in this video I'm going to give you 28 years of brutally honest advice that if you follow will make you a fortune in real estate now it's not going to be easy for you to do what I say because it contradicts what most other real estate coaches and Brokers tell you to do I spent the last couple of months working on this particular video there are 22 points that I'm going to share with you and I can tell you that point number 22 is as important as Point number one they're not in order of importance and I lay it all out for you here if you want to succeed if you want to take a lot of listings sell a lot of homes and help a lot of people all you have to do is do what I say let's start Point number one I have eight pages of notes a lot of notes like I said I've been working on this for a while so you're going to see me looking down I want to make sure that I don't forget to tell you one single thing that I wrote down because they're all critically important Point number one is if you want to make money selling real estate right now not 6 months from now or a year or two years from now and you want to continue to make money consistently you can't sit around and wait you must must in capital letters look for business every day by talking to people that you don't know otherwise you will not have listings if you're new to real estate write down what I'm saying because you're going to remember this if you start getting distracted doing everything else and if you've been in real estate for a while you already know this is true you might have already noticed sellers that want to list their house are not going to come in knocking on your door calling your sphere of influence which is what most Brokers tell you to do when you start a lot of coaches tell you to do that I'm not opposed to that but if that's what you're going to do and that's all you're going to do you're calling your sphere of influence meaning the people you know and if you've been in real estate for a while you could call your past clients if you're new you have no past clients well uh this is a longterm process You're Building relationships you're establishing yourself as an expert and your sphere of influence is a limited number of people you only know so many people you can think about all you want you can make all your lists but it's a limited number of people and for most real estate agents it's limited to maybe a couple of hundred people so once you talk to all of them and maybe you find somebody who wants to sell now Maybe not maybe you get a referral maybe not what do you do then if you don't learn how to sell and Prospect for clients by talking to people you don't know here's the final brutally honest advice on point number one you're going to be looking for a real job real soon Point number two you must start now stop telling yourself that you're new and you have no experience experience doesn't equal confidence you don't need experience you need confidence in order to succeed and here's the great news confidence being confidence exuding confidence is a decision you make to to behave confidently I'm going to explain this to you okay and this decision to behave confidently is infinitely more important for you to succeed than years in real estate acting confidently also makes up for a lack of skills if you're new new to real estate or if you're new to listening to me and you're not very skilled because you haven't put any effort in work into it confidence exuding and behaving confidently will make up for that lack of skill I have a lot of clients currently and I have coached a lot of real estate agents in my career I'm talking tens of thousands and a lot of them unfort fortunately most of them have been in you know been in real estate for years they have some experience or at least you know you think that they're supposed to and they're broke they're struggling they're not making enough money and many in the past and currently are considering their options looking for a real job and then I have client cents currently many of them brand new to real estate never took a listing never sold a house they joined my training they do what I say that's key and they start taking listings immediately and I'm saying immediately like first week they start taking listings and they keep as long as you keep doing what I say they keep getting better and they keep taking listings and pretty soon they have an amazing business so exper erience first of all time in real estate how many years someone has been in real estate doesn't mean they have any experience I mean their agents that keep a real estate license for 5 years and they sold one home a year or none so that doesn't say anything acting confidently and continuing to build your confidence by working on your mindset and your skills every day that is the key you you learn by doing you don't learn by thinking about it and waiting you learn by doing Point number three most coaches tell you that 70% of your business comes from lead followup that's a lie plain and simple top listing agents set appointments on the first call and for the same day day they're not out there getting leads you're out there getting leads and top listing agents are setting appointments on the first call and taking listings today remember that the purpose of cold calling or prospecting talking to people you don't know looking for business is to set appointments the goal the purpose is not to get leads you have to prospect for appointments and believe that you can set an appointment with everyone that you speak with otherwise you're wasting your time oh but set an appointment with everyone that I speak with yes you have to have that mindset and belief cuz otherwise why are you calling people if you don't believe you could set an appointment seems useless and meaningless to me and with everyone especially espcially you know this belief and mindset of setting an appointment especially with a highly competitive fsbl and expired listings why are why are fsbl and expired so competitive meaning why are there so many agents calling because it's immediate business and agents even the ones that don't want to make calls they don't want to talk to anybody they're like I got to call these new expired listings cuz these people realist the property I have to call for sale by owners they want to sell the house now the good news for you if you decide to do what I say is all of these agents are calling but very few maybe less than 1% I mean like really very few know what they're doing in terms of know how to communicate and actually set appointments so technically you have no competition Point number four do not Preview Properties it's a waste of time period but there are a lot of coaches and Brokers saying Go preview property call expired fsbl whoever and ask them if I have a buyer will you work with me will you pay my commission why would you actually call a seller and ask them if if they would pay you a commission if you bring a buyer when you are really looking for a listing that's that's the saving plain plain and simple you're lying to the seller and you're wasting your time unless you actually have a buyer most agents that are calling and saying that don't have a buyer they want a listing and they're saying that to get their foot in the door and then CU I've had this question ask of me so many times if they say oh okay yeah you could come look at the house in case you have a buyer the question is well you know what do I I don't really have a buyer so once they tell me I can come see the house like how do I how do I flip this conversation to a listing I don't know go ask the person who's telling you to call them and and and tell them you have a buyer I don't know the answer cuz I don't teach that learn how to convey your value so you could set a qualified listing appointment that's what you should be doing instead of wasting your time and lying to sellers again that's what top listing agents do and if you're sitting there thinking well but I'm not a top listing agent I'm new well you won't be a top listing agent until you start behaving like one point number five you have to call new expired listings and for sale by owners if you want to take a lot of listings but fbl and expired are hard uh no they're not other agents are listing and selling them you just have not put put enough time yet to learn how to communicate with them effectively that's it they're not hard you're just not that good yet you can get good at it if you dedicate the time to learn how to communicate the fact that you cannot convert them is a weakness at the moment think about this when you solve that weakness when you can transform that weakness into a strength you're going to dominate listings in your market and you can do that I don't care who you are I don't care where you've been what you've been through what's going on your life what experience that you don't have you can do this I I know for a fact now think about this I was talking about preview on the previous Point number four coaches tell you to go preview for sale by owners and then follow up for weeks and months a lot a lot actually maybe there's somebody out there that I don't know of but most every coach and broker and everything I hear them telling agenes fsbos take a long time to list there'll be leads you're going to have to follow up for weeks and months that's not true that's simply a lie that's another lie fsbos will list with the first agent that can show them how paying their commission makes sense financially period end of story previewing and offering free help is a waste of your time and it actually shows the seller that you have no selfworth I'm helping you for free I'm doing stuff for free and it actually also shows the seller that you don't believe that they have any problems selling on their own that is costing them money that you can solve I want you to think about this question if you see one of your Friends making an expensive mistake wouldn't you tell them so if you don't even know what I'm talking about solving problems that cost fible ph's money well you're a real estate agent you have a license you want to take a lot of listings this is stuff that you have to learn Point number six if you're afraid of making calls and talking to people you don't know about because you don't know what to say we can solve that for you first of all download my script book for free the link for you to download my script book is in the description of this video so make sure you download my script book cuz then you won't have an issue in not knowing what to say Obviously everybody starts there I've been in real estate for 28 years and when I started I had no idea what to say I learned I put in a lot of time and energy in it and I learned it didn't take 28 years it took about four 3 to four years for me to feel like okay I think I know what I'm doing now starting to really like embody confidence I had to fake it in the beginning you have to act act confidently even when you're not not and eventually by putting in the time to learn which is I already talked to you about that you will become confident so I wrote this down Master the sellers objections sellers have objections Master their responses the good news is that they are not a thousand objections for you to master expired listings have a handful of objections really common ones that you're going to hear all the time Master them learn two to three responses for every single one fsbos have a handful of objections you're going to hear the same thing every time you call a FBO two or three responses to each of these objections we're talking we're talking about 30 5 times three if you learn three responses and then go beyond learning I said Master the responses that's going to give you tremendous confidence just knowing what to say when they give you an objection you're not like freaking out cuz you you don't know what to do learn how to respond what stops you from making progress on the calls that you make and the listing presentations you on is your inability to overcome their objections that is the obstacle figure it out you can overcome that obstacle and like I said earlier it will become a strength not a weakness for you I wrote down this example think about a pilot they don't just learn the basics of flying a plane actually a commercial pilot must go through 1,500 100 hours of training so they can handle any situation that may come up you must do the same thing practice until it is impossible for you not to know how to respond and at that point I can tell you you're going to start loving making these calls oh my gosh that's possible absolutely because you know how to you know how to handle it doesn't matter what they say you can overcome it Point number seven agents say all the time oh I don't like scripts cuz we're talking about learning what to say right downloading my script book I don't like using scripts it's not how I speak well agents don't like scripts and if you fall into that category think about what I'm going to say you don't like scripts because you don't know them and you don't know how to deliver them cuz knowing what to say is a small part of communication and then you got to learn how to say it cuz that is what makes the biggest difference when you learn what to say and how to say it that's it you're going to have the confidence to actually make these calls and use the scripts so here oh but I don't like it I don't like it it's uncomfortable everything new new that you take on is going to be uncomfortable and it's never going to be comfortable if you don't use it if you don't learn it if you don't do it without proven effective scripts which mine are it's not just proven by me I have I've coached thousands of clients you're making stuff up as you go so I don't want to use script I'll just call and you know I'll figure it out like when they say something I'll make something up how is that working out for you I assumed not very well effective prospecting calls are scripted conversations I trust you're taking notes the more conversational you sound the better your results will be the more scripted you sound the worse your results will be if you read scripts to them you're going to sound scripted in the beginning you don't have a choice it's new you don't know them you're learning go ahead put them in front of you read it to them that's fine if you are practicing every day you're not going to be reading them for very long you're going to memorize and internalize them and own them very soon if you're practicing every day everybody starts by reading scripts I did everyone does but if you choose you know I said practice every day if you choose to practice every day you're going to sound start sounding conversational very soon and then that's when the fun starts because now you you're actually you're having a conversation you're able to listen intently and that's what effective communication is all about Point number eight don't use long winded ineffective scripts with questions that sellers are not interested in answering and that's most scripts out there except for mine my script my expired script is one line what do you mean one line yeah it's one line download the script book you'll see my Fook script is like I don't know four or five sentences that's it very short sweet to the point my scripts are direct clear and concise they address the sellers concerns from the very beginning of the conversation by being Direct you're not wasting people's time rambling and nobody's interested in answering a call from a real estate agent that they don't know a complete stranger that they don't really want to talk to and just be interrogated with a bunch of questions they have no interest in that so quit doing that and when you use my scripts people won't say to you well what are you asking all of these questions uh I what what do you want from me and I'm busy click you won't get that anymore and now when you look at my scripts I'm sure they'll make sense to you I'm sure cuz they do make sense they're just logical but you may not like it because they're direct you're like oh but I have to say that I'm not confident you already know what to do about your lack of confidence and if you don't feel comfortable which you won't cuz it's new when you start using my scripts and then you decide to I'm going to combine scripts I'm going to take a little bit of Jackie scripts and then I'm going to take this other script here that makes no sense a bunch of like useless questions they don't want to answer so I'll mix it up a little bit don't do that that makes no sense you're just getting off track you're not going to get better at this by doing it the wrong way when you use my scripts even if you sound scripted you're uncomfortable which in the beginning you will you're going to set appointments and you're going to take listings I have clients doing it every day that are brand new you can do it too Point number nine I love this point you are in the business of communicating that's how you make money communicating with people people and it goes beyond just communicating the more effectively you communicate the more money you make that's the bottom line developing high level communication skills will make you a fortune and that should be a priority for you every single day point number 10 use a listing presentation that focuses on how you will solve the sell's problems they have problems if your presentation is anything other than solving those problems again you're wasting their time and you're wasting your time write this down what's in it for them not what's in it for you that's not what it should should be about should not be about you needing a listing so you could pay your bills it should be about them not about you don't talk about you your company all your Awards and certifications and designations oh yeah but you know I have a great track record briefly and you could actually insert and say certain things if you have a great track record and your company or whatever while you're talking about how all of this is going to benefit them the truth is sellers are not interested they don't care all your experience and your company how big it is and and all the courses you've done and all that stuff what they care about is how is all of that going to help me do what I want to do how is it going to help me achieve my goals so what's in it for them that has to be the focus sellers are asking this question can you solve my problem and you know the the number one problem that every seller has is the answer to this question can you sell my home for the most money possible in the least amount of time with the least amount of hassle that's that's what across the board what sellers want to know from you and then I wrote this down 99% of listing presentations don't differentiate you and your company from everybody else what all other agent Sur like the same thing same thing I remember when I got into real estate my broker taught me a listing presentation that took about two hours you I got to show all the stuff you know 20 years like f papers and a folder and all this stuff like literally put sellers to sleep please don't do that they're not interested in that can you sell my home for the most money possible least amount of time with the least amount of hassle so master your listing presentation as a matter of fact Master my listing presentation it's in the script book that you're going to download for free wow them at the appointment and leave no doubt no doubt that listing with you is the best decision they can make when you start taking this approach and this mindset and attitude with you on listing appointments it's game over my listing presentation is 20 20 minutes could it take longer sure if they have a lot of questions of course you're going to answer but it's a short to The Point presentation focused on what's in it for them and sellers again are not interested in spending two hours listening to a bunch of blah blah blah that makes no sense to them Point number 11 they want a professional not a friend sellers don't care if you have a dog too or if you love fishing like they do or you love their decoration or whatever else real estate agents are doing on these appointments thinking that oh yeah you know I want to I want to build rapport like what in the world are you doing can you imagine walking into a doctor's office with a horrible headache and this doctor starts making small making small talk with you and they spend like 10 minutes you know just like oh you know how have you been and what you know oh my gosh like you walk in in a seller's house you you could actually relate to everything they have right a doctor starts asking you a bunch of questions totally unrelated as to why you're there it doesn't happen that's never going to happen professionals don't do that so why would would you again they're looking for a professional not a friend and I trust you're looking for clients you're not looking for friends on your listing appointments either Point number 12 marketing doesn't sell homes marketing can get a lot of attention but price it's what sells properties and this is critically important cuz there's so much gimmicky stuff out there you know do this and that to Market properties great yeah it can help exposure the prospecting you do it's all helpful but I wrote this down there's not enough amount of marketing that's going to sell an overpriced property and well-priced properties will sell with no marketing sit sit sit with that one for a little bit Point number 13 don't tell sellers what to list at meaning what price to list their property at help them understand what their property is worth and that pricing the home correctly is in their best interest use Market stats well to use you got to know them you got to look for them and you got to know them use Market stats and as evidence of it's in their best interest to price the home correctly there's a lot of evidence in every Market the longer a property sits on the market the bigger the gap between the list price and the sales price help them understand that have a well prepared market analysis so they can clearly see what you see as to how much this property needs to be priced at this is really important because when they when they understand and they tell you what they see based on evidence and market conditions and Market stats now they own the price and when they own the price they don't argue with you about it plain and simple number 14 mindset meaning your thoughts your beliefs what's going on your head is everything if you don't believe in yourself they're not going to believe in you either how are how are you going to convince somebody of something you don't believe in I don't believe in myself but I'm calling you and I want to go meet with with you to have you believe that I can do this job for you but I don't believe in myself it it's like illogical it defies logic in every way and if you don't believe in yourself again they're not going to trust you to handle the sale of one of their biggest assets for most people their biggest asset so it's not going to happen which means that you must you want to make a fortune selling real estate you can but you're going to have to work on your mindset consistently every single day as Ziggler says it's like taking a shower you have to do it every day point number 15 do not go on unqualified listing appointments this ties in a little bit with what I told you earlier one of the first points of not going to Preview Properties you must pre-qualify every appointment my pre-qualifying script is in the script book that you're going to download at the end of this video don't do it in the middle of the video at the end what is a qualified listing appointment it's one where the seller understands that that you are going there to show them why they should list the property with you it's that simple that's what you're doing there you're not going there for anything else qualifying an appointment doesn't mean that the seller is committing to list with you it means that they're willing to consider listing with you if and this is a big big if you can show them that they they will be better off by paying you than doing anything else when you prequalify effectively and my script are the basic questions by the way you're in control of this appointment because think about it they're willing to consider let me say this again they're willing to consider listing with you if if you're able to convince them they're better off paying you than not paying you if at the end of your appointment they're thinking you're like every other agent that I spoken with and met with or I can do what you do you didn't earn their business and they should not pay you to do nothing because that's what they're thinking is like what is are you going to do nothing I mean every agent does the same thing I can do all the things you're going to do so yeah no I'm not going to pay you and you shouldn't expect them to every listing appointment I love this point is a yes until you turn them into a no the fact that they agree to meet with you and they said sure yeah come over today at 4:00 it means that they are a yes if they were a no they wouldn't have given you the appointment if you are unprepared unconfident and hesitant you will turn them into a no so you are in control of the outcome how you show up determines whether they list with you or not and I want to tell you a quick story this this actually happened to me about seven years ago I decided that I wanted to buy a Tesla I walked into a Tesla store my son was with me I had already decided before I walked in I had already decided I didn't need to drive the car I didn't I didn't really have any questions I'm like okay how do I what do I do here so I can get the car and the salesperson turned me into a o I ended up walking out without the car and I still I never got the Tesla I I don't drive a Tesla and now I'm not even interested in it but back then I want it I I walked in there to get it they turned me into an O how I was thinking about this I even asked my son I said do you remember like what exactly happened that day um they talked too much they talked too much about things that I did I was not interested in I didn't care I didn't really want to know they started giving me way too many like oh oh you can lease you can buy you could do this you could do that I didn't ask any of that they just again put their foot in their mouth and they wasted a lot of my time and then all of a sudden I I I started feeling and thinking you know maybe I'm not like you know I got started getting like this weird feeling like questioning what I had gone in there to do and I thought you know maybe maybe I'm not supposed to get this car and that's it I walked out and I never did and don't do that on the appointments that you're going on number 16 develop versatility I have a lot of notes on this particular Point what is versatility it's you being able to adapt adapt to everything adapt to anything adapt it's like being a chameleon you know that animal reptile whatever a chameleon is that like changes color based on the environment adapt now right write these things down I I trust you've been writing everything down because it's all very important if you want to succeed and make a fortune as a listing agent talking to everyone the same way doesn't work and this is not about the scripts cuz you have to use the scripts and my script work it's the how you're delivering the scripts you can't talk to everyone the same way people want to feel heard and understood every human being does and you have to meet them where they're at they're not going to meet you where you're at like oh this is how I am this is how I talk no you have to meet them where they're at in order to build rapport and have the ability to influence them and adapting to build rapport and and being able to influence them it's not manipulation I've actually had clients well like it sounds like manipulation no it's not it's Artistry it's being an artist and it requires you to let go of your self importance and your ego well this is how I am this is how I talk and this is got to let go of all of that to be able to adapt and be versatile and that's what highly skilled communicators do highly skilled listing agents that's what they do they adapt in a selling situation you must do the same because people behave differently especially when they're frustrated if you've ever called a brand new inspired listings oh they're not happy people they're frustrated they can be hostile they sound angry that doesn't mean that they're all the time like that they're in a particular State at that moment and your ability to mimic and match I'm going to talk more about this in just a minute mimic and match adapt in that moment is going to cause you to build rapport what is Rapport I actually I know what it is but I wanted to find a definition that you can clearly understand Rapport is when they feel comfortable with you cuz when you call a new expired and they're frustrated angry and hostile they're not comfortable speaking with you and in that moment when they answer the phone hello what do you want you're not comfortable either when you're able to mimic and match instantaneously you're able to build rapport where they feel comfortable they feel heard understood we we you don't have to say much it's just mimicking and match their rate of speech the emotion the volume of their voice and all of a sudden they like the walls come down meaning their emotional resistance and defenses to you are lowered and now now you're able to influence you're able to lead Rapport proceeds your ability to influence so this is a critical skill you don't need to worry about oh but how about personality styles are they a driver they're an analytical people shift depending on the situation if they're angry if they're frustrated they're stressed they can present themselves in different personality Styles and if you if you talk to a brand new expired and they sound like a driver personality of course people have personality Styles you don't need to worry about that cuz if you start talking to them as a driver and all of a sudden they get analytical and they start asking you questions and stats and what and you still talking to them in that same way that you determine they are you're going to lose them and and you're not even in and by the way when you call somebody you don't know and they answer the phone hello you're going to tell me that you can determine their personality Style just by them saying hello it's impossible you can however mimic and match based on a simple hello their emotion their rate of speech the volume of their voice and when you learn how to do this effectively it's magical it's like you immediately they calm down they're like at least they take a breath they may give you objections CU they don't know who you are and they don't want to talk to real estate agents but they're not hanging up on you instantaneously number 17 don't do open houses here's why it's a passive approach that attracts mostly buyers if you want to be a listing agent why would you want to be doing stuff to attract buyers number two the few buyers who may walk into an open house are not ready willing en able the majority very few in essence are already willing en aable about 4% and so 96% they're just looking around wasting time and the small percentage that are already willing enable are generally not going to buy the house the first house they walk into so now if you happen to get a buyer imagine four out of 100 who's ready willing and able they're not going to buy that house so you're wasting the seller's time cuz you're looking for business so you can sell them somebody something else number three reason why not to do them by prospecting Monday through Friday for 4 hours a day which is what I tell my clients to do you will be consistently finding buyers and sellers CU you're prospecting for Sellers and you're going to find buyers too you're not looking for them but you're going to find them and you're not opening the seller's house to unqualified strangers off the street which you should be concerned about your safety and their safety and the safety of their belongings and then the last reason why not to do open houses is sellers if they want to they could do that on their own they don't need to list with you and hire you to do something that they can do now they're not going to spend for hours a day looking for buyers and sellers and that's what active and aggressive agents do Point number 18 choose to have a growth mindset and not a fixed mindset a fixed mindset is based on and focused on Survival you know I'm desperate I need a listing I need a commission I got to pay my bills uh fear of change you know I want to keep everything status quo you know I feel comfy here and it's also being a victim well your interest rates are high you know it's an election year and the and you know the market is slow victim like all of that has nothing to do with your ability to list and sell a lot of homes it's blaming out side circumstances whether it's a situation or even people yeah your your broker your partner your family uh other agents I don't know whatever you know people with a fixed mindset anything and everything to them is an excuse or a reason not to succeed having a growth mindset means that you take full responsibility for everything everything you're the one that can actually control the outcome because you take responsibility in essence whatever needs to be done do it yourself and do it now that's someone with a growth mindset oh but I don't know what to do people with a growth mindset they find the answers they go figure it out they don't sit around like oh oh you know poor me I don't nobody is helping me I don't know what to do the answers are out there all of them are out there go find them Point number 19 don't be a jack of all trades and master of none stop looking for the magic answer that will make you a lot of money with little effort I wrote this down there is no free lunch focus on mastering the skills and the mindset of top productive and profitable listing agents and refer buyers out you can't be a jack of all trades you're a listing expert or you're a buyer expert you're a listing Specialist or a buyer especially you choose you're not going to be able to do both at a high level anyway you're just a little bit of this a little bit of that you get distracted and you're you're not going to go anywhere so on the topic of there's no free lunch there are a couple of quotes I want to give you Napoleon Hill quote there is no such thing as something for nothing you can have everything you want if you are willing to pay the price there's a price to be paid and that's putting in the time energy and effort to build the skills to develop the mindset of top listing agents that's the price and another quote on this for you there are no shortcuts to any place worth going so quit looking for the magic answer it doesn't exist you gotta pay the price and when you do you'll be rewarded over and over and over again for it number 20 we're almost done failure leads to success failure is actually an opportunity I failed on 95% of my prospecting calls and I'm talking about around starting my fourth year in real estate when I was already selling 100 homes a year and I was feeling like I knew what I was doing at that point I failed on 95% of my prospecting calls meaning 95% of the people I talked to did not set an appointment with me I talked to approximately cuz I tracked my numbers 20 people people a day they were all expired and fbl 20 new conversations a day around my fourth year in real EST estate in the beginning of my real estate career I was talking to hundreds 400 people a week and very little results okay so I'm I'm I'm talking about here I feel like I know what I'm doing I'm selling 100 homes a year and still 19 of the 20 conversations I had every day was a no to get one yes so so I mean you could focus on thinking W my gosh 19 NOS W that's failure or you can think every no gets me closer to a yes the failure is what makes you grow is how you learn and get better there's just no other way you don't grow get better and succeed like there's no such thing as like every call is a success it's impossible nobody can do that the only way to get better is going through massive amounts of failure the process may make you feel like you are faing but you're not you're on the path to success and when you have the mindset of learning and getting better every day success will come there's no questions about that it will come you just have to go through the process Point number 21 is actually really short don't expect anything from anyone whatever needs to be done do it yourself and do it now meaning no procrastination you got to get things done top listing agents are doers and the last one number 22 it's related a little bit to a previous Point don't blame the market don't blame your broker don't blame your family that's being a victim victims don't have any power when you're a victim and you're blaming something outside of you you're giving away all of your power you have no control of your business it's like oh how do I take listings how how do I get paid I don't know you keep blaming things outside of yourself it's not going to happen take responsibility for absolutely everything in your life Highly Successful People this is very similar to the previous Point here but I just want to just leave you with this thought CU it is the most important one if you're not willing to take full responsibility for absolutely everything you're not going to do anything I said as I warned you in the beginning I know it's not going to be easy because you're hearing all kinds of different people in positions of authority telling you the opposite of what I told you you got to make a choice I am confident that when you follow the steps you do what I say and understand it's not going to happen overnight that would be be the free lunch there is no such thing if you're consistent and you're committed in doing what I told you to do you are going to have tremendous success thanks for watching this video make sure you put your comments or questions below and I'll see you on the next one