Friction Is Inevitable In this episode of Do The Work | Mindset Mastery... I talked about a topic that everyone deals with, whether they’re aware of it or not—friction. Now, when I say friction, I’m talking about the gap between your game plan and reality. The space between where you want to be and where you currently are. You may call it frustration, disappointment, or straight-up misery, but that’s all friction, and it’s inevitable. It’s going to show up whether you’re ready for it or not. So, how do we deal with it? Friction happens in every aspect of life and business. Maybe you thought a deal was a sure thing, and suddenly the inspection went sideways, or a client changed their mind. Whatever it is, you had this idea of how things should be, but reality doesn’t always cooperate. And this is where I see most agents get stuck. They expect everything to go smoothly, but that’s just not how the game works. So, the question is, how do you handle that friction? Because I’ll tell you this, the ones who can anticipate and push through are the ones who get the results. They don't let friction knock them off course. Key Lessons from This Episode:
- Friction is Part of the Plan Most agents get thrown off because they didn’t expect the friction. They thought they’d generate leads, get pre-qualifications, show a house, and boom—close the deal. But what happens when things go wrong? You lose that contract or a client ghosts you. You have to be ready for it because it's always going to happen.
- The Erosion of Confidence The constant friction can wear you down. You’re following up every day, posting on social media, doing everything right, but it feels like no one’s responding. That feeling erodes your confidence, and if you’re not prepared, you’ll think something’s broken—you, your business, or both.
- Preparation for the Inevitable One thing I always emphasize is making daily deposits—whether that’s marketing, working out, or lead generation—because friction will come. I do it even when everything is going well. Why? Because when things go wrong, I want to be strong enough to handle it. And that’s the same approach you should take in your business. Prepare in advance for the downturns.
- It's Not a Leads Problem—It’s a Confidence Problem When agents say they have a leads problem, I always dig deeper. Often, it’s not that they don’t know how to market or generate leads. It’s that they don’t have the confidence to consistently follow through. Somewhere along the way, their confidence got destroyed, and that’s what’s holding them back. But even that’s not the core problem—it’s about consistency and taking personal responsibility.
- The Entitlement Trap Many agents think they deserve success because they’ve been putting in the effort, but effort without value doesn’t lead to results. Entitlement is a dangerous mindset that makes you think you should be where others are just because you’ve been in the game longer. But you’re only entitled to what you work for and what value you provide, no more, no less.
Final Thoughts Friction is a given. Whether you’re trying to close $5 million or $20 million in sales, it’s always going to be there. What matters is how you respond to it. Do you crumble under the pressure, or do you keep pushing, keep making deposits, and keep sharpening your skills? The ones who can keep going—who stay consistent—are the ones who ultimately win. Now ask yourself: what are you going to do today? What does success look like today, not tomorrow or by the end of the year? Visualize your game plan and take the necessary steps, despite the friction. Because if you’re not ready for it, it’s going to stop you dead in your tracks. Reflective Questions:
- When was the last time friction threw you off your game? How did you handle it?
- Are you consistently making deposits into your business, even when things are going well?
- How has a lack of confidence or consistency affected your marketing or lead generation efforts?
- Are you expecting results based on effort, or are you focused on delivering real value?
- What’s one area in your life or business where you can take more personal responsibility today?
Notable Quotes:
- "The disparity between what you envision and what you actually have is friction."
- "You have to anticipate friction, because it's going to be there whether you're ready or not."
- "It's not a leads problem; it's a confidence problem. And that confidence is eroded by inconsistency."
- "If you think things are tough now, you have no chance at the next level."
- "You're only entitled to what you work for and the value you bring, nothing more."
By embracing friction and preparing yourself mentally and physically, you’ll be able to navigate the rough patches and come out stronger on the other side.
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