As part of today’s investigation into the intricate dance of sales, Matt and Garrett explore how a scarcity mindset can undermine even the strongest relationships. Along the way, they discuss the critical balance between marketing and relationship building, the importance of qualifying leads, and the nuances of converting relationships into clients. Through personal anecdotes and expert insights, this episode offers a comprehensive guide on fostering genuine connections that naturally lead to successful sales.

Their discussion revolves around key themes essential for any business owner or salesperson: the impact of a scarcity mindset, the importance of relationship-based sales, and strategies to avoid creating sales walls. Our hosts emphasize the distinction between marketing and sales, highlighting how inappropriate sales tactics can damage relationships, and touch on the significance of understanding client needs, qualifying leads, and approaching sales with a service-oriented mindset. This episode is definitely a must-listen for anyone looking to refine their sales approach and build those all important lasting relationships.

And if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

0:00 Introduction

1:24 The Eleven Circle

2:05 Cautionary tale on sales

2:21 Impact of scarcity mindset

2:54 Relationship-based sales

3:54 Sales wall

5:42 Personal experience

9:05 Marketing vs. relationship building

10:17 Qualifying leads

13:05 Balancing results and relationships

15:31 Handling scarcity and pressure

16:39 Personal reflections

18:24 Converting relationships into clients

20:36 Dance of sales

23:32 Results-oriented sales

25:39 Learning and adapting

29:14 Avoiding common sales traps

32:32 Matchmaking in sales

Key Takeaways:

"A lot of realtors want leads but don't have the relationship process to keep them."

"Do you even know those people in your CRM?”

"When a scarcity sales mindset enters, a strong human relationship can be damaged."

"The harder I push, I'm going to lose the business no matter what."

"When you build incredible relationships, sales naturally come."

"Look at yourself as a broker or matchmaker, trying to find matches, not just make sales."

"Scarcity brain can drive you to take action, but it can also come through as commission breath."

"Sales walls can come down, but it depends on your approach and the client's readiness."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

The critical role of effective communication in both business success and personal relationships comes under Matt and Garrett’s scrutiny in this latest installment of Life at Ten Tenths as they demonstrate how setting clear expectations and maintaining consistent communication can prevent many common issues. Our hosts also note that over-reliance on past relationships without proper communication can lead to misunderstandings and conflicts, especially in high-stakes environments like real estate. Together, they recommend adapting to changing markets and having a structured communication strategy that can generate client referrals and build long-term trust.

Moreover, Matt and Garrett discuss the importance of shared clarity and comprehensive communication, including the use of visual aids and regular updates to streamline operations and reduce confusion. They address the challenges of remote communication and the pitfalls of misinterpreting written communication, emphasizing the need for ongoing learning to strengthen communication skills. From setting expectations to adapting in dynamic markets, this episode underscores the power of effective communication, and invites listeners to join the Life at Ten Tenths Community for further insights and opportunities to enhance these vital skills, ultimately paving the way for greater success and stronger relationships.

Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

0:00:00 Introduction

0:01:23 Importance of communication

0:02:17 Setting expectations and clarity

0:03:28 Over-reliance on relationships

0:05:51 Triangle of death

0:06:15 Fear of unfavorable outcomes

0:08:04 Adaptation in changing markets

0:10:44 Referral generation

0:13:33 Structured communication

0:14:23 Personal example of communication

0:18:21 Importance of shared clarity

0:20:27 Comprehensive communication

0:23:22 Remote communication challenges

0:25:44 Misinterpretation of written communication

0:27:24 Communication in personal relationships

0:29:11 Strengthening communication skills

0:29:57 Encouragement to join the Life at Ten Tenths Community

Key Takeaways:

"Nine times out of ten, a breakdown in communication is the root of business and relationship issues."

"In real estate, good communication can turn a challenging market into a team effort against the marketplace."

"When communication breaks down, it often turns into a 'triangle of death' where everyone is against each other."

"Clear communication might lead to not working together, and that's totally okay."

"A good communication strategy can help avoid unexpected issues and build trust with clients."

"You can't over-communicate with your clients; it's better to overdo it than leave them in the dark."

"Shared clarity is essential; make sure everyone understands the goals and expectations."

"Strengthening your communication skills can improve your relationships, business, and overall success."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Matt and Garrett are back once again, and this time they’re tackling the essence of facing challenging times and taking personal responsibility for one's path. Beginning with insights from Matthew Ferrara's recent Success Lab Workshop, they go on to emphasize the importance of overcoming obstacles, avoiding self-pity, and harnessing internal energy. Their discussion highlights such key themes as personal growth, self-reflection, and the value of surrounding oneself with a supportive community - crucial elements for thriving in tough times and achieving one's full potential.

Delving deeper, our hosts discuss practical strategies for positively channeling energy and making conscious decisions to drive success, and introduce the concept of "switching trains," a metaphor for changing one's approach and perspective to achieve desired outcomes. Drawing inspiration from Viktor Frankl’s Man’s Search for Meaning, they underscore the power of internal change and the significant impact of the people one associates with. As you will hear, this inspiring conversation motivates us all to take control of our journeys, improve both business and personal life, and operate at our highest potential.

Ready to take control and take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

00:00 Start

00:23 Podcast introduction and community growth

01:20 Community support and elimination of excuses

02:11 Success Lab workshops and thought leaders

03:27 Focus on internal solutions

04:09 Letting go of baggage

05:49 Managing external influences

07:30 Thriving in a challenging market

09:56 Breaking patterns and seeking new perspectives

11:06 Differentiating marketing strategies

13:25 Surrounding yourself with positive influences

16:13 Internal energy and personal responsibility

20:03 Creating desired results

22:07 Viktor Frankl's perspective on internal energy

25:05 Relationship-based market opportunities

25:43 Consistent personal growth

26:38 Interpretation of external influences

Key Takeaways:

"Maybe there's a different train I need to get on. Maybe I've been on the wrong train. Let's get on the right train headed to a different location."

"Surround yourself with people who ask more of you than you do."

"It's very easy to look at the market and go, 'This is why I'm not successful.' But step outside and ask, 'Is this reality?'"

"When things get challenging, we look at the outside environment first. But what's going on with me?"

"We have way more power than we think, but we put the blame on everything so fast."

"The business is flowing to relationships, trust, and professionalism."

"The only person who can change your life is you."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Man’s Search for Meaning:

In today’s episode, Garrett and Matt not only give an incredibly exciting update on what’s up in the Life at Ten Tenths’ community, but they also explore the intriguing concept of growth potential. Using the metaphor of a goldfish growing to the size of its bowl, they delve into how our physical and mental environments can either limit or enhance our personal and professional growth.

Our hosts emphasize the importance of a supportive community in fostering growth and breaking free from self-imposed limitations. They highlight the power of mindset, continuous learning, and networking in achieving remarkable transformations. Personal anecdotes and real-life examples illustrate how changing one's environment can lead to significant personal development. As they discuss the upcoming events and opportunities within the Life at Ten Tenths community, they underscore the importance of asking the right questions to envision and achieve bigger goals, ultimately inspiring listeners to unlock their full potential.

Ready to ‘expand your bowl’ and take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

0:00 Start

0:22 The Life at Ten Tenths Community

1:33 Upcoming Success Lab with Matthew Ferrara

3:27 Physical and mental fishbowls

4:55 Ed Mylett and being realistic

7:38 Understanding your value and getting others to understand it

9:07 Realizing your bowl can grow

10:49 Pushing away Automatic Negative Thoughts (ANTs)

14:17 The impact of Garrett’s redeveloped relationship with alcohol

16:08 Transforming your entire environment and world

20:32 Limiting beliefs, dreaming big, and Garrett’s journey with racing

24:38 Starting by giving yourself a bigger bowl

27:20 Recognizing the potentials in environments around you

29:24 Expanding your bowl with the 11 Circle at lifeattentenths.com

Key Takeaways:

"There's something amazing about when you watch somebody and you watch the tank start to get bigger."

"This is so fun to have a place where we have like minded people that all want to grow, all want to be the best."

“We watch this happen all the time because he said, “I am a goldfish. I grow to the size of the bowl or the environment that I'm in.””

"Maybe I need a bigger bowl. Maybe I need to expand this out. Maybe I need to break down some of these walls of these restrictions that I think this is how the world works and maybe see it from a different perspective."

"There is the physical bowl that you're in and then there's the mental bowl that you're in.”

"’Realistic’ is, a lot of times, defining what the edge of your bowl is, the edges of your environment."

"There are two elements at play here that I'm kind of hearing. One is there's the individual understanding their value, and then there's the ability of getting the value out there to the world so others understand your value."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Matt and Garrett welcome their very first guest to the Life at Ten Tenths podcast: the distinguished philosopher and real estate thought leader, Matthew Ferrara. Known for his impactful work with leading brands like Sotheby’s International Realty and Engel & Völkers, Matthew shares profound insights into the themes of leadership, inspiration, and the alignment of personal and professional values. The episode explores his journey from managing a brokerage to becoming a sought-after coach, emphasizing the philosophy of 'always inspiring' and its application in ethical leadership and business success. In addition to all that, it also introduces his exciting new partnership with Life at Ten Tenths and the 11 Circle.

Throughout the conversation Matthew delves into the significance of understanding one's true value proposition, offering practical advice for real estate agents on fostering genuine connections and leading with purpose. He discusses the critical role of transparency and honesty in leadership, highlighting the positive impact of meaningful client relationships on career growth. Today’s episode with its very special guest is truly a treasure trove of wisdom for those aiming to elevate their personal and professional lives, underscoring that true leadership stems from aligning values, mission, and actions.

Want to learn even more from Matthew about how to take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

0:00 Start

0:22 Introduction

1:42 Meeting Matthew

3:22 How “Always inspiring” was developed

8:52 Figuring out who we are and what you stand for

13:01 The platform Matthew chose to share “Always inspiring”

16:19 Commissions vs. Co-Missions

26:02 Matthew’s ‘The Leadership Club’

34:08 Can leadership be taught?

41:01 The shift to a quid pro quo mentality in leadership

43:18 Doing the hard work vs, instant virality

46:48 Ethics, honesty, and transparency

50:34 “The fish stinks from the head”

54:28 “Check in with what matters”

56:46 Fixing one little thing at a time

57:50 Matthew’s work with Life at Ten Tenths and The 11 Circle

59:51 His gratitude for Matt and Garrett’s work

1:00:58 How to stay in touch with Matthew

“‘Always inspiring’ came about because clients saw something in me and encouraged me to pursue it."

"Leadership is about helping people become the next version of themselves."

"Your value is what causes people to say, 'I want you. I don't want to do this with anyone else.'"

"The best leaders are those who have an internal calling to help others."

"Making money is easy; doing the right work, that's hard."

"To be a successful leader, align your values, vision, and mission with your actions."

"Ethical leadership involves being transparent, open, and honest with your team and clients."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Matthew Ferrera’s website:

Looking to learn some key strategies for optimizing your business and personal growth? Matt and Garrett have got your back once again as today’s episode highlights the power of thoroughly understanding your business. Employing a compelling car maintenance analogy to underscore the significance of knowledge and skill in business operations, our hosts Emphasize the importance of asking the right questions and learning every aspect of your business to become a more effective and confident owner. Together, they illustrate how such a deep understanding of your business allows for informed decision-making, efficient task delegation, and ease in handling emergencies.

The episode further explores the critical aspects of financial management, structured systems, and leadership in business success. Practical advice is provided on how to approach these areas without fear, reinforcing the idea that knowledge can reduce anxiety and enhance performance. Garrett and Matt's insights into managing business finances, leadership, and delegation highlight the necessity of being well-versed in your business's core functions. Today’s enlightening discussion empowers listeners to take control of their business, reduce fear, and make better decisions, ultimately leading to a more successful and confident business operation.

Want to take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time.

Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

0:00 Start

0:23 What going on at lifeattentenths.com

2:30 Knowing your business

6:15 Asking questions

8:31 End of the year surprises

9:14 Delegating before knowing

13:43 Knowing how to make decisions that keep your business operating

18:19 Wanting to learn

19:18 What you do and don’t need to know

22:27 “It’s not as scary as you think”

25:29 Understanding what you hand off to others

27:45 “Let’s grow and let’s learn”

Key Takeaways:

"You don't have to be the one doing it all. Be a good question asker. Be willing to learn."

"When you learn your vehicle, it's not that scary. Business is exactly the same way."

"If you really understand your business, you'll be able to choose the right place for you."

"You shouldn't be the one doing it all. But you need to understand where it needs to go."

"The biggest thing with getting to know your business is asking questions and solving simple problems."

"If you know how all the moving parts are supposed to go together, you can step in when things go wrong."

"Understanding your business helps you manage human capital and make informed decisions.”

"It's not as scary as you think. Be willing to learn and ask questions."

"You can handle emergencies better if you understand the core elements of your business."

"Take a step into learning and growing. It's an amazing time to understand your business."

Links:

Life at Ten Tenths: lifeattentenths.com

Matt and Garrett are back today with an episode that is going to empower realtors and homeowners alike to navigate the often-tricky territory of listing prices and seller expectations. Together, they delve into the psychology behind seller demands, advocating for realistic pricing strategies while exploring creative ways to enhance a property's value. Whether you're a real estate professional or preparing to sell or buy a new home, this episode unlocks invaluable insights into the art of negotiation and effectively managing expectations.

By unpacking the motivations driving sellers' price expectations, Matt and Garrett equip listeners with tools to turn those needs into achievable goals. They explore innovative marketing tactics that bolster perceived value without lowering the price tag, alongside the importance of data-driven discussions to establish realistic expectations. Join this conversation today and you’ll come away with the knowledge and strategies to foster productive conversations, navigate pricing challenges, and ultimately achieve successful real estate transactions.

Want to take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time.

Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

0:00 Start

0:27 What lifeattentenths.com has to offer

3:20 “Don’t buy things you can’t buy!”

5:51 Helping buyers and sellers gain perspective

7:21 Gathering and presenting relevant data

9:53 Need vs. want

11:43 Trusted person vs. ‘Yes’ person

14:29 Clear expectations and consciences

19:46 Constructive and coercive motivation

22:44 Using mirroring in conversation with clients

24:16 Exploring biases

25:15 The scenario that inspired today’s topic

30:52 Spread the word

Key Takeaways:

"Is this truly a need, or a strong want and desire? Let's get as close to that as possible."

"If we're stuck in the need conversation, it becomes absolute. It's hard to change a perspective when it's 'I need this' versus 'I want this.'"

"A buyer does not care what you need for whatever it is you're trying to sell. Never have, never will."

"We cannot necessarily change the opinions of others. They have to do that for themselves."

"When you can find the root of what's going on, there's a discomfort causing them to want to make this sell."

"If it's priced right and presented right, it's selling. Every agent I've talked to says the same."

Links:

Life at Ten Tenths: lifeattentenths.com

In this latest episode of Life at Ten Tenths, Garrett and Matt delve into the art and science behind creating positive first impressions. Emphasizing the importance of managing one's online presence, and engaging genuinely with others to foster memorable interactions, our hosts go on to share personal anecdotes that illustrate how initial perceptions can significantly influence future relationships. Practical advice is also shared on ensuring professional and accurate online profiles, physical appearance, and energy in order to leave a lasting impact.

Garrett and Matt also highlight the importance of authenticity in making first impressions. They discuss taking ownership of how one is perceived, whether through online profiles or in-person engagements. Emphasizing the significance of being intentional about one's presentation, they advise on building a consistent and professional image that aligns with one's true self. By creating attractive energy and valuing others' feedback, individuals can refine their first impressions, ensuring they are both impactful and sincere. The episode concludes with an invitation for listeners to perform a self-audit to better understand and improve their own first impression strategies.

Episode Highlights:

0:00 Start

0:25 Introduction

1:25 First impressions

3:57 An example of a bad first impression

6:04 Making a good first impression

9:00 Things you can control

10:30 Online first impressions

11:39 Consistent and professional appearance

17:33 Taking ownership of the authentic first impression you make

19:45 First impression engagement

23:13 Secondary first impressions

24:49 How you show up in conversation

28:34 Creating attractive energy

30:07 Self audit homework

Key Takeaways:

"Google yourself and see how you show up. A robust online presence makes you appear established and trustworthy."

"First impressions set the stage for future relationships. Control what you can to make it a positive one."

"Your online presence is part of that first impression. Ensure it's professional and accurate."

"Your energy and engagement matter more than just how you look. Focus on making others feel valued."

"Ask questions and show genuine interest. People remember how you made them feel more than what you wore."

"We all have control over our first impressions. Be intentional about how you present yourself."

"Create an attractive storefront for your business. Make people want to stop and learn more about you."

"Evaluate how others perceive you. Their feedback can help you perfect your first impression."

Links:

Life at Ten Tenths: lifeattentenths.com