KGCI: Real Estate on Air - Building a Sustainable Business and Winning Over Clients

Episode Date: August 25, 2025

SummaryThis episode is a comprehensive guide to building a business that not only survives but thrives for the long haul. The discussion challenges the conventional wisdom of short-term gains, focusing instead on a blueprint for creating a sustainable model rooted in client satisfaction and brand loyalty. You will learn actionable strategies to transform your business from a transaction-based model into a relationship-driven enterprise that generates a steady stream of referrals and repeat business.Key TakeawaysYour Brand is Your Reputation: Understand that a sustainable business is built on a foundation of trust. The episode emphasizes that your brand is the sum of every client interaction and every piece of content you produce, making consistency in your message and values your most powerful asset.Focus on Client Retention: Learn why it's far more profitable to retain an existing client than to acquire a new one. The discussion reveals strategies for nurturing customer loyalty and providing an exceptional client experience that turns satisfied customers into vocal brand advocates.Working Smarter with Systems: Discover how to streamline your operations to ensure your business is scalable without leading to burnout. The episode highlights the importance of creating efficient workflows and leveraging technology so you can focus on high-value, client-facing activities.From Transactional to Relational: Gain a framework for shifting your mindset from a focus on the next sale to a focus on building genuine, long-term relationships. Learn how to provide consistent value and stay top-of-mind with your network so you are the first call they make when they need a professional.Topics:Sustainable businessClient retentionWinning clientsReal estate marketingBrand loyaltyCall-to-ActionListen to the full episode on your favorite podcast platform and start building a sustainable business today!

Hey guys, welcome back to the Power Half Hour, episode 143, and we have a very special guest, a return guest, Tara Nablah, our mindset coach from Saskatoon, Saskatchewan. But of course, there's no boundaries when we are on Riverside. Welcome, Tara. How are you? I'm so good. How are you? Good, good. Excellent. Today, Tara reached out to me, and we really want to dive a little bit deeper into the mindset of a reality. real estate agent and what it really takes to have a great mindset to navigate through this uncertain, you know, market and, you know, some, some, you know, rocky, murky waters that we have in the last three years in real estate. Okay. So what do you think? Now, let's just start off, you know, first of all, what would you like to say to the audience right now? I want to, I want to go a little

bit deeper, more subconscious with it today. That's kind of the way I'm feeling drawn to. Perfect. Because we, so the majority of our life, we've been taught to force behavior change. You know what I mean? And even if you look at prospecting, so important in your business, you're going to have to talk to people, right? You can't just eliminate the action. But we have kind of this subconscious thoughts programming going on that affect how our actions come out, right? And its mindset is kind of our, when we pay attention or we become aware of our thoughts,

and beliefs and habits, all of them, you can see the difference. You know, that's just, to put it simple, okay, I'm going to make five phone calls today, or 50 phone calls, depending how aggressive you are. What are your thoughts about yourself and your abilities and your assumed results, the assumed response to the person when you're on that phone call? You know, do you honestly believe when nobody else is looking that you are a fantastic agent, that you are the best choice for these people, that I don't care what's going on in the market, I'm in control of my results, I'm in control of my results,

I'm in control of my business, making the five phone calls with that belief system rather than, oh, I'm interrupting them. The market is awful. It affects your results. Right. You know, or if you've heard some of the mindset coaches saying it's not what you're doing, you're doing things a certain way. You always need the action.

But how you're doing, it is setting your mind, taking control of your thoughts, choosing how you want to feel, how you want to think when you take that action. It's just so much more efficient and so much more enjoyable. So before you, so we always call it the pre-prospecting routine, okay? Before we get on the phone, we want to do some affirmations. We want to program our mind. We want to set an intention of, you know, doing 40 contacts and then setting one appointment and going on on one listing appointment today.

Yeah. So what is, what does an agent have to do to program their minds to tap into their subconscious? Yeah. Which is what you want to talk about and then have a great result for their prospecting session. Yeah. So affirmations, yeah, absolutely. Our beliefs got in there through repetition. So they get replaced through repetition.

That's why affirmations work. Why they don't work for most people is because they give up before they believe that it's true for them. Say that again. Keep going. They give up before they believe that it's true for them. They give up. Agents give up doing affirmations before they believe it works for them. Yes, the specific affirmation.

So like say I am, I'm an exceptional realtor. I can say that to myself for six months. If I don't believe it, that it's true specifically for me, you don't get the same reaction. It doesn't actually affect your actions. You have to be open-minded enough to go, okay, it sounds a little silly to just keep repeating this, but I'm going to keep doing it and I'm going to keep doing it, if you get proof from other people doing this and you see, oh, how did you do that? Oh, I repeated affirmations and it worked for them. if it can work for them, it works for you.

Where most people get stuck is they do it a couple of times. They don't actually believe it's true to them. That's why it's not working. That's the disconnect. You have to believe it's true to you. So how do you become open, though? Because that's the gap right there between I do it a couple times, and then I'm going to do it forever.

And this time right here is when people say, fuck it. Yeah, this is stupid. It's fluffy. I'm not doing it. It's not worth my time. I don't need to do this because it's not going to work anyway. How do you remain receptive and open to what that suggestion will do for you? So if you're doing it on your own, it's hard because it sounds like old Tara called this fluffy, I'll say BS for years.

It can't work this way. It doesn't work this way. So if I'm convinced that I can't just change my thoughts like that subconsciously in the real estate category, cool, look at another part of your life. Can you believe that you can make changes in a different category that are a little easier to buy into because you need that belief that it works for you or find an example of somebody else if they can do it you can do it because it's a universal law you just don't believe you can yet right you can look at the success of a top producing realtor and it's like i want that but do you believe that you can have it that you deserve it that you are that person that's the disconnect oh it's good

for them but just i i can't not for me you know so i mean how many times you need validation to see other people doing it to have you actually have you believe in yourself because they can do it i don't know if i can so it's different for every person different for every belief but the belief is that repetition got it in repetition gets it out okay you know i might have heard it 10 000 times so i'm going to need 10 0001 to rewire it but don't stop until it's true and you you feel it when it changes for you you know because you go i'm confident i'm confident i'm not confident yeah right you know and then eventually you're like oh i am confident. I am confident. And then you're like, I am confident. Like, you know when it's your truth.

And then it's like you've absorbed that one. Okay, go pick a couple more. But we're saying the things and we're not internalizing it, you know? Yeah. It affects. You know, I just sat down with an agent. You know, he's actually the number two agent for volume in all of the XP, Canada. JP is his name. J.P. Vlenaueva. And if you're on Facebook watching this right now, JP, I'm talking about you, bro. He said to me, you know what, I use your affirmations on a daily basis. The guys are doing 80 transactions in a year and a hundred million dollars in volume as a solo agent. He says, you know, you know what I say to myself every day? I'm an action taker. There you go. And he's like, I actually believe it now. Yes. And I take actions all the time. I'm like,

thank you for listening. And thank you for doing it and internalizing it because it's guaranteed results, right? It is guaranteed results. It works, but majority of the people give up way too early and why? Maybe they think it's fluffy, but it's usually, it's a subconscious

belief, it's in there. And it's like if you don't stop to reflect and go, what do I actually think? Let's say I'm a brand new realtor and I'm making phone calls and people are responding and I'm interrupting their day and whatnot. What am I saying to myself?

about that. You know, oh, I'm a newbie. I don't know what I'm doing. I'm interrupting them. It's not going to be good. What if I drop the ball? That's not helping me. That's hurting me. So if I notice myself doing that, that gives me an opportunity to go, oh, what would I rather believe? I'll start repeating that. But when we're not aware of what's actually playing inside, we can't change it. And we're not taught to do that. How do you think that relates to affirming and reading your goals on a daily basis with regards to like how does that relate to the affirmations and then actually taking the actions how important is it by I'll show you this is what I look at every single day I know yeah I want to achieve yeah I literally know like guys like 400 transactions of my goal

and I'm doing it for my family yeah myself you know what I mean so I look at it how important do you think that is to have your goals in front of you I think well it needs to be at the front of your mind and a vision board is one of the ways you can do it and one of the ways you are using it effectively is you're looking at it every day you didn't make it and stick it in the corner then it's got no value because are you spending time focused on it every day it's beautifully laid out it's right in front of you yes you're doing it effectively and now i see my goals as a compass if that's what i want it helps me make decisions today to line me up to get there so you've got to have the goal and it's got to be for you and i think some people

like this is what I did my whole life. Somebody goes, oh, you should win an award. And I go, oh, okay, that sounds good. I'll make that my goal. Oh, you should increase your business by 10%. Oh, okay, that's good. And I'd so quickly talk myself out of it without realizing it with my beliefs because I'm like, oh, man, if I go for that award,

I'm going to sacrifice time with my kids, and then my family's going to fall apart. And, oh, that's double the transactions. I don't have systems for that, so I better just not do it. And you do these thought patterns without realizing it and talk yourself out of it, when really it's like, it's okay if you've got a very specific goal and it's in front of you every day and you're spending time there, visualizing it is very powerful, visualize that you've already got it. That helps you make different types of decisions today.

Like, am I going to prioritize picking up that phone? How am I going to set my mind before I make that call? I don't want my thoughts to be out of control. Now, I want them all working effectively for me to improve my life, to make me more powerful, to have confidence while I'm learning the new skill set. So I think it's important to have both because affirmations for me is going, okay, here's what I actually believe to be true for myself, but there's the truth and there's my truths, you know. And if I can see a difference, which to me is an example in somebody else, that tells me, oh, that's my truth.

Now I can change it. You know, if there's, if I see an example of an agent doing 200 deals a year, that now tells me, oh, that's an option for me too. If I believe that it's an option for me, let's start there. So those examples help me go, oh, I'd like that. I don't know if I can do it. Wait, they did it, me too. Okay, now I just have to change my thoughts to know that I can do it too.

Then the action is so much easier. Like, I have to believe that that person who already reached my goal and the visualization having it right in front of my desk slowly convinces me that, yes, this is possible. This is, it goes from overwhelming and unachievable to, yeah, maybe I, could do it to like this is just normal for me it's totally reasonable of course i can do it and watch your confidence grow so the the two of them are a powerhouse together the affirmations are like specifically choosing your thoughts and how you want to feel going into the action and the visualization the goal visiting it every day whether it's looking at your board um whether it's uh

visualizing you know you can close your eyes and feel it you know use the feminine part of it It's the feeling of the goal achieved. That's why we want it. You know, use both. It's the action and it's the energetics of it. But the affirmations choose your thoughts consciously and keep going until they're true for you. And the goal is the compass. It helps you make decisions.

How do I spend my time? How do I approach things? How do I walk? How do I act? How do I present myself? The two are powerful together. Yeah, I would say that based on what I've seen in agents, that the action is the most important.

The visualization is great. The affirmations are great, but the action that you put in, if you combine all those, you're unstoppable. But a lot of times we do as agents very little of visualizing, very little of affirming,

and then we take very little action. Well, we do none of it because you don't do those mindset things. So I think they go ahead. in hand. But if you do both, because of the law of attraction, you need to work on, and then you have the law of action. But you can combine them both, that's success. Well, and there is action and attraction. You know, I can't sit here and go, oh, it's a beautiful goal. It feels amazing. And then I have this idea of action to take. And I go, no, I'm not going to do that. It's just going to come

to me. No, the feminine, like I've started calling it the masculine and the feminine. It's a balance of both. You know, you can achieve goals purely and masculine. And that is like, track the numbers, grind it out, go push, you know. Yes, people can have success and reach their goals that way, but generally it requires a lot of sacrifice. You're exhausted. You've been beating yourself up along the way. It wasn't any fun. And you may not have a balanced life at the end. So do you have success? Is that true success? It can be achieved. But if you balance in the other side of it, the feminine, I'll call it, and that's not a man, a female thing. it's a useful, it's a productive task to visualize for five minutes before you start those phone calls.

So you still have to take the action. You can't just, oh, it's going to happen. No, but you're taking action with this other approach behind it. And it's so much more powerful and so much more efficient. I'm like, I'm totally convinced your conversion numbers go down. You know, like you won't need to talk to 50 people. You'll talk to 35 because those conversations are. different people are responding to you they feel your confidence they feel your

excitement they are responding to you differently it's a game changer break down for me then that that aspect the mindset aspect the visualization aspect on scientific basis because people think it's fluff yeah how do you explain it so that people think you know this is actually it's real people don't think it's real I think it's real it is real it is real. So how do you have them understand it scientifically? Okay, so we use our imaginations all the time. Yeah. When we're kids, it was like free flowing, right? And then they're like, no, no, no, stop, stop, stop. Yeah, yeah. But if you close your eyes and think of something that happened yesterday, good or bad, it doesn't matter. Just think of something. You're using your imagination right now.

Correct. And what most people do with their imagination harms them. We think to the past of awful things and we relive that in our mind. You know, oh, I got fired. This happened. I had a fight with my spouse and you're re like rehashing awful conversations whatever it is you're actually using your your imagination but what your body is experiencing is you're reliving that physically it feels there it feels like you're repeating it because your body you've convinced your body that you are there so if you want to play with it it is said that the mind can't decipher what is truly there and what's imagined because your body feels imagined vividly

with details and emotions attached to it. Imagine vividly with details so clearly and with emotions attached to it. That's when it's real. Yes. That's when it convinces your mind that it's actually happening. Just like you could torture yourself with awful thoughts. You're reliving, you know, like say something terrible happened. You, I don't know, whatever.

I'm not even going to pick an example. When you think it through and you're just like, oh, and then this happened that day and then this happened and then this happened, if it's awful, it automatically has feelings attached to it because you lived it. You know how you felt in that moment. So when you do it with visualization, you need to imagine like look at your vision board. Picture yourself, okay, here's my specific goal. Today I have it yesterday. I didn't. It needs to be specific. Okay, the day that it happens, the day you won the award, the day you won the lottery. I don't care what it is. close your eyes and picture it. Okay, I'm living that day right now. What's the first thing I do? I call my spouse and I go, oh my God, do you believe what happened? And you feel that pride of accomplishment and you feel so confident and you feel so free. Live it out. And the more practice time, because we haven't been taught to use our imagination since kids, it's exercise that muscle. It will get more and more vivid. Don't talk yourself out of it like you can't. You can. You just have to exercise. Then the more you do it, the more detail will come. And the more beautiful.

and convincing it'll be to your brain, then you start to believe that that's real for you. That's really an option. It is specifically waiting for me. You know, it's not something for somebody else but not me. No, no, this is for me. And you just keep practicing and get more emotional ties because when you spend five minutes in that visualization, like for me, when I visualize my goal achieved, I'm so proud of myself. And I'm just like, man, I'm so glad I believed in me. I have so much confidence. This is perfect for me. Like I've got no doubt in my mind anymore.

Like I'm really good at what I'm doing. I'm changing the world. I'm helping people. This is going to like it's already amazing. I feel the feelings today. That's what we're looking for. So we can use it for the negative. We can use it for the positive.

It always works for everybody every time. Just how are we using it? Yeah. Yeah. And we visualize, I think, when we worry. Yep. that's when we're negatively visualizing. How do we get rid of that on a daily basis?

Stop worrying and start living your life. How would you do that? I go a little deeper. Okay. Like I just call it subconscious thinking or, I mean, some people call it shadow work. But rather than staying in the surface of my head running by my senses, if I'm really worried about something, it's like, why am I worried about this? Is it, do I really want to worry about this? how does worrying about this make me feel today?

Do I want to spend an hour of today, which is all that I have, worrying about this? How could I flip this around? You know, because there's beauty or shit or lessons in everything. I get to choose what it means for me. What do I actually want to do with this? No, thanks. You know, I always think of like, you don't get rent in my head unless I consciously choose it. And that's how I feel so good because I'm finally in control of my thoughts.

I'm not affected by the things around me anymore, which took practice. I used to spend a lot of time in worry, like a lot. You know, I had a call with somebody yesterday and he's like, well, this happened. I'm so sorry. I'm like, I don't, I didn't want to worry you about it. And I'm like, dude, I don't worry anymore. Like there, there isn't a category left in my life where I see any purpose to worry. It doesn't feel good.

I don't do it. But it's exercising the muscle to get yourself there. But the changes are your choice. Nobody's trying to change who you are. But if I choose, I want to be. an exceptional realtor. I want to be a top producer. I want to be so confident. I want to balance schedule while I do it. You know, allow yourself to imagine that. Paint it perfect and then use the spaced repetition. Use the tools. What would you have agents engage in in to start working on,

you know, stop worrying and like start to visualize. Is there a specific program that, you know, you would recommend them do well I coach people on this all the time so give me a shout okay um but this this is the process I take people through okay you know most times it's uh the challenge in the beginning is it's hard to buy into this when you're new to it right it sounds so fluffy and it's like but if you have somebody with you um you will continue to if it's the right person they trust you to help them you know it's just like hiring any mentor you're picking that specific person who has done what you want to do. Right.

Then you've got the right mentor. And you know, you feel it. You feel it, yeah. But then you have to be coachable and trust that mentor. We've talked about this before. If you're not coachable, it's a wasted investment. But if you're coachable, you're going, okay, I trust what you're teaching me. I'm going to try it, even if it feels weird, even if it feels uncomfortable, you know,

and then you've got this other person going like, I've experienced this myself. I know it's true. I don't need the convincing anymore. Now I'll help you build your belief. You know, sometimes I meet people and they're like, I don't even know what I want. It's like, that's okay. Maybe you've never allowed yourself to explore that. What do you think that you want?

Let's start there, you know? And you're going to rewire your thoughts to this empowering place where you know without a shadow of a doubt this is meant for you. You are so capable. You are learning every day. And the external world just doesn't affect you that much anymore. You know, like contrast still happens. We're humans. Yeah, yeah, definitely.

But you see the challenges. as a learning opportunity. They don't feel, they don't, they don't knock you down. It happens and you go, oh, interesting. I still want to feel good today. Not going to let that knock me off because I'm the boss of my thoughts. Right. What can I do with that information?

Hmm, maybe I need to change this in my business. Maybe nothing. Maybe this is just an example of how not to allow it to affect me. Whatever, you get to choose, right? That's fair. Yeah, I like that. I like that. So, I mean, on a daily basis, you know, without going into a program,

What would you recommend agents do to better their mindset on a daily? Pick a practice. Okay. And stick to it for like a month or two and see if it feels right to you. You know, that may be, you know, visualize your goal. That is powerful in itself. So visualize it. Spend time there every day.

Use your persistence to make it such a priority so important that you will spend five minutes there a day or pick your affirmations what would i love to believe is true for me and look to other people for an example you know oh that guy's a top producer i would like that i am a top producer who's really confident i i would like that i am confident um and just keep repeating it but don't freaking give up on yourself because part of the process too is you don't see it become real for you until after you believe it so you kind of got to hold the faith and keep doing it but pick pick any practice and just just start doing it. You know, you need your, the action that you take is going, this is important to me. This is who I am. I'm doing it. Perfect. So. And then the actions will follow.

We just talked about this like, you know, most people do the mindset work right here. And then they, they give up too easily and then it's over. But if you go through the grind right here, keep going. Keep going. And then you come out on the other side. You're like, okay, yeah, this is working. Yes. But then it doesn't stop because mindset work is just like taking a shower. we recommend that you do it on a daily basis. Yeah, because it becomes a part of who you are. Yeah. You know, and I see it too where it's like, I always use the weight loss example.

If you wanted to lose weight, what are we taught to do? Go hit the gym and force yourself in to do it. That's the solution. Right. What I'm talking about is first, I need to convince myself that I am healthy. I am loved. I am worthy. Remove the reasons, you know, clean up the thoughts.

Then do you know how much easier it is to take that action? Like if I want to lose weight, am I going to need to adjust my movement and my food? Yes, absolutely, absolutely. But it can be so much easier if I first convince myself that that's who I truly am and I believe in myself and this is going to be incredible and I love myself through it so much easier. You have to take the action, but how are you taking the action? How are you setting yourself up? How are you setting yourself up on a daily basis? Yeah, guys.

Daily, but like the most important thing on your priority, not, oh, I didn't have time today. No, like this is important as important. This is an income producing activity in my mind. And it's only five minutes. There you go, guys. It's an income producing activity. You know, what I always say is income producing activities as agents of the Mike Berry group. It's lead generation, lead follow up, negotiating contracts going on appointments.

But if you add to it, the income generation activity is actually visualizing your success, doing your affirmations. right do it first do it first if you just do these two things they're actually five minutes only five minutes a day well well that could even be like oh i pulled up in the car to a listing appointment i've got this one song that just makes me feel incredible that is setting that it's like it adjusts your energy it can boost yourself up read those affirmations in the car before you walk in read those affirmations before you do the prospecting set yourself up before you take the action the action's going to be tenfold yes yes yes yes so it is incomprehensive producing. Yeah, so we have some homework for you guys every single day, visualize your success,

visualize and put yourself in that. And look at, looking at in your mind's eyes so detailed and vividly and with feelings because that's what really drives the attraction. Come out of that. Then do your affirmations to program your mind again. And then you go into inspired action. Yes. Do those two things in your day and have it be marked as an income generating activity. You're going to win big in 2025. Tara, any last insight for the audience on this mindset topic? No, I think we covered it.

I think we did. Yeah. Yeah. Feels good. Feels good. Guys. And how do we reach out to you, Tara, if we want to engage in your mindset coaching. How do we follow you on?

social media? I still have my real estate social media accounts everywhere. So you can find me on Facebook, Instagram, TikTok, LinkedIn. It's kind of everywhere. Or my email address is Tara L.canoblock at gmail.com. You can just, I'm still set up on all platforms. You can find me very easily. So just reach out, love to help.

All right. Tara Knoeblock, guys. This has been a long time. I always pronounce it. No, Blah. That's okay. You're lucky I didn't take my married name. It's worse.

It is. Oh, boy. It's like I want to write it in the chat and you can try reading it, but we won't do that today. I love it. Today we cover visualization, affirmations and really programming your mind before you take inspired action. Don't give up, guys, and go out there and visualize on a daily basis. Work on your mindset so you can do what you do better every single day.

Guys, let's make it a great day. We'll see you all. the next episode of Power Half Hour. Adios. See ya.