Welcome to the tom ferry show everybody talks to me about how do i get fast results? How do i get instant success? How do i have the quantum leap in my business? How do i get thin thighs in 30 days or less without diet and exercise? Well, guess what, if that's your mindset, turn this off and go to something else, because none of that works emerson's, most famous quote the one that has burned into my brain, even as i was working out this morning. Do the thing have the power now you've heard me say this before? If you've watched a few shows pay attention, do the thing have the power? Not. I want the power, then i'll do the thing. I want the success, then i'll do the thing i want to have great health, then i'll do the thing you've heard me say before everything in life is hard: being overweight is hard being in great shape is hard being in a bad marriage is hard being in A great marriage is hard having no money is hard and guess what having lots of money is also hard.

I'm asking you today to choose your heart to choose to do the things that give you the power in your business, no matter when you're watching this. Whatever time of the year it is, it doesn't matter, you can start now and here's the thing i'm going to give you two considerations. Two things i want to talk to you about one is: there is a formula that i have been following for two decades. The thing that keeps me if you will on track as a visual and reminder of is what i'm doing working.

Am i getting one step closer to that bigger goal that i'm working towards? Not that immediate goal for the week for the month of the year, the bigger goal that i'm striving for, i want to explain that formula, so you can use it the same way. I do which allows me to get through the bumps in the road the upsets dealing with pissers and moaners and all that kind of stuff. It gets me through it faster and easier, less drama, and then i want to challenge you with a 90-day opportunity, something you could do for yourself for your life, for your business, for your family for 90 days to once, and for all prove to yourself that you Truly want the power, so, let's begin emerson said: do the thing have the power? Do not the thing have not the power i recognize in our business doing the thing is following through on the right activities for at least 90 days or more to really judge and assess. Is this working? Is it not versus you know? I picked up the phone call and tom.

I i sent those five text messages. I didn't get a response that doesn't work or i knocked on a door and it didn't work. I did an open house and i didn't like it. It didn't work instead of having that mindset, which is what i'm going to call a pisser and a moaner.

This is my friend and mentor mike vance. God bless me passed away. This is one of his best books. Ever don't be a pisser and a moaner.

Every one of us knows you got to do things with repetition and track and measure before you see the real results, so you can look back and assess how good was this? What what are the adjustments i need to make, but i'm getting ahead of myself. What if i told you that one of my greatest coaches, teresa jabor, sat me down one day and said so you're starting this business you're going to have it for a long long time, you're going to be in this for a long long time? Do you want to get to the level of mastery, and i said please define for me mastery and she said mastery is when deals and dollars are coming in, and clients are being served, whether you're there or not, in a simple business way, and i said, high Profits, lots of success. Everybody around me is growing everybody's, getting better. She goes yeah.

That is mastery. She said, that's the end result. The problem is everybody wants to get there on tuesday without doing the work you and i we don't operate that way. She then laid out the ideal framework, and this is what i want you to write down in your notes.

You ready it starts with number one making a clear decision on what it is. You want can't be a moving target. How much of what, by when i want to sell 50 homes for the year? I want to do 200 loans for the year. I want to make 400 000 you've got a clear and specific goal and then the hook is she said you got to tell everybody about it.

You got to plan it out and you got to tell everybody about it. So that's number one. You got that we're in 2020. You already know what you want.

Do you is it clearance specific? If i text you at three o'clock in the morning and said, what's your number one goal for your life and your business, could you say bam here? It is or you'd be, like oh think, about that number two. She then said to me: then you got to do as many 90-day cycles in a row as you can, and i said 90-day cycles in the software business. We call that 90-day sprints, where we're going to work on this for 90 days to produce a result. I said: do you mean like emerson? Do the thing have the power she said exactly? You have been challenged before with 90 days of 90 days of gratitude.

Right. That's always a killer one. I want to talk to you specifically about what you can do in your business, to produce breakthrough results in 90 days to shift from this standard of performance to that standard performance. Not this standard just from here to here to raise the bar and do better because you did the work so 90 day cycles we're going to get into it deep.

The third phase she said to me was momentum and, i said, define momentum. She said you know when you're, like 70 80 90 days into a 90 day cycle when you're starting your second 90-day cycle and all of a sudden, you see things start to accelerate clients are coming in. There's more things happening, deals and dollars are closing. Like you, you know what it's that surge of performance where you're in what many refer to as the flow state like everything is just flowing.

This is working and you're thinking to yourself, i'm the chisel, like i'm really good at this, then she said to me: there's two things that kill what we call the momentum state and i said what are they she said number one. Is your ego, you start buying into your success instead of acknowledging what you did to get here and i'm like? Oh god, i've seen that one before including myself right where you start saying: hey, i'm really good at this i'm on fire and and then she said to me and then the second thing happens. You stop doing the work that got you there. Now, let's stop for a second, you know what i'm talking about you you're doing your thing: you're doing your open houses, you're doing your mailers heck you're, sending out little! Thank you cards like you're doing any positive activity that drives results that creates trust that builds relationships.

You're, shooting videos you're doing the stuff and then all of a sudden you're like hey. This is really working, i'm doing great, i'm so busy. I got all these clients and then you stop doing the thing that gave you the power you stop doing. What put you into momentum? Have you been guilty? Yes or no, think about it? You should write a comment right now and say guilty guilty guilty because most of us have been there.

She then said to me: when that happens, the hard part is, you literally, have to hit the reset button and just start the 90 day cycle over again. Look at it. Look at my writing partner over here. Like that's what you have to do, you have to stop and say: okay, i went two weeks without doing my calls.

I went two weeks without doing open houses. I went two weeks without focusing on the mailers, the marketing and everything else. I'm doing i stopped it. I killed my performance, i killed my momentum, i did it.

I got to start a new 90 day cycle makes sense. Then she said to me after you do that and you get into momentum. You go to phase four, which is stabilization so think about this. You do 78 days of calling five past clients a day, texting fab.

You know five past clients calling texting whatever you want to do. You know talking to five new people every day wearing your name badge going to starbucks and they just come up to you and say: hey how's, the market right like you're doing these activities you're doing 90 days of open houses. You do 90 days of emails. You do 90 days of booking appointments.

You do 90 days to challenge yourself to truly show yourself what you're capable of she said. What happens is also now you've created all this new production. If you don't stabilize that new standard of performance, what happens you crash and burn? So what happens you got to relook at your systems? You got to relook at your checklists. You got to look at the software you're.

Using do you have enough people to support you? You know like you've, seen it before, where all of a sudden you go nothing, nothing, nothing, six deals, and then, when you have six deals going and you're used to nothing now you have no time at all. Suddenly you're like do. I need a transaction coordinator. Do i need more sports? Should i get an assistant and her answer and my answer to you is: if you don't stabilize your new level of performance, you will fall back down right.

You will fall back down to where you are most stable. Does that make sense? Most systems, most processes, organization, communication, people, you're going to fall back to that level. Stabilization is the key to sustainable growth. She then said to me from there tom it really just repeats itself.

Over and over and over for a while and i said, explain she said literally you're going to go through a couple 90 day cycles, two three four of them that could be a year. My friend, that could be a year of just four 90 day cycles. Just going after it trying to not have the ego get in the way, try not to kill your momentum and stop doing the thing that gives you the power right. You just you're constantly in that game of like mental toughness, doing the right thing, committing to excellence like really truly in your heart of hearts, knowing why you're doing it all that right, she said, then, after a couple years, that's when all of a sudden it goes Like this and you've experienced this, i see it in my own business like okay, we're doing the thing, we're doing the thing, we're doing the thing, we're doing the thing, we're doing the thing we're starting to get some power starting to get some power, keep doing the Thing keep doing the thing, keep doing the thing and by the way that was five years five years of just doing it doing it doing it doing it doing it and all of a sudden boom you jump to this new level.

They would call that the quantum leap they refer to it as sudden and unpredictable bursts of results right. I'm not talking about no deals, no deals, no deals, but you know you got in your pipeline and you do four. I'm talking about you've been doing 30 transactions. A year and you go 30 90 right.

It's because you've been building up all the momentum. Doing the thing stabilizing doing doing, doing stable, doing doing doing stable. You with me knock knock ding dong, hello, right, ding like over and over and over and over. I should do that all the time i like that, knock, knock, ding, dong, hello, that's sending out mail or email and then ding right over and over and over and over and then guess what happens.

Guess what happens boom. You have the quantum leap and then what must you do re-stabilize or lose it re-stabilize or lose it? I see it all. The time tom i had my biggest quarter ever in the fourth quarter of last year. We did so much production and i say: did you stabilize for the new standard huh and then they come out of the gate in january? It happens all the time.

So do you get the formula? Do you get the formula commit to what you want, get it up in visual? Tell everybody about it. Start executing on 90 day cycles start thinking of it as i've got four quarters in this year and if i can get as close as possible to executing on my 90-day principles on my 90-day standards, if i can do it four times in a year, i'm gon Na get into some serious momentum, i'm gon na really recognize my greatness. I'm gon na see how much i can really do versus you know the person that did a couple days of calls. Did one open house sent out some mailers now and then and was basically playing at this game versus going all-in you with me and then what do you? Do you stabilize more 90-day cycles, you stabilize more 90-day cycles, you stabilize more 90-day cycles, notice, the plural s and then boom.

The quantum leap happens and you either stabilize and go back to 90-day cycles or guess what happens rich poor, rich poor and you got to decide my friends if there was a get rich, quick way in real estate. If there was truly a way to say hey, you know what here's the easy path, don't you think i'd be offering it don't you think that would just be the easiest thing on the planet and even today, where you can arbitrage and buy leads. That's still not easy, buying leads is hard. Not having leads is hard.

Self-Generating leads is hard like only buying leads is hard. It's all hard. It's all hard choose your heart. You with me choose your heart, so i would love for you to map that out.

I have it just on my bathroom mirrors, just a reminder that i'm 16 years in this business happy anniversary a couple of weeks ago, and you know what we're in right now a 90-day cycle called q1. Let's all do the thing that gives us the power. Every single day, let's track and measure it right track and measure it in our journal, track and measure it with our software. Let's know that we're making it happen, we're doing the right things over and over and over.

We all make mistakes. We all get off track, but we get back on track. You with me when you do that your growth is going to accelerate and you're going to be a very happy person in your life and in your business, because success begets success, makes sense. So here's my 90 day challenge for you.

I would love for you to ask yourself this question: what are the three to seven non-negotiables three to seven activities? Non-Negotiable, like i do these like, like i brush my teeth like i take a shower, like i you know, say hello to my spouse, like you know the things that you don't even think about, you just do automatically. What could those be in your business that, when you do those for 90 days in a row, that's seven days a week in case you're, wondering or 78 days in three months 90 days and you take one day off a week? I don't care. What can you do to prove your greatness? I would argue, it might be getting up and exercising it might be reviewing the daily hot sheets, because we're we're in the business of knowing more than our buyers and sellers and that's important. It might be practicing what to say and what to do in every selling situation, so i can negotiate with great empathy.

I could get a better result. I can help more buyers that are in research phase or you know, transaction phase. I can convert more sellers. I can get more appointments because my goodness knowledge equals confidence and ignorance, equals fear, makes sense and then 5542 make five calls to your database.

Have five new conversations. Do four lead follow-ups, shoot two videos every single day because it's 20 20 and it's time and you do that every day and then you might say i want to book an appointment. I want to go an appointment. Yes, you decide, but everything has to be.

As jeff olson once said, author of the book, the slight edge by reading 10 pages of a good book every day. Does it change your life that day no does not reading 10 pages of a good book every day, not doing it? Does it change your life that day nope, but do it 365 days in a year, that's 3650-ish pages. I think my math is correct and you know what, if you read 15 good books in a year, you would transform your thinking forever. Do the thing have the power? So are you up for the 90 day challenge give me a thumbs up.

Give me a thumbs down, make a comment. Let me know if you need a journal, go to my website. Get one of these right do something, because if you don't track and measure it, if you don't be honest with yourself and say one two, three, four: five ten, i did my ten contacts and i did it today and i did this many days in a row. Then that many days in a row then that many days in a row, but the momentum you will be in quicker than you can imagine, will be extraordinary.

So i challenge you to truly make this an exceptional year. By doing the thing that gives you the power, let me know if you're in at all, keep sharing and i'll keep pushing. If you haven't text me yet 949-216-5466, let me know how you're doing, let's all get into action. That is the game.

I'm out.