

But, they are my friends!!

Anthony Robbins tells us that peoples lives are a direct reflection of the expectations of their peer group. Who you spend time with is who you become. Every time I read that I am impacted. Gary Keller tells us, Our life in 5 years will be a direct reflection of the people that we are hanging out with and the books we are reading today.

Don't make friends who are comfortable to be with. Make friends who will force you to lever yourself up. Thomas J. Watson Sr.

Can I improve the casual conversation?

This morning I was listening to recording about approachability. I learned some really cool concepts. Have you ever asked anyone about their weekend? Usually they will relate what they did. "We worked on the yard and had a family barbecue", and our general response is, "Oh I like to barbecue" or "I went to a movie" or something else that makes the conversation about you. Well in order to be more approachable and engage the other person more deeply, I suggest that you make sure to ask three more questions. When you are more willing to listen to the other person you strengthen that relationship very quickly. After the third question and response you have permission to talk about yourself. Make sure however, to get contact information. Once you return to your office or home, you want to send a handwritten note referencing the conversation and how it was good to meet or talk to your new friend. What a great way to improve upon the casual conversation and take your game to the next level. A great reference is the book by Scott Ginsberg, "Hello My Name is Scott".

I don’t know anybody!

So, you asked your friends if they knew of anyone that was thinking of buying or selling Real Estate and they said, “I DON’T KNOW ANYBODY!” What do you say? Many of us are unwilling to call our friends because we don’t know what to say if they say NO. Now we have a response.

Thank you for thinking about it. Now that we have talked . . . you may notice . . . some of your friends that may need my help. Would you . . . be comfortable . . . if I checked back in a week to see if anyone comes to mind.

Make sure to emphasize the embedded commands. Now go call your friends and ask for referrals.

Favorite Quotes

Man can not believe what has not happened to him. That maxim alone accounts for all mediocrity. U.S. Andersen

Nothing lasts forever even cold November rain. Axl Rose

You stay ready then you ain't got to get ready. Will Smith

You are who you attract. John Maxwell

As a Realtor, what are the 3 most common questions you get?

What do you do?

Thanks for asking. (Name), the best way to describe it is with a quick story.

Tell the Story (Remove I and Me, Include details and what they accomplished)

And that’s what I do – I make dreams come true; I am a real estate consultant.

How is the market?

Great Question, it depends on where you live. I’m curious, where do you live?

Well what I do for my friends and some of my other clients who live in (your area) is I keep them informed with a regular email on what other houses are going for, how long it takes to sell them and the sales prices. Would that information be of value to you? I would love to do that research for you.

Do you have a business card?

This is my business card. But instead of giving you my business card right now, why don’t you put my telephone number in your cell phone, and whenever you are in a conversation with a person who is thinking of buying, selling or refinancing, just take out your cell phone, look up my number and call me immediately.

I believe to reach higher levels we must learn from and be willing to stand on the shoulders of Champions. I learned these scripts at a By Referral Only seminar and I want to share them with you. I am happy to introduce you to a By Referral Only coach.

Self Esteem

The definition of self esteem is a confidence and satisfaction in oneself. It is evident that if we have good self esteem then we will achieve goals because we believe that we deserve them. But, what if you are not setting big goals or you are not truly chasing them. How do I improve my self esteem?

Perseverance is the real life expression of Self Discipline.

When we persevere in a task or exercise or diet then we feel better about ourselves.

Feeling better about ourselves equals increased confidence and satisfaction in oneself.

Increased self esteem then leads to a belief that we deserve more. If we believe we deserve more then we will discipline ourselves to persevere through another task or plan or diet.

Self Discipline leads to Perseverance that leads to increased Self Esteem that leads to increased self discipline.