Building a Sustainable Business and Winning Over Clients

Hey guys welcome back to the power half hour episode 143 and we have a very

special guest a return guest Tara nobla our mindset coach from

Saskatoon Saskatchewan but of course there's no boundaries when we are on

Riverside welcome Tara how are you I'm so good how are you good good

today Tara reached out to me and you know we really want to dive a little bit

deeper into the mindset of a real estate agent and what it really takes to have a

great mindset to navigate through this uncertain you know market and you know

some some you know rocky murky waters that we have in the last three years in

real estate okay so what do you think now let's just start off you know first of

what would you like to say to the audience right now I want to I want to go a

little bit deeper more subconscious with it today that's kind of the the way

I'm feeling drawn to perfect because we we some majority of our life we've

been taught to force behavior change you know what I mean and even if you

look at prospecting so important in your business you're going to have to

talk to people right you can't just eliminate the action but but we have kind

of this subconscious thoughts program and going on that affect how our actions

come out right and it's mindset is kind of our our when we pay attention or

become aware of our thoughts and beliefs and habits all of them you can see the

difference you know that's just to put it simple okay I'm going to make five

phone calls today or 50 phone calls depending how aggressive you are what are

your thoughts about yourself and your abilities and you're assumed results the

assumed response of the person when you're on that phone call you know do you

honestly believe when nobody else is looking that you are a fantastic agent that

you are the best choice for these people that I don't care what's going on in

the market I'm in control of my results I'm in control of my business making the

five phone calls with that belief system rather than I'm interrupting them the

market is awful it affects your results right you know or if you've heard some

of the mindset coaches saying it's not what you're doing you're doing things a

certain way you always need the action but how you're doing it is setting your

mind taking control of your thoughts choosing how you want to feel how you

want to think when you take that action it's just so much more efficient so much

more enjoyable so before you so we always call it the pre prospecting routine

okay before we get on the phone we want to do some affirmations when a program

our mind when I set an intention of you know doing 40 contacts and then setting

one appointment and going on one listing appointment today yeah so what is what

does an agent have to do to program their minds to tap into their subconscious

yeah which is what you want to talk about and then have a great result for their

prospecting session yeah so affirmations yeah absolutely our our beliefs got

in there through repetition so they get replaced through repetition that's why

affirmations work why they don't work for most people is because they give up

before they believe that it's true for them say that again going they give up

before they believe that it's true for them they give up agents give up doing

affirmations before they believe it works for them yes the specific

affirmation so like say I am I'm an exceptional realtor I can say that to

myself for six months if I don't believe it that it's true specifically for me

you don't get the same reaction it doesn't actually affect your actions you

have to be open-minded enough to go okay it sounds a little silly to just keep

repeating this but I'm gonna keep doing it and I'm gonna keep doing it if you

get proof foot from other people doing this and you see oh how did you do that

oh I repeated affirmations and it worked for them if it can work for them it

worked for you where most people get stuck as they do it a couple of times they

don't actually believe it's true to them that's why it's not working that's

the disconnect you have to believe it's true to you so how do you become open

though because that's the that's the gap right there between I do it a couple

times and then I'm gonna do it forever and this time right here is when people

say fuck it yeah this is stupid it's fluffy I'm not doing it it's not worth my

time I don't need to do this because not gonna work anyway I'll just how do you

remain receptive and open to what that suggestion will do for you so if you're

doing it on your own it's hard because it sounds like like old

terror called this fluffy I'll say BS for years it can't work this way it

doesn't work this way so if I'm convinced that I can't just change my thoughts

like that subconsciously in the real estate category cool look at a

other part of your life can you believe that you can make changes in a

different category they're a little easier to buy into because you need that

belief that it works for you or find an example of somebody else if they can do

it you can do it because it's a universal law you just don't believe you can

yet right you can look at the success of a top-producing realtor and it's like

I want that but do you believe that you can have it that you deserve it that you

are that person that's the disconnect oh it's good for them but just I can't

not for me you know so I mean how many times you need validation to see other

people doing it to have you actually have you believe in yourself because

they can do it I don't know if I can so it's different for every person

different for every belief but the belief is that repetition got it in

repetition gets it out okay you know I might have heard it 10,000 times so I'm

gonna need 10,000 and want to rewire it but don't stop until it's true and you

you feel it when it changes for you you know because you go I'm confident I'm

confident I'm not confident yeah right you know and then eventually you're like

oh I am confident I am confident and then you're like I am confident like you

know when it's your truth and then then it's like you've absorbed that one okay

go pick a couple more but we're we're saying the things and we're not

internalizing it you know yeah it it affects you know I just sat down with an

agent you know he's actually the number two agent for volume in all of

EXP Canada JP is his name JP Vlova and if you're on Facebook watching this

right now JP I'm talking about you bro he said to me you know what I use your

affirmations on a daily basis the guys are doing 80 transactions in a year and

a hundred million dollars in volume as a solo agent he says you know you know

what I say to myself every day I'm an action taker there you go and he's like I

actually believe it now yes and I take actions all the time I'm like thank you

for listening and thank you for doing it and internalizing it because it's

guaranteed results right it is guaranteed results works but majority of the

people give up way too early and why maybe they think it's fluffy but it's

usually it's a subconscious belief it's in there and it's like some if you

don't stop to reflect and go what do I actually think you know let's say I'm a

brand new realtor and I'm making phone calls and people are responding and I'm

interrupting their day and whatnot yeah what am I saying to myself about that you

know oh I'm a newbie I don't know what I'm doing I I'm interrupting them it's not

gonna be good what if I drop the ball that's not helping me that's hurting me so

if I notice myself doing that that gives me an opportunity to go oh what would

I rather believe I'll start repeating that but when we're not aware of what's

actually playing inside we can't change it and we're not taught to do that but you

know how do you think that relates to affirming and reading your goals on a

daily basis with regards to like how does that relate to the affirmations and

then actually taking the actions how important is it by I'll show you this is

where I look at every small day I know yeah yeah I literally know like guys like

400 transactions in my goal and I'm doing it for my family yeah myself you

know what I mean so I look at it how important you think that is to have your

goals in front of me I think well it needs to be at the front of your mind and a

vision board is one of the ways you can do it and one of the ways you are using

it effectively is you're looking at it every day you didn't make it and

stick it in the corner then it's got no value because are you spending time

focused on it every day it's beautifully laid out it's right in front of you

yes you're doing it effectively and now I see my goals as a compass if that's

what I want it helps me make decisions today to line me up to get there so you've

got to have the goal and it's got to be for you and I think some people like

this is what I did my whole life somebody goes oh you should win an award and I

go okay that sounds good I'll make that my goal oh you should increase your

business by 10% okay that you know that's that's good and I'd so quickly talk

myself out of it without realizing it with my beliefs because I'm like oh man if

I if I go for that award I'm gonna sacrifice time with my kids and then my

family's gonna fall apart and oh that's double the transactions I don't have

systems for that so I better just not do it and you do these thought patterns

without realizing it and talk yourself out of it when really it's like it's

okay if you've got a very specific goal and it's in front of you every day and

you're spending time there visualizing it is very powerful visualize that you've

already got it that helps you make different types of decisions today like

am I going to prioritize picking up that phone how am I going to set my mind

before I make that call I don't want my thoughts to be out of control now I

want them all working effectively for me to improve my life to make me more

powerful to have confidence while I'm learning the new skill set so I think

it's important to have both because affirmations for me is going okay here's

my what I actually believe to be true for myself but there's the truth and

there's my truths you know and if I can see a difference which to me is an

example in somebody else that tells me oh that's my truth now I can change it

you know if there's if I see an example of an agent doing 200 deals a year

that now tells me oh that's an option for me too if I believe that it's an

option for me let's start there so those examples help me go oh I like that I

don't know if I can do it wait they did it me too okay now I just have to

change my thoughts to know that I can do it to then the action is so much

easier like I have to believe that that person who already reached my goal and

the visualization having it right in front of my desk slowly convinces me that

yes this is possible this is it goes from overwhelming and unachievable to

yeah maybe I could do it to like this is just normal for me it's totally

reasonable of course I can do it and watch your confidence grow so the the

two of them are a powerhouse together the affirmations are like specifically

choosing your thoughts and how you want to feel going into the action and the

visualization the goal visiting it every day whether it's looking at your

board whether it's visualizing you know you can close your eyes and and feel it

you know use the feminine part of it it's the feeling of the goal achieved

that's why we want it you know use both it's the action and it's the the

energetics of it but the affirmations choose your thoughts consciously and keep

going until they're true for you and the goal is the compass it helps you make

decisions how do I spend my time how do I approach things how do I walk how do I

act how do I present myself the two are powerful together yeah I would say that

based on what I've seen in agents is that the action is the most important

the visualization is great the affirmations are great but the action that you put

in if you come behind all those you're unstoppable but a lot of times we do as

agents very little of visualizing very little of affirming and then we take

very little action well we do none of it because you don't do those mind set

things so they I think they go hand in hand but if you go it's because of the

law of attraction you need to work on and then you have the law of action would

you combine them both that's success well there is action and attraction you know

I I can't sit here and go oh it's a beautiful goal it feels amazing and then I

have this idea of action to take and I go no I'm not gonna do that it's just

gonna come to me no the the feminine like I've started calling it the

masculine and the feminine it's a balance of both you know you can achieve

goals purely in masculine and that is like track the numbers grind it out

you know yes people can have success and reach their goals that way but

generally it requires a lot of sacrifice you're exhausted you've been beating

yourself up along the way it wasn't any fun and you may not have a balanced

life at the end so do you have success is that true success it can be achieved

but if you balance in the other side of it the the feminine will call it and

that's not a man-a-female thing it's a useful it's a it's a productive task

to visualize for five minutes before you start those phone calls so you still

have to take the action you can't just oh it's gonna happen no but you're

taking action with this this other approach behind it and it's so much more

powerful and so much more efficient I'm like I'm totally convinced your your

conversion numbers go down you know like like you won't need to talk to 50

people you'll talk to 35 because those conversations are different people are

responding to you they feel your confidence they feel your excitement they

are responding to you differently but it's a game changer break down for me

then that aspect the mindset aspect the visualization aspect yeah scientific

basis because people think it's fluff yeah so how do you explain it so that

people think you know this is actually it's real people are really is real I

think it's real it is real so how do you have them understand it scientifically

okay so we use our major imaginations all the time yeah when we're kids it was

like free-flowing right then I like them don't stop stop stop yeah yeah but if

you close your eyes and think of something that happened yesterday good or

bad it doesn't matter just think of something you're using your imagination

right now correct and what most people do with their imagination harms them we

think to the past of awful things and we relive that in our mind you know oh I

got fired this happened I had a fight with my spouse and you're really like

rehashing awful conversations whatever it is you're actually using your

your imagination but what your body is experiencing is you're reliving that

physically it feels there yeah feel like you're there because your body you've

convinced your body that you are there so if you want to play with it it is said

that the mind can't decipher what is truly there and what's imagined because

your body feels imagined vividly yeah with details and emotions attached to it

it's kind of imagine vividly with details so clearly and with emotions

attached to it that's when it's real yes that's when it convinces your mind

that it's actually happening just like you could torture yourself with awful

thoughts you're reliving you know like say something terrible happened you

you I don't know whatever I'm not even going to pick an example when you think

it through and you're just like oh and then this happened that day and then

this happened and this happened if it's awful it automatically has feelings

attached to it because you lived it you know how you felt in that moment so

when you do it with visualization you need to imagine like like look at your

visualized your vision board picture yourself okay here's my specific goal

today I have it yesterday I didn't needs to be specific okay the day that it

happens the day you won the award the day you won the lottery I don't care what it

is close your eyes and picture it okay I'm living that day right now what's the

first thing I do I call my spouse and I go oh my god do you believe what

happen and you feel that pride of accomplishment and you feel so confident you

feel so free live it out and the more practice time because we haven't been

taught to use our imagination since kids it's exercise that muscle it will get

more and more vivid don't talk yourself out of it like you can't you can you

just have to exercise then the more you do it the more detail will come and the

more beautiful and convincing it'll be to your brain then you start to believe

that that's real for you that's really an option it is specifically waiting for

me you know it's not something for somebody else but not me no no this is for

me and you just keep practicing and get more emotional ties because when you

spend five minutes in that visualization like for me when I visualize my goal

achieved I'm so proud of myself and I'm just like man I'm so glad I believed in

me I have so much confidence this is perfect for me at like I've got no doubt in

my mind anymore like I'm really good at what I'm doing I'm changing the world

I'm helping people this is getting like it's already amazing I feel the

feelings today that's what we're looking for so we can use it for the negative

we can use it for the positive it always works for everybody every time just how

are we using it yeah yeah and we visualize I think when we worry yep that's

when we're negatively visualizing how do we get rid of that on a daily basis

and stop worrying and start living your life how would you do that I go a

little deeper okay like I just call it subconscious thinking or I mean some

people call it shadow work but rather than staying in the surface of my head

running by my my senses if I'm really worried about something it's like why am I

worried about this is it do do I really want to worry about this how does

worrying about this make me feel today do I want to spend an hour of today which

is all that I have worrying about this how could I flip this around you know

because there's beauty or shit or lessons in everything I get to choose what

it means for me what do I actually want to do with this no thanks you know I

always think of like you don't get rent in my head unless I consciously choose it

and that's how I feel so good because I'm finally in control of my thoughts I'm

not affected by the things around me anymore which took practice I used to

spend a lot of time in worry like a lot you know I had a call with somebody

yesterday and he's like well this happened I'm I'm so sorry I'm like I don't I

didn't want to worry you about it and I'm like dude I don't worry anymore like

there isn't a category left in my life where I see any purpose to worry it doesn't

feel good I don't do it but it's exercising the muscle to get yourself there

but the changes are your choice nobody's trying to change who you are but if I

choose I want to be an exceptional realtor I want to be a top producer I want

to be so confident I want to balance schedule while I do it you know allow

yourself to imagine that into perfect and then use the space repetition use the

tools what would you have agents engage in in to start working on you know

stop worrying and like start to visualize is there a specific program that you

would recommend them do well I coach people on this all the time so give me a

shout okay but this this is the process I take people through you know most

times it's the challenge in the beginning is it's hard to buy into this when

you're new to it right it sounds so fluffy and it's like but if you have

somebody with you you will continue to if it's the right person they trust you

to help them you know it's just like hiring any mentor you're picking that

specific person who has done what you want to do right then you've got the

right mentor and you know you feel it you feel it yeah yeah but then you have to

be coachable and trust that mentor that's what we've talked about this before if

you're not coachable it's a wasted investment but if you're coachable you're

going okay I trust what you're teaching me I'm gonna try it even if it feels

weird even if it feels uncomfortable you know and then you've got this other

person going like I've experienced this myself I know it's true I don't need

the convincing anymore now I'll help you build your belief you know sometimes I

meet people and they're like I don't even know what I want it's like that's

okay maybe you've never allowed yourself to explore that what do you think

that you want let's start there you know and you're going to rewire your

thoughts to this empowering place where you know without a shadow of a doubt

this is meant for you you are so capable you are learning every day and the

external world just doesn't affect you that much anymore you know like

contrast still happens for humans yeah definitely but you see the challenges as

as a as a learning opportunity they don't feel they don't they don't knock you

down yeah it happens and you go oh interesting I still want to feel good today

not gonna let that knock me off because I'm the boss of my thoughts right what

can I do with that information hmm maybe I need to change this in my business

maybe nothing maybe this is just an example of how not to allow it to affect

me whatever you get to choose right that's fair yeah I like that I like that so I

mean on a daily basis you know without going into a program what would you

recommend agents do better their mindset on a daily pick a practice okay and stick

to it for like a month or two and see if it feels right to you know that may

be you know visualize your goal that is powerful in itself so visualize it

spend time there every day use your persistence to make it such a priority so

important that you will spend five minutes third day or pick your affirmations

what would I love to believe is true for me and look to other people for an

example you know oh that guy's a top producer I would like that I am a top

producer who's really confident I I would like that I am confident and just

keep repeating it but don't freaking give up on yourself because part of the

process too is you don't see it become real for you until after you believe it so

you kind of got to hold the faith and keep doing it but pick pick any practice

and just just start doing it you know you need your your the action that you

take is going this is important to me this is who I am I'm doing it perfect so

and then the actions will follow we just talked about this like you know most

people do the mindset work right here yeah and then they they give up too

easily and then it's over but you go through the grind right here keep going keep

going and then you come out on the other side you're like okay yeah this is

working yes but then it doesn't stop because mine's that work is just like

taking a shower we reckon that you do it on a daily basis yeah because it

becomes a part of who you are yeah you know and I I stay at two where it's like

I always use the weight loss example if you wanted to lose weight what are we

taught to do go hit the gym and force yourself in to do it that's the solution

right what I'm talking about is first I need to convince myself that I am healthy

I am loved I am worthy remove the reasons you know clean up the thoughts then

you know how much easier it is to take that action like if I want to lose weight

am I gonna need to adjust my my movement and my food yes absolutely absolutely

but it can be so much easier if I first convinced myself that that's who I

truly am and I believe in myself and this is going to be incredible and I love

myself through it so much easier you have to take the action but how are you

taking the action how are you setting yourself up on a daily basis so

yeah really but like the most important thing on your priority not oh I didn't

have time today no like this is important as important this is an

income producing activity in my mind and it's only five minutes there you go guys

it's an it is producing activity you know what I always say is that

income producing activities as agents of the Mike Berry group is lead

generation Lee follow up negotiating contracts going on appointments but yeah if

you add to it the income lead income generation activity is actually

visualizing your success doing your affirmations right do it first do it first

if you just do these two things they're actually five minutes only five minutes

a day well well that could even be like oh I pulled up in the card of a listing

appointment I've got this one song that just makes me feel incredible that is

setting that it's like it adjusts your energy it can boost yourself up read

those affirmations in the car before you walk in read those affirmations before

you do the prospecting set yourself up before you take the action the action

is going to be tenfold yes yes yes yes so it is income producing yeah so we have

some homework for you guys every single day visualize your success visualize

and put yourself in that and look at it looking at in your mind's eyes so

detailed and vividly and with feelings because that's what really drives the

attraction come out of that then do your affirmations to program your mind

again and then you go into inspired action yes do those two things in your day

and have it be marked as an income generating activity you're gonna win big

in 20.5 Tara any last insight for the audience on this mindset topic

no I think we covered it I think we did yeah yeah feels good feels good guys

and how do we reach out to you Tara if we want to engage in your mindset

coaching how do we follow you on social media I still have my real estate

social media accounts everywhere so you can find me on Facebook Instagram

TikTok LinkedIn it's kind of everywhere or my email address is Tara L

canoblock at gmail.com you can just I'm still I'm still set up on all platforms

you can find me very easily so just reach out love to help all right Tara

canoblock guys I this is it's been a long time I I always pronounce it

nobla that's okay you're lucky I didn't take my married name it's worse it

is oh boy all right in the chat and you can try reading it but we won't do

that today I love it today we cover visualization affirmations and really

programming your mind before you take inspired action don't give up guys and go

out there and visualize on a daily basis work on your mindset so you can do

what you do better every single day guys let's make it a great day we'll see

you all on the next episode of power half hour adios see you