WEBVTT
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I've spent a lot of time lately in rooms with salespeople, leaders, loan officers, real estate agents.
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There really are people who are good at what they do.
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But I keep seeing the same thing.
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Most of them do not have an information problem, right?
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They know what to do.
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They've been to the classes, they've bought the books, they've listened to podcasts, they've got a CRM and a calendar and a phone full of contacts and more information available to them than any generation before.
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Think about it.
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But you know, knowing what to do and actually doing it, they're two different, two very different things.
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There's a gap between the two.
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And I think we spend way too much time trying to solve that gap with motivation, right?
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We tell ourselves we got to get fired up again.
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We need to go, a new planner, a new sales meeting.
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Motivation is rarely the real problem.
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Rarely.
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The problem is usually that somewhere between where you are and where you want to go, a gap is opened up.
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And until you identify the right gap, you can work incredibly hard and still not move very far.
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So instead of asking yourself, how do I get more motivated?
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I want you to ask yourself a different question.
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Where is my gap?
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Over the last several years, several years, I've worked extremely hard on Intergator, and a lot of you know that, right?
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Recently, I've started building some live classes.
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I have become convinced that most performance problems fall into five areas.
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I call those five gaps, and that's the classes we're talking with real estate agents about right now, and in conjunction with Union Home, is that the five gaps that I've identified are clarity, activity, tracking, relationships, and recess, part of the integrator system.
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What makes this important is that the solution changes depending on which gap you actually have.
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You know, if you have a clarity gap, doing more activity might just make you busier.
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If you've got an activity gap, another vision board is not going to help you.
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If you've got a tracking gap, you may be working hard and you have no idea of what's actually producing results.
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And if you have a relationship gap, you can execute perfectly.
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But you end up hitting the ceiling eventually, right?
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Ladies and gentlemen, if you've never reset, even a good plan can slowly drift off course.
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We actually talked about that last week, right?
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The first gap is clarity.
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You cannot consistently execute something that you have never clearly defined.
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You know, I meet people all the time that tell me they want to grow.
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And when I ask them, what do you what does grow mean?
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They give me a fuzzy answer.
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More business, more money, better shape, better relationships, more balance.
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Those are desires.
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They're not direction.
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Clarity actually means that you can explain what it is you're trying to accomplish, why it matters, and what deserves your attention today.
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Not someday, today.
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One of the disciplines inside of the integrator system is actually the first one.
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Gee, get clear.
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That happens before the world starts setting your agenda.
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What matters most?
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What moves your life forward today, right?
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Who deserves your attention today?
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If you can't answer those questions, I'd say to you there's a pretty good chance you're going to spend the day reacting to everybody else's priorities, not yours.
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Busy is not the same thing as clear.
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A full calendar is not proof that you're moving in the right direction.
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The second gap I see is activity, right?
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Activity.
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This one is uncomfortable because sometimes we know exactly what we need to do.
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We're clear, but we simply are not doing enough of it.
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We can dress it up a hundred different ways.
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We call it planning, research, prep, strategy, while all those things matter.
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Eventually the phone's got to ring.
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Meeting has to get scheduled.
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Work's got to be done.
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The workout has to happen.
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At some point, preparation has to become action.
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I've told you I've seen people spend hours, days getting their calendar right, right?
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Organizing the activity that they're not actually doing.
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That's not an organizational problem.
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It's an execution problem.
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An integrator, we call it act with discipline.
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Sometimes we say act with intention.
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But discipline and intention, that's not punishment.
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It's the bridge between what you said mattered and what you actually did about it.
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If you know what matters and your results are not changing, you better look at your activity before you blame the market, the company, the algorithm rhythm, your manager, or your circumstance.
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Because sometimes the answer is painfully simple.
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You're not doing enough of the right thing.
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The third gap is tracking, right?
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This is one of the biggest mistakes I see in business.
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People manage their performance by feeling.
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I feel like I made a lot of calls today.
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I feel like I've been meeting with some people.
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Yeah, man, my pipeline's looking pretty good.
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Feelings are useful for a lot of things.
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They are terrible accounting systems.
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If something matters, you measure it, right?
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If you measure it, you can manage it.
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And if you manage it, you can improve it.
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Bill Cosgrove told me that.
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You manage it, you can measure it.
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If you measure it, excuse me, if you measure it, you can manage it.
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And if you manage it, you can improve it.
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Track the activity, track the conversations, track the appointments, track the conversion, track what happened after the meeting.
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The purpose, and I've told you this a thousand times, the purpose of tracking is not to beat yourself up.
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It's to tell you the truth.
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It doesn't just tell you what you're missing, it's also telling you what you're doing right.
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Once you have the truth, you can make a better decision.
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And you may discover that you do not have an activity problem at all.
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You may have a conversion problem.
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You may discover that the one relationship, one source, one activity is producing far more than anything else.
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That's useful information, right?
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Tracking your progress is not about creating another spreadsheet.
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It's about replacing the assumption with awareness.
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The fourth gap we run into is relationships.
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This one sits at the heart of innergator for me, right?
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Because if you remember originally, and it still does, the inner gator, the Gator portion acronym was found on the premise that greatness is achieved through optimizing relationships, G-A-T-O-R.
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I mean, look at almost anything that you've accomplished.
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There's blood, sweat, and tears.
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But somewhere in that story, there's another person.
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Somebody gave you an opportunity, somebody introduced you to someone that created a great business or personal relationship.
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Somebody taught you.
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Somebody trusted you.
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Somebody challenged you.
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When things got difficult, somebody stayed with you.
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We like to celebrate individual achievement.
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That's just human nature.
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But very little meaningful success is actually built alone.
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Isn't it odd that relationships are often the first thing we neglect when we get busy?
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We stop calling, we stop checking in.
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We only reach out when we need something.
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That is not relationship building, ladies and gentlemen.
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That's relationship withdrawal.
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You're not making any deposits, you're just withdrawing.
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The question is not simply who do I know?
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A better question is who am I intentionally, act with intention, investing in?
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And then another one.
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And who is investing in me?
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Your next opportunity may not require another hundred contacts.
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It may require you to take better care of the 25 relationships that already matter.
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Fifth gap is reset, reflect and reset.
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This may actually be the most overlooked one.
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We spent some time, we spent a lot of time on this last week.
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You can have clarity, discipline, tracking, and great relationships, and still drift, still get off course.
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Life changes.
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Man, the market, look at what the market's done.
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Markets change, families change, priorities change.
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You change.
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A plan that was right six months ago may need adjustment today.
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That doesn't mean the plan failed.
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It actually means you're paying attention.
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Reflecting and reset is where you stop long enough and you ask that question of what worked?
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What didn't work?
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I told you, I, every 90 days, what did I do right?
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What did I do wrong?
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What needs to change?
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Last week I told you I had to reset, I had to do that, right?
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There are seasons when I feel myself getting spread across too many things.
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Work, intergator, podcasts, classes, the writing, life, fishing, family, friends, relationships.
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I live a very, very, very busy and packed life.
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The answer is not always to quit something.
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Sometimes the answer is to get honest about the heading, the direction I'm going, and make a correction.
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I use the captain analogies a lot, and the captain, I told you, doesn't stare at the original heading while the boat drips smile off courses.
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You check the instruments, you look at the conditions, you make the correction, and you keep going.
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Reset is not failure.
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It's part of the system.
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It's part of the system.
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Now here's where all this gets useful, right?
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Think about the area of your life or business that frustrates you the most right now.
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Don't pick ten things.
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Pick one.
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Now I want you to ask yourself a question.
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Which gap is it?
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Pick one thing.
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One area that's creating the most frustration.
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Then ask yourself, which gap is it?
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Be honest.
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I tell you all the time, be honest with yourself, and don't give yourself just a generic answer.
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I promise you this can help you.
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You pick that one thing.
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Ask yourself, which gap is it?
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Do I lack clarity?
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Am I clear?
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Do I know what to do, but am I not doing enough of it?
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Activity, right?
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Am I doing the work but failing to measure what is happening?
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Tracking.
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Have I neglected the relationships that mattered?
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You know what that is.
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It's relationships.
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Or have I stayed with a plan that needs an honest reset?
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Do not answer with the gap that you wish you hit.
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Answer with the one that's actually costing you, because that's where the that really is where the work begins.
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Notice something else.
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None of these require you to become a completely different person.
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They just require that you operate differently.
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And that that distinction matters because Innergator has never been about creating a manufactured version of yourself.
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It's about uncovering the greatness that is already there.
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And then building a system that allows it to show up consistently.
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That's one of the reasons I'm excited about what we're building right now, right?
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We're going to take these conversations out of the studio and into actual rooms with people.
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We've got nine, ten real estate groups that we're talking to over the next couple months.
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It's not motivational speeches where everybody feels good for an hour but goes home unchanged.
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They're working sessions, real conversations about clarity, activity, tracking, relationships, and reset.
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Because I want people to leave with something they can use on Monday morning.
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And while the rooms are filled with real estate professionals to start off with and salespeople, this is bigger than just one industry, right?
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Think about it.
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You're a leader, these gaps show up in your leadership.
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They show up in business.
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They show up in your health.
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They show up in your relationships.
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They show up in every aspect of your life.
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The environment may be different, but the gaps do not change.
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This week, do not ask yourself whether or not you're motivated.
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Motivation is like the tide around here.
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It's going to come and go.
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Ask yourself where the gap is.
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And from a gator standpoint, inner gator, get clear.
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Get clear.
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Find that clarity.
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Act with discipline.
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Act on it.
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Track your progress.
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Know where you're winning and where you need to improve.
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Optimize your relationships and reflect and reset.
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Then do it again tomorrow.
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You probably don't need another answer.
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You just got to identify the gap between what you already know is right, what you should be doing, and what you're actually doing.
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And start closing that gap, right?
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Do it one decision at a time, one conversation at a time, one discipline action at a time.
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That's how progress is built.
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That's how separation, you want to separate yourself from your competitors, fill these gaps.
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That's how it happens.
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I think that's how you let the gator out of the cage, right?
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That's how you let the gator out of the cage.
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Release that greatness.
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I believe you have greatness inside of you.
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And I hope, with every fiber of my being, that this is helping you identify what it is that you were built, who it is, that you were built to be.
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I hope this helped.
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If it did, I want you to share it.
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I want you to share it with somebody that you know is struggling in these gaps.
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But I also want you to look deep within yourself.
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Again, that one area that's frustrating you doesn't have to be just work, it could be life.
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And figure out where the gap is and fill it.
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Let me know how it goes.
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Have a wonderful week.
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I'm glad that you're here.
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Look forward to talking to you next week.
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I've spent a lot of time lately in rooms with salespeople, leaders, loan officers, real estate agents.
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There really are people who are good at what they do.
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But I keep seeing the same thing.
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Most of them do not have an information problem, right?
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They know what to do.
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They've been to the classes, they've bought the books, they've listened to podcasts, they've got a CRM and a calendar and a phone full of contacts and more information available to them than any generation before.
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Think about it.
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But you know, knowing what to do and actually doing it, they're two different, two very different things.
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There's a gap between the two.
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And I think we spend way too much time trying to solve that gap with motivation, right?
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We tell ourselves we got to get fired up again.
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We need to go, a new planner, a new sales meeting.
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Motivation is rarely the real problem.
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Rarely.
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The problem is usually that somewhere between where you are and where you want to go, a gap is opened up.
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And until you identify the right gap, you can work incredibly hard and still not move very far.
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So instead of asking yourself, how do I get more motivated?
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I want you to ask yourself a different question.
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Where is my gap?
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Over the last several years, several years, I've worked extremely hard on Intergator, and a lot of you know that, right?
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Recently, I've started building some live classes.
00:01:52.000 --> 00:01:57.120
I have become convinced that most performance problems fall into five areas.
00:01:58.959 --> 00:02:17.599
I call those five gaps, and that's the classes we're talking with real estate agents about right now, and in conjunction with Union Home, is that the five gaps that I've identified are clarity, activity, tracking, relationships, and recess, part of the integrator system.
00:02:18.719 --> 00:02:25.199
What makes this important is that the solution changes depending on which gap you actually have.
00:02:25.360 --> 00:02:30.639
You know, if you have a clarity gap, doing more activity might just make you busier.
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If you've got an activity gap, another vision board is not going to help you.
00:02:36.479 --> 00:02:45.680
If you've got a tracking gap, you may be working hard and you have no idea of what's actually producing results.
00:02:45.840 --> 00:02:50.960
And if you have a relationship gap, you can execute perfectly.
00:02:51.360 --> 00:02:54.159
But you end up hitting the ceiling eventually, right?
00:02:55.599 --> 00:03:00.080
Ladies and gentlemen, if you've never reset, even a good plan can slowly drift off course.
00:03:00.479 --> 00:03:03.520
We actually talked about that last week, right?
00:03:06.319 --> 00:03:08.319
The first gap is clarity.
00:03:09.039 --> 00:03:14.319
You cannot consistently execute something that you have never clearly defined.
00:03:15.199 --> 00:03:18.639
You know, I meet people all the time that tell me they want to grow.
00:03:18.800 --> 00:03:22.479
And when I ask them, what do you what does grow mean?
00:03:23.680 --> 00:03:25.759
They give me a fuzzy answer.
00:03:26.080 --> 00:03:31.360
More business, more money, better shape, better relationships, more balance.
00:03:31.919 --> 00:03:33.599
Those are desires.
00:03:34.639 --> 00:03:36.080
They're not direction.
00:03:36.800 --> 00:03:45.919
Clarity actually means that you can explain what it is you're trying to accomplish, why it matters, and what deserves your attention today.
00:03:46.240 --> 00:03:48.240
Not someday, today.
00:03:49.680 --> 00:03:53.360
One of the disciplines inside of the integrator system is actually the first one.
00:03:53.520 --> 00:03:54.800
Gee, get clear.
00:03:54.960 --> 00:03:58.560
That happens before the world starts setting your agenda.
00:03:58.800 --> 00:04:00.319
What matters most?
00:04:00.639 --> 00:04:04.080
What moves your life forward today, right?
00:04:04.400 --> 00:04:07.599
Who deserves your attention today?
00:04:07.840 --> 00:04:18.720
If you can't answer those questions, I'd say to you there's a pretty good chance you're going to spend the day reacting to everybody else's priorities, not yours.
00:04:19.360 --> 00:04:22.319
Busy is not the same thing as clear.
00:04:22.560 --> 00:04:26.639
A full calendar is not proof that you're moving in the right direction.
00:04:29.040 --> 00:04:32.240
The second gap I see is activity, right?
00:04:32.720 --> 00:04:33.600
Activity.
00:04:33.920 --> 00:04:38.319
This one is uncomfortable because sometimes we know exactly what we need to do.
00:04:38.399 --> 00:04:42.800
We're clear, but we simply are not doing enough of it.
00:04:43.040 --> 00:04:45.040
We can dress it up a hundred different ways.
00:04:45.199 --> 00:04:51.120
We call it planning, research, prep, strategy, while all those things matter.
00:04:54.480 --> 00:04:56.480
Eventually the phone's got to ring.
00:04:56.720 --> 00:04:58.879
Meeting has to get scheduled.
00:04:59.519 --> 00:05:00.879
Work's got to be done.
00:05:01.040 --> 00:05:03.040
The workout has to happen.
00:05:03.279 --> 00:05:07.759
At some point, preparation has to become action.
00:05:07.920 --> 00:05:14.319
I've told you I've seen people spend hours, days getting their calendar right, right?
00:05:14.560 --> 00:05:18.000
Organizing the activity that they're not actually doing.
00:05:18.160 --> 00:05:20.319
That's not an organizational problem.
00:05:21.040 --> 00:05:22.959
It's an execution problem.
00:05:23.439 --> 00:05:25.839
An integrator, we call it act with discipline.
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Sometimes we say act with intention.
00:05:28.079 --> 00:05:31.040
But discipline and intention, that's not punishment.
00:05:31.199 --> 00:05:37.360
It's the bridge between what you said mattered and what you actually did about it.
00:05:37.600 --> 00:05:49.920
If you know what matters and your results are not changing, you better look at your activity before you blame the market, the company, the algorithm rhythm, your manager, or your circumstance.
00:05:50.560 --> 00:05:53.839
Because sometimes the answer is painfully simple.
00:05:54.319 --> 00:05:58.160
You're not doing enough of the right thing.
00:06:01.040 --> 00:06:03.279
The third gap is tracking, right?
00:06:03.439 --> 00:06:06.480
This is one of the biggest mistakes I see in business.
00:06:06.720 --> 00:06:09.920
People manage their performance by feeling.
00:06:10.399 --> 00:06:12.639
I feel like I made a lot of calls today.
00:06:12.959 --> 00:06:14.959
I feel like I've been meeting with some people.
00:06:15.439 --> 00:06:18.480
Yeah, man, my pipeline's looking pretty good.
00:06:20.079 --> 00:06:22.959
Feelings are useful for a lot of things.
00:06:24.240 --> 00:06:26.959
They are terrible accounting systems.
00:06:27.519 --> 00:06:30.240
If something matters, you measure it, right?
00:06:30.480 --> 00:06:32.319
If you measure it, you can manage it.
00:06:32.399 --> 00:06:34.639
And if you manage it, you can improve it.
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Bill Cosgrove told me that.
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You manage it, you can measure it.
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If you measure it, excuse me, if you measure it, you can manage it.
00:06:45.519 --> 00:06:47.920
And if you manage it, you can improve it.
00:06:48.160 --> 00:06:56.639
Track the activity, track the conversations, track the appointments, track the conversion, track what happened after the meeting.
00:06:56.959 --> 00:07:02.800
The purpose, and I've told you this a thousand times, the purpose of tracking is not to beat yourself up.
00:07:03.519 --> 00:07:05.360
It's to tell you the truth.
00:07:05.680 --> 00:07:09.839
It doesn't just tell you what you're missing, it's also telling you what you're doing right.
00:07:10.560 --> 00:07:14.160
Once you have the truth, you can make a better decision.
00:07:15.040 --> 00:07:20.000
And you may discover that you do not have an activity problem at all.
00:07:20.879 --> 00:07:22.879
You may have a conversion problem.
00:07:23.839 --> 00:07:29.680
You may discover that the one relationship, one source, one activity is producing far more than anything else.
00:07:29.839 --> 00:07:31.839
That's useful information, right?
00:07:34.000 --> 00:07:38.399
Tracking your progress is not about creating another spreadsheet.
00:07:40.480 --> 00:07:44.480
It's about replacing the assumption with awareness.
00:07:46.800 --> 00:07:50.000
The fourth gap we run into is relationships.
00:07:50.480 --> 00:07:53.600
This one sits at the heart of innergator for me, right?
00:07:53.680 --> 00:08:06.720
Because if you remember originally, and it still does, the inner gator, the Gator portion acronym was found on the premise that greatness is achieved through optimizing relationships, G-A-T-O-R.
00:08:07.360 --> 00:08:10.879
I mean, look at almost anything that you've accomplished.
00:08:10.959 --> 00:08:12.879
There's blood, sweat, and tears.
00:08:14.480 --> 00:08:18.160
But somewhere in that story, there's another person.
00:08:18.480 --> 00:08:25.600
Somebody gave you an opportunity, somebody introduced you to someone that created a great business or personal relationship.
00:08:25.759 --> 00:08:26.879
Somebody taught you.
00:08:27.040 --> 00:08:28.240
Somebody trusted you.
00:08:28.399 --> 00:08:29.839
Somebody challenged you.
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When things got difficult, somebody stayed with you.
00:08:35.679 --> 00:08:38.639
We like to celebrate individual achievement.
00:08:38.720 --> 00:08:40.320
That's just human nature.
00:08:40.639 --> 00:08:46.159
But very little meaningful success is actually built alone.
00:08:48.240 --> 00:08:54.960
Isn't it odd that relationships are often the first thing we neglect when we get busy?
00:08:55.759 --> 00:08:58.399
We stop calling, we stop checking in.
00:08:59.039 --> 00:09:01.840
We only reach out when we need something.
00:09:02.159 --> 00:09:05.039
That is not relationship building, ladies and gentlemen.
00:09:05.120 --> 00:09:06.720
That's relationship withdrawal.
00:09:06.799 --> 00:09:09.600
You're not making any deposits, you're just withdrawing.
00:09:09.919 --> 00:09:12.399
The question is not simply who do I know?
00:09:12.559 --> 00:09:18.559
A better question is who am I intentionally, act with intention, investing in?
00:09:18.720 --> 00:09:19.600
And then another one.
00:09:19.679 --> 00:09:21.519
And who is investing in me?
00:09:21.840 --> 00:09:27.039
Your next opportunity may not require another hundred contacts.
00:09:27.279 --> 00:09:33.120
It may require you to take better care of the 25 relationships that already matter.
00:09:37.120 --> 00:09:42.399
Fifth gap is reset, reflect and reset.
00:09:43.360 --> 00:09:45.679
This may actually be the most overlooked one.
00:09:45.759 --> 00:09:48.480
We spent some time, we spent a lot of time on this last week.
00:09:48.720 --> 00:09:57.600
You can have clarity, discipline, tracking, and great relationships, and still drift, still get off course.
00:09:57.840 --> 00:09:58.960
Life changes.
00:09:59.279 --> 00:10:01.200
Man, the market, look at what the market's done.
00:10:01.440 --> 00:10:05.360
Markets change, families change, priorities change.
00:10:06.080 --> 00:10:07.360
You change.
00:10:08.080 --> 00:10:11.919
A plan that was right six months ago may need adjustment today.
00:10:12.000 --> 00:10:14.080
That doesn't mean the plan failed.
00:10:14.320 --> 00:10:17.360
It actually means you're paying attention.
00:10:17.840 --> 00:10:23.279
Reflecting and reset is where you stop long enough and you ask that question of what worked?
00:10:25.039 --> 00:10:26.000
What didn't work?
00:10:26.399 --> 00:10:29.039
I told you, I, every 90 days, what did I do right?
00:10:29.200 --> 00:10:30.480
What did I do wrong?
00:10:30.799 --> 00:10:32.720
What needs to change?
00:10:35.200 --> 00:10:39.120
Last week I told you I had to reset, I had to do that, right?
00:10:40.000 --> 00:10:43.679
There are seasons when I feel myself getting spread across too many things.
00:10:43.919 --> 00:10:56.799
Work, intergator, podcasts, classes, the writing, life, fishing, family, friends, relationships.
00:10:57.360 --> 00:11:02.240
I live a very, very, very busy and packed life.
00:11:03.440 --> 00:11:06.480
The answer is not always to quit something.
00:11:07.279 --> 00:11:14.240
Sometimes the answer is to get honest about the heading, the direction I'm going, and make a correction.
00:11:16.240 --> 00:11:24.559
I use the captain analogies a lot, and the captain, I told you, doesn't stare at the original heading while the boat drips smile off courses.
00:11:24.960 --> 00:11:31.200
You check the instruments, you look at the conditions, you make the correction, and you keep going.
00:11:31.600 --> 00:11:33.759
Reset is not failure.
00:11:33.919 --> 00:11:35.360
It's part of the system.
00:11:36.080 --> 00:11:37.600
It's part of the system.
00:11:38.080 --> 00:11:40.559
Now here's where all this gets useful, right?
00:11:40.879 --> 00:11:46.879
Think about the area of your life or business that frustrates you the most right now.
00:11:47.519 --> 00:11:48.879
Don't pick ten things.
00:11:49.039 --> 00:11:49.840
Pick one.
00:11:50.639 --> 00:11:53.279
Now I want you to ask yourself a question.
00:11:54.320 --> 00:11:55.919
Which gap is it?
00:11:56.159 --> 00:11:57.120
Pick one thing.
00:11:57.360 --> 00:12:00.639
One area that's creating the most frustration.
00:12:01.440 --> 00:12:04.639
Then ask yourself, which gap is it?
00:12:06.000 --> 00:12:06.639
Be honest.
00:12:06.799 --> 00:12:11.600
I tell you all the time, be honest with yourself, and don't give yourself just a generic answer.
00:12:11.840 --> 00:12:14.240
I promise you this can help you.
00:12:15.039 --> 00:12:16.480
You pick that one thing.
00:12:16.720 --> 00:12:19.279
Ask yourself, which gap is it?
00:12:19.519 --> 00:12:20.879
Do I lack clarity?
00:12:21.039 --> 00:12:22.320
Am I clear?
00:12:22.960 --> 00:12:26.639
Do I know what to do, but am I not doing enough of it?
00:12:26.960 --> 00:12:28.080
Activity, right?
00:12:28.559 --> 00:12:32.159
Am I doing the work but failing to measure what is happening?
00:12:32.480 --> 00:12:33.360
Tracking.
00:12:33.679 --> 00:12:36.960
Have I neglected the relationships that mattered?
00:12:37.840 --> 00:12:38.879
You know what that is.
00:12:38.960 --> 00:12:40.559
It's relationships.
00:12:42.000 --> 00:12:46.080
Or have I stayed with a plan that needs an honest reset?
00:12:46.399 --> 00:12:50.399
Do not answer with the gap that you wish you hit.
00:12:52.240 --> 00:12:58.399
Answer with the one that's actually costing you, because that's where the that really is where the work begins.
00:13:01.600 --> 00:13:02.399
Notice something else.
00:13:02.559 --> 00:13:05.759
None of these require you to become a completely different person.
00:13:05.919 --> 00:13:08.399
They just require that you operate differently.
00:13:08.639 --> 00:13:17.120
And that that distinction matters because Innergator has never been about creating a manufactured version of yourself.
00:13:17.440 --> 00:13:20.879
It's about uncovering the greatness that is already there.
00:13:21.759 --> 00:13:26.879
And then building a system that allows it to show up consistently.
00:13:29.440 --> 00:13:33.279
That's one of the reasons I'm excited about what we're building right now, right?
00:13:33.679 --> 00:13:42.399
We're going to take these conversations out of the studio and into actual rooms with people.
00:13:42.720 --> 00:13:48.080
We've got nine, ten real estate groups that we're talking to over the next couple months.
00:13:48.240 --> 00:13:53.120
It's not motivational speeches where everybody feels good for an hour but goes home unchanged.
00:13:53.360 --> 00:14:00.000
They're working sessions, real conversations about clarity, activity, tracking, relationships, and reset.
00:14:00.320 --> 00:14:04.480
Because I want people to leave with something they can use on Monday morning.
00:14:05.519 --> 00:14:15.360
And while the rooms are filled with real estate professionals to start off with and salespeople, this is bigger than just one industry, right?
00:14:15.840 --> 00:14:17.039
Think about it.
00:14:17.440 --> 00:14:20.159
You're a leader, these gaps show up in your leadership.
00:14:20.320 --> 00:14:21.519
They show up in business.
00:14:21.679 --> 00:14:23.600
They show up in your health.
00:14:23.840 --> 00:14:26.000
They show up in your relationships.
00:14:26.240 --> 00:14:29.200
They show up in every aspect of your life.
00:14:29.440 --> 00:14:33.759
The environment may be different, but the gaps do not change.
00:14:35.759 --> 00:14:39.039
This week, do not ask yourself whether or not you're motivated.
00:14:39.279 --> 00:14:41.039
Motivation is like the tide around here.
00:14:41.120 --> 00:14:42.399
It's going to come and go.
00:14:42.720 --> 00:14:44.960
Ask yourself where the gap is.
00:14:46.399 --> 00:14:49.840
And from a gator standpoint, inner gator, get clear.
00:14:50.320 --> 00:14:51.360
Get clear.
00:14:51.519 --> 00:14:52.639
Find that clarity.
00:14:53.600 --> 00:14:55.600
Act with discipline.
00:14:56.000 --> 00:14:57.120
Act on it.
00:14:57.759 --> 00:14:59.279
Track your progress.
00:14:59.440 --> 00:15:03.039
Know where you're winning and where you need to improve.
00:15:04.000 --> 00:15:08.559
Optimize your relationships and reflect and reset.
00:15:12.559 --> 00:15:14.639
Then do it again tomorrow.
00:15:15.519 --> 00:15:17.440
You probably don't need another answer.
00:15:17.600 --> 00:15:25.039
You just got to identify the gap between what you already know is right, what you should be doing, and what you're actually doing.
00:15:25.120 --> 00:15:27.279
And start closing that gap, right?
00:15:27.519 --> 00:15:33.919
Do it one decision at a time, one conversation at a time, one discipline action at a time.
00:15:34.159 --> 00:15:36.080
That's how progress is built.
00:15:36.240 --> 00:15:42.480
That's how separation, you want to separate yourself from your competitors, fill these gaps.
00:15:42.720 --> 00:15:44.720
That's how it happens.
00:15:46.480 --> 00:15:49.600
I think that's how you let the gator out of the cage, right?
00:15:49.759 --> 00:15:51.759
That's how you let the gator out of the cage.
00:15:51.919 --> 00:15:53.039
Release that greatness.
00:15:53.200 --> 00:15:56.960
I believe you have greatness inside of you.
00:15:57.200 --> 00:16:10.240
And I hope, with every fiber of my being, that this is helping you identify what it is that you were built, who it is, that you were built to be.
00:16:10.639 --> 00:16:11.759
I hope this helped.
00:16:11.840 --> 00:16:13.440
If it did, I want you to share it.
00:16:13.679 --> 00:16:19.200
I want you to share it with somebody that you know is struggling in these gaps.
00:16:19.279 --> 00:16:21.440
But I also want you to look deep within yourself.
00:16:21.600 --> 00:16:26.480
Again, that one area that's frustrating you doesn't have to be just work, it could be life.
00:16:26.799 --> 00:16:32.159
And figure out where the gap is and fill it.
00:16:32.960 --> 00:16:34.960
Let me know how it goes.
00:16:35.519 --> 00:16:37.120
Have a wonderful week.
00:16:37.279 --> 00:16:38.960
I'm glad that you're here.
00:16:39.440 --> 00:16:41.840
Look forward to talking to you next week.
