Coffee Is For Closers

The Miracle the Day-Before-The-Vacation: How Focus, Urgency, and Mindset Can Transform Your Real Estate Career A few years back, my wife at the time and I were all set to go on a cruise with some friends when disaster struck—our childcare plans fell through at the last minute. We tried everything to find a solution, but after exhausting all our options, we reluctantly called our friends the night before and told them we couldn’t make it. The next morning, a miracle appeared in the form of a text message. Our friends’ daughter had offered to watch our kids so we could still go. Suddenly, we were back in the game ! Here’s the catch: we hadn’t packed, done laundry, bought groceries, or done anything else to prepare. The cruise was departing at 2 PM, the port was two hours away, and we had to get everything done in less than four hours. What happened next was a masterclass in efficiency. The Power of Focus and Urgency With a clear goal in mind (getting on that ship), we divided and conquer...

  I’m not talking about kind-of-hungry. I’m talking about the kind of hunger that makes you willing to eat soup with a fork . Yeah— that hungry. I first heard that phrase from Kenny “The Jet” Smith on Inside the NBA, and it hit me hard. He was talking about the kind of players he wanted on his team. The ones who would grind, hustle, and show up no matter what. That same mindset applies to real estate. Because the truth is— hunger separates the top producers from the pack . Every year, I meet with hundreds of agents and I always ask: How much do you want to earn next year? The most common answer? $100K . But here’s where it gets interesting. I always follow up with one simple question: Why is that number important to you? That’s when the truth reveals itself. The agents who know their why —the ones chasing something deeper—are the ones who hit that goal and blow past it. But if the answer is “because it sounds good” or “I’ve never made that much before,” chances are… they ...

They see the photos at the finish line, the medals, the t-shirts, and group pics. They see the hats, bibs and occasional placing trophy, but there is a whole lot more that they don’t see… They don’t see the 4 AM alarm going off to make it to a 5 AM training run almost every day. They don’t see the 4 AM alarm going off to make it to a 5 AM training run almost every day. They don’t see the countless hours running hundreds of miles training for our next race. They don’t see the “track” days where we run repetitions and push our speed faster than we ever have before. They don’t see the hills that we trained on to get stronger. They don’t see the tempo days where we run faster to increase our endurance over an extended time. They don’t see the Saturday long runs where we run anywhere from 10-20 miles. They don’t see our sacrifices in the kitchen, where we have to make choices that sometimes conflict with what we really want. They don’t see the 7-10 hours a week spent at the gym on ...