The School of Greatness - 819 Find Your Calculated Confidence

Episode Date: July 5, 2019

BECOME AN EXPERT. Confidence is so important. But you have to earn it. If you’re confident without putting in the work, it can come off as arrogance or even insecurity. So how can you have calculated confidence? Learn from your mistakes. Put in the hours. And believe in what you’re doing. Once you’ve worked hard for your confidence, you’ll be able to look your clients in the eye knowing you’re an expert in your field. For this Five Minute Friday, I revisited a conversation I had with the hit show Million Dollar Listing’s Josh Altman where he shared what makes him one of the best realtors in the world. In This Episode You Will Learn: How to be a successful salesperson (2:05) Why you should surround yourself with a dream team (3:00) The importance of getting a mentor (4:00) The four keys to Josh’s success (5:30)

This is 5-Minute Friday! Thank you so much for joining me today. My name is Lewis Howes and it's always fun to connect with other football players or people that played collegiate football. And Josh Altman is a former college football player at Syracuse University turned real estate mogul and one of the top realtors in the country. He's the star of Million Dollar Listing in Los Angeles. He's sold homes of tens of millions of dollars, worked with some of the biggest celebrities, and has a new book out called It's Your Move, My Million Dollar Method for Taking Risks with Confidence and Succeeding at Work and Life. out called It's Your Move, my million-dollar method for taking risks with confidence and succeeding at work and life. I always say in order to be a successful salesperson,

you got to know your product. That's the single most important thing. You got to know it like the back of your hand. Otherwise, you can't truly sell it and you got to believe in it as well. Because you don't believe in it if you don't know it. Right. Exactly. So I am very, very good and I can look anybody in this business, in the world, in the eyes and say I am an expert at Los Angeles real estate. I study it.

I know more than 99.999% of the people out there. I flipped houses. I financed houses. I sell houses, buy them, all that stuff. So I'm very confident because I'm very good at what I do because I'm an expert and I work very hard. You do the work to become the expert. It's not just falling on the lap. It's I'm the first one in the office every day. I'm the last one in the office every day. It's a passion of mine, real estate. So I don't consider

it work, but I literally study it. They call me the rain man of real estate. I think number one, the most important is what I like to call surround yourself with your dream team. I call it Josh Altman's dream team. And it consists of a good amount of support from people that I trust, value their opinion and who I surround myself with. I always say that you are the average of five people that you surround yourselves with, right? You ever hear that before? Yeah. Yeah, totally. I totally didn't make that up. I just made that up right now. So I think it's super important to do that. So in real estate, for example, I have the best mortgage broker who's available 24-7 for me. And we've worked our way up in the business together. I have everybody from the best title guy and escrow guy and all that.

So I surround myself with this team of people who I can trust and they can guide me in the right directions of whatever I do. So that's one way, obviously, in any business is just surround yourself with people who support you. More importantly, though, is get a mentor. Okay. I am big on that. I now am a mentor to many people. I even have a mentor program coming out soon, which I'm super excited about. Look, whatever business you're doing, unless you're inventing something that's never existed before, you're not typically reinventing the wheel. Someone's already done a great job at it.

Exactly. So, you know, no matter how good of a realtor or how many billions I sell, there's always been somebody before me who's been very good at it. Get a mentor. Learn from them. You know, when I started in real estate, I walked into the company that I worked for and I went up to the biggest, baddest real estate agent in that company. And I said, my name's Josh Altman and I work for you. And he said, what do you mean? I don't need anybody. I'm not hiring. I said, listen, I said, I'm newer in the business. I think that you're amazing at what you do. I want to learn. I don't care if I need to get you coffee, your dry cleaning, whatever. If you have an open house

that's been on the market for over a year and nobody wants to sit it, call me. I'll be your guy. And that's what I did. And I started sitting open houses that no one would even want to go to anymore. They've been on the market so long. Eventually, I ended up working my way up for better open houses. My first eight out of 10 deals were from people who walked through those. And then I had my own deals going. So then I was successful. And what year was this? This was 2008. When you were out in LA, right?

Yeah, I came out in 2002 or 2003. Okay, gotcha. But that's how I worked my way up. Attach yourself to a mentor. Learn from them. And look, there's going to be good times and bad times in any business. And you're going to make mistakes in business. And what I talk about in the book is being able to bounce back from those

mistakes and redirect your route and finish strong. Hey guys, if you enjoyed this inspirational clip from a past episode of the show, then you'll love the free book I'm giving away right now. It's called The Millionaire Morning. It includes some of my best tips for starting off your day with a millionaire mindset. Get your free copy at themillionairemorning.com and just pay shipping. Again, check it out right now, themillionairemorning.com.