6 No's Before You Get A Yes: You Don't Get Until You Give With Gino Blefari

I am Amy Vetter and welcome to the breaking beliefs podcast this valuable time is for you to pause in your day and go on your ownself journey discover the beliefs that are holding you back from living your best life at work and at home learn from the guests on this show as they share their inspirational stories on how they found ways to break internal beliefs that were no longer serving them because if you believe you can you will and our podcast begins now welcome to this episode of breaking beliefs where I interviewed Gino Clefairy he is the chief executive officer for Home Services of America he is also the chairman of HSS affiliates which operates the franchise networks of Berkshire Hathaway HomeServices and Real Living real estate he is the chairman of both brands Berkshire Hathaway HomeServices and Real Living real estate he has been ranked among top 15 most powerful influential leaders in the residential real estate industry he was the 2007 Italian businessman of the Year by the Italian American Heritage Foundation the 2012 mentor of the Year by the boo fini company and the first and only recipient of the Leadership Awards from the tom ferry organization and so many more awards the name in this discussion gino shares his journey on understanding human mindset his own as well as others to create an attitude of abundance versus scarcity gino shares his inspirational story his daily practices and learnings along the way on how by changing your mindset the sky is the limit of what you can achieve welcome to this episode of breaking beliefs and today I'm with Gino from Berkshire Hathaway's services and do you know do you want to give a little background on yourself sure sure thank you Amy I'm this is Gino bluff Ari I'm with home Services of America which is the largest residential real estate company in the world from transactions and on the franchise side we also have Berkshire Hathaway HomeServices which was kind of how you introduced me I'm the chairman of that and and the brand Real Living real estate all right so it's say it's a real estate company that has mortgage title insurance brokerage and franchise you kind of introduced me as the franchise person got it so so much for being on today and I met you know at a recent conference for Berkshire Hathaway that I was keynoting at and listening to his session as well kind of talking about his personal planning he does he stays very impressive so I just love to talk to leaders that can share these types of personal habits that they've brought in but before we get into that I kind of want to start out in your beginnings and what you originally wanted to do when you're a child and just forgetting where we are today and and how we got there okay yeah well as a child I was certain I was going to be the next Willie Mays a baseball player you know all kids want to be a baseball player or a football player or something like that so that was kind of like my in my mind on there then I know my dad always wanted me to be a dentist so then for a while I thought I wanted to be a dentist but essentially I ended up in high school working at a golf course and a developer bought the golf course there in Silicon Valley as the as the you know prices were starting to go up of land there and instead of building houses around the golf course the developer decided to plow the entire golf course under and build built houses and that was my first introduction to to real estate so was kind of a me was kind of like a journey because um I graduated from college and right as the time the developer bought the golf course they had no one to run the golf course and so I got a great job at age 22 of being the golf course superintendent the pro shop manager the restaurant manager the bar managers the Swim Club manager I was even the swim team coach and that same with a house right on the middle of the golf course right and there were there were a couple of other little properties that were on the golf course all of a sudden I had almost like six rentals myself that came as part of the job and it was a wonderful time it came to an abrupt ending when they decided to plow it all under way and that started that started my real estate journey matter of fact I was on on the job because of my reputation for hard work and results in at the golf course they gave me a job and all the sudden I found myself in construction and so I'm working on in construction not really being fulfilled I don't mind hard work but not being fulfilled and they're on the jobsite and one day a little BMW pulled up and this dapper man got out and I thought oh my gosh what is he doing I asked around about him and I found that he was selling the model homes that we were building so it was the old yet old saying if a picture's worth a thousand words the one he portrayed of fun and success caused me immediately then to go and get a real estate license so that's that started that started real estate there so you being a baseball player how long were you doing that for him when did you decide this stop I was never I was never a baseball player you said I was I was listening exactly very carefully to your question what did you want to be when you were a little full I wanted to be a baseball player so did every other little kid no no my dad wasn't but that was kind of like some sort of ambition that that he had for me he was a tax accountant I think it was just probably some prestigious type of thing that would that he thought was kind of cool for his son to be I think like a lot of the old dads in the old days old more traditional ways you know they're they have these aspirations for their kid without the kid even knowing that that's what they want to do and you're just gonna want to try to please your parents right III did I I did but I realized really quickly that wasn't something I wanted to do so what ended up being your degree in college Business Administration with a kind a concentration in at that time they called it behavioral science which was actually good because it would tell in to what you do it was really kind of like HR management and I had a minor in in labor I kind of was some very interested in in labor and the history of labor and and the labor unions and things like that interesting and and how that ended up playing out into what I can see you as a leader today it's very interesting so so so ok so you were helping with the construction so and then started seeing that there's this opportunity of real estate so what happened from there well what happened was I saw the guy I saw the guy in there that sound like it was having a great great time and do it so I decided to get a real estate license I thought I would work with the developer I ended up not working with the developer and they got me a real estate license and then I turned my TV off for a year and I did all sorts of studying like that you're into with them you know mine set mine at first was how to be a real estate salesperson and then it got into like you know personal growth and things like that but then I started out and I struggled for six whole months you know just could not for the life of me sell a house and and this is not through lack of effort I had turned my television off for a year I don't know how many people back then would be able to turn their TV off for a year and everyday all I listened to was cassettes on how to sell real estate right and it just didn't happen and then one particular day I got a call from a friend of mine and he said you know hey we're thinking about selling our house and we'd buy another bigger house so I went out to his house and spent two and a half hours there and found out that he wanted kind of like a pipe dream of what was available so I was kind of a again a little bit depressed this is on a Thursday night because he was in Sunnyvale back at the time Sunnyvale was much less expensive Sunnyvale California than it is today and he wanted four bedrooms he had a three bedroom home he wanted two bathrooms he had a one bath home he wanted this special high school and a separate family room and he wanted it all for under 200 thousand and that particular house at that time had moved to about two hundred and fifteen thousand and back in 1985 when interest rate for fourteen percent if you qualified for two hundred you didn't qualify for 205 or even 210 or certainly 215 that were this was that so so that was I was just kind of like depressed I remember having a one dollar bill in my pocket for about six months okay and and just being just just kind of depressed but not letting anyone know that on the outside so on the inside I was dying on the outside I was I was kind of depressed and I never messed the sales meeting I go to this one sales meeting where they were putting three offices together the Sunnyvale office the coop the Saratoga office and the Los Altos office so in our area here people aren't to me with the bay area son emails more mom-and-pop Los Altos is very high-end Saratoga is pretty high-end and the guy teaching the conducting the the class there was a guy by the name of Ilan canal a you know like a legendary real estate guy at the time in fact Anders the company named after him any case a lot been I was given that meeting and he was talking and talking and talking and talking and pretty soon after you're talking so long I'm kind of like looking around I'm looking up at the ceiling I'm looking at this textured ceilings and it looks like a dinosaur my dog and I just so happened to look at the wall and I saw the flier that said coming soon it said four bedrooms three bathrooms separate family room separate dining room Holmes said all these things that these people wanted and it was for a hundred ninety nine thousand its oh my god Saratoga agent has mispriced that the this this home in other words the comps were showing a higher rate than than that so I just got up rip that flyer off the wall walked around and collected every one of the Flyers on the desk and and and walked out I can remember getting eye contact from Ilan Pannell like why did we I was a first new person that they hired to this elite company Fox and Karstadt and and it took them three months me three months to convince them to hire me and then they were like I think we made a mistake for the next six months right so so what happens is I Drive straight to my friend's house and you'll appreciate this with what your studies are fakes a funny thing because he was the deputy sheriff and his wife was a nurse and they happen to be home on Monday okay so here I come up I knocked on the door I'm mr. salesman guy but I just don't have a sales yet so I look at him I smile and I say hey Don you're looking for a home with four bedrooms are to you and that's a little call to tie down aren't you wasn't it shouldn't it could in it's these things you learn and he says yeah yeah we are I go in four bedrooms instead of two bedrooms that would be better one in it and I could went through the whole thing of the whole deal and pretty soon now Debbie his wife is kind of listening in and so I knew from all my training that I need to summarize the sale so I said dad if it had four bedrooms three bathrooms separate family room separate dining room Homestead High School and and you could get it for two hundred thousand you buy it today wouldn't you and he goes yeah we would I'm like the works right you know such as all the stuff that trained up they follow me because I don't have a real estate car I've still got my little sports car Alfa Romeo from the golf course so I have them follow me out to the house now Baron my name e it says on the flyer no show till Friday and it's Monday but I'm going to sell this house and then get out of the real estate business that's not for me right and knocked on that I knocked on the door mr. koroa answers the door he's got a paintbrush in his hand that was in the old days when you fixed your house up you actually fix it up yourself you painted your house yourself now we'd be sending painters in and doing all this thing but he answers it and so I asked him he says no I can't show the house right now there's no shelter Friday so I asked him again he says no now the whole time one of the trainers Tommy Hopkins is green grained in my head that there's gonna be six knows before I get a yes I'm just going through asking me different way ask him a different way finally I get to the six no and now I'm kind of like sweating you know the hair on the back of my neck is up I look out at the street where my friends are there they're like puzzled is everything okay because they can can't hear but they can see the dialogue going back and forth right any and you go to me because you're not gonna give up are you I go nope it's okay come on in so I get down come in we're looking at the house like this because of all the walls are painted and they love it so we're driving back to their house all I'm thinking is this 200,000 times 3% because that's the buyer's agent share of it is is is you know six thousand dollars divided by 2 because I'm on a 50/50 split okay I'm gonna make $3,000 and I'm going to get out of the real estate business it's not for me now so that's done now they have to sell their house so so I go I go back I go back so I got a call she said put Do Not Disturb on my phone I go I go back I go back to my office all right well actually I go back with this offer that I've written to the two ladies that are the listing agents and they're not even sure how I got in but because I'm so naive and so transparent they actually feel sorry for me and they helped me with the offer and they accept my offer contingent upon the sale of the house in Sunnyvale so now I go back to my office I never done a listing before I'm typing this listing up one finger at a time and I type in 6% because that's what I'm trained to do and I head off to the house and I go Don and Debby stats good news we got the offer accepted now we have to sell your house so I have this listing agreement I get to the six percent and in 20 pull the 20 point type it says it's negotiable and he goes to me goes well isn't the Commission negotiable and of course I say the only thing I know how to say that I learned on one of those cassette tapes was yeah it's negotiable but I can only go up you know part yes she can't pause this for a second right and he that he initials it and again I like this really works right so now bear in mind and this is probably where we'll come in for your for your clientele I've held and I'm gonna hold an open house in that that house now that I've listed but I've held an open house every weekend for six months as a guy with a one dollar bill in his pocket and a dejected oh my god what happened to me attitude so my physiology was probably hunched over right now I'm like okay I sold that house I'm gonna sell this one I'm getting out of the real estate business I'm like that the Asians are just starting to come into Silicon Valley and honest to god a guy comes in with a little little case little duffel bag with a hundred and sixty-two thousand dollars of cash and wants to buy the house from me right there I get exclaimed them no you do it to a title company little thing but now I got that deal done so that's called two sides so I got the one sale that I sold them now I got the listing sold and the buy side so I really technically got three deals yeah I managed that next week to get three more deals so now I've got six transactions I have no idea what I'm doing in business but I would show up at the office every day at 6:30 in the morning which most Realtors don't start work at 6:30 in the morning I sat behind this guy by name of Mike Ray who was the most brilliant realtor I had ever met and that's why I sat right behind him so I can learn from him he came in at seven o'clock so many times Amy it was just he and I in this room together and there's gonna be a point here for your for your listeners okay he comes in and I'm number in my deals and he's working at me like what are you doing what are you doing Gino I go Mike I'm number of my deals I got six deals and that's just it I got no idea what I'm doing okay and and he says and he says to me he says to me you don't have her number your deals I go why and he said this and this is a defining moment for me he's I've been watching you for the last six months I've never seen anyone try as hard as you anyone listened to as many tapes read as many books he goes you don't want anyone to know you've only got six deals going at one time and so I said well how many should I have Mike and he goes you should have 15 now 15 well it's not about that a million times after that because had he been my manager trying to jack me up so I'd sell more houses so the manager looks good I might not have had the impact but here was a dude nothing do no benefit to him that I can do 15 deals just a man of integrity and what that did was it changed my self-image of myself okay 30 days later I had 15 deals lined up ended up if you went from that first sale in May to the following May so 52 houses back in 1985 when you didn't have a team that was more than anyone at the best company in the entire Bay Area right so that's what happened there that's kind of propelled me into real estate from there I started being recruited sure like you're saying that change your mindset and I'm hearing a couple things he gave you a number to focus on but I'm also hearing that it was because he was just he personally cared that you could trust him he believed if the Witcher I think what you're looking for it he believed what got me was he believed to me the number would be nothing 15 10 20 whatever he said but he believed in me and so he changed my own belief in myself okay and as soon as that happened okay as a salesperson you perform how you see yourself I didn't know that at the time right but I took a different I was seeing myself now from a different lens as as someone that could do 15 deals right and I think that's because number one we don't always understand that impact we have on other people and he didn't know you weren't kind of following him like you know around he knew he knew he knew and he he was brilliant and so you would he understood why I wanted to sit by him and things like that not that it mattered to him but he was fully aware that I was sitting behind him for a reason because he was the best guy and I wanted to observe him yeah but he I you know because I think there's a lot there's so much in that because a lot of times someone like him can feel threatened by a person like you too because he can see that you are someone that could be just as good as him or be a competitor so in order to take yourself out of that and turn around and give you advice like that to help you along takes a lot of self confidence in themselves to do that too because I see a lot of Tears that don't do that right yeah ya know he was he was well beyond his time as far as number one he was old enough to be my dad he had already done it and he had studied he was a student of mine said he was a student of success and you're familiar with Jim Rohn Jim Rohn the philosopher that as a zillion tapes and and and and and a great great trainer you're familiar with Anthony Robbins like Anthony Robbins everybody knows Anthony Anthony worked for Jim Rohn okay and Jim Rohn did the same thing that Anthony Robbins did well this guy had worked for Jim Rohn also so he had a very good premise on mindset and and and and and keeping your thoughts positive and just the different things he understood success and and I know for a second he wouldn't have been threatened he had already done it yeah yeah it's just in the sales world you don't get a lot of people helping out like that you know so that's that's very it yeah it's it's not as unique as you think a sales start to change it's a mindset of abundance opposed to a mindset of scarcity you do get it in a lot of the older salespeople it was scarcity geez if I help that person I'm getting a less one but that's changed that's evolved over time as people have studied kind of like you you you can't you it's universal law you don't get until you give yeah and so sale good salespeople are starting to learn that more and more and more that's why there's so many master mastermind groups and things like that are big are really big in real estate right now but I know what you mean before a scarcity mentality no I don't want to tell them that because they might compete against me it's kind of like yeah you're saying it's not for me it's not getting me right you know yeah and essentially basically really that's why I think my story is almost every realtor story I'll give you one more story from sixth grade which I think will be very good for your for your group there too so I had an incredibly in incredibly like strict sixth grade teacher mr. DeLand oral he was some from India very very strict and and very very hardcore and he taught us only English math and some poetry and I can remember my first quarter Amy just it was terrible I'm because I wanted to be a baseball player I only got an A in its sport in PE I get a pay in in PE right and and they were having a parent-teacher meeting and so my dad took time off from work my mom's in there I'm sitting outside in a chair outside the door and the walls like paper-thin so you can hear everything that's going on and mr. DeLand oral had no no filter and he just it wasn't his style to be politically correct he just told my parents with me listening in what a terrible student I was and how I was not applying myself that I only cared about supports right and I can remember being so upset so upset my dad had taken time off from work to be there and we're driving home and I'm crying because I can't believe this whole thing and you got those those doubts in your head but it was kind of like you know the old when someone says you can't do it then you kind of like are you you've got that little chip on your shoulder so I decide I'm gonna study like mad and so I study study study study now finally after that first quarter debacle that we have we have our first test and I think I did pretty good but I'm still not confident on it because I don't know yet right Amy and mr. DeLand rural has all the tests in his hand and he walks up to the front and I'm thinking oh man I hope I did okay because now I got like buyer's remorse that maybe I didn't do okay and he called me bleep body and my last name is Bluff Ari but he would pronounce it bleep body he would sound it out because bleep body come here it's like this much to the front of the room and I'm standing there and I'm thinking oh did I blow this test too and these holes the test up in there and he goes the highest grade is bleep body and if bleep body can get an A every one of you can get an A right and I was not really the nicest thing to say about you right right in there but it was but he was that that really is kind of like a true story and like so maybe I've had a pretty successful real estate career but what I tell every new realtor coming in if bleep body can do it they can do it too so there's some messages in there right yeah well little things happen and I was actually while you were talking thinking about you know is that something you're born with because I had a fourth-grade teacher then hated me and I don't know why I remember my parents going to the conference and they came home and said that teacher does not like like as I was always trying really hard and she would mark me down on every paper and I go up to her and I'm like but I got this right like I remember always been confused and she'd marked me down so what happened was in fifth grade I got knocked down a level in all my classes because my grades were not what they were supposed to be so I was so frustrated and you took these like I guess they were like I you type test to place you and the grades and I studied for it I kept every textbook every piece of homework from fourth grade and I studied for this thing because I wanted to get back to where I thought I should be but I do think that there's something within you that's a fighter to do those things or are you gonna start believing like what you could have done was believed what he said and then just hung your hat for the year right right so you wonder what what drives that in some and and how you know how others you know may take that completely different so it's interesting yeah yeah so what so after you you know got your career going and you're a top sales agent how did you end up where you are okay let me pick the store let me pick this story up with them with that so now I'm not successful agent Fox and car Skadden and I have my little league baseball coach there comes baseball back in there who had a little company called contempo Realty and wanted me to come work with him so I do and I become a partner there and we grow that company and we we sell it in 1997 to really G which is the big Coldwell Banker the other big real estate company in the country and I'm a five year non-compete that I stay there with with with them as the president of my own my old company and then my five year non-compete is up and the entrepreneurial juices start flowing again and I moved to start another company so I start this company called in taro in fact we're in my old company's conference room right now I start in taro in 2002 the end of 2002 and in taro becomes the fastest organically grown real estate company in history of real estate so real estate they've been keeping track for a hundred six years it grows organically in other words no mergers no acquisitions faster than any any company we end up doing one point six four billion in sales our first year our next-gen in perspective for you there's 80,000 real estate companies 83 did a billion and we do one point six four billion so we passed seventy-nine thousand you know this seventy nine thousand nine hundred and twenty first year and the next year we do six and a half billion all organically no mergers no acquisitions so we become the fastest-growing real estate company back to back that goes so we do int arrow from 2003 basically and then in 2014 I'm just driving to one of my managers my managers offices to give him their quarterly bonus check and I get a call just completely out of the blue from the chairman of home services Ron Peltier and he says you know hey Gino you know Warren loves real estate and I didn't realize he was talking about Warren Buffett but he was and and he said he just bought a franchise network from from from Brookfield which was the old Prudential Network and the old GMAC network and they're looking for a CEO and we want to know if you want to do it we haven't talked to anyone else but we want to know if you want to do it I'll call you back in a week it's kind of like taken back by that because I already had a company and he called back a week later and I said you know I really appreciate this offer but I've got I'm the owner of an independent company right now if we kind of awkward to own inteiro and be the president of a brand yeah and then he said well right okay and he said well you know if you accept this position we'll make that transition possible for you and we'll buy inteiro so that was another interesting piece because we had gone pretty far with entero and and maybe I've taken on three more partners at that time and and they were you know everybody was a little bit Restless on you know wanting to do more or have a different role but there's only so many roles when you have your little company I'm gonna be I'm gonna be the CEO sorry I'm founder I'm the guy right yeah and everybody else has their own ambitions it worked out well with the company so on may 17 2014 we sold in Tarot real estate services - technically to Warren Buffett's home sources of America and I got to tell you at that time I had a sense of a real sense of pride because um Warren Buffett who is known you know worldwide as making prudent business decisions after researched not only came to the conclusion that he wanted to buy in Tarot but he was fine with me being the CEO of the company that carry his brand name Berkshire Hathaway we were one of the first ones where out where Berkshire Hathaway HomeServices and we were in the first ones to be able to use the Berkshire name since then Berkshire Hathaway energy Berkshire Hathaway auto there's a few other Berkshire Hathaway's but that was a pretty cool thing so then I did that job for five years I grew that Network and then in January of this year again I got a call from rod and he said you know look I'm going to need some more help I'm you know we've grown so big we're the largest real estate company in the world and I need I need to replace myself he was a CEO he'd replace myself as CEO and I'd like to know if you'd like to do that and so on January 15th yeah on January 15th I took I took on that job so now I'm the the the CEO of the parent company - Berkshire Hathaway HomeServices the franchise brand it's called hsf affiliates and we have mortgage we have title we have insurance so we are really positioned to do what the consumers been looking for all the time is a one-stop shop and we can do your mortgage and we can do your title and we can do your insurance you know we can I even sell you a franchise and and so you have some can do those five things and that's what we do Wow so that's quite a journey and for meeting you you have very you're very personable you know the people around you you know it from a personal relationship standpoint it could pick that up and so how do you feel you've been able to keep that authenticity throughout your journey and that you're still involved in other people's personal duty yeah yeah well I think you've got to always remember you know I remember the success I've had in in real estate you know uh it's been a fair amount by my own effort of hard but not at all the only thing so many mentors along the way that my Kray you know you know Bob moles and and Papa moles who gave me my opportunity at at contempo you know Jerry Hoffman who was an outside investor that lent me money when we built in taro ron Peltier having the confidence to ask me to be the CEO of Berkshire Hathaway HomeServices piece and then Home Services of America so there's been so many people along the way and and some of its luck some of its you're at the right place at the right time there's all sorts of things that that kind of play into it and and I just always try to be mindful of that and I mean once you get up and you get up in the morning and you look in the mirror if you have the you know CEO your titles dammt on your forehead you've lost it away right you know it's kind of like you know smugness comes before arrogance and I believe arrogance is the precursor to disaster once you think you know it all your slide of mediocrity is already beginning you know so that's kind of like that that's that piece to always always remember you know and and I always try I remind my as part of my routine I remind myself of these things every single day and I do I help people it might my mission is I help people achieve their goals faster than they would in my absence and now I have the best platform from a real estate aspect I have the best platform in world to do that I didn't realize that you were in the audience I guess when I talked I was talking about I think I was talking about my life plan and sharing my life plan that day right yeah okay yeah so so that's that that's kind of like it yeah just be mindful of it just be mindful of it don't take yourself too too seriously because it's just not yeah hey a lot of people have have have helped along the way it was a journey you know even I mean yeah exactly I mean I got title guy Kevin Barrett if I needed a property profile he got that really quick if I needed this information he got it really quick he was there to help me along the way you know so I one of the things so what I was listening to you talk about was kind of your daily practice and you know and I don't know if you can do it in a brief way but just how you think that practice no I mean it's obviously helped you as a human being but as a leader to keep you grounded as well yeah okay yeah I can I say it was you know I I discovered probably in about oh maybe it might have been even 1986 as I started to study and study and study I I discovered that the I had to kind of like have the right mindset almost almost be like a fearless mindset when I started my day because when you eat what you kill as a salesperson there's a lot to UM sometimes worry about so I developed this routine and there were a few things that really got me going and you'll see them you'll see athletes listening to like hip-hop music or something like that mine was that poem record kid by Redford Kipling let mr. Delano from sixth grade that was one of the poems he made us memorize right and so I had that on my credenza and that would be something I would read every day and if you if you ever pull out that poem or anybody listening pulls out that poem it's got some lines like this Ivan I could recite it but I but I won't but it's got if you can keep your head when all about you are losing theirs and blaming it on you if you can trust yourself when all men doubt you but make allowance for their doubting too it's got such great things for leadership or even on this limb if you can bear to hear the truth you smoked it spoken twisted by knaves to make a trap for fools or watch the things you gave your life to broken and stoop and build them up with worn-out tools it's got all sorts of things like that you know the thing about like never giving up you know if you can force your heart and nerve and sinew to serve your turn long after they are gone and so hold on when there is nothing in you except the will which says to them hold on I always thought of myself when I was trying to sell the house in the fire house after house after house after house and it was and so hold on I was inspired by that so regular Kipling's one also was fortunate enough to have a guy by the name of odd man Dino as a mentor in the 90s Augmon Dino was the wrote the book the greatest salesman in the world twelve very spiritual books so of course you will relate dog man Dino very very much on what you with what you do there and in one of his books mission success there was a piece in there a me and I was listening to it because I'm auditorio and it can't it was like I will live today as all good actors do when they're on stage only in the moment I cannot perform at my best today by regret in my previous acts mistakes are worrying about the seems to come I'll take off my coat and make dust in the world I realized but visitor I am less harm I'm after supper but taste will be my food the sweeter my sleep the better satisfied I will be with my place in the world it's like three minutes of like oh now I understand the secret of changing the attitudes of others and that's to change my own or things like if I walk away from any challenge today my self-esteem will be forever scarred if I cease to grow them little I'll become smaller I reject the stationary position because it's always the beginning in the end things like that you know I'll keep a smile on my face and in my heart even when it hurts today I know the world is a looking glass and gives back to me the reflection of my own soul so technically what I'd be doing is programming my whole brain ok even my reticular activating system part of my brain to notice these things throughout the day because they were part of my route there was another one that norman vincent peale book Think and Grow Rich he's got a self-confidence formula in there and I know that was some not think & Grow Rich was Napoleon Hill and then Napoleon there was a self-confidence formula for for the for the other guy had mentioned there so there was like four things I would read and that would totally change my state but I programmed really good stuff into my head right then and you know it kind of like what you focus on expands you start to notice it right you notice it out there and I notice the notice to do more of the right things by programming like those right things in my head I'm not focusing on negativity so I think it's it was it was very powerful and I love that you shared that you just rapid-fire questions and you pick a category so the category is either family or friends money spiritual or health well you can pick one I don't need to pick one you pick one what the heck everybody would do a month let's do one on money just for the heck of it okay things are actions I don't have or I don't want with money none no okay that you don't want so what do you want that you don't have I have what I want maybe maybe we can pick a different pick one day but ya know when it comes to money I have what I want you know I have what I want I I'm you know I I sold the what the seventh largest real estate company in the country and you know what I did I bought this support code years ago and I'm still and I'm still wearing it okay that's what I bought okay yeah I you go happen to be where I just happen to be wearing the one I bought yeah yeah yeah yeah all right so things are actions that I don't have that I don't want with money I don't want to lose it yeah okay yeah and then lastly that I do have that I don't want as far as money um the potential complacency that it could give you okay I'm not sure if I I don't think I have that but you know it's kind of like you know I'm I'm pleased but not satisfied yes today I really appreciate you sharing what you shared I think is there anything you want to make sure that people take away from this conversation that you haven't been able to say or you just want to make sure like that's the big takeaway for them yeah okay yeah I'll give you a couple takeaways the one and I think I made it pretty clear that if I did it they could do it yeah number one and that really whatever really done all that anyway and then that it's a it's all it's always a journey it's not like a destination piece it's a it's a journey and there's so many things that happen along the way people that you run into that help you look that you might have you know all sorts of circumstances sometimes kind of come together yeah so thank you so much for taking the time to do this today and I really appreciate the conversation and now it is time for a mindful moment segment of this podcast with Gino and I wanted to reflect upon some of the great teachings that he had sher during his journey of becoming a leader and the work that it takes and perseverance in order to achieve the success and goals that you set out for yourself so it was a really interesting background of how he started and got his interest in the real estate industry but even more importantly was what he did in college understanding behavior and human mindset which ended up helping to serve him and the goals that he set for himself throughout his life and I loved the part with sales that a lot of times people don't succeed in sales because they can't take the rejection and it doesn't have to be even sales it can be anything that we go out and ask for that next promotion someone to help you with a project whatever it is it's having the confidence to find the way to ask that question so you get success and the way he looked at it with six knows before you get a yes of realizing that there's always another way to ask the question and it has to be negotiable so if you're going and asking the question selfishly you're not always going to get the result that you want and this really serves us whether in business or in our personal life it's important to understand the needs of the other person and how do you keep pivoting that question to get the outcome that you want but also to assert to serve the person that you are trying to get something from that they are getting something from that as well and I think that's something that's missing a lot of times when we go out for certain things that we want in our life we're so focused on what those things are we're not necessarily taking into consideration what's important to the other person and how do we actually make it so that person feels good about the decision to help as well or to buy whatever that decision is I think from the standpoint of perseverance when he talked about how he basically had no sales and he was working so hard every single day but the important part was that he showed up he didn't give up he set a timeline for himself of how long he was gonna keep doing this work but until that timeline was gonna end he was going to work his fullest every single day and that started with him showing up at 6:30 in the morning at the office and finding mentors and I think this is so important that aren't necessarily finding you or that a corporate entity set you up with he identified who he wanted to learn from and started sitting behind him or being where he was so that he could learn from them and gain from that so a lot of times we have mentors that don't even know they are our mentor but in this case what ended up being a pivotal moment for him is that this mentor started seeing that he was doing that and believed in him that he can make it and I think that's important as well that when we understand that we have certain accomplishments how do we give back to the people that were struggling just like we were when we started out how do we give them the tips that are gonna make it really important or critical for just getting over that hurdle to accomplish what you want he also talked about a sixth grade teacher where the teacher really didn't enjoy him as a student but because of the way that that teacher treated him he took it on as a challenge rather than taking it personally and I think a lot of times when people respond to us in ways that we don't expect we start wondering what's wrong with us instead of realizing what what their experiences and their perception we don't know all we know is how we can be the best we can be and he took on the challenge and ended up getting his highest grade ever with that teacher and also the teacher saying if he could do it anyone could do it and so that ended up being a mantra for him as he went through our life so what type of things can we pull out from our experiences and use those as mantras to ignite us and inspire us to stay on the journey even when we are feeling that it's just too hard rather than throwing it in repeating back to those mantras that will help us now he shared his daily practices that he calls a fearless mindset to ensure that every day he shows up with that energy so that he can be the best that he can be for the people around him and himself and I think we overlooked how important it is of how we start our day and how we set our mindset to achieve the things that we want rather than the day happening to us how do we get the day going the way we want and he shared a few things that he done during his daily practice one he reads his poem from sixth grade that helps him to get inspired and fired up for the day and he talks about different energy or attitudes he wants to create through the day rather than it just being about himself it's also about how he affects others and I think that's important for anything that we want to succeed in life that we are very aware of how we affect others so that they want to be in our orbit and they want to share energy with us the other thing is how important these daily practices are in self-confidence building and making sure that he is focused on the things that he wants to be focused on and that if there are things that are coming for him where he doesn't feel confident what kind of shifts would he need to make him that day so all in all one of the biggest messages I got from from my conversation with Gino is that it's always a journey not a destination and there are so many things that can happen along the way if we stay aware and decide where we might want to pivot along the way to achieve the life that we desire thank you for taking the time out of your day to listen to the breaking beliefs podcast I hope you will take a moment to pause before entering back into your day to reflect on this podcast and note one to two actions you are inspired to do from today's conversation that you could incorporate into your life to read the full blog and listen back to this episode or any other you can find them at WWAMI better calm toward slash breaking beliefs podcast and related videos on my youtube channel for daily inspiration follow me on Instagram Twitter Facebook and LinkedIn at aime better CPA I hope that you will choose to like this and subscribe to this podcast on iTunes Spotify and more so that you can join us for more inspiration on our next episode

Channel: Amy Vetter

Views: 77

Rating: 5 out of 5

Keywords: changing your mindset, real estate, abundance mentality, scarcity mentality, having mentors, Warren Buffett

Id: _Nbl9P_fZRw

Length: 52min 45sec (3165 seconds)

Published: Tue Jan 14 2020