Posted on: May 04, 2017

 

Today we want to share the most important thing we’ve ever learned about the Wholesaling business – a golden nugget of wisdom that Sean Terry shared during a 2013 event.

 

Cutting Through the BS & Deconstructing ‘Your Why’

If you’re struggling with defining your why – if you want to cut through the BS and get to the heart of the matter – try this:

Imagine the three people that matter most to you in the world. Now imagine you receive a call saying that, in order for you to see those people again, you have to wholesale a house (or whatever your current goal is).

We guarantee, in this situation, you will sell a house by Friday.

Will you make mistakes along the way? Of course! However, you’ll stop thinking about the minutiae and focus only on the things that matter MOST.

If you can define your why, then you can align your priorities with your goals to create a sense of urgency and accomplish more. And the best part? Your Why is an infinitely renewable resource that will never go away.

 

RESOURCES:

 

 

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Episode Transcription

Tom Krol: I get asked this question a lot and I want to talk about it with you because it is a game changer and I want to tell you where it came from and give credit where credit is due. So here is the deal guys. My name is Tom Krol. I am America’s number one wholesaling coach and I want to talk to you today about the number one most important thing I’ve learned about this business and it came directly from my buddy Sean Terry, who is an amazing, amazing, amazing individual and I’ll tell you all about it.
I went down to a conference in Atlanta in 2013, when I got started in this business, and it was a great conference. I met Luis there, who has an incredible story, still an amazing successful guy until this day in California. I met Nazer there who is an amazing individual: still a buddy of mine, and looking forward to seeing him later on this January, at a Jack Bosch event. And I met Blaze there, who’s an amazing guy out of Tampa who is just an amazing guy who did so well in this business. He was a chiropractor, sold his practice and then now does real estate investing full time.
Anyway, it was a Sean Terry event. Of course, my brother took me, Todd Toback, he’s my stepbrother, that’s why we have two different last names, and he is an amazing, amazing individual. He was my mentor in wholesaling and paid for everything and took me to the event. When I got there, Sean was talking about… I was anxious to get started in wholesaling, you know, what are the tips, what are the tricks, and Todd said, “Oh we’ve got to go see Sean he’s a great guy, he can teach you the whole business.” So I said, great. So I went to go see him and you know, so Sean is, Eric Tavis was there, right? Cause Sean is an amazing guy who had an amazing calendar and Sean is there and I’m anxious about learning about wholesaling and Sean is just going on and on and on and on about your why, your why, what’s your why, what’s your why.
And I’m like, I can’t take it. This is not, I came here, you know, I don’t want to learn about my stupid why. Like I just, I need money. That’s my why. And here is the deal. Little did I know that it is the most important thing. If you look at our top 100 students, the people who just come in and right out of the gate, they’re crushing it, right? 20, 40, 60, 80, $100,000 every month, every month, every month. And these are people who were struggling financially, a lot of the times, they all have a strong why, right? My why was strong. So here’s what I want to tell you, because a lot of people, when you talk to them about what’s your why, I think there’s a lot of confusion around this point, right?
So I want to help you. Let’s deconstruct this in like three seconds. It’s going to take no time at all. And I promise you it’s a game changer. Here’s the deal. If you are struggling with your why and you don’t know why you want to do something, or maybe there’s like multiple things that you want to do and you can’t, you know, Gary Keller it, right? Your one thing, if you haven’t read that book, “Your One Thing” by Gary Keller, read it today. Or The Pumpkin Plan by Mike Michalowicz, very similar. So here’s the thing, if you’re struggling, right, what does Tony Robbins say? A decision is made in an instant. And this is so true. So here is the deal. If you’re like meandering about your why, like Oh, you know, I want nice things. You know, I want a Lamborghini or I want a vacation home, on the Lake or I do it for my family because I want to provide for my family or I want financial freedom.
What does that mean? I don’t know, you have to define that, right? But here’s the deal. If you want to like cut through all the fat and the BS and the fluff and just get right to the heart of the matter, all you got to do is this. Pretend. If you have a family, I want you to pitch your family, right? Whoever you love most in the world. The three people you love absolutely most in the world. Your three children or your parents and your sister, your brothers, whoever. Now pretend that somebody just picked them up in a van, threw him in a van and drove away, and you got a phone call that said, “Hey, in order for you to get them back, you have to wholesale a house.” In our case, because we focus on wholesaling real estate, you have to wholesale a house.
Here’s the deal. Today is Monday. I guarantee you 1000% that you will have wholesaled the house by Friday. Now, are you going to know everything? No. Are you going to make a lot of mistakes? Yep. But all of a sudden in one second, your priorities are going to go like this and they’re all going to line up and you’re going to sleep less. You’re going to eat less. You’re going to make more phone calls. You’re going to find money to market that you didn’t know you had before, that you didn’t have access to you, that you believe in because your belief systems all out of whack, right? But when you have the right why, it’s crystal clear, and you all of a sudden get amazing results. Here’s the other thing that happens when you find your why. Not only does everything become possible.
The mom who can lift a car off of the kid who’s trapped underneath it, gets super human strength. But additionally, you have a sense of urgency. So people always say, “Well, why do successful people, how do they get things done so quickly?” They have this, what they call speed of implementation. It’s because there’s no distractions. Because if that were a true event, if that really happened, all of a sudden you would do all the uncomfortable things that have to get done in order for you to make revenue. Instead of focusing on the things that are like website design and a cool logo and a really interesting company name and LLC documents and this and that, and philandering through or meandering through on YouTube. It’s no good. So if you want to get results right now today, put this image into your brain and here’s the biggest secret of all. This is what happens when you have a strong why: it doesn’t run out.
You will literally do this until you die. If you put it into your brain the right way, if you can insert this into your brain the right way. It’s not like discipline or willpower. Discipline and willpower are very tiny, tiny, tiny tanks of gas. They run out all the time, every time, without fail, discipline and willpower do not less. You ever see these people, they get all hyped about a new thing and then they take all their energy, focus, time, and they put it towards with discipline. What happens in two days? Oh yeah. You know, dah, dah, dah, dah, dah. But you put passion and willpower and that’s your why. It will never run out. You’ll go from morning till night, morning till night, every day. You’ll be sleeping less, eating less. You’ll skip a meal, you won’t even remember. “Oh man, my family is being held ransom and I got to wholesale a deal to do it. Don’t bring me lunch. Throw the lunch out.”
Somebody calls, your brother calls, “Hey, you know what? Todd, I love you, but I am super busy. My family is kidnapped and I’ve got to go wholesale a deal to make it done, I’ll call you back, bye.” Click. That’s what happens when you have your why and you have a drive and a passion. It’s laser focused. So if you want to get laser focused up, number one, try to figure out your why, just put one in your brain. Number one.
And number two is don’t judge yourself for your why. A lot of people do this. You ask them, what is your why? And all of a sudden they become like the moral authority on some issue. On some charity. And, if that’s true, that’s great.
I love it, I love it. But if it’s not really true for you, like if it doesn’t wake you up at four o’clock in the morning and keep you up until 1:00 AM, then it may not be your driver. But I guarantee you that if someone, God forbid, kidnapped somebody you love and the ransom was for you to wholesale a deal, I guarantee you’d wake up at four o’clock. All of a sudden those people who are saying, “Oh, you know, I’m a night owl.” I don’t know what a night owl is, but there’s no night owls when you’re trying to pay a ransom for a loved one.
So here’s the deal. If you want to get all of your priorities to just all of a sudden in one second, just go and fall into line and just completely have a straight line to success. Not that success is a straight line, but if you want to just prioritize everything in your life in order to make revenue and wholesale your first house, put this in your brain, pretend that this has happened.
If you really adopt this, I promise you that you will see some big, big changes in your life. All of a sudden there won’t be any distractions. All of a sudden you won’t allow distractions. All of a sudden negative people in your life will just start to go away because you’ll be a man or a woman on a mission. So if you really want to accomplish something, great, develop your why. Build up that why muscle. Sean Terry was 110%, 100000% right. 100%, to be consistently successful, to be consistently the number one wholesaler in your territory, to consistently bring in big assignment checks every single month without fail, without you even doing anything after a while because you can automate it. This is the way to do it. You’ve got to have a strong why. It’s not BS. It’s not some fluffy idea that doesn’t make any difference.
This is the idea. This is the game changer. This is how you go from zero to hero in one second and you actually get results. You actually have a sense of urgency. You actually have speed of implementation. You actually are willing to get uncomfortable to get your results, to make it happen, to persist until failure quits. You can do it. God created you into a strong, powerful man or woman with wisdom. You can totally do this. You can rock it out. Even little Lily knows that who I can hear her foot fall in the background. There she is. Hey, little Lily. So you can totally, totally do it. I’m counting on you. God bless. Put this in your brain or get clear on your why and I promise you don’t make all the difference in the world. Talk to you soon.

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