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In my seven years in real estate, I’ve learned a hell of a lot. Now, starting businesses on top of that, I’m learning more every step of the way, and if you listened to last week’s episode, you’ll know that the last few months have been a steep-ass learning curve.

I’ve waded through this whole pile of shit, and I still am dealing with some of it, and in this episode, I’m going over all the lessons I’ve learned on this ridiculous journey. I can’t begin to tell you how helpful it would have been for me to know all this stuff before I started out, investing money, time, and energy on things when I could have saved myself a lot of hassle.

Tune in this week to discover how I’ve managed to create a culture in my business that follows the values I live my life by, how I’ve got others onboard, and kept the right people for my business to thrive. It’s not all sunshine and roses, but all of these lessons have allowed me to keep moving forward, and now they can help you get more success faster than you thought possible.

What You’ll Learn from this Episode:

  • How to come to terms with saying no.
  • Why you’ve got to put your authentic self out there.
  • How to get over the initial discomfort of just being yourself, unapologetically.
  • Why you simply can’t be a successful people-pleaser.
  • How to get realistic about the people on your team.
  • When it’s the right time to let someone go.
  • Why the target on your back gets bigger as your business grows.
  • The importance of failure.

Listen to the Full Episode:

Featured on the Show:

Full Episode Transcript:

Welcome to Love Your Living, a podcast for ambitious women who choose to have it all. Learn how to achieve the massive success you’ve been dreaming of in your business and your personal life. Here’s your host, multiple six-figure business owner and a life stylist, Brooke Keeling.

Hey, everyone and welcome to the Love Your Living podcast, where get real in talking about life and business and big goals and the reality of it. So today, I’m going to be sharing with you some of my biggest lessons and biggest takeaways that I have learned in the seven years of my real estate business, and now launching other businesses on top of that.

These are some of the biggest things that have allowed me to continue to move forward, but also look back on and think, “Wow, that was really powerful…” or, “That was something that I really had to learn and lean into and find my way through.” So my hopes for this episode are that, one, you know that this isn’t just all the path of roses and sunshine; also that you’re not alone, also that we have to go through these things.

We talk about this all the time. It’s part of the journey and all of these different things make you stronger. So if I can share with you some of the biggest lessons that I’ve learned along the way, I really hope that you can take some of these things and implement them into your business and your life, so it doesn’t take you as long as it’s taken me to learn them, and it can help you; it can help you see more success and quicker.

So let’s dive into it; my number one learning lesson that I started with way back when I was thinking, “Okay, when I first started in real estate, what were some of the biggest things that I had to learn?” So, when you start out in any business, you are the person that is doing all of the things.

You’re doing all of the things. You’re managing money, you’re the salesperson, you’re the marketing person, you’re the assistant, you’re the one answering phones, you’re the one doing all of it, finances, all of it. You name it, that’s your job. When you first start out in any business, you’re the jack of all trades.

You have to do all the things, until you get enough money coming in the door, enough revenue coming in the door, generating enough revenue consistently so that you can hire out and delegate and leverage your time. So when you’re in this first phase, whether you’re in the first phase or whatever phase you’re in, if you run a team or looking to hire your first person, wherever, some of my biggest learning lessons during these different phases is, you have got to get crystal clear on where your focus needs to be.

Now, this is something that comes back to me all the time. It’s something that just came back to me this week. I’m not in the beginning anymore. I have a full team and contractors that support me in my businesses, but yet, I had to kind of check myself and say, “Hey, where are we spending our time? What does my focus need to be? What are the key priorities that I must do every single day in order to move our businesses forward and what are the things that I absolutely have to say no to and delegate?”

So in my businesses, one of the things that really helped me through this phase was really understanding and learning how to say no; being able to time-block. Okay, so once you get crystal clear on where your focus and energy needs to be, you have to be able to say no to the other things and not feel that guilt and shame. Just know that this is what you need to be focusing on and there’s nothing wrong with that.

Time-blocking your schedule out, anything that comes in those times, just saying I don’t have time for this just yet, can I be available for your team, your family, whomever it is at a different time? So really get crystal clear on those tasks and then also being able to block that time out and not feeling guilty about not taking on all of these extra things.

Now, this isn’t just within business. This isn’t just within teams. It’s not just within clients, you know, being able to say no to clients at certain times because you need to prospect or you need to work on the tasks that are going to move yourself forward, and then being able to time-block that time out to do whatever else you need to do that are also very relevant and you must do in your business.

But it’s also family and friends, which is super tough because when you set out on this journey in the beginning, your friends and family will not get it. I guarantee you, they will not get it. They will not understand what you’re doing, why you’re doing it, why you can’t come and hang out with them every weekend, why you can’t commit to dinners once a week. They will not understand this.

And that’s okay too, but you need to start setting boundaries and you need to start creating that space for yourself to succeed and allow you to build the life that you want to build for yourself. Another example of this is, once you start getting some money coming in the door, once you start really learning how to time-block and you’re generating good revenue, you may not just need help in your business, so maybe you hire and assistant to help certain things.

Five years ago, I hired a cleaning staff. I’ve had cleaners ever since. I vow to never clean my house again and I don’t feel bad about saying that. I don’t feel like an uptight bitch. I do not clean my own house. I don’t ever plan to clean my own house again because I know the value of my time.

Now, just this week, if you follow me on social media, I was raking my leaves in my yard. I was doing yard work. Now, my yard is really big. It took me a while. I decided to make up a story around it and say, okay well I was outside raking my leaves at 6:30am and it was my workout for the day.

And I got called out on it big time by one of my friends, who I so appreciate, and he sent me a text message later in the day and he goes, “If I ever see you raking leaves again, I swear we’re not going to be friends.” And I appreciated that so much because it really did allow me to check myself and say, okay your time and energy is worth more than what it would cost for you to hire someone to come and help you with these things, and there’s nothing wrong with that. So understanding the value of your time, understanding where your focus needs to be, and getting really laser focused on those.

Now, the next thing that I learned, let’s say number two – so number one, know where your efforts and your focus need to be. Number two, caring about what other people think about you and caring about what others are doing – you have to let go of what people think about you because it will hold you back.

You need to be able to put yourself out there. You need to be able to show who you really are and show up authentically and be able to say this is who I am, this is my business, these are the services that I offer. You need to be able to get out and do that. And who gives a shit as to what people thing about you?

The most successful people are the people I have seen just launch their businesses are the people that are out there just doing it. Maybe they fall flat on their face. Maybe they make a massive mistake. Whatever it may be, maybe they look really stupid on a Facebook Live or whatever it may be, those are the people that are winning big because they’re willing to put themselves out there and they’re saying, “You know what – this is something that I’m willing to try. This is something that I’m willing to fail and suck at and I don’t care what other people think about me because this is what I’m going to do. I’m going to get better at it.”

That’s the only way you build those muscles is you get out and you do those things that are uncomfortable, but oftentimes, the reason why they’re uncomfortable is because we’re scared of failing and we’re scared of what people will think about us. So we have to let that go.

Now, the other side of this is caring about what others are doing. This is easy to get caught up in, especially if you are a competitive person, like most of us are. You have to let go of this. You can sit and watch what other people are doing, watch other people’s numbers, whatever it may be, your competition, past employees. Just let that shit go.

I’ve gotten to the point where I really don’t care what other people are doing. I’m so focused on what I need to be doing and what I want in my business. It doesn’t matter what my competition is doing. I need to stay in my own lane a focus on that. It doesn’t matter what past agents are doing that have been on my team. It doesn’t matter what past employees are doing. It doesn’t matter to me.

I’m so focused on what I need to be focused on in order to carry my business, to create the life that I want, build the future for my family. The rest doesn’t matter. What people think about me doesn’t matter. This doesn’t happen overnight, but you need to start working on letting go of these things because it is such an emotional drain.

Now, number three, especially if you’re in – I mean, any business, I guess, but number three is people-pleasing. If you have employees, if you’re running a team, if you’re a leader, if you’re a manager, you cannot lead form this place of constantly pleasing. You can’t be a friend coming from this place of pleasing. You can’t be you coming from this place of pleasing.

I find it repulsive. I can sense this a mile away, but it’s also something I’ve had learn in my business, and it was a hard thing for me to learn as a leader, as I was building my business out. Even though I don’t like it when people try to please me, it’s one of my biggest pet peeves, but coming from the leadership side of things, we work so hard on building out our team and bringing people onboard and retaining people.

The first couple of people that I hired in my business, I had this mindset of, I’ve got this person in place, now I need to work on the next person. And it was almost like they were permanent. Like, I got this one thing in place and now I can move onto the next, but oh my gosh, this thing can’t move.

And when you have that mindset of things aren’t going to change and you need to keep them exactly how they are, you’re leading from a place of pleasing people. You’re not being able to provide the accountability.

For me, I’m leading a sales team, and so being able to hold them accountable, other people accountable, to what their goals are and what they want, you have to be able to do that. Having the hard conversations that you need to have with the people in your business, setting expectations, these are the business hours, this is my expectation of you, these are things that I need to have done, this isn’t working for me, the attitude has to go.

These kinds of things, you have to be able to have these conversations and not just sweep them under the rug because you feel like you need someone to stay, because I can promise you, you never need someone that badly. And if you feel like you need the, that badly, it’s probably a sign that they need to go.

So, being real, stop with the people-pleasing, be able to really communicate and articulate what it is that you want and you need, showing up in that way, having kindness, having gratitude, having compassion, but also – a mentor of mine recently just said, it’s like this kind versus nice, because we can be really nice to people and it’s almost people-pleasing, but nice isn’t kind.

Kind is being truthful. Kind is telling people what they don’t want to hear when they need to hear it. That’s kind. This allows you to line with the people that are truly part of your core values. And if you’re trying to constantly please people and keep people happy, they’re not a good fit for you. So we have to be brave enough to show up and ask for what we want and show up as us and be unapologetic about who we are.

Number four, if you have employees, if you have people that you’ve contracted out, if you have any help whatsoever, whether it be in your home or in your business, but business specifically, you need to learn how to inspect what you expect.

Big, big, big lesson, you can have all hands on deck for so many things, and again, this goes into you have great employees or you really like someone so you really start to allow more flexibility and you allow more creativity and authority, whatever it may be – when you do not inspect what you expect, you’re going to have some big concerns.

You’re going to have some really big ah-has down the road, I guarantee that. So if you’re just letting someone roll with running your business or specific tasks or projects and you’re not inspecting what that actual work is, if you’re not getting curious about what’s happening behind the scenes or when you’re not around or working from home hours or whatever it may be, you’re going to have some really big ah-has six months down the road, I guarantee it. So just know, inspect what you expect with people, with projects, everything.

Number five, stand your ground. This kind of goes back into people-pleasing, but be able to really stand up for what you believe in and who you are, how you want things done. You can be open. You can be collaborative. You can work with your team. I think team is huge. Team is massive. I really do believe that you have to have this mindset of not one person is going to change the outcome of your business, it’s you.

However, you, for me at least with what I want to do in my goals, I can’t do it alone. I need great people on board that can help me execute all of the things that need to be executed. So I can’t do it all alone. However, there’s not one person that if they were to walk out of the door tomorrow or I let them go that are ever going to change the course of my success and business.

So you need to know that and be open to hearing different ideas and collaboration and how to make things more efficient. But you also need to stand your ground. You also need to speak your truth. You also need to be able to say, this is how I want things done, non-negotiable, because you are the business owner. You’re the one that has that say. It’s your business.

Number six, getting the right people in the right places. This is a another really big learning lesson that I had. So when I started really recruiting people onto my real estate team probably four years ago now, I had to learn a whole other side of the business, which was hiring.

I had to learn how to figure out what it is that I needed. You have to figure that out first before you can hire anybody. What tasks do you need help with? Where is your focus? What are the tasks that you’re going to delegate to someone? And then, from there, being able to work up a job description and finding someone that is going to be a good fit form that.

That’s huge. This was a huge thing that I had to learn how to do; understanding people, understanding DiSC profiles, understanding Culture Index, understanding what questions to ask, why, understanding what I really wanted, because I didn’t just know this right off the bat. I had to learn it and it took me some time to learn these things.

Now, I feel like I can know immediately if somebody’s going to be a right fit for my team or not, but this was a big learning lesson and a process for me. Understanding what you truly want and what you want your culture to look like is huge, and then being able to really scrub people and be able to look at their profiles and their areas of expertise, call their past employers and their references.

Get really curious about those things because I put my blinders on with some of that, or felt like I just need someone, this one will work. I’m going to bring this person onboard – and I’ve got burned bad. So again, inspect what you expect, even with hiring, but getting the right people in the right places.

Now, this brings me right into number seven, which is, know when something isn’t working. We have to be able to look at areas of our business and see where things are working great and see where things are not working. And if they’re not working, why are they not working and where do you need to change? Where can you learn from it?

Do you need to move on from it? Do you need to make some tweaks? Now, this can go in the same criteria as the right people in the right places. To give you an example, I’ve had people on my team before where I’ve moved them into different positions and I tried so hard to make things work, change up different responsibilities or hire more people to support someone.

And this has been one of the biggest things that I’ve had conversations with, with a lot of my peer group as well, or my mentors, and then saying, when you have someone that you have to start hiring people to support that person and their weaknesses, you don’t have the right fit anymore. So you have to be able to understand and know when something isn’t working and be able to be strong enough to let it go, because it’s going to hold you back. It’s going to bog you down and it’s going to create so much more work, so much more complexity, and it’s going to cost you a lot of money.

So if someone isn’t making your job easier, that’s the first sign they need to go. If an assistant or a contractor or whatever it may be, if it’s not working and making your life easier, you need to let it go. You need to figure it out. If it’s a problem that you can’t solve, if you’ve tried a few different ways and it’s still not working, you need to move onto the next thing.

Number eight – I’ve talked about this a lot recently, so again, if you’re a frequent listener or watch me on any of our social platforms, being fair to yourself is a big lesson that I’ve learned for myself recently, that I’ve had to learn, because I’m a big giver in my business.

And I’ve learned to not compromise in my personal life so much. I’ve learned to really stand my ground. I’ve learned to really be able to say no to the things that I don’t want in my life anymore or say no to the things that don’t serve me or time-block or whatever it may be. But when it comes to my team and when it comes to my people, I’m like a momma bear.

I want people to succeed. I care about people. I care about their successes as much as my own successes in business, and so I oftentimes try to be really fair. And oftentimes, being really fair to someone isn’t aligning with some of the values that I’ve already talked about today. So it’s not aligning with letting go of some of the people-pleasing and being kind versus being nice and having accountability.

It doesn’t allow me to give that to other people, but it really doesn’t allow me to be fair to myself either. So when it comes to business and some of the things, again, that I’ve had to learn with being fair to myself, I want you to know, if you’re a business owner and you have people that are beneath you, that’s not a bad thing. And it’s not something you should feel bad about.

It’s not that they’re beneath you. It’s not that you’re better than them. But you need to understand that you are the business owner. You are the one that is taking all of the risk. You are the one taking all of the financial risk and you’re the visionary. You’re the leader. You’re the one that keeps everything going in those directions. Not to say that you can do it alone or that you don’t need a team around you or that your team isn’t important, that’s not true at all.

But your employees need to know that it’s not just you collecting all of this money. They need to know that there’s massive risk out there and because of that, you’re the one that’s going to get that reward. So if you have people on your team, if you have people within your business that feel like they should be equal to you, they deserve this massive increase in pay or they deserve more money – it always comes around money – or if they start to think that they’re in charge, you need to be able to have a real, real conversation and let them know that this is your business.

So again, being able to have those conversations and truly knowing and understanding that the reason why you can build the success you want to build is also because you have everything on the line. Not everybody’s willing to do that. So be fair to yourself. Be fair to your employees also by being able to have those real conversations.

But one of the areas that this topic always comes up in is money, people wanting more money. So do your research and be able to really get real with someone in saying, like, this is the value that’s provided and inspect what you expect when you’re hiring, what tasks are being done, what value they really bring to the table, and not just people-pleasing, not just making decisions off of that weakness area, but being smart.

Now, number nine is culture. Culture is everything – everything. I have worked relentlessly over the last four years on building culture, learning how to lead people, what drives people. Understanding these concepts, how to grow while you’re still scaling your business, all of these things, culture is everything, you guys.

And again, it comes back to really knowing and understanding what you want. A few weeks ago, I talked about just this, building a culture and the fact that four or five years ago I had just started building out my team. And I called my team at the time the motley crew. Everyone was like a hodge-podge.

And it was almost like I didn’t want to invest in all of my team. I didn’t want to celebrate and show people what my team was because it was like I wasn’t necessarily proud of it. I love people, but it didn’t align with who I am. It didn’t align with my vision. It didn’t align with what I want to put out into the world from an image standpoint, from just the aspect of what you’re trying to sell.

So much of that makes sense, and when those things don’t align, you know that something’s not quite right yet. One of the best books that I read on culture is called The Energy Bus. It is an incredible easy read. I recommend it to anyone and everyone, regardless of where you’re at in your business.

It’s an incredible read on just how toxic it can be to have the wrong people on your bus. So get really clear on what it is that you want in your business and who you are and be able to be proud of that.

You know, sometimes I say to myself, gosh, I’m just turning into a heartless bitch. That’s not it at all. I’m becoming who I want to become and I’m being much more vocal about that and unapologetic about that, and I’m walking to the beat of my own drum.

I’m saying no to certain things, and if that bothers some people, that’s okay, because it’s my life and it’s my business. But I’m telling you, culture is everything. So be able to show up bravely as who you actually are, work on yourself, work on leadership skills, all of that. I’m not saying you don’t need that.

But know what you want in your business and build a culture around that. and once you get really clear on that, it’s really easy to start attracting people that fit that culture and that fit that image. I’m a super visual person, and so image is a huge deal for me as well. And I think it also is a big representation.

You need to know that whomever it is that you’re bringing onboard, on your team, and in your business, they are a representation of you. So if you don’t like what that looks like, again, you have some decisions that you need to make. All of those things need to fit into what it is that you have envisioned for yourself and in your life. And if those things don’t fit, you need to make some changes.

Right now, my team is thriving. And I can tell you, if I have one bad person, one person that is not quite the best fit, the wheels start falling off of the bus. And that’s what this book is all about. It’s so powerful because it starts to suck the energy out of your culture. And so you need to really be conscious of who you have on your bus and if they’re not a good fit, you need to get rid of them fast because they will be toxic to your culture. They will derail your business big time. I’ve learned this lesson many times over and over.

And it’s so powerful, once I get to the other side and I realize how quickly things change once we make some of these changes. It’s absolutely incredible, but it’s also eye-opening to the things that weren’t right and what I wasn’t inspecting the way that I should have been.

Alright, number nine, know your numbers. I was not a super savvy number person when I first started out in business. And a goal of mine a couple of years ago was to become smarter financially. I wanted to know, each month, what my profit and loss was. I wanted to know what my return on my investment was within certain areas of my business. If I was investing, what was I getting back on it?

You have to know these numbers. So if you’ve already built the massive business and you’re creating great income for yourself, that’s great. If you don’t know where your expenses are each month, real estate is one of the biggest industries for people to just say, “Oh yeah, I made great money and I’m going to invest in this.”

People do not know where their money’s at. They also don’t plan for taxes at the end of the year. You also don’t plan for retirement. All of these things, they play such a big role into what your financial future looks like. So I really, really recommend that if you don’t know your numbers, if you don’t have a good financial planner, someone that’s your advocate that’s looking at your finances every single year, find someone that can be even just a financial coach.

If you’re one of those people like I used to be, that waits until the absolute last week possible to do your taxes and then you are held up in your living room categorizing all of your expenses, month by month, laid out by receipts on your living room floor, please find yourself some help. Get yourself a bookkeeper, get yourself organized because if you wait until the end of the year, you don’t know where your money’s going.

So know your numbers. Get really mart financially about where you’re investing your money, what’s your return on investment, what’s making your money, what’s bad investment versus good investments? This also allows you to hire people too. One of the biggest expenses that I’ve had on my payroll this year is employees.

And when you start adding employees into your business, you have payroll taxes, you have people that are managing all of your payroll each month, and you have people that, every single month, you’re hitting payroll for. And that was one of the biggest expenses and one of the biggest mistakes that I made this year as well that cost me a lot of money; having the wrong people in the wrong places, waiting way too long to make different decisions and not being smart about business versus personal versus making decisions with your heart or what makes you feel good or having hard conversations.

So know your numbers, because it’s not worth your business. It’s not worth the thousands and thousands and thousands of dollars that you will lose when you make these types of mistakes.

Number 10, contracts – again, if you’ve followed along, you know my journey over the last few months. But as you grow your business, as you see more success, as you become bigger and your name gets out there even more, the target on your back also becomes bigger.

And again, people that maybe work with you, or maybe they don’t work with you, you will be that target of everything just seems easy. People look at business owners and think they’re just pocketing all this money. Things must just be so easy. Their life just looks so perfect. It must be nice to drive a fancy car. It must be nice to have that house.

Guess what, there’s also a lot of risk to it as well and there’s also a lot of expense and there’s a lot of overhead. One of the things that I’ve learned is that having contracts in place to help protect you is so crucial. And I’ve learned this from my own experiences. I’ve also learned this from friends of mine as well, where you don’t have things as tight as you should have them and you make a mistake and all of a sudden it costs you $30,000 like that.

So if you don’t have contracts in place, if you don’t have non-competes in place, if you don’t have an attorney reviewing what you’re putting out there, especially when it comes to employees, when it comes to people that you’re hiring on as contractors, please, please, please go and have someone review your contracts. And if you don’t have contracts, set up a time, find an attorney to figure out what it is that you need in place to protect you.

Most of us, as entrepreneurs, as salespeople, we find a way always, but oftentimes, it can completely derail a business owner if you get hit with a lawsuit. So don’t allow that to happen to yourself.

Number 11 – this is such a massive awakening that I had earlier on in my business, and that was really understanding who your peer group is. I’ve said this so many times, but you are an average of the five people that you spend the most amount of time with.

Really understanding who those five people are – Lewis Howes calls it an inner circle. Have an inner circle of people that are there by your side that are going to be kind but not nice to you all of the time, that are playing at a level that you want to play at, that are going to push you to want more, to do more, to be more.

I love the story that Tony Robbins shares about early on in his life and in his career. He was working a job way back when. He was making about $30,000 a year. And he was on the coast of California. There was this house that he just absolutely loved. And it’s the Del Mar Castle story, if you’ve ever heard it.

But basically, it came up on the market to purchase or to rent, whatever it may be, and the rent literally was literally more than what he had made the entire year previously. And talk about really committing and going for your dreams and setting big goals, he signed that lease and he found a way, and the next year he made $1.3 or $1.5 million.

So going from $30,000 to $1.5 million, who are your circle of friends? What are things that are going to push you to take you to the next level? I can tell you examples right now within my business that have really made me up my game, that have made my husband up his game.

We’ve recently made some massive changes in our business that have also allowed us to say yes to some of these unexpected opportunities that have come our way. One of them, my dream has been to move my team to an incredible location and create an office space that I absolutely love; visuals and aesthetics and interior spaces are what makes my heart happy. And it’s, I feel, such a reflection of who you are and what your business is.

And so the space that my team has been in over the last years has been something that’s a massive, massive goal for me. And a crazy opportunity popped up out of nowhere, I feel like, that all of a sudden, that’s happening and I’m designing a space to move my team into by the end of the year, which is just crazy. It wasn’t something that I thought was going to be possible for the next few years.

But I have it on my vision board, and the craziest part about it is the space is like almost identical to the pictures that I have on my vision board. And at the time when I was putting them on my board, I thought, this isn’t quite it or I want to have my space in the country in a barn, remote, whatever, and it’s very urban, it’s very chic, and that’s exactly where we’re at right now, which is just amazing.

Another opportunity came up where we are able to purchase a new home. The new home is a much larger home. It entails a massive renovation that’s also very expensive. And it’s risk, both of these things are risks. Both of these things are money. They’re things that are also going to drive us to work harder that make us up our game a bit. And also, it’s who you want to roll with and what do you want your life to look like and what’s the quality of life you want?

Because, for me, I could have easily passed on all of these opportunities I’ve had that have come my way and said, “You know what, I’m going to stay where it’s comfortable. I’m going to stay where my mortgage feels much more than doable, that isn’t making me stretch or reach or whatever.”

And I love this story – I’ve had almost every single one of my team members have been purchasing houses this year and it freaks them out, and then I say, it’s the Del Mar Castle. It’s going to make you work twice as hard. And the reality is that it does and it works out, and then all of a sudden, you hit another goal and you just keep going.

So surround yourself by people that make you want to play at a bigger level. Surround yourself by people that have a nicer house than you, that you want to have a nicer house. Surround yourself by people that maybe drive a nicer car. Whatever it is that you want to become, surround yourself by those people, not the people that make you play at a lower level or that make you feel bad about the nice things or that are constantly in scarcity mode or just stretching. You want to be around the people that are saying, “I’m going to make this happen for myself.”

So your circle of people, your inner circle, your five people within your network, figure out who they are and surround yourself by those that are going to lift you up and make you really stretch for the next level.

Now, number 12, hire slow, fire fast. Several years ago, when I started really hiring people on, I was hiring very slow, I would get someone on board, and I would literally fire them pretty quickly after. I knew, if I brought them on and it wasn’t working, I was like, they’re out, okay.

At the time, my broker was talking to me and saying, you know, I was having a conversation about you and I was saying I have this person that really seems like they’re struggling in their business to build out a team and retain people within her business. And the response that he got from the person that he’s having the conversation with was, are you sure that she’s struggling?

And that was a really valid question because I wasn’t struggling. At the time, I knew exactly what I wanted and maybe I didn’t quite have the knowledge or the insights or the red flags on who it was when I hired them, but I knew, when they got onboard, if they weren’t a good fit, they had to go.

So hire slow, fire fast. Some of the things that have really helped me in hiring is really understanding profiles. I used a system that also really helped me vet people before they came through. It wasn’t just a resume. It was really questioning them on values and strengths and weaknesses and all of those that allowed me to get them into the right place.

Number 12, working on your business, not just in your business. So many people oh my gosh, especially in my real estate industry, it’s just a constant grind. You’re just doing the tasks every single day. You’re not working on your business and you’re not working on scaling. You’re not working on efficiency. It’s just constantly working in your business, constantly being out with clients and doing the same things over and over and over again.

So I really challenge you to set some time aside, whether it’s a daily time block or it’s a day each week or it’s an afternoon. Whatever it may be, you need to take time out of your day that is a non-negotiable that you’re working on your business; you’re working on new strategies, new ideas, implementation, you’re looking at your numbers, you’re looking at your ROIs, you’re going through your finances, you’re seeing what’s working and what’s not working, you’re inspecting what you’re expecting, you’re taking time out of your week each and every week to work on your business, not just in your business.

That’s what’s going to allow you to get clarity on all of those things so you can make the decisions to move forward. And it’s what’s also going to allow you to scale. So you must take time to work on your business.

Now, with that, number 13 is business hours. It has been so powerful. Again, something within my industry that’s not a standard to have business hours, but creating business hours around what it is that you want to create in your life is so powerful because it creates more happiness sin your life. It creates so much more fulfillment and allows you to reset and have energy and gives you great ideas on what to bring into your business, and just happiness in general.

And when you’re in that place of abundance and happiness and you’re feeling fulfilled, you’re going to create that within your business too. So if you’re showing up every single day and you’re depleted and you’re tired and you’re stressed out and you have anxiety, that’s exactly what you’re bringing to your work.

So creating business hours around how you want to live your life is so powerful. And know that whatever energy it is that you’re feeling, that’s what you’re bringing to your business. So spend some time on really working on that too so that you can create an incredible life for yourself, not just an incredible business.

Because you can have all the money in the world, you can have all the success in the world, that’s not going to bring you the happiness that you want with this as well.

Number 14, know that you will fail. Please know that you will fail and that’s okay. You’re going to make massive investments in your business. I was just talking to a friend of mine today and I said, you know, in the beginning, you make, you think, like hundreds is a big deal, oh my gosh, I’m laying this all out on the line. And then you go to the next level and the next level and the next level and you just – it’s always an added zero to it. That’s what I always say.

So when I first started, making an investment of a few hundred dollars is now like multiple thousands of dollars that you’re investing into an idea, into a new way of doing business, into your business. And sometimes, you’re not going to get that back out. So you can take calculated risks, but you really need to be able to manage your money and know your number and know that you’re going to fail.

And know that if you fail once, that’s okay, because that’s what’s part of this journey. That’s where we learn. I learned my biggest lessons from when I fail, when things are really hard, that’s when I learn. So the last couple of months, when I’ve gone through some of the harder things in my business, it’s allowed me to become so much stronger and it’s opened the doors to things that I didn’t even think were possible for the next few years, which is so incredible.

Getting comfortable in the uncomfortable, taking those risks, being brave, believing in yourself, going, keep moving forward, do the things that scare you, know that you’re going to fail but you’re going to get right back up and you’re going to keep going.

Number 14, set big goals. It’s like the Del Mar Castle, right? Do the things that scare you. Do whatever it takes to get there, be unstoppable in your business. Tony Robbins says this phrase that I absolutely love as well. It was on my board for years. It’s not anymore, but he says, “If I can’t, I must.”

If you can’t do something, you must do it. You’ve got to change that can’t into a must. If you want something bad enough, you will find a way. And if you don’t, you’ll find an excuse. You’ll find a way to stay comfortable. You surround yourself by people that are just happy and comfortable, you’re going to stay in that same place too. You step out of your comfort zone and you start surrounding yourself by people that are flying to different countries every other week, that are investing massive investments into their future, that are making big moves in their business, that are living in million-dollar houses, guess what, you’re going to want the same thing as well.

Surround yourself by people that are on disability, that create excuses for everything in their life, that are suing people for money to survive, that’s what you’re going to get in your life as well. So really understand that what you put out is what you’re going to get back and who you’re surrounding yourself by is exactly who you’re going to become.

I hope that you have found some takeaways in this week’s episode that you can take away from me, learn from my mistakes, and just know that these are the things that happen in business. But if you can learn from some of the things that I’ve learned, that’s huge for me; being able to share some of the big mistakes, share some of the big learning experiences that have cost me money, that have cost me emotion, that have cost me time.

Take these things, implement them into your life and into your business. I hope that it saves you some of the hard times that I’ve had with them. but also know that, sometimes, you have to go through these things to really learn and grow from them. So I hope you enjoyed this episode. Thank you so much for tuning in, as always. I hope you have an incredible week and we’ll see y’all next week.

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