Goldwasser Institute

“The Only way to succeed is to have the courage to fail.” W. Randall Jones

Happy 2010! I hope that you all are having a great year so far, 2010 is your year, it is my year, and it is our year. Things are starting to happen, our sales boards are filling up, people are starting to buy, and we are getting busy.

However, there is still a lot of fear and trepidation in the market. Buyers are not quite making decisions as quickly as we would like, and some of them are holding back altogether. You can’t give up on it though, and you cannot be afraid of failure.

This business is about forward momentum and continual lead generation. It is about learning to love “No’s” and not letting them get you down. The more “No’s” you receive, the more “Yeses” you will receive as well, because you are doing the work, the hard work of success in sales.

 You have the ability to be disciplined and consistent in your efforts and that will lead you to success. It is your willingness to get up day after day and shake off the dust and do it. Even when we do not want to do it, you must. When you get up and do what you know is right, even when you do not want to, that is when you get stronger, that is when you develop your greatness.

Believe me, I know how hard it can be, I know how much rejection we all face, I know how challenging it is when deals fall apart, when the amendment won’t work, when a seller is yelling at you, when people do not appreciate what you do, when you do not get any accolades, I know it can be hard, and that is why we have to be focused on what is right and what is good, it helps our minds to breathe and reenergize!

As silly as it sounds, just think of the smile of one of your children, or the love of your family, or your past successes, or your work ethic, think of all the good things when you do not feel so encouraged and be willing to turn it all around and chose to be happy, chose to be positive and lift yourself up and also encourage those around you.

2010 is your year, have the courage to push hard and not worry about if you fail, because you will. But, you will also succeed in a big way, when you just start doing what you know is right, consistently.

We will do it! We will do it! We will do it! We will do it! I believe in you!

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Building a real estate team is no small task. I recently was posed the question, “What are your top 10 suggestions for building a real estate team?” There are so many ways to answer this question. I thought about how I grew from a 24 year old kid, getting started in real estate, to 12 years later, leading a team of 7 listing agents, 22 buyers agents and 12 admin people to the top of my company. It was not easy, and that is the reason you see so many people fail to really build a team that will grow and thrive. So here are 10 suggestions I came up with for building a great real estate team:

1. Always hire admin help first to take paperwork away from you so you can lead gen more, then consider agents.

2. Make sure you are maxed out on what you can do by yourself, do not just start a team to start a team. You have to be really producing to bring on other agents and admin.

3. Focus on building your listing inventory to at least 10-20 listings that are producing great leads.

4. Make sure you have the leads to support any other agents you bring on board, they will expect them.
5. Create a great way to train your agents and make sure that they are a good representation of who you are. They have your reputation in their hands.

6. Build solid systems for handling buyers and sellers to ensure that your service levels are consistent.

7. Develop a plan that you can look at on paper that gives you the direction and progress of your business as you grow.

8. Look at where your business is coming from and strengthen the avenues that you will derive leads from as you have more time freed up by leveraging yourself through other people.

9. Be willing to step out of your comfort zone and become a shameless self promoter to insure that people know you are serious about your business and you expect them to refer you. As much as people do not like the term “shameless self promoter”, it is essential to reach the highest level of sales success. Be proud of what you do and who you are.

10. Devote your life to leadership. Be willing to constantly learn, grow and change who you are so that you become the example that people will need to believe in you as their leader.

There is so much more to building a rock solid  team, but these are some good starting thoughts. For more, I would suggest purchasing 3 of my CD’s, Building a Rock Solid Team, The Next Level and Lead generation Machine.

Thanks so much for all of your support.

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Create an emotional buzz

So the one of the key factors in making your dreams come true is to attach a powerful feeling with the vision you have for your life. For instance, if your goal were to be a billionaire and that became your Gold Star, then what you want to do is to think about yourself actually having the money in the bank and being a billionaire and how good that feels.

You want to envision your bank accounts with all of those zeros, the planes you would be flying in, the cars you will be driving, the homes you will be living in, the way that you will feel when this occurs and you want to start feeling that way right now. Look at it, feel it, let it envelop your body mind and soul. Let the energy permeate through every pore of your body. Glow with the energy of your dreams and goals, that is what you want, that is what we call an EMOTIONAL BUZZ!!

Some people need drugs or alcohol or other stimulants to catch a buzz, we want to catch an emotional BUZZ! A high so powerful that it will feel like you are on the moon. It works.

Every time I look at my Gold Stars and think about my books being on top of the New York Times best seller lists, I get high, I get energized, I get excited and it permeates my world. If you could be here with me right now, watching me as I type about this, you would feel it. There is a lady over here at Starbucks and I think she is looking at me just a little funny because I am getting so aroused with the power of my vision. I am literally flying as I thin k about spending my days writing and realizing that the passion of my life ids what I do for a living!!!!

You will get such an amazingly powerful energy inside of you every time you think about it. The Gold Star Process is powerful and you want to feel powerful when you utilize it. It is the feelings that we have that make our lives awesome and the whole idea of the BDMW is to create great feelings of joy and energy in your life so that you can be a top performer.  

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“Your destiny is not about what you get, it is about who you become.” Tony Robbins

This post is inspired by Anthony Robbins, thanks for a great week Tony!

I talk a lot about the power of our words and what they can do to your life or for your life. Affirmations are a huge part of my life and the way that I control my thoughts. Well sometimes it is not only the words that can get you out of a very negative state, it is the physiology of your body, what you are focused on and the meanings that you give to what happens to you. Let me explain.

Physiology is the physical movement of your body, and when you take and move your body you can actually control even further the way that you feel. Combine that with positive words and giving proper meaning to life and you can make a radical shift in your entire state. Make sense??? I am sure not quite fully yet, so here is a description of what I mean and try it if you like:

Scenario: I am in a crappy mood because I just lost a sale and I feel like it is because the people who were buying do not like me, when in all actuality they really do like me but they just lost their job and they do not want to tell me.

Situation: Being in a bad mood leads me to be unproductive, which leads me to make no money and just leads me to feel like crap.

Solution: Instead of feeling like crap and leading myself down the path of whining and weakness and unproductivity, I decide to change my state.        

1.       Step 1: Jump up and down like a madman (or woman) till you can barely breathe, changing the entire physiology of your body.

2.       Step 2: As you are jumping up and down start to scream affirmations over and over again. “I am a leader, I am the best at what I do, I can do anything, I am stepping up!!!” I am not talking about yelling, I am talking about screaming these out loud with a smile on your face.

3.       Step 3: Think to yourself a new meaning of the situation, instead of, I have lost this sale because these people do not like me, change the thought to, “There has got to be something else going on that is not allowing these great people to buy from me. I am going to everything I can to help them in any way possible.”

You will be amazed at the transformation that will occur if you really take this seriously and follow these steps. Its physiology, words and meaning, this process will change your state, and therefore can change your life. Next time you see me driving down the road screaming, or jumping up and down, do not worry about me being crazy, I am just getting in the groove, changing my state! Try it, I guarantee you will like it.

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KEEP THE BIG GOALS OUT IN FRONT AND PUT THE ACTION BEHIND THEM

You may start to worry and fret, “What if I do not hit my goal?” Worry is a natural feeling and you can utilize it to make yourself stronger. When you start to worry, use that feeling to get into action. Tell yourself to start moving. Moving forward and doing the action steps will help crush the worry and it will build self confidence. Your littlest daily goals will lead you to your biggest dreams. Most people do not understand that success is just an outcome of great discipline to do the daily work. There is no such thing as an overnight success, every great career; every great company has been built in exactly the same way. Bit by bit, step by step, and little goal by little goals. There is no magic formula for success; it is all about hard work and consistency. I learned that little line there from the incredible Seth Godin, he always talks about this idea of just continuing to build it and doing it step by step and I have found it to be incredibly true.

Start small, make 20 phone calls, write 5 personal notes, knock on 20 doors, take one class, go for a one mile run, get used to the idea of doing it daily. Create a consistent pattern of achievement in your life, even the little achievements feel good, and feeling good leads to more doing. I have a friend who was building a small cabin on the lake and he would go out there for 1 day a week. I remember asking him how long it would take him to finish his place, “2 Years he said.” But it was just that one day a week, laying the foundation, building the plumbing, putting up walls, installing the electrical, and doing all of the little things that led to the finished project. I remember the first time I saw his cabin, I was amazed. It is such a beautiful place and that is what happens when you build something bit by bit, it becomes beautiful and you look back and all of the sudden you cannot believe what you have done. Your life becomes a series of little goals you set every day that you accomplish and you achieve incredible accomplishments.  

So you put the big goal out there and then you look at it and determine what the little goals are that will lead you there, that you can start doing today, right now. What are the action steps for you to move towards that ultimate vision? For me when I look at wanting to become the world leader in teaching leadership and motivation, I can come back down and create a small action step of reading and studying one hour per day about these topics. Here is what it looks like and here is how I look at the goal:

                        BIG GOAL: I am the world leader in teaching leadership and motivation.

Small Goal (or action step): I am reading and studying one hour per day on motivation or leadership.

The big goal is there, but how I get there is by looking and following the little goals. I create at least 5 – 10 little actionable steps to reach the big goal and I start going after those with passion and energy. All the while I keep staring at that big goal and when I do it gets me fired up and passionately enthused to be doing the little action steps. I create an emotional “buzz” that just gets me all giddy when I look at and start thinking about accomplishing that big goal. Get it?

What are you going to do? What is your big goal? Once you figure that out then you think about what are the action steps to achieve the big goal? You need to know what it takes to become who you want to become. So if your goal were to sell 100 homes in a year what is an action step? One for surely is prospecting, so take prospecting and create a category on your business plan that says how many prospecting calls you will make per day to hit that goal. Who will you prospect? When will you prospect? How many calls will you make? What is the outcome you are looking for? Here is what your goals look like here with my formula:

                        BIG GOAL: I am selling 100 homes in a year.

Small Goal (or action step): I am making 20 prospecting calls Monday through Thursday from 9-10:30am to expired listings. I set 5 appointments per week from these calls.

Then you take that little action step, which is a priority for your big goal achievement and you time block it in to your schedule. It is that simple, now the tough part, following that time blocked schedule. You are going to add every little goal to your schedule, and you are going to become militant with your time. You make these time blocked activities immovable objects, and go after these little goals with passion and energy!

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Are you living a life full of passion and energy? What are you passionate about? What would you just do all the time if you could? Whatever it is I hope you are getting to do it often and for money. When you are living your life with passion there is a lot of joyful time, when you are not life can be a downer, challenges seem bigger and we can spend a lot of time in “poor pitiful me” state. Do not spend time there.

I am passionate about a lot of things, such as my wife and kids, my health, real estate, but here I want to talk about motivation! I am a motivational junkie! I get totally fired up when I read about motivation, speak about motivation, got to motivational conferences, have conversations about motivation, and all things motivation get me jazzed! I want to spend the rest of my life studying and becoming one of the greatest motivational leaders and speakers in the world, I want to be the Tiger Woods of motivation! I love it. When I am speaking and motivating people I get in the zone and my true personality shines big time.

When you are doing things you love you will a glow in your soul that will emanate and people will sense it, they will want to buy from you. We need to find our passion in life and then go after it. I am reading a great book right now call Crush It, by Gary Vaynerchuck and it is all about passion. Gary has become a massive success through working in his passion, Google him and find out what makes this guy tick. He says, “Live your Passion. What does that mean, anyway? It means that when you get up for work every morning, every single morning, you are pumped because you get to talk about or work with or do the thing that interests you most in the world.” Sounds good to me.

In order for you to make a living in your area of passion, you must first figure out what you are passionate about, then start thinking of ways to make a living doing it.

This Thanksgiving week I am thankful for my PASSION!

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Colt McCoy, winningest quarterback in college football history!!!

Being an Austinite, with two football infatuated kids, I am in love with the Texas Longhorns and this amazing season. They have come together and with the GREAT leadership of Colt McCoy, have an opportunity to become the national champions, and I know they will.

We as people need to celebrate ourselves and others accomplishements more, and be proud of people like Colt for doing great things and inspiring us. I was at Starbucks this morning and I pull out the paper and there on the front page it is talking about Colt and his 43rd victory last night against the Kansas Jayhawks (I was there with my 7 and 9 year old boys, it was a magical night). A gentlemen walks up to me and I say, “What an awesome accomplishment.” And he says, “Well how long has he been there? Like 4 years right? I mean he should have that many victories.” Wow, give me a break dude. This is a perfect example of someone not giving credit and looking at the bright side of something. I mean lord help me, I walked away from there just thinking, man we as people need to celebrate our accomplishements and be more encouraging when people do great things.

Celebrate your achievements, be proud of others and let them know, encourage people, look for great things in life and focus on how cool it is when someone does something awesome!

Congrats Colt, you are an inspiration!

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