Your Problem Is Not Really Your Problem

Often in business we think we have a specific issue to address, only to find out the problem is something else entirely! Perhaps it’s something we haven’t considered, or it’s a symptom of a deeper issue we have yet to uncover. Once we get to the root of a problem, we can fix it and begin the growth process.

Today on the Massive Agent Podcast, host Dustin Brohm encourages us to take a long hard look at the problems that are plaguing our business. Whether it’s getting listings, setting up systems,  or increasing our finances,  problems tend to be symptoms of something greater occurring in our mindset. Often we'll find our problems are not unique to us, and others have left maps to success if we are willing to follow them.

Dustin encourages us to ask ourselves questions that really stretch our subconscious mind. What are we struggling with? Why are we unable to see growth in this part of our business?  Perhaps it's a deeply held mindset, belief, or lack of training in a particular area. Whatever the reason, if self-awareness is how we grow, then this podcast episode is a great place to start. 

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Transcript

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SPEAKER_01 0:00

I am here to tell you today that your problem is usually not actually your problem. Okay. Usually what you think is your problem is a symptom of the actual problem. Okay, this happens in real estate all the time. We're like, oh, well, I I I'm not getting any listings. We think that's the problem. Well, is it? Or are you not getting any listings because it's a symptom of the actual problem? It's time to it's time to get on the couch. Okay, it's time time to kick your feet up, get on Dr. Dustin's shrink couch today. It's time to talk about some shit.

SPEAKER_00 0:31

The massive agent podcast. We need generation different strategies to give you more leads and sell more balls.

SPEAKER_01 0:38

I love to buy houses. I like to sell houses.

SPEAKER_00 0:44

Wait a minute. Leads a week. You're a week. I've had better. Oh have I got your attention now? Here's your host, Dustin Brohm.

SPEAKER_01 0:56

What is up, everybody? Welcome to episode 197. Damn. Of the Massive Agent podcast. Still, every time I say that, you know, we're creeping up on 200, it it's crazy to hear out loud. Um, yeah, welcome to the show. My name is Dustin Brohm, your host. I'm a realtor in Salt Lake City, and I am the founder of the Massive Agent Society. And uh yeah, and today I'm I'm actually playing Doctor. I'm actually uh I'm your shrink. Okay, because we're gonna talk about your problems and and you know, childhood issues. Yeah. I joke about that, but uh I'll I'll tell you a story about something that was something that came out this weekend that just boggled my mind, but explained so much. So um, guys, we're gonna talk about how the problems that you think you have are not really your problems. There's a deeper source or a deeper cause, and what you think's your problem is actually a symptom of the problem. Sometimes it's it's a a symptom of a symptom of a problem. And you know, like, oh, you're not getting any listings, or how come, how come um I'm only converting one out of five listing presentations, or how come my offers aren't being accepted? You know, all these different things. You think that those are the problems, but there's a reason why. There's another issue that's happening. Sometimes it's internal, sometimes it's just something you don't know yet, something it's something you haven't considered. Um maybe you just need some new skills, but the problem is not the problem. And once you realize that, then you can start looking for what is the actual problem. And that's where growth happens. That's where you start to fix this shit. Okay, so I hope you're comfortable. I hope you you know kick off your shoes, lay back there on my little shrink couch, if you will. Don't do this while you're driving. I don't recommend that. That's that's dangerous. So don't be stupid. But if you're if you're not driving and you're not being stupid, then uh yeah, let's do this. So this weekend, well, the the last four days, I've been at a um what's called upgrade master practitioner mental reprogramming training. And um, it's the second event, the second training I've gone to through the upgrade program and just mind-boggling stuff. Um, learning how to talk to yourself the right way, learning how to talk to others and communicate and sell in more effective ways. I mean, that would be don't you agree? That'd be a pretty nice skill to have, right? If you could be more persuasive in your language, even um subliminally, not in some weird, like you know, tricking people way, but in a in a way that serves others. Um but there's so there's so much to being a master of your mind, so to speak, which sounds crazy. Um, but I've learned a lot. And so this weekend, I'm I'm thinking, okay, my problem is procrastination, you know, for example, and I'm gonna be totally transparent here and I'll kind of tell you a little bit about this. I'm like, okay, I'm I tend to distract myself with you know messages on social media or watching stories or clearing notifications or checking emails or whatever, or even posting stuff on social. I'll do that because I can easily justify that I need to, uh, but then I'll avoid doing what really should have been my top priorities for the day. And so then I don't make nearly as much progress as I should. And so I thought, okay, that's my problem. And as we went through this exercise that took about 45 minutes to an hour, uh, just a bunch of questions uh that I had to answer, but questions that really stretched my um my conscious mind. You know, like you get to a certain point, you're like, I don't even know the answer to that, but you do, you know. Uh anyways, I I found that I was procrastinating because of some weird fear that I had when I was an a a kid. And it was it was scarcity. It was a fear around, you know, scarcity, what if we run out of money, what if whatever. And it it doesn't even sound connected, and so I'm not gonna go into it that much, but um it's kind of personal with you know, uh thing that happened in my childhood, nothing traumatic, nothing like you know, bad, just you know, something that I interpreted at the time in a way that fucked me up, you know, 30 something years later. And and it's just really interesting. So I say all that, and if you're confused, I get it. I was confused too. But I learned that that the problem is not the problem. The the problem you're having is a symptom of something else. And so once you can identify what that is, and once and you guys, you don't you don't have to go to one of these intense trainings to learn this stuff. I recommend it. Like if you if you're into um investing in yourself and and personal growth, there's nothing better that I'd spend my money on. But you don't need to. Okay, you can actually just say, okay, what am I struggling with? Okay, well, I'm not, I don't have enough business, or I'm not getting offers accepted, or you know, sellers aren't hiring me, or I can't get listing. It seems that that I'm not able to, or up to this point, I have not gotten luxury listings. Um, they're choosing somebody else. Well, that's a symptom of something. Maybe you lack a certain belief. Maybe you have a scarcity mindset around certain things. Maybe you just need to learn some skills that you don't have yet, that once you learn those skills will unlock everything. You know, so it starts with just saying, okay, is my problem really my problem? And and then think about, well, what could be causing that? Why is it that I'm not getting these listings? Why is it that my offers aren't being accepted? You know, what what are the reasons? And it takes being really brutally honest with yourself and and self-aware. You have to be self-aware because if you're like, well, I'm it doesn't make any sense because I'm the best realtor ever. Like, how could anyone not hire me? I I I do all the right things, I know all the things. Well, you're freaking delusional, if that's you, by the way. And and oh, by the way, I've heard countless agents who really do believe, usually they're under 30, but usually these dipshits believe they are the best. And they're really the worst, but they think they're the best. Now, cool, good for them for having confidence, but when it's delusional confidence, that's not helpful, that's not serving you. So if that's you, if you have a certain level of delusional, uh, you know, unrealistic confidence that really you shouldn't, it's time to humble yourself a little bit. Have some freaking self-awareness because that's how you grow. You really want to be the best, you really want to start uh start getting listings, you really want to start converting these leads, you really want to start uh getting you know nine out of ten offers accepted. Well, you have to you have to really think about what what are your shortcomings. And maybe you maybe your shortcoming is that inside you don't think that your offer's good enough. So so that comes out subconsciously. And you know, if you don't think that your offers are good enough, or if you don't think that you uh wrote a competitive offer, or you you question your ability to creatively put put a great offer together, and you're or you're intimidated by the other offers or agents that are that are at the table in a multiple offer situation, that can cause you to you know subconsciously fuck it up. It sounds crazy, right? But it's absolutely reality. And and as soon as you start to realize that, everything changes. Everything changes. Now, guys, I'm gonna kill two birds with one stone right now, um, which I'm kind of kind of excited to do, but I'm doing I'm gonna do this because this is relevant. Okay, that this is an example of a way where you may think your problem is this, but it's really this, okay? So when you you may think, oh, I'm not converting any leads. That's my problem. Nobody wants to talk to me, or the leads suck, the leads are bad. Um, you know, maybe my ads just aren't right. That you know, my ads suck, the leads suck, um, everyone sucks because they're not responding to my messages. Um, but what if what if that's just the symptom of you not having a great follow-up system in place? What if that's because your drip campaigns suck? What if be what if that's because you don't have any system in place and you you only contact your leads a couple times, and if they don't respond, you're like, oh, that lead sucks. That's a bad lead. Well, you don't have any systems in place. Or maybe you're using some CRM that doesn't let you text. For God's sakes, what are you doing in the in the Stone Ages? Say hi to the say hi to Fred and Wilma for me. I mean, if you can't text with your CRM, what the hell are you doing? I mean, that's what people open. I don't answer phone calls. I block unknown numbers. If you have an unknown number, I'm not answering your shit, it goes right to voicemail. I don't give a fuck who you are. If it's important, you'll leave a message. It's because I don't want distractions, I don't want interruptions. All right. So how many others are out there the same way? So if you're calling, if that's all you're doing, you're leaving a ton of money on the table and you're underserving those leads. You need a platform that can text for you and you need it to happen automatically because more than 50% of leads come in after 8 p.m. They come in after 8 p.m. and before 6 a.m., I believe. Maybe it's 7 a.m. But after hours, okay, when when you should not be working. Hopefully you're not working. Hopefully you have some sort of life and some sort of you know balance there. I don't really believe in balance, but you know what I mean. You know, hopefully you're not working until midnight every damn night because, well, you don't need to. But you may think the leads suck or that your ads are bad or whatever, but you just you need a better tool. You need a better platform. So uh one of the CRMs that I absolutely recommend the most is Follow Up Boss. They have an incredible platform that's built for agents who want to scale. Okay, it's not just for drip campaigns. You can get drip campaigns anywhere. They have a great platform for texting and video and email and all the stuff to have amazing automatic follow-up so your leads aren't falling through the cracks. But more than that, they have business management tools, business management stuff that can help you scale and bring team members on and distribute leads amongst team members. And it's kind of a clue when most of the biggest, most productive teams out there in real estate are using follow-up boss. So why the hell aren't you? Okay. Why the hell aren't you? Well, they're gonna take all of the all of the pressure off and just let you try it for 30 days. If you go to their website, you're only gonna get a 14-day free trial. Because you listen to this show, you get a 30-day free trial, but you have to use MassiveAgent Podcast.com slash follow up boss. MassiveAgent Podcast.com slash follow up boss, go through that link. No credit card required. So try it for 30 days. I don't know about you, but I love when companies are so confident in what they have to offer. They're like, you worry about the credit card later. Like, just try our product for a month. It's so awesome that you'll like it. And if not, we don't want your credit card anyways. It's not for you. How how cool. So go get follow up boss and try it out because that could be one of those things you're missing is great systems, great follow-up, um, you know, tools for scaling your business, tools for growing. I mean, they have the best platform out there, all inclusive that I've ever seen. So maybe that's what you're missing. So what is your problem? You know, well, my voice cracked. That's fantastic. What am I? 16? I might feel 16. I'm not actually 16, so when my voice cracks, yeah, whatever. So what's your problem? Like what if you're driving right now, or if you're walking or or working out, or whatever, you're sitting at your desk, write down what it what it is you think your problem is. And then I want you to think about what could be causing that. Why do you think you have that problem? This is where the rubber meets the road, and this is where growth happens, and this is where it gets really freaking interesting. And if you can take that even a few steps deeper, here's what the problem I think I have, here's what I think's causing it. Hmm, what's causing that? And you may, you may get to this level where you have this, you know, something happened to you, or you have fear from something when you were six years old, or some scarcity that that you know you watched your parents struggle with money as a kid, or or whatever. So then you that's preventing you from investing in yourself and investing in training and investing in platforms, investing back into your business because you want to hang on to the money and then you're not growing? You know, if you're like, come on, I'm not growing. I sold 15 homes last year and I've only sold 18 this year, but my goal was to hit 30 or 40. Well, are you reinvesting back into the business? AKA back into yourself, same thing by the way. Are you? Or are you holding on to that money in case you need it, in case you don't have a closing three months from now and you want to hold on to it? Hmm. I've done that. I I have a I had a serious issue around money scarcity that was causing me to pay my bills late, which was hurting my credit, but I was doing that because I was worried I wouldn't have money if a month from now I had to buy groceries or some other thing came up, some unexpected thing. And so, again, guys, your problem is not your problem. And they're not unique to you. I promise you, if you sit down and write what you think your problem is and then ask what could be causing it, and then what could be causing that, and what could be causing that, you're gonna have some serious breakthroughs, some really, really interesting, really powerful breakthroughs. And once you do and you fix your brain, that's what causes you to go to the next level. A lot of your brains right now aren't ready for the next level, they're not ready to reach the goal that you've set for yourselves, they're just not ready yet. Doesn't mean that they won't be, doesn't mean that they can't be two hours from now, but you've got to do some work to fix your brains, to fix your thinking, so that you can then power through. If you if you have a 20 deal per year mindset, you're not going to sell 100 deals per year because you're programmed for 20 deals a year. You change your programming, you you increase the thermostat, if you will, from 20 deals a year to 100, and you think like someone and act like someone who sells 100 homes a year, guess what you're gonna do? You're gonna sell 100 homes a year because that's normal. You see how this works? You change your programming, your your thermostat, if you will, and then the performance, the results are normal. It's what just naturally happens. So if you're this is why when you're setting goals, don't worry so much about the how. Think about the why and the what. What is it that you want and why do you want it? And get super frickin' vivid about imagining and visualizing what it is and why you want it. And the how reveals itself because you've you're changing your thermostat and then your subconscious mind and your conscious mind come together. I know we're getting deep as shit right now, but you're still on my couch. So this is this is what you're paying me for today, right? This is what our session is all about. We're getting deep. But your your subconscious and your and your conscious mind come together, and all of a sudden you're you're like, oh my god, I just sold 100 homes this year. Because I and it felt like I was doing what I should be doing. Because you changed your programming. You upgraded your mind, you upgraded your thinking. Absolute incredible stuff, guys. So thank you for coming into Dr. Dustin's therapy session today. I joke, but I mean this is real shit. It's simple, but it's deep. It's easy, but it's deep and powerful. It's easy if you'll actually do it. I appreciate you guys listening today. Please, please take action. And and it once you can reprogram your mind for hitting those higher levels, you will naturally get there. That's how it works, guys. Appreciate you. Thanks for listening. I'll see you next week.