Goldwasser Institute

There are times when I just do not feel like pushing myself so hard. I get up at 4:45am, go and excercise then in the office by 7am. I work hard all day and then go home to play with the kids, put them to bed (reading stories, at which point my eyes get heavy), then go down stairs and make there lunches for school. Next is my own dinner, usually prepared by my awesome and incredible wife Tara. Then it is time to go through email one more time so I do not get to far behind. By this time it is 10pm. Okay, next I have to post a blog (if I have it in me), write my 2 pages at least and then read for 30 to 45 minutes. At this point it is usually 11:30 or midnight and time to dose off….

Gimme a break! (once in a while at least…)

For the past week or so I have decided to give myself a small break and have some fun, let loose, not beat myself if for some reason I do not pack it all in. Wow, what a good feeling to just give yourself a the opportunity to relax once in a while and not worry that every waking second is full of productivity. Do not get me wrong, I am still pushing it hard, just not so hard.

The truth is, we all need to kick back and relax a bit sometimes. Over the course of the past 6 days, I have not written but twice, I have only read 3 times, and I have gone out and seen music 2 nights in a row over the weekend…now that’s fun. I definately push myself to be the absolute best that I can be, and I am not suggesting that you do this every single week, I am just saying; I have been pushing it very hard for many years and every once in a while you need to re-energize, take a break from the usual and HAVE FUN! Life can be taken from us at any time, live in the moment, be excited about the opportunity to wake up in the morning with the ability to work and create a life that is awesome and balanced and fun! With that said quit reading this and get back to work!!!!! Hahahahahahahaha!!!!

There are no limits! Go make your life incredible!!!    cg

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Do you ever find yourself at a pivotal crossroad in life wondering what you are to do next..Should I stretch my goals and go for it all? Should I pull back and spend more time with the family? What am I chasing, what am I working to do with my life? I have been in that position as of late. When you build a company like we have built it requires a lot of time, attention, and energy and sometimes I find myself wondering if it is all worth it. I am away from my family sometimes more than I want, there is a lot of stress, and there is a lot to be responsible for. There are also a lot of people looking to you to make sure that they have food on their table.

Over the course of this past week we found out that my partner Greg Cooper’s dad has a cancer that is spreading rapidly through his body and he does not have all that much time left it seems. It has given us all a jarring in our minds and our hearts that we seem to get every once in a while where we start getting reflective and thoughtful about what is we are going for. The great thing about having my wife, who is thoroughly involved in our business, and Greg, our partner, is that the more minds you throw at the issues and the more you work together as a solid team the better answers you receive. More minds work better than one. We have collectively come together and put our energies and our senses into making sure that our mission is true and that it excites us and that it is going to leave a legacy of positively impacting the world.

If you ever have those times where you start to doubt yourself or your misssion, make sure to get around great people and ask them their advice and opinions, it is amazing what happens when people put their heads together and focus on the positive; focus on the solutions. I hope that you have people around you like I have in my life that build you up and make you better than you would be by yourself. We have to continually be searching for leaders and get them into our lives to help us figure out the awesome and incredible challenges that we face as we are striving to become the best people that we can become. Have an awesome day and go breakthrough to the next level!    cg

PS Get your Rock ‘N’ Restock tix at www.rocknrestock.com.

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Good day to my awesome, amazing, incredible and inspirational Friends! Change happens! I would like to just say that ever since I started running my own company one of the hardest parts has been the loss of people that I love. I absolutely wish that all people be happy and find success in their life, and my idealistic and hopeful mind wishes that everyone could find both of those things at our company, helping us push forward in our mission to build the #1 real estate team in the world! Unfortunately that is not the reality. The real world of real estate and business is full of tough times and burn out and it just does not always work out the way that we want it to. People leave, that is the bottom line. Real estate sales is a challenging business with a lot of ups and downs and it just can wear people down and beat them up and not care one bit about how they feel, or how much time there families want or that they have not had a sale in a while.  The reason I preach over and over about the power of a positive mindset is that I know how strong I have to be every day to continue to move forward and climb this Mount Everest with you all. I literally get up everyday and work out my mind so that I can make it happen and be the shining light that I know I need to be in the life of my clients and hopefully a little bit in all of your lives. My job is to create opportunity, I am an opportunity creator and a master promoter and to be those things I have to be very strong mentally. I used to get really hurt and feel totally rejected when I would lose people thinking that I did something wrong. With experience what I have found is that it is usually not something in me that has caused a person to leave but it is something in them and that they needed to go and be successful and happy somewhere else. For some people they just get to tired and cannot look at doing something over and over again, and having to work very hard to make a paycheck, I get that. This is a very rewarding but very challenging business. We act as salespeople, counselors, cabbies, door openers, baby sitters, sounding boards for frustrated people, all kinds of crazy things we do to give people what is deemed the American Dream of home ownership. When it works great, it can be the most satisfying feeling in the world when it doesn’t, it can make you want to jump out the car window while doing 70! 

So do not be concerned or scared when you see people leave and when you see people looking for change, you are working on a great team that is going to do things that most people have never even dreamed of doing. We are all very special and we are a filled with talents and amazing opportunities to positively impact the lives of everyone we touch.

Keep at it. What I like to say is commit and never quit! Find joy and happiness in your everyday life and share that joy and happiness with others. Have an incredible and awesome day!    cg

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I am so excited to say that our 5th annual benefit for the Capitol Area Food Bank and Right Course is only one month away! This year will be a banner year for us as we are going to have over 2000 awesome people rocking and rolling to 3 incredible bands and we will raise over $30,000 for Austin charities. This event started 5 years ago as a client party, a way to gather all of the people that gave us the opportunity to serve their real estate needs. It has morphed into a bigger client party and an event for all of Austin to come together and give back to charity, all the while giving us the opportunity to continue to grow our company profile and build something that I believe within 5 years will be donating millions of dollars to charities around the world.

So, here is the contest: If you can sell 50 tickets or more and show me that they are people that you have brought to the event, you will be entered into a contest to win 2 tickets to our very special VIP aftershow featuring an acoustic set in a very intimate venue with Feeding 5000 and other very special guests. I have a great way to get your people coming. Send out an Evite and let everyone you know that this will be the place to be on Thursday May 22nd, at Stubb’s BBQ at 7pm. To order your tickets go to www.rocknrestock.com and get them now.

If you want more information about how to put an event like this together and make a difference in your business and in your community, let me know, I would gladly help. Please help me spread the word and let’s get some tickets sold and make it happen! See you soon…cg 

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            Do you know how to take control of every sales situation?  As a master salesperson you have to be able to be in control of every aspect of your presentation. When you walk into a meeting your first gesture, your first words should have you establishing control. In order to take charge you have to have a plan, you have to have steps, and you have to have a goal.

            To become the best salesperson you can be you have to have a plan for success. It should start with your preparation and go all the way through to the point where your grave is lowered into the ground. I know that sounds a bit extreme, but so are Master Salespeople. They know exactly how the sale is going to happen as soon as the phone rings and there plan does not stop once the sale is closed. There are follow up phone calls, personal notes, birthday cards, client parties and so much more which allows them to build a relationship that lasts a lifetime. When you have a thorough plan you will start taking control. You are building a system so that your pipeline is always full. You are going to realize the benefits of a well thought out business and people will always know that you are going to take them to the right places and they will want to work with you.

            People that are in control:

                        Are totally prepared

                        Are absolutely scripted

                        Know their numbers

                        Know their market

                        Are well spoken

                        Have easy to follow steps

                        Know when to close

                        Can help people overcome their own objections

                        Have a servant’s heart

                        Connect immediately

                        Never have doubt

            When I talk about this idea of having a plan and taking control from the time you hit the beginning of your opportunity till the time they drop you in the grave, I mean be calculated with your opportunity. Understand that every word that comes out of your mouth and every minute that you spend with your prospect is important. You should have a well designed script for your presentation. It should be easy and someone should be able to get you out of bed at 2am in the morning and you should be able to go into your presentation and nail it. The most incredible master salesperson knows their presentation back and forth, up and down, and with precision. That way when they get in front of potential clients they are able to take control and take the order every single time. Think about it this way:

            If you decide to go scuba diving and you hire a professional to guide you and you are maybe just certified and doing your second dive, are you going to feel comfortable if that guide seems nervous? Are you going to feel good about putting your life in their hands if they do not absolutely take the reigns and guide you every step of the way? No and if you want to be the Best Salesperson in the world then you can not show up visibly nervous and not taking the reigns of your sales situation. You must enter all sales presentations with confidence ready to guide your prospect into making the right decision to work with you. If you have practiced your scripts and learned your presentation so well that it just flows than you will achieve these types of results. You will have the confidence to take control of any sales situation no matter what.

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This world is such a huge place and each of us occupies such a small part of it, there is opportunity for everyone to do well.  Many people tend to believe that if another person is succeeding it will hurt there own chances of success.  The truth is that there is enough opportunity for all of us to succeed and do well.  There is an unlimited supply of business that we can all capture and to think there is not is to have a scarcity mentality.  You are your biggest challenge.  People with a scarcity mentality believe that they cannot share information and “secrets” of their success with others because it will hurt there own chances.  That is absolutely not true.  My brother asked me one day why I was putting on a seminar in my hometown of Austin on how to become a more successful realtor.  He said, “Why are you going to give away all of your secrets, then you will just have more competition?”  That thought had never even crossed my mind.  The fact of the matter is that I could share every single one of my secrets and still win big in my market because there is one thing that people can not steal from me and that is my ability to work hard!  It will never be the competition that is your biggest roadblock it will be your own self, your own habits of thought.

            Having an abundance mindset means. . . that you give to others expecting nothing in return.  That you share with others (not always for free) all of your secrets for success believing that everyone can do well and you will be fine.  It means understanding that there is enough opportunity, business, money, friendships, relationships and resources out there for all of us.  The reason you will do well is not because no one else is doing what you are doing; it is because of your dedication to serving people to the ultimate best of your ability, it is serving from your heart.  When you develop your abundance mentality you get creative and innovative on how to become the best you.  It is not about tearing other people down, it is about lifting others up, and mostly lifting yourself up, and becoming the absolute best you can become every single day.  You will realize that there are no limits, no shortages; there is only abundance of opportunity.  It is not our competition that will stand in our way, it is ourselves.  Build your abundance mindset and start to see your limitless future.

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Over the course of the past week, I acquired something that I know very little about, it is a human condition called…sickness! For some reason last Saturday I felt un-energized, stuffed up and in general not good. I have always believed that sickness is only in your mind, obviously that is a pretty dumb way to think about true sickness. As my body began to attack me, I started fighting back. On Sunday I felt great, but then Monday was totally stuffed up and feeling bad again. It continued, and as it continued it started to effect my performance as a leader. There was one point where I was very negative with a team member and it hurt there feelings, this was not only the sickness but also bad leadership. I guess what I started to realize is that I am not immune to the normal everyday wear and tear that happens to a body and that when I am SICK (there I said it) like I was last week, that I should probably just stay home.

As leaders we have to be on our a-game no matter what, we cannot allow the little things that go on in our own lives affect our performance. We cannot be negative with our friends and our team members just cause we are down about something going on in our personal lives, or when we are sick. We do have to realize when it is time to take a break and get our bodies and minds well. I wish I would have been well enough to not be as negative as I was with my team members, as last week was a stellar week. Not only did our incredible agents set 69 appointments on prospecting night, our entire operations team came together and rallied around those agents to motivate and push them to do great! They made us little posters and put them all over the office, they wrote us beautiful personal notes encouraging us, and on top of all that; THEY MADE US DINNER! It was awesome to see the kind of synergy and teamwork that we have in this office. It lifts me up everyday and I am proud to be part of a team that grows, and pulls together to achieve things that we could otherwise not do alone! Teamwork makes the dreamwork! I promise I will be more supportive if anyone around me is ever sick and I promise to never get sick again!!!!

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I just got done taking a class for the past 2 days called Train the Trainer 2. It was awesome! It was put on by Keller Williams Realty and it was about how to become a better trainer (was that obvious from the title???). I learned so much and I have so far to go in my ability as a presenter, teacher and trainer, but I am in love with the process of getting better.  I will never quit working to reach my maximum potential in this area of my life because it is my absolute passion. My mission is to positively impact the lives of millions of people worldwide, to have a global impact helping people to utilize their strengths and skills to go for their dreams. I will only accomplish that by continuing to hone my skills as a speaker, a teacher and a writer. I am not looking to be just a good teacher, or a good writer, I want to be the best in the world! I want to be able to give the kind of wisdom and ideas that I have received from my mentors, John Maxwell, Tony Robbins, Brian Tracy, Napoleon Hill, W Clement Stone, Gary Keller, and so many others that have made such a strong and lasting impression on me. I believe it is my charge to teach the leadership lessons I am continuing to learn for many generations to come. I want to put myself on such a path of growth that by the time I am 50 years old the lessons will just pour out of me.

Is it wrong for me to want to be the best? I do not think so. I read this recently in an article in Forbes magazine and it made me think of this idea of being the best although here they are talking about accumulating money:

All energetic men and women are greedy to some extent. Expending their energies on systematic acquisition is one way of preventing the energy from going into more nefarious activities. As Samuel Johnson put it; “there are few ways in which a man can more innocently employed than accumulating money”. Keynes put it this way; “It is better that a man tyrannize over his bank balance than over his fellow citizens.” What is important is that the greed be combined with the desire to render a service or supply useful products to society.

The last line struck me the hardest, I must render a service that is useful to society; I can do that. I feel that my mission is useful and it is pertinent and I will fulfill it, no matter what. There is a commitment level that I have for this mission that will never allow me to give up, no matter how tough the road may get, no matter what obsatcles I will face, no matter how many times I am beaten down and the odds are stacked against me, I will rise to the challenge and do what I can to:

Know my purpose in life,

Sow seeds that will benefit others,

and Grow to reach my maximum potential!

I do not believe there are any limits to what we can do with our lives if we commit to the hard work of becoming the best person that we can become. We can all make a positve impact every single day on the world around us, but we must first make a positive impact on ourselves. If there is anyone out there doubting themselves or their mission, I say let’s walk the path to greatness together, let’s rise up and become our best together, let’s not settle for mediocrity, let us go for everything and be #1’s of this world. 

As world famous preacher and author Joel Osteen says, let’s live our best lives now…together!      Have a Breakthrough day, there are no limits!!!!     cg

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Tonight we had the most incredible prospecting night that we have ever had. If you are not familiar with what a prospecting night is, it is something that I have been doing in my office for 7 years to bring together my team, create synergy and set some appointments with buyers and sellers. If you are not currently holding a prospecting night I would suggest trying it out. Tonight my team of 18 agents made 880 outbound calls and set 68 APPOINTMENTS!!!! Now that is solid. If we look at that in terms of money and sales earned, and we are conservative and say that only 1/3 turn into closed deals, that would be 22.66 closings at our average price of $239,621, which would equal $5,431,409.10 in sales volume and $162,942.27 in commissions. Now that is a heavy duty day, I think I like it. Today was a historic day at Goldwasser Real Estate and a day that will push us to the next level: BREAK 100!!!!! Can you imagine how fun it will be to set 100 appointments in a day in your office? You can do it. Start a traditon now where every Tuesday night you get as many agents as you can in your office to commit to 1 1/2 hours of prospecting, good prospecting (not the kind where you make 10 calls because you get up every 5 mins to take a pee, check your email 15 times and in general do not stay focused) really good solid prospecting and it will change your life. We have done everything to make it fun, providing food and prizes and it really makes a difference. If you have any questions comment below. I will keep you up to date on how the closings come in. Make it a breakthrough day!    cg

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This past week in our office we had a great discussion about the idea of commitment and this CD (Commit and Never Quit) that we have created for Goldwasser Institutte. The real estate sales business is tough, that’s the truth. It can beat you down, wear you out and make you feel a little on the harsh side. The truth is is that anything that you do for an extended period of time is tough, wheteher that be a job or a business of your own. There is a daily grind to all business and all work that often makes us tired, ornery and looking for a way out. I think that a lot of people fail to make it through the hard times because they think it will never let up and so they surrender to their feelings and quit, just to go back and do something else that after a while will probably leave them feeling the same way that their current situation does. The truth that they are missing is that we have to find pleasure and joy in the challenges that we all face in daily life, in supporting our families and ourselves. We have to find joy in the daily tasks that make us successful people, we have to realize, as world champion tennis player Arthur Ashe put it, that “Success can be boring, it is your ability to deal with the daily grind and the most minute tasks on a regular basis that will lead you to the greatest success.”

There is no magic formula to success there is only good old fashioned hard work and mental toughness. The reason I focus so heavily on strengthening my mind everyday is because I know what it takes to really feel and become successful. You have to be strong and you have to be committed to the work, that is what the most successful people do better than anyone else in the world, they work hard! And they never let up, even when things do not seem to be going there way. So today as you are going through your daily tasks and start to feel bored, get excited and be happy that you live in a country where you have the ability to live, work and have fun in a free and safe environment. Get excited about everything that you are doing and realize that your mind is where you will find your happiness, it is inside, it is not the outside world that cause happiness it is inside our souls! Now as one incredibly smart young man said to me one time, go out and get excited about your oatmeal! Have an awesome day!    cg

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