No Broke Months For Salespeople - Leading Effectively With Your Values and Mindset

Starting point is 00:00:00 Don't wait for the confidence. You only have to have the courage to step forward and do the thing. Step forward and do the thing. Be courageous. And once you start doing it, the competency will come and the confidence will follow. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve.

Starting point is 00:00:28 So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Haley is the CEO and founder of Leveling Up You, a holistic business coaching and consulting firm. She is also a certified Fierce Incorporated coach and trainer. She is passionate about helping companies and leaders learn how to implement highly relevant strategies that make lasting changes. In this interview, Hayley will discuss about leading effectively with your values and mindset. My name is Dan Rochon. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months.

Starting point is 00:01:16 Thanks for joining me. Enjoy the show. Hello, consistent and predictable income community. My name is Dan Rochon. Today, I'm joined with Haley Labasco. Haley's going to talk to us about how to lead effectively with using your values and your mindset. Hello, Haley. How are you? I'm great, Dan. How are you? Thanks for having me. It's my pleasure. I'm excited. I'm excited to talk to you. I'm so excited too. Tell us, Haley. Tell us a little bit about yourself if you can, please.

Starting point is 00:01:46 Yeah, so I actually started this journey of recovering who I am meant to be about, oh my gosh, like four or five years ago, I was a stay-at-home mom. We have, my husband and I have been together for 19 years. We have two amazing kiddos. And when our daughter was just about six years old, my husband was like, hey, how are you doing with being a stay-at-home mom? Like, do we need to reevaluate the situation? How are you doing? You want to get out of the house?

Starting point is 00:02:19 What do you want to do? You want to keep doing this? That's cool. You want to do something else? That's cool, too. So we talked a little bit about it and he said, Hey, well, why don't you get into real estate? And I was like, well, I'd have to go back to school for that. And he was like, yeah, I know, but you're the smartest person I know. And I said, you're a pharmacist. If I'm the

Starting point is 00:02:35 smartest person, you know, I don't need to get to get some new friends. So, but he was being very supportive. And so I went into real estate school, got my real estate license. Of course I had been home for six, almost seven years, really isolated myself and hadn't talked to any like other adults. I had only really been with my daughter for that long. So I didn't have a whole lot of confidence. I also didn't realize how much I had isolated myself, but I loved getting back into school. I loved learning. I joined a real estate team very quickly within 30 days, realized I didn't want to be a real estate agent. I actually wanted to get into a leadership role. So I was on this team for about four weeks and I was like, Hey, I see this opportunity to be a director of lead generation, calling 100 people a day, connecting, getting yeses, like empowering people to buy homes.

Starting point is 00:03:32 Heck yes, I want to do that. And they were like, OK, like, let's give it a shot. So I did. I became director of lead generation very early on. I was promoted to being executive assistant year after that chief of staff. And then I reached a point where I was like, Hey, I don't think that my values are aligned with your values anymore. They said, Haley, we really think you're an entrepreneur and we don't want to hold you back from doing that. We see that you're really pushing and you're wanting more and more.

Starting point is 00:03:59 We really want to encourage you to step out of the box that you've been living in for so long. And I really respected that. And I said, absolutely. And I started having organic conversations, partnering with people who were looking to grow their business, their operations, and started my own coaching company. So that's what I've been doing, helping real estate agents and other founders from all over different industries, helping them grow their businesses, grow their mindset, attract allies to their businesses. What does that mean?

Starting point is 00:04:33 Identify their values. It's been the most incredible experience when you start leading with your values and with your story, you attract other like-minded people that are doing the same thing. And it's been really fun. How do you, how do you identify your values? Well, I think it actually starts with getting a bit uncomfortable with yourself. And by that, I mean, you have to go back and really look at some of the high points in your life and some of the low points, because we tend to focus on all the positive things, but actually it's within the struggles that a lot of our values are defined and start to emerge. And we don't want to ignore those opportunities, those things that have happened to us that have really shaped us through pain. And so I, when I work with clients who are looking

Starting point is 00:05:27 to hire or to look, looking to grow their company or expand or do some recruiting, we really start by identifying what's your origin story. What's your brand story? Why did you get into this industry and what's important to you? And so we come up with a series of different values and belief systems that they have. And from there, we narrow it down to some different categories. And from that, we're able to come up with really what their main values are in both their personal life and then what are their organizational values. And so by doing so, it really, it just completely changes the whole aspect in which you lead your life on a personal level, the people in your business, how are you leading them if you're not leading them through

Starting point is 00:06:19 your own values? It's completely transformational. And also from a sideline perspective, it's really exciting. So tell me, you work primarily with like real estate agents, founder of real estate sales teams, operations, etc. So the challenge with building a real estate sales team, well, from both being inside that world and also outside that world, you know, like looking externally as well is what I see is that, you know, you have this mismatch sometimes of values and you also have, you know, the leader, you know, like a lot of people will start a sales team and they're they haven't yet approach like how do I become a lead? Mm hmm. And so if you're new into that world, right, and you're just now building the organization, what is it that you should do first? Is it to identify what your beliefs are, what your values are? I mean, I know that's what I recommend. But what are your thoughts on that? Yeah, I recommend the same thing, because here's where I would start. And actually, this is where I personally started.

Starting point is 00:07:25 I read a book a couple of years ago, The Four Agreements. If you haven't read that book, I highly recommend it. It's on my shelf. It's one of even my husband and I's favorite book that we talk about, The Four Agreements. And in there, the author talks about how the majority of the decisions that we make in our life, stemming from childhood, business decisions, personal decisions, they're based on a belief system of values that we carry with us that are actually not our own values. They're not our own beliefs. We've actually been conditioned to believe these things because our parents believe them, our teachers believe them, our friends. And so

Starting point is 00:08:05 we want to fit in. We're a tribal society where as a human, I mean, we, gosh, we could even go back to the psychology of it and we can talk about, you know, being nomads and being cavemen. And if you were not in a tribe, if you did not fit in with your tribe and you were exiled, I mean, you were likely to die. So we carry that with us still are a lot of times as humans, we really just want to fit in. So we're, we're living inside of constraints that we put on ourselves because we want to fit in. And so a lot of times what I have seen with agents, even myself, I'm, I, I completely admit to this very early on. I did things and I said things and I acted a certain way because I wanted to fit in with my team and the people around me. I wanted to be liked. Who doesn't want to be liked? And so it starts with being able to

Starting point is 00:08:59 peel back layer by layer and ask yourself, does this conditioned belief that I have, does this still serve me? Is this really what I believe? And is this how I want to lead my business and to lead the people that I'm serving, my community, my family, my clients? The answer might be a little uncomfortable. It might be like, hey, I don't even know where this belief came from. How do you reconcile the paradox of if you get kicked out of the tribe, you may be eaten. Yet, if you're being that lemming and you're following somebody else's value, there's a little bit of a paradox there where it's like, well, you're going to get out of the tribe. You don't want to get

Starting point is 00:09:42 eaten. How do you help me reconcile that? So here's the thing. I think if you're a founder of a company, if you're a real estate agent, if you're feeling the pull of being an entrepreneur, the reality is you have to be different. You are different. And I know that this might be a little bit spiritual. So this might not resonate with everyone, but this is really what I teach. And I believe is that we all have values that were placed inside of us gifts that, that the universe has given us. And if we're not leading into them and if we diminish them, it's really an injustice to everyone that's around us.

Starting point is 00:10:17 We absolutely do not need to be aligned with every single person. We, everybody doesn't have to like us when When you discover what your values are and what your gifts are and what you're really freaking good at, I can promise you that there are other people who are looking for a leader who feels that way and they're going to be attracted to you. And that's what attraction is, right? I don't call it recruiting. I say, let's attract the right people to sit in the right seats of your bus because those people are looking for you. And when you are not aligned with your own values, these people are lost. They're looking for you and you're not there to lead them.

Starting point is 00:10:59 Yeah. I'd have to consider myself, and this is an affirmation that I don't like affirmations that are not positive yet. I think I'm going to let this one slide. I consider myself a horrific recruiter, yet my intention is to attract the right people to myself and to my organizations. And I mean, the first question I ask anytime that I'm developing a relationship with somebody I may be in business with is, can I help this person? Because that's that right there's a qualifying question for me before I before anything. Right. You know, because if there's not a glaring like, yes, you can help this person then or you can, you know, somehow or another together, we can succeed together. You know, if that's not a yes, then it's a no. Right. From my perspective. This is what I've come across recently, Dan. I don't know if you've

Starting point is 00:11:49 come across this too, but it's almost like you can see the potential within the person and you know that you can help them. But I always ask myself, are they in a place to receive it? Yeah. You know, it's kind of like when you give someone a compliment and they're just like, um, thank you. It's like, you know, it's awkward and uncomfortable, but if you're not able to receive it, then there's not much we can do for you until you're ready. We're here for you and we can help you. And I can give you all the structures and the systems because I'm free. I'm really good at that. I'm really good at outlining the systems and the structure and let's follow this roadmap. But if you're not ready to follow the roadmap,

Starting point is 00:12:31 you just have to be honest with yourself and with me and anybody else who's looking to help level you up. That's okay. But you have to be honest with yourself. Can you receive this right now? Hey there, it's Dan. Excuse me for interrupting my own show. I just wanted to do so because I wanted to share with you, I was having a conversation with one of my buyer's agents,

Starting point is 00:12:52 Lucia, the other day, and she was sharing with me, she had a client that wrote an offer in today's market on 12 different homes. And she did actually end up getting the last offer accepted. So they didn't go and rent. But maybe right now you may be in that same situation and maybe you in that same situation, they did end up renting. And I know that that can be like that can just suck. Well, let me tell you, since 2008, there hasn't been a single month that I've missed a closing in real estate sales on an average of 10. And I want to share with you in the last one year, I've taken 79 listings by attending 93 listing

Starting point is 00:13:30 appointments. I don't say that to brag. I say that to share with you that I know how to take listings in today's market. And I want to invite you if you want to learn how to take listings in today's market to join me at the five-day listing challenge coming up, you can visit www.5daylistingchallenge.com and learn how to take listings in today's market without having to cold call, door knock, or beg. That's www.5daylistingchallenge.com. Now, back to the most awesome real estate show ever,

Starting point is 00:14:06 CPI Real Estate Podcast. Haley, what's the biggest learning opportunity you've had in business? The biggest learning opportunity that I have had is learning how to take rejection and use it as feedback and fuel. I was giving you fuel. I was giving you fuel. I'm this conversation, but telling you, I was a director of lead generation. So I, I dealt with a lot of rejection and what it is though, is it's, it's really, it's really feedback. It is. And actually when it gets painful is when it comes from the people that love you the most. Yeah. That's when it really freaking sucks. You said feedback though. Right. And I think that's something that so few get. I did something promoting one of my events about three weeks ago and I got some negative feedback

Starting point is 00:14:58 from it. And in the negative feedback was public. It wasn't that bad, right? Whatever the case may be. But when I when I recognized it, I was like, huh, okay, well, that's feedback. So that means that the way that I approached delivering that message wasn't is that bad or wrong. It's just this is the feedback it's like, whatever, you just let it slide past you. Because sometimes it's just, you know, if you're talking about like real estate sales, you're going to get, you know, 99 no's to one yes. And who cares, right? You know, you want to improve that, you know, by, you know, what you say, how you say, and who do you say it to. But you're still going to get rejection no matter what. But sometimes the feedback is like, so real that you're like, wait, let me see. How can I change my approach? What can I do differently? And and so a lot of times that rejection, I love the word feedback is just feedback. Yeah, it is. And I think it takes and this is where we, you know, we talk about mindset.

Starting point is 00:16:01 It's not allowing the ego to now take control and take over the driving for you. Because it's, you know, we're all human and we can recognize the emotion like, yeah, that effing sucks. Like, I didn't like that. It hurt. It was, it stung a little. I might cry. I might cry, Dan. You know, I'm a crier. I just admit it. But here's the important thing. We cannot attach ourselves to it. We cannot attach ourselves. We have to be able to recognize it, view it for what it is. We can choose to make the shift. That's the whole thing is we have the autonomy to make the choice on how we receive it. And then we have to let it go and we can shift. And being a leader also means to ask for the feedback, to be open to asking for it, ask

Starting point is 00:16:48 for the conversation. If you have the opportunity to sit in front of somebody and say, tell me a little bit about why you gave me that feedback. You know, what would you have liked to have seen? How would you have preferred that this been handled? I mean, man, there can be some really powerful conversation there. If you're open to listening. Yeah. If you're open to it. I always say, be committed to the result, not attached to it. Oh yeah. So we talked about your learning opportunity. What's the biggest challenge that you are having today? Oh, I'm not going to lie. I'm going to be

Starting point is 00:17:19 real honest, Dan. Even though I do business coaching and we talk about mindset with a lot of my clients and we build out systems and operations and I see people succeed, I'm still human. And so I still suffer from the human condition like everybody else does. I'm not an expert. I'm not, you know, Eckhart Tolle over here, although maybe one day I'll get there. I still struggle with imposter syndrome. You know, I still really do. I ask myself, am I saying the right thing? Am I making the impact that I meant to make? I'm a religious person, a spiritual person. And so I when I meditate, I pray to and I say, you know, God, is this how you need me to show up? Am I showing up the way that you need me to? Am I saying yes to the things that you're guiding me to? Is this,

Starting point is 00:18:12 is this my purpose? And so I do, I question that a lot, you know, who am I, who am I to help the people who come to me? But I have to have faith that it's that that's what I'm being called to do. And so I have to just remind myself that if it's meant for me, it will find me and it's finding me. Let's talk about the so you've been you've had the opportunity to work with some, you know, different organizations, different founders, different leaders. What thing is most common that you see that leaders do really, really well? And what's the most common that you see that they mess up? Yeah, that's a great question. I think the most common thing that I see that leaders and entrepreneurs do really well

Starting point is 00:19:02 is how excited they are about casting their vision. They get, are they're amped up. They're so excited about their vision, about their mission, about the impact that they want to make. That is incredible. It's so inspiring to hear somebody at their 30,000 foot view and they can see their business in five years, 10 years, it's truly inspiring. They're great at that. Where they can get tripped up though, is not hiring the right people very early on in this process of building because their gift as an entrepreneur, their gift is to be the visionary. But if you don't have someone to help you with implementation and support and to take all of your vision and like build it and make it

Starting point is 00:19:53 real, then you're always going to be at that 30,000 foot view and you're never going to build anything because you're not going to do it on your own. That's not what your gift is. And that's totally cool. We got to find someone whose gift is to build. So what do you say to that visionary who is in the place of not yet finding that integrator, not yet finding the right people around them? What do you say to them? How do they do it? We got to make a hire. We got to sit down and we got to make a hire. I mean, there's no question about it. We have to make a hire. How do we make the right hire? We start by having that values conversation about let's create your values or let's get those on paper. What's your values?

Starting point is 00:20:34 We go through a whole exercise, values, mission, vision. I create a manifesto with you because I don't want to just post something online that's like here's a job ad. Here are the tasks. Here's your salary. Like no one's attracted to that. We want to talk about what does it mean to partner with you? We want people to be inspired to partner with you because their values align with your values. And this is somebody who's now going to be building.

Starting point is 00:21:02 They're going to have autonomy. They're going to be inspired. Now they're making an impact because you're making an have autonomy. They're going to be inspired. Now they're making an impact because you're making an impact. That's what we want to find. We want to find that person. And so that's what we do. That's what we do together. You're not alone in this. And that's where people get really amped up. And it doesn't like we talk about if you can't afford a salaried position right now, there's lots of solutions out there. We can start with a VA. We can start with someone part-time.

Starting point is 00:21:28 Heck, we can start with an agent. We can be creative. It doesn't have to be traditional anymore, you guys. It's 2023. There's lots of options here. What do you value? My top three values right now, and I have them actually on my desk

Starting point is 00:21:44 because my values help me to make the toughest decisions when I'm deciding who to partner with, when I'm feeling a lot of struggle, a push, a pull. I'm a Gemini, so I feel like I'm split personality all the time. So my top three values are creativity, growth, and love. What does creativity mean to you? Creativity means I want to create everything all the time. I mean, it can be like when I'm drawing, it can be sewing, it can be spending time with my kids.

Starting point is 00:22:17 It could be, I just want to always have the autonomy and the freedom to build and explore and have these really powerful conversations. That's all being creative. And so, yeah, it's like just pouring in all of everything into just like this really beautiful life and actually creating. It's part of building too. It's like building and creating, but being creative, having the space to do that. I recently wrote the book, Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. I wrote this book because I have sold real estate since 2007 and developed an immense amount of experience and knowledge. During my journey, I've witnessed hundreds and maybe even thousands of real estate agents fail in this business. And I firmly believe that that's a shame. In Real Estate Evolution, I will show you the exact

Starting point is 00:23:20 steps that I have used as a real estate salesperson to sell 1 to 15 homes every single month for the past 129 consecutive months. It took me more than two decades to learn the sales and persuasion techniques and more than one decade to master the real estate sales techniques to be able to produce the content that makes up this book. And it took me more than a year to write at a pace of three hours every single day. If you're a real estate agent and you're looking for consistent and predictable income in your business, I invite you to get the book, Real Estate Evolution. And you can get that by visiting www.therealestateevolution.com.

Starting point is 00:24:05 And I'll even give it to you for free as long as you pay for the postage. What does growth mean to you? Growth to me is it's a spiritual contribution to yourself and to other people. It can be it's painful. It's beautiful. And if I really believe that if we're not constantly committed to growing ourselves and we remain stagnant, then we're just slowly dying. We have to, as leaders, we have to commit to evolving ourselves.

Starting point is 00:24:35 And that's part of growing and then growing other people. You know, like I said, that's the gift. What does love mean to you? That's a hard one. That's another spiritual gift, I think. That's a hard one. That's another spiritual, that's another spiritual gift. I think it's, it's unconditional. I don't really think it can be defined, but it's just giving yourself fully. And everything that I do is through the lens of love, love and growth. Really? How do you know you have it? If you can't define it?

Starting point is 00:25:00 You know, that's a really good question. I just, when I feel fully fulfilled and when I can ask myself in really tough conversations, how can I show this person love? Can I help them to feel seen and can I help them to feel heard? And can I also help myself'm able to ask those questions and then step forward and lead in that way, to me, that's how I have love. And also, you know, I mean, we really could get into a lot of self-love here because again, we talked about this earlier, it's about receiving. It's easy for me to give love to a lot of people. What's even harder is to give love to myself. And that's damn hard. I'm not going to lie. It's challenging, but I really believe in it.

Starting point is 00:25:44 And I believe that we have to love ourselves in order to love others. Where do you see yourself five years from now? You're going to laugh. I do have this vision of my family and I traveling and being the best version of myself so that I'm leading my husband and I'm leading my children in being the best version of themselves. But we're traveling. We're now taking our gifts and we're impacting people on an international level. I see the words that I'm saying, the things that I'm doing, it's impacting people on a really large scale. So that's where I see myself in five years, myself and my family. You were a stay-at-home mom for six years, and then about

Starting point is 00:26:25 six years ago or four years ago that you started to your business career. Yeah, about five years ago. If you were to go back five years today and have a conversation with younger Haley, what would you say to her about business? What advice would you give her? About business, I would say don't wait for the confidence. Do not wait for the confidence. You only have to have the courage to step forward and do the thing. Step forward and do the thing. Be courageous. And once you start doing it, the competency will come and the confidence will follow. What about personally? What would you say to her? You're enough. Wow. Okay. So, um, so tell me, all right.

Starting point is 00:27:05 So who is your perfect client? Who, who is the perfect person that you can help? So I work with a lot of admin and I will work with a lot of agents. And so ideally, you know, my perfect client is somebody who is feeling lost, probably feeling like that they're isolated on an Island by themselves. They're, they're motivated and they have a desire to grow and they're really driven. They just don't know what step to take next. And so they're feeling a bit overwhelmed and they probably don't feel like that they're worthy to move forward. And so that is the most exciting conversation that I can have is to help someone feel inspired and motivated to know you're absolutely worthy to move forward. You don't need to have the confidence. We just need to have the courage to say yes. And then

Starting point is 00:27:52 here's a whole roadmap. Here's everything that we can do to build your business. If this is really what you're passionate about. And so I know right away, if they're really going to dive in and be passionate, if they're going to receive this, or if they're going to be, I'm not ready yet. And if you're not ready yet, that's totally fine. Hey, I'm still here. How can somebody get in touch with you? Maybe they are alone and maybe they're not feeling worthy and they're a hard driver and they want to really change the world or grow within the world. How do they get in touch with you? Yeah, they can find me on social media. So I'm on Facebook, Haley Lobosco. They can find me on Instagram, LinkedIn. I have a website that we can post maybe Dan after this, and they can just reach out to me. I provide a free consultation. Let's dive in. I think everybody is ready to break free. If you're looking to let go of some

Starting point is 00:28:41 of those limiting beliefs or even just explore what limiting beliefs that you have, let's have a conversation about it. Because you absolutely deserve to grow the business that you're really passionate about. You deserve to make that impact. And we as clients, we deserve to receive the feedback and to receive your impact. So don't hold yourself back just because you're afraid of making the hire or growing or leaving the team or starting your own team. Like, let's just explore it all. That's part of being creative. What's the name of the website? It's leveling up you dot com. OK, leveling up you dot com. Is that Y-O-U or U?

Starting point is 00:29:18 Oh, Y-O-U. Leveling up Y-O-U dot com. And where you can find me on, like I said, social media. I'm there. Haley Lobosco. You've got the little link tree so you can click on that. I make it easy for everyone. You're awesome. Haley, thank you so much for your time today, for sharing with us about values and about

Starting point is 00:29:36 mindset and just sharing your story with us as well. I really enjoyed learning more about you. So Haley, thank you so much. And CPI community, God bless you. Make good choices today. Be grateful. Go help somebody and go take a listing. I'll see you guys. Thank you. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing! has steps and mythologies in order for them to follow. Our very special guest in Future

Starting point is 00:30:25 Shining Every Day, I cannot even sit in my chair. I'm so excited. Dan Rochon, 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.

No Broke Months For Salespeople - Leading Effectively With Your Values and Mindset

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