1 00:00:00,810 --> 00:00:03,780 Seven figure success starts when you start thinking like a CEO. 2 00:00:03,990 --> 00:00:08,310 Welcome to the John Kitchens Coach podcast experience as your host, John Kitchens. 3 00:00:08,880 --> 00:00:11,280 Get ready to think bigger and transform your business into 4 00:00:11,280 --> 00:00:12,960 a path to lasting freedom. 5 00:00:18,105 --> 00:00:20,625 What is happening? 6 00:00:20,655 --> 00:00:26,325 Welcome to Expert Mentors Live episode three 15, and, uh, man, this 7 00:00:26,325 --> 00:00:31,335 is where experienced operators break down what actually drives results. 8 00:00:31,965 --> 00:00:35,805 And, uh, I have the honor to be able to jam and hang out with you guys today. 9 00:00:35,835 --> 00:00:40,605 We are going to unpack the agent to CEO Momentum Engine. 10 00:00:41,114 --> 00:00:45,735 And listen as always, if you guys want clarity on your next move, go 11 00:00:45,735 --> 00:00:49,334 book your call@sevenfigurecall.com. 12 00:00:49,695 --> 00:00:52,754 And, uh, let's dive in. 13 00:00:53,055 --> 00:00:59,894 So I had the opportunity to speak at, um, an event last week in Birmingham, Alabama, 14 00:00:59,894 --> 00:01:06,534 further together event with, uh, Connie Collie, Alexander Jacks there the go-to 15 00:01:06,564 --> 00:01:09,274 luxury expert in Birmingham, Alabama. 16 00:01:09,800 --> 00:01:14,750 And my, uh, longtime client and dear friend, Mr. Jean Darden. 17 00:01:15,199 --> 00:01:17,210 And it was, uh, it was just, it was awesome. 18 00:01:17,309 --> 00:01:20,459 Had a great lineup, great event, great location. 19 00:01:20,459 --> 00:01:22,429 Just everything about of it was first class. 20 00:01:22,999 --> 00:01:24,919 I wouldn't expect any, anything different. 21 00:01:25,399 --> 00:01:30,469 And so this is the conversation, you know, when I was asked to come 22 00:01:30,469 --> 00:01:34,489 in and, and was actually asked to kick the event off, which is. 23 00:01:35,464 --> 00:01:40,294 Kind of a nice little change up usually, you know, uh, bringing us home, but 24 00:01:40,294 --> 00:01:43,864 had the opportunity to kind of set the stage and that was really intentional 25 00:01:44,134 --> 00:01:49,814 as we wanted to, set the stage mindset wise as kind of the theme was mindset, 26 00:01:49,814 --> 00:01:54,824 momentum, heading into, uh, coming out of first quarter here in 2026 as. 27 00:01:55,619 --> 00:01:59,129 We start to, uh, round first heading to second, uh, which is 28 00:01:59,159 --> 00:02:01,469 kind of halftime for this year. 29 00:02:01,739 --> 00:02:05,639 And so we thought it was really important to make sure that, uh, we set 30 00:02:05,639 --> 00:02:06,809 the stage in the right frame of mind. 31 00:02:07,889 --> 00:02:12,419 And I wanna just kind of walk you through the presentation that I 32 00:02:12,419 --> 00:02:15,390 had the opportunity to share there in Birmingham with you guys today. 33 00:02:15,390 --> 00:02:17,459 So, let's jump in. 34 00:02:17,579 --> 00:02:19,439 So here's what I'm gonna do. 35 00:02:19,439 --> 00:02:22,519 I'm gonna just kind of fast forward through, the beginning of, of the 36 00:02:22,519 --> 00:02:27,709 presentation, take you into kind of the teaching part and, um, we will kind of 37 00:02:27,709 --> 00:02:29,420 then kind of call to action that we had. 38 00:02:29,420 --> 00:02:33,269 But I just wanna walk you through this because it's extremely important from. 39 00:02:34,114 --> 00:02:38,764 Where our heads need to be as we are looking to build momentum. 40 00:02:39,904 --> 00:02:41,344 And I tell clients this all the time, 41 00:02:43,954 --> 00:02:50,704 momentum is, is a challenge and it's, it's hard to get, but once you have momentum. 42 00:02:51,394 --> 00:02:55,294 You never wanna let it go, because once you have it and you lose it, 43 00:02:55,534 --> 00:02:58,534 it's 10 times harder to get back. 44 00:02:58,804 --> 00:02:59,254 Okay? 45 00:02:59,794 --> 00:03:00,844 It's the old adage, right? 46 00:03:00,844 --> 00:03:03,004 It's easier to stay in shape than to get in shape. 47 00:03:03,004 --> 00:03:06,364 So think about that from a momentum, it's the same thing, right? 48 00:03:06,364 --> 00:03:09,034 It's easier to maintain momentum than to. 49 00:03:09,254 --> 00:03:10,274 Build momentum. 50 00:03:10,574 --> 00:03:13,304 So once you have it, you want to hang onto it and write it 51 00:03:13,304 --> 00:03:15,584 as long as you possibly can. 52 00:03:15,884 --> 00:03:20,834 So I'm gonna go ahead and I'm gonna share these, but I'm just gonna 53 00:03:20,834 --> 00:03:24,134 jump down, um, a little, little quick context for those that I 54 00:03:24,134 --> 00:03:25,079 haven't had the opportunity to meet. 55 00:03:25,789 --> 00:03:28,879 We've got so many new people coming into the community, coming in, 56 00:03:29,169 --> 00:03:32,409 uh, to Honey Badger Nation coming into the Agent Legacy community. 57 00:03:32,679 --> 00:03:35,889 And maybe this is the first time that you've had the opportunity to jump in 58 00:03:35,949 --> 00:03:37,569 and, um, you know, check out the show. 59 00:03:37,809 --> 00:03:39,369 Thank you guys for being here. 60 00:03:39,609 --> 00:03:41,319 Like, subscribe, share. 61 00:03:41,619 --> 00:03:45,309 As Andy Fer says, don't be a, you know what, share the show. 62 00:03:45,519 --> 00:03:48,279 So if you guys get value out of this, the, the greatest compliment 63 00:03:48,279 --> 00:03:49,449 is to be able to share this. 64 00:03:50,184 --> 00:03:53,454 Uh, with, with others that would get, uh, a ton of value out of it as well. 65 00:03:53,694 --> 00:03:54,954 Little context, man. 66 00:03:54,984 --> 00:03:57,954 I'm, I'm a Hall of Fame coaches kid. 67 00:03:58,024 --> 00:03:58,864 I gotta make sure I say that. 68 00:03:58,864 --> 00:04:03,914 You know, my dad's in the coaching Hall of Fame in in Oklahoma for the public 69 00:04:04,004 --> 00:04:06,794 school system in, in, in, through coaching through the entire state. 70 00:04:06,794 --> 00:04:09,194 So it's kind of cool to say, you know, my dad's a Hall of fame coach. 71 00:04:09,824 --> 00:04:12,314 And what that meant, man, is I just grew up in the locker room. 72 00:04:12,314 --> 00:04:13,514 I grew up on the field. 73 00:04:13,564 --> 00:04:16,624 You know, all, all of my extra time in childhood, if I wanted to spend 74 00:04:16,624 --> 00:04:18,514 time with pops, I was on the field. 75 00:04:18,514 --> 00:04:20,194 I was, um, in the locker room. 76 00:04:20,494 --> 00:04:20,734 Yeah. 77 00:04:20,734 --> 00:04:24,054 I was that kid that, that got, athletic taped upside down on the ceiling. 78 00:04:24,054 --> 00:04:27,504 I've got locked into multiple lockers, all part of the experience. 79 00:04:27,504 --> 00:04:27,834 Right? 80 00:04:28,074 --> 00:04:31,704 But when you're in that environment for a long period of time, and this is 81 00:04:31,704 --> 00:04:33,894 true for us in any part of our lives. 82 00:04:34,359 --> 00:04:37,749 When we're in, you know, an environment, it forms a belief system. 83 00:04:37,749 --> 00:04:42,229 And so for me, the belief system of, knowing that everyone on the planet 84 00:04:42,229 --> 00:04:45,199 needs a great coach in their life, because I believe with a great coach 85 00:04:45,199 --> 00:04:49,129 in your life, your life will be better and listen, for our business 86 00:04:49,129 --> 00:04:51,619 to be better, we have to be better. 87 00:04:52,369 --> 00:04:55,549 And when we have, you know, these belief systems, this is really 88 00:04:55,549 --> 00:04:57,619 what starts to form our why. 89 00:04:57,919 --> 00:05:00,529 And for me it's to inspire and challenge people to think bigger. 90 00:05:00,529 --> 00:05:04,399 And if you guys have listened to any of the episodes on the podcast, you know, 91 00:05:04,399 --> 00:05:10,459 my whole goal for the John Kitchens Coach podcast experience is to really create 92 00:05:10,459 --> 00:05:15,559 a masterclass in becoming the CEO of your life and the CEO of your business. 93 00:05:15,979 --> 00:05:19,009 And I just know with, with absolute certainty. 94 00:05:19,909 --> 00:05:21,799 Inspire challenges, people to think bigger. 95 00:05:21,859 --> 00:05:22,039 You. 96 00:05:22,309 --> 00:05:23,359 We gotta think bigger. 97 00:05:23,359 --> 00:05:26,329 I promise you, everybody listening to this conversation, 98 00:05:26,839 --> 00:05:28,609 you're not thinking big enough. 99 00:05:28,939 --> 00:05:32,149 And we want to think bigger so that we can transform our lives 100 00:05:32,149 --> 00:05:33,289 and transform our business. 101 00:05:33,889 --> 00:05:34,464 Quick backstory. 102 00:05:36,529 --> 00:05:40,369 Supposed to go to college to, uh, play golf, ended up on the drinking 103 00:05:40,369 --> 00:05:42,439 team instead of the golf team. 104 00:05:42,499 --> 00:05:45,369 And, uh, that was a recipe for disaster. 105 00:05:45,609 --> 00:05:49,269 Ended up moving out to California, walked into kind of the ideal situation 106 00:05:49,269 --> 00:05:51,189 for me, which became my schooling. 107 00:05:51,639 --> 00:05:56,289 Had one of the most amazing bosses that you could ever ask for Kathy Wake and. 108 00:05:56,964 --> 00:06:01,454 Kathy really taught me all the ins and outs and the facets of really running 109 00:06:01,454 --> 00:06:03,164 an organization and running a business. 110 00:06:03,514 --> 00:06:08,824 Learning how, merch moves in and out of the pro shop, learning how to, you know, 111 00:06:08,824 --> 00:06:14,084 hold people to the dress code by just simply raising the dues or, the, um, 112 00:06:14,414 --> 00:06:18,884 you know, the fees to play golf by just a couple dollars would turn away folks. 113 00:06:19,559 --> 00:06:22,919 Showing up in tank tops versus showing up to the dress code. 114 00:06:22,919 --> 00:06:23,969 Little things like that, right? 115 00:06:24,419 --> 00:06:27,149 And got sucked back into Oklahoma. 116 00:06:27,179 --> 00:06:32,229 Couple childhood friends, serial entrepreneurs, ideas, execution. 117 00:06:32,229 --> 00:06:32,619 We sold the last. 118 00:06:33,584 --> 00:06:39,574 The last endeavor at the end of, uh, 2003, we had nothing to do, so 119 00:06:39,574 --> 00:06:43,954 we thought it'd be a good idea to, uh, start a bar, which, uh, led down 120 00:06:43,954 --> 00:06:45,784 as a very slippery slope for me. 121 00:06:46,054 --> 00:06:49,414 And, uh, that was the all it took to make the connection with the 122 00:06:49,414 --> 00:06:52,534 gentleman there in the blue shirt next to me, Mr. Michael Reese. 123 00:06:52,774 --> 00:06:55,684 He is the connector and, and actually Michael and I go back to 124 00:06:55,684 --> 00:06:59,134 junior high high school days of playing, uh, playing golf together. 125 00:06:59,694 --> 00:07:02,144 Little interesting, worthless fact. 126 00:07:02,144 --> 00:07:06,044 We were actually first roommates together outta high school while we were at Cameron 127 00:07:06,044 --> 00:07:08,024 University for that year, year and a half. 128 00:07:08,444 --> 00:07:09,614 Uh, but he is the connector. 129 00:07:09,614 --> 00:07:13,964 He connected me to, uh, the gentleman there in the yellow Mr. J Kinder, and over 130 00:07:13,964 --> 00:07:15,714 the past 20 years, been a part of the. 131 00:07:16,149 --> 00:07:17,919 Three separate seven figure real estate businesses. 132 00:07:17,919 --> 00:07:21,549 Over 4,300 transactions under my watch, personally have coached 133 00:07:21,549 --> 00:07:23,139 thousands of real estate professionals. 134 00:07:23,679 --> 00:07:25,089 I need to update that number. 135 00:07:25,089 --> 00:07:30,339 We're we're a little over 17, six, one-on-one sessions over 10,000 hours, 136 00:07:30,639 --> 00:07:33,879 uh, which we passed about nine months ago. 137 00:07:33,939 --> 00:07:38,919 Uh, so just, just relatively hitting that in the 14 years now of coaching of 138 00:07:38,919 --> 00:07:40,929 one-on-one coaching, not one to many. 139 00:07:40,929 --> 00:07:43,719 That's a, that's a whole separate statistic, but, uh, in the one-on-one 140 00:07:43,719 --> 00:07:45,249 capacity and the reason that. 141 00:07:45,624 --> 00:07:50,274 This would mean anything to you is just, I just have a unique perspective. 142 00:07:50,694 --> 00:07:55,404 Most operators, coaches, agents, don't have Right. 143 00:07:55,464 --> 00:08:01,914 Multiple markets, multiple transactions, coaching agents now all over the world. 144 00:08:02,274 --> 00:08:05,854 And so just a unique perspective, not very many situations I haven't 145 00:08:05,854 --> 00:08:06,904 encountered, I'll put it that way. 146 00:08:07,144 --> 00:08:11,404 Opportunity to work with some of the best and the best on the planet and that, uh, 147 00:08:11,404 --> 00:08:13,204 that army is still continuing to grow. 148 00:08:13,384 --> 00:08:16,624 So here is what's on the agenda. 149 00:08:16,954 --> 00:08:22,474 I wanna walk you guys kind of through what we, uh, kind of look at as the bottleneck 150 00:08:23,074 --> 00:08:32,524 into the shift and then into kind of what is that breakthrough that we all need and. 151 00:08:34,024 --> 00:08:38,014 Really what this becomes is this is really the linchpin for our business. 152 00:08:38,284 --> 00:08:43,934 So I want you to pause for just a second and I want you to think 153 00:08:43,934 --> 00:08:47,384 about when you first started this journey into real estate. 154 00:08:47,834 --> 00:08:48,165 Okay? 155 00:08:48,655 --> 00:08:50,064 And maybe, close your eyes. 156 00:08:50,124 --> 00:08:53,035 Obviously if you're driving, listen to this might not be a good idea. 157 00:08:53,035 --> 00:08:56,484 But if you're in a situation just close your eyes and think back, right? 158 00:08:57,114 --> 00:08:59,694 What was your vision of the future? 159 00:09:00,699 --> 00:09:03,520 When you got into, got into real estate, right? 160 00:09:03,730 --> 00:09:06,490 The idea was probably pretty dang simple, right? 161 00:09:06,610 --> 00:09:10,750 I'm gonna work hard, I'm gonna grow my business and I'm gonna secure my future. 162 00:09:11,890 --> 00:09:14,230 What we thought it would look like was, man, if I work hard 163 00:09:14,230 --> 00:09:15,850 enough, the business is gonna grow. 164 00:09:16,480 --> 00:09:19,330 If I focus on making more sales, the revenue will keep increasing. 165 00:09:19,330 --> 00:09:23,170 If the revenue keeps increasing, the profits surely will follow. 166 00:09:23,470 --> 00:09:27,670 And if the business keeps growing, eventually my future is gonna be secure. 167 00:09:27,670 --> 00:09:30,750 But what it really looks like is man, I got a great plan. 168 00:09:30,750 --> 00:09:36,960 I got great intentions, but before noon, my firefighter hat is on. 169 00:09:36,990 --> 00:09:37,560 I've got. 170 00:09:38,459 --> 00:09:42,990 74 different problems that I have to, be in the middle of to handle 171 00:09:42,990 --> 00:09:44,280 because my team can't handle it. 172 00:09:44,700 --> 00:09:46,770 I'm trying to focus on growth. 173 00:09:46,770 --> 00:09:49,890 Instead, I'm being pulled over here, being pulled over here. 174 00:09:50,250 --> 00:09:52,620 I got people issues, I got operational issues. 175 00:09:52,950 --> 00:09:57,210 The more the business grows, the more decisions everyone 176 00:09:57,210 --> 00:09:59,010 is waiting on me to make. 177 00:09:59,220 --> 00:10:03,300 So here on the left, the expectation, the hustle illusion, 178 00:10:04,290 --> 00:10:05,195 the hustle, grow, freedom. 179 00:10:06,915 --> 00:10:11,255 Man, it's my linear growth path and I'm a status dude. 180 00:10:11,255 --> 00:10:12,785 I'm gonna be number one in the market. 181 00:10:13,175 --> 00:10:14,795 I'm more volume, more freedom. 182 00:10:15,425 --> 00:10:22,385 But the reality is this cat over here on the right, that's all hemmed up and it 183 00:10:22,385 --> 00:10:26,135 is a complete whirlwind, endless loops. 184 00:10:26,194 --> 00:10:27,485 It never ends. 185 00:10:28,235 --> 00:10:30,425 I wake up and just put my firefighter hat on. 186 00:10:31,189 --> 00:10:36,560 90%, 95% of the daily firefighting, and then the bottom right there, right? 187 00:10:36,560 --> 00:10:37,729 The little profit trap. 188 00:10:38,089 --> 00:10:40,069 We think more growth, more profit. 189 00:10:40,699 --> 00:10:41,120 Aha. 190 00:10:42,230 --> 00:10:47,930 But what we fail to remember is that growth sucks cash. 191 00:10:48,410 --> 00:10:52,040 And if you don't understand the financials and what drives them, 192 00:10:52,910 --> 00:10:54,620 you are that broken piggy bank. 193 00:10:54,829 --> 00:10:56,449 So the real problem, right? 194 00:10:57,050 --> 00:10:58,040 The real problem. 195 00:10:59,075 --> 00:11:03,725 It's not your marketing, it's not your sales or your leads, okay? 196 00:11:04,955 --> 00:11:06,815 It's trying to grow without structure. 197 00:11:08,645 --> 00:11:13,265 And as all of the marketing sales leads, everything's kind of funneling in. 198 00:11:13,985 --> 00:11:17,315 Ah, that's where it breaks down, right? 199 00:11:18,395 --> 00:11:21,995 The leader is always the biggest bottleneck. 200 00:11:22,445 --> 00:11:26,675 Remember, the pack only runs as fast as the leader. 201 00:11:28,295 --> 00:11:33,605 And we tend to put ourself in a situation to where we become 202 00:11:33,785 --> 00:11:35,495 the biggest dang bottleneck. 203 00:11:36,185 --> 00:11:38,645 Okay, listen, hustle, hard work. 204 00:11:39,005 --> 00:11:39,755 Yes, I get it. 205 00:11:39,755 --> 00:11:40,355 Nobody cares. 206 00:11:40,355 --> 00:11:40,925 Work harder. 207 00:11:41,945 --> 00:11:46,385 However, work is not, uh, hard work is not just the answer. 208 00:11:46,835 --> 00:11:49,295 Hustle is not a strategy, okay? 209 00:11:50,045 --> 00:11:56,495 And it's really about shifting from an operator to an architect. 210 00:11:57,020 --> 00:12:01,610 See, the reality that we have to understand is that 211 00:12:01,610 --> 00:12:02,750 this is a creative world. 212 00:12:02,750 --> 00:12:05,060 We get to design it however we want. 213 00:12:05,630 --> 00:12:06,080 Okay. 214 00:12:06,615 --> 00:12:09,020 And and it's not just report it. 215 00:12:09,020 --> 00:12:10,610 This is how it is, this is how it has to be. 216 00:12:10,640 --> 00:12:13,580 No, we get to design it however we want it to be. 217 00:12:13,610 --> 00:12:13,640 Okay. 218 00:12:15,320 --> 00:12:16,960 One thing like, listen, 219 00:12:19,870 --> 00:12:25,005 we're not, most folks, 99% of folks are not trying to build. 220 00:12:25,750 --> 00:12:28,660 The next massive brokerage. 221 00:12:28,660 --> 00:12:35,570 The next exp the next real, the next LPT, the next Realty of America, just 222 00:12:35,570 --> 00:12:42,230 the cloud-based AI models that are coming online as the direction of the future. 223 00:12:42,620 --> 00:12:45,350 Most people aren't building those 99%. 224 00:12:45,380 --> 00:12:49,790 99 point, 99% of people are not building those most people. 225 00:12:50,135 --> 00:12:54,935 In the real estate space, wanna make a really good living, okay? 226 00:12:55,475 --> 00:12:59,375 And you gotta put this into perspective, like what are really 227 00:12:59,375 --> 00:13:01,355 good professions in your market? 228 00:13:01,865 --> 00:13:04,715 And what do those really good professions pay? 229 00:13:04,745 --> 00:13:05,255 What do they what? 230 00:13:05,255 --> 00:13:06,935 What's the pay structure, right? 231 00:13:07,415 --> 00:13:11,585 Like some of these, you gotta work 50, 55, 60 hours to make six 232 00:13:11,585 --> 00:13:15,215 figures or make 70, 75,000 a year. 233 00:13:16,535 --> 00:13:19,745 How many transactions do you need to close in this space to make six figures? 234 00:13:20,375 --> 00:13:23,405 Depending on price point, it's not that many. 235 00:13:23,945 --> 00:13:24,305 Okay? 236 00:13:24,755 --> 00:13:30,815 And if you really look at it, okay, most of you in your markets can 237 00:13:30,815 --> 00:13:36,935 maybe close one to one and a half, two deals a month max, and make 238 00:13:37,595 --> 00:13:40,025 six figures, multiple six figures. 239 00:13:40,685 --> 00:13:43,415 And truth be told, if you're only closing one to two deals a 240 00:13:43,415 --> 00:13:44,495 month, you're working part-time. 241 00:13:44,825 --> 00:13:46,265 I don't care what anybody says. 242 00:13:46,595 --> 00:13:48,395 Jump on here, let's talk about it. 243 00:13:49,640 --> 00:13:51,920 You are working part time and making six figures, where else 244 00:13:51,920 --> 00:13:53,030 are you gonna go and do that? 245 00:13:53,689 --> 00:13:54,079 Okay. 246 00:13:56,270 --> 00:14:01,010 To my point, six figures, or even, even if you wanna get to seven figures, 247 00:14:02,780 --> 00:14:05,600 there are so many paths to get there. 248 00:14:06,050 --> 00:14:06,260 Okay? 249 00:14:07,550 --> 00:14:12,290 That's why it's important to embrace the architect mindset, okay? 250 00:14:14,000 --> 00:14:17,810 And once we realize, dude, I'm the bottleneck. 251 00:14:18,740 --> 00:14:19,100 Okay. 252 00:14:19,580 --> 00:14:20,900 And you know where the bottleneck is. 253 00:14:21,440 --> 00:14:23,030 The bottleneck is in our thinking. 254 00:14:24,110 --> 00:14:28,670 It starts to feel like we're constantly putting out fires issue after issue, and 255 00:14:28,700 --> 00:14:31,550 then all of a sudden another one pops up and we keep working harder, right? 256 00:14:31,550 --> 00:14:35,060 Nobody cares work harder, but the problems keep multiplying. 257 00:14:35,720 --> 00:14:38,630 This is nothing like the simple path that we imagined, okay? 258 00:14:38,960 --> 00:14:40,190 Contrary to what we were taught. 259 00:14:40,220 --> 00:14:42,860 Working harder never fixes a slowing business. 260 00:14:43,310 --> 00:14:46,070 People double down on effort because surely if you spend more time, more 261 00:14:46,070 --> 00:14:47,300 hours, more marketing, more activity. 262 00:14:48,575 --> 00:14:52,835 It's gonna solve the problems, but effort doesn't equal growth, right? 263 00:14:52,835 --> 00:14:55,115 Go back to insanity. 264 00:14:55,355 --> 00:14:57,155 Definition of insanity. 265 00:14:57,785 --> 00:15:02,345 Like a lot of agents that I've seen over the years, this is 266 00:15:02,345 --> 00:15:06,035 exactly what they do over and over, expecting a different result. 267 00:15:06,695 --> 00:15:07,865 Why is this happening? 268 00:15:08,165 --> 00:15:10,145 What are you missing? 269 00:15:10,685 --> 00:15:11,075 Okay? 270 00:15:11,645 --> 00:15:13,070 And this is where the shift comes in. 271 00:15:14,525 --> 00:15:20,525 A production mindset focuses on reacting to whatever problems show up next. 272 00:15:21,185 --> 00:15:22,685 Man, this deal needs attention. 273 00:15:22,775 --> 00:15:25,355 Oh, I gotta, I gotta handle, take care of this client. 274 00:15:25,835 --> 00:15:27,665 Oh my gosh, something's broke over here. 275 00:15:27,665 --> 00:15:30,215 Oh, I gotta deal with this issue this person's having. 276 00:15:31,085 --> 00:15:34,115 And then we start to embrace, man, the more the business 277 00:15:34,115 --> 00:15:37,625 grows, the more I have to react. 278 00:15:38,885 --> 00:15:45,214 Everything, and I'm not getting anything done that actually makes progress moving 279 00:15:45,214 --> 00:15:48,005 towards something meaningful in my life. 280 00:15:49,685 --> 00:15:50,765 So what has to change? 281 00:15:51,605 --> 00:15:57,515 Real growth only happens when your mindset shifts from reacting to 282 00:15:57,515 --> 00:16:01,324 problems and critically examining how the business should operate. 283 00:16:01,324 --> 00:16:05,495 Because when your thinking doesn't change, the business always defaults 284 00:16:05,495 --> 00:16:07,204 back to the same constraint. 285 00:16:08,045 --> 00:16:08,615 You. 286 00:16:09,305 --> 00:16:11,015 Okay, listen, I'm talking. 287 00:16:11,045 --> 00:16:14,194 What I'm talking about here is Theory of constraints. 288 00:16:15,574 --> 00:16:19,265 Eli GoRat wrote the book on Theory of Constraints. 289 00:16:19,625 --> 00:16:21,515 Yes, I recommend it. 290 00:16:21,545 --> 00:16:23,975 Our mentor, it's his number one book recommendation. 291 00:16:24,365 --> 00:16:30,275 However, our mentor's, number one book recommendation for 2026 292 00:16:33,004 --> 00:16:37,025 is this book called Reset by Dan Heath. 293 00:16:38,405 --> 00:16:44,165 Listen, if you do not have a copy of this book, get this book. 294 00:16:45,315 --> 00:16:49,245 If you're coming to Kitchen Table, my quarterly mastermind 295 00:16:49,245 --> 00:16:51,585 event that I host, don't buy it. 296 00:16:51,645 --> 00:16:53,505 'cause I'm gonna give you this book because this is 297 00:16:53,505 --> 00:16:56,475 how important it's inside of. 298 00:16:56,475 --> 00:16:58,845 This book has 17 pages. 299 00:16:58,845 --> 00:17:01,395 The best 17 pages condensed. 300 00:17:02,055 --> 00:17:03,675 On Theory of Constraints. 301 00:17:03,735 --> 00:17:04,785 Get this book. 302 00:17:04,785 --> 00:17:05,865 It's fantastic. 303 00:17:05,865 --> 00:17:07,755 Read it from front to back. 304 00:17:10,245 --> 00:17:13,305 However, use it as a resource manual for a lot of things. 305 00:17:13,305 --> 00:17:16,635 But number one, use it as a resource manual for Theory of Constraints. 306 00:17:16,635 --> 00:17:19,185 17 pages, best breakdown. 307 00:17:19,215 --> 00:17:22,575 You'll understand most of you know and follow. 308 00:17:22,785 --> 00:17:27,255 If you listen to this show, you know who Alex, her is, and you follow Alex. 309 00:17:27,630 --> 00:17:29,700 Alex operates in Theory of Constraints. 310 00:17:29,790 --> 00:17:32,520 Everything he does comes down to Theory of Constraints. 311 00:17:32,880 --> 00:17:34,590 You have to understand this concept. 312 00:17:34,620 --> 00:17:35,970 Listen, I can help. 313 00:17:36,180 --> 00:17:39,060 I can help anybody that that's coachable, that wants to help, 314 00:17:39,510 --> 00:17:40,770 that wants to get better. 315 00:17:41,490 --> 00:17:44,400 I can really help you when you understand theory of constraints. 316 00:17:44,580 --> 00:17:44,970 Okay? 317 00:17:45,660 --> 00:17:50,040 We are most of the time the biggest constraint, and we gotta know 318 00:17:50,040 --> 00:17:52,950 how to remove that bottleneck. 319 00:17:54,420 --> 00:17:57,900 The other thing and where this comes into is the concept of 320 00:17:57,900 --> 00:18:01,590 understanding the difference between the window and the mirror. 321 00:18:02,460 --> 00:18:08,700 You have to ask yourself, what do you have a stronger relationship with the window? 322 00:18:09,870 --> 00:18:15,060 Because it's easier for you to look out at the world and point your finger at people. 323 00:18:15,120 --> 00:18:17,190 We all know those type of people, right? 324 00:18:18,825 --> 00:18:21,705 Will sit back in their chair and, and point and direct. 325 00:18:21,885 --> 00:18:23,895 You know, they wanna be the foreman of your life. 326 00:18:23,925 --> 00:18:25,785 They wanna control you, right? 327 00:18:26,415 --> 00:18:27,165 Is that you? 328 00:18:27,285 --> 00:18:31,605 Are you calling the shots through the window or are you the 329 00:18:31,605 --> 00:18:35,895 individual that has a much stronger relationship with the mirror? 330 00:18:36,405 --> 00:18:37,905 So that's the question you have to ask. 331 00:18:38,140 --> 00:18:39,645 Ask which relationship is stronger? 332 00:18:40,035 --> 00:18:42,765 Your relationship with the window, or your relationship with the mirror? 333 00:18:43,455 --> 00:18:45,830 I can promise you, you're not going to remove this constraint. 334 00:18:46,485 --> 00:18:50,295 If you don't have a really good relationship with the mirror, okay, 335 00:18:50,385 --> 00:18:52,665 it all starts with that reflection. 336 00:18:53,025 --> 00:18:56,055 So how do you breakthrough from your bottleneck? 337 00:18:56,325 --> 00:18:57,315 Okay, the breakthrough. 338 00:18:57,525 --> 00:18:58,215 This is the breakthrough. 339 00:18:58,245 --> 00:19:00,975 How do you actually run the business differently? 340 00:19:01,215 --> 00:19:05,985 And this is where the linchpin of the entire process comes in. 341 00:19:06,555 --> 00:19:08,195 And this is, this is our process. 342 00:19:08,195 --> 00:19:09,545 It's called the agent to CEO. 343 00:19:10,445 --> 00:19:13,805 Framework, the most important piece. 344 00:19:14,105 --> 00:19:16,565 There's six components in the agent to CEO process. 345 00:19:17,105 --> 00:19:21,935 The most important piece is the CEO operating system, okay? 346 00:19:22,565 --> 00:19:27,275 It's going to give you, as a leader, a structured way to identify the real 347 00:19:27,275 --> 00:19:31,295 constraint, make better decisions, and design the systems that allow 348 00:19:31,325 --> 00:19:35,525 your business to grow without depending on constant intervention. 349 00:19:35,575 --> 00:19:36,595 Let's break this down. 350 00:19:36,595 --> 00:19:39,505 What is the CEO's operating system? 351 00:19:40,375 --> 00:19:45,025 And the CEO operating system is a proven three-part framework. 352 00:19:45,205 --> 00:19:49,555 It is designed to re-engineer your business from for predictable 353 00:19:49,555 --> 00:19:52,555 growth, moving you from operator. 354 00:19:53,080 --> 00:19:54,280 To architect. 355 00:19:54,580 --> 00:19:56,350 Okay, listen. 356 00:19:56,650 --> 00:19:58,150 Best definition of an operator. 357 00:19:59,620 --> 00:20:01,000 An operator just gets shit done. 358 00:20:01,390 --> 00:20:03,730 You might not have a rhyme or reason or know why. 359 00:20:03,730 --> 00:20:07,630 You just know how to get results, but you don't understand how you do it. 360 00:20:07,750 --> 00:20:08,770 There's no system. 361 00:20:08,770 --> 00:20:09,940 It's just like I see it. 362 00:20:09,940 --> 00:20:11,840 I just, I can get the ball in the end zone. 363 00:20:11,900 --> 00:20:13,130 They can, they just can't tackle me. 364 00:20:13,130 --> 00:20:15,950 I'm faster and I'm more elusive than anybody else. 365 00:20:16,595 --> 00:20:17,015 Okay. 366 00:20:17,255 --> 00:20:20,105 Until you get a little bit older and you slow down, you get, you get hemmed up a 367 00:20:20,105 --> 00:20:21,575 little bit, then you go and get caught. 368 00:20:22,175 --> 00:20:25,865 So you gotta, you gotta have a framework, you gotta have that system. 369 00:20:26,285 --> 00:20:30,275 And the three parts are the constraint finder, theory of 370 00:20:30,275 --> 00:20:31,475 constraints, just told you. 371 00:20:32,135 --> 00:20:35,405 Best, the best resource for theory of constraints. 372 00:20:35,735 --> 00:20:37,175 The decision filter. 373 00:20:37,175 --> 00:20:40,175 This is so important, and the leverage engine. 374 00:20:40,775 --> 00:20:43,205 So key number one, the constraint finder. 375 00:20:43,295 --> 00:20:48,545 Stop fixing everything and find the single gear that is grinding. 376 00:20:49,115 --> 00:20:49,565 Okay? 377 00:20:50,135 --> 00:20:55,175 You have to look at your business as a machine, and every business only 378 00:20:55,175 --> 00:20:58,535 has one true constraint at a time. 379 00:20:59,525 --> 00:21:00,395 Identify that. 380 00:21:01,160 --> 00:21:02,480 And fix it. 381 00:21:02,780 --> 00:21:03,230 Okay? 382 00:21:03,890 --> 00:21:09,560 Most leaders spend our time reacting to symptoms instead 383 00:21:09,560 --> 00:21:10,880 of addressing the real problem. 384 00:21:10,940 --> 00:21:16,220 When energy is spread across too many issues, nothing truly improves. 385 00:21:16,490 --> 00:21:16,850 Okay? 386 00:21:17,300 --> 00:21:19,190 The goal is not to do more work. 387 00:21:19,190 --> 00:21:23,120 The goal is to remove the obstacle that stops the work. 388 00:21:24,545 --> 00:21:27,065 Eli GoRat is the godfather of the Theory of Constraints. 389 00:21:27,065 --> 00:21:28,325 The book, the Goal. 390 00:21:28,625 --> 00:21:29,045 Okay. 391 00:21:29,375 --> 00:21:30,125 It's fantastic. 392 00:21:30,125 --> 00:21:30,935 It's a fable. 393 00:21:31,145 --> 00:21:36,375 It's tough to listen to, but, talks about this machine factory. 394 00:21:36,405 --> 00:21:39,495 But he also, you know, conveys it into the relationship with this kid. 395 00:21:39,495 --> 00:21:42,465 And he also, conveys it into the relationship with his wife. 396 00:21:43,455 --> 00:21:43,995 It's great. 397 00:21:43,995 --> 00:21:44,445 It's a fable. 398 00:21:45,120 --> 00:21:49,530 I highly recommend listening to it, but if you want to get down to the 399 00:21:49,530 --> 00:21:54,070 brass tacks of it and gimme, gimme what I need to be able to, to operate. 400 00:21:55,180 --> 00:21:55,630 Go here. 401 00:21:56,290 --> 00:21:59,050 17 pages versus an entire book. 402 00:22:03,880 --> 00:22:04,660 Give you an example. 403 00:22:07,060 --> 00:22:13,150 So I was talking to, a team lead that operates a, uh, enterprise team, one 404 00:22:13,150 --> 00:22:17,900 of the top teams for exp in the entire country, but also one of the top, it is 405 00:22:17,900 --> 00:22:20,930 the top team in, uh, in one of the states. 406 00:22:21,950 --> 00:22:26,150 And we were talking through this theory of constraints where the biggest bottleneck 407 00:22:26,150 --> 00:22:35,720 was, and it's business wise, it's traffic, conversion, fulfillment, retention, said. 408 00:22:36,110 --> 00:22:36,890 Consistent. 409 00:22:36,980 --> 00:22:42,170 Consistent leads, consistent sales, consistent results and retention. 410 00:22:44,090 --> 00:22:48,710 And we were talking about going through this exercise and he and I'm asking him 411 00:22:48,710 --> 00:22:49,970 the question, where's the constraint? 412 00:22:50,510 --> 00:22:53,240 And he is like, dude, we got like eight platforms. 413 00:22:53,240 --> 00:22:53,900 It's a mess. 414 00:22:54,140 --> 00:22:56,270 We gotta tighten up our systems, get better results. 415 00:22:56,660 --> 00:22:58,100 And I said, well, is that the bottleneck? 416 00:22:58,340 --> 00:23:01,400 I said, let's go red light, yellow light. 417 00:23:02,030 --> 00:23:07,070 Green light through the three things that are required for consistent 418 00:23:07,070 --> 00:23:09,620 sales, or excuse me, consistent leads. 419 00:23:09,680 --> 00:23:14,240 Let's go through the three things that are required for consistent sales, 420 00:23:14,240 --> 00:23:17,180 and let's go through the three things that are considered for consistent 421 00:23:17,180 --> 00:23:19,580 results, right things, right order. 422 00:23:20,000 --> 00:23:21,140 And so we started working through it. 423 00:23:21,980 --> 00:23:22,370 Okay? 424 00:23:22,640 --> 00:23:28,580 What we found is that it was somewhere over in. 425 00:23:30,590 --> 00:23:33,800 There was some yellow lights in the consistent leads. 426 00:23:33,860 --> 00:23:36,710 They now listen, you zoom out. 427 00:23:39,290 --> 00:23:40,370 They don't have a lead problem. 428 00:23:40,700 --> 00:23:46,280 However, their message to their target audience is not crystal 429 00:23:46,280 --> 00:23:47,810 clear, so there's a yellow. 430 00:23:47,810 --> 00:23:48,920 So we need to clean that up. 431 00:23:49,325 --> 00:23:52,340 And then we get over into consistent sales. 432 00:23:52,610 --> 00:23:57,140 He's thinking his biggest problem is how do I fix my systems on the back end? 433 00:23:57,140 --> 00:23:58,220 Because we have too many tools. 434 00:23:58,220 --> 00:23:59,520 We have too much stuff everywhere. 435 00:24:01,030 --> 00:24:03,970 That's a real problem, but that ain't the main problem. 436 00:24:05,170 --> 00:24:07,150 That's what Theory of Constraints will get you. 437 00:24:07,210 --> 00:24:12,250 It'll get you working on the number one problem because if you avoid the number 438 00:24:12,250 --> 00:24:14,170 one problem, that's not a good strategy. 439 00:24:16,030 --> 00:24:20,350 You're only gonna get second, third, and fourth problem results when you solve 440 00:24:20,350 --> 00:24:23,320 those instead of first problem results. 441 00:24:23,740 --> 00:24:25,870 Okay, so hopefully that makes sense for you guys. 442 00:24:26,500 --> 00:24:31,180 Super important to know where the real, the real kink in the water hose 443 00:24:31,180 --> 00:24:34,090 is that we've gotta remove first. 444 00:24:34,270 --> 00:24:36,010 Okay, so key number two. 445 00:24:36,820 --> 00:24:39,520 Key number two is the decision filter. 446 00:24:40,930 --> 00:24:44,680 It is so important for us to think in second order to 447 00:24:44,680 --> 00:24:46,690 solve problems permanently. 448 00:24:47,860 --> 00:24:53,470 We wanna move beyond the temporary bandaids that we all put on our business. 449 00:24:54,220 --> 00:25:00,670 We have to evaluate the long-term ripple effects of our solutions to ensure 450 00:25:01,030 --> 00:25:04,060 we are solving problems permanently. 451 00:25:04,600 --> 00:25:06,400 We don't want to just plug a leak. 452 00:25:07,435 --> 00:25:12,865 If it remains creating a massive flood downstream tomorrow, when 453 00:25:12,865 --> 00:25:17,425 decisions are made with long-term consequences in mind, reoccurring 454 00:25:17,425 --> 00:25:21,745 problems disappear in the organization becomes more stable and predictable. 455 00:25:22,285 --> 00:25:27,385 The quality of your life is determined by the quality of your decisions. 456 00:25:28,105 --> 00:25:30,935 I always like to run everybody through, through this scenario right here, 457 00:25:31,295 --> 00:25:34,120 because what you have to realize is that. 458 00:25:35,030 --> 00:25:39,050 Do you have good decision making filters in place? 459 00:25:39,260 --> 00:25:41,900 Do you have a process to make decisions? 460 00:25:42,140 --> 00:25:43,700 Okay, here's my process. 461 00:25:43,730 --> 00:25:44,390 Real simple. 462 00:25:44,900 --> 00:25:47,240 One, I wanna know what all the words mean. 463 00:25:47,240 --> 00:25:50,150 I wanna make sure we're all speaking the same language, right? 464 00:25:50,150 --> 00:25:51,350 You talk about success. 465 00:25:51,350 --> 00:25:52,580 I talk about success. 466 00:25:52,915 --> 00:25:56,155 Most of the time, your definition and my definition are different. 467 00:25:56,425 --> 00:25:58,645 We need to get clear on what the words mean. 468 00:25:58,945 --> 00:26:01,585 Second is, show me the math, right? 469 00:26:01,675 --> 00:26:03,325 Business is just math. 470 00:26:03,445 --> 00:26:04,405 Show me the math. 471 00:26:04,675 --> 00:26:08,665 I wanna see what the math is because most of the time, the math 472 00:26:08,665 --> 00:26:10,165 and the data will tell the story. 473 00:26:10,475 --> 00:26:13,745 And then the third thing is, if I say yes to this, what's the 474 00:26:13,745 --> 00:26:15,245 ripple effect of my decision? 475 00:26:15,695 --> 00:26:15,935 Okay. 476 00:26:15,935 --> 00:26:18,755 It's like you drop a pebble in the water and it just ripples out, right? 477 00:26:18,755 --> 00:26:21,005 That's the same impact of our decisions. 478 00:26:21,335 --> 00:26:22,715 What's gonna be the ripple effect? 479 00:26:22,955 --> 00:26:23,345 Now? 480 00:26:24,185 --> 00:26:27,785 What are the filters to run our decisions through? 481 00:26:29,075 --> 00:26:31,745 Why do we always start with, what's the goal? 482 00:26:32,225 --> 00:26:33,215 What's the vision? 483 00:26:33,515 --> 00:26:34,865 Where are we trying to go? 484 00:26:35,165 --> 00:26:36,875 Because that's a decision making filter. 485 00:26:37,415 --> 00:26:41,375 And when you tell me what you're trying to do, I get to ask you, is that gonna 486 00:26:41,375 --> 00:26:45,905 move you closer to where you want to be, or is it gonna move you further away? 487 00:26:46,325 --> 00:26:49,175 Listen, the only goal in business is freedom. 488 00:26:49,955 --> 00:26:52,835 The freedom of choice, the freedom to do whatever the 489 00:26:52,835 --> 00:26:54,395 heck it is that you want to do. 490 00:26:54,455 --> 00:26:59,165 That's what we're all striving for, and our business has to be architected, 491 00:26:59,195 --> 00:27:01,835 designed to move us closer to freedom. 492 00:27:02,315 --> 00:27:08,705 The reason I see so many folks getting stuck and including ourselves for decades. 493 00:27:09,230 --> 00:27:11,180 Because we were chasing the wrong goal. 494 00:27:11,510 --> 00:27:11,960 Okay? 495 00:27:12,440 --> 00:27:17,180 You have to get clear on the goal, and you have to use those filters to 496 00:27:17,180 --> 00:27:20,880 make sure that you're moving closer to freedom and, and not choosing to do 497 00:27:20,880 --> 00:27:23,130 something that is moving you further away. 498 00:27:23,580 --> 00:27:28,260 The second part is do you have clear written core values? 499 00:27:28,500 --> 00:27:29,730 Do you know what core values are? 500 00:27:30,030 --> 00:27:32,130 Those are the shoulds and should nots in your life. 501 00:27:32,130 --> 00:27:36,240 More importantly, your core values are. 502 00:27:37,035 --> 00:27:38,925 Your decision making filters. 503 00:27:39,105 --> 00:27:39,585 Okay. 504 00:27:40,035 --> 00:27:46,215 We hire fire, train, lead, coach, mentor, support, cheer, hold people 505 00:27:46,215 --> 00:27:49,275 accountable through the core values. 506 00:27:49,635 --> 00:27:50,055 Okay. 507 00:27:50,625 --> 00:27:52,755 My number one is always growth, right? 508 00:27:52,995 --> 00:27:56,415 I believe we grow in committed to growth. 509 00:27:56,835 --> 00:27:58,815 Personally and professionally, daily. 510 00:27:59,115 --> 00:28:02,565 Daily, we're doing something to grow personally and professionally. 511 00:28:02,895 --> 00:28:04,485 That is a decision making filter. 512 00:28:04,935 --> 00:28:08,535 I am not hiring you if you're not of growth mindset. 513 00:28:08,535 --> 00:28:12,675 I don't want to spend time with you if you're not trying to get better personally 514 00:28:12,675 --> 00:28:14,805 and professionally every single day. 515 00:28:14,805 --> 00:28:16,185 That's a decision making filter. 516 00:28:16,545 --> 00:28:18,585 A players, what are A players? 517 00:28:18,765 --> 00:28:20,115 Okay, this is how we behave. 518 00:28:20,115 --> 00:28:24,195 We think, and we operate and make decisions and execute as an A player. 519 00:28:24,435 --> 00:28:27,795 A player gets the job done 90% of the time within the given pay range. 520 00:28:28,635 --> 00:28:30,105 Hey, I have a quick question. 521 00:28:30,945 --> 00:28:34,605 Do you know exactly where you are in your business and at 522 00:28:34,605 --> 00:28:37,155 what stage is keeping you stuck? 523 00:28:38,295 --> 00:28:42,015 If not, download the eight stages of the real estate business. 524 00:28:42,045 --> 00:28:45,075 It's the most powerful tool we've ever created, and it shows you how 525 00:28:45,075 --> 00:28:47,205 to stop surviving and start scaling. 526 00:28:47,895 --> 00:28:50,985 You can grab the blueprint at the eight stages. 527 00:28:51,510 --> 00:28:56,355 That's the number eight stages.com and get clarity on your next move. 528 00:28:56,835 --> 00:28:58,125 Alright, let's get back at it. 529 00:29:00,795 --> 00:29:04,035 I only wanna be around people that can get the job done 90% of 530 00:29:04,035 --> 00:29:08,125 the time, given the pay range and the scope that we're working in. 531 00:29:09,225 --> 00:29:10,365 A hundred 100 zero. 532 00:29:10,365 --> 00:29:11,775 Own the outcome, right? 533 00:29:12,185 --> 00:29:13,295 It's all about results. 534 00:29:13,325 --> 00:29:14,345 No excuses. 535 00:29:15,035 --> 00:29:19,265 And one of the best examples of this, and listen, I was late to Landman, I 536 00:29:19,265 --> 00:29:22,775 will admit that, but that is one of the best shows I've seen in a long time. 537 00:29:23,315 --> 00:29:27,845 And the last two episodes of season two might be the best to go back 538 00:29:27,845 --> 00:29:30,695 and watch if you, if you haven't seen it, I recommend watching it. 539 00:29:31,115 --> 00:29:32,195 If you have seen it. 540 00:29:32,675 --> 00:29:37,385 It's worth going back and revisiting to just see how people behave. 541 00:29:37,715 --> 00:29:38,165 Okay? 542 00:29:38,885 --> 00:29:40,985 That is an example of 100 zero. 543 00:29:41,525 --> 00:29:44,465 His daughter shows up late for cheer practice. 544 00:29:44,675 --> 00:29:45,635 No excuses. 545 00:29:45,725 --> 00:29:46,925 She made no excuses. 546 00:29:46,955 --> 00:29:50,375 Tell coach my, you know, hey, my fault, I won't be late. 547 00:29:50,375 --> 00:29:51,035 I'll be early. 548 00:29:52,085 --> 00:29:56,255 At the end of that practice session, coach comes back with feedback, goes, 549 00:29:56,285 --> 00:29:57,575 Hey, you gotta get your legs up. 550 00:29:57,605 --> 00:29:58,235 Okay, great. 551 00:29:58,235 --> 00:29:58,955 I'll work on that. 552 00:29:59,315 --> 00:30:00,965 Coach goes, how are you gonna work on that? 553 00:30:00,965 --> 00:30:02,195 I know I need to stretch more. 554 00:30:02,615 --> 00:30:06,905 Owning it, accountability, and one of the most powerful scenes 555 00:30:07,725 --> 00:30:08,865 and here's the, here's the lesson. 556 00:30:10,665 --> 00:30:14,525 His ex-wife to be new wife, whatever loses her. 557 00:30:14,885 --> 00:30:15,635 You know what? 558 00:30:16,085 --> 00:30:20,885 When she finds out that Tommy had lost his job. 559 00:30:22,340 --> 00:30:25,100 And she was mad because he didn't tell her. 560 00:30:25,370 --> 00:30:28,310 And when she called him, this is like, you gotta go watch 561 00:30:28,310 --> 00:30:29,780 this 'cause it is brilliant. 562 00:30:30,320 --> 00:30:33,140 He goes, listen, I don't bring problems. 563 00:30:33,200 --> 00:30:34,310 I bring solutions. 564 00:30:34,460 --> 00:30:37,310 I don't have a solution to this problem, but I soon will. 565 00:30:37,310 --> 00:30:39,170 And when I do, I'll bring it to you. 566 00:30:39,860 --> 00:30:39,980 Oh. 567 00:30:41,990 --> 00:30:43,280 What if we all thought about that? 568 00:30:43,280 --> 00:30:47,660 What if you had a team that operated in getting results and solutions, right? 569 00:30:47,810 --> 00:30:48,920 Those are values. 570 00:30:49,010 --> 00:30:49,280 Okay? 571 00:30:49,280 --> 00:30:50,870 Those are decision making filters. 572 00:30:51,590 --> 00:30:57,110 What are your decision making filters That's gonna improve every aspect 573 00:30:57,110 --> 00:30:59,450 in every quality of your life. 574 00:30:59,990 --> 00:31:00,770 Key number three. 575 00:31:01,070 --> 00:31:02,240 This is the leverage engine. 576 00:31:02,300 --> 00:31:07,310 This is where we apply disproportionate force to shatter that bottleneck. 577 00:31:08,270 --> 00:31:12,650 Listen guys, stop creating endless to-do list that we never get to, okay? 578 00:31:12,950 --> 00:31:17,810 Stop treating $10 tasks with the same importance as 10 $10,000 tasks. 579 00:31:18,410 --> 00:31:18,860 Alright? 580 00:31:19,910 --> 00:31:26,630 Go into finding the constraint and solving them ruthlessly and putting every ounce 581 00:31:26,630 --> 00:31:30,725 of energy and effort and resource that you have to remove that bottleneck. 582 00:31:32,015 --> 00:31:35,975 Too many of us treat every dang task with the same level of importance, which 583 00:31:35,975 --> 00:31:38,315 spreads effort, thin and slows momentum. 584 00:31:38,375 --> 00:31:45,695 Yes, details matter, okay, but when energy is concentrated on the 585 00:31:45,695 --> 00:31:50,405 constraint, progress accelerates the team gains clarity, and the 586 00:31:50,405 --> 00:31:52,685 business begins moving faster. 587 00:31:53,255 --> 00:31:57,005 Guy that wrote the book, doing more things doesn't create better results. 588 00:31:57,035 --> 00:31:58,745 Doing the right things. 589 00:31:59,150 --> 00:32:03,080 Does doing the one thing, and then guess what? 590 00:32:03,860 --> 00:32:08,150 Then there'll be another one thing, then there'll be another one thing, but solve 591 00:32:08,150 --> 00:32:13,070 that one thing to open the floodgates to then go create another constraint. 592 00:32:13,820 --> 00:32:16,300 All right, so it's, here's another example. 593 00:32:18,280 --> 00:32:21,640 Too many agents are worried about writing a contract, right? 594 00:32:21,640 --> 00:32:22,720 New agents coming into the business. 595 00:32:22,720 --> 00:32:24,100 Man, I gotta understand the contract. 596 00:32:24,100 --> 00:32:26,110 I gotta, it was like, why? 597 00:32:26,170 --> 00:32:29,920 Why are you given one ounce of energy on how to execute and write 598 00:32:29,920 --> 00:32:32,800 a contract when you don't even have one customer to talk to? 599 00:32:33,610 --> 00:32:36,815 Why don't you go get some people that want to buy and sell real estate? 600 00:32:37,975 --> 00:32:39,355 Then we will worry about that. 601 00:32:39,685 --> 00:32:42,805 Write things, right order, right Solve this problem, then 602 00:32:42,805 --> 00:32:43,765 we'll deal with that problem. 603 00:32:43,765 --> 00:32:47,365 Once this one is solved, that's how you have to operate. 604 00:32:47,365 --> 00:32:49,645 That's how things get done. 605 00:32:50,155 --> 00:32:50,605 Okay? 606 00:32:51,505 --> 00:32:54,235 And here's that momentum equation, right? 607 00:32:54,235 --> 00:32:54,930 So it's that mindset, 608 00:32:57,655 --> 00:33:04,015 the internal driver, which is everything, plus this new operating 609 00:33:04,015 --> 00:33:06,085 system, this framework, this blueprint. 610 00:33:06,805 --> 00:33:10,285 That helps you identify the constraints and install predictable systems 611 00:33:10,285 --> 00:33:16,075 for execution is what equals the momentum in the resulting force. 612 00:33:16,705 --> 00:33:21,445 Listen, you don't need, you don't get freedom by working harder. 613 00:33:22,105 --> 00:33:22,465 Okay? 614 00:33:22,735 --> 00:33:23,095 Yeah. 615 00:33:23,095 --> 00:33:23,875 I listen. 616 00:33:23,905 --> 00:33:24,475 Nobody cares. 617 00:33:24,475 --> 00:33:25,045 Work harder. 618 00:33:25,375 --> 00:33:26,185 I embrace that. 619 00:33:26,185 --> 00:33:28,255 In fact, I got it written down right here. 620 00:33:28,285 --> 00:33:29,245 I look at it every day. 621 00:33:31,585 --> 00:33:34,310 We earn it by becoming the person who leads differently. 622 00:33:35,395 --> 00:33:39,025 Thanks clearly and executes without excuse. 623 00:33:39,355 --> 00:33:40,465 You want a better business. 624 00:33:41,305 --> 00:33:43,225 They become the better version of you who can build it. 625 00:33:44,455 --> 00:33:46,345 So here's the CEO toolkit. 626 00:33:46,675 --> 00:33:47,155 All right. 627 00:33:47,725 --> 00:33:49,975 If you guys want to download this, you can. 628 00:33:50,075 --> 00:33:52,145 If you're watching the video, you can hit the QR code. 629 00:33:52,145 --> 00:33:58,565 If you're listening, you can go to agent to C-E-O-A-G-E-N-T-T-O 630 00:33:58,655 --> 00:34:03,365 ceo.com/ceo toolkit. 631 00:34:04,130 --> 00:34:09,980 That's agent to ceo.com/ceo toolkit to be able to get that 632 00:34:10,280 --> 00:34:13,820 copy of the CEO operating system. 633 00:34:14,240 --> 00:34:22,199 So I, man, I can obviously keep going, but I wanna pause right there, 634 00:34:22,469 --> 00:34:25,364 um, with, with today's episode, and 635 00:34:28,315 --> 00:34:30,060 we have to really remember. 636 00:34:33,554 --> 00:34:36,164 We tend to figure things out as humans, right? 637 00:34:36,245 --> 00:34:38,855 We're just naturally wired to solve problems. 638 00:34:39,155 --> 00:34:42,005 Uh, once we have a level of awareness and we, and we can truly see what 639 00:34:42,005 --> 00:34:45,455 the problem and the constraint is, then we're just wired to go solve it. 640 00:34:46,505 --> 00:34:50,855 And sometimes we get rewarded for bad behavior. 641 00:34:52,115 --> 00:34:56,615 And it's a lot of the, I got this. 642 00:34:58,775 --> 00:35:00,335 I'm the only one that can solve this. 643 00:35:00,335 --> 00:35:01,775 I'm the only one that can do this. 644 00:35:01,835 --> 00:35:07,145 Listen, if you embrace that mentality, like I used to, you immediately 645 00:35:07,925 --> 00:35:09,695 put a lid on your potential. 646 00:35:10,085 --> 00:35:13,675 You, I immediately put a lid on your, what's possible for you, 647 00:35:16,935 --> 00:35:18,315 man, about a decade ago now. 648 00:35:18,585 --> 00:35:19,095 Geez. 649 00:35:19,155 --> 00:35:20,505 It's wild to even say that. 650 00:35:21,945 --> 00:35:26,805 I went, started on this endurance journey and, um, I've shared the story 651 00:35:26,865 --> 00:35:28,245 many a times here on the podcast. 652 00:35:29,275 --> 00:35:34,475 Lost my mom when I was 11, two months shy of her 40th birthday, and when I 653 00:35:34,475 --> 00:35:37,334 was getting ready to turn 40 49 now. 654 00:35:37,334 --> 00:35:38,714 So I was 39. 655 00:35:39,974 --> 00:35:44,304 I just, I wanted to do something to honor her, and I just went 656 00:35:44,304 --> 00:35:45,264 down this endurance journey. 657 00:35:45,264 --> 00:35:48,924 Prior to that, just the 5K fun beer runs was about it. 658 00:35:49,224 --> 00:35:51,864 If I had to run a mile, I was just like, I was dreading it. 659 00:35:52,714 --> 00:35:55,924 And so I just wanted to do something hard that was gonna put me on a journey 660 00:35:55,924 --> 00:35:57,129 that I was really gonna have to work for. 661 00:35:58,249 --> 00:36:00,529 And so, uh, landed on running a marathon. 662 00:36:01,009 --> 00:36:03,439 Ended up, uh, choosing to run the New York City Marathon. 663 00:36:03,439 --> 00:36:06,679 Being slow as a turtle, you know, had to find an alternative to be able to 664 00:36:06,679 --> 00:36:11,629 get in and was able to get in and, and, uh, just had an awesome experience. 665 00:36:11,659 --> 00:36:12,349 Took my dad. 666 00:36:12,349 --> 00:36:14,929 It was the only, only time that he had ever been to New York City. 667 00:36:15,409 --> 00:36:19,879 It was just, uh, really, you know, a lot of magical moments and I remember. 668 00:36:20,599 --> 00:36:24,209 Several, a couple months after you know, getting through the finish line in new, 669 00:36:24,239 --> 00:36:30,959 in, in, um, there in Manhattan, in in, uh, central Park where the, uh, New 670 00:36:30,959 --> 00:36:34,619 York City Marathon wraps up was in la. 671 00:36:34,799 --> 00:36:39,329 And if you guys ever have an opportunity to hear Jesse Itzler speak from stage man, 672 00:36:39,329 --> 00:36:45,089 run to see that man, he is the best from stage and, um, you know, you've ever been 673 00:36:45,089 --> 00:36:47,219 in, in, in an audience or been in a room. 674 00:36:48,194 --> 00:36:52,004 And, uh, man, you're like, man, that dude is speaking to me. 675 00:36:52,064 --> 00:36:55,754 And I had one of those moments and Jesse said something that 676 00:36:55,994 --> 00:36:57,104 just really stuck with me. 677 00:36:57,104 --> 00:37:02,234 And he said, you know, the worst thing as a human being is 678 00:37:02,234 --> 00:37:05,684 accomplishing a major milestone and not immediately resetting the goal. 679 00:37:05,834 --> 00:37:09,734 See, I had accomplished a major milestone of completing a marathon, 680 00:37:10,394 --> 00:37:13,034 yet I hadn't reset the goal. 681 00:37:13,704 --> 00:37:14,574 Fast forward. 682 00:37:15,234 --> 00:37:18,924 A couple weeks later, get a text message from none other than 683 00:37:18,924 --> 00:37:25,614 Michael Reese with a link to 10 year anniversary of Ironman, Florida, and 684 00:37:25,614 --> 00:37:27,234 I'm like, what in the heck is Ironman? 685 00:37:27,234 --> 00:37:29,934 I've seen it on TV, but I have no clue what. 686 00:37:30,799 --> 00:37:36,139 An Ironman is a full Ironman and so just, just went down the rabbit hole. 687 00:37:36,249 --> 00:37:37,419 You know, I'm just of the belief. 688 00:37:37,419 --> 00:37:39,129 I don't believe you commit and figure it out. 689 00:37:39,129 --> 00:37:41,559 I believe you figure out what it is you want and reverse engineer 690 00:37:41,559 --> 00:37:43,539 and then ask yourself, is that something you can commit to? 691 00:37:44,604 --> 00:37:48,624 So I just did my homework, figured out what it was, you know what, 2.4 miles 692 00:37:48,624 --> 00:37:51,684 in the water was figured out what 112 miles on the bike was figured out. 693 00:37:51,714 --> 00:37:55,974 Oh, I know what, 26.2 because I had just done that a couple months 694 00:37:55,974 --> 00:37:58,284 back in the New York City Marathon. 695 00:37:58,404 --> 00:38:03,774 Combine that all together, you know, you're at, one 40.6 total miles, total 696 00:38:03,774 --> 00:38:06,414 distance covered, and going through the. 697 00:38:06,834 --> 00:38:10,314 Reverse engineering what it's gonna take and, and really what 698 00:38:10,314 --> 00:38:12,924 it comes down to is time, right? 699 00:38:12,924 --> 00:38:14,454 It really comes down to time. 700 00:38:15,324 --> 00:38:21,054 And the riddle I was trying to solve was how much time is required to train, to 701 00:38:21,054 --> 00:38:22,494 be able to get across the finish line. 702 00:38:23,094 --> 00:38:27,564 And it was 13 to 14 hours a week, training, not prep, 703 00:38:27,774 --> 00:38:30,024 not recovery, just that time. 704 00:38:30,654 --> 00:38:33,774 Looked at the calendar, had the conversations, and 705 00:38:33,774 --> 00:38:35,364 was able to commit to that. 706 00:38:36,039 --> 00:38:41,529 And went down on that journey and how that journey started was the same 707 00:38:41,529 --> 00:38:43,059 way the marathon journey started. 708 00:38:43,389 --> 00:38:48,039 See, I downloaded a guide and I just followed the process from the download me. 709 00:38:49,149 --> 00:38:55,179 I had success doing something really hard that I downloaded and followed 710 00:38:55,179 --> 00:38:57,429 a script to be able to accomplish. 711 00:38:59,529 --> 00:39:05,109 Guys, I got two months out from Ironman, Florida, and I was lost. 712 00:39:05,784 --> 00:39:10,194 I had one of those in the mirror moments and the conversation 713 00:39:10,194 --> 00:39:11,904 was, dude, you're an idiot. 714 00:39:12,174 --> 00:39:16,164 Like you are the biggest idiot I've ever seen in my life, and you're an idiot 715 00:39:16,194 --> 00:39:18,744 because you coach people for a living. 716 00:39:18,954 --> 00:39:25,164 Your dad's a hall of fame coach, yet for some brilliant reason, you have this 717 00:39:25,164 --> 00:39:31,194 false belief that you can figure out how to run a full Ironman, get from Texas to 718 00:39:31,194 --> 00:39:34,704 Florida, and be able to finish this race. 719 00:39:35,529 --> 00:39:36,339 Without dying, 720 00:39:38,439 --> 00:39:42,669 and it was that moment like, dude, I need a coach. 721 00:39:43,509 --> 00:39:47,859 And it, it, it was like, it was embarrassing, but it was also freeing, 722 00:39:49,029 --> 00:39:54,339 knowing that anything that we want to accelerate and truly accomplish 723 00:39:54,339 --> 00:39:58,149 in life, we need guidance, we need mentorship, we need coaching. 724 00:39:59,214 --> 00:40:04,854 And from that moment on was able to, really understand everything and build 725 00:40:04,854 --> 00:40:12,254 the foundation that, was able to carry me through three full Ironman finishes 726 00:40:12,674 --> 00:40:17,234 and now into the a hundred mile foot race journey that, that we're on. 727 00:40:17,664 --> 00:40:19,974 5, 5, 100 mile races. 728 00:40:20,064 --> 00:40:21,954 Um, a couple more lined up this year. 729 00:40:22,329 --> 00:40:24,669 Obviously everything is working towards a bigger goal. 730 00:40:25,029 --> 00:40:26,709 Um, so we're just building the resume. 731 00:40:26,979 --> 00:40:30,309 We're building the resume right now because we do have bigger goals, but 732 00:40:30,309 --> 00:40:32,019 everything is building towards that. 733 00:40:32,469 --> 00:40:39,939 And listen, three finishes, 500 mile finishes, not possible without 734 00:40:40,809 --> 00:40:45,759 a great coach in your corner to be able to, to make that happen. 735 00:40:45,759 --> 00:40:47,919 And I've been very fortunate to have. 736 00:40:49,044 --> 00:40:51,744 Coach in my corner for the journey so far. 737 00:40:51,774 --> 00:40:57,984 So guys appreciate the opportunity to be able to jam with you on Expert Mentors 738 00:40:57,984 --> 00:41:03,534 Live episode three 15 and listen all of the episodes here, all of the episodes 739 00:41:03,534 --> 00:41:07,884 in our agent to CEO conversations, plus many, many other conversations from the 740 00:41:07,884 --> 00:41:12,324 past are all loaded at the John Kitchens Coach Podcast Wherever you're at. 741 00:41:12,864 --> 00:41:16,764 If you got value from this man, do me one huge favor, right? 742 00:41:16,764 --> 00:41:20,334 If you see it on YouTube, like subscribe, hit the bell, get notified. 743 00:41:20,934 --> 00:41:25,344 But go to the podcast down, subscribe to the podcast, share it with others. 744 00:41:25,434 --> 00:41:28,404 If you got value from it, it's the biggest compliment that we can have. 745 00:41:28,884 --> 00:41:32,604 And, um, just appreciate you guys tuning in. 746 00:41:33,024 --> 00:41:35,214 And, um, that's a wrap. 747 00:41:35,304 --> 00:41:35,784 That's a wrap. 748 00:41:35,784 --> 00:41:37,584 Today's episode of Expert Mentors Live. 749 00:41:37,584 --> 00:41:42,184 And thank you guys for, tuning in, allowing me to, uh, jam with you, 750 00:41:42,184 --> 00:41:45,694 share presentation that I had the opportunity to give from stage 751 00:41:45,694 --> 00:41:47,464 last week in Birmingham, Alabama. 752 00:41:47,774 --> 00:41:50,924 And listen, I know this isn't s surface level conversation. 753 00:41:52,034 --> 00:41:55,634 This is about the decisions that move your business and your life forward. 754 00:41:55,814 --> 00:41:58,934 So if you guys are ready to scale with clarity. 755 00:41:59,759 --> 00:42:02,549 Eliminate the constraints holding you back. 756 00:42:03,149 --> 00:42:08,519 Go to seven figure call.com and book your call till then. 757 00:42:08,879 --> 00:42:14,159 We'll see you next time guys, and as always, keep making it happen. 758 00:42:15,659 --> 00:42:16,499 Thanks for tuning in. 759 00:42:16,889 --> 00:42:20,879 If you're done guessing and ready to lead like a real CEO with a custom 760 00:42:20,879 --> 00:42:25,289 strategy, real accountability and proven systems, check out my executive 761 00:42:25,289 --> 00:42:28,019 one-on-one coaching@johnkitchens.coach. 762 00:42:28,439 --> 00:42:31,109 Fill out the application and book your one-on-one call with me. 763 00:42:31,859 --> 00:42:33,929 Be sure to hit follow so you never miss an episode. 764 00:42:34,769 --> 00:42:35,609 Catch you on the next one.