Who Do I Hire First?

If you desire becoming what I call a "Lifestyle Agent," or realtor who is able to take time off and continue to generate revenue, one of the most vital steps is to hire someone. This can be disillusioning for some agents, whether they are unsure of their own management skills or nervous about providing their clients less personal interaction. Even worse is the nagging debate of "who do I hire first?"

Let's look at Molly's Muffins as an example. Molly's Muffins is a small bakery its owner Molly had dreamed of owning since childhood. Because of the passion she has already invested in the idea, it seems easy for her to take on all the roles of the business. At first, that is.

After a few weeks of running the register, doing the books, baking, and marketing, it becomes clear to Molly she is bound for a burnout. Not only is she exhausted, but if she were to take time off or fall ill, her doors would close as would her income opportunities. Molly knows it is time to get support and hire help. So many roles seem to exist...which one does she hire to fill?

Her first instinct is to hire someone to do the tasks she tends to enjoy less...mostly cleaning. This seems to be a feasible fix for a moment, until Molly remembers her real problem is not that the store won't be swept when she leaves, it's that income would stop entirely! Having someone to clean the shop and run the registers would indeed be helpful, but what about the books and the marketing calls? Molly knows she must hire a manager who can cover all these tasks in her absence.


Real estate is no different. As an agent, you begin high on passion, opportunity, and money. Soon, your stress is heightened, you find your personal life is lacking, and you just want to relax. It may seem appealing to hire someone to do cold calls, or an assistant to hire your administrative duties. Really, the only position that will allow you to take time off without other facets of your business stalling is an operations manager.

Ready to hire so you can kick back?

 

  

The Six Phases of Business Growth

As the New Year rolls in, many entrepreneurial minded people have focused their resolution around building or improving their business plan. In order to master a business plan, it is necessary to become accustomed to the phases of business, This will help you better predict and diagnose what phase your business is in and act accordingly from an owner standpoint. Growing a business is much like raising a child…

1. Creation Phase: The Creation Phase is setting parenting standards, a plan, dreams, and goals for your child even before he or she is born. In business, you do this by creating a vision, business plan,and set of standards for the business.

2. Infancy Phase: In the infancy of a child, as well as a business, is when the needs are the most demanding.  An infant requires constant, focused, attention and the parent must constantly check in to ensure the child’s safety. Consequently, in relation to business, the Infancy Phase is when most quit.

3. Toddler Phase: During the toddler phase of a business, like a child, the business is learning to do the basic functions consistently. The parent’s (owner’s) attention is still on high alert due to the many dangers that lurk at this phase.  The business is beginning to provide results but they are inconsistent at best.

4. Adolescence Phase: In the adolescence phase,  the business begins to take a life of its own. It is growing, yet it still can easily get out of control if the parent doesn’t continue to give it constant direction and manage expectations.  Like a child, the owner of the business must consistently measure the results to ensure the business is growing in a healthy manner while keeping an eye out for areas where the it is underperforming.

5. Teenager Phase: Just like a teenager, the business begins growing faster than the parent’s systems can keep up.  This is where most owners feel things are getting too crazy and decide to pull back.   Instead of pulling back, the owner can anticipate the and build the business plan, processes, and systems to prepare.  This is where the owner must plan accordingly by preparing to let go of controlling all aspects of the business and GET OUT OF THE WAY of restricting the natural business growth.

6. Adult Phase: Like a child,  you wish for your business to become independent someday. The Adult Phase is when the business continues to grow and to consistently meet the standards without having to rely on the owner for day-to-day operations. Once the business reached adulthood, to avoid becoming aged and irrelevant to the marketplace, the business must plan to reinvent itself thus,moving back to infancy, and the cycle continues.

Now that you are aware of the phases of business, take a moment to reflect:

• What phase of business is your real estate business in?
• How will you, as the owner, manage and optimize your business throughout each phase?
• What preparation will be required for each phase?

Learn more on how to build your real estate business and become a Lifestyle Agent by downloading more educational resources or booking a free consultation call at www.seanmoudrycoaching.com!

Three Questions to Help Uncover Your "Why"

It is well known for real estate agents in charge of their marketing that one of the most important steps to generating quality leads is developing a customer persona of your ideal clients. This “tribe,” as I like to call it, must be in alignment with your personal mission as well as the unique value your business provides. For this reason, the first and most important step to finding your tribe is  to uncover who you are and your purpose for being in the real estate industry. I believe whether consciously or subconsciously we choose a career in order to fulfill something within, and real estate became the choice for fulfillment for a reason.This reason, or your “Why,” is sometimes something seemingly obvious, other times something to dig deep within to uncover. Either way, there are three important questions to ask yourself in order to uncover your “Why.”

1. Who are you in your core? A good way to get an idea of this is to reflect on what qualities have resided in you since as early as 6 years old. Were you the playground superhero, or the one on one counselor to a close friend? Great at writing papers, or class champion at algebra? Were you always a caretaker, ensuring your peers and family were comfortable, or an entertainer, determined to bring excitement and laughter? The more you recall these unwavering qualities you may have taken for granted, the closer you are to uncovering the traits that make you and your business unique.
2. Why did you choose Real Estate? Now that you have a better idea of your core qualities, it is time to reflect on what fulfillment you were seeking in choosing real estate as a career. Perhaps if you uncovered that you are a caretaker, it was for the fulfillment of helping families feel comfortable in their new environment. If you’re an entertainer, perhaps you got into real estate for the thrill of showcasing and promoting beautiful properties.
3. How will you display your “Why” in your work? Or, how will you show your customer what you care about? If your passion is community, emphasize this in your marketing by hosting meet-ups or neighborhood meetings. Analyze each of the qualities you have uncovered, and create a marketing strategy that communicates each of these. This will define your brand and target market.

Once you have uncovered and begin promoting your “Why,” your Tribe will follow. This tribe will include like-minded individuals who seek true value in your services. This will allow for a stronger sense of trust for both parties as well as consistency and enthused referrals.

Want to learn more about how you can create a unique and prosperous real estate business? We offer career building downloads, webinars, learning modules, consultation calls and more! All the tools you need to empower yourself to become a Lifestyle Agent. Learn more at www.seanmoudrycoaching.com.

From Agent to Owner: The Real Estate Business "Then" and "Now"

By committing to becoming a realtor, you are committing to running a business. Why is this a new idea for some? Partially because of the immense amount the real estate industry has changed in the last twenty years. Let's compare...

Real Estate Then:

In the 1980's, a realtor was indeed considered an independent contractor, and was working for a real estate office regardless. Each office typically had under 30 agents. The symbiotic agent and office relationship consisted of the office recruiting client leads through word of mouth, advertising, and market shares, and the agents in turn converting the client leads to sales. Commission gained from these sales would be almost equally split between the agent and the office.

Real Estate Now:

Thanks to the internet boom, real estate agents are now capable of generating their own leads. In fact, they aren't left much choice, as many offices today hold over 100 agents. Some have up to 600! As you can imagine, this size change has shifted real estate office priorities as well, and there is much less focus (if any) on providing leads for agents. Relying on an office for client leads severely limit or even halt your income

Due to the immense shifts occurring in the real estate industry, it is vital to shift your mindset along with it.  In order to gain and maintain control of your income, you must take yourself out of the "employee mindset" and switch to a "business owner" mindset. 

What does this mindset include? Learn more on how to take charge of your real estate business by downloading The Lifestyle Agent ebook at www.seanmoudrycoaching.com!

Path to Success: Ben Caballero

Ben Caballero, acclaimed realtor and  CEO of  HomesUSA is a great example of using vision, passion, and innovation to create a path to real estate success. He was voted the #1 real estate professional in sales volume and transaction sides by the Wall Street Journal, and Most Innovative Real Estate Agent by Inman News, and received the 2014 Pinnacle Award for Real Estate Entrepreneurship.

Caballero began real estate in Dallas, Texas at the age of 21, after his mother's car broke down in the city and, he says, the people were so helpful he decided to stay. His initial marketing technique was cold calling apartment builders from pay phones to share his business plan, and scheduling face to face meetings with as many as possible, allowing him to immediately create personal relationships with his prospects. From here, he built and maintained many exclusive relationships with exclusively high volume builders by offering unique time saving services for his clientele. Caballero claims he never has goals, just a vision: to improve his specialty more and more each year,

The recurring themes in Caballero's success seem to be creativity, consistency, and market exclusivity. Until recently, Caballero had never launched a marketing campaign. His clientele was gained strictly through direct contact with high volume builders. Currently, he works with about 30.
Efficiency seems to be another key to the appeal of Cabbalero, as now that he has hired two assistants and a technical support team along with an exclusive platform for personalized reports he is able to achieve a 13 minute turnaround on listings. Builders appreciate the amount of time he saves them in turn.

Interested in learning more ? Here is an Inman interview with Caballero, covering the HomesUSA business plan and what it made it stand out:

While it can be helpful to follow in the footsteps of someone who achieves the success you seek,the true way to achieve it is to receive guidance toward your own success. Learn more about how I can give you personalized guidance to achieving the real estate business you envision at seanmoudrycoaching.com.

The Four Paradigms of Goal Setting

Where do you believe you are in your goals now? Where would you like to be in 5 years?

The four paradigms of goal setting are the abstract, reality, comparing and achieving. In this video, I show you how to shift through paradigms and set realistic goals without limiting yourself, and create a clear path to completion.

Would you like professional guidance on your path to taking the step from living to thriving? Feel free to write yourself into my schedule for a free 30 minute business planning consultation!

Real Estate Marketing Hacks: Creating a Client Persona

One of the biggest mistake businesses make in marketing is communicating a generic voice and mission. Having a cookie-cutter marketing methodology is a guarantee you will soon be facing the frustration of feeling as if you are shouting into the void.

Many real estate agents know better than to recycle redundant marketing language,  so why does this happen so often? Because realtors tend to be results driven, and while creating a voice for our business seems the easiest task at first, we soon find it takes more planning than we imagined. As valuable “money making” time ticks away and a message is not perfected, it is easy to default to what you often hear and see as opposed to perfecting a message of your own.

To save time and anguish in this process, it is highly useful to first focus not on the voice you will be projecting, but the ears you would like it to land upon. Creating a Client Persona enables you to do just this. Follow this step by step guide to defining your target tribe and begin generating leads that matter.

1. Define their “why”: By now, you are probably gaining a better definition of your reasons for being in real estate. Now what about their reason for needing real estate service? Or perhaps they don’t need  your services yet...where could these services fill the gaps in their life regardless? Put yourself in the shoes of home buyer’s and seller’s, and think of personal ways you can reach out to them. Some reasons may be:
1. A major life transition: kids moving out, death in the family, new job opportunity
2. An increase/decrease in income
3. Seeking stability and control (renting vs. buying)
4. Too much stagnance, wanting a change
5. A sparking interest in real estate themselves
6. Need for creative freedom on a home

2. How can you personally cater to or complement each reason your client may have to need your services? What sets you apart from other realtors to make the home buying or selling experience a memorable and educational process? Some of these traits may include:
1. Personal experiences: relating firsthand to their journey
2. Finding homes for a specific budget, whether it be a tight budget or one suited for luxury
3. Making shy or inexperienced people feel comfortable
4. Being available to advise at odd hours

3. Using these reflections, create a hypothetical person to represent the market you are defining, and a profile for that person. Include details that may seem irrelevant but in the end, affect  their buying, such as::
1. Job title/ income bracket
2. Location (current and desired)
3. Age
4. Daily routine
5. Goals
6. Fears
7. Education
8. Family
9. Values

4. Create an elevator pitch to this “person.” Be sure to include how much you know and care about their needs, and ensure them you are the person who will meet them.

5. Plan your content using the “Four Archetypes for Content Creation Strategy.” This will allow your content  to appeal to a wide range of your client’s feelings and needs while still remaining business appropriate.

4 Archetypes for Content Creation Strategy

Once these steps are complete, your target market should begin feeling like an old friend, and just as with old friends, communication will begin to flow almost effortlessly. Ready to take the next step and allow other facets of your business to run successfully on auto-pilot? Sign up for your choice of access to exclusive material to help you solve the Time vs. Money paradox, a free consultation call, or both here.

Listing Presentation Must-Have's

Any great sales person has a presentation they know will consistently get them results.  Don’t you wish you could shadow what these top agents are saying at their appointments to get those listing signed? We bring you the next best thing... an insider perspective on what top agents are prepared with for any successful listing presentation.

• Solid Marketing Strategy: You probably have already noticed a marketing strategy is valuable to almost any facet of your real estate business. Having a solidified marketing strategy prepared for presentation provides immediate comfort to the sellers in knowing their selling process will be well planned and personalized.

• Experience and Testimonials: Getting to know your personal purpose for selling home makes your presentation stand out. This is a great way to list your accomplishments and benefits only you can provide them.

• A Play-by-Play: Provide a simple, yet detailed play-by-play of the home selling process, what you will provide for them along the way, and what methods you plan to implement at what times. Be sure they feel educated on the entire experience.

• Your Guarantee of Service: Emphasize that in an agent/seller relationship, you are on a team and their success is your success. Provide a personal guarantee of service to ensure follow through.

• Pricing Strategy: According to zillow.com, this is best to present last. Potential clients are much more likely to accept your numbers once they are educated on the amount of time you are willing to spend helping them, and the details that go in to the selling process.

Now that you have the proper outline for a listing presentation, give it a shot and pay close attention to what methods work best for you. Once you have begun to master listing presentations, take it to the next level by recruiting a coach to help you continue success in every facet of your real estate business. Learn more at seanmoudrycoaching.com.

The Top 3 Focus Points for Effective Monthly Marketing

What do I send? How often do I send it? When it comes to monthly marketing, a common method of self-sabotage is “paralysis by analysis.” Focusing too much on small details can lead to a marketing campaign not being sent at all. Sound familiar? End the habit today!  Here are the most important focus points for your monthly marketing in order of importance:

1)      Clearly communicate Real Estate as your industry at first glance. Most marketing items have the potential of being hand-to-trash items. Assuring your purpose is clearly visible at a glance will attract the eye of those seeking your services, and can prevent your advertising pieces from facing this fate.
                     

                                       
                                           

2)     Showcase your success and what sets you apart from other realtors. This can be uncomfortable for some, as it can be assumed this is a type of bragging. Put yourself in the potential client’s shoes, however, and I’m sure you will understand the benefits of knowing the potential of a realtor you may choose.

                                   

3) Create a unique call to action. Be sure your call to action is tailored to properly pipeline leads according to your marketing plan. For example, if social media is a vital part to your brand’s promotion, be sure to include links to your pages in addition to your basic contact information.  Make the call to action simple, yet visually accessible. Offer an additional service to your call to action to increase the urge to contact you versus other local real estate agents. Avoid redundant sales verbiage whenever possible.                                                                            
                                

Once you have these three focus points covered, you are finished! Send it out and watch the leads roll in. Pay special attention to your most effective methods of advertising in order to perfect future campaigns. 

Real Estate: Tools for Creating the Perfect Business Plan

If you were to open a specialty muffin shop on main street America, you wouldn’t do it without a business plan… so why would you operate your real estate business without one?  A business plan is vital in properly kick-starting your marketing, branding, and clientele type. Here are a few tools to help kickstart your 2016 business year...

 Reverse Lead Calculator:  The Reverse Lead Calculator by Market Leader is a handy tool for goal setting. Simply enter your commission goals, how many leads you currently generate,  the average price per home in your area, your average commission and the average lead close rate, and the Reverse Lead Calculator will determine the amount of leads per month, total leads, and home sales you will need in order to reach your goal. It even provides a pie chart to help you with what types of leads you should be generating.

http://marketleader.com/leadcalculator/

  S.W.O.T Marketing Template:  S.W.O.T stands for Strengths, Weaknesses, Opportunities, Threats. A S.W.O.T analysis  is an extremely useful tool for marketing strategy or any new business implementations that may be proposed.

http://www.smartdraw.com/swot-analysis/examples/real-estate-swot-analysis/

·         Real Estate Business Plan Template by Placester:  This template will save you hours of formatting and research.  It targets real estate specific details many overlook that can make all the difference in your business’ earning potential. 

https://placester.com/real-estate-marketing-academy/real-estate-business-plan-template/

                   

Supplement  these tools with the guidance of a qualified real estate coach, and watch the leads pour in! Enjoy your new-found motivation.  

The Most Effective Content for Real Estate Newsletters

As a real estate agent, you are probably already well versed in the importance of maintaining contact with clients through consistent contact via newsletters, however, the power of newsletters goes far beyond your regular appearance in their inbox. Here are the top four most effective content types to keep your clients clicking:

Community update: People enjoy feeling involved and educated on local happenings. Providing news updates for your target audience’s location creates a personalized educational experience.

Market updates: Along the same lines of local news, market stats provide the same appeal with an industry targeted angle. Your audience will value access to statistics to share with peers.

Personal Update: People are far more likely to invest trust in those they feel they can relate to. Sharing personal updates allows you to showcase your personality and give your clients ways to relate to you they couldn’t otherwise.

Community Resources: There comes an instinctual feeling of accomplishment when helping others. Provide your clients a way to not only be educated on the community, but get involved.

With consistent, quality newsletter content, you will be surprised at the size and relevance of the tribe you develop. Be sure to maintain an informative yet unique voice and maintain consistency, then watch the leads roll in!

Top 5 Do's and Don'ts of Real Estate Social Media

Social Media Do’s and Don’ts

While Social Media Marketing can seem straightforward, upon diving in you learn there are many factors involved than you may not have planned for: algorithms, time management, even the psychology and behaviors of your audience. Without some education, this can begin to feel overwhelming and even worth giving up on. It is important to instead keep in mind building an effective and profit-driven network takes time, tools, and consistency. Here are our top recommended Do’s and Don’ts to use as a baseline for creating an online brand your clients can count on.

Do's

Post consistently (minimum one per day):

Once your audience realizes they find value in your content, they begin to refer to you as a regular source and go from observers to engaged users. For this reason, it is important to keep up the consistency and quality of your information. A minimum of one quality post per day should keep your reach high.

Post interesting personal content, like your trip to NYC:

In the words of Simon Sinek, “People don’t buy what you do, they buy why you do it.” This explains a lot about humanity and our interests. While it may be nice to have new things, there is an extra personal touch to purchasing from like-minded individuals with passions, dreams, and even the occasional mistake. Posting personal photos draws your audience in as a community and puts them at ease with promotions.

Have a Fan Page for your real estate business:

Having a fan page for your real estate business not only helps clearly communicate your professionalism, but it also allows for business focused content as well as search accessibility, or can act as a platform for reviews.

Post your listing on your Fan Page:

When your audience can see your listing consistency they will begin to refer to you regularly.  This will allow them to ask questions directly about the listings and potentially be added to your sales pipeline.

Comment and post on others posts:

Interacting with other posts increases your visibility as well as online community reputation. It is a great way to engage conversations, share knowledge, or even give a needed “pat-on-the-back.” Once again, your audience will feel comfortable interacting with and approaching you.

  

Don’ts

Post religion or politics:

Yes, the internet has a general “freedom of speech” rule, however using this incorrectly can be devastating for your sales and reputation. By posting heated opinions, you are likely to narrow and/or offend your audience.

Beg for business: show evidence of activity and success

As a general rule, most people tend to be more likely to take action when they feel it was their idea rather than an obligation. Using language such as, “Please buy my new e-book!” can trigger a guilt trip in all of us. Instead, feel free to take the “build it and they will come” approach and show your clients the opportunity in choosing you as their agent.

Over-Share:

While it is great to share some personal content, be sure the information is only about you and not to slip any client information they would not want the world to know, such as purchase prices or transaction challenges. Also be sure to have permission of anyone featured in your photos before posting, especially when posting photos with children.

Talk badly about others:

This should go without saying. The goal is not to alienate those in your audience, which slander is guaranteed to do. Stick to cross promotion!

Over Post:

Flooding someone'es feed with low quality information can get you unfollowed or even flagged as spam.

It's All in Your Head...

While teaching a group of successful Real Estate Agents last week, I asked a question that we don’t often ask ourselves:“What is your income potential?” The class looked perplexed, as if it was a trick question. They were searching for the “right” answer, the one they though I wanted to hear. I asked for brave volunteers, “Who will be the first to share?”

One Agent says “$300,000!” Another asks, "In what time frame?” An older gentleman in the front corner of the room, exuding confidence in his answer bellows: “Unlimited!”  The room fell silent, ushering me to continue as they were sure the man had nailed the instructor's trick question. 

It was not, in fact, a trick question. I was simply asking what their income potential was within their personal frame of reference.  As coaches we know that you cannot create what you cannot imagine.  Your brain simply will not allow it.

I turned to the gentleman and said “Yes. Within your frame of reference, is your income potential unlimited?”  He answered, “Sure, if I wanted to put in the effort and the time... but I am not like these younger agents," he added, "Now I want to slow down now and take it easy.” To this I replied, “Then your income is, in fact, limited by your time and effort, is it not?” He agreed.

We all have framework in our heads that may have served us at one time in our lives.  For instance, perhaps you had been employed in the past and no matter how hard you worked you didn’t make more money than your lazy boss. Due to the loyalty of the owner to said boss, you felt like you never were going to be able to advance him.  Feeling helpless in that environment, you make the conscious decision to not work too hard and instead reserve the energy until something better comes along.

Flash Forward. Ten years later you find yourself in a commission sales environment, finally in control of your income.  Simply put: the more you sell, the more you make. Despite this opportunity, the framework from your past continues to restrain your potential.  You try to work harder, but each time you find yourself exuding more effort than those around you, you hear a familiar voice in your head… “Why are you working so hard?  You aren’t going to get ahead. Just take it easy until something good happens.”

Perhaps your past framework included a lack of spending money.  Growing up in poverty, I can relate to this.  You lived your life clutching every dollar.  Saying things like, “I can’t allow money to go to waste because I don’t know when I will have it again.”  Or the even more common; “I better spend it right now, because who knows how long it will be until I get this much money again?" Then a true opportunity comes along, it could be education, a trip, or an amazing investment opportunity, but because your framework is “you will never have enough money," even if you believe it is the best decision, you won’t be able to make the commitment to spend the money because you are not willing to part from it, or you don’t have it because you wasted it on frivolous material possessions. 

The four most common frameworks that limit success of entrepreneurs and professional sales people are related to Education, Time, Money, and Effort.

You will hear it in your head or even come out of your mouth as;

Education: 

“I’m not smart enough.

"It's just too hard”

"I’m too old to learn that”

Time:

“I’m too busy”

"I would,but I already work a full time job”

“I wish I could but I have young kids”

Money: 

“I don’t have the money."

“I have holidays coming up."

"My spouse won’t let me spend the money”.

Effort: 

"I just don’t have the energy"

“It's too late."

"I’m too tired after I get off of work."

These beliefs will box you in leaving you feeling helpless, aimless, and unworthy.  Lets pretend we have a coaching client named Joe: 

Joe, a fulltime Policeman, has a brilliant business idea. He knows the world will love his new company and his product will sell. Joe has been dreaming about it for three years and now, he is ready to take action!

Joe starts off with the mental framework that in order to get something done you have to work hard.  No doubt hard work is a common factor of success, but Joe is already working full time, plus he has his wife and two kids to attend to on evenings and weekends.  Joe dives in despite this. Within the first month of starting and stopping, starting and stopping, he realizes he has barely moved the needle.  “I just don’t have the time” Joe says.

Determined, Joe decides to use technology to do the things that take the most time. "If I purchase this program,  I can sell my product online when I am at work, and when I make enough money selling online I will quit my job!”  Joe sets out and spends $1,100 on a software program he believes will do everything he needs to begin online product sales. 

Joe quickly realizes this program isn’t as stout as he had once felt.  He spends an additional $2,500 on more software and a professional webpage because, “You can’t be a respected company without a webpage," he tells his wife.  Another two months in and Joe still doesn’t have a functioning online sales platform. His website is built, his products are online, but no one is coming to his website. Joe is at a loss as far as how to create a draw.  “I need SEO and I am not smart enough to learn it, I’m a Policeman not an Internet genius!” he shouts.

Frustrated and upset Joe’s discouragement is beginning to show up at home.  He’s short with his wife and so embarrassed he won’t share with her his challenges.  Joe confides in his friend, Carl.  “I have the product ready, my website is up, and nobody is coming to the site, nobody!”  Carl offers him a suggestion, “I have a relative that does SEO professionally.  You should call her.”  Joe contacts Carl’s referral first thing Monday morning.  She is happy to help and send over a proposal. Joe receives the proposal late Wednesday afternoon.   “$10,000, plus $1,500 a month!  You have got to be kidding me! I don’t have that kind of money!” he shouts.

Joe’s parents didn’t have a lot of money growing up and his Father worked the same job for 25 years, retiring on his full pension.  His father taught him to work hard for a living and not to waste money.  Joe has always listened and this time is no different.

Joe decides he will save the money and learn to do the SEO himself.  “How hard could it be anyway?” he says. He signs up for an evening class at the community college; two nights a week for six weeks and he will have the education needed to get his sales rolling.  

After the second week, Joe is behind in his homework, he has missed two of his sons baseball practices and worst of all he feels like he is taking a foreign language class with a group of teens that have been speaking the language their entire life.  In defeat Joe states, “I give up, it’s just not worth it.”

Joe has boxed himself inside his past framework.One side of the box says, “I’m not smart enough”, the opposite “I don’t have the time”, adjoining them is “I don’t have the money, and “I give up, it’s too hard”.  Joe is feeling depressed, defeated, overwhelmed.  Worst of all he feels like he wasted his families hard earned money, and how could he face his dad?

Fortunately, Carl suggested to Joe to seek a professional Coach.   Joe didn’t think he needed a coach.  “Coaches are for athletes not for someone opening an online business”, he thought. Regardless, he knew he had nothing to lose.

After reviewing Joe’s situation, Coach reminded Joe that someone somewhere has had the same limitations and has overcome even more difficult obstacles, despite their personal circumstances.  Joe wasn’t actually suffering from not having the resources of Education, Money, or Time.  Joe simply wasn’t committed to the goal.  Even though Joe could see clearly why a customer would need his products, he didn’t see how reaching his goal would benefit himself, his family, and his self-esteem. 

When Joe refocused, he had gained clarity. He realized reaching his goal would eventually give him and his family more time and money.He now knew that in the process of achieving this goal, he was not burdened with the obligation to learn, but earning the opportunity through knowledge.  

Joe hurried home to share this newfound clarity. He recruited their support and commitment to the goal.  They happily agreed now that they too were envisioning the rewards to be reaped.  This was enough for Joe to reconstruct his framework and become wholeheartedly committed to success.

How can you reconstruct your framework? Our framework operates outside of our observation.  To overcome these dream-stealers, we must learn to identify, listen for, and reframe them.

Step 1.  Identify.   The last time you did not achieve a goal you set what was the chatter in the in your mind saying about it?    For example, falling through on going to the gym, starting a new hobby, or going for the career you always had desired. Ask yourself: “What prevented me from achieving my goal?”  Keep an open mind as you listen for the answers. Write them down.

Step 2. Listen.  Listen to how often you repeat the same framework to yourself either in your head or out loud. Pay attention to what the chatter is saying, and how it relates to past failures.

Step 3.  Reframe.  Every time we hear ourselves using one of the outdated frameworks we must pause and reframe the framework to allow us to breakdown the walls that have held us captive.  When you hear yourself say “I don’t have the time” Reframe it by saying “I only have time for the most important things in my life”.  Or if you say “I don’t have the money” say “Money follows intention, is my intention worthy of the money?”

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