Mindset Strategies Of Top Real Estate Agents • David Neagle

David Neagle the founder of the global consulting company Life Is Now, Inc. talks about his journey in the business world and how he ended up in consulting. David describes three things he changed in his attitude that brought tremendous change and success into his life. Next, David discusses how one can identify mindset challenges they are experiencing and what to do about that. David also discusses how to identify parts of your business you should delegate and how to achieve that. Last David talks about his The Successful Minds Podcast and what information they share there. If you’d prefer to watch this interview, click here to view on YouTube! This episode is brought to you by Real Geeks and FollowUpBoss . Transcript D.J. Paris 0:00 Today we’re going to be talking about three key mindset shifts for your real estate business that will double your revenue without doubling your workload in 2023. Stay tuned this episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads and interested buyers? Are you spending money on leads that aren’t converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. There agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod. And now on to our show. Hello, and welcome to another episode of Keeping it real the largest podcast made by real estate agents. And for real estate agents. My name is DJ Paris. I am your guide and host through the show. And in just a moment, we’re going to be speaking with David Nagle all about mindset. But before we get to David, just a couple of quick reminders, as always, well, first reminder is to remind us to thank you, the audience for continuing to listen and support our show, the best way you can help us grow is by telling a friend just think of one other realtor that you know that is needing to a mindset shift, especially for today’s episode and then send them a link to this episode, you can find all of our episodes on our website, keeping it real pod.com. And in fact, you can also follow us or find us on any place podcasts are served. Although usually podcast apps only will pull up to the last 300 episodes. And we actually have close to 430 I think at this point. So if you want all the episodes we’ve ever done, and we really believe a lot of our content is timeless and really should be something that you can go back to and get really great wisdom and advice. The best way to do that is on our website. So if you’re somebody that wants to go all the way back through our entire library, the websites the best place to do it, but we appreciate whether you listen to one episode or all 427 I think we appreciate you for being here today and please tell a friend about our show. All right enough for me let’s get to our main event my conversation with David Nagel. Right today on the show, our guest is David Nagel with life is now and let me tell you more about David is really really an impressive guest. David Nagel is the founder of the multimillion dollar global consulting company. Life is now incorporated. He is also the host of the Business Daily News ranked podcast the successful mind. David’s quest is to teach people how to think successfully so they can experience personal freedom. Now being in the personal and professional development industry. For more than 20 years, David has worked alongside other well known mentors like Bob Proctor and Tony Robbins, and his clients include many well known people, including New York Times number one best selling author, Jen Sincero. Now David has helped 10s of 1000s of students from across the globe, and is one of the architects of the personal growth industry. Through David’s mentoring and podcast 1000s of entrepreneurs, experts and self employed professionals have gained the confidence and found the right mindset needed to increase their revenue, turning their endeavors into seven and eight figure ventures and out forever an avid student David’s core vision is to bring expanded awareness and higher consciousness to as many people as possible and to find greater ways of helping leaders make a bigger impact so that they can lead with their greatest possible so that I’m sorry so that they can lead their greatest possible lives and serve the greatest number of people and I want everyone to visit David’s website not only to learn more about David and his consulting services, but to also check out his podcast and successful mine. So for all things David go to David nagel.com and misspell that David Dav Dee and his last name is N E A, G L E, N E ag le.com. So David daigle.com, we will have a link to that in the show notes, as well as a direct link to his podcast, which we encourage you to subscribe to David, welcome to the show. Unknown Speaker 5:14 Thanks for having me, it’s an honor to be here. Well, D.J. Paris 5:17 it’s an honor to have you, I am always interested, I’ve, I’ve always been fascinated by consultants, because I just love that, essentially, they’re problem solvers. And this idea of, you know, real estate agents are so often their own CEO, their their own customer service team, a lot of times, you know, so many of our listeners, it’s just them, and they’re running the entire company, they have to wear every single hat. And this idea of, you know, getting a coaching sort of experience, or having some third party person come in and say, hey, you know, here’s some tweaks that you may want to consider is very, very exciting. And most of our listeners just don’t have that. So I’m excited to get some insight into you about maybe ways they could improve, you know, their mindset or, you know, part part of their behavior to help actually get the more results. But without just working more hours, I know, that’s a that’s a huge one that one of your tenants is there’s ways to become more productive without just pushing and grinding it out more. But before we get to all that, I want to hear more about you and your story. So can you tell us a little bit about your journey in the business world and how you how you ended up in consulting? David Neagle 6:25 Yeah, it’s an interesting journey. And it’s a very interesting journey. As we were talking about off air I, I was born and raised in Chicago. And from about 13, on my, my wife was kind of taking a bit of a different twist, because my parents got divorced. And we were kind of just left alone, me and my brother to really kind of bring ourselves up, there wasn’t not a lot of engagement there or near as much as there should have been. So I was I was making a lot of mistakes. And I never liked school. As a kid, I didn’t like to like to read. Now I have a library that’s over 4000 books, and I’ve read them all. So it’s a really, it’s a really weird twist, you know, but at 17 years old, I quit high school, I went to the army, got out of the army came home got married, but I had no skills. Okay. I guarded nuclear bases in the, in the, in the army in Germany. So there, I didn’t really have anything that that transferred over into a skill it didn’t, I finished, I got my GED in the army, but I had no other formal education. So I just went to work got married, we had a couple of kids. And I found out really quickly, that I was creating more responsibility that I had the ability to actually stand up and handle. I didn’t have the skill sets to be able to provide financially for my family, but I didn’t know what to do to change it. And the other thing was that I was around the people that I was around, I would ask for help, like, can you give me some advice as to what to do? And all they would say to me, is you shouldn’t have quit high school. It’s like, yeah, kind of get that now. I realized the error, okay, but I can’t go back and change that. So what you know, what do I do now, but they really couldn’t give me any advice. They would just say, work harder, work all the overtime that you can. In the late 80s, I had a brief stint working for Metropolitan Life Insurance company selling insurance, which was actually going well until the savings and loan crisis hit. And then my policies were dropped, like people were dropping policies left and right, right, they just they just couldn’t afford them. So my paycheck went down so low that I couldn’t stay working there. And the only other thing I could do was drive a truck or drive a forklift. So I went to work for a warehouse in while Illinois key foods and at the time, Mr. Key he was the largest food importer in the country. I mean most of the things that we get and appreciate our because he brought those things in and really supplied especially really heavily supplied them to the Midwest area of the country. So I was working there but it wasn’t doing well. I hated what I did. I didn’t like it. I didn’t see any future for myself. I felt extremely stuck and things are progressively getting worse. So I wake up one morning and our cars repossessed right and and that we end up filing for bankruptcy we have to leave our apartment in the middle of the night because we can no longer afford to live there. So we have to move to a really bad neighborhood way down south by Joliet and I have to work I have to drive in to while to go to work. So it’s it things are getting really bad. And I was I was more and more humiliated by the day where we were living. Where Mike where we were bringing our kids up the stories that I was hearing about what was happening there during the day while I was at work. Sure. And I have a I got to work one day and I got reprimanded twice before I even punched in. So I was already you know, the worst possible mood, I was tired, I was exhausted. I was working six and a half days a week. And I was in this trailer, I was loading food into this trailer and I broke down and just started crying. And I was like, God, please show me something, anything how to get out of this, I don’t know how to turn this around. Because my thought was I have to go to college. But I need time and money to do that. And this is before the internet. I mean, there was no you had to go to a physical building, you had to you know, spend time to go get an education, and it was not a possibility at that time in my life. So I had this voice in my head said change your attitude that night, like it was very it was it was like very loud in my head said change your attitude. And I started playing with that idea. And really long story short, I changed three things in my attitude. And I said, I am really going to see if there’s anything to this, like, can this work? Because it wasn’t that I hadn’t heard that before. That’s what teachers used to tell my parents when I was a kid. You know, like David’s a pretty smart guy. If he would change his attitude about school, he would do well, but I hated school. I just couldn’t stand it. He just hated being there. So I started acting like I loved what I did. I started treating people with respect because actually what it wasn’t that I was a mean person, I was angry and didn’t know what to do with that anger shows taking it out disrespectfully to other people. And I really wasn’t doing the best job that I could because nobody ever showed me how to do that. So I was working to go home. I was raised in a in a in a union environment, so to speak in in Chicago, and it was only about doing what you’re paid for wasn’t there was no attitude about really trying to work your way to the top doing more than you’re paid for. Right? That kind of a of an ideal, I did not have that. So if I change this and make this change, I’m like, I am going to do this for a year and see if, if anything changes in my life because I didn’t know what else to do. In 30 days, I tripled my income. Wow. Yeah. Well, I was right. How did that happen a year? Well, I went from 20,000 a year to 62,030 days. And it so spun my head around that I thought to myself, How can this possibly be how can I how can I make this change and have this happen in in 30 days. And what? What became very interesting to observe was that the opportunity to do that had been around me for two years, but I didn’t see it as an opportunity. Because I was looking through a lens of being angry and blaming and victimized were everywhere that I went. And the what happened was there was this guy that used to come to our doc at key foods twice a week, every Tuesday and every Thursday, and he drove a fuel truck out of Lamont Okay, so a company called Osco fuel. Okay, the big red trucks. You’ve probably seen him downtown. Yeah. Right. So he would come he would come every Tuesday every Thursday, and he filled our trucks with fuel and he also filled the trailers because they were refrigerated trailers, so they had to fill them with diesel fuel. Part of my job was to make sure that he filled the right ones, the ones that we loaded with food to check his ticket off, and then you know, let’s send him on his way. But the guy always read the diesel fuel. Like he really stuck he she had to be outside working, whether it was like 100 degrees and mosquitoes and humans it gets in Chicago, or if it was 20 below out there or if it was pouring rain, he was always out in the element. And we and I used to think to myself, well at least I’m underneath this dock, you know, I get this doc over my head. Like this is some big this guy’s got it real bad. Yeah, right, exactly. And I get to know this guy over two years. His name was drew batty. He used to live in Whiting, Indiana. Now he lives in Michigan. But what but after I make this change, he comes up to me one day, and he says How long are you going to stay here? Because he knew that I wanted to get out that I was looking for something else. And I’m like, Drew, I don’t know. Uh, you know, I have I have absolutely no idea like I would so do something if I only knew what to do. And he said, Why don’t you come to work with me, like coming to work where I’m working. And I’m like, and I started ripping on the guy right in front of him. And I’m like, Dude, you drive a bomb on wheels. You deliver fuel, like, I don’t want to do that. I said, I actually said this. I said this to him. I’m like, has anybody ever died? Driving? That’s a reasonable question. I thought so. Then he says to me, Yes, last year, a guy a guy going down 65 and driving down to Indiana flips it and he burns to death. And I’m like saying, I don’t want to come work for and I want to work with you. And I made this I made the real insulting comment to him. I said, besides all of that, I said how much could you possibly be making? Oh, well, last year I made 50,000 Wow. And I went what Am I get out of here? You didn’t make no 50,000 driving that thing. I don’t know what I was thinking. Like, I didn’t know what I was comparing it to in my mind, but it was pure ignorance on my part. Sure. And he says, I will bring you by check my check stub next week when I come in, I’ll show you if you don’t believe me, I’m like, Yeah, you do that, right. Next week, he comes and he shows me and he had made a little over 50,000. And I’m like, You’re kidding me. So all of a sudden, I’m now looking at this. Like, maybe this is an opportunity pay pay attention here. I had a ton of questions, I had to get over all kinds of personal fear about what this was. Sure. Long story short, though. I went, I went there. Within a week, I got hired, I started working and my income tripled, instantly. Amazing. And the thing was this, because this could have been a story where I went to work there, I acted like I got lucky, I worked really hard and either stayed a truck driver there for the rest of my life, because there were guys that did that, that there spent their whole career driving those fuel trucks. Or maybe I could have gotten into management. It was a small family owned company. So that was kind of rare. But I didn’t look at it as luck. I didn’t believe in luck. I thought to myself, I did something that caused this. I just don’t know what it is, and what not. So I start I pulled out a copy of thinking grow rich that I had when I worked for Metropolitan Life. And in the introduction, there’s a there’s a thing called the slide disguises of opportunity. And Hill says that most people miss opportunity, because they don’t see it as opportunity. They see it as being unfortunate, or misfortune or temporary defeat, they don’t actually see the opportunity that’s in front of them. And when I read that, I thought to myself, that’s what this is. That’s why I didn’t see this for two years, because I was looking at it as something that it’s not. I got so fascinated by that idea. I’m like, I gotta learn more. So I started reading everything I could get my hands on, I started going to seminars, I went to like Tony Robbins in like 1993. And he’s like, rah, rah, it was I thought it was like, this is the coolest thing in the world. I didn’t even know this world existed. And I was on this path for about seven years. And I started working with people because everybody saw my life changing. It just kept getting better and better and better. I started out at this company driving a truck. When I left, I was in charge of expanding the company across the country. And I never went to school, I just kept learning on the job and playing myself the best that I could. And people would say to me, How can I fix my business? Do you have any idea what I could do different, and I would give them advice and they would do it, they would start winning. And I’m like this is a business. So I so in in it’s actually it’s actually this month 1999, October of 1999 is when I started the business 24 years ago. And I started it I walked away from what I was doing, and I never went back. And it’s been a journey of a lifetime. It’s just been unbelievable. D.J. Paris 18:05 Well, you have first of all, congratulations on 24 years in the consulting business. And also thank you for your service, as well. I know that you said that earlier in the story, but something that that, you know, I think is important to for us that are not in military service to realize that sometimes, you know, soldiers or people that you know, are in the military, whether they’re soldiers or not, are coming home, they’re finishing up their their commitment, and maybe they don’t I mean, I’m sure there’s more opportunities now for them to develop skills than than existed when you when you were there, but some people come back and they don’t know what to do. And they don’t have those skill sets. So it’s important to remember that, yeah, we and their mess. David Neagle 18:48 Yeah. So you know, you’re I was interviewing lieutenant colonel and my own podcast a couple of weeks ago. And he told me, he said, you know, we lost about 7000 men and women in the Afghan war, he said, but we’ve lost over 30,000 due to suicide since they’ve come back. unbeli And he was telling me just you know, the PTSD, the mental illness is horrific, and we’re not doing anything to take care of them. So there’s there’s a major issue out there. D.J. Paris 19:14 Well, and yes, and obviously there is so any of us know veterans and people that come back like let’s Let’s put on our empathy and passion hats and let’s figure out how what we can do to help serve them as they served us. But I also wanted to mention you as you were talking about your own journey, I was thinking about it’s probably the name of a book. It certainly isn’t a phrase I made up although I’d love to say that I did. But it sounded like a lot of it was this gift of desperation, right? You had responsibilities. You know, if you were a had been a single guy and you know early on in life where you’re sort of like, I have a crappy job I’m not you know, I don’t see a lot of room for improvement. But it’s only me I’m only sold dealing with my own self that that maybe isn’t for some People as painful as Oh, I have, you know, a family to support. I have, you know, trying to figure out, I have bills to pay, I have all these responsibilities, and I’m stuck. And I think a lot of even our listeners who, who get in get their real estate license, probably a big chunk of the reason why is they want freedom, they want the freedom to work, when they’d like to, they want the ability to be their own boss. Of course, nobody tells them like, that’s a lot to do. And it’s not the easiest thing to figure out on your own, which is why coaching exists and consultants and but it’s, it’s a really hard thing for an individual practitioner to figure out. But I love the fact that as you sort of, you know, progress through your career, even though you were in what, you know, admittedly lower level or lower skilled jobs, you said, your idea was, well, if if I if I change my attitude, let’s just let’s just test this out and see, is there an empirical result? Is there, you know, is my life actually going to look differently, and it tripled your salary? Because you did identify an opportunity that at first glance was not an opportunity. It was like, Oh, that would be a demotion. If I were to come work for you. I might, I might, you know, have injury or die. And also, there’s no way you make any money. You’re the guy filling our trucks. And sure enough, no, there was because, you know, that person was was kind enough to look past some of the jokey insults and go, actually, I do pretty well, and you should come work with me. And you were smart enough, or maybe desperate, and upper, whatever that part is, to be able to go, oh, okay, this is a real thing. And then take action. And I think you’re right, it’s like mindset really allows people like you were saying, in the Napoleon Hill book, you know, to some of some of operate, some of these opportunities that that come to us don’t seem like opportunities, and they almost might even seem like problems. And this idea of keeping your mind open enough to see a different path is exactly what you did. And then when you went to work for this smaller company, which he said, really didn’t have a lot of obvious opportunity, because it’s a family run business, they’re going to be promoting, probably from within, I don’t know if I’m even going to progress. But you know, the one thing that I’m sorry to keep going on and on, but I just wanted, you reminded me of something that I think is so important, which is, which I wish you know, and my parents did a wonderful job raising me but but one thing I wish it would have been drilled into me a little bit more was that even, you know, I was like a dishwasher when I was a teenager, and I had those sort of super low, low skill level jobs. And it’s really hard work is you know, working in a warehouse is crazy hard, I did construction, I did a lot of those those kinds of tasks. And every boss at any of those companies, whether it’s a small family firm or a large, they really are just looking for somebody to shine in whatever position it is, and like the boss goes, Oh, thank God, this, this person cares. And we’re going to keep our eye on this person. And opportunities do become available. Not every time but but in a lot of instances. Or if the company you’re at, doesn’t recognize how well you’re doing. Other people will, and, and they’ll might extend opportunities to you. So I love that story. Okay, so thank you for that. And I really was just really taken in by by your journey. And it’s really obviously very inspiring. So as you I know, you you, you know, work with with a lot of different businesses and also with real estate agents. I want to talk about mindset, because you really talked about, you know, changing attitude, you know, whether we call it attitude mindset, we’d love to hear sort of what your thoughts are on how somebody could actually start to, to identify maybe mindset challenges that they’re experiencing, and then what they can do about it? Well, let Unknown Speaker 23:52 me tell you about a couple of interesting things that happened to me with real estate people along my journey very early on. One of the first that I can remember, real estate people that I that that hired me, was a guy who was doing land deals, right. And he was pretty successful here in the states doing land deals. And then the Chinese started to come in. And they were buying up enormous plots of land. These were 100 million dollar deals, and where he was succeeding before he was completely failing. So I don’t remember how he got introduced to me. And I had never really done anything with real estate before. But I had a conversation with him and he hired me. And I said, well tell me what’s going on. He was like, I can’t figure it out. Like I’m succeeding over here. He says, but every, every one of these huge deals that I tried to close with the Chinese, it’s like it’s just going out the window. Well, here’s something that’s interesting. I had some experience working with some Chinese companies, and they do business different. You know, they’re number one. They’re very meticulous about The bottom line and all the different pieces of a contract that may not be important to us here, but they’re very important. It’s very important to that. So anyway, so he’s telling me the story. And I said, Well, where are you losing the deal? And he’s like, it’s at the contract, we’re losing the deal at the contract. We can’t, we can’t seem to agree. And I said, well, like how, tell me what’s going on. So I don’t remember the exact stories. But what he was telling me. And what I I started listening to the story he was telling me it and when became very relevant to me was that what was important to the Chinese was not important to him. And he could not see why these other things were important to that. And it was a cultural issue. So I started talking to him about the reasons why these things were important to them, and that he needed to give great importance to these. And he immediately went out and closed $100 million deal. And then he closed the $200 million deal after that. And the guy just, I mean, that was it. I mean, he was just he was out a rocket ship from that point on. But he said something to me, that was also the huge breakthrough. For me, he’s like, I cannot believe that this was right in front of me, and I couldn’t see it. And I’m literally losing 10s of millions of dollars in commission, because I can’t see this problem. And I’m like, It’s the craziest thing, isn’t it? You know, it’s like we see through this bias of our own. We tried to make everything fit into that. So another another story short one, was that a woman contacted me who was working through some other company that I did work for. And she said, mainly chance, do you work with real estate agents? And I said, Well, I have on occasion, you know, broker here, broker there to everything she said, she said, My brother is in the top 1% of real estate agents with Prudential Realty in the company. And this was right around when the the crisis happened in Oh, eight. And they’re really having trouble, right? Sure. Would you would you talk to them? And I said, Yeah, sure, I’ll talk to him. So I started talking to them. And by shifting what they were focusing on, traditionally, for that not considering what had changed because of this crisis that we were in, they all became stuck. And I had them up and selling within like 10 days from that end, but it but they were so stuck in their mind that nobody would sell because of the crash in the market. Like they had made up their mind that they couldn’t do business. So after reframing it and getting them to reframe the idea of okay, because here’s something that I recognized very early on, were an actually I learned this working with salespeople, salespeople would come up with the idea that because of some situation or reason people stopped buying, right, oh, people aren’t buying because it’s summer, or it’s a Christmas holiday, or their kids are going back to school. And I’m like, That’s all BS, it’s complete BS, there’s two different value systems, you have people that have all the reasons not to buy, because of search situations or circumstances in life, possibly even the amount of money that’s coming in or out of their life, those things that value is higher on their, their priority than somebody else who has a different value set. And what’s more important to them, right? They they buy with a different idea in their mind, if you change who your market is based on, you’re looking for a different value set, instantly, you will move from people that aren’t buying to people that are buying, and they had never thought of that before. So when they would do that they would go from not selling to selling instantly. Just by just by doing that. And of course then you have the people that don’t believe you at all. And they just get us dig their heels in that they’re right. You’re wrong. D.J. Paris 28:52 Sure. Yeah. No, this makes so much sense. You know, I was thinking back to the Napoleon Hill quote, I forgot exactly how it was phrased the sly, Sly opportunities, this idea of good opportunities at dying surprises of opportunity, slide disguises of opportunity I love that it reminds me of another phrase call don’t call the elusive obvious. It’s like it’s right there but it’s elusive. You it’s right in front of you. And and you’re absolutely right. You know, and that’s happening right now. And in the in most Realtors businesses today we have rates, you know, have doubled since their lows of A Few Years Ago and even though rates are still relatively low in comparison to Two Years Ago, you know, realtors are going oh my gosh, people people don’t want to buy right now. And it’s like okay, maybe the people that wanted to buy two Years Ago with a 3% interest rate Yeah, now that maybe they don’t want to take a loan out for six and a half percent right now even though to me that’s still pretty reasonable, but maybe to them it isn’t. But there are lots of people who who will who will find opportunities to purchase or to sell property now. That that but it You’re right, it results, it requires a shift in mindset for the agent to say, Okay, where are these people that are interested in in taking advantage? It’s almost like buying a stock when it’s undervalued. That’s right. Yes. It’s not, it’s harder to find people that, you know, will do that because it goes against some just general sort of human behavior of oh, it’s it’s, it’s, it’s, you know, at a loss right now, do I want to buy something at a loss? Yes, you do, if you think it’s going to go up, but the vast majority of people don’t maybe operate or think that way. So you do have to change your mindset, and then go, Okay, well, where are these people hanging out, or it reminds me of a quick story I heard from a really successful car dealer, when this was back during the, the oil embargo in the in the 70s, when there was oil, just massive oil, or sorry, gasoline shortages. And so, you know, people weren’t buying big cars, because they it was too difficult to get gas. And so these car salespeople were struggling, and the really successful ones went, Well, where do I Where can I go? Where people don’t care that much about this? Who can still buy luxury cars? Like, oh, what if I go hang out at a country club? What if I drive one of our fancy cars over there? Are those people still buying cars? Probably? Those are people least affected by something like that. So So yes, you’re right. There’s always opportunity. But you’re right. It’s about understanding, how do I how do I shift? And it requires a right a shift in belief and attitude? How do you? How do you suggest people start to examine their beliefs? And then and then change them? Unknown Speaker 31:30 Well, that’s that. So that’s a great point right there. Because you talked about people coming into being a real estate agent or a broker because they would give them freedom. But psychologically, with the average business person, does that’s going to start their own business, is the sell at the level that they believe is easiest for them? Sure. Right. So they’re so they may not go after the guy that sell the $10 million house, they might go after somebody selling $130,000 house? Because that’s what they see themselves as so part of it is to address that, right? How what lens are you actually seeing the business world through, isn’t at your comfort level, because just like you said, with going to the country club, there are a ton of people out there that want to buy and sell right now, because they have different reasons for buying and selling. They’re not nickel and diming. Their their ideas of what they want to commit to it, that 3% doesn’t mean anything to them, they could care less, right? What the percentage is, they just want to move or need to move for various different reasons. And they’re probably looking at much bigger sales when they actually do that. So the first thing that I say is, if they’re not seeing if they’re actually not seeing that, that opportunity, then I challenged them to look at their own comfort zone for who they’re actually selling to. Right, because now that that opportunity has shifted, the only way that they’re going to be successful is if they grow out of that, if they grow out of that level themselves, then they have to actually start to see the opportunity at a different level. So how can they internally shift their value set to go after a different type of a client maybe even increased their own goals in their life? You know, really go after more? When that starts to click generally you see the the alternative of that go like they’ll start looking at other people. I got a 21 year old kid that that is a broker. He was a friend of my daughter’s and he’s probably doing about 5 million a year right now, man, so he just he would he just goes after commercial real estate. Like he learned. He watched he goes in he negotiates. He finds things he looks for reasons people want to sell and he’s just not going to debt and he’s a young guy with no experience. D.J. Paris 33:48 I want to pause for a moment to talk about our episode sponsor are one of my favorite companies out there follow up boss. Now after interviewing hundreds of top Realtors in the country for this podcast. Do you know which CRM is used by more than any other by our guests. Of course it is a follow up boss and let’s face it following up is the key to taking your business to the next level follow up boss will help you drive more leads in less time and with less effort. Do not take my word for it. Robert slack who runs the number one team in the US uses follow up boss and he has built a one and a half billion dollar business in just six years. Follow up boss integrates with over 250 systems so you can keep your current tools and lead sources also the best part they have seven day a week support so you’ll get the help that you need when you need it and get this follow up boss is so sure that you’re going to love their CRM that for a limited time they’re offering keeping it real listeners a 30 day free trial which is twice as much time as they give everyone else and oh yeah, no credit card required. So you can try it risk free but only if you use this special link visit follow up boss.com forward slash real that’s fine. Follow Up boss.com forward slash real for your free 30 day trial follow up like a boss with follow up boss. And now back to our episode. Yeah, it’s, it’s, it’s really impressive we, we bring out a lot of agents who are in their 20s, who are killing it. And because I always find like, boy that just impresses me again, most, most people I knew in my early to mid 20s weren’t buying and selling homes. So it wasn’t like I could just, you know, hit up my friends who were buying condos, no, they weren’t buying condos, they were renting, and living with roommates and all of that. But you’re you’re absolutely right. I think, you know, for anyone listening, I think there’s this, if you get a little tinge in your stomach of discomfort, when you think about, well, I would like to sell, you know, maybe it’s more luxury properties, or I want to make the switch to commercial, if I’m residential, or I just want to do something a little different than what is in my comfort zone. You know, if I’m selling homes that are 100. And you know, like you said, 140,000, and I really want to sell homes that are 300,000. And above, you know, it’s, but it scares me like that, I think is is an important thing to note is if you get a little bit scared, but you know, it’s like the next part for you, it’s probably the right path. So there’s a little bit about getting comfortable with discomfort, right? I think that’s like, if you can tolerate that little pittance in your stomach and realize that’s a signal that I’m a little bit scared to the next level, but people get to the next level people do it. And, and so what would you recommend? If you’re like, Okay, I want to get to that next level. You know, and I and I, I’m not exactly sure, you know, but I, you know, I’m scared because I don’t maybe I don’t have the skill set yet to do that. Or I don’t know how to reach those people. You know, what would you what would you recommend? Unknown Speaker 36:44 So the first thing that I recommend is I asked them what they really want? What are your goals? What do you really want, because if you’re really being honest with yourself, part of your inner direction of what you desire will begin to lead you into the outer possibility of whatever that is that you’re looking for. But most people are not raised in an environment where it’s okay for them to want what they want. Right? So they’re right, you’re you’re kind of raised with this idea, like you don’t need that. Only buy what you need, don’t spend more than you need, or you don’t deserve it. That’s, that’s absolutely, absolutely. So they so they get stuck in a financial freedom in their mind that keeps them at a very low level. And then when they do business there, they’re actually looking for people that are struggling, just like them. So so that’s one of the first things that I do there. And the other thing is, is I kind of reframe the idea of fear, because most people will say to me, David, how do I get rid of this fear, like I just got all the all this fear. And I’m like you don’t, you know, matter of fact, you don’t want to write either is actually a good thing. It keeps us alive. If we removed all of your fear, you probably be dead in a couple of weeks, because you wouldn’t be alert to things that could actually kill you. So the idea is, what is fear doing for you? All it’s doing is it’s saying, Hey, here’s something you should pay attention to. It’s not saying follow the fear. It’s not saying listen to the fear, it’s a pay attention, because there’s something outside of the way that we’re wired. That is possible threat. So pay attention, but then you’re supposed to use your intellect to evaluate whether or not this is a fear? And if so why and if y then what is it that you need to do so that so it’s about teaching a person how to think through the possibility of whatever fear is suggesting, because it’s not an absolute, it’s just a suggestion. And it should be a suggestion, it keeps us on our toes for what we’re doing and helps us make better decisions. The other thing is that if you make a decision, and you made the wrong decision, that’s not a bad thing. It’s a great thing, because it gives you real world data to reevaluate how you made the decision. And then to go back and make a different one. Right? Every entrepreneur fails their way to their success D.J. Paris 38:58 that I want. I want to pause for a second, because that is the most true thing I have experienced. I’d read that a lot. Certainly when I was growing up, and I yeah, all you see, all I would see is the success. And of course you don’t see the failures. It’s almost like looking on Instagram, you don’t, you don’t see as much of the botched meals that people make, or, you know, the pictures of their spouses that haven’t been retouched in the, you know, it’s like, we’re not seeing videos of them yelling at having an argument with it with their children on, you know, but, but this idea that learning actually comes from failure and failure, not failure is probably the wrong word. But but we’re not getting the results you want. Or if you you know step on your own success and you you know, make the mistake that that you know, feels like it costs you. You’re absolutely right. The most successful entrepreneurs I know are the ones that fail the most. Unknown Speaker 39:50 Yeah, absolutely. In our in our company. We we my CEO has developed something called sun shining your mistakes which Is your we want you to make mistakes here, right? Because if you’re not making mistakes, we’re not stretching enough. And if we’re not stretching enough, we’re not learning and growing. So it’s constantly, it’s fine to make mistakes. But it’s weird because well, it’s not really weird anymore. But it is an interesting thing, that when people come to work for with us, and they you start to bring them into that culture, they’re a little standoffish about it. And the reason is, is because people are taught mistakes or not, okay, we start learning that message in grade school. And it’s like, no, you’ve got to get it right, you’ve got to get it perfect. You can’t, you know, you’ll never be able to hold down a job if you screw things up, and then up people that are paralyzed in the decision making process, and nothing like you don’t have any information. So you make a decision, you have to make a decision. It doesn’t matter whether it’s right or wrong, just make the decision. And then we’ll pick up the pieces as we go and make new ones. D.J. Paris 40:56 Yeah, I agree. I really well said I have nothing more to add to that. Because it is so important to what’s like that old expression, feel the fear and do it anyway. Right? Like, yes, the fear is there, pay attention, and then identify as this, you know, someone chasing me with a knife, do I really need to run and get out of harm’s way? Maybe? And then Okay, great. And if it’s if it’s, oh, I’m just worried about failing, I’m worried about, you know, taking my career to the next level. Good. Now you know what you’re afraid of, and now you can work to, to reframe that and learn whatever skills you need. Because, again, fear is, like you said, providing information to us. There’s something that’s stopping me from moving forward. Now, I’ve identified what it is, Oh, it’s this this glitch I have, because my parents always told me I wouldn’t be successful or whatever, whatever the backstory is, okay. That’s your story. That’s, that’s fine. And yes, thankfully, there are paths forward. One of the things I wanted to talk about, because I think realtors, oftentimes, you know, as I said, at the beginning, they’re wearing so many different hats. They’re basically every part of their company. And of course, one person’s skill set, inherent skill set to their, their, you know, makeup, a genetic makeup, is probably not going to be sufficient to do every part of a business, which is why, you know, why, why there are employees and businesses that can do things that maybe other people can’t do. So I want to talk about delegation, like delegating work, because so many realtors are just solo practitioners. And I’m curious about your thoughts about how to delegate and how somebody should identify parts of their business that they should step away from, and and have someone else do for that? Unknown Speaker 42:37 Great question. So we have a saying, when when there’s a problem that shows up or there’s too much work that shows up the question in your mind should be who not how, who, not how, because you’re not supposed to be doing all the work. The the idea of a self made person is a ridiculous idea. There’s no such thing. And, you know, you’re probably only really good at one or two things, everything else you need to find people that are better than you. So the so that you should be consistently thinking who not how, and I need to build in the direction that I want to go, I should not be hiring based on an emergency in my company, but then it always comes down to well, how are you going to pay for it? Well, first of all, you have to hire strategically. But the idea is that the hiring of a person is supposed to free you up to go make more sales not bog you down to so that you can’t actually pay for the person. And what’s really fascinating is that if you look at companies that really hire in with the idea of in the direction they want to grow as a company, they always find a way to pay people, but you don’t need to pay a person until you make a decision to actually hire the person to begin with. Right. So when you make that decision, you change yourself over to a completely different type of desire and necessity in your life to be happy. So you actually start manifesting more business by taking on more responsibility. D.J. Paris 44:03 This is a really important point and and it isn’t just a sort of a nice thing to say because it sounds good. This is really important. And I think we all all of us listening have been in a situation where we want it to get to some next level whether it’s our career or relationships are great, a great example so if we’re not in a relationship that we desire to be in one and we really work through what we want kind of partner we want the kind of partner we’re gonna be all of a sudden once that’s kind of worked out and it doesn’t work this way for everybody but for people who really put a lot of time in to going okay, I want to get serious about you know, finding a partner. It does eventually show up at usually the right exact time. But but it does it or some people just get lucky, I guess and it happens, you know when they least expect it. But for most of us once we put our mind to something you’re right, all of a sudden the blinders almost come off, and it’s Like our field of vision expands, almost I know that’s kind of a, you know, a bit of a metaphor, but But it actually sort of does happen. You’re right, opportunities just start presenting themselves. I’ll give you a perfect example. So I’ve always been, I didn’t pick up I realized I was very sensitive. And I didn’t know what that meant. I just knew that I felt things maybe more deeply than, than certain other people in my life. And I, I felt disconnected sometimes. And I was, you know, I cry easily and a few other things. And so I started, I was thinking about it. A couple of years ago, I was in an airport, and I go, I wonder if there’s a condition or not a condition. But I wonder if there’s something that there’s like a category of people, like, I can’t be the only person out there. But my whole life, I just been told, Oh, you’re just too sensitive or whatever. Or and I would tell myself that and then I just got to be some other people out there like me. And so I Google it. Well, sure enough, there’s a whole temperament it affects 20% of the population. It’s not a negative. It’s just the temperament. And it’s called highly sensitive. And it’s actually a legitimate thing. And because I just said, Maybe this isn’t a DJ thing. Maybe there’s, you know, other people that that could, you know, help give me some guidance about what to do with the sensitivity. It’s not a bad thing. It’s just something you have to learn how to cope, right? All of a sudden, I found this whole community and I went, Oh, I’m not one of every five peoples like me. And oh, and there’s all sorts of help I can get to help me learn skills to cope with this thing that I thought is a massive disadvantage. For me. It turns out, it’s not a disadvantage at all. But But this idea of, you know, 44 years of my life, I was like, Oh, this is this awful burden I have to carry. It’s like, actually, you know, now I can, because I opened up my mind to maybe there’s a there’s, this is called something. And it’s like, Oh, wow. And now I’ve gotten immersed in that community. And it’s like, oh, yeah, this is, but you’re right. It’s like it’s about changing one’s mindset and seeing what opportunities exist. Unknown Speaker 46:51 It’s a it’s a great gift, being an empath. I mean, that your sensitivity allows you to see things in people and read people in ways that other people can’t even begin to understand. Yeah, that is a fantastic gift to have. It D.J. Paris 47:08 sure is, and, and back to delegating for a second, because did you ever think that we would live at a time where we now can access work from all over the globe, from people who don’t live down the street who don’t live in our local communities, and if you can hire people locally, that’s awesome as well, and ice, but not everyone can right away, maybe the finances just aren’t there. But you know, you need help. I mean, it was a lot tougher to do that, you know, 20 years ago, even. And now, you know, with the with, with us just being connected globally, we can find help from all corners of the of the globe, and oftentimes for less money than maybe that we couldn’t afford to hire somebody locally for it. That’s right. Unknown Speaker 47:52 That’s right. Yeah. And we teach people how to do that all the time. Because it is a major, it’s a major obstacle in the mind of the person. But I want to challenge everybody that’s listening this like, I’m not saying you have to believe me, do investigate this yourself. Listen, our podcasts and you’ll, you’ll begin to understand it because it does take a bit of time to understand it. But let’s, let’s be aware of something very important. If your parents were not entrepreneurial, you were basically raised middle class working class, the rules and values for surviving financially, when that’s the class that you’re raised by are completely different than if you’re in business for yourself. And I’m not saying it’s bad, I’m not doing a good bad comparison. I’m just saying different. And justifiably so if somebody else is completely in control of your income, you’re working for another person, you have to make decisions based on that reality, because you don’t have the ability to increase your income that will. But when you’re in your business, you do have that ability. So the more you understand that ability, and you have the ability to exercise it, it comes down to this, I only have to be concerned about hiring somebody, even if I don’t have the money, I only have to be concerned about hiring somebody if I’m not willing to do the work to pay for them. If I’m willing to do the work to pay for this person, I can go ahead and hire anybody that I want. And I can make the I can make the determination to make the money to be able to do it. And I become extremely focused in that direction. And we do that with companies every day, every day. And they’re just astounded by the idea that they were just psychologically stuck that they couldn’t do it. Because they didn’t necessarily have the cash in hand to do it. I’m like, you don’t need to have the cash in hand. You need to make the decision to do it. And you need to make the decision that you’re going to work in what your sales to bring the money in to be able to do it. Changes. Yeah, D.J. Paris 49:46 it really does. And it’s it’s, it almost appears as if sometimes by magic, and it isn’t magic, but there’s a magical element to it that when we put our minds to something and we really commit and You know, like, I’m going to head to the gym here shortly. And I nobody hates the gym more than me. But all I did was I said, Look, here’s the reality, I cannot, I will not go by myself and I’m, at the time was 44 years old. I’m like, I know myself, I would love to go to the gym on my own, it’s not going to happen. And there’s a little defeatist attitude there. But it was very honest. I was like, Look, I’ve been living in this body for 44 years, I pretty much know what I’m motivated to do and not do. But is there a solution? Can I still get fit? Well, I had to go, I’m just gonna have to do the expensive option and hire a trainer. And I thought I can’t afford it. It’s It is an incredible amount of money. And yet, here I am, two years later, it’s not that my income has dramatically shifted, where I just now have so much money that I can hire trainers. No, I did it even when I really couldn’t afford it. And sure enough, the money showed up. It just kept showing up. It’s not like, you know, you know, it’s not showing enough showed up, or I could continue to do that. And here I am now two years later, and I all I did was change my attitude. I just went, I’m going to have to pay for this, I’m going to have to figure out a way to pay for this or else I’m not going to be healthy. And it was really that simple. And you’re absolutely right. Like I never thought I could afford to pay for that. And somehow I did. Unknown Speaker 51:19 Yeah. Yeah, it’s it’s a, it’s a very interesting dynamic with human beings. When we are split focused on something, all we do is see the confusion and the reasons that we can’t, when we make a decision, we really focus in on what it is that we need. And we have to understand something, we’re programmed to manifest what we need, we will always get what we need. But people aren’t consciously aware of that when you become consciously aware of that everything in your life changes because you’re like, holy crap, I had no idea that this would actually work if I if I did it. But you have to be willing to try it in order to be able to do it, you got to step into those decisions. To do it. It I mean, it completely changed my life. And I got the first semblance of that when I made the decision to change my attitude. And all of a sudden, everything in my life changed because of it. I’m like, wait a minute, what, what thing matrix did I just walk through, this isn’t supposed to happen to a 17 year old dropout? Like it’s not I’m not supposed to triple my income in a month. But then, so that from there, I went from 50,000 a year to 50,000 a month, and then over a million and then beyond that. And it was like it, it just kept getting better. But I kept doing the same principles that I was learning along the way. And it’s everybody else around me could not even begin to understand how this could even be possible. Except for the D.J. Paris 52:44 people that have gone before you Of course, yes. Who know it and and they look at you and go, Oh, he’s one of us. Yeah, that’s it. And, and, and the good news, too, about pretty much every local community, you know, whether you live in rural Montana, or Iowa, or you’re in a major city, like you’re outside of Charlotte, I’m here and in Chicago, there are people that have done this, and and I would encourage you to beg, plead with them to develop a friendship or relationship or at least take them out to coffee. And say, tell me about how do you start your day? What do you what do you say, when you wake up to yours? You know, when you come across a problem or a challenge? What are you doing? And it’s amazing success leaves clues, doesn’t it? I mean, people will just not even close people will just tell you, this is what I do. Unknown Speaker 53:30 Yeah. Yeah. And and the higher you go as far as successful people, the more information that they’ll give you, because we want to help people, right? I mean, I want to help people. That’s what I learned how to do what I did when I became aware of it. I’m like, I thought at the time, this is the greatest secret on the planet. Nobody knows this. Right? I found something out, I can’t believe and it was very true that many people don’t know, most people are not raised in that with that kind of a mindset. And people will say to me, Well, Mike, you know, come on mindset really isn’t that like, you know, looky looky are, you know? And I’m like, No, it isn’t. Mindset is the way you do anything. Right? It is the way you think about things, the way that you learn about things and your mindset is biased to the way that you were raised. Yeah. So that’s the only thing that you know, but there’s things way beyond what you know, that can have an amazing impact. Like you said, it’s almost like magic on your life and people just don’t know D.J. Paris 54:29 it. And it might not come in the timeframe that you’re expecting. In fact, it likely won’t. It’ll either take longer or shorter. So that’s also the another challenge is to is to commit to the activity or the discipline and trust that, you know, the answers will reveal themselves at the right time. It just might not be the time that’s most convenient for you. Absolutely. Tell us about the podcast. So we’ve been talking about it and I want our audience to have a resource where they can go and reset their mind their expectations. And again, this is not from, you know, David’s not a guy who knows the the sort of, you know, cool sounding phrases and things to say he actually consults businesses, he you know, he’s worked with multibillion dollar businesses. This is somebody who is paid to get results. So, so I love that you have a podcast and you’re not just a self help guy, which you know, some self help guys are amazing. But I like people that get results in the real world, too. And so tell us about the successful mind podcast. Unknown Speaker 55:32 So in 2017, I was I just I got the idea. Like, I want to try a podcast. At that point, there were about 500,000 podcasts today. There’s 4 million alone in in the United States, right. That’s grown that much. Yeah. So I started it. And I was doing it. And me and my partner Steph, to us. What we were having a meeting with Gary Vaynerchuk, in New York, in his office, and we were sitting around just kind of shooting the shit with him. And we were talking and he was like, how’s the podcast going? And we’re telling them, and he says to me, what, what information are you putting out in the podcast? Right? And we had been doing it for about a year at this point. And I was telling him and he said, is that your best information? And I said, What do you mean best? He’s like, is that the results driven information that you would give a private client? I’m like, No. And he said, I want you to start giving. He said, I challenge you to start giving that information for free on the podcast. And I’m like, Are you kidding me? He’s like, my secret sauce. I can’t give that for free. Yeah. So then he says something to me, that really kind of changed my my vision on Sunday, he saw me he said, David, let me ask you a question. He’s just honest, just between us? Is there anything that you teach that if a person knew what it was, they couldn’t find it on the internet? And I’m like, That’s a good point. He’s like, it’s the same thing with me. He said, so they’re not paying for the information. They’re paying for contact, right. So when you get when you consult somebody, they’re paying for contact or paying for strategy, they’re paying for that. But the information itself, they could get anywhere, they just don’t know what it is. He said, so if you give enough of that information, you’re gonna grow your business and D.J. Paris 57:12 or they don’t know who to trust, they don’t know whose information is accurate. And you can build your brand through a podcast of, Hey, I am an authority figure here, I do actually have real world experience and results. Let me let me tell you what I do. And then you’re right, even though it maybe you didn’t, you know, create all of your own learning, you’ve learned it through others, and through other experience, you still can be of incredible value to people, even if you give away the secret sauce, Unknown Speaker 57:42 yes. And that. So that’s what I started doing. We’re like, Okay, I’m gonna give this a try and see what happens. Our major concern was that it would piss off our private clients, if they should get angry, because they’re overpaying for this. We never had one of them even even say that it wasn’t even a thought on their mind. But what did happen was that every time that we would do a live event, or a seminar, or a speaking engagement or something, one of the one of the things that we would ask people on a forum would be how did you hear about us? And almost overnight, we started getting tons of people going the Podcast, the podcast, that was our first introduction. Now, it’s hard to measure that as you know, right? I mean, because these aren’t getting as much D.J. Paris 58:21 data. Very little, unfortunately, very little. Unknown Speaker 58:24 Exactly right. It’s not like it’s not like your regular marketing campaigns that give you tons of information. But you do get the information on the opposite side, when you ask people, How did you first hear about us? And they tell you, it’s the podcast, you know, that thing is working. And, you know, I mean, we went over 2 million views in a relatively short period of time, without any marketing agenda on our end, just putting it out there. So it’s spread by word of mouth. So it’s, it’s a really great thing. And there’s a ton of teaching on there. And there’s also we just started something new me and Steph tous she’s my CEO of my company. And we’re currently do once a week we’re telling stories based on real challenges that companies that we work with have and how we’re actually fixing those things for people on so so that so we’re doing that and people are loving what they’re loving it so check it out. Yeah, so everyone D.J. Paris 59:16 I want everyone to consider no I’m not don’t consider just subscribe listen to one episode, see if you like it because you know, sometimes what you what you all you really need is a different voice telling you this is telling you in some cases, things you already know. But if it’s coming from an outside source that you trust and that has authority, a lot of times that can sort of sink in a lot a lot easier than trying to convince yourself of something that you know maybe you read in a book at some point but never implemented. So give give David’s voice and his and his partner’s voice a shot because they get results. So everyone subscribe to the successful mind. Podcast. It is available everywhere podcasts are served, so call couple ways you can find it, just go to whatever podcast app you’re using and search for the successful mind, you’ll find David, and you can subscribe there, or we’ll have a link to it in our show notes. Also, you can visit David’s website, David nagel.com. That’s an E A g l e, also a link to that is in our show notes. So you can learn about all things David, and his company at David nagel.com. Well, David, I think this is a perfect place to wrap up. And really, really appreciate your time on the show, you’ve inspired me to think even for myself outside of the box, this is my fifth year doing this podcast and I, you know, we’ve tried to make improvements and adjustments along the way, but am I putting out my very best content, I need to examine that and think about, you know, what I could be adding or subtracting from the show to to make it better. So the best way that you guys can help me do that is by letting me know what you think of the show. So best way is, let us give us a review. Good, bad or indifferent. We want to know what you think because this show is for you. And if we don’t know what you need, it’s hard for us to make improvements. So let us know. Leave us a review whatever podcast app you use, let us know send us messages, emails to the show that also helps us. And also let David know what you think about the successful mind. Go check out an episode and let him know so that he can better meet your needs on his own podcast as well. So David, thank you on behalf of our audience, thank you. This was a coaching session that you really gave, you know, 20,000 people, and we they appreciate it. So how about doing David a solid and subscribing to his podcast? Maybe you’d get more of this every single time he publishes an episode. I know I’m going to subscribe. So David, thank you for challenging pleasure, man. I mean, in my own comfort zone to do better on this podcast and everyone can always get to the next level. But sometimes you just need a different voice telling you to do certain things. So on behalf of the audience, we thank David for his his time and on behalf of David and myself we want to thank the audience for making it all the way to the end of this episode. One more thing will ask if you telephoned think of one other agent out there that’s struggling to get to the next level and maybe just needs a little bit of encouragement this episode should help them do that and also turn them on to David’s podcasts successful mind for regular you know, regular episodes about exactly that. So sent, let them know about our show. Let them know about David’s show and we would appreciate that. So David, thank you so much. And we will see everybody on the next episode.