#195 Coach Code Podcast with Wally Bressler

What are your targets for Q4 and entering 2023? In today's episode of the coach code podcast, John and Wally share powerful insights on important things that impact the remaining months of the year with the right mindset, focus, and action plan. You'll learn several strategies for doing negotiations effectively as Wally provides techniques that can help you close deals smoothly. This includes asking the right questions when dealing with objections and putting in the effort. In today's market, putting effort is one of the key elements that will help breed skills. You have to have the mindset that outworks everyone in your field. This will help you to accelerate your business goals. Wally firmly believes that in all the effort that you're doing, there is a code to doing business with the people in the marketplace. You have to establish yourself as an expert in the field and have a deep understanding of everything to be able to add value to the people you are dealing with. John emphasizes visibility. The struggle of agents currently is not being clear with their numbers, targets, and metrics that are crucial in how to handle your business like a business. As a leader or agent, you have to know where you need to improve, and this only works if you track your numbers. You'll go back to the things that work and don't work. Giving you transparency and clarity on where you are right now in business and in life. John and Wally give out their strategy for being in the right headspace, keeping their stress level low, and being able to focus and have the right mindset. You'll get an amazing perspective on activities that will help, such as mindful meditation, journaling, and affirmations. This will help your brain be intentional in whatever you're doing at the present moment. Don't forget to check out Wally's book which talks about being at rock bottom and how he was able to transform his business and life! Show Notes 1:08 John Received an EXP Award John Kitchens received an EXP award from the Success Summit for his appearance in Times Square. 2:36 Traditional Negotiation Strategy Wally shares a story about a documentary of a negotiator who worked for the NY Police, FBI, and US Government overseas. He talked about traditional strategies that you can use to negotiate your Real Estate deals. 5:07 Code To Doing Business Wally shares his insight about the things we need to consider as we close into the last quarter of the year and move on to 2023. You have to take into consideration of your strategy by doing the right things in the right order. He firmly believes that there's a code to doing business with people in the market. You have to establish yourself as an expert in the field and have a deep understanding of everything about the market to be able to give good advice to people. 7:58 Qualified and Ready Start going deep into conversations that you have with your clients. This helps you understand their goals and ensure that you are compatible with them. 8:16 Ask Questions When dealing with objections, always ask questions. You've got to do more than you did before getting where you want to be by asking the right questions. 13:48 Visibility There are real estate agents who are not clear with their metrics, targets, and numbers. Visibility is one of the most important things in business. Wally shares his strategy for having clarity in implementing plans that provide visibility in his business. 17:08 Know Where You Need Improvement Having people track their numbers will give you insight not only into the things that are achieved but also into what's working and not working. This gives you transparency on every aspect of your business. 21:34 Put In The Effort John and Wally talk about how effort is one of the key components in today's market. Are you putting in the effort? Are you meeting the standard? Have a mindset that outworks everyone in your industry by putting in the effort. In the words of Wally, he said that effort breeds skills. 27:48 Leading To Conversations You have to choose the activities that work. Be intentional in what you're doing, and with the help of marketing and branding, this can lead your business to grow. Always ask yourself as an agent if the activity you're doing will drive you to a conversation with your client. 31:56 What Chapter Are You On? John provided a profound explanation of the gap and the gain concept. You look at different chapters of another person who is already successful in the business. However, they were in the game for decades, and the effort and work they put in for the longest time from the time they started is different from where you are starting right now. 34:25 Building Momentum John observed that in the last couple of years, people have formed bad habits and are being rewarded for their bad behavior. This is where reluctance kicks in. Wally gave a sensible way to build momentum and help strengthen yourself to move barriers. He touched on the topic of how awareness is a powerful tool in making the changes you need to make. 38:38 Mindful Meditation Wally and John share how they get in the right headspace to be able to focus and have the right mindset. Having mindful meditation, affirmations, and journaling can train your brain to not let destructive, negative, and disempowering emotions come in. Your brain will work according to how you set them daily. 42:50 About Wally's Book Wally opens up about his book being relatable to people who have been in the same situation as him. He inspires people with the changes he made in his life, and how he transformed from rock bottom to where he is now. He believes that once you tell your story; you take the power of your painful past out. He empowers people to acknowledge situations that happened to them to move forward.