KGCI: Real Estate on Air - The Mindsets Required to Thrive During Uncertain Times

Episode Date: June 18, 2025

What's up real estate business builders? Welcome back to another edition of the podcast. Today we're going to get into something that honestly, I don't think is given much airtime in our space. Everything is about like the latest legion tactic or tool or just a lot of overpromising, honestly. And the conversation today is going to be about fear. and we had a call, a coaching call for my paid coaching clients. I said, you know, what other challenges are you guys having? We had like 10 minutes left at the end of the call.

And one of our members, you know, unmuted himself and essentially shared that, you know, like, ha ha, you know, I'm afraid that, you know, this class action lawsuit is going to go a certain way. If you haven't heard about, you know, there's big. class accident and lawsuit that probably will have ramifications for real estate. So that's going on, you know, the, there's less home selling interest rates, you know, people are locked into their two and a half, three percent mortgages and just rattled off like five or six things that, you know, obviously are from a place of fear. And the group, you know, kind of in the chat and a couple other people unmuted themselves and shared similar feelings around what's going on.

And I can't say that I have all the answers. I do know what I did during what was a very tumultuous, chaotic, uncertain time. And I've led many, many agents, not only in real estate B school and our pay coaching, but also on my real estate team, you know, that came and joined us and had massive success using our systems. My deeply held belief, and this is something I learned from Tony Robbins, probably the first real mentor, you know, the first person that I really dove headfirst into. And this is after getting into business in 2007. I probably went to my first Tony Robbins event in 2009. So 2009 was the year. End of that year, I hired my first agent and, you know, just kind of went on this,

this tear as the market was crumbling. And, you know, we went from 15,000 agents to 5,000 agents in my market. I was, I was not going to let any of that get to me. I was just going to build a massive business. And I was going to sell a lot of homes. And I was going to put my head down and do the work necessarily to make it happen. But here's the thing about my background that I think made it a little bit easier is that I have a tendency to rise up during times of chaos, probably from, from, you know, jacked up

childhood and all the chaos I had, you know, growing up. I just have kind of always gotten my own, stuff done, and I've always taken care of myself, and I've always kind of push forward no matter what the circumstances. But the thing I learned about Tony Robbins, to circle back there, is, and I forget what the context was. I think it probably was in Business Mastery One or Business Mastery 2, where he shared that 80% of success in anything, whether it's in any area of your business or any area of your life, comes down to psychology, which at the time, I kind of took it to mean mindset. So your psychology and mindset drives 80% of your success in anything.

And that's been like an enduring belief of mine. I mean, Tony is, you know, massively successful in business. I mean, I don't know him personally, you know, seems like a good enough guy. But I've just always proven that out that if I'm going to succeed in my marriage or as a parent or in my physical body or in, you know, driving leads in my real estate company or converting, you know, putting systems together that allow my agents to convert, you know, all of the stuff started in. my mind and a belief, a deeply held belief that I could do the thing that other agents couldn't do or maybe weren't willing to do. And so this conversation around fear and, you know, how do we pivot fear? Because there's no shortage of it right now. There's no, I say it a lot, right? Fear uncertainty and doubt. The FUD is running rampant right now. You know, you don't have to look very

far. It's either on social media or if you turn on any news outlet to be bombarded with images or conversations or, you know, of how the world is ending or World War III or, you know, the economy is this is going to happen, a soft landing, hard landing, interest rates. Foreclosures are up a thousand percent, right? All of the, many of them are either fake headlines or they'll have no bearing on you, your ability to kick butt personally and professionally, right? But it gets in our head and it controls our thoughts and it leads us into inaction and paralysis most of the time. So how do we actually turn our faith into fear? I've got a few questions that I want to run through here to get you into this thought process around mindset. The first one is,

Are your mindsets even where they need to be? Like just straight up, scale of one to five, are your mindsets where they need to be just to kick butt personally and professionally? One, you are not in a good place. You're not doing the right things in any area of your life or many areas of your life, you know, to be successful. Five, you're just super clear. You're different roles in your life.

You're able to show up and dominate no matter what's going on around you. Again, I think for jacked up reasons, I have a tendency to lean toward four or five. I've always been that way. I just kind of keep moving and dodging and adjusting and shifting. And I'm willing to do work that others aren't typically willing to do. But where are you scale a one to five? And just be honest with yourself about that. And then ask yourself the question, do you actually think you could do this?

Before we get into shifting your mindset, your ability to double, triple, quadruple your sales over the next 12, 18, 24 months as there's, you know, world chaos, as there's still, you know, probably something's going to happen with the economy. I don't think we've really, you know, had the reckoning yet. So I think there's some stuff coming. I think the Fed could pivot on interest rates. And I think that'll help loosen up our supply demand gridlock that we have going on. But do you actually think you can do this? Right. Do you think, think you can massively grow your sales in a very uncertain time where the market is generally sideways and they're just less home selling. I'm 100% confident that there are agents in

most every market that are going to have a deeply held belief that they can get after it and they will get after it. And they'll take market share from agents that are not doing the things they need to do because they've gotten in their head and they're fearful about what could happen and it's leading them to inaction, right? So we want to turn the fear into focus is the goal. So what are the fears, right? Just lay them out there, write them, journal these fears out, right? You know, interest rates are high and, you know, buyers can't afford homes. Sellers aren't willing to move. You know, you're fearful about, you know, your lifestyle expense. Your lifestyle has crept up and your expenses are out of control. You're living off savings. You're fearful about

your finances. I had a conversation with a guy yesterday lives in a very expensive part of the country. And I promise you you wouldn't know this about him via the lifestyle that he's living and how he's showing up in like the outside world has like owes 140,000 to the government, went through, I think a few hundred thousand, just bled through all of their retirement savings and probably just partly keeping up with the Joneses and partly just heading the sand around some of these things and not doing the things that you would need to do to to match, passively pivot where you are coming from and where you want to end up, right? So what are some of the fears?

And do you think it's possible in this market? Do you think it's actually possible to grow while most people are getting out of the business? It starts with a fundamental belief in yourself and your ability to do whatever it takes to power through what we're going to see, what we've experienced this year, but what is coming as well. I don't think it's going to get any better. I think it will get a lot better for agents that are willing to just accept what is and stop living in, man, I wish it was so easy in 2021 or the first half of 2022.

That was not indicative of any normal market, right? That was, what's the expression? When the water goes out, you see who is swimming without their swim shorts on, right? We're seeing that now in real estate. Agents are struggling and a ton of agents are getting out of the business. So you have to believe, and you have to do the real work. the real work around mindset is your ability to sit still and just be honest with yourself about your fears, but what are you letting into your mind that is impacting your ability?

And this is the hard part because this is where I tend to sound a little preachy. And I could fall into it as well, right? I want to keep it up with the news and see what's going on around the world and, you know, all of it. But when I do it excessively, I have like one. news source that I read is called the pour over P-O-U-R the poor over. And it gives me just like the three headlines of the day and gives me a biblical perspective, which is always helpful. And I don't have to spend time watching a bunch of stuff. I know that I'm going to get my

news headlines, the things that matter, two to three headlines a day, five days a week. Right. So if you find yourself on social media in the news, watching TV in the news cycle, that's going to lead you to a place of massive fear, massive uncertainty, massive doubt. And you've got to break that cycle. You've got to break that habit. That's the real work that needs to be done. Okay. So if you're in a position where you want to have a conversation about your business and we work a lot on mindset, we have all the tactics, all the shiny stuff as well. I put together a new, 90-day program. It's called a million-dollar agent method, and it's $40,000 of additional GCI guaranteed where you do not pay. That's the bottom line. I'm digging into this business because I know agents are struggling right now, and I want to have the conversation with you, look at where you are, where you want to be, and what is holding you back? Let's crush it while most agents are getting out of the business. So go to REBS, growth assessment.com. and I will talk to you soon. Be well.