Brandon and Kyle understand that the last two years have been an intense roller coaster ride. They’re seeing their clients hit walls, feel frustrated and uncertain where to go from here, and so much more. This week, they talk about looking at the hard truth: yourself, to see what proactive changes you can make so that you’re not creating a reactionary business for yourself. It’s time to think proactively about your next steps and avoid burnout. Key Takeaways It's been two years of intense real estate uncertainty. So many people are hitting a wall and not sure where to go next. It’s important to know you’re hitting a wall before it actually breaks you. Most people are not incredibly organized, so when disaster strikes, it can take some time to get back your bearings again. If you’re feeling overwhelmed or like you have to change up your entire strategy, that’s a sign you’re at the breaking point. If you don’t have a plan or go into this industry with some details laid out, then it’s going to feel like an uphill battle. Kyle gets it. He is not a details person. He hates being “in the weeds” of something, but it’s important to do, especially when you’re first starting. People hit walls when they’re in a reactionary business model. Most of us are avoiding our problems. However, there’s a lot of power by calling yourself out. We don’t want to have the honest conversations we need to have. We all go into real estate for freedom and to live life on our terms. What’s the best thing you should be doing right now if you have hit a wall? You have goals, but have you actually taken the next step to hit those goals? A lot of us don’t know how to learn, but it’s easier than you might think! No matter what happens, you have to take ownership and responsibility for your actions. Entrepreneurship really defies most human instincts. You will be challenged! Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon sits down with his very first guest so far on the show, Margaret “Mo” Smith! Mo is the CEO of I Love it When, a coaching, consulting, training, and retreat company for Entrepreneurs and their Operators. Mo shares why it’s important to have a spiritual side to your business and the positive impacts meditation and slowing things down can have for your mental wellbeing. In this hour-long discussion, join Brandon and Mo as they talk about unselfish selfishness, being your true self as a business owner, and tapping into your spirituality. Key Takeaways Mo shares what holds people back the most in their business. We have so many distractions thrown at us constantly. It’s important to have a sense of spirituality within business. Mo explains what she means by that. Mo was fed up and done with the mediocre. She wanted to make an impact. The chatter in your head doesn’t get worse when you sit down and meditate. If anything, it makes you aware of how much noise is going on in your head. Meditation is not the absence of thought. It is the recognition of thoughts and letting them go. Mo has discovered the best kind of learning is through experiential learning. She doesn’t want to just “talk.” She wants to engage with her audience. Mo has gotten more in touch with her intuition and, guess what, she’s been rewarded for it. How do you perform to the highest level of standard without being trapped in the “hustle” and “grind” of out-competing everyone? Before getting involved in real estate, Mo did social work. This has helped her have more empathy and understanding towards others. All humans feel the same sort of core emotions. Fear of rejection, fear of failure, and more. However, when you challenge yourself and start seeing the growth, it becomes contagious. What’s the reason you got into real estate? The real estate industry is like the diet industry. Everyone’s jumping on the bandwagon of the hottest “trends” to get you leads. Mo is a recovering people-pleaser. It’s so easy to get caught up in trying to make everyone happy. Mo decided to put herself first. When you find ways to make yourself happy, more good things end up happening to you. You only need a select amount of true fans, but real estate agents are trying to be everything to everyone. Brandon thinks a lot of people in real estate are actually introverted masking themselves as extroverted. Brandon had to give himself permission and tell himself it’s okay to not go to every social event out there. When you’re at a conference, just pick ten people you want to network with. Ten! Focus your energy on that. No matter what, don’t worry about being an introvert! Mo highly encourages you to do a solo trip, no phone, no nothing, for three days. People get so uncomfortable with being alone with their own thoughts. Why does Mo believe she’s been on this planet more than once? Your ego can only exist in the past or the future. Even if you’re not a spiritual person, lean in with curiosity and explore this world with new eyes. Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com Iloveitwhen.org…

Brandon and Kyle talk about some of the big negative drama that the news loves to feed about what’s happening in the real estate market right now. It’s so easy to get distracted. It’s so easy to focus on things that are outside your control, to blame Zillow, to blame XYZ, but really, all it’s doing is taking time and energy away from you building something great in your business. Brandon and Kyle share their thoughts on how to get out of this negative cycle and back to focusing on things that actually matter in this week’s episode. Key Takeaways Big drama happening in real estate. The news really is driving a fear mindset. There’s so much noise out there and it keeps you distracted from working on your business, and growing it to its full potential. It’s so easy to post something negative online and get validation on that negativity. Negativity recruits more negativity. Negativity doesn’t serve you. Focus on your business. Focus on doing good. Real estate is simple! It’s not easy, though. Who should you REALLY be worried about? The people who are showing up, that’s who you need to pay attention to. The way you actually make a difference is by going out there and earning new business for yourself. Focus on helping others. It’s so easy for us to just avoid work. We need to make a commitment to ourselves to do the work. Trust the process and be consistent. What race are you in? Who are you competing against? Keep your eye on the prize. Why be mad at Zillow? Let go. You can create a bigger impact on your business. Stop giving into distractions and looking for that easy button. It doesn’t exist! Nothing in life is guaranteed. You might lose. It probably won’t be fair. No matter what happens to you, you will always have the experience; and that’s key to success. You’re going to fail eventually. It’s a given. Embrace it. You’re going to be okay. Be ready to change your mind. Be ready to adapt and evolve. It’s only going to benefit you. Let all the industry drama go. Just let it go and focus on you. Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon and Kyle talk about authenticity and why it’s so important when you’re building your own business. If you hope to be authentic to your team and your clients, it means you need to have a level of confidence within yourself to not care what people might think of you. It’s hard to develop this skill right away, especially for agents that rely on commissions. Brandon and Kyle share what you can do to be more authentic, and why repelling people is actually a good thing. Key Takeaways What is the meaning of authenticity? How does being authentic in your life and business improve your productivity? Being authentic is when your thoughts, your words, your emotions, and your actions are all aligned. The industry is pushing a lot of things that make people very uncomfortable. It’s putting too much pressure on people to perform and it’s taking away people’s strengths. When you know something doesn’t feel right to you, you need to check in with yourself. Being authentic is making a personal commitment to yourself that you will raise the standard and go above and beyond for yourself and your business. Confidence is not a temporary thing. You should have to “fake it till you make it.” Confidence first starts with knowing that we are all flawed human beings. Confident people do not hide from their flaws, they embrace them. They really don’t care what people think. How do we get out of a people-pleasing cycle? Attract the right people to your organization by being vocal about who you are. Who would you be in your life and your business if you were completely free of fear? It’s not about changing the work that you do, it’s about changing the part of you that does the work. If you're trying to be everything to everyone then you’ll end up faking it. You’re setting yourself up for an impossible mission; you can’t be everything to everyone. Own who you are and what you’re trying to accomplish. Brandon’s goal is to attract the right people to work with him and repel the wrong people from his community. Be your most authentic self and find that community that makes you feel empowered to build the skills you need and to learn from your mistakes. Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon and Kyle talk about selfishness. There’s actually a positive form of selfishness that more people need to embrace! The selfishness of taking care of yourself first so you can show up in a bigger and better way for your team, friends, and family. Key Takeaways Let’s talk about selfishness. It’s not just a negative thing! It’s not selfish to focus on yourself. What are the right conditions to create positive selfishness? Brandon knows he needs to work on his health, but he also knows that’s going to take more time away from his family. Are you just being busy to be busy? Growth is just as much about saying no as it is about adding new things to your plate. Do you have people in your life that feel like they have a voice in your decisions? Here’s where you need to decide between needing the best outcome for you or their approval. What can you be doing for yourself that will optimize your time? Are you tired currently? Do you feel like you don’t have a lot of time? Do you just feel bad? Be selfish to yourself! People can easily fall back into negative patterns, especially if they don’t prioritize themselves first. You’re going to be a better person when you take care of yourself first. This works in all areas of your life. Spiritual, mental, and physical. It feels selfish to take 20 mins. twice a day to meditate, but the benefits you get help you show up tenfold! Be selfish for all the right reasons. Brandon had to write a letter to himself a year from now. He shares an affirmation that helps him stay on track. Get ready to disappoint some people who are over-demanding of your time (outside of your family). Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon and Kyle talk about some of the common pitfalls agents fall into when they’re working in their business. It can be hard to let go of certain things and really capitalize on the resources that are available to you. In this week’s episode, Brandon and Kyle talk about leverage and some of the myths and hesitations agents are faced with when it comes to using this leverage! Key Takeaways Leverage can be so good for your real estate business, so why aren’t more agents using it? Let’s dive in and talk about some myths about leverage. Do you think no one can do it as well as you? Not everyone is going to have skin in the game and work as hard as you. However, you still have to learn how to delegate. Write down everything that you do. Put it on paper. In a loose way, you’ve created a system that someone else can now follow! Set the right expectations with your clients. Are you answering emails at all hours of the night? Stop! No matter what, strive to build consistency in your business. You do that by building accurate systems and processes. Flying by the seat of your pants in this industry is stressful. Leverage is meant to give you back time! Sometimes people feel like if they’re not working as much, they’re leaving money on the table. You use leverage to not work as much to gain back more time to work on more important things in the business! No one is truly “self-made.” Everyone has a support system. Do you have a fear of feeling less than or not worthy if you ask for help? Reshape your mindset. Your customers are signing up for the problems you solve, not signing up for you. We make money when we solve problems! Sometimes people don’t want to use leverage because they’re afraid of being accountable. This might sound strange, but maybe this applies to you if you’re a disorganized person! It’s crazy, but it doesn’t take much to be in the top 1% of agents in your area. Do you want to grow or do you want to remain stagnant? Are you a business builder or are you living the illusion of being a business builder? If you don’t delegate, you will constantly be chasing your own tail. Agents might be afraid of opening up and showing their books to their team. They might feel like they’re inadequate and not doing enough. Here’s a different way of looking at it: When there are more eyes on your books, there’s more accountability and drive for you to go above and beyond and succeed in your goals. Brandon does a quick recap on what he talked about today about leverage. By using leverage, you create more efficiency and business focus. Don’t let fear direct your business! Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon and Kyle sit down to talk about client acquisition in today’s market. It’s tricky. There’s no denying that, and there are certain marketing tactics out there that aren’t just dead, but dangerous to do. Brandon really wants you to take home a core message today: You have to control your own client acquisition strategy. Do not outsource this! Your sales and marketing are your lifeblood, and if you don’t know your numbers, you’re basically giving a third party the control to sink your ship. Key Takeaways If you don’t own your client acquisition strategy, then you don’t own a business. Here’s the truth: cold calling is dead. It’s also dangerous! Brandon knows people who are getting sued for cold calling. You don’t have to do something you don’t want to in order to be successful. Cold callers need to have very thick skin. If you aren’t that person, don’t force it. There are other ways to excel. What worked last year might not work this year. You constantly have to be monitoring your metrics. Outsourcing your marketing is dangerous! Don’t outsource this. There are four seasons of business. Brandon breaks down what these are. It might seem intimidating to take everything in-house, but as an entrepreneur, you will learn quickly. Remember, a good marketing strategy both attracts and repels certain people. That’s a good thing! Trust in the process and trust in your authentic self. The sky is the limit! Continue Your Journey Authenticagent.com Authenticagent.com/course Btgrealestate.com…

Brandon is joined by Kyle in today’s podcast episode to talk about BTG Real Estate’s manifesto and how they approach core problems as a business entity. They also talk about why it’s so important to have this “tried and true” document within the company and how it helps them always have a North Star to succeed and deliver the best to their customers! Their manifesto is broken down into several parts, which they will be sharing step by step! Key Takeaways ●Brandon is excited to share the company manifesto and how it empowers his team in this week’s episode! ●It’s so easy to be so “busy” in the business that you don’t even have time to look up and clarify what you’re doing. ●How do you define a company manifesto? ●When we’re flying by the seat of our pants, we don’t have time to analyze and see into the future. ●The BTG manifesto is split into a couple of different sections. ●If your big “why” is just to live for your kids, it’s not going to move you to create a bigger impact. ●What does it mean when you join BTG? The manifesto covers that. ●Kyle reads out loud some snippets of BTG’s manifesto. ●Through pain, you’re either going to grow or you’re going to completely fall apart. ●Your manifesto should feel authentic to you. It’s definitely a learning process to not model what you “think you should be doing” in your manifesto. ●Brandon also reads some of BTG’s manifesto out loud. Do you want to be part of or create something bigger than yourself? The world is too complex to strike it alone. ●It’s critical to know what your purpose is within the company. ●Remember, you don’t want your culture to appeal to everyone. You want them to appeal to the right people. ●You have to abandon average to obtain excellence. ●Brandon wants his team to have self-accountability. He wants them to have autonomy. ●In today’s environment, you have to be innovative. If you’re not, you’re dying. ●Brandon shares why he doesn’t care who generates the leads. ●At the end of the day, it boils down to relationships. Who owns the relationship with the customer? ●Let’s talk about transformation and what that looks like in the manifesto. ●The last piece of the manifesto is this: Gimmick-free. Brandon shares why this is so important to him. Continue Your Journey Authenticagent.com Btgrealestate.com…

Stuart Crawford is the Senior Vice President for VIP Mortgage, which is based in Scottsdale, Arizona. Stuart was incredibly successful in his career but was miserable. He was so burned out that he was ready to walk away from the success he built completely. He was also someone who hated the idea of reaching out and seeking a coach. Stuart shares some of the things he wishes he’d learned sooner about success, happiness, and mentorship in this week’s episode. Key Takeaways ●Our happiness or our success? What comes first? ●When you’ve gotten everything you want, what’s next? ●Stuart has personally felt unhappy when his business was at the height of its success. ●Stuart was getting burned out in his business and he was also reluctant to seek coaching. ●Nobody is safe from burnout! ●What made Stuart seek help? ●The stories you tell yourself, are they realistic or are they just trying to psych you out of something? ●Are you caught up in the drama of it all? ●For the most part, you have to be happy first, and then you become successful. ●How many times have you reached the goal, and instead of celebrating it, you just move the goal post? ●How do you change your mindset? How do you become a more positive person? ●If you’re giving your mind happy emotions, it will seek out those emotions! ●People might not realize it, but the world is actually very accommodating. ●Life’s short, don’t take your problems too seriously. ●Most of our learning comes from our mistakes. ●You need to stop chasing happiness. It’s the wrong approach. ●What makes Stuart truly happy now? ●You have to set yourself up emotionally for the day. ●Meditation helps you separate yourself from your ego and critical voice. Continue Your Journey Authenticagent.com Btgrealestate.com Stuartcrawford.vipmtginc.com…

Brandon took a vacation with his family after 16 months of being locked down and wow! Some important revelations have happened as he watched people adapt to the changing weather patterns on the beach and watched the ocean flow in and out. How many of us try to resist the tide in our business instead of adapting and trying to flow with it? Why do we make things more complex than they need to be? There’s so much we can learn from nature. Brandon shares his thoughts on this week’s episode on why you should practice a bit of joyful adaptability in your life. Key Takeaways There’s something about the ocean that simplifies everything! So many times, we try to fight the ocean instead of riding the wave. We get upset by all the things we can’t control, but to achieve success, you need to stop fighting reality and adapt to it. Bruce Lee says, “Be the water.” Flow with it. It’s important to also recognize when you’re creating complexity in things that are supposed to be simple. You making things complex might actually be you secretly trying to avoid taking action. Don’t have time? That’s an excuse. Simple things are what drives us forward. It’s easy for us to get bored when we’ve “figured it out,” but we need to keep at it, and keep refining it. How can you practice joyful adaptability? Growth is not about abandoning one thing to go to the next. It’s about honing in on your craft. If everyone can do it, then our value as people would diminish. Nature is so beautiful, we need to anchor into it. Why do we need to have things so perfect before we take action? Where are you resisting your reality in your life? Remember, our most critical learning comes from our mistakes. We have to collect feedback. That’s how mastery is built. How do you create value in your industry? People WANT to pay for value. If you’re waiting for opportunities, they won’t come. What is your competitive advantage? It’s not your fee. Continue Your Journey Authenticagent.com Btgrealestate.com…

Brandon is joined by Kyle in this week’s episode to talk about your CRM! Databases are such an important toolkit for a lot of real estate agents, but the biggest problem is that they do not leverage it to its fullest, and even worse, they sometimes rely 100% on automation to do the heavy lifting. We are a people-to-people business and, no matter what, automation cannot build your relationships for you. Find out how to get the most out of your CRM in this week’s episode. Key Takeaways Let’s leverage your CRM to the fullest. Manual vs. automated touches in your CRM. Brandon gets super overwhelmed when he has a lot of people he has to talk to and communicate with that day. If you don’t have a good CRM, you’re going to forget conversations with someone and it’ll be your downfall because the customer might list with someone else. You can use your CRM to hunt or to cultivate. However, most CRMs out there try to sell this dream that they can hunt on your behalf, but that’s not 100% true. What’s the point of having a database if it’s not generating recurring business for you? Stage two of your career is really mastering cultivation. Getting the most out of your network/database. You do not build relationships with people through automation. You’re doing business with people! Not with robots! Everyone knows they need to get their CRM cleaned up, but they’re not making it a priority to do it right now. Don’t let impatience stand in the way of cultivating amazing relationships and business! If you just “expect” results, you just become a victim of your situation and you never get anything out of your CRM. Can agents become successful without a CRM? Brandon does a quick recap on why agents struggle with their CRM. Do you like to feel like you’re in chaos all the time? That’s what happens when you don’t prioritize your CRM. If you want to do twice as much business, then you need a CRM! Are you just too busy to use your CRM? Brandon and Kyle share why you’ll actually save time. You can break your relationships down into tiers! Brandon shares how. Continue Your Journey Authenticagent.com Btgrealestate.com…

Brandon and Haley know things are absolutely competitive in the market right now! When things are so uncertain and so competitive, we have a tendency to try to control what is practically impossible to control, and we end up being miserable for it. You don’t have to do more in order to get more, you have to set yourself up to win, and that happens with little increments over time. You slowly get better and better as you learn more and get more data. Brandon shares how you can let go of control AND win! Key Takeaways We are all experiencing an incredibly competitive market right now. Tactics don’t always fix the problem. However, if you have a good mindset, no matter what adversity comes your way, you can overcome it. How do you navigate market shifts? It comes down to acceptance. When you accept the reality of the moment, you can focus on what’s right in front of you — being your best professional self. Think of the market as if it’s white water rafting. How do you properly surrender in the moment? When we try to control things we can not possibly control, it makes us rigid and stressed out! Are you experiencing mental fatigue right now? How many times have you been frustrated to compete for something and you end up not winning? You don’t always win on the first try, but if you set yourself up to be in the position to win, then it’s easier to hit those goals. It doesn’t feel like you’re rowing against the tide. It takes a buyer five to seven offers to get a deal under contract. You have to accept the fact that it’s a numbers game. See every challenge as an opportunity to improve your skills. People love stories. Our minds are built for narrative stories. When you’re being challenged, don’t buckle down. Rise to the occasion. Unfortunately, there are people you won’t be able to help in your market. You don’t get success without client success. Continue Your Journey Authenticagent.com Btgrealestate.com…

Brandon and Haley talk about how you can turn a very stressful and overwhelming thing into a positive. It’s no secret that we’re all feeling a bit run down. A year into this pandemic and things seem to really be taking a toll on our mental and emotional health. However, let’s ask empowering questions to get you from A to B. There are a lot of things outside of our control, but that doesn’t mean we have to be bogged down by that. Speak up about your struggles and get proactive in taking care of yourself. There’s no shame in that. Key Takeaways So many agents right now are feeling defeated, especially with how competitive the market has gotten. After a year of this, people are really getting honest with themselves that this is hard. How do you know when it’s time to recharge? Sometimes we just completely forget! The brain wants more of whatever energy you’re fueling it with. You can choose if that’s positive or negative. How can you vocalize your thoughts and feelings in a healthy way? It’s not a weakness to take care of your emotional wellbeing. The more you ignore the challenges in life, the harder it gets. Ask yourself empowering questions. Be the scientist in your own life. When Brandon started sharing his vulnerabilities for the very first time, he was afraid. He was worried it wouldn’t be received well. A leader isn’t there to be Mr. Know-it-all, they’re there to guide people and help them grow. How do you best handle your inner turmoil or inner thoughts? Energy can regularly be expanded and renewed! You can tap into this and feel great, no matter what stressful thing is going on. Continue Your Journey Authenticagent.com Btgrealestate.com…

Brandon Tracy and Haley LoBosco talk about how important branding is, and why it’s so much more than having a nice logo and brand colors. A good brand is built into your character and it shows up in every single aspect of your life. It is an extension of who you are and how you show up to your clients. So, how do you leverage this the easy way? Brandon and Haley share their thoughts. Key Takeaways ●When it comes to branding as an agent, where do we start? ●Let’s define what “branding” is. ●Your brand is you! A logo doesn’t define who you are as an individual. ●Don’t hide behind your logo or your marketing materials. We are in the people business. ●No matter what happens at the end of the day, you’re still an entrepreneur. ●You are the most important ingredient in this whole process. ●What makes a good salesperson? ●Good service comes attached to your name, and then slowly a brand forms around that. ●It takes time to build a good brand, you can’t rush this process at all! ●How do you build a good brand in a conscious way? ●Social media is an extension of who you are, and the great news is that it’s free! ●You have to love the process of whatever it is that you’re doing. ●Entrepreneurs are responsible for their own results and how they show up every single day. ●Social media is a great tool, but don’t use it to base your entire value as a person off of it. It’s not the case! ●Ego will sink your business. ●Become significant, become great, through the service of others! Continue Your Journey Authenticagent.com Btgrealestate.com…

Brandon Tracy and Haley LoBosco talk about why it’s so important to be intentional with the type of language you’re using when it comes to this competitive market right now. Do you often say that things are “crazy” or “wild” or “unpredictable”? How you perceive the market to be might actually be affecting how you’re showing up as a real estate agent to your clients. If you feel like the market is out of control, then you might be showing up and playing small because you’re uncertain where things are headed, which doesn’t help anybody, especially your clients! Key Takeaways It’s an incredibly competitive market out there right now. We have to be careful what kind of language we’re using in a competitive market and how we’re showing up for our clients. How can you be good at better managing these intense market cycles? What kind of language are you using to describe the market? Do you say things like “It’s crazy.” “It’s insane.”? The way we talk about the market is unhealthy. Are you making excuses because you’re afraid you can’t help people succeed in this “crazy” market? If you are using words like “crazy” and “wild” and “nuts,” those are the types of responses you’ll be getting back in your business. You’re actually doubling your work without realizing it! How can we change the way we show up to our clients? It’s your responsibility to sit down and educate your clients about what’s going on in the industry. Don’t play small and not show up as the best version of yourself. Set standards for yourself. How do you let go of a client? Don’t try to find “every” customer. Find “your” customer. Everyone says it’s a crazy market, but in reality, it’s just a market. Continue Your Journey Authenticagent.com Btgrealestate.com…