No Broke Months For Salespeople - The Mindset of Goal Setting

Episode Date: July 25, 2024

Angie Gerber loves helping Women Real Estate agents and Women entrepreneurs win through impactful coaching. Angie's mission is to transform women's lives by sharing, coaching, and mentoring the same information that transformed my life and continues to impact her positively every day.   Angie believes that nothing changes if nothing changes, and you need to gain awareness and a different perspective to start the shift toward the life you truly desire. Join us this episode as Angie discusses the mindset of Goal Settings. 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

Your only job in the goal setting process is to desire it and to want it and to be able to connect with it and see it already done. So I had set these goals that I had no idea how it was going to happen. The how's not your part. The how will be shown. So it's in getting into action, it's making the decision, the irrevocable committed decision that this is what I want no matter what. 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. 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.

Angie Gerber loves helping women real estate agents and women entrepreneurs win through impactful coaching. Angie's mission is to transform women's lives by sharing, coaching, and mentoring the same information that transformed my life and continues to impact her positively every day. Angie believes that nothing changes if nothing changes, and you need to gain awareness and a different perspective to start the shift toward the life you truly desire. Join us this episode as Angie discusses the mindset of goal settings. 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. Thanks for joining me. Enjoy the show. Hello, Consistent Predictable Income community.

My name is Dan Rochon. Today, I'm joined with Angie Gerber. We're going to talk about the mindset of goal setting. Welcome to the show. Hello, Angie. Thanks so much for having me. It's so great to be about the mindset of goal setting. Before we get into that, tell me a little bit about Angie. Tell me about your story. What's the fifth notes version of Angie? Perfect. Thank you so much. So I got into real estate in 2014, and I have always had a servant part of some sort customer

service role. And a friend of mine who had been in real estate, her dad was in real estate, said something close enough to me, but not directly to me that just lit a fire in me. And I knew I couldn't even sleep that night. I just knew that this was the ultimate way to serve someone was to help them buy, sell or invest in their biggest asset. And it's something I had to do. So I made the decision pretty quickly. And I left my 13 year career, 401k, six weeks paid vacation, helping grow a company up from 10 people to 40 plus, and I just jumped in. What was that career? So I was a customer service rep. And then I went into outside sales, it was for a shipping

supply company. And then I started having my own my own kids. So I came back in and I supervised customer service. So again, just loving to pour into people and just help, help people, you know, get, get their customers taken care of. So the servant harp side of me and I yeah, I jumped from that to 100% commission, no buffer, no idea what I was doing. And I knew it had to work. So a lot of bumps in the road in my first year, as you can imagine. I did sell over 30 homes. However, I learned a lot. It was definitely getting kind of baptism by fire, if you could say that for sure. And loved it. I loved it. And I

continued and I still sell real estate today. However, in 2017, I actually hit my personal rock bottom. And mine was with alcohol. So in about six months or so, I became someone I didn't recognize. Probably about six to nine months. I switch flipped and I no longer was myself. The decisions I was making, the control I had was not there. So been sober seven years. So I got out of it. But they say, well, thank you. Yeah, they say that in those dark, dark, dark times, which I was in the darkest one ever. There's good and you can find the gift that was born out of it. And for me, it was coaching. So I found the secret. So for the first time in my life, I watched the secret the movie, I'd heard about it here and there. But I watched it for the first time in my life, I watched The Secret, the movie. I'd heard about it here and there, but I watched it for the first time.

And it just, I had something about it. So I bought everyone's book, Bob Proctor, Jack Canfield, Lisa Nichols, all of them. And found gratitude and found just all this, like literally a new universe was open to me. I'd never heard people talk like this. I didn't understand it. I didn't grow up with it, but I knew another fire was lit open to me. I'd never heard people talk like this. I didn't understand it. I didn't grow up with it, but I knew another fire was lit inside of me. And Bob Proctor was the one that stood out to me the most. And I just knew I had to work with him after kind of jumping on one of their calls and watching his stuff. It was $10,000. And as you can imagine, I, at my lowest point, I was about three to five days

away from losing everything that meant anything to me, my husband, my kids, house, everything. So I pretty much thrown this in financial ruins for sure. But Bob said, he's like, well, you haven't made the decision. As soon as you make the decision, a way will be shown. And I was like, I know, you know the truth. Like you can feel the truth when you know the truth. And I knew I had to work with him. So I made the decision. And within 24 hours, I figured out a way to come up with the $10,000 and work with him

for a year of his coaching program. Absolutely changed the trajectory of my life, changed everything. Just having this information, this awareness and this mindset and really understanding why we do the things we do, or more importantly, why we don't do the things we know we should be doing, especially in real estate and as agents. Yeah, it's easy to avoid the, to avoid it. I want to go back. So you said that you had a switch for six to eight months where you were drinking before you became sober. What caused that? If you can, the step before you, at the beginning of that period, the six to eight months, what happened then? You know, it was, it was everything. I remember writing, um, uh, six

or excuse me, a four page on the white or yellow legal pad. I wrote all the reasons I drank because I was just screaming for help. And that was in August. And my, um, sobriety date wasn't until February. So I even knew at that point I had had an issue And it was just, it was this circle. It was like, I wouldn't pay a bill or I wouldn't have money. So then I would drink and then I would forget about it and then it would be okay. And then, you know, it was a beautiful sunny day. It was raining out. I was, my kids were being amazing. You know, they were being little crap heads. You know, I had, I just closed the best real estate deal I lost one in inspection so it was really like just any and every reason uh that came about

and it was just it was almost like and I understand it now more than ever um but when that switch flips it's like you have to keep feeding this beast inside of you. And it just, there's every reason and every reason of why to do it. And a lot of it, and then it's just like, it just numbs everything. And there's so many issues that it causes that you just keep feeding it to keep numbing it because this issue comes up and that issue comes up. I mean, I had issues all over my life, financial, I wasn't paying the mortgage. My husband, if he would have said, I don't know, I had issues all over my life, financial, you know, wasn't paying the mortgage. My husband, if he would have said, I don't know, I can't do this anymore. One more time. You know, then the last time I knew he meant it because he caught me drinking and driving with

our kids. I mean, that's how bad it got. And that's how much, if I was six months, nine months a year before that, I would have looked at someone like me and been like, jeez, look at that one. But when you're in it, it's so different. So you get into coaching and that transforms your life. And how did that transform your life specifically? So it was within Bob's coaching that I really understood the mindset and the goal setting and how, you know, the paradigm. Pardon me? Oh, the paradigm to habitual behavior. So with your conscious mind and your subconscious mind, again, I didn't know how any of this worked.

But all I know is that Bob said I can show you and you can have whatever it is you truly desire. So I started setting these goals. Each year, I would set this goal. And he's like, your only job in the goal setting process is to desire it and to want it and to be able to connect with it and see it already done. So I had set these goals that I had no idea how it was going to happen. And he's like that the how's not your part, the how will be shown. So it's in getting into action, it's making the decision that irrevocable committed decision that this is what I want, no matter what, and going after it and definitely taking the action, which I coach so many agents about. And coming from the goal, see so many people go to the goal. So I got to move here, and then I got to go there. And then I got to go there. Like I have an agent

that I'm coaching, she wants to go from 10 million to 20 million in production. And I said, well, what does that $20 million version of you look like? What does your morning look like? You know, you're talking about posting on social media, or I don't know if I should do this. I'm like, that's not even a question. If you come from your goal, that's already something that you do. And it's now a habitual behavior. So it's just through showing up through the repetition of coming from your goal every day and making decisions from there and getting the paradigms and the habitual behaviors that no longer serve you out of your subconscious and replacing it with what will serve you. That's really, really what changed everything for me, Dan, right in the beginning. Excuse me for interrupting my own show.

You are freaking amazing. And because you're amazing, I'm going to ask for a quick favor. It'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform, then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI, consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets and help you in your business, go ahead and leave a review and you can enter into the monthly raffle to win. So do you remember what type of goals that you had when you at the beginning?

At the beginning, truly, it was a new car at first, because as you can imagine, I was definitely, that was a big thing for me. You know, I had really, again, done a pretty bad, bad deal. And I had a turn my life upside down completely. So that was first. And then it was the house. I never knew, like I had a little house that we had bought that we were going to flip and that was 2006. So right before everything. So we lost a lot overnight and we ended up staying there for quite some time. And then it just became, you know, what we what we did. And so I always wanted to have another home.

But that would have doubled my mortgage, if not more of what I was paying for. So then I manifested that next, you know, and then it was, you know, I went for, okay, you know, I haven't, I was on a team, and the brokerage I was with, so I had the brokerage split, I had a team split. So what I should have made are, you know, and making now based upon where I'm at, I wasn't because of all this splits. So for me, I'm like, I'm gonna make $250,000. I have no idea. Like, how am I going to do that quarter million dollars? And my, my 1099 that it was $249,000. And that didn't include the coaching I was doing. So I'm like, you know, it's like, of course it works, because I know it works because

year after year after year, I've done this, no idea how it's going to happen. And it just happens because it's the laws of the universe is showing up and coming from, and it's all working with your higher faculties versus your five senses, you know, making the decision, then creating the disciplines, working on your standard self-image, attitude, and your thoughts, because your thoughts become things. So yeah, I always say if you don't like your results, you got to back it up because you're either getting into action or you're not getting into action because of how you're feeling and you're feeling the way you're feeling because of what you're thinking. So if your thoughts aren't right and your results aren't what they want, it's directly connected. So that's a lot of where, you know, my mindset coaching

comes from and mindset is such a buzzword out there, but it's just what everyone knows. So I go along with that, but it's really about just the more you know yourself and the more you understand yourself, the more that you're aware. And once you know, you can't unknow this. And it's just such a gift. Yeah. When you look at, Angie, when you look at when you made that $250,000 goal and you saw yourself working backwards from that. What did you see? Like, walk us through if I had a similar type of goal or the listener or the viewer had a similar type of goal and they said, okay, so Angie says work backwards from here. Walk me through that.

Yeah. So first and foremost, I started taking care of my health. I started putting myself first. So I started working out and I started getting up at five. You know, so many people that I meet and talk to like, well, I don't have time. And I'm like, well, that's an excuse, to be quite honest, because if you can't find a little bit amount of time throughout your day, then you get up earlier, you stay up later. I mean, how important is it? So I started getting up at 5,

5.15 in the morning so I could work out before anyone else was up and about. And then that just made me feel much better. And then it was just having the morning and having the disciplines of that $250,000 agent. Like truly what activities am I doing? What actions am I taking? I always say get into the rooms of the people that are already doing what you want to do or intend to do. So it was if I couldn't get in those rooms, I was watching them on YouTube. I mean, podcasts, there's really no excuse because environment matters so much. And if you can't physically get in the rooms that you need to get in or want to get in, you find them, you read the book, you listen to the podcast and surround yourself with that type of environment. So environment was everything for me. Absolutely. And then thinking and really because your paradigms in those habitual behaviors that want to keep you safe and want to keep you down because you can choose fear or faith every day you're choosing and faith is going for it. And fear is just staying the same because at least you know what to expect.

It's not what you want, but that's where we let all those. Well, you know, it's not so bad. I really I got enough. You know, the roof not so bad. I really, I got enough, you know, the roof over the head. We don't need that vacation. It's not that big. You know, we talk ourselves out of so many of our goals. So when that happens, it's just, you got to have a rubber band on your wrist. I told him like, like snap yourself out of it, because if you don't, it's kind of like this at first, I mean, up and down, up and down. And then the more you catch it, the more you're aware of it, the more it will slowly, slowly just

become a thing of the past. But what happens to so many people is they'll be going along and they'll be going along and then those thoughts will come up and then it will just take over and they'll just revert back. And that's what would happen to me. I mean, I flew across the country for seminars and coaching and, you know, all these great things in real estate before I found this information in 2017. So for those first three to four years, and I'd be so jazzed, I'd be so jacked up. I'm like, yes, I'm going to take it on. I've got, I feel great. You know, they would purposely put these big events once a quarter to keep people motivated. And by, you know, a week or two back

from these events, I'd be sitting in my seat and just like, you know, because nothing changes. If nothing changes, you truly have to go in and switch out what's no longer serving you for what will. And it's a lifelong journey. There's no destination. It is just you're sprinting for the rest of your life. And every, you know, Bob Proctor, my coach, he studied this for 61 years before he passed away. And he said there wasn't one day that he didn't fight his paradigms because they'll always be there. Once you replace one, another one will pop up and another one will pop up so awareness is just so key yeah so what i heard you say about like working backwards is a concept that i explain as as if so whatever it is that you want to be whoever it is

that you want to be then when you act as if you're already that person then you become that person and so just considering like who's done what i want to do in front of me and what i find is the the best way to do that is look in the mirror and make sure they look a little bit like you because sometimes you may have a limiting belief of well dan could do this because whatever or angie can do this because of whatever. Yet I guarantee you that somebody that looks just like you, same culture, same background, same education, same experiences or similar experiences, that has had the success that you're looking for. And once you've identified that person and you say, okay, well, what, what, who are they being? What were they doing? And now let me act as if I already have what they have, which is what I want. And you step into it and you, you become that person and you get what they want, you know,

what that person has. Yeah, absolutely. And by doing that and over and over and coming from and acting as if that's where the people, the circumstances, the money, the opportunity, those intuitive hits, they'll be put in your path. And it's just you getting up and taking action in doing what you say you're going to do and having the disciplines around the decision you've made. Yeah, absolutely. But action is the key ingredient there. That's the key word, action. Yeah, that's kind of the thing with the secret. You know, it talks about the law of attraction. And that's the secondary law.

The first one's the vibration. So again, raising your vibration, your energy through action and through thought. And because we're all energy and what you put out, you get back. So again, if you're not liking your results, it's because of where you're at by you're vibrating in your energy. So it's taking the action and gratitude. Again, that was when I was at my lowest of low. I mean, I didn't, I didn't even understand gratitude. I mean,

I was 40 years old when all of this happened to me and man, gratitude just shift at shifted everything. You a new drinker at 40 or this is because it seems like it came over a short period of time. And tell us about that. The gratitude or the drinking? Oh, yeah. No, you know, I was I come from a long line of alcoholics for sure. Both my parents are recovering my dad and I just always thought I could manage it. I was your average teenager, I'd start drinking here and there. And then in college, you know, on the weekends, and then it's interesting, because if I look back, because like Steve Jobs says, you can connect the dots looking backwards, you know, it progresses,

but it snuck up on me. So it would be where, you know, you black out once a year, maybe, you know, back in the day. And then once a year became once a quarter, and then once a quarter became once a month, and then once a month became once a week. And it just, it just all of a sudden just all gets you. And if you're not aware of it, it just, again, that switch flipped, and all of a sudden it wasn't an option anymore. It was absolutely had to happen. You already know 87% of all real estate agents fail in this business. And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, the 10-step guide to CPI, consistent and predictable income for real estate agents. And you can do so when you visit www.therealestateevolution.com. dot the real estate evolution dot com. I'll share with you your book that I authored to show you the

way. Thanks. And you're talking about gratitude. And one of the things that I do is I start my day each morning with gems. So what am I grateful for? What am I excited for? What am I manifesting today? And, and so I know that gratitude and negativity cannot coexist the same way as fear and faith can't coexist. And the same way as you can have reasons or results, because I heard, you know, little snippets of all this, but you can't have both. So, so these are all little, you know, sort of snippets of what I'm hearing you, what I'm hearing you say. Angie, am I hearing you correctly? Absolutely. All of that. And it's almost to think about in what one of my business partners talks about. I think she says it so well and it kind of puts it in a different perspective as well, is if you truly think about it in real estate and

really almost any business, if you have a true business problem that comes across your desk and your mission, vision, and values are in place, it's solvable. What happens is we carry and drag so much other crap into our businesses from our personal life. And that's what really stops us. It's the self confidence. It's the fear. It's the, you know, I'm not sure what I'm doing. I mean, the biggest one is what will other people think? You know, so many agents I talk about social media, they're like, Oh, I couldn't do that. You know, because they're so worried. And I was there, I was there before I found all this information. But it truly, it's really about knowing that

you're never going to outperform your self image and your results, your bank account, who you're hanging around, what type of business and clients you have. It's all a direct result as well of your self image. So you really have to set your standard and hold it and know and let the laws of the universe and let everyone know and yourself know in the universe know that this is it. This is my new standard, because the more you you drop it, then you have to start over. So yeah, it's in it all. Yeah, gratitude, it all starts with gratitude and appreciation. And then I know responding versus reacting. I was such a huge reactor.

You know, I was everything was happening to me, but it was actually happening for me. So that's another thing I've learned is how to respond versus react to all these situations work wise, you know, with transactions and then just in your personal life. Yeah. What would you describe the difference between reacting and responding okay so there's a time period so when something happens uh event or circumstance or you get triggered uh it's right here so the this happens and you react like right away you're flying off the handle you're just like and it's it's just it's your habitual behavior just always what you've done. So responding is when you give a time and you don't want to, you don't say or do the

first thing that pops into your mind, you actually kind of think about it and decide. And in that space where you don't react right away, you respond, you actually get your power back because you choose to say or do what you want to do. And instead of being reactive and reacting in the moment, that's where the other person will take your power or the circumstance or the situation. But if you can give yourself the time and choose to respond to it from a different place, from a different perspective, it gives you your power back. And that's kind of like Bob would talk about, take a situation and put it in the middle of like a six person table. You're always sitting in the

same chair. Well, what would it look like? The same situation if you got up out of your chair, walked around and sat across a different table and looked at the same situation. So it's just, again, the perspective and using the higher faculties. Absolutely. So I sort of say one is like when you look at reaction and responding, it's almost as though if one is coming directly from your subconscious into the world where the other you're going which is the reacting and the other which is the responding as you're going through the filter and you're consciously making a decision about what you're going to do or say or who you're going to be next yeah and in the goal setting you know we're talking about and that's also so coming from and acting as if and what would that person do or that version of me and starting as you talked about, you know, as if and what that it so beautifully is that you can't be in gratitude and, you know, anger or frustration at the same time. It's not possible. And so it's feeling it though. It's not

just saying the words is actually connecting to what you're grateful for and connecting to those feelings. So that's the same, same here is, is you have to, to come from it, act as if, and feel feel it because if you're just like saying the words or going through the motions uh then not much is going to change with your vibration or your energy yeah yeah but i find it you have to manufacture and not manufacture but be present to the gratitude in as many times as you be, because it's hard to be grateful if you're not practicing gratitude regularly, like eight times a day, 20 times a day, once a day, whatever it may be, like the more the better. But if you don't have the habit of practicing your gratitude,

it's really, really hard for something to, you know, a deal falls apart or a client doesn't call you back or whatever the case may be. And now, now you're a little bit, you know, thrown off edge. Maybe you're anxious, maybe you're annoyed, maybe you're pissed off, whatever. And now it's like, no, but now I have to be grateful. So I'm not that it's a little bit hard if you don't practice it. Would you agree with that? A hundred percent, a% 100%. And what I talk about as a little bit is like the two two rule of two. So and this is where it's just like any muscle, you got to keep flexing it. So like when I get triggered throughout the day, I instantly go to gratitude and there's good in everything, you just have to look for it. So is it you know, when that happens, when something happens and triggers or you get pissed off or something happens, it's like, it, you know, when that happens, when something happens and triggers or you get

pissed off or something happens, it's like, okay, the old me, and I'm talking deck, I sat in a situation for over a decade of bad energy of anger of victim, because you're either a victim or a leader. So it's, is there, are you going to sit there for two seconds, two minutes, two hours, two days, weeks, months, years, decades. And I know people that have done it for decades. So it's a choice. You have the choice. I know I mentioned Jack Canfield. I listened to one of his things and he's like, yeah, you know, my childhood sucked. I was abused. My parents, this, that, and all he's like, and I could sit there and I could use as an excuse and blame my parents. He's like, but so what? So what now? Like you have to, you have to let it go in order to be. So it's like right now, what you're doing today is building

your future. And what happens is so many people wake up and they think right away, what's wrong? What went wrong? You know, what happened yesterday? And we can't change any of that. We can't even change what time we woke up this morning. So it's like, make the choice and be conscious and know that what you're doing right now and acting as if is building your future and your your results will come um but so many people you know want to go back into the past and and let the the all the reasons and all the the bad things are you know sit in that low energy and frustration for far too long yeah i remember when i was a boy i was 10 years old and my my dad left us and i remember my mom sharing with me and my brother, and she shared a story about two brothers who grow up and one becomes a deadbeat in this sort of situation. And the other becomes a very successful person. And, you know, when you ask them when they became adults, the two brothers, like, well, why did you become a deadbeat? And he's like, well, look at my dad.

I had no choice. And then you ask the successful brother, why did you become so successful? I had no choice. Look at my dad. You know, so it's really just, you know, the perspective of, you know, same situation. Yet you can look at that to gain power or you can look at that to become a victim. And that's your choice. Yes.

Yes. And before I found this, I was victim my whole first 40 years, literally, like everything was happening to me, not for me. And how could they Oh, my gosh, the anxiety, the, you know, frustration and just sleepless nights, you know, over just when I first got into real estate, you know, I didn't know any of this stuff. And that's part of my passion of helping other agents is because if I can help them, like take what took me literally years to learn, and I've been able to help, especially new agents, break that down and get that done within six months to a year, just because I share and pour into these agents, everything I know, and it's almost like we have these blinders up and that's what a good coach or mentor does you know they take them down and they let you get a lot more perspective and look at a lot of different blind spots that I had for years and years and years we all have blind spots and the challenge of the blind spots you don't see them that's why getting a coach a

mentor uh you know great friends to be able to help that care for you to be able to help you see things that may be holding you back that's that's why that's why people get coaches yeah i always have a coach absolutely yeah me too yeah how could somebody get in touch with you how could somebody get in touch with you? You know, my, um, so, uh, my website is coaching with ag.com and my email is very simple. It's Angie Gerber at gmail.com. I'm on all the social media platforms as well. Um, so I can get those links to you if you'd like. Yeah. And we'll put them in the show notes and everybody, thank you so much for listening today or watching today. And I want to wish that you have the best day of your life.

Be grateful, make good choices, go help somebody. And let's today set a goal for the future and then let's work backwards and then let's act as if you're already that person. God bless you. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be 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. I'm very excited about the conversation we're about to have. I want to introduce you to Dan Rochon, who is the owner and co-founder of Greetings Virginia. I am so excited to introduce my next guest. Dan Rochon reads, he writes, he does improv. A frequent speaker and often quoted about the real estate market. I'm going to bring on a guy that is a winner. We had some really cool conversations before going live with this show.

We have Dan Rochon. So I'm going to encourage for you to think big. I'm going to encourage you to think big and then multiply it by two and then take huge action because whatever you want, you're only five years away from that.