Welcome and good morning to Mike Ferry TV the week of February the 10th. I had a conversation a couple of days ago with one of our coaching clients, and it reminded me of a conversation that I had several years ago with a very prominent real estate executive who is sitting in one of my seminars. There were several people in the audience, and this happens. It’s just part of the process that we’re complaining about what I was asking them to do. You know, I was talking about prospect, present, close, maintain a strong attitude, etc. The executive put up his hand and said, can I say something to your audience? And I said, of course, go ahead. In a very loud, booming voice, because he has a loud, booming voice, he said, moaning, whining and complaining are not effective methods of communication or prospecting. So why don’t you folks just do what Mike says and stop all the complaining? Well, I heard a lot of murmurs in the audience when that took place, and he didn’t become the most popular person in the room at that moment. Because when I hear all the time, you know, expressions like, I can’t, I don’t like, it doesn’t work for me. I’m not like you. I can’t do that. You don’t understand my market. I don’t like talking to people that I don’t know and I’m comfortable with.

I get nervous, I don’t know what to say. I don’t want to bother my friends in my database. I don’t want people to think I’m begging for business. You know, when you hear that kind of stuff every day for 50 years, you kind of get this thought that maybe a lot of people that are in Real Estate should have picked a different career. Not saying that I’m asking you to quit, but I’m asking you to reconsider your commitment to becoming the best of the best. You know, we had a football game on TV A very few days ago, the Buffalo Bills lost to the Kansas City Chiefs. And I would imagine depending on where you live in the country, you’re either cheering or booing. The fact that those two teams played a very great and tight game. But the quarterback of Buffalo, Josh Allen, said something after the game, which I thought was fascinating. He said, if you want to be the champion, you have to beat the champions. And we did not beat the champions today. Everybody that joins coaching wants to be a champion. Everybody that gets involved with my company wants to be a champion, and I hear things like, I want, I want, I want. And Earl Nightingale, who I refer to all the time, said when I think it was 1956, if you know what you want and you think about it all the time, you’re probably going to take some action to get it because you become what you think about most of the time.

Now. He didn’t say all the time. He didn’t say every time. He said most of the time. Which means if you have goals, if you have objectives, if you’ve identified what you want, you have a good chance of it taking place. It’s February. The year is still just beginning. Do you know what you want out of the business this year? If you do, moaning, whining, and complaining are probably not good options for you. Do something about the work you’re doing. Work on your mindset every day. Keep your keep perfecting and using your skills. Be involved in production-based activities and take action every day. Taking action every day is the hardest part of Real Estate. Why? Because the average commission check is so large, it’s probably 2 to 3 times larger than it was 5 to 7 years ago. So, what do you want? Maybe you want to write down I want a new car for my spouse. We want to remodel part of the home we live in. We want to pay off some old debt. We want to get rid of a problem that has been lingering in our personal and business life for a long time.

There has to be something you want, because if there isn’t, you’ll never have any more now than you’ve had in the past. And you’ve got to give that a little bit of thought. I want a different result. I’m not willing to change my behavior. I’ve said in seminars for many years, I’ll say to the audience, how many people in the room are age 50 and above, and in most cases, it represents 50 to 70% of the room. And then I’ll say, let me ask you a question. Is it easier or more difficult to change your behavior as you get older? And you can see the smiles and nods on those over 50 where they are saying out loud. It becomes more difficult because our habits are so deeply ingrained. Have you developed to good work. Production based activities and habits. Because if you have, you can change what you’ve done in the past and create a much brighter and better future for yourself. So, I went through this conversation with our coaching client, and I could tell by the silence that I heard on the phone, or the lack of response that he either got the message or he was rejecting it.

And I couldn’t control the outcome of what was going on in his head. But the question is this how long will this message stay with him? And that depends upon his mindset. The best part about Real Estate today, in my opinion, and I’ve been talking about this for about 4 or 5 months. We have between 1.5 and 1.6 million agents in the country, in the US, not counting our friends in Canada. And depending on what report you’re reading, 70 to 80% did not do a deal last year. Now think about that. What a great opportunity for each of you that attends our seminars, is involved in our teachings, watching Mike Ferry TV each week or participating in our coaching because a smaller and smaller group of people are doing a larger volume of business because they are taking strength every day and making their mindset their best friend. They’re making sure their skills are always at the top of the line. They’re taking and being involved in the activities that lead to production, and they’re taking action every day in spite of the size of their commission check. Don’t be the Real Estate agent that says I can’t, because the difference between can’t and can is the letter T. Erase the letter T, and you can make this happen. Talk to you next week.