On today’s episode, what real estate agents can learn and apply to their own businesses. From Oprah Tom Brady Gwyneth Paltrow and Jeff Bezos and how they can help you become a better real estate agent. Welcome to this episode of Confessions of a Top Producing Real Estate Agent I’m your host, Jennifer Myers. Listen in. As I share exactly what I did to go from not being able to sell a house for years to becoming one of the top 1% of Agents in the US even opening my own brokerage full of Agents helped me serve all the clients that were coming my way. I taught those agents the same strategies I used and date two became Top Producing Agents now through this podcast, and AgentGradSchool.com. I’m sharing those same modern marketing and business strategies with you. Most of which I learned from looking outside the real estate industry, no fluff, no theory, no outdated sales techniques or paying for leads, or just the exact steps to get you the real estate business you’ve always wanted. And the life outside your business, you’ve always wanted to let’s make it happen. And dive into today’s episode. Today’s episode is brought to you by American Express business cards. I love putting all my expenses in one place on one card and putting them all on my American express business card, because I earn points with every dollar I spend. I use those points for things like airfare, free flights, office supplies, and even staying at high-end resorts. When I need to treat myself too a little RNR on top of all the points you earn, you also get some awesome rewards for card holders, only like early tickets to concerts, American express only seating, free internet on flights, and even perks that help me grow my business like my favorite reward over the last year, which was having free access to we work for a full year that saved me hundreds of dollars a month. So if you’re interested in getting your own American express business card, use Agent Grad schools, refer a friend link and get up to 75,000 extra points just for joining through Us Agent Grad School dot com forward slash American express to learn more and get your link and get those today, we have a little bit more of a light episode. You’re going to learn something and hopefully have a little fun. And also maybe just business doesn’t always have to be so heavy and last but not least, there are lessons that you can apply and learn from happening all around you all the time. Even sometimes with people we don’t necessarily admire or love, or that we could find a lot of negative things about. And so I just want you to have a mindset today of like, there’s something I can Learn here. And also putting aside any negativity that you might have about these people, all the people we’re mentioning here are going to be controversial in one way or another, and that’s okay. But regardless they have changed culture or change their game or change something or grow a business. And those are the things that we want you to take away. So this is kind of like our version of Us weeklies stars. They’re just like Us, but it’s stars. They’re just like Us Real Estate Agents. So recently I was on a flight and I was watching this show called trailblazers and it was an okay show that doesn’t really matter. But what I loved about as they were interviewing Gwyneth Paltrow and take her a leaver, she’s not somebody that I like holding a high, high, high regard, but as she was talking, there was a lot, a lot of lessons that I was like, Real, Estate, Agents should be thinking about this when they think about their real estate business. So again, whether you like her or not, or, you know, maybe you have one of her scented sentence newly sent it. Yeah, we won’t say the word, but they smell like something. She said something in this interview specifically. And I was like, yes, it’s like being a real estate agent when you’re new. And the first thing she said in that interview was that when she was before goop was goop, right, she first started that business from her kitchen table using WordPress and MailChimp. And it was a weekly email newsletter. And still to this day, that is the foundation of their business. And now it’s more than once a week because she has all sorts of people working for her, but the foundation of their business, of the beginning of her business and still to the business today, and what has fueled her growth and her sales, frankly, is a weekly email newsletter that she put together herself. And she’s even the first one to say that in the beginning, it was terrible. She’s like, I was just giving like banana bread recipes, you know, and wine, you know, recommendation recommendations. And, and today it’s obviously blossomed to something larger, but there’s a few takeaways there for real Estate Agents number one, just get started. It’s going to look ugly. It’s going to look messy no matter what it’s going to look bad and be bad. Especially looking back, like I was telling Amy, my very first newsletter was about cupcakes, free cupcakes that were happening down the street. And it was terrible. I would never write that today, but I had to start somewhere and it was so messy and so ugly at first. So number one, don’t be afraid to start and have it look ugly. Number two, just keep going, keep going and say, I have this vision. I don’t, I have a one to run a business. I know that I have some value to provide. Number three is the weekly newsletter that she does. And what we teach at Agent grad school is it has to not just talk about you. It has to actually add value. And so you’ll see things in her newsletter are things like, you know, 12 ways to save your skin or 10 ways to be hot at 74. Right? And so, yes, those ultimately will lead to them suggesting a product, but it’s not the headline. And the article is not about to buy this product, right? It’s like how to make over your skin. Oh, and we have this resource for you. How to be hot at 74 O here’s a resource for you. And so leading with content marketing that doesn’t just push a sale that actually adds value to people’s lives, whether they ever become a, like a, a purchaser or not. And so that’s the approach I want you to have with your newsletter as well. What else did I have about her? I love that. So I was doing some research to prepare for this episode. And I started looking on the goop website and there’s this entire history of the goop corporation, which is very fascinating to watch how, how quickly it grew, but also how long it didn’t grow. So that’s another lesson, but the entire history of goop kind of like the history of man is like BC. And like, what is it a D or whatever it is, the entire history of, of goop is based on her newsletter. It’s B N before newsletter, N a N after newsletter. Yeah. So there is this, what I want you guys to get is like a quote, unquote, silly newsletter. That, Which is by the way, What like the mass media and most of her critics called it. I mean, she’s an actress, right? So they like to keep you on a category. And so they were like, how dare you, like offer advice on XYZ. She just kept doing it. You know? So I think that was interesting too. You know, that something is, you’re saying that’s been so critical to her success or is the vital piece. She got tons of criticism Four and kept going anyway. And so I love that, that she Realizes that not only was the foundation of her business, but like there was a clear before and a clear added a pretty cool. And I want you guys to get, I know you’re so tired of me saying I have a weekly newsletter, but it’s gotta be, and this is the last lesson that we learned from Gwyneth. She didn’t just put together, maybe at first it was a silly newsletter, but as it evolved, and as she kept going, it got to be a newsletter that actually created value in people’s lives every single time, whether they were customers or not. And that is the goal of your newsletter as well. And so of course, Agent grad school has a program for that. It’s called swipe file. It is the base of how I grew my business, how I grew my brokerage. I gave this exact newsletter content to every Agent at dwell. They also used it as the foundation of their business. So it’s not just a newsletter. It’s like a newsletter done correctly, sent out every single week on the same day of the week with content that helps the person on the other side. And not just about the market, not just about you and not just about a sale, it’s about them and helping them be the best version of themselves. So that is the takeaways that I’ve learned from this very short 20 minute TV show and researching goop, but listen, take her a lever as a person. Like I didn’t, I don’t like fantasize about Gwyneth. I don’t like want to be her. I don’t think she’s the best person on, on the earth, but the bottom line and fact is she’s growing a huge business based on a newsletter that she started sending out every single week with the idea of like, let’s help women. And that was a foundation of that growth. And now she’s got a podcast and she’s got a TV show coming up on Netflix and all sorts of things. And she even says, in this interview, I could never have imagined all I is that I wanted to, to have this newsletter and I wanted to help women. And so for any of you, especially the students in that swipe file program, keep sending it out. I know that I never thought I would grow what I grew based on a quote unquote silly newsletter. But when you do a correct, it could be the foundation of everything in your business. So that’s what I’ve learned from Gwyneth and how she can help you be a better real estate agent. I love it over to you and your favorite Us hair. Tom Brady so, one thing I love about Amy is any time that there’s some kind of like lesson she’ll go like sometimes off, off of when we’re not recording Chicago, it’s kind of like Tom Brady and then she goes into this whole thing is your time to tell everyone Can to shine on Tom Brady yeah, ironically enough, I’m not like a football freak or anything like that. You know, I, you know, I, but I did watch a lot of football with my brother and my family, and I started like, learning more about Tom Brady and I was like, this guy is like, kind of fascinating, you know, I mean, and besides being super handsome, married to a supermodel, you know, that’s all like cool stuff too, but, you know, he was like, I think the S and I’m sure for all the football people, if anyone’s watching and knows football, I’m going to get it wrong. But like, I think he was like six round pick, like 196, like from Michigan when he went to the NFL and that’s pretty like poor, pretty, not great. And he talks about how he had his resume as a backup, because all I ever wanted to do was play football, but he has a dozen Ray ready because he was pretty sure it wasn’t going to get picked. So he was not a first pick. He was not a winner out of the gate person. And over time he was able to play one of the quarterbacks. Who’s older, got an injury, and he was able to start playing and he started playing and he, you know, had his fits and starts. And he started to get very good. And he talks about the, one of the things he talks about is when he started having injuries, which is very normal, obviously in football and the traditional methods of like taking care of that were painkillers, steroids, cortisone, steroids, shots, quarter round, and things like that. He felt really uncomfortable about that. He did not like what was going into his body. He was still like, he’s like, you know, pretty young. And he, you know, would tell the doctors, like, I don’t want to do this. And they were like, well, this is what you have to do to play, play football, to get through. And she, so he took it upon himself to like, do some research. And he started finding that what he was putting in his body and, and other methods of like, like some Asian medicine. And he’s got this man that’s worked with him for like 13 years that does all this like pliability exercises and things before he decided to do okay, most of the NFL were like, what are you crazy? Go lift some weights, take your, take your steroids and cortisone shot and get on the field. And no one had heard of this at all. Like, they were like, what is this like medicine man guy doing in our locker room? Four he won a super bowl or anything, right. Yes. Before he won the super bowl. I mean, you know, before, you know, everyone’s in the weight rooms and he’s doing like Pilates, you know, and they’re like, they made fun of him. He talks about them calling me and sissy and stuff. So anyway, so you know, what I like about him is that he then became like, you know, he’s breaking every single record there as possible. It’s a break. He’s 41 years old, still playing. He has six Superbowls, more than anyone else. He, you know, as arguably the greatest of all time. And he did everything, you know, that was, was not suggested, you know, and he followed his own heart and he followed his own feelings about what was best for his career, his body, his self against what other people said. And I had, there were a lot of criticisms about him too. He couldn’t run, he couldn’t do this. He couldn’t do that. He’s a big preparer. He’s a big, you know, every year, you know, we talk about in real estate, there’s no resting on your laurels. Right. You know, you have a good year. It’s like, okay, what’s the next year. You’re always preparing. You’re always training. You’re always like trying to do better. You’re doing what other people don’t want to do. You know, he does what other people don’t want to do, you know? And that takes sacrifice. And that takes a dedication and commitment. And, you know, that’s, that’s a small portion of people who do that. So what are like two to three? Cause I know you could like talk forever for a whole hour, but what are like two or three takeaways that like you see are parallels between how he approached his job as a quarterback and how real estate agents could approach their job as a real estate agent. So I think, you know, I think the number one is like, put it in your own hands, right? Put your career in your own hands. You know, someone might put you in a category, maybe your sales are at the bottom that year. You know, it doesn’t mean you’re not going to be in a top at some point, if you believe in yourself and you put the things in place that are going to help you get there and not have to clear out the outside noise. And I think that’s a big thing. And I think the number two thing is to like, you know, if it doesn’t feel right for you, if it doesn’t feel good to cold call, don’t cold call, if it doesn’t feel good to, you know, a knock on doors has been suggested to me plenty times, don’t do that. You know, if it’s, yeah, right. If it feels weird to, to do anything that feels like uncomfortable and not who you are, don’t do it because it’s quote successful for everyone else, which is not by the way. Right. Which is not most of the time. Right. It’s not, you know, and, and someone else’s success is not the definition of your success. And I think, you know, so taking charge of your own, like, you know, your own business is a real estate agent, which we’ve talked about before. That’s one of the best things about being a realtor. This is your, this is your destiny. This is your chance to do it any way you want to do it. And you don’t have to do it the conventional way. You don’t have to join a team. If you don’t wanna join a team, you know, you don’t have to do it. It’s a fine you’re version of it and apply it. And it Do. And then you’ve got to keep the noise out because people want to push you back into the conventional and you have to be able to like weed that out. And then I think, you know, number three is in order to be a pro, you have to stay on your game all the time. You have to, you know, as an agent, you’re constantly honing and refining your skills. You’re adapting, you’re changing. You have to also learn how to lose. I think he’s a good example of that. You know, I don’t, I don’t get all the clients. I don’t, I’m not the number one. Agent, I’m pretty darn good, but I’m not, you know, but I’m, I’m getting there, you know, and, and you have to know that part of winning part of winning is losing. You’re not going to hit it out of the park every time you’re gonna, he’s fumbled the ball many times, that kind of thing. But you have to keep going because you know, at the end of the day, you are good and you’re going to continue to be good, but you can’t let the setbacks get you down. And anyway, so that’s my Tom Brady I love that. One of my favorite one that you said is about how everyone was trying to push him back and being conventional and saying how weird he is about for his tactics. I got that my entire real estate career people didn’t understand like my approach and, you know, a, a, a, a newsletter or, you know, a niche marketing, or you’re only gonna focus on first time home buyers, like over and over people. Like, I don’t get it. And I was like, well, I mean, I’m the, Top one of the top agents, not only in our city, but in the country. So it’s working, you know, and I’m just going to put my blinders on and I’m going to keep doing what I’m doing and not get thrown off by shiny objects or the criticism of like, why aren’t you doing it our way, you know, kind of thing. So I really loved those lessons. So for me, the last one is I can’t have this episode without a course talking about my favorite guru mentor Oprah and I just can’t, you know, talk about what stars, what we can learn from certain stars without bringing in my, my good old Oprah. So I don’t want to be her. There’s only one Oprah I just ha I just want to hang out with her, but I just see so much inspiration, but I could talk to days about all the things that she’s taught me, but specifically the things that I think can resonate with real Estate Agents and that you can pull from her own story is really how she began. And, you know, when she first was going to move to Chicago, she says, in so many interviews, you know, everyone said, what do you think you’re doing? Who do you think you are to be able to compete with Donahue? He’s the number one talk show host, you know? So that was number one, right? And that’s so often when I, when I speak to students on it, and I say, what, what is your, what do you want? And they say, I want to dominate certain neighborhoods, but this guy has been dominating it. So for so long, Right. And then they say, well, so I’ll just go. Like, it’s almost like the give up before, right? Yeah. Well, he’s been there 20 years or she’s she has the hold on it. I need to pick a different one. And they actually go do it with a strategy that we put in place and people go, thank God you came around because I don’t like that person. Or you, you know, he’s great for a certain things, but not for everybody. Right? So that’s number one, right. Is don’t worry about the number one guy and how long he’s been doing it. A girl, like, don’t let that stop you. And so that was one, she said, you know, who do you think you are? And you’re not going to compete, but she made the decision to go anyway. And this is the second lesson. This was one that I have had to, it was the hardest decision I had to make, but she says beautifully, I’ve grown all I can here. And so I’m going to take the risk. So she, you know, people told her stay where you’re at, stay in Baltimore, just be kind of a news lady. Who do you think you are? You’re not going to be a talk show host. You’re not going to be Phil telling you, but she said, I’ve grown all I can grow here. I’m going to take the risk. Because if I stay here, I’m going to stay stagnant and Tru the true meaning of courage is to be afraid. And then with your knees knocking and your heart racing, take the leap anyway. And I say that so often to myself, because anytime that I’ve done something huge in my life, that’s exactly how I felt. But I also say it to all of the real estate agents. When I can see them, we talked in another episode about watching them stand on the high dive and not want to jump off. And it’s like, no, it’s not lack of fear. Don’t wait until you’re not scared. You know, go be courageous, be afraid and do it anyway. So that’s my second thing that I think so many Agents can learn from Oprah and applied to their own business. But the next one is when she did finally start her talk show, she says, I didn’t think I could beat him. So I didn’t try to beat him. And that gave me the permission to just be myself. I wasn’t trying to be him. I wasn’t trying to beat him. It gave me permission to know who I was and be myself and bring myself to the talk show circuit. And she said, and that is how I became the number one in our first year. I beat Phil Donahue because I was given permission to be myself. I gave myself the permission to be myself. And so for all of you, Real, Estate, Agents who, I don’t know why this is, this is the case, but for some reason, every real estate agent seems to look around. I want to be like every other real estate agent and truly, I don’t know, but it seems to be, I think, I don’t know. We could have a whole podcast about that, but the bottom line is you will, you will be number one, you will reach the success that your mentor reach. When you give yourself permission to truly be yourself, stop trying to be someone who is more successful than you stop trying to be somebody who’s number one in your office to ask yourself, what do I bring to the real estate industry? What do I bring that no one else can bring to my clients? And how do I do that in a way that shows through, in my marketing and shows through my client interactions. So truly becoming who you are and not worrying about the outcome is what leads to your success. And that is what we focus on. And in the marketing that we teach at Agent grad school, it was like, you gotta put you in your marketing and what sets you apart. And you, in order to do that, you’ve got to give yourself permission to know who you are, why you’re here, why you’re Val valuable and what you have to add to the already crowded marketplace. And that decision got her to be number one the very first year, because she wasn’t trying to be like him. And she wasn’t trying to beat him. She was trying to be herself. Imagine if she had, yeah. Tried to be him and how uncomfortable that would feel. And last but not least, despite the, that she was number one of her first year, she says that she’s always, always trying to grow it. Wasn’t about trying to keep her places. Number one. But it was that she says the question I go home and I ask myself every single day is what’s next? How can I be better? How can I continue to grow this? How can I impact more people? How can I help more people? And so there was this pivotal moment where she looked around, she had a, like a certain interview, like a couple of years into it. And the talk shows at the time, or like sensational TV. You remember like, who slept with who? And who’s cheating on who. And so she was doing a lot of that. And then where’s this pivotal moment where she was said, this feels awful. And she listened to herself, kind of like what we were talking about just a minute ago. She felt awful every single time that some, some kind of revelation was made on her stage. And she says, I’m not going to do that anymore. And remember it the time right now, we’re like, duh, but at the time, every single talk show, that was the format. And she said, I’m not going to do this anymore. And that is when she started creating her, you know, Oprah angel network and having the book club and using her TalkShow as a platform to actually help people and not tear people down. And so she went against the grain, she looked around and said, I don’t like this tactic. I, it feels awful to me. I’m going to do it my way. And I’m going to do it in a way that feels good for me. And so similar to what you were just saying, Amy, that is also what kept her. That’s what made Oprah Oprah right. She was already number one. She already had the best talk show. Right? And so this was a huge risk for her to say, I’m going to go against What has really turned me into number one. Right. And I’m going to do this whole thing. And that is when her, like, more than she ever could have imagined that decision is what made her the first African American billionaire in history. Right. And she did not know that I’m sure when she made that decision, that that was gonna be the outcome. I’m sure it was scary and risky. Cause it was like, again, who are you? You’re doing something different. It’s not going to work. And, you know, look at all these other young people starting their fear. Definitely. So my takeaways from her and what you can apply to your own businesses, don’t stay stagnant, always be looking to improve and grow and be better. Even if you’re number one and don’t be afraid to go against the quote-unquote number one person in your industry, being yourself just might beat them and lead to your own success. So stop looking around at what everyone else is doing. And specifically, if doing that, whatever they’re doing makes you feel awful, do something else, do something that feels good and that’ll bring you success as well. And oftentimes it’s doing something that actually helps people and is more in line with your unique, unique way of looking at the world, your unique vision for what in her case was a television show for what it could be, right. Nobody had ever used television for good in the past. And that was her idea and how it has the possibility to help people. Yeah. You could look at it as just another TV show, just another talk show. But instead she said, no, I’m going to use this as a way to help people not hurt people. And that made her the first billionaire African-American billionaire in history. But in your case, what is it that you want to bring to the real estate industry? What vision do you have for your business and how you want to help clients and taking that? Yeah, you could just say, I’m just another realtor. I’m just selling houses, but Oprah could have said that about our talk show. And so what is it that you want to do with your life and your business that can help other people in a way that only you can bring? So I hope that you can apply those things to your real estate business as well. And Amy, you got one more. Cause when we started talking about this yesterday, you were like, that’s kind of like we were talking about, like we were talking about how real Estate Agents sometimes, especially in the beginning of the career, it can feel, it can feel a little overwhelming or like you’re in kind of like this whole by yourself and you’re not sure how to get there. And you were like, that’s kind of like a Jeff basis. Yeah. The picture that, you know, I I’m sure it’s a pretty famous picture of him. I think it was like 98 or 99. It could be wrong. Don’t how many of these facts sitting in a small little like nondescript office on a very old, I don’t think it was even a laptop. It was just like a regular PC, big, giant, you know, computer and in behind him, his, the signage in, you know, some sort of magic marker and it just says Amazon and that’s it. And he’s like in the desk by himself and with this old technology just typing away, you know, and that picture is so powerful. I think, you know, because we today know Amazon for what it is a ginormous world conglomerate that like changed everything and continues to do so. And who knows what’s going to happen, you know, with it. But, but the idea, you know, again, people have their ideas about Amazon and, and Jeff Bezos and all of these kinds of things, but you can’t deny the idea of someone believing so hard wholeheartedly in, in their cells and their idea that they’re sitting alone in a room, you know, and, and with a poster behind them and like the smallness of that compared to the ginormous Snus of him today, you know, that is that, that picture is just so emblematic of me, of, to me, of like anything is possible, anything, you know, and you’re talking about changing people’s lives, right. You know, Oprah changes people’s lives in different ways. Jeff, Bezos literally changes people’s lives on a daily basis. And, and so many ways now we could argue in good or bad in some cases, but like, I’m sure when he was sitting there, maybe Oprah had a sense of like, I want to change people, but I think he like wanted to sell books to start with, you know, and we were talking about how, you know, it can be an evolution, you know, when you’re starting as an agent, you’re like, if I don’t, if I, you know, if I try this one thing and doesn’t work, then I’m a bad realtor. Like in some ways I would think that like, okay, if I create some and it’s not people aren’t responding to it, then I must not know what I’m doing. You know? And the truth of the matter is, is you’re not going to hit it every time, just correctly. And that you’ve got, and that you don’t know where it’s going to go. Like you, you hope, you know, you create this vision, but I’m a hundred percent sure if we went back to 1999 and interviewed him and said, is this what Amazon’s going to look like in 2020, he would not have said, this is what it’s going to look like. He didn’t know. But see, I think, I didn’t know exactly. Yeah. But I think he had his vision for a world where what Amazon does today is doing sure. Yeah. And that in a beneficial way. Right? Like we’re, again, there’s a whole lot of negative that we could talk about. We’re not saying he’s the best thing on earth. We’re saying stay true to the vision that you have. And don’t, don’t, it’s almost like you have to have a vision for what the heck you want the future to look like. And then you just got to keep working at it. Even if you put the sign up and magic marker by yourself, right? Yeah, yeah. Cheerleader, you know, it’s, it’s easy, it’s easy. Or to, you know, when things are good, things are good. You know, when people are cheering you on or when your part of the like, you know, conventional wisdom and everyone agrees that this X, Y, Z is good. But when you’re sitting in that office by yourself before you’ve seen a lick of success and you have financial insecurity, I’m sure, I’m sure you have ego insecurity. I’m sure your family is wondering where the heck you are and what you’re doing. No one understands what your, what your vision is. They think you’re crazy. You know? I mean, you hear people say it’s all the time, this guy, he believes, blah, blah, blah. He’s crazy. You know, and having the ability, again, like to take that noise away and say, you know, I mean, I’m not crazy, you know, and, you know, and, and do what he did. I mean, you know, for better or worse, the concept of it is, or whatever your opinions are. The concept to me is that one human being could sit there and believe so heartedly whole-heartedly in themselves and their vision and their idea. And they didn’t need a crowd sharing and they didn’t need, you know, and, and it was something, I mean, if it was a common thing, other people had done, they would have done it. Right. He did it, you know, so it’s very hard to create something new that people don’t understand and think, you know, who would have thought, like you can push a button and something comes to your house two hours later. I would never think of that, you know, anywhere in the world or, you know, it just, you know, all of these kinds of things. And, and yet he did it, you know, And he had a vision that was greater than himself and a greater than anything that any of us I’ve ever seen. And he kept working towards it, even when success wasn’t there. And then when he reached success, he said, okay, what else? What’s next? Kind of like the Oprah, what else can we do now that we’ve created this? And so I think, again, it’s, you know, there’s some things that are all of these people have in common and love them or hate. And again, we’re not going to focus on the negative because we would have a whole episode about each one of them, the negative things that they’ve done and created, but we’re not doing that. One of the rules of this Podcast as we talk it in a positive. So again, love him or hate him, put all that aside. And I hope that these stories, the stars, they’re just like, Us, Real, Estate, Agents you have a new infant giving you some inspiration, but also that clues to success and whispers of how to get there and guidance is everywhere around you. And yeah, you could S you could stare at certain things and look at the negative, but why not just think to myself, Oh, I could take, I take a, take something like, you know, everything we’ve said today in this podcast and apply it to my life and apply it to my business. So some things like, you know, you’ve got to keep going, no matter what, even if you don’t see the success that you know is in your future, right. You got to keep going. Sometimes you have to make pivots along the way, and you keep iterating and you keep making things better. And you keep saying, what is next? And I think another one that we didn’t really mention, but I think flows through all of these is don’t compare your chapter one to someone else’s chapter 20. Yeah. That’s a no, that’s a really good one. Yeah. And I think that’s true with all these, like remembering everybody started somewhere and it looked ugly, but it really did sometimes physically and sometimes emotionally and sometimes, you know, and it’s okay. And you’re going to get criticism along the way. And you say, no, like, this is where I’m at. You put your blinders on and you create a vision for, for what you want for yourself and the business and the life that you want to create. And you hold that vision as a sow. So tightly as though it’s already happened, and then it’s like inevitable, right? It’s like, this is what is going to happen. And then how you get there evolves as you take each and every step, and also going against the grain, not doing what everybody else is doing, not looking around saying, he’s doing that. She’s doing that. I’m going to do that too. But if it feels awful, go against the grain, find your own version of it. And having the business and life you love, feel good, not just what everybody says you should be doing. So these are the types of qualities that made these people change. Our culture, grow amazing businesses, change the way that we look at the world. And yeah, those are, these are big people and they’re doing big things, but also being able to apply that to your version, like your corner of the world, and you’ve chosen real estate to do that. So take this kind of vision and these kinds of qualities and apply them to your real estate business. And that is going to make, who knows, you can change the real estate agent at the very least, you’re going to change your client’s lives. And you’re going to have an impact on them. And you’re going to, they’re going to say, wow, I never thought of my home search or my home sale that way. So I hope that helped. And thank you for being here. Thank you for listening. I know this is kind of like a weird little Podcast, but I just love the whole stars. They’re just like Us. Real Estate Agents so thank you for listening to another episode of Confessions of a Top Producing Real Estate Agent. Thank you so much for listening to today’s episode. Remember change happens when you take action. So apply what you learned today to your own real estate business. If this episode has helped you subscribe, leave a review and share it with all your real estate agent friends, and as always, if you want even more great resources to create the real estate you’ve always wanted and have the life you want outside your business to head over to Agent Grad School dot com and sign up for the free weekly trainings, you’ll get free classes, discounts, and other goodies that only go out to Real Estate Agents on that email list. See you next week right here on Confessions of a Top Producing Real Estate Agent The Agent.