No Broke Months For Salespeople - Crack to Code to Elevate YouTube - Loida Velasquez

Episode Date: August 22, 2024

Loida Velasquez is a successful real estate agent with Real Broker LLC, licensed in California and Florida. She grew her business through cold calling, door knocking, and creating content on YouTube, where she has over 93K+ subscribers. Loida excels in real estate and coaches and helps other agents improve their skills. Her YouTube and Instagram presence has allowed her to partner with notable brands and agents nationwide.Join us this episode as Loida discusses how to Crack the Code to Social Media Mastery and Elevate Your YouTube Channel!You can find Loida from these links below:YouTubeInstagramWebsiteFacebookLinkedIn To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

I just started to do it. So I didn't have like fancy equipment or lighting. I just got my phone and I said, you know what? I'm going to record my day to day and just kind of talk about what I'm learning and what's working and not working. It's funny because even when I started that, I didn't have like a plan or a strategy

or like I want to become a YouTuber or hit this amount. For me, it was just like, you know, if I can help at least one or two people so that they avoid the mistakes that I do, my life is fulfilled. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show,

you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell method. Get ready to transform your approach and achieve unparalleled success. Loida Velasquez is a successful real estate agent with Real Broker LLC, licensed in California and Florida. She grew her business through cold calling, door knocking, and creating content on YouTube, where she has over 93k subscribers. Loida excels in real estate and coaches and helps other agents

improve their skills. Her YouTube and Instagram presence has allowed her to partner with notable brands and agents nationwide. Join us this episode as Loida discusses how to crack the code to social media mastery and elevate your YouTube channel. Hello, friends. My name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast, where you learn how to teach to sell, which is the new way to persuade human behavior. And when you teach yourself, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment, and you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal linguistic programming to influence and handle difficult

people. Welcome to the show. Today, I am joined with my friend, Lloyda Velasquez. Oh my goodness, I was just practicing and I had it. Lloyda, tell me again. Lloyda Velasquez. Velasquez. Yes. Lloyda Velasquez. Velasquez. Yes. Lloyda Velasquez. She's my friend and I can tell, like you could tell she's my friend because I can barely pronounce her last name. But Lloyda and I are going to talk about how to crack the code to elevate YouTube. And she's a successful real estate agent with Real Broker and she's in California as well as Florida.

Is that right? You're in both states? Yes, I'm licensed in both states, but currently I live in Florida. Got it. And you grew your business through cold calling, door knocking, and creating content on YouTube. And you're looking to get that 100,000 subscribers. You're around 93,000 subscribers and you'll learn more about that. And thank you for everyone for joining us today. And you'll learn how she got from zero to 93,000 on the way to 100,000. Lloyda, welcome. How are you? Awesome. Great. I'm doing great, Dan. Thank you for having me. It's my pleasure. And so I know we're going to dive into YouTube specifically, and I want to hear the tactics of really how

to get from zero to 100K, because you'll be beyond that soon enough. But before we talk about that, before we dive into that, tell me a little bit about yourself. Yeah. So I've been in the real estate game since 2015, but prior to that, I worked in marketing and advertising in Los Angeles with a lot of agencies and the automotive, entertainment, music, all of that. I loved it. I loved marketing, but it got to the point that I was feeling overworked and underpaid. And I'm like, you know what? Real estate, I feel like it has no limit. I will get in return the work that I put in. So I did a complete transition from that field into real estate at the end of pretty much 2014, 2015. Initially, even before

I got into real estate, I knew some agents that I knew I had friends that were agents and they would say, you know, cold calling, door knocking. That's what they did in my head. I'm like, man, I'm never going to do that. That's so embarrassing. What if people yell at you? So the fact that I ended up becoming very good at that, it's pretty funny. But, you know, even growing up back in school, college, high school, I was never the type to be outgoing. I would be that person in class that if the teacher wanted to volunteer, I would make sure to put my head down so that there was no eye contact volunteer, I would make sure to put my head down so that there was no eye contact, but I would still get called on. So long story short,

I feel like that helped me in this business. And when I got into real estate, and this kind of leads up to the conversations that we're going to be having, I remember trying to find out what it was like to cold call and door knock and what is this that real estate agents do? And I would go on YouTube and I wasn't finding a lot. I wanted to see like agents actually doing what they say that they do. So that kind of inspired me to start creating content. And that's where the whole thing started. Okay.

Let's get into that a little bit more. But before we do so, what's your YouTube channel? It's just my name, Lloyda Velasquez, and I help agents with prospecting tips, how to succeed in this business. Okay. So if you're listening to this right now, I want you to do two things. Number one, go to YouTube, Lloyda Velasquez, and subscribe. Number two, go to the No Broke Months YouTube channel and subscribe. And between those two, you got everything you freaking need. All right.

So that's, I just wanted, you know, I was using you as an opportunity to sort of, you know, promote both of us. Of course. Yes. Why not? All right. So the, um, so YouTube was something that you started. Um, and how did you, um, you said that you were a little bit like, I don't think you said it, but it seemed like you're a little bit, I don't know if scared's the right word, but anxious or apprehensive about doing some of the traditional things. Is that, is that accurate? Am I, am I perceiving that correctly? Yes, because I didn't really know many people in the business. I knew a few and they had had success, but even, you know, in my immediate family,

there's not a lot of people that go that route of just kind of being their own business. It's like, you know, you have a steady paycheck, hold on to it because, you know, you have something good. So the fact that I was transitioning to something that, you know, I wasn't, I didn't know when I was going to be getting paid next. It was a little bit scary, not just for myself, but for my family. And that's why, you know, I'm like, I want to see what it takes to succeed. Let me go on YouTube and see what I can find. Yeah. So, um, I completely understand not having like the, you know, like the mentors or the guides to be able to help you. And, and fortunately today, you know, there's, you know, great channels like yours, great channels like mine, uh, you know,

that can help you and people like yourself and my, and me as well. So how did you get over, like initially, how did you get over, you know initially, how did you get over, you know, that anxiety or the, you know, the fear or the anxiousness? I just started to do it. I just started to do it when it was, you know, making calls and getting out there hitting doors. And I just did it when I say, you know what, let me just record myself in my iPhone 6. At that time, it was a 6. So I didn't have like fancy equipment or lighting. I just got my phone and I said, you know what, I'm going to record my day to day and just kind of talk about what I'm learning and what's working and not working. It's funny because even when I started that, I didn't have like a plan or a strategy or like I want want to become a YouTuber hit this amount. For me, it was just like, you know, if I if I can help at least one or two people so that they avoid the mistakes that I

do, my life is fulfilled. And that's kind of what my plan was, I said to myself, I'm going to do this once a week. So I would record outside in the yard. Nothing crazy. And I was posting it, I learned how to edit myself, I learned how to, I improved my communication. I learned how to talk in front of a camera and smile. And yeah, it was just the act of, it was outside of my comfort zone and something brand new to me, but I knew that it was going to help me in my business. And I'm the type of person that I'm like, you know what, I'm going to do whatever it takes. And there's probably going to be people that are going to laugh at me and going to say like, oh, why are you doing this? But later on, they're gonna be like, oh, wow, Lloyd actually did this like props.

Yeah. You know what, Lloyd? And I've realized this. It's when you start, you're a visionary, right? And so when you have that vision and you see it and you're like, okay, well, if I do this, then this happens. Or if I get a team of people and we do this, then this happens. And you could see it so clear.

And early on, at least I've had this experience, is when you're casting that vision, people may not believe it. But then once you cast the vision, you take action, and you consistently continue, continue, continue, and you start having the results at some point, people are like, Oh, of course I knew she was going to do that. Right. You know, it's the same people. Yeah. And it's funny because when I started posting videos, I didn't tell anyone. It was almost like I'm being secretive. Like I was recording videos. I was posting it. I'm like, hopefully no one watches them. And then people started watching and subscribing. I'm like, oh my was that was going to make me happy. And then that's kind of how that grew. Once I started to see subscribers and people commenting and messaging me and saying, Hey, Lloyd, I implemented that tip that you said, and I got my first

listing. I'm like, that's so awesome. That's exactly why I'm doing this. So that's what has kept me going. Because you know, just like yourself offering value to people that if they didn't find you, maybe they would have made a mistake that would have cost them money or maybe they would have not made money, you know? So that's the way that I am. Hey, excuse me for interrupting my own show. I just want to break in just for a moment and let you know I would love to meet you. Every single month online, I host a free training session on Zoom where I'm going to invite you to come in and learn the new way to persuade human behavior. I want to demonstrate to you how you can unlock consistent and predictable income and strength

of relationships to achieve self-fulfillment, to be able to avoid the number one sales mistake and never face rejection again, and how to use non-linguistic programming to be able to influence and handle difficult people. So, visit www.nobrokemonths.com, that's nobrokemonths.com, so that you can save your seat for one of our upcoming classes, and that I can be able to help you to learn how to teach to sell. Again, that's www.nobrokemonths.com. See you online. So let's break this down.

So when you started, you were doing it once a week. Is that what I heard you say? Yes. And then what would you do once a week? that what i heard you say yes and then what would you do once a week would you go like youtube live or would you how would you do this so i would just in my cell phone i would record a video maybe five minute long um i would then edit it on on my apple not final cut pro but like the free version that comes with your mac so i didn't have any like expensive or crazy equipment and then i I was just posting. I was posting once a

week. I was just consistent. I said to myself, I'm just going to do this every single week. And I was recording myself cold calling. When I started to post those videos of me making phone calls, that's when I started to see a spike in my viewers and my subscribers, because like what's going to happen next. But I was consistently posting once a week for two years. And then I started to get more into like a strategy of what to do. But it really, it was just those two years of consistency that took me to the next level. All right. And so then you're making cold calls and you're putting them on speaker, the other person, and you're just. Yeah. I recorded

my very first for sale by owner phone call that I ever did. I recorded the camera of my Mac. And I remember I was four while I was reading a script. I didn't know what to say. Luckily the lady that answered didn't. Hello, Mr. For Sale sale by owner you must be having lots of agents call you right now something like that pretty much like if you if you hear it now you hear me now and be like oh that's like a completely different loida but yes and i i said to myself you know what someone's gonna learn from this and they're gonna be like oh loida was really bad back then and now she's good i have a shot so um yeah i've been putting stuff out there like that besides uh is that the like like what percentage of your content is you cold calling

or prospecting versus something else in the beginning it was a lot i was posting maybe like 50 of my content was making phone calls. Expired for SoFi owners. Even I was posting calls that I was making with Spanish speakers because I was getting a lot of that too. And then it transitioned to like objection handling, my schedule, like me going out in the streets and blogging. So it was a lot of different things. Any idea, just curious, any idea about what percentage of your audience is Spanish speaking versus English speaking? Or, I mean, you probably, you have any idea?

I'm just curious. I would say a lot of them are bilingual, but pretty much all of them are English. At one point I did create a Spanish YouTube channel for real estate agents. Did that work? Yeah. Yeah. I think right now I stopped posting on it because I wanted to focus on my main channel. But the reason that I had started that

one was because I was getting a lot of agents, especially, you know, out here in Florida, you get a lot of Spanish speaking agents that would rather learn in Spanish. So that's why I started that. But yeah, that's how that is. DC is a lot. I'm in Northern Virginia. And I don't think the population is as many Spanish-speaking as Florida. But it's still relatively. I mean, I've got lots of friends that are bilingual for sure. It's very, very common. Very common. So that's the one thing that I'm telling my daughter.

She's going into the eighth grade. I'm like, sweetie, you got to gotta take Spanish it'll come in useful oh gosh yes yeah so um all right so then it took you around two years you said of consistently like once a week posting before you you felt like what happened at the two-year mark was that like did you get some sort of uh growth at that point? Or was it a consistent growth? Was it a hockey stick of growth? What did it look like?

Yeah. So even after the first year, I want to say after like the first six, seven months is when I got my first 1000 subscribers. And it got to the point that I was getting 1000 subscribers every month just because of the content that I was putting out. But this was also back then in 2015. So there was not a lot of people creating the type of content that I was putting. So over time, it's gotten more saturated, but it's just all about staying consistent. Now, what I started to see after the two-year mark was that now I started to get referrals

from agents. So as an agent, when you're putting out content, especially, you know, whether it's for buyer sellers or even other agents, you want to become known because it'll get to a point that maybe I'm watching Dan and I know he's out in DC, Virginia area. And if I like you, you're teaching me something. The moment that I have a client, Hey, Dan, Dan's your man, Dan, I have a referral for you. So then I started to get agent to agent referrals, more credibility. When I was meeting with sellers, they were looking me up before I got to a listing appointment. So they feel like, you know, a celebrity is coming in. I'm like, oh, you know, thank you.

You're the one teaching agents. So if you're a teaching agent, you got to know what the heck you're doing, right? Yes. So less objection handling. So I said to myself, you know, I really got to stick to doing this because it's bringing me business. It's growing me on social media. And you know, when you're competing with other agents, so there's hundreds of thousands of agents and I'm meeting with a client and they're like, well, what do you do differently? Or how, what makes you

different? Say, well, look up that person online and look me up. Which one do you think is going to get you more exposure to your property? Then it becomes a no brainer. You just do like a mic drop to you. I just like Google me. Is that the way you roll with it? You know what? I'm glad that you asked. Go ahead. Are you on your computer? Just type in my name. Let's see what comes up. Yeah. So, um, all right. So consistency is what I hear you saying, and which is fantastic for, you know, the group that I lead, the team I lead, the consistent predictable income community. And so it is about consistent to be able to have consistent income. You have to have consistent activity and whether, and it's almost like you

combined, like you got more bang for your buck because your, your cold calling expires for sale by owners. So you're, you're making money doing that consistently. And then you're making money because you're getting this following. And I know it's not about money's the by-product of providing value, right? So I know that in your mind, it's not like, hey, I do this, I make money. It's how can I provide value? And then because I'm providing value, then I get opportunity.

I completely understand that. But I think it's just freaking brilliant what you did because you're positioning yourself that you're, it's like you're getting more than one act, you know, outcome from the same action. That's amazing. And then at the same time, I started to also get income from YouTube through AdSense. So then for me, I've never in my immediate family, we all come from humble beginnings.

We're all from Central America. I don't know many of my family members that have like multiple streams of income. So I told myself, you know what? I want to be that person. I know that there's so many ways to do this. I'm going to figure it out because one of my goals when I got into the business was to retire my mom. My dad had already been retired.

I told myself my very first year, I'm going to do whatever it takes so she stops working. And I hit that goal. And it felt amazing because I didn't want to see her work. She worked at a factory making clothes, so she was like a tailor. And I told myself, you know what, if she could stop working and both of them can be at home enjoying their life and I can provide because of all that they've done for me, then what's it going to take? So I'm doing my phone calls, just like you said, I'm getting referrals, I'm getting YouTube income. And then as I continue growing now, I have other, you know,

partnerships and people that want to collaborate with me. And then there's other streams and yeah. It opens up this other world of partnerships, brands, et cetera, that otherwise wouldn't have been available to you or at least not directly. So exactly what, how many subscribers did you have before? If you know, before you started getting income from YouTube and is it significant or is it a small amount? Well, back then they didn't have the requirement where you have to have 4,000 hours and you know, a thousand subscribers. So I started getting, I remember when I, when I saw, and I had made 14 cents and I think I had like 100 subscribers and I'm like, yes, baby, 14 cents.

So, yeah, I started seeing 14 cents. Then it was $100 and $200. And I remember telling my parents, I was like, I've made $200 on YouTube. And that was like a big deal. And then it got to the point that it's like, okay, how can I keep on increasing it? But in order to increase it, I have to put on more content. So it's like, I'm getting, YouTube is paying me to help all of these agents be able to get better and get more listings and work as better agents in the business, pretty much. When you become an entrepreneur, a business owner, you have to start out with so much optimism.

And that's quickly taken over by fear. Because you soon realize, man, this is so much harder than I thought it was going to be. More money, more time, more skill and energy. It takes so much more. And often we encounter that number one sales mistake, which is the feeling of not good enough. It's that self-doubt that holds so many people back from achieving their sales goals. And with so many ups and downs, the biggest thing that you need is faith. Faith in yourself that you can keep going.

But you don't have to manufacture that faith. It's why I wrote the book, Teach and Grow Rich. How to increase your influence, avoid the number one sales mistake, and get what you want. I invite for you to get your copy and visit www.teachtosellnow.com. That's teachtosellnow.com. Teachtosellnow.com. Go ahead and visit that site and claim your copy. Yeah, I think if it was me, and I don't have income from YouTube yet, and it's almost like that's just like an oh, by the way. know, that that's not like a primary, wouldn't be a primary. It's like,

how can I help as many people as possible? And when you help as many people as possible, good things happen. That's all. I mean, it's just that simple. Yeah. And some of it's planned and some of it's not maybe I'm sure. Well, let me ask you, have you gotten a call and you don't have to get any details if you're not comfortable if you've just gotten like a random message call text from somebody that just reached out to you and ended up being like something that benefited you yes so i've gotten an email um i got an email from a gentleman he was this was when i lived in california he lived out here in florida he said he reached out to me hey i've been watching you on YouTube. I have a fourplex in Los Angeles that I'm looking to sell. And I wanted to see if you'd be able to sell it. It was 1.4 million. Love it.

Yeah. I mean, that's, that's, that's brilliant. Okay. So of, of your journey. Okay. Let me ask you one more question before I'm going to sort of start wrapping this up. But the two year mark, from there until now, like, what's that journey been? Because it seems like it took around maybe two years for you to be like, hey, I got this, I got this, I got this. And then from there, talk to us from there, from, was that like 2016 or so until now, something like that? 2018? Yeah, 2016, 2017. I upgraded my equipment, so I got a better camera. So for me, I was never really focused so much on my equipment, but it was more on the value that I was providing. And I also wanted to make sure that if I was going to invest, that I was 100% committed. Because I see it all the time, agents and people, they say, you know, I'm going to start on YouTube, they buy $1, camera, they get all the lighting and then they do a video and then, or they record the videos and never post them. So for me, it was taking that next step of getting better equipment, having a better strategy with the type of content that I wanted to put out

over time that led to back to 2020 is when I launched a new agent bootcamp. So this is another byproduct of me creating content. And the reason that I created this bootcamp is because I was constantly getting the same questions over and over from agents. And I said, you know what, let me just create something where I'm going to answer all your questions in a week. And if you want to do it, come on in. And to my surprise, I say, you know, if at least some people sign up, great. 60 people signed up. So then the next month, a hundred, and then it kept growing. I'm like, this is crazy. You know, cause to me, I'm just like, I'm just Lloyda. I'm a normal person. If you like what I have to teach, great. If not, no worries. But yeah, it was just over time that started to grow um and then collaborating and seeing how I could partner up with whether other agents or

companies and creating content that way as well that's kind of what transpired and what's your you say that when you began was like 50 50 you cold calling versus doing like yeah what was the other 50 and then what is it today um today is not so much cold calling versus doing like, what was the other 50%? And then what is it today? Today is not so much cold calling. I know that there's a lot of like roles and legalities when it comes to like recording, making cold calls, but I still like to do it and I probably will continue to do it. But now most of my content is just about prospecting tips, lead generation, listing appointment, communication, uh, sales skills and techniques, and just pretty much my experience and what I do, um, that separates me

from, you know, if I'm calling expireds, I really love to talk about expireds and for sale by owners because even back then, and even now you probably see it too. Um, a lot of people just like to focus on social media or just like sit back and relax. And if you get see it too. A lot of people just like to focus on social media or just like sit back and relax. And if you get a lead, they don't know what to say, or they don't know how to handle objections. So for me specifically, I love to talk all about that. And also a lot of women love to watch me handle objections because I'm not afraid to be a straight shooter and say things how they are and I get results. So that's kind of my approach. Yeah, it's interesting. I mean, it makes sense to me when you say it, right? But before you just said that, it didn't occur to me that you're a powerful

woman. It occurred to me that you're a powerful person, right? Like that's apparent, right? But I can also understand where being a powerful woman is special, right? I mean, being a powerful anybody is special. I'm going to get myself in trouble here, right? I didn't recognize that you're a powerful woman. I recognize that you're a powerful person, but I can also see the value of being a model, a role model to others, you know, whether that be whoever it is that you're role modeled for. So that's, that's special. That's really great. What has been your biggest challenge in growing your channel?

I would say just sometimes feeling like I'm burnt out or feeling that I'm putting out content and it doesn't get views as I thought it was going to get. And I'm spending time and energy and creating this. That's kind of like a challenge. But at the end of the day, I tell myself, you know, maybe eventually it's going to like skyrocket, but it goes back to, as long as I'm showing up, I can't control what's going to happen with the views or who's going to watch it or any of that. But I just know that as I'm showing up, I can't control what's going to happen with the views or who's going to watch it or any of that. But I just know that if I'm putting out something, it's going to help at least someone. But that's probably one of the hardest challenging things, just staying motivated to continue. You get times where you're like, I think this is going to be like you do a

topic you think is going to be hot. And then if it doesn't hit, is that, does that happen? Oh yeah. I'm like, man, this is great information. And then it's like a hundred views and I'm like, people are really missing out on this. What about the other end of that? Has there been times where you're like, man, that sucked and ends up being great. Yes. Like this for sale by owner video, the very first call that I did, it was like low resolution. My bed was, I don't think even my bed was made because I made my call in my room and it has almost 200,000 views. And I'm like, so you just never know. Okay. So what I hear you saying is don't worry so much about the results instead, focus on the activity and the results.

Sometimes it will come and sometimes it won't. But when you do the activity consistently through time, you'll get to, you know, to have the results. Is that is that exactly right? Yeah, because even for me, you know, I've been doing this for so long that anybody can go on my YouTube channel and see kind of my whole transformation in this business from being a brand new agent that didn't know their scripts or what to say. Over time, you just see Lloyda getting better to where I am now. I think that also makes people be able to relate to me, especially if they just got their license. They could somewhere in my YouTube journey, plug themselves in and be like, OK, I'm right here where Lloyda was, you know, in 2020. What does she do after that to get to where she is?

So, yeah, it's the consistency. And, you know, sometimes I think a lot of people get stuck on the amount of subscribers that they have, too, and think that, you know, I need a thousand or a million subscribers to get results. But in reality, if you're putting out quality content that's valuable, you might only have 50 subscribers and that right person that needed to watch that video will watch it and they'll reach out to you and say, you know what?

Your video was so informative. I'm looking to do X, Y, Z, sell my house, buy my house, whatever. Can you help me? Because that happens a lot too what would you do differently if you started today i would have more of a plan in the beginning of a strategy of how i wanted to take my channel um be more intentional instead of just you know hey i'm gonna record you know and see what happens

uh that would probably be it because in the the beginning, it was just me. I had no plan, just recording. And thank God, you know, it helped. And it still got me to where I am. But I imagine if I had a strategy or what I know now back then, who knows where I would be? What, how can somebody we already mentioned how they can find you on youtube but let's mention that again and then also on instagram yes on youtube you could just type in my name loida velasquez and then on instagram it's just my first name loida velas v-e-l-a-s love it loida thank you so much for your time today for sharing your wisdom with us and the tactics and i know that this conversation

that you and I are having right now will help at least one person, if not millions. Lloyda, thank you. Subscribers and listeners, thank you. Have the best day of your life. Be grateful, make good choices, go help somebody. And check out Lloyda on YouTube as well as Instagram and check out Dan at No Broke Months on YouTube.

God bless you guys. Bye. Thanks for listening to the show today. I am truly passionate about watching great business owners like you and salespeople to grow. And nothing excites me more than hearing your incredible success stories. And I invite for you. In fact, I dare you to reach out to me on social, Dan Roshan, and ask me any question, whether you're struggling or just want to share one of those great success stories.

And I promise you, I'll reach back to you. So until the next time, have the best day of your life. Be grateful, make good choices, go help somebody. And let's connect on social. Dan, you are such a fascinating man. I mean, he has this purpose in life to help people achieve their dreams, their greatness. And he doesn't just say it. He actually has steps and mythologies in order for them to follow.

Our very special guest in Featured Time Every Day. I cannot even sit in my chair i'm so excited dan roshan all the way from beautiful virginia dan it's an honor to have you on the show thank you so much for taking the time and what i'm encouraging for you is to focus on who you're being because that's your foundation and when you focus on that you're going to find that you do activities that are going to lead to the outcome of having whatever it is in this life that you're looking for