How to Have A Great 4th Quarter

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The secret to winning in the 4th quarter is internal. These 5 Mantras of Success will give you the right mindset in approaching your business every day.

The Five Mantras of Success.

  1. DREAM BIGGER. Think big goals. Focus on the opportunities around you. Play bigger and go get your dream.
  2. MOVE FASTER. Move and take advantage of opportunities. Take action fast because action creates momentum and learning. Approach the day with a sense of urgency.
  3. GET TOUGHER. Don’t take things personally. Face fear, failure, and disappointment and keep going. Get back up when things don’t go your way..
  4. PUSH HARDER. Stretch yourself by doing more. Push others by giving them that extra nudge. Be persistent with other people by asking past clients for business (Be positive, not annoying).
  5. DO MORE. Accomplish more without working more hours. Focus on being productive.

Get your FREE download of The Five Mantras of Success here: 5 Mantras of Success Download

Full transcript

Hi there. It’s Kevin Ward, the founder of YesMasters Real Estate Success Training, helping you get more yeses and more successes in your business and in your life. And man, 2020 has been crazy, and we’re already in the fourth quarter of 2020. 

So, in this video, I’m going to talk about how to win during the fourth quarter of 2020, how to have a great fourth quarter. If you’ve already had a good first three quarters, a lot of my coaching members are having their best year ever, if you’ve already had a great first three quarters of 2020, we’re going to talk about how to win in the fourth quarter. If you have sucked or your business has sucked during the first three quarters because of all the craziness and all the chaos and the tumult that has been going on for the first three quarters of 2020, we’re going to talk about how to make a come-from-behind victory and turn the fourth quarter into your best quarter of the year, and how to have momentum going into 2021.


The Solution is Not Tactical

Now, here’s the first thing I need to tell you, is that the solution to your challenges for the rest of 2020 are not tactical. If you are not making the money you want, having the success in business you want, it is not tactical. Now, I do a lot of tactical training on this YouTube channel. You can watch a lot of my videos on tactical training, real estate strategies, tactics, approaches, and all of that. This video is not about tactical, because the way to win, the secret to winning in the rest of 2020, and especially in the fourth quarter, is not tactical. It is internal. 

It is your approach, how you are showing up, how you are approaching the business, what your expectation is, what your attitude is, is more critical than anything else. So if you want to have a great fourth quarter, what I’m going to share with you is that the real secret to it is having the right mindset and the right approach in your business every day of how you’re showing up and what your expectations are on a daily basis.

So I’m going to share with you what I call my Five Mantras of Success. I’ve been coaching these now for a couple of years, and these have been transformational for my coaching members in just understanding how I approach business, and especially in the time of COVID, when everything’s going crazy, it is not a time to go into survival mode. It is a time to go into expansion mode, because there are more opportunities now than there have ever been in your career in real estate. 


So Five Mantras of Success. 

Number one, the first mantra of success is to DREAM BIGGER. Dream bigger, which means don’t go into survival mode right now. A lot of us, a lot of agents, have gone into survival mode this year when everything got shut down and they’re like, “Oh no, what’s happening? The sky is falling.” And when you go into survival mode, it changes what you focus on. You just focus on getting by.

I want you to think championship goals. I want you to think big goals. Survival is too small of a game to play in real estate today. You’ve heard people talk about how we are about to undergo the biggest transformation of wealth in the history of mankind. Well, that’s what happens when you have chaos. When you have economic chaos, and when all that stuff happens, you have massive shifts in wealth and you have massive opportunities. When there’s massive crisis, there is also massive opportunity. 

The question is, are you going to get caught up in the crisis or are you going to get caught up in the opportunity? And if you want to win, why not get caught up in the opportunity? How do you do that? By focusing on opportunity, by looking for opportunity, by dreaming bigger, not dreaming smaller. You don’t play smaller when times get tough. That’s the time to expand. Opportunity is all around us if we look at it. Go big. Play big. Go get your dream. As Walt Disney said, “If you can dream it, you can do it.”

The problem is, whenever we get into crisis and uncertainty strikes, we stop dreaming. We stop focusing on our goals. We start just focusing on staying alive. And guess what? When you start focusing on staying alive, that’s all you get. When you focus on your goals, that’s what you get. So play bigger, not smaller. 


Number two is MOVE FASTER. And this, again, goes back to the idea of what the opportunities are. If you want to take advantage of the opportunities, you’ve got to move. This is not the time to be sitting down, curled up in a ball in the corner, going, “Oh, I just hope this will pass. I hope everything comes out.” It is time to move faster. The faster you can get from where you are to what I call speed to production. It’s like when you get up in the morning, how long does it take you to get going? Are you one of those that drags yourself out of bed and goes, “Oh”? And that’s the way a lot of people are.

And there are other people, man, they pop out of bed and 30 minutes after they get out of bed they’ve already been productive. Their first two hours of the morning, they accomplish more in two hours than a lot of people will accomplish in a whole day. Why? Because they get out of bed and they immediately start doing things that matter. They don’t get on their social media and sit around and just whatever, waste their time. Speed to production. 

As the great race car driver Mario Andretti said, he said, “If everything feels under control, you’re not going fast enough. You’re moving too slow.” You’ve got to move faster. And let me tell you, the number one thing that happens to real estate agents and people in general that causes us to not take action, that causes us to slow down, and that is, we’re asking ourselves the wrong question.

And here’s the greatest killer question that agents ask themselves. When I say killer, it’ll kill your progress. What if? It is the number one fear motivating question that agents ask, and that’s, “What if this happens? What if they say this? What if I do this and this doesn’t work? What if, what if, what if?” And “What if” is a question they ask to avoid taking action, because they’re playing out all the possible scenarios that could go wrong, and when you’re playing the possible scenarios of what can go wrong, you don’t take action. 

Stop wasting your time asking what if questions. Go. Take action. Do something. As Winston Churchill said, “Do something, even if it’s wrong.” Because when you take action, action creates momentum, and action creates learning. So if you do go and you make a mistake, then you can learn from the mistake. It’s like steering a car. They say it’s easier to steer a moving object. Move faster. Approach your day every day, today, approach it with a sense of urgency.

I have three words that I put on my, what I call my pocket plan, that I look at every day, the three really big words that I put here, and it’s in red. And one is focus, number two is fast, and number three is finish. And the purpose of that middle word fast is just to remind myself to approach the day with a sense of urgency. Get stuff done, get stuff done fast. The faster you get it done, the faster you make progress, and it’s hard for other people to catch up. So get ahead of the game. 


Number three is GET TOUGHER. I don’t know how to start with this one, but there are too many people today who are soft. They’re too soft. They wear their feelings on their sleeves. They get offended by everything. They get hurt by everything. They get upset by everything. They get irritated by everything. Anything sets them off.

And when that happens, they go into this emotional tailspin that takes them out of the game. Don’t let that happen to you. You’ve got to get tougher. Now, how do I get tougher? Well, stop being attached to a couple of things. One is to stop being attached to other people’s opinions, to other people’s approval. Stop being attached to everybody liking you. Stop being attached to taking things personally, like if somebody doesn’t do it my way, if somebody cuts me off, if somebody doesn’t return a phone call. Stop taking it personally. 

Now, I get it, it’s personal. But stop letting it get to you. I think this is the key here. Don’t let stuff get to you. Now, when I say get tougher, emotional toughness, which is important. Having emotional toughness, emotional resilience, it does not mean being emotionally calloused or doesn’t mean being hard like, “You’re not going to get to me. I’m just not going to have any feelings. I’m just going to screw everybody. Screw the world. I don’t care. I don’t give a crap.” That’s not what we’re talking about.

What we’re talking about is you can still care, you can still give a crap, but when something happens, it doesn’t go your way, go like, “Okay, that just happened. Now, how do I fix it?” And just get tougher. Learn to take a punch. Learn to take a punch of disappointment, of failure, of somebody letting you down, even a betrayal. But learn to take it and go like, “Oh, that hurt.” You see, the great winners, the great achievers are the ones that can take a punch and keep going. And I want you just to think of the classic movie Rocky, that Rocky Balboa, man, in the final fight against Apollo Creed, he’s going up there for the world champion. And he’s outmatched, he’s outgunned, and he gets knocked down. In every Rocky movie, it’s this way, right? He gets the crap beat out of him. But why is he able to come back and win? And the reason is because he’s tough enough to take a punch and get back up.

You see, the real secret to winning is your ability to get back up after the beating. After things haven’t gone your way, you’re able to get back up and go, “You know what? That didn’t stop me.” To be able to face failure, to face fear, to face disappointment, to face let down, to face adversity, and still come back with just as much enthusiasm, with just as much faith, and just be tough enough to keep taking it, keep taking it, and still win. So number three is Get Tougher. 


Number four, PUSH HARDER. You want to win, you’ve got to be willing to push. Now, there’s two things you’ve got to push. Number one, push yourself. Push yourself harder. And two is don’t be afraid to push others harder. Now, I’m not talking about being abrasive or being a jerk. But I’m talking about being more persistent. So let’s talk first about pushing yourself harder. How do I push myself harder?

Well, just do more. Do one more. So here it is. Let’s just say, normally, I’m prospecting and your goal is you’re going to prospect for three hours today. You get to that three hour time. You’re finished. You’re on your third hour and time’s up. Do one more call than you would normally do. Push yourself a little bit harder than you’ve done before. Stretch yourself. One of my mentors, he taught me this saying, he said, “One more thing, one more time.” The difference between ordinary and extraordinary is the little extra. And so he said, “Do one more thing, one more time. When you’re ready to quit, you’ve said, ‘Okay, I’m done,’ do one more thing.” One more phone call, one more follow-up, one more text message. One more thing, one more time. Just push yourself a little harder. Push yourself a little harder. Push yourself a little harder. And as you do that, you get stronger, and you’ll be amazed at the results that you get with that little extra tagged on where you push yourself harder than anybody else’s willing to push themself

And then second is push others harder, which just means have higher expectations of other people. If you have people that are working for you, your assistant or other people on your team, expect more of them and let them know, “I expect the best.” So don’t be afraid to push people a little bit. Now, again, I’m not talking about pushing people around. I’m not talking about being a jerk. What I’m talking about is giving that little extra nudge to people. We’re like, “I don’t want to be pushy.” Well, sometimes people need that and then they’ll appreciate it. I push my coaching members hard. The people that do the 100 Day Challenge with me, my 100 Day List Master Challenge, I tell them it’s going to be the hardest thing you’ve ever done in real estate. And I push them to the limit. Guess what? They love it. Why? Because they want to play a bigger game. So when you have the relationships, push people.

Now, the last thing in terms of pushing people harder is being more persistent. Now, again, not being abrasive, not being a jerk, but just push yourself. Push others harder. In other words, be more persistent. You’ve got people in your personal circle, past clients, that kind of stuff, I have coaching members, you have past clients, just ask. Ask for business, ask for referrals, and then ask again. Expect more from them. And here’s the beauty of it. When you expect more, you will get more. And this is crazy to me, because my coaching members that do this know how to do it and they do it friendly, they’re positive about it, they like people, they get massive results from that. 

And then I see other stuff from other coaches out there, not all of them, but some of the coaches are going, “Stop annoying the people that you know begging them for business.” Well, number one, if your approach is positive and friendly, you’re not begging and you’re certainly not annoying them.

It just irritates me that coaches put this out there, that some of the coaches out there are putting this out there that if you ask for business then expect more, if you ask for it, that you’re being annoying. You’re not being annoying, unless you’re an annoying person. So don’t be annoying, but be positive, be helpful. 

Who do you know that I can help? And when you’re good at what you do and you actually care about the people and want to help more people, people love that, and they love helping you and they love helping you help other people. So don’t be afraid to push yourself harder, but also don’t be afraid to push others harder. 

And then number five is DO MORE, if you really want to succeed, take all of that, and simply do more. Now, I want to be real clear about what I’m talking about here when I say do more.

In the last quarter of 2020 and going into 2021, I want you to do more. Now, I did not say I want you to work more hours. I want you to do more, get more done, accomplish more. People get confused and they’re like, “Well, I’m already working 60 hours a week.” Well, maybe you could work more hours. That may be the solution. Some of you need to work harder. But there’s a difference between motion or activity and progress. 

So when I say do more, do more things that actually move the ball down the field and put points on the scoreboard. So it’s not a matter of how busy you are. It’s how productive you are. Do more of the things that get you more progress and get more accomplished. Be more productive, push yourself, focus on not only being busy, focus on getting stuff done. And when you do that, everything wins.

See, here’s the difference. A lot of this, when I dream bigger, it means I focus on what I want, I’m focused on goals, I’m focused on dreams. And when I do that, I want to move faster. I’ve got a sense of urgency. I’m like, “Let’s get this going.” And I’m going to get tougher so that little things don’t knock me down or knock me off track. 

Push harder, because I’ve got to push myself. When you push, that’s when you have breakthroughs. And then Do More is just getting more stuff done so that I’m getting to the finish line faster. I’m achieving bigger goals and I’m achieving them faster because I am in control of my destiny. 

You, my friend, are in control of your destiny. And all this is talking about is, taking a self-directed approach to the rest of 2020 and going into 2021, is being in control of your life and your business and your performance, and stop just showing up and going, “Okay, what needs to be done today?” and living in reaction.

When you live in reaction to everybody else’s agenda and whatever little issues are coming up and you’re just basically putting out one fire, going one from one fire to the next, putting it out, instead of building your own fire that will achieve your dreams, reaction, living in reaction, living in default, is an absolute killer. This is talking about a proactive approach to saying, “I am going to win. I’m going to win in my business, I’m going to win in my life in 2020, and beyond,” and so focus on the big dream so that everything I’m doing is moving the ball down the field toward the destination I want. I want to end this video with a quote that I read from somebody recently. I don’t know who said it, but it was so powerful. And here’s what they said. They said, “If you don’t take the time now to build the life you want, if you don’t take the time now to build the life you want, eventually you will be forced to spend all of your time dealing with a life you don’t want.”

And, again, what so many agents are doing is they’re just living in survival mode and they’re just going, “How do I get by? How do I get by?” And they’re just trying to get by and they’re not building the life they want. They’re not building the business they want, the income they want, and the life they want. And if you don’t take the time now to get focused and clear with the five mantras that I just laid out for you, you’re going to end up eventually just surviving, surviving, surviving, and then all of a sudden, you’re having to deal with a whole lot of things in your life that you don’t want to deal with. Get proactive, get clear about what you want, and then take these five approaches and go get them. 

If you liked the video, if it’s been helpful, make sure you give it a thumbs up. Put your comments, if you have any questions understanding about what this means or any feedback at all, please put it there. Subscribe to the channel. If you’re new here, play to win and always expect yes.

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