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In this episode of Do The Work | Mindset Mastery, I talk about the difference between questioning yourself and asking yourself better questions. For years, when something went wrong, I immediately questioned myself. If money was tight, business slowed down, or something fell apart, I went straight to doubt. I questioned my ability and allowed old fears to make the current problem feel bigger than it was. What I failed to recognize was how much I had already grown. The problems that broke me five years ago would not break me today. I have more experience, better skills, and a greater capacity to solve them. We all do this. We face something difficult and forget everything previous difficulties taught us. The answer is not to question yourself. It is to ask better questions. Instead of asking, "Why is this happening to me?" ask, "What can I do right now?" That question changed my life. There was a time when I thought everything was over. The IRS was seizing my assets. Lawsuits were piling up. I had a failed business. The real estate market was falling apart. Everywhere I looked seemed to confirm the fear I already had inside of me. Recently, I came home from the gym and looked at a life that was once nothing more than pictures and dreams hanging on my wall. What once felt outside of my reality had become my reality. That did not happen because every problem suddenly disappeared. It happened because I stopped allowing the problem in front of me to define what was possible for me. I also had to take ownership. For a long time, I carried a chip on my shoulder and believed other people or my environment were limiting me. Eventually, I realized I was limiting myself. Once I stopped blaming and started asking better questions, I found direction. I did not have to solve everything at once. I only needed to ask, "What small step can I take today?" One step gave me enough clarity to see the next two moves. Those moves allowed me to see three more. Every action became another deposit into my confidence and my ability to trust myself. That is how change happens. You make small deposits every day. You keep showing up. You keep doing the work. You keep taking the next step even when the result is not immediate. Then those deposits compound. Today, I handle things that would have broken me five years ago. Not because life became easier, but because I built the capacity to handle more. So when you face your next problem, stop questioning whether you are capable. You have already survived things you once thought you could not. Ask yourself a better question. What can I do right now? Then take the step. Reflection Questions Where are you questioning yourself instead of looking for a solution? What have you already overcome that proves you are more capable today? What small step can you take right now? Notable Quotes "Don't question yourself. Learn to ask yourself better questions." "I may not have it all solved right now, but I'll figure it out." "What small step can I take today?"

In this episode of Do The Work | Mindset Mastery, I talked about a feeling I have learned not to ignore. I feel like something massive is coming. I have felt this before at different stages of my life and business. There are moments when I cannot necessarily see the opportunity yet, but I can feel it. There is an anticipation that something bigger is getting ready to happen. Over the years, I have learned to trust that feeling. But trusting it does not mean sitting around waiting for something to happen. It means preparing for it. It means working harder on the systems, the people, the technology, the marketing, and everything else that will allow us to capitalize when that opportunity arrives. Right now, while so many people are preparing for the worst, I am preparing for abundance. Stop Building Your Future Around Fear There is no shortage of reasons to be afraid right now. People are talking about the market. They are talking about foreclosures. They are talking about buyers disappearing. They are talking about artificial intelligence changing real estate and potentially eliminating the need for agents. You can consume those stories all day long. Or you can decide what story you are going to create. I have been working with our team leaders, our top producers, our veteran agents, and our brand new agents because I see something different. I see an opportunity to create systems that make our agents more efficient and capable of producing at a much higher level. The evidence is already around us. We have brand new agents accomplishing things that statistically they should not be accomplishing. We have veteran agents catching a second wind and finally seeing themselves as top producers. We have people raising the standard for everyone around them. Once you see somebody else accomplish something you thought was impossible, you have to start questioning the limitations you have placed on yourself. Why not you? Evidence Changes What You Believe Is Possible There is something powerful about being surrounded by evidence. You can tell yourself something is possible all day long, but when you watch someone who looks like you, started where you started, faced similar problems, and still accomplished it, something changes. The ceiling gets higher. That is why environment matters so much. When you are surrounded by people winning, growing, adapting, and pushing themselves, you start seeing greater possibilities for yourself. I have been in this industry for more than two decades, and I still get inspired watching someone decide to flip the switch. I love watching veteran agents who have been doing this for years suddenly catch their second wind. They start seeing themselves differently. Their energy changes. Their expectations change. Their actions change. I also love watching brand new agents come into this business without all the limitations and stories that someone else may have accumulated over the years. They simply do what is required. That is powerful. Embrace What Everyone Else Is Resisting Technology is changing everything. Artificial intelligence is changing everything. Instead of being afraid of it, my resolve has been simple. I am going to adapt. I am going to embrace whatever changes come my way. I am going to figure out how to use them to our advantage. Technology has given organizations like ours the ability to compete at levels that were once reserved for massive corporations and franchises. But that opportunity only matters if we are willing to move. The people who adapt quickly are going to flourish. The people who spend all their time wishing things would go back to the way they were are going to continue falling behind. That applies to every level of your business. You already know where the inefficiencies are. You know whether your CRM is being used correctly. You know whether your marketing is consistent. You know whether you need to hire somebody. You know whether your systems are strong enough. You know where you are hesitating. Do not wait until the opportunity arrives to start preparing for it. Prepare now. There Is a Difference Between Belief and Resolve I have been thinking a lot about the word resolve. Motivation says I feel like doing something. Belief says I believe something can happen. Conviction says I know I am capable of making it happen. Resolve says it is going to happen. It is done. There is no question anymore. That is a completely different mindset. When I say something is going to happen, I am not saying there will not be problems. I am not saying everything will suddenly become easy. I am saying whatever happens between where I am today and where I am going, I will figure it out. That is resolve. The obstacles no longer determine whether I will accomplish the goal. They simply determine what I have to overcome to get there. Someone Has to Set the New Standard We have all heard the story about the four minute mile. For years, people believed there was a physical limitation preventing a human being from running that fast. Then somebody did it. Once the barrier was broken, other runners began doing it too. The physical capability did not suddenly appear. The limitation disappeared. That is what happens when somebody sets a new standard. The same thing happens in business. When somebody accomplishes something nobody around them has done before, they create evidence for everyone watching. That is what excites me about seeing agents accomplish things that once seemed impossible. The first person has to prove it can be done. Then the next person sees it. Then another. Eventually what was once considered extraordinary becomes the standard. That is how cultures change. That is how families change. That is how organizations change. And you may be the person who has to go first. Start Speaking in Absolutes There is a difference between saying, "I hope I become successful," and saying, "I will become successful." There is a difference between saying, "I hope I close another transaction," and saying, "I will close another transaction." I will become a top producer. I will figure this out. I will make this happen. I will not quit. It must happen. That is the language of absolutes. When you begin speaking that way and you have the actions to back it up, you begin trusting yourself differently. It does not eliminate the obstacles. It changes your relationship with them. Instead of asking whether the obstacle will stop you, you start asking how you are going to overcome it. The Wall Is Part of the Journey Brand new agents often believe getting their license was the difficult part. Then the business begins. Now you have to talk to people when you do not feel experienced enough. You have to learn the language. You have to understand financing. You have to handle rejection. You have to lose clients. You have to create videos nobody watches. You have to ask people for business. You have to continue doing all of that before you have the results that give you confidence. That is the hard part. But every successful person you admire went through some version of that process. You are not the only person who has faced that wall. Every level has its own wall. For a new agent, that wall may be getting the first client. For a producer, that wall may be hiring a transaction coordinator, bringing on a showing agent, building a team, adding marketing personnel, or finally giving up responsibilities they should no longer be handling. The wall changes as you grow. Your responsibility is to keep climbing. The Previous Version of You Cannot Create the Next Version of Your Business This is where many people get stuck. The person you became was capable of creating your current level of success. That is great. But that does not mean that same version of you is capable of creating the next level. Eventually you have to make different decisions. You have to build different skills. You have to add people. You have to create systems. You have to embrace technology. You have to let go of responsibilities. You have to raise the standard. You already know many of the moves you need to make. The question is why you are still waiting. I am preparing right now because I believe this is just the beginning. I have resolve about where we are going. Whatever changes happen in the economy, technology, artificial intelligence, real estate, or the world around us, we will adapt. We will figure it out. We will continue growing. That original vision you had for your life is still yours. Stop treating it like something you hope happens. Raise your expectations. Build the foundation. Make the moves. Speak in absolutes. Then do the work required to back those words up. Because once you truly have resolve, the question is no longer whether it will happen. It is only a matter of time. Reflection Questions Where in your life or business are you still saying, "I hope," when you need to decide that it must happen? What move do you already know you need to make today to prepare yourself for the opportunities you believe are coming? What limitation could you shatter in your own life that would give somebody around you evidence that more is possible for them too? Notable Quotes "Resolve truly means it's going to get done." "When you speak in absolutes, you trust yourself." "It's going to happen. It must happen."

In this episode of Do The Work | Mindset Mastery, I started thinking about something that has become clearer to me the more I study, the more I put myself in different environments, and the more I reflect on my own life. There is a blueprint to success. There may be a million different ways to make a million dollars, build a business, or create the life you want, but the principles behind getting there remain very similar. There are certain actions, patterns, and ways of thinking that consistently produce results. One of the biggest principles I have learned is that you have to understand that this is all a game. And if you are going to play the game, you better understand the rules. You Are Going to Hit a Wall I tell agents this all the time. You are going to hit a wall. You can do all the right things. You can follow the same strategies as somebody producing at an elite level. You can market, follow up, make the calls, create the videos, and put in the work. And you still may not see results right away. That is where the game really begins. The worst thing you can do during that season is convince yourself that something is wrong with you. You start questioning whether you are good enough. You start comparing yourself to everyone around you. You start wondering why everybody else seems to be getting rewarded while you are doing all this work with nothing to show for it. That wall is not proof that you should stop. The wall is part of the game. If you want bigger goals, bigger opportunities, and a bigger life, you have to understand that bigger problems come attached to them. The problems are building your capacity to operate at the level you say you want. It is not just about taking action and getting a result. It is about becoming capable of continuing those actions when the results are nowhere to be found. Stop Torturing Yourself Over the Timeline Real estate is one of the easiest places to become emotionally attached to immediate results. You decide today that you are going all in. You start marketing. You begin following up. A couple weeks go by and nothing happens. Then you start questioning everything. But think about how this business actually works. Even if you meet the right client today, you still have to schedule the appointment, complete the consultation, get them qualified, find the property, negotiate the contract, and eventually close the transaction. You could easily be 60 days away from getting paid. That is if everything goes right. So why are you torturing yourself seven days into the process? Understanding the timeline allows you to stop reacting emotionally and start thinking strategically. You cannot plant the seed today and become angry tomorrow because there is no tree. You have to understand the game you chose to play. Read the Rules Before You Decide the Game Does Not Work This weekend I played Monopoly with my daughter, and I realized something funny. For years, I had been playing the game wrong. I thought you had to go around the board before buying property. I did not understand some of the auction rules. Once we actually read the instructions, the entire game changed. It became faster. It became more strategic. It became more exciting. Nothing about Monopoly changed. My understanding of the game changed. That is what happens in business. Sometimes you are frustrated because you are trying to play according to rules that do not exist. You believe success should happen faster. You believe problems mean you are failing. You believe somebody leaving means you are not good enough. Then you become emotional because reality is not matching the game you created in your head. Maybe you just need to understand the rules. The Problem Is Usually Not the Root Cause One of our agents reached out to me because a potential client he had invested significant time into decided to go somewhere else. He did the research. He contacted builders. He looked into incentives. He invested his time. Then the client disappeared. It would be easy to say the client was the problem. But that does not solve anything. If this continues happening, we have to dig deeper. Was there a consultation? Was there a commitment? Was the buyer broker agreement explained and signed? Was there a process that solidified the relationship? Or were we hoping that being available, friendly, and helpful would automatically create loyalty? That is where reflection becomes powerful. The client leaving is not necessarily the root cause. Maybe the root cause is your process. Then we can go deeper. Why did losing one client affect you so much? Maybe because that was the only opportunity in your pipeline. Why was there only one opportunity? Maybe your marketing has not been consistent. Maybe you stopped creating organic content. Maybe you stopped reaching out to your database. Maybe you stopped communicating with your past clients. Maybe conversations are happening in your DMs and never making it into Follow Up Boss. Now we are getting somewhere. The problem you see on the surface is rarely where the problem actually started. Your Current Results Were Created Earlier One of the things I am most grateful for today is the A.Z. from five years ago. I am grateful for the guy who got up and did what was required even when he did not feel like doing it. I appreciate the A.Z. from ten years ago. I appreciate the A.Z. from two years ago. I appreciate the A.Z. from six months ago. That dude was dedicated. The lifestyle I have today exists because a previous version of me made decisions that I am benefiting from now. That means we have to ask ourselves a difficult question. What is the version of you six months from now going to think about the person you are today? Will that person be grateful that you finally became consistent? Will that person be grateful that you started marketing every day? Will that person be grateful that you followed up? Will that person be grateful that you finally hired the help you needed? Or will you look backward and realize you wasted another six months doing exactly what you already knew was not working? Your future results are being created right now. Pain Is Part of the Process We spend too much time trying to avoid pain. But pain gives us information. When something does not work, there is something to learn. When you lose a client, there is something to analyze. When your pipeline is empty, there is something to correct. When your production stops growing, there is something that needs to change. The goal is not to sit inside that pain and feel sorry for yourself. The goal is to reflect. Identify the problem. Then go deeper. Find the root cause. Create a game plan. Execute. Then understand that this process is going to happen again at the next level. That is the game. The problems that once made you question everything eventually become the exact problems that built your capacity. Build the Capacity for More If you want your next deal, there is a game plan. Market consistently. Follow up with every person. Send the messages. Create the videos. Use Follow Up Boss. Stay organized. Do it every single day. Then give the process enough time to work. If you are already producing at a high level and want to double your business, your problem may be different. You may need people. You may need personnel who become an extension of you. You cannot continue taking everything on yourself and then complain that you have reached your limit. Every new level requires a new solution. And once the results start coming, do not stop doing the things that created them. That is another mistake people make. They generate leads until they become busy fulfilling on those leads. Then they stop marketing. They stop following up. They stop prospecting. Eventually the pipeline empties again. The game is building the capacity to handle all of it. The goal is to become someone who can see the problems coming and respond before they take you out of the game. At some point, you begin realizing that the difficulties you thought were against you were actually building you. So when you hit that wall, do not immediately assume something has gone wrong. Take a step back. Read the rules. Find the lesson. Identify the root cause. Create the game plan. Then get back to work. Because if you want the growth, you have to be willing to play the entire game. Reflection Questions What problem are you currently blaming on the market, a client, another person, or your circumstances instead of identifying the root cause? What is the version of you six months from now going to think about the actions you are taking today? What part of your current game plan do you already know you need to execute more consistently? Notable Quotes "The capacity is being able to navigate through the storm as no results are coming. That is a skill set in itself." "The root cause is never really the cause. It is all the things that we did or did not do." "The problems that you once thought were against you were meant to build you."

In this episode of Do The Work | Mindset Mastery, I was reminded that confidence is never built in the moment. It is earned through every decision we make long before the challenge ever arrives. After taking on the Half Dome hike in Yosemite, I felt every mile in my body. The soreness reminded me that while big moments may test us, they never reveal something that was not already there. They simply expose the work we have or have not been doing behind the scenes. As I stood at the base of that mountain with Carla, there was never a question about whether we would reach the top. We trusted the preparation. Every workout, every healthy choice, every disciplined decision had already built the confidence we needed. The mountain was simply the opportunity to prove it. That same lesson applies to every area of life. Too many people wait for everyone else before they move forward. They wait for friends, family, or circumstances to line up before chasing the experiences they want. The reality is that growth often requires you to move before everyone around you is ready. If you continue waiting for someone else to catch up, you place limits on what is possible for your own life. Preparation is about more than checking boxes every day. It is about making daily deposits into your future. Every workout strengthens your body. Every book expands your thinking. Every meaningful conversation improves your relationships. Every marketing effort grows your business. Those deposits build confidence over time, giving you proof that you are capable when bigger opportunities appear. I like to think of it as building credit with yourself. Every promise you keep is another payment made. Every commitment you honor raises your confidence. Then, when it is time to make a bigger decision or face a greater challenge, you already have the evidence that you can handle it. Many people want transformation without first committing to preparation. They want bigger results without building the habits that create them. They want confidence before earning it. That is not how lasting success works. I also believe many people place unnecessary limits on themselves because their expectations are too small. If your only goal is to cover your bills, that is often where your growth stops. But what happens when you decide to create something much bigger? What happens when you expect more from yourself, your business, your leadership, and your future? The biggest breakthroughs begin when your vision grows beyond survival. When you raise your expectations and back them up with consistent action, everything starts to change. Your confidence grows because you have proof. Your leadership grows because people see your consistency. Your opportunities grow because you have prepared for them. Preparation becomes your reputation. People begin to trust you because they know you will follow through. More importantly, you trust yourself because you know exactly what you have invested. As you move through this week, ask yourself what you are preparing for. Do not simply go through the motions. Make every daily deposit with purpose. Expect more from yourself. Challenge your limits. Continue stacking those small wins because they create the confidence to accomplish the big ones. One intentional step every day can completely change your life over the next year. Questions for Reflection What daily deposits am I making that are building confidence for the future I want? Where have I been limiting myself by setting expectations that are too small? What bigger goal am I ready to pursue because I have already done more preparation than I realize? Notable Quotes "Preparation becomes your evidence." "Preparation is your reputation." "There is only one way to get to the top. That is one intentional step at a time."

In this episode of Do The Work | Mindset Mastery, I challenge you to take an honest look at the life you say you want and compare it to the life your daily decisions are creating. We all talk about bigger goals, more freedom, stronger businesses, and a better future for our families. But wanting more is not enough. The real question is whether our habits, routines, and priorities actually support that vision. One of the biggest lessons I have learned is that growth creates friction. As you become more intentional, the people around you may not always understand the changes you are making. Friends and family often become comfortable with a certain version of you. When you begin protecting your time, saying no more often, and focusing on building something bigger, that change can make others uncomfortable. Sometimes their disappointment sounds like concern. Other times it sounds like guilt. They may tell you that you have changed, that you are never around anymore, or that your business has become more important than everything else. The reality is that building a better life requires making different decisions. You cannot expect to grow while holding on to every habit, every routine, and every expectation that created your current results. If you want a different future, you have to become a different person. That means auditing your routines, paying attention to what you consume mentally and physically, and recognizing the people and activities that pull you away from your purpose. I have experienced this firsthand. There were seasons where I heard comments from friends and extended family because I was no longer showing up to every gathering or every event. At first it was difficult because I wanted everyone to understand why I was making those decisions. Eventually I realized I did not need permission to build the life I wanted for my family. I needed conviction. My responsibility was to the family I chose to create, not to every expectation placed on me by others. As I stayed committed, something interesting happened. The relationships that truly mattered became healthier. The guilt disappeared. The conversations became genuine. The people who valued me respected my boundaries, and I learned that real relationships are built on love and respect, not entitlement. This also forced me to look inward. Success is not only about improving your business. It is about becoming more aware of your habits, your behaviors, and the decisions you make throughout every day. The more I studied myself, the easier it became to recognize the patterns holding me back. Every small adjustment created momentum. Every better decision moved me closer to the life I had been visualizing. That is why I encourage you to stop focusing only on what you want and start examining what your current routines are producing. Ask yourself if your calendar reflects your goals. Ask yourself if your daily habits belong to the person you are today or the person you are trying to become. If the answer is no, then something has to change. Growth is not about abandoning people you love. It is about creating healthy boundaries that allow you to become the person you were called to be. When you become intentional with your time, your family benefits, your business grows, and your life begins to reflect the vision you have been carrying all along. The challenge is simple. Audit your actions. Protect your priorities. Build your routines around the future you want instead of the life you have already outgrown. When you become present, intentional, and willing to make difficult decisions, you give yourself the opportunity to create a life that is truly fulfilling. Questions to Reflect On What habits or routines are keeping you connected to the life you are trying to leave behind? Where are you allowing other people's expectations to take priority over your own vision for your family and your future? What is one decision you can make today that moves you closer to becoming the person capable of creating the life you truly want? Notable Quotes "You cannot grow unless you let go." "Audit your actions. Live the lifestyle that you're visualizing." "The more I study myself, the more I study my habits and my behaviors, the more I am able to see my dysfunctions."

In this episode of Do The Work | Mindset Mastery, I found myself surrounded by something that reminded me exactly where this journey began. As I stood in our new Scottsdale location setting up cameras by myself, I looked over at equipment I bought years ago when I barely had the money to make the investment. Those cameras brought me right back to a season where I was betting on myself before I had proof it would work. I remember putting thousands of dollars on credit cards because I believed I needed to create something different. I wanted to build the best training environment possible. I wanted to create an organization that truly developed people. The problem was that after I bought the equipment, it sat there. I convinced myself I was not good with technology. I told myself it was too complicated. Every morning I woke up feeling the weight of an investment that I was too afraid to use. Looking back, I realized the equipment was never the real obstacle. My mindset was. So many of us reach a point where we begin telling ourselves stories that keep us exactly where we are. We say we are not good at something. We say we hate a certain part of the business. We convince ourselves that if we could just avoid those uncomfortable areas everything would work out. That is exactly what keeps us stuck. Every time we say we hate videos, hate marketing, hate showing homes, hate paperwork, or hate dealing with certain clients, we are reinforcing the very beliefs that stop us from growing. Those words become part of our identity until we start believing them as facts. I had to confront that in my own business. I realized that every area I complained about was simply an area I had not mastered yet. Instead of learning, I wanted someone else to solve the problem for me. Instead of growing into the leader my business required, I complained about the responsibilities that came with leadership. Growth does not happen by avoiding difficult work. Growth happens when we stop running from the things we have not mastered and begin attacking them head on. That lesson applies to every entrepreneur. Many people dream about owning a business because they imagine freedom. What they do not realize is that freedom comes after years of responsibility. It comes after investing in people, systems, technology, and yourself. It comes after making decisions that feel uncomfortable long before they become profitable. If you refuse to invest because you only think about today's bills, you will never build tomorrow's opportunities. One of the biggest shifts in my career happened when I stopped believing I had to do everything myself. There is a difference between being involved in your business and trying to control every part of it. If you insist that nobody can do something as well as you can, you eventually become the bottleneck that limits your own growth. The goal is not to master every task. The goal is to become so good at what only you can do that you surround yourself with people who are better than you in every other area. As I walked through our new building, I realized something else. This is a new era. A new era is not about finally taking it easy. It is not about sitting back while money magically shows up. A new era brings bigger responsibilities, bigger challenges, and bigger expectations. It requires more learning, more investment, and more discipline than the season before it. That is what I want. I am willing to invest again. I am willing to adapt again. I am willing to learn again because every level requires a new version of you. The people who continue winning are not the ones who avoid change. They are the ones who continue embracing it. Toward the end of the conversation, I shared a moment that caught me completely off guard. While meeting with a highly successful business owner, I heard myself say, "I just do not think big enough." The moment those words left my mouth, he stopped me. He told me that someone who truly does not think big would never even have that thought. What I was actually doing was repeating a self limiting belief that I had likely been telling myself for years. That conversation reminded me how important it is to pay attention to the words we speak. If you say something out loud, chances are you have already repeated it to yourself thousands of times. From that moment forward, I made a commitment to analyze my thoughts more carefully. Instead of feeding limiting beliefs, I want to reinforce beliefs that move me forward. I want to remind myself that I am capable of building something much bigger than I have ever imagined. As we all step into our next season, I challenge you to examine the thoughts you repeat every day. Stop asking yourself why something is difficult and start asking yourself how you can become the person capable of handling it. That is where growth begins. That is where your new era starts. Reflection Questions What negative statement do you repeat about yourself or your business that has quietly become a self limiting belief? Which part of your business have you been avoiding instead of mastering? What investment in yourself, your business, or your mindset could completely change the direction of your future?

In this episode of Do The Work | Mindset Mastery, I found myself thinking about how quickly this year has moved. Half the year is already behind us, and if I am being honest, it has been filled with incredible victories, difficult setbacks, gratitude, frustration, excitement, and moments where I questioned everything. Sometimes those emotions all happen in the same day. That is the reality of building a business. Entrepreneurship is not just about creating freedom. It is about accepting responsibility every single day. There is no guaranteed paycheck waiting for you. There is no pause button. Every opportunity, every challenge, and every result is tied to the value you continue creating. The mistake many of us make is believing the pressure will eventually disappear. It will not. As your business grows, so do your responsibilities. New opportunities always arrive with new challenges. Instead of wishing things become easier, we have to become stronger. One conversation that continues to come up is burnout. People say they are stressed. They are exhausted. They are struggling. They feel overwhelmed. I understand those feelings because I have experienced them myself. What I have learned is that burnout rarely comes from one difficult moment. It comes from months of neglecting the habits that built your success in the first place. You stop making videos. You stop following up. You stop learning. You stop putting yourself in environments that challenge you. You slowly convince yourself that you already know enough. Then one canceled deal or one difficult client suddenly feels like the end of the world. The problem was never that one moment. It was everything that happened before it. I think about the saying that the straw broke the camel's back. That final straw was never the real issue. The camel carried hundreds of loads before that final piece was added. In business, we carry little compromises every day. We skip the meeting. We avoid the training. We tell ourselves we will market tomorrow. We stop doing the things that once created momentum. Those small decisions keep stacking until eventually something small feels unbearable. That is why I believe burnout is a symptom, not the problem itself. One of the biggest dangers I see today is comfort disguised as productivity. I hear people say they work better alone. They prefer staying home. They already know what the meetings are going to teach. They believe they have figured out their business. What I really hear is isolation. Growth requires friction. Growth requires conversations. Growth requires being challenged by people who think differently than you. When you isolate yourself, you also isolate yourself from new ideas, better strategies, and the conversations that move your business forward. That comfort eventually becomes stagnation. From the outside, everything may still look successful. The closings continue. The income still comes in. But underneath the surface, growth has stopped. Meanwhile, newer agents who are learning today's strategies continue gaining momentum because they are willing to stay curious. That is why I constantly ask myself whether I am still a student. Am I still learning? Am I still surrounding myself with people who challenge me? Am I still putting myself in rooms where I can grow? The moment I believe I already know enough is the moment I begin falling behind. I have watched incredibly successful people slowly disappear because they stopped evolving. Their systems worked years ago, but they refused to adapt as the market changed. They became comfortable while everyone else continued improving. I never want that to become my story. That is why I attend trainings. That is why I continue listening. That is why I continue asking questions. Sometimes one conversation, one idea, or one perspective completely changes the direction of my business. There is another lesson I want you to think about. When you feel like your effort is not producing the results you expected, do not immediately assume you are failing. Look at how much you have already grown. There was a time when recording one video terrified you. There was a time when your first buyer consultation made you nervous. There was a time when presenting to a seller felt impossible. Today those things have become normal because you kept showing up. That means growth has already happened. Now your responsibility is to build on that foundation instead of settling into comfort. Go back to the habits that made you successful. Become intentional again. Protect your routines. Surround yourself with people who challenge you. Continue learning even when you think you already know the answer. The next level of your business will never be created by repeating yesterday's thinking. It will always require becoming a better version of yourself. Reflection Questions Where have you become comfortable instead of continuing to grow? What habits helped build your success that you have slowly stopped doing? What room, conversation, or learning opportunity do you need to step back into so you can continue evolving?

In this episode of Do The Work | Mindset Mastery, I talk about something that many people spend their entire lives chasing but very few ever prepare themselves to handle. We all want growth. We all want bigger opportunities, more income, more influence, and more freedom. But what happens when those things actually arrive? This episode was recorded during a season of major expansion. As our new office in Old Town Scottsdale was being built out and teams were working behind the scenes to bring the vision to life, I found myself reflecting on how far the journey has come. Looking around at what we have built today reminded me of the conversations, struggles, and dreams I was documenting years ago when none of this existed yet. As I listened to old recordings from 2018, I noticed something interesting. Even back then, I was speaking about big goals and big visions. I was declaring things that seemed far beyond my current reality. The truth is I had no idea exactly how I was going to get there. What I did know was that if I continued preparing myself every day, eventually I would become the person capable of handling the opportunities that were coming. Most people focus on the rewards of success. They think about the income, the lifestyle, the flexibility, and the things money can provide. What often gets overlooked is the responsibility that comes with growth. Bigger opportunities require greater capacity. More success requires stronger leadership. Greater prosperity demands stronger discipline. The flood of prosperity sounds exciting, but it can be just as dangerous as a flood of challenges if you are not prepared. Success has destroyed relationships. Success has pulled people away from their families. Success has exposed weaknesses that were never addressed during the climb. Without the proper conditioning, the very thing someone prayed for can become the thing that overwhelms them. That is why preparation matters. Every challenge you face today is preparing you for something bigger tomorrow. The setbacks, the canceled deals, the difficult conversations, the disappointments, and the obstacles are all part of the conditioning process. They are teaching you how to think, how to respond, and how to lead at a higher level. One of the biggest lessons from this episode is the importance of appreciating where you are right now. Sometimes we become so focused on the next goal that we fail to recognize what we have already built. During several recent conversations with brokerage owners and industry leaders, I was reminded of something important. Many people are looking for what we have already created. The systems, the culture, the relationships, and the environment that exist today were once nothing more than a vision. It is easy to feel behind when you are surrounded by people who challenge you to grow. But sometimes you need to step back and realize how much progress has actually been made. Another major theme of this episode is documentation. Too many people forget where they started because they never take the time to record the journey. Whether it is journaling, recording videos, creating content, or sharing your experiences, documenting your life gives you the opportunity to look back and see the growth that would otherwise go unnoticed. Five years from now, the problems that seem overwhelming today will likely look very small. The goals that feel massive today may simply become your new normal. Your capacity will expand. Your confidence will grow. Your vision will become bigger. The key is to keep moving. Do not allow yourself to sit in frustration longer than necessary. Do not stay stuck in disappointment. Take action. Trust the process. Continue building consistency. At the end of the day, consistency is one of the greatest gifts we all possess. While many people search for special talents and unique abilities, the power to consistently make the right decisions is available to everyone. In a world filled with distractions, uncertainty, and inconsistency, the person who continues showing up eventually separates themselves from the crowd. The flood of prosperity is not reserved for a select few. It is available to those who prepare for it, grow into it, and stay committed long enough to receive it. The question is simple. When it arrives, will you be ready? Questions for Reflection What challenges am I facing right now that may actually be preparing me for a bigger opportunity in the future? If the level of success I want showed up tomorrow, would I be emotionally, mentally, and spiritually prepared to handle it? What can I start documenting today that will allow me to see my growth and progress five years from now? Notable Quotes "The flood of prosperity has also drowned many individuals because they could not handle that type of responsibility." "Consistency will get you everything you want." "The flood of prosperity is in your future. It's there, it's coming, and it's going to come in a massive way. Are you prepared?"

In this episode of Do The Work | Mindset Mastery, I found myself reflecting on something that happened years ago that completely shifted the way I look at criticism, growth, and the stories we tell ourselves every single day. Sometimes we think the biggest obstacles in our life are other people, but the truth is many of the battles we are fighting started in our own mind long before anyone else ever said a word. I shared an email I received back in 2016 from another broker owner here in Phoenix. At the time, I took the message as disrespect. I took it as jealousy. I took it as someone trying to tear down what Carla and I were building. The email criticized the type of content we were posting and challenged me to explain more clearly how we were actually helping agents grow their business. Back then, that message fired me up in the wrong way. I wanted to prove him wrong. I wanted to push harder out of spite. I carried that chip on my shoulder for years. But as I look back at it now, I realize something different. He was not exposing a weakness I did not know existed. He was exposing thoughts I had already been telling myself every single day. That was the real lesson. The things that trigger us the most are usually connected to insecurities we have already repeated in our own mind thousands of times. When someone says something that lines up with our private self talk, we instantly make them the enemy instead of facing the root problem. I was already questioning whether I was capable of building a brokerage. I was already wondering if I had enough systems, enough structure, enough clarity, enough leadership. So when someone else mentioned it out loud, I reacted emotionally because it confirmed what I secretly believed about myself. I think so many people live this way without realizing it. You tell yourself you are awkward on camera. Then someone says your video seemed uncomfortable, and now they become the villain in your story. You tell yourself you are inconsistent. Then your spouse points out your lack of discipline, and now you feel attacked. You tell yourself you are not good enough at sales. Then one deal falls apart and suddenly it becomes proof that your fears were right all along. The issue is not always the criticism. The issue is the identity we have already created around ourselves before the criticism ever arrives. One of the biggest realizations I shared in this episode is that negative self talk creates hesitation, procrastination, fear, and avoidance. It slowly convinces you to stay invisible. You stop posting. You stop speaking. You stop growing. You stop trying because your mind has already decided the outcome before the work even begins. What changed my life was learning how to challenge those thoughts instead of repeating them. Instead of saying, "I am not a good communicator," I began telling myself that I am developing the ability to communicate powerfully every single day. Instead of saying, "I do not have systems," I started building them. Instead of saying, "I am awkward at training," I focused on becoming obsessed with helping agents grow. And eventually the identity changed because the repetition changed. The work backed up the belief. Today I can confidently say that what we do inside our company changes lives because I no longer question it every morning before walking into the office. I stopped building enemies out of people who were simply exposing areas where I needed to grow. I stopped using criticism as fuel for revenge and started using it as information for expansion. This episode is really about understanding that growth requires a shift in perspective. Sometimes the people who trigger you the most are actually revealing the exact area where your next level is waiting. The question is whether you are willing to look deeper instead of reacting emotionally. At the end of the day, your future is heavily influenced by the conversations you have with yourself every single day. Your words become your identity. Your identity shapes your behavior. And your behavior creates your results. So if you want a different life, start by changing the way you speak to yourself. Questions For Reflection What negative thought about yourself have you repeated so often that it has started to feel like truth? Is there someone in your life you have labeled as an enemy when they may actually be exposing an area where you need to grow? What would change in your business or life if you stopped defending your limitations and started solving them instead? Notable Quotes "The things that trigger us the most are usually the things we have already been telling ourselves every single day." "I was not fighting other people. I was fighting the thoughts I had about myself." "Your words become your identity. Your identity shapes your behavior. And your behavior creates your results."

In this episode of Do The Work | Mindset Mastery, we explore how your reality in business is shaped by the conversations you choose to have and the markets you choose to focus on. AZ Araujo breaks down the danger of getting stuck in one segment of buyers and how that limited exposure can distort your entire perspective of the industry. What feels like a difficult market is often just a narrow one. Many agents find themselves operating in a constant state of resistance, working with buyers who are stretching financially, hesitant to move forward, and quick to walk away over small changes. Over time, this creates the belief that every deal is hard, every client is difficult, and the market itself is the problem. But that belief is built on exposure to only a fraction of what is actually happening. The reality is that first time homebuyers make up only a small portion of the market, while the majority consists of repeat buyers and move up buyers who already understand the process and have resources available. These individuals are not being reached, not because they do not exist, but because the conversation is not being directed toward them. Most agents are speaking to the same audience in the same way, leaving a large segment of opportunity untouched. At AZ & Associates, the focus has always been on presenting opportunities, not just listings. The difference between struggling for deals and creating momentum often comes down to introducing a conversation that the client has never heard before. Many homeowners are unaware that they can leverage their equity, keep their current home as an investment, or utilize loan programs designed specifically for their situation. When those options are presented clearly, the entire dynamic of the relationship changes. Higher level clients approach challenges differently. Instead of walking away when obstacles arise, they look for solutions. They are conditioned to solve problems, adjust, and move forward. This creates a completely different experience for the agent, one that is built on progress rather than resistance. When you elevate your knowledge and expand your understanding of available products, your conversations begin to reflect that growth, and the clients you attract begin to shift as well. Burnout is often not a result of working too much, but of working in the wrong environment repeatedly. When every interaction feels like a battle, it drains your energy and reinforces the belief that success is difficult to achieve. By broadening your focus, deepening your knowledge, and reconnecting with your existing network, you position yourself to operate in a more aligned and productive space. Key Insights Shaping Your Reality Through Conversation: The type of clients you work with will determine how you perceive the market. If you only engage with one segment, your understanding becomes limited and skewed. The Missed Majority: First time homebuyers represent a small percentage of the market, yet most marketing is directed toward them. This leaves a large portion of opportunity untouched. Opportunity Over Information: Many potential clients already have the ability to move forward but lack awareness of their options. Introducing new possibilities is often the catalyst for action. Higher Level Problem Solving: Experienced buyers and business owners approach challenges with a solution oriented mindset, creating smoother and more productive transactions. Burnout Through Misalignment: Constant resistance in the same segment leads to exhaustion. Expanding your focus can create a more balanced and sustainable business. Questions to Reflect On What type of buyer have I been consistently attracting, and how has that shaped my belief about the market? Who in my current network already has the ability to move but has not been presented with the right opportunity? What conversations do I need to start having that would expand the level of clients I work with? Notable Quotes "If you are only talking to a specific buyer pool, your reality is going to be based on that." "First time homebuyers only make 21 percent of the market." "They do not say I cannot do it. They ask how long do I have to make it happen."

In this episode of Do The Work | Mindset Mastery, we are looking at the momentum we are building as an organization and the specific patterns that separate elite producers from those who hit a ceiling. We recently celebrated some massive wins, including our very own Grecia winning Rookie of the Year for one of the largest associations in the country. She did under 15 million in sales in her first year. It is inspiring, but it also highlights a critical truth about growth. The jump from 1 million to 3 million is tough. The jump from 5 million to 10 million is even tougher. But the hardest jump for most agents is moving past the point where they are doing everything themselves. Most agents are redlining. They are working at 100 percent capacity just to keep their current business afloat, which means they do not have the mental space to think about what is next. They are too busy solving small problems on individual deals to see the bigger picture. That is where the concept of the three-peat comes in. It is not just about a single win. It is about building a repeatable, systematic process that allows you to win again and again without burning out. To get to that next level, you have to invest in your infrastructure before you see the full return. You have to buy back your time by bringing on the right personnel and implementing the right systems. Key Insights Growth requires a shift in how you use your revenue. If you are a 15 million dollar producer but you are still using the same staff and systems you had at 3 million, you are going to break. You cannot swim in deep waters with a shallow mindset. You have to stop viewing support as a cost and start seeing it as an investment in your sanity and your future. Many people avoid making these moves because they are afraid of the short term dip in profit. They think they can save money by doing it themselves. But what is the cost of a missed lead? What is the cost of forgetting to follow up with a client? One lost deal could have paid for a full time assistant for months. When you redline your engine every day, you are going to burn out before you ever reach the long game. Building a dynasty like we are doing here at AZ and Associates means focusing on what you are best at and delegating the rest. It means becoming a student of the game and staying intentional about your growth every single day. Questions to Reflect On Are you still running your business with the same systems you had when you were producing at a lower level Where are you redlining in your life right now that is preventing you from seeing the bottlenecks in your business What would your business look like if you focused only on your highest value tasks and let a team handle the rest Notable Quotes "How you use your revenues in your organization to give you back more time is where the magic actually happens." "If you are redlining on a consistent basis you are going to burn out your engine." "To lead others you have to lead yourself."

In this episode of Do The Work | Mindset Mastery, we explore the transformative power of decisive action and the paralyzing nature of over-planning. AZ Araujo dives deep into the philosophy of "moving," even when the path ahead isn't perfectly clear. We often wait for the "right time" or the "perfect plan" to materialize, but in reality, the momentum required for elite success is only found through execution. Growth is rarely convenient and almost never feels "ready." Whether it is a new agent setting their first consultation just two weeks into the business or an established leader scaling an entire organization, the common thread among top producers is their willingness to move first and figure it out later. Many professionals get stuck in a loop of constant preparation—studying scripts, perfecting marketing, or waiting for financial certainty—while those who simply choose to "move" end up surpassing them by leaps and bounds. At AZ & Associates, we've learned that expansion comes with its fair share of challenges, but a positive outlook and a commitment to action ensure that things always work out as they should. You don't need to know every aspect of the business to start; you just need to put yourself in a position where you are forced to learn it. Key Insights The Trap of Over-Planning: Excessive planning can often be a form of procrastination. It creates a false sense of security while actually preventing the very movement necessary for growth. You cannot out-plan an obstacle you haven't faced yet. Abundance Follows Action: Drawing from a core principle, "whoever has will be given more." When you use the skills, time, and knowledge you currently possess by taking action, you are rewarded with more opportunities and deeper insight. If you fail to move, even what you have will begin to diminish. Leading Through Uncertainty: Success often requires investing in yourself and your business before it feels comfortable. Whether it's hiring staff, buying a URL, or opening a new location, waiting until you are "ready" usually means you've already missed the window. Developing Resilience: Your past experiences—both the wins and the tragedies—have prepared you for this moment. Rely on that history of survival to give you the confidence to take the next big step in your professional journey. Questions to Reflect On Are you currently using "planning" as an excuse to avoid taking a step that scares you? What is one area of your business where you have been hesitating, and what would happen if you simply decided to move on it today? How can you reframe a current "inconvenient" challenge as a necessary part of your next level of growth? Notable Quotes "Too much planning can discourage movement." "My job is just to move, and come in with that dedication that it's only a matter of time." "You'll be forced to learn it if you put yourself in that position." "Whoever has and moved on opportunities will be given more opportunities."

In this episode of Do The Work | Mindset Mastery, I had one of those mornings that seems small on the surface but ends up hitting you right in the face with a bigger truth. I'm at the gym, finishing up my workout, and I realize I lost my AirPod case. Now this is not new for me. I leave things behind all the time. Normally I just retrace my steps and find it exactly where I left it. But this time, nothing. I checked every machine, every bench, everywhere I had been. It was gone. So I pull up Find My iPhone and start tracking it. It is telling me I am close, then far, then close again. Then I see it say it is moving. That is when I realize someone has it. I follow the signal around the gym, looking like I am on a mission, and finally I lock in. I slow down, I get intentional, and I start narrowing it down step by step. Warmer, warmer, warmer. Until I am standing right over the guy who has it. I ring it. I hear it. It is coming from him. I ask him if he found it. He says no. I ring it again. Still no. Then finally he pulls out two cases, mine and his, and tries to play it off like he thought it was his. Now here is the thing. That moment could have gone a lot of different ways. But what stuck with me was not the situation itself. It was what that little device represents in my life. That AirPod case is not just something I use. It is one of the most valuable tools I have. Not because of what it costs, but because of what I do with it. That is where everything changed for me. That is where the lesson really is. For years, I did not take responsibility for my growth. I did not see it as my job to improve myself as a man, as a husband, as a leader. I reacted to life. I blamed. I deflected. I carried this mindset that if someone pushed me, I would push back. And I was proud of that. That mentality cost me. It cost me peace. It cost me relationships. It almost cost me my life. And when I finally started to change, it came down to one realization. How you do one thing is how you do all things. That hit me hard. Because it forced me to look at everything. Not just my business. Not just my results. But how I showed up in every area of my life. When my marriage was not where it needed to be, I wanted to blame Carla. I wanted to look at other couples and feel like she should be doing more. But when I really sat back and audited myself, I saw the truth. I was not leading. I was not listening. I was not showing respect. I was not doing the things that would create the outcome I wanted. And the same thing shows up in business. Agents say their clients are emotional. Their clients do not respond. Their clients want discounts. But what if we flipped that? What if the real question is how are you showing up? Are you consistent? Are you building trust? Are you sharpening your craft? Are you respecting your own time? Because if you are not doing those things for yourself, you cannot expect others to do it for you. That is the shift. That is the perspective. You start to realize you are the common denominator. Every problem, every frustration, every pattern. You are there. And once you see that, everything changes. Because now the solution becomes clear. You stop blaming. You stop feeling entitled. You stop waiting. And you start doing the work. For me, that meant getting uncomfortable. Learning new things. Spending hours trying to figure things out. Feeling lost but staying in it anyway. Because I made a decision that I am going to be elite in everything I do. Not when it is easy. Not when I feel like it. Every single day. Because when your word becomes solid, when you can trust yourself to follow through no matter what, there is nothing you cannot build. That is the game. And it starts with taking ownership of everything. So as you go into your day, ask yourself where you are out of alignment. Where are you cutting corners? Where are you avoiding growth? Where are you blaming instead of owning? Because that is where the breakthrough is. The same way I had to slow down, lock in, and track that signal step by step, you have to do the same thing in your life. Get intentional. Get aware. Get honest. And then go to work. Questions to Reflect On Where in your life are you blaming others instead of taking full ownership of your results What patterns are showing up across your business, your relationships, and your personal habits What is one area you know you need to improve that you have been avoiding Notable Quotes "How you do one thing is how you do all things." "You are the common denominator in everything that is not working." "When your word becomes gold, there is nothing you cannot do."   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

In this episode of Do The Work | Mindset Mastery, I found myself reflecting on how easy it is to stay stuck in a version of life that we have simply accepted as truth. And the reality is, most of us are not lacking opportunity. We are lacking perspective. The moment that perspective shifts, everything changes. There have been moments in my life where I thought this is just how it is. This is how business works. This is how relationships feel. This is as far as I can go. And I believed it. I stood on it. I operated from it. But then something happens. Something exposes the truth. And when that truth shows up, you are faced with a decision. Stay the same or flip the switch. That is the moment that defines everything. The story of Paul hit me hard because he was not always Paul. He was Saul. A man with strong convictions, completely convinced he was right, even while he was doing damage. And that is what most people miss. Just because you are convinced does not mean you are correct. Your current results are a reflection of what you believe to be true. If you believe your business is hard, it will be. If you believe your marriage is broken, it will feel that way. If you believe you can only go so far, you will stop right there. That becomes your reality. Not because it is the truth, but because it is the truth you chose. But when you are exposed to something different, when you see what is actually possible, when you see people doing what you thought could not be done, that is your moment. That is where everything can change. That is where you flip the switch. I have lived this. I have seen it in my marriage. I have seen it in my business. I have seen it in how I treated myself and the people around me. Once I realized that the way I was showing up was creating the very limitations I was frustrated by, I had a choice. Go back to that version or step into something greater. And once you truly see it, going back is a decision. Not an accident. A decision. That is why I say it is ignorant to see the truth and still choose the same patterns. From that point forward, it is about staying in it. Fighting the good fight. That means showing up when it is uncomfortable. Showing up when it is repetitive. Showing up when it feels like nothing is working. Because that is where most people fall off. Not because they are incapable, but because they stop. Finishing the race means endurance. It means you keep going regardless of the ups and downs. You do not let one bad week define you. You do not let one slow month convince you that everything is falling apart. You keep moving. And keeping the faith is trusting that everything you are going through has a purpose. That even when it feels inconvenient or overwhelming, you are going to figure it out. That it is only a matter of time. This is where most people struggle. They let their emotions control their actions. They dim their own light. They start questioning everything they once believed in. But the truth is, you already know what to do. You have done it before. You have proven it before. So why go back? I am not going back to who I used to be. That version of me created limits, created dysfunction, created ceilings. Once I saw what was possible, once I saw how I was supposed to show up as a leader, as a husband, as a father, there was no going back. Does that mean I do not get challenged? No. It means I do not turn the switch off. Maybe it dims for a moment, but I turn it right back up. I show up again. That is the difference. At the end of the day, you have to ask yourself what version of you are you choosing to be. Because once you see the truth, once you see what is possible, there is no excuse to stay the same. Now the question becomes, are you ready to fight the good fight, finish the race, and keep the faith? Questions to Reflect On What truth have you already been exposed to that you are still choosing to ignore? Where in your life are you operating from old beliefs that are no longer serving you? What would change immediately if you fully committed to not going back to your old version? Notable Quotes "I have fought the good fight, I have finished the race, I have kept the faith." "Your convictions are creating your current results whether you realize it or not." "Once you see the truth, going back is no longer confusion. It is a decision."   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

In this episode of Do The Work | Mindset Mastery… I was sitting there thinking about how fast time is moving. The first quarter is already gone. And I started asking myself a real question. Not what I want. Not what I hope for. But what have I already decided is done. As I was climbing Camelback this weekend, I caught myself thinking about hitting a billion in sales. And then it hit me. It is already done. That is no longer the question. Now the question is how we get to two. That is the shift. That is the difference. And most people never get there because they stay stuck in wanting. The Problem With Wanting I see it all the time. People want the car. They want the house. They want the business. They want the life. But they never think about the day after they get it. What happens when you finally achieve that goal you have been chasing for years? What are you showing up for then? Most people never get there because they never make the decision. They stay in this cycle of wanting, hoping, waiting for something to click. Waiting for the deal. Waiting for the opportunity. Waiting for something external to validate them. That moment never comes. The real shift happens when you stop wanting and you decide. The Flip Of The Switch I learned this by watching Carla. At first it was a want. She wanted to compete. She wanted to be on that stage. She wanted to earn her pro card. But the moment she said, I am going to get it, everything changed. Her habits changed. Her schedule changed. Her excuses disappeared. No babysitter. She figured it out. Kids at home. She brought them with her. Late at night. She showed up anyway. Early morning. She showed up anyway. There was no more negotiation. No more stories. No more waiting. That is the flip of the switch. And that is when everything starts aligning. The right people. The right opportunities. The right situations. Not because of luck, but because of conviction. Excuses Are The Delay On Your Life Most people are not lacking opportunity. They are lacking commitment. You do not show up because you are not feeling well. You do not show up because a deal fell through. You do not show up because someone said something that got under your skin. And every time you do that, you push your life further away from you. I watched Carla show up with a broken toe. I watched her show up when everything around her could have justified stopping. I even tried to throw her off at times. And it still did not matter. The next day she showed up. That is the difference. I Had To Face Myself There was a time where I was the problem. I would show up until things got hard. Until something went wrong. Until I felt uncomfortable. And then I would shut down. I blamed circumstances. I blamed people. I blamed situations. But the truth was simple. I was not showing up. And when I finally got tired of my own excuses, that is when everything changed. I decided that no matter what happens, I show up. Deals fall apart. I show up. People leave. I show up. Personal problems hit. I show up. Embarrassment. Fear. Doubt. I show up. That is it. Showing Up Changes Everything Showing up is not just about your business. It is about your health. It is about your family. It is about your mindset. It is about your standards. When you decide that nothing is going to take you off your path, everything about you changes. You still feel fear. You still have doubt. You still go through stress. But it no longer controls your actions. You move anyway. And when you do that consistently, your life starts to build in a completely different direction. Make The Decision Second quarter is here. If you are waiting for a sign, this is it. Stop wanting. Stop blaming. Stop sitting on the sidelines. Make the decision. Not tomorrow. Not next week. Not when something works out. Right now. Flip the switch and keep it on. Because the only difference between those winning and those still waiting is that one group decided they were not going to stop. Questions For Reflection Where in your life are you still operating from a place of wanting instead of deciding What excuse have you been using that is delaying the results you say you want If you committed to showing up no matter what for the next 90 days, what would your life look like Notable Quotes "Success is inevitable when you show up doing the right things day in and day out." "The flip happens when it goes from I want to I am getting it." "You do not stop doing what you are responsible for just because things are not going your way." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com