1. Freedom
Living a Life That Doesn’t Suck

2. Pay Close Attention
• Need paper and pen
• When done, absolute clarity about what you
want in your business and how you are going
to get there
• With clarity comes confidence; with
confidence comes, simplicity, ease and drive.
• No need for motivation – opens up brain cells

3. The Big Picture
• Do your best work
– What you love, find rewarding and offers value
• With who you want
– With people you want to be friends with and who
don’t drain you
• Make a great income
– Whatever you want

4. Synopsis
• Determine what you NEED to have a stress
free life – “time” freedom and some things
• Determine what you need to have a stress
free FANCY life – “time” freedom and the
“cool” stuff you’ve always wanted
• What you are willing to do in return for that
• Figure out a plan to get – Yes there is math
involved! 

5. Question of the Day
• If we were having this conversation one year
from today, looking back over the past
year, what has to happen in your business for
you to feel happy with your progress?
– No right or wrong answer
– Most people aren’t specific
– Most people don’t know the “why”
– Most people either over estimate or
underestimate which is why we will determining
what you need – you may be working too hard 

6. Your “I will” Statement
• One year from now, I will be doing this with
these people. Under no circumstances will I
do this and I will reduce or delegate the other
things I don’t like.

7. Why is this important
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Business is entangled in our lives
Our identity is part of our business
We allow it to defined us
Need balance and do what we love
If work ain’t great, home ain’t either
If we don’t like work, we will sabotage it
Need stress free and fulfilling that rewards
internally and externally $$$

8. My wish for you
•
•
•
•
Took me a long time to figure things out
I want to shorten the process for you
We want a life of balance
We want a life free of stress
• No more “yeah I could have more referral’s
but then I would have to do more work and
it’s just not worth it.”

9. A “Law” to live by
• A successful and fulfilling business is one that
safely and consistently pays you what you
want – in return for doing stuff that’s fun, and
avoiding stuff that sucks. (stinks, isn’t fun, you
hate, etc. You choose )

10. Definitions
• Safely
– No risk to reputation
– No risk of regulatory attack (RESPA)
– (i.e. no risk of getting shut down)
• Consistently
– Predictably pays you
– Consistently pays you
– (this is one of our basic human needs - security)

11. Definitions:
• What you want
– Income
– Things you NEED
– “Time”Freedom
– Lifestyle you want
– You have to know what you want otherwise you
say “I want to go to California, but you are
disappointed when you end up in San Francisco
and not San Diego.

12. Stuff that’s fun
• NOT golf or laying on the beach all day
• Stuff that you love doing and would do for
free
• You are doing your best work
• You love talking about it in your free time
• Everyone’s is different and we have a process
we’ll be going through

13. Stuff That Sucks
•
•
•
•
You’re not good at it
It’s tedious
It’s stressful
It confuses you

14. Recap
• What we want to do basically is - safely and
consistently get paid whatever the amount of
money you determine you want, for doing
your very best work and not doing the stuff
you hate
• Will have a great business
• Will have a fulfilling life – home and work
• Will live stress free

15. Why this is Important
• Answering “The Question” PLUS
• Understanding “The Law” EQUALS
ABSOLUTE CLARITY
What you want
What you will do to get it
What you won’t do to get it

16. Clarity Brings:
• Confidence about the future
• No need for “Motivation” – you will now have
DRIVE – You want to do this
• Extra brain power to focus on what fulfills you
• Imagine:
– waking up and just being driven to get started
knowing specifically here’s the mission for
today, here’s exactly what I want to do, here’s
why, and here’s how I’m going to do it

17. Imagine working with people you really,
really enjoy and you would hang out with
anyways…
LIKE YOU!

18. Let’s begin
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•
•
•
Let’s turn abstracts to reality
Most important part - Your best work
Best work comes BEFORE money
Money will follow when you are doing your
best work

19. New Question
• What is the one thing you do, above all others,
that gives you the greatest joy while
simultaneously providing the biggest value to
your marketplace?
• IMPORTANT
– Triad of awesomeness – you may be good at it but
your aren’t satisfied and there is no money in it
OR
– There is money in it but you hate doing it

20. Write down the ONE
• Exceptionally good at
• You enjoy it
• It brings value to the market
• (If there isn’t one, just write down what brings
biggest value)
• Let’s figure it out – Make a chart

21. Write it down
Activity you
are good at
Fulfillment
index
Value to
Marketplace
Profitability
Index
Taking Apps
1
7
5
Meeting one on
one with Clients
3
8
6
Teaching Classes
8
9
7
Coaching/Training
10
10
10
Videos, teaching/training classes, phone calls, stacking, one on ones, making coffee,
guidelines, running DU, etc.

22. Now – Pick One
• You now know what your best work is – where
you thrive, you’re most fulfilled, you’re
providing value AND it’s profitable.
• Not Done YET

23. Part Two – The People
• Other half of your BEST work is who you work
with
– Staff
– Referral partners
– Lender you work with
– Etc.
• Example - #1 referral partner who is a pain in
the neck….

24. The right people
Has something to offer in
return – will send loans
Willing to work – willing to
use the tools we provide
and implement them
Want to help others –
Enjoy their job and what it
means to them
Not afraid to take a chance A Giver – Willing to share
– Like being on the cutting their ideas too
edge and willing to try new
things
Willing to learn technology Has a database – enough
– willing to learn Facebook, said
eprops, video marketing,
etc.
Pick 3 you really, really want
Have to have a positive
attitude – optimistic –
Don’t say “it won’t work
for me”
Not an “excuse” maker – or
a blamer, willing to admit
when they are wrong

25. Back to the “law”
• A successful and fulfilling business is one that
safely and consistently pays you what you
want – in return for doing stuff that’s fun, and
avoiding stuff that sucks.
• So far we have defined stuff that’s fun and the
fun people to do it with
• Let’s define what sucks

26. Wrong Activities
•
•
•
•
Stressful – deadlines, RESPA
Harmful to your reputation-- Dangerous
Tedious – trains you; do it over and over
Unfulfilling – stuff that’s “eh”

27. More stuff
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•
Taking Apps
Edit video
Post on social media
Meet with clients
Meet with referral
partners
Get rates
Study guidelines
Run errands
Teach classes
Set up eprops
•
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•
•
Making appointments
Build websites
Maintain blog
Attend open houses
Return phone calls
Put out fires
Chase conditions
Manage VA’s
Manage LO’s
Attend closings

28. Let’s make a chart
Stressful
Dangerous
Tedious
Unfulfilling
Hunt down
conditions
Buying stuff for
partners
Taking Apps
Taking Apps
Building
blogs/plogs
Building
blogs/plogs
Teaching weekly
realtor class

29. E, R, D
• Eliminate, Reduce, Delegate
• Eliminate anything dangerous
• Eliminate anything that falls into 3 columns
– Totally eliminate or delegate

30. What happens
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No longer squander time
No longer use mental bandwidth
No longer procrastinate because you hate it
No longer worry
No longer stressed

31. The Wrong People
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Wrong people (not bad, just not a good match)
Selfish
Stuck on themselves
Unsuccessful
Delusional – get rich quick (MLM)
Nothing of value to give back
Non implementers
Non “coachable” always knows best
Client – no money, bad credit, foreclosures, etc.

32. Don’t worry
•
•
•
•
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Plenty of people to help!!
Enrich your life
Enrich their life
If you don’t like them, not enriching
If they don’t like you, won’t refer
• Pick 3 absolute deal breakers!

33. Back to “The Question”
• Looking back over the past year what would
have happened in order for you to feel happy
with your business

34. Our Original Question
• One year from now, I will be (insert your best
work) with (three best people criteria).I will
under no circumstances will I (list your
dangerous activities and activities with 2
strikes) and I will reduce or delegate (the
other things you don’t like) and I won’t work
with (your top 3 wrong people)

35. New Statement
• One year from now, I will be marketing to real
estate agents who are willing to send me their
loans, who are willing to implement and take
chances and who have a positive attitude. I
will under no circumstances take applications
or do anything that is not RESPA compliant
and I will reduce or delegate technical items
and phone work. I will not work with people
who have nothing to give back, who are selfish
and who won’t implement.

36. Synopsis
• Now you know what your best and most
effortless work is. You also know specifically who
you want to work with.
• You’ve also decided to eliminate dangerous
activities from your business all together, you’re
delegating or eliminating two strike activities
• You are removing wrong people from your
business
• You have a general idea of your target market.

37. Our friend says…
• We love Brendon Bouchard – He says, “The
main thing is to keep the main thing, the main
thing…
• Keep your statement posted somewhere

38. Now the good Stuff
• MONEY!!! will help you more with this
• How much money do you need to maintain
your current lifestyle? CONSISTENTLY!!!
• This let’s you create a business instead of
living paycheck to paycheck –

39. Make a list – for freedom
• House payment, Car
payment, groceries, gas, electric, phone, inter
net, cable, car insurance, health
insurance, school, doctors, water, clothes, dat
e night, credit cards, etc.
• Everything you have a bill for right now – your
current standard of living
• NOT what you “want”

40. Important
•
•
•
•
Finding out what you’ve got to have to live
Making that come in
= Total time freedom
At the very least –
–
–
–
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Living “normally” for what your standard of living is
Doing what you love
Working with the people who are right for you
Not doing stuff you hate
• Add it up….FREEDOM NUMBER!!!

41. Freedom Number
• This is the foundation for a lot of numbers we
will be working with
• Gives clarity
• Sets you up for long term wealth
• Let’s you know how “hard” you need to work

42. Fancy Number
• What do you want?
• Dream house, dream
car, vacation, jewelry, maid, private
school, nicer
clothes, nanny, gardener, gifts, nicer date
nights, organic groceries, Rolex, etc.
• This is your FANCY NUMBER!
• Need a monthly amount

43. Time for some math
• In reality:
– You don’t want to work forever
– You want to invest for the future
– You have to pay taxes
• Add them together

44. Keep going
FREEDOM NUMBER
+ FANCY NUMBER
– TOTAL NET SUM NEEDED
• Times 50% (taxes and 10% savings)
• Times 20% (marketing and advertising)

45. The Numbers
• $10,000 Freedom
+ $20,000 Fancy
= $30,000 Sub-Total (x 50%) = $15,000
+ $15,000 Taxes and Savings
= $45,000 Sub-Total (x 20%) = $9,000
+ $ 9,000 Marketing
= $54,000 Total

46. New Statement
• One year from now, I will be making $54,000 a
month marketing to real estate agents who are
willing to send me their loans, who are willing to
implement and take chances and who have a
positive attitude. I will under no circumstances
take applications or do anything that is not RESPA
compliant and I will reduce or delegate technical
items and phone work. I will not work with
people who have nothing to give back, who are
selfish and who won’t implement.

47. Now Reverse it
• $54,000
• Average loan amount ($2,500) (What you
clear!!!!)
• Divide by $54,000 = 21.6 loans a month
• 5 loans 2 weeks
• 6 loans 2 weeks
• 1 loan partner sending 1 deal every other
month = 42 loan partners needed

48. Last Statement
• One year from now, I will be making $54,000 a
month marketing to real estate agents who are
willing to send me their loans, who are willing to
implement and take chances and who have a
positive attitude. I will close 21 loans a month
and I will need 43 referral partners in order to do
this. I will under no circumstances take
applications or do anything that is not RESPA
compliant and I will reduce or delegate technical
items and phone work. I will not work with
people who have nothing to give back, who are
selfish and who won’t implement.

49. You now have a plan
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•
•
•
•
•
•
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Dedicate yourself to your 1-2 things
Not arbitrary
Time freedom
Regular Bills
Fancy Bills
Taxes
Savings
Marketing
Stress Free
Earning what you want, doing what you
love, working with who you love, eliminating stuff
you hate and avoiding people who drain you.

50. You now have
Freedom