Badass Agents Podcast

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

  Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

  In this episode of Do The Work | Mindset Mastery… I found myself reflecting on the power of standards—not just the ones we set for ourselves, but the ones we pass down. It really hit me after dropping off my youngest daughter at her friend's grandparents' house and realizing the depth of generational success at play. I always thought I understood what it meant to build something for the next generation, but seeing that legacy up close, I saw the habits, the discipline, the mindset that get passed on, and how that compounds over time. Setting the Standard—It Starts Now Growing up, I didn't know much about the right or wrong habits. I didn't understand that you could just decide to raise your standard of living, or even that the standard you set today shapes the reality for your kids tomorrow. When I look around now, I see that the life we're living is a model for what those around us will accept—from how we handle business and our bodies, to how we treat our spouses. What really stuck out to me was realizing that so many successful people I know are first generation. Their parents worked hard and built a foundation—maybe as blue-collar workers or in mid-level careers. But their kids took it to another level. Still, what I saw this weekend was different. This wasn't just first generation; it was generational. Grandparents, parents, and kids—each building on what came before, each reinforcing the right habits and standards. It's Not All Peaks and Valleys For a long time, I lived in peaks and valleys. Great years, followed by tough ones. It was all patterns: nine months up, nine months down, repeat. I was reacting, not leading. My habits weren't in alignment with long-term success. Only when I started surrounding myself with the right people and building consistent habits did things change. Seeing those grandparents, I imagined the decades of discipline, the setbacks, the bounce backs. It's not just about making money or looking successful—it's about sustaining it, and making sure it lasts through generations. Sure, you'll hear about trust fund kids who mess it all up, but that's the exception. Most families with strong habits see their kids magnify the good—and sometimes the bad. What We Pass On—Good or Bad Here's the real truth: everything we do gets magnified by the next generation. If you have good habits, your kids will take them further. If you have dysfunctions, they'll get magnified too. If you eat like crap, your kids probably will too—only sooner and with bigger consequences. If you're disciplined and consistent, they'll take that even further. The same goes for your mindset, your finances, your relationships. A conversation with my daughter's friend made it clear—when you grow up in a household with high standards, those expectations become normal. Respect, discipline, and good habits aren't accidental. They're built and maintained, day after day. Your Responsibility Right Now Maybe you didn't get the best example growing up. Maybe you're first generation, just trying to figure this out. That doesn't mean you can't set a new standard. It just means you have to work harder to identify your own dysfunctions and put in the reps to build something better. Every choice—what you eat, who you listen to, how you bounce back from setbacks—is shaping your kids and grandkids, whether you realize it or not. So if you're tired of peaks and valleys, look at your habits. Look at your discipline. Because the only way to build something that lasts is to do the work, consistently, over time. You set the standard, for yourself and everyone who comes after you. Five Questions to Reflect On What standard are you setting in your life right now—and what might that mean for your family in the future? How have your own habits been shaped by those you observed growing up? Can you identify any peaks and valleys in your own success? What patterns or habits might be causing them? In what areas of your life are you still operating out of old dysfunctions? How can you start changing that today? If your kids or those close to you magnified your current habits, would you be proud of the outcome? Notable Quotes “Just imagine the amount of habits and discipline, the mindset reinforcement, the bounce back that they had to go through to not only sustain it long term, but to pass it on to their offspring.” “Whatever life we're living right now, we're setting a standard not only for ourselves, but for our kids, for those around us, of what they will accept from us.” “You can be reckless and still make a lot of money, but it doesn't mean you're going to sustain it long term. You'll rise and you'll crash. You'll have the peaks and the valleys.” “Everything we do gets magnified by the next generation. If you have good habits, your kids will take them further. If you have dysfunctions, they'll get magnified too.” “The only way to build something that lasts is to do the work, consistently, over time. You set the standard, for yourself and everyone who comes after you.” If this episode got you thinking, I encourage you to ask yourself those questions and take a close look at the standards you're building today. That's what will shape tomorrow—for you, and for everyone who follows.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Energy & Focus In this episode of Do The Work | Mindset Mastery… I had to make a decision—and not just any decision, but one that required me to draw a hard line on what I tolerate and where I choose to invest my energy. This wasn't about business plans or growth strategies. It was about something as simple—and as massive—as a hotel room. Now, that might sound petty at first glance, but stay with me. See, over the last few weeks, I've been everywhere—Vegas, Kansas City, Atlanta—chasing goals, supporting my daughter at nationals (she placed second in the nation, by the way), and showing up for the people I lead. But through all this travel, I kept getting hit with the same lesson: energy and focus are your most valuable assets, and you better be damn protective of them. So here I am, walking into a W Hotel in Atlanta, expecting the same elevated experience I had in other cities. Instead, I'm hit with dirty elevators, stained carpets, dingy lighting, mold in the shower—everything that screamed low standards. And while the room was draining me, what hit harder was realizing how many of us allow these energy leaks to continue in our lives every single day. That beat-up car, that slow computer, that "just okay" team member, that friendship you've outgrown—they're all robbing you. Quietly. Consistently. Stealing your ability to create and expand. Just like that hotel room did to me. And for what? Comfort? Familiarity? Let me be real with you. I could've stayed. I could've told myself, “You made the bed, now lie in it.” But like Jim Rohn said, “You're not a tree. Change it.” So I did. Took the hit, booked another hotel, and within hours, I felt different. More powerful. More clear. More me. And this wasn't just about a hotel. It was a metaphor. A wake-up call. Because the same thing goes for people. There are folks in your life—maybe even good people—that you've outgrown. And by holding on, you're blocking the great people who are ready to enter your life. It's not about being cold or ungrateful. It's about being intentional with your energy. Energy that belongs to your business. Your health. Your family. Your purpose. I'm not here to convince anyone. I don't chase. I don't beg. But I will tell you this—when you start choosing yourself and what serves your purpose, your entire world shifts. Let the distractions go. Let the resentment go. Let the people go who aren't moving with you. Because if you really want to do the work, it starts there—with energy and focus. 5 Reflective Questions What are you tolerating right now that's quietly draining your energy and focus? Is there a relationship in your life that you've outgrown but are holding onto out of comfort or guilt? What physical items (your car, workspace, home) are stealing from your peace and confidence? How do you respond when people bring problems without taking responsibility for their part in the solution? What bold move can you make today to realign yourself with your vision? Notable Quotes “If you don't like how things are, change it. You're not a tree.” “This is the power you have when you're around the right people, in the right environments, focusing on the right things.” “Energy and focus are your most valuable assets—you better protect them like your life depends on it, because it does.” “Good people had to leave so I could finally see the great people that were already in my life.” “Just because you made a decision doesn't mean you have to lie in it forever.”   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Your Future Self In this episode of Do The Work | Mindset Mastery… I took a minute to slow things down and reflect—not just on where I'm going, but on who I've become along the way. Life moves fast. Between running the business and being in Vegas last week for my daughter's volleyball tournament, I blinked and realized I'd missed a Mindset Mastery. But that's how it is when you're in motion. And when you're moving fast, the one thing that'll keep you grounded is clarity—clarity about what you want and who you need to be to get there. Over the years, I've learned that real growth doesn't come from new skill sets—it comes from shortening the time I spend in self-pity. I used to blame others every time something didn't go my way. When deals fell apart, when people left the organization, when things just didn't pan out—I'd focus all my energy outward. But I realized that the longer I stayed in that space, the longer I delayed my own progress. The real shift happened when I started asking, What could I have done differently? That question alone has changed my life. I talked about how disappointments used to knock me off course. But I've trained myself not to sit in that pain too long. I feel it. I acknowledge it. But then I go to work. Because staying in that negative headspace only drains your energy and blinds you from the blessings that often come from major shifts. At the core of this episode was a reminder that changed everything for me: Know yourself. Most people think success comes from doing more. But what I've found is that it comes from understanding what you truly want—and being brutally honest about what you're willing to sacrifice to get there. You can't say you want to be a $20 million producer and then act like someone who's okay with average. You can't want big success and still insist on weekends off, early bedtimes, or reacting emotionally to every hiccup in a deal. It doesn't work that way. I called out the patterns I've seen in our industry—people getting thrown off by appraisals, lowball offers, or delayed closings. And the truth is, those aren't real problems. They're just part of the business. But if those things derail you, you're not in alignment with the person you say you want to be. That's the key: Alignment. If you're not acting like the person you want to be right now—if your actions don't match your desires—you're not going to get there. That's the gap. And closing that gap starts with studying yourself. Not just what you do, but how you think, how you respond, and what you focus on when things get hard. I'm proud of what we've built at A.Z. & Associates. But I don't take it for granted. I'm still in the grind. Still growing. Still analyzing my thoughts and adjusting my actions. And I want the same for every person who listens to this podcast. Because once you stop blaming and start owning everything—everything changes. So here's what I want to leave you with: Study yourself. Know yourself. And ask the real question: Am I truly in alignment with what I want? Because if you are, the results will follow. If you're not, it's time to stop pointing fingers and start doing the work. Reader Reflection Questions: What is one area of your life where you're blaming others instead of taking full responsibility? Are your current daily habits aligned with the results you say you want? When challenges arise, do you dwell in the negativity or shift quickly into solution mode? Who has what you want—and what are they doing differently than you? What sacrifices are you truly willing to make to become the version of yourself you've envisioned? Notable Quotes: “When I was wallowing, I wasn't growing.” “It's not the skill set that got me here—it's how fast I get out of self-pity.” “Know yourself. That's the first step to becoming who you're meant to be.” “You can't want to be a $20 million producer and act like someone who doesn't want to work weekends.” “Am I acting like the person I want to be—right now?”   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Prosperity Begins With The Mind In this episode of Do The Work | Mindset Mastery… I dive into a topic that has come up in countless conversations lately: prosperity begins with the mind. It's not just about skill sets; it's about the mental and emotional strength required to step into the life we truly want. The Truth About Success Everyone can envision a better life, but few actually step into it. The moment we realize that achieving more requires us to become more, we're faced with the truth: it's going to take more time, more energy, more effort, and a whole lot of failures. That's what keeps people from moving forward. Instead of pushing through, many settle. They adjust their lives to their current outcomes and set limitations—like wanting success but refusing to work weekends, answer calls after 8 p.m., or step out of their comfort zones. But building something great isn't about fitting success into the box of what's convenient. It's about breaking past those self-imposed restrictions and going all in. The Sacrifices Required I've had this conversation so many times—people setting parameters around their growth, saying, “I don't answer calls after this time,” or “I don't work weekends.” And then they wonder why their business isn't where they want it to be. The reality is, in the beginning, there are no boundaries. There are no shortcuts. If you want to reach a level where you have control over your time, you have to put in the work now to build the infrastructure that allows for that later. I didn't build AZ & Associates by setting limitations. There were no vacations, no weekends off. It was an all-in effort. I'm not saying that's how you have to live forever, but there's a season where you have to be willing to do what most won't in order to create what most don't have. Are You Avoiding Growth? This past weekend at my daughter's volleyball tournament, Carla and I had a conversation about where we want to be. We're in our mid-40s and still pushing to become better, still refining our skills, still learning every single day. Meanwhile, I see so many people who have completely stopped growing. Parents live vicariously through their kids, but their own ambition has died. They settle, and it shows in their energy, in their relationships, in their bodies. They tell their kids, “You can be anything,” but have they led by example? Are their kids proud of them? The people who achieve great things aren't necessarily smarter or luckier—they're just willing to do more. They ask themselves, What am I willing to sacrifice? What skills do I need to develop? Instead of avoiding challenges, they put themselves in uncomfortable situations that force them to grow. Are You Ready to Take the Next Step? The biggest breakthroughs happen when you stop making excuses and start taking action. The real players in this industry aren't overthinking; they're out there executing. They're putting out 20 pieces of content while others are still debating what video to make. It's not about knowing exactly how everything will unfold. It's about knowing the next step—and taking it. That's the mindset shift that separates those who keep getting the same results year after year from those who continue to elevate. Reader Engagement Questions: What self-imposed limitations have you set that might be holding you back? Are you willing to make short-term sacrifices for long-term success? What skill set do you need to develop to reach the next level? How do you handle being around people who have achieved more than you? What's one action you can take today to move closer to your goals? Notable Quotes: “Prosperity begins with the mind. The results you see today are a reflection of the standards you've set for yourself.” “You can't want a $20M business and also say, ‘But I don't work weekends.' Those two things don't align.” “You don't need to know every step to the top of the mountain—you just need to take the next one.” “The people winning aren't necessarily smarter. They're just willing to do what you're not.” “Your kids will always be proud of you, but are they inspired by you?” It all comes down to this: If you want more, you have to become more. The choice is yours.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

New Year New Me In this episode of Do The Work | Mindset Mastery…   As the year winds down, I reflect on what it truly means to embrace the "New Year, New Me" mentality. It's not about waiting for external changes—whether it's the economy, the market, or even a new president—to define your success. Instead, it's about digging deep and taking full ownership of your efforts.   In this conversation, I break down the myth of relying on outside factors and focus on what really creates growth: consistency, adaptability, and mindset. While 2020 and 2021 brought easier opportunities in a booming market, 2024 tested our resolve, requiring sharper skills and greater commitment. Those who thrived weren't the ones looking back at the "good old days." They were the ones who chose to adapt, to outwork the challenges, and to take control of their destiny. Key Lessons and Takeaways Success isn't tied to external factors; it's a result of the compound effect of consistent actions. While the market conditions might slightly improve in 2025, the real question is whether you'll be prepared to capitalize on the opportunity.   Being elite in your communication, follow-up, and skillset is non-negotiable. Incremental growth won't happen by accident; it requires intentional effort every day. Final Thoughts As we enter 2025, remember this: the opportunity for growth is always within your grasp. The question is, are you hungry enough to make it happen? Start now. Be intentional, stay consistent, and watch the small actions compound into big results. Reader Engagement Questions What external factors have you been relying on, and how can you shift focus to internal growth?   How can you build consistency in your daily efforts to compound into long-term success?   What specific skills do you need to sharpen in 2025 to stay ahead of the game?   How will you ensure that your mindset aligns with your goals for the new year?   What actions will you take today to position yourself for success, regardless of market conditions? Notable Quotes “If we're depending on external factors to create the new you, you're going to be disappointed.”   “Your success depends on your efforts and how you face challenges, not the market.”   “Being elite in communication and skillset is required to thrive in today's marketplace.”   “Small, consistent actions compound over time into massive results.”   “2025 will be prosperous if you understand it all relies on you and only you.”   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Own Up To It In this episode of Do The Work | Mindset Mastery…   I reflect on the challenges and growth that come with self-awareness, especially as a father, husband, and businessman. As the year draws to a close, I share how self-development has played a central role in transforming my relationships and leadership. The Power of Deposits I talked about the Prime 3—a daily system I follow to make deposits into health, purpose, and profits. While all three are vital, the purpose deposit stands out as the one that has shaped my relationships and leadership the most. It's a practice that encourages me to see myself fully, not just as a businessman, but as a father and husband striving to grow.   But growth isn't without its setbacks. I opened up about how dysfunctional behaviors, like impatience and quick outbursts, have caused tension at home and work. However, I've learned to catch these moments faster, take responsibility, and work through them. The journey hasn't been easy, but it's been transformative. A Hard-Learned Lesson I shared a recent moment with my youngest daughter, Madeline, where I let frustration get the best of me. During a family dinner celebrating my eldest daughter's upcoming study abroad in Barcelona, I mishandled a situation involving Madeline and her phone. Instead of communicating calmly, I grabbed her phone and created unnecessary tension.   Reflecting on this, I used Byron Katie's four-question framework from her book Loving What Is: Is it true?   Can you absolutely know that it's true?   How do you react when you believe that thought?   Who would you be without that thought?   This process helped me see that my reaction stemmed not from my daughter's behavior but from my unspoken expectations and unresolved frustrations. By owning my actions and apologizing genuinely, I rebuilt trust and repaired the moment. Applying the Lesson I encourage you to examine your own reactions and assumptions. Whether in your personal life or business, miscommunication and unspoken expectations can create unnecessary problems. By taking responsibility for our actions and processing our thoughts, we can strengthen relationships and create a better environment for those around us. Key Takeaways Growth is a daily commitment—don't shy away from self-reflection.   Address issues head-on instead of letting them linger.   Own your mistakes and apologize with sincerity.   Effective communication starts with setting clear expectations.   Trust is built through consistent actions, not overcompensation. Reader Engagement Questions What unspoken expectations might be causing tension in your relationships?   How do you typically react to frustration, and how could you handle it better?   Have you ever mistaken someone's actions for disrespect when they weren't?   What's one step you can take today to strengthen a relationship in your life?   How can you use self-reflection to grow as a parent, partner, or leader? Notable Quotes “I don't let the small things take me over the top anymore.”   “Without purpose deposits, I wouldn't be the success I am today.”   “It's never too late to own your mistakes and rebuild trust.”   “Miscommunication and unspoken expectations are often the real problem.”   “We completely own the environment we're in—we can make or break it.”   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Living In The Gray In this episode of Do The Work | Mindset Mastery…   We dive into the importance of living with integrity and how our choices—big or small—shape the success of our lives and businesses. I shared some personal experiences that taught me how every action, no matter how insignificant it seems, eventually comes back full circle.   The lesson begins with a story about Monopoly cards, a bank error, and the early conditioning many of us experience. It's easy to rationalize small errors in our favor—like walking out of a store with an unscanned item or underpaying a contractor. But these moments reveal more about our character than we might think. Over time, patterns of deception or rationalizing dishonesty lead to struggles, whether they're financial, professional, or personal.   I opened up about mistakes I made in the past, like padding numbers while flipping houses and pushing for the lowest prices from contractors. It seemed like a win at the time, but those decisions brought long-term consequences, like an audit that turned my life upside down. These moments taught me that what you put out into the world—whether integrity or deception—comes back to you.   I also reflected on how small lapses in integrity affect not only your finances but also your relationships and reputation. For example, an agent who once helped me briefly later took 20% of my commission without clear communication, leaving me feeling misled and leery of future interactions. Similarly, as a broker, I've seen situations where a simple misunderstanding or lack of transparency led to a loss of trust.   The takeaway? Integrity isn't optional—it's the foundation for long-term success. Every choice, whether it's how you treat a contractor or how you handle a financial error, is a reflection of your character. When you live with integrity, you create a solid base for prosperity and abundance.   Key Lessons Shared:   Integrity builds trust and sustainability in business.   Small dishonest actions have far-reaching consequences.   Reflect on your behavior during times of scarcity to avoid rationalizing deception.   Living in alignment with your values opens doors to lasting success.   Reader Engagement Questions:   Have you ever rationalized a decision that didn't align with your values? What did you learn from it?   How do you respond when faced with financial errors in your favor?   What steps can you take to ensure transparency in your business dealings?   How do your everyday decisions reflect your long-term character and values?   When was the last time you conducted an "audit" of your actions and choices? What did you discover?   Notable Quotes: “What you put out there is what you get back. That's just the way the world works.”   “Just because there was an error doesn't mean it's yours. Do the right thing.”   “Living in integrity isn't optional; it's how you build a foundation for long-term success.”   “At the end of the day, deception is deception, no matter how you rationalize it.”   “If you're struggling financially, take a moment to reflect on how you treat others and operate your business.”   By auditing our behaviors and choosing to act with integrity, we set the tone for success—not just in our finances, but in every aspect of life.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Compared To Who In this episode of Do The Work | Mindset Mastery…   We explored the idea of internal growth versus external appearances and how aligning these two elements can create a life of certainty and sustained success. I reflected on my own journey and how I learned the importance of investing in my internal world to mirror my external achievements.   Introduction: The episode began with a discussion about the environment we place ourselves in and the importance of comparing our efforts to the right metrics. Many of us believe we're doing enough, but the real question is, "Compared to who?" This shift in perspective can change everything. Early in my career, I hustled blindly, focusing on outward success, but it came at the expense of my relationships, my health, and my long-term growth. Over time, I learned that without a solid internal foundation, external success is unsustainable.   Body: I shared the importance of perspective and environment in shaping our behaviors and outcomes. It's not enough to work hard; we must also focus on building habits and processes that foster long-term growth. I talked about how, early in my career, I was quick to showcase external success—buying cars, going on vacations, and living a lifestyle that wasn't reflective of who I was internally. Eventually, it all crumbled because my internal growth hadn't kept pace with my external image.   This led me to a journey of self-discovery, where I embraced the power of consistent deposits—investing in myself physically, mentally, emotionally, and spiritually. I started focusing on becoming the best version of myself, letting go of limiting beliefs and patterns, and building a life that mirrored my internal growth. I also highlighted the pitfalls of staying stuck in old identities or being afraid to make bold moves. Whether it's clinging to the comfort of an old home or hesitating to upgrade your external environment to match your internal growth, these decisions can hold us back. For me, aligning my external world—my home, my car, my lifestyle—with the person I had become was a crucial step in embracing certainty and confidence in who I am.   Conclusion: This episode was a reminder that true success requires alignment. If your external life doesn't match the work you've done internally, it's time to make the necessary moves. And if you're focusing solely on external appearances without the internal work, know that it's only a matter of time before things unravel. Certainty comes from knowing who you are, where you're going, and what it takes to get there. Ask yourself the tough questions. Audit your actions. And remember, your environment plays a huge role in shaping your perspective and pushing you to grow. Surround yourself with people who challenge you to rise higher and refuse to let comfort hold you back.   Reader Engagement Questions: Are your external achievements aligned with the internal work you've done?   How do you respond to environments or situations that challenge your comfort zone?   What habits or behaviors do you need to let go of to grow into the person you want to be?   Who do you compare yourself to when evaluating your progress, and is it pushing you forward or holding you back?   What steps can you take today to align your internal growth with your external environment?   Notable Quotes: "Compared to who? That's the question that shifts everything."   "If your external world grows faster than your internal foundation, it will eventually implode."   "Certainty comes from knowing who you are and putting in the consistent work to grow."   "Your external life should mirror the sacrifices and work you've done internally."   "When you stop growing, you stop thriving—it's as simple as that."   This episode is a call to action: live in alignment, push yourself to grow, and create a life that reflects the work you've done within. It's not about showing off; it's about stepping into the certainty of who you truly are.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Don't Believe Your Lying Eyes In this episode of Do The Work | Mindset Mastery…   We're diving into a topic that hits home: the stories we choose to believe and how they shape our actions. It all starts with a hyped fight that had everyone buzzing—Mike Tyson's supposed "comeback." The marketing was brilliant, the hype was massive, and the results? Let's just say they didn't match the narrative. This isn't just about boxing. It's about how we fall for illusions in every aspect of life, including our business. The Lesson: Seeing Through the Hype The fight mirrored what happens in real estate—or any business, for that matter. People get caught up in the noise: sensational headlines, exaggerated promises, and expert opinions that conflict with what's right in front of us. We're told not to trust our gut, not to believe our experience. But that's the trap.   Success isn't about buying into the hype. It's about seeing the facts for what they are. Mike Tyson, 58 years old, wasn't suddenly going to defy age and dominate the ring. Yet, millions believed he could because the narrative was compelling. The same thing happens when agents believe it's a “bad market” or let a client's uncertainty dictate their confidence.   The truth? There's always opportunity if you choose to see it. What You Can Do Now As we close out the year, the question isn't, “Is the market good or bad?” It's, “What am I doing to succeed regardless?” While many agents are distracted by fear, negativity, or jumping ship for the latest “easier” solution, the ones who double down on effort, skill-building, and focus are winning. The numbers don't lie:   5,000 homes are selling this month.   Agents are thriving—new ones, seasoned ones, all because they're focused on effort, not excuses.   It's not about tools or gimmicks; it's about what you're willing to do. Success requires effort and consistency, no matter the season or the interest rates. Five Engagement Questions What narratives are you buying into that might not be serving your goals?   How often do you let external negativity impact your focus and confidence?   What actions can you take today to uncover opportunities in your market?   Are there areas where you're relying too much on tools or hype rather than personal effort?   How can you use past successes to remind yourself of your capacity to overcome challenges? Notable Quotes “Don't believe your lying eyes—that's the story they want you to buy into. Trust what you know and see.”   “Success isn't about what others are saying; it's about what you're doing every single day.”   “Effort beats hype every time. It's that simple.”   “The market isn't the problem—your focus and action are.”   “You don't know what others are made of, but you know what you're capable of.” Closing Thoughts The opportunity is right in front of you. The market isn't the issue, the negativity isn't your reality, and the stories others tell don't have to define your outcome. End this year strong by committing to what works: effort, focus, and believing in your own experience.   Now's the time. Go get your slice of the market—because the facts show it's there waiting for you.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Light It Up   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Golden Age In this episode of Do The Work | Mindset Mastery…   I start with something a little unexpected: these big, goofy glasses. They're not just for show—I recently made a major decision to get eye surgery. Not LASIK, but something bigger. This choice wasn't about looks or convenience; it was about safety, responsibility, and how I show up for my family.   A few months ago, our fire alarms went off in the middle of the night. My instinct was to rush to my daughters' rooms, but I realized as I stumbled in the dark that my vision could leave me compromised in an emergency. It was a harsh wake-up call. As the leader of my family, if I can't see, I can't protect. This realization hit hard. I do everything I can to stay ready—physically, mentally, and emotionally. So, I decided to invest in a long-term solution: light-adjustable lenses. Now, if a crisis hits, I know I'll be ready.   This episode is about personal responsibility. It's about owning your choices, from the health decisions you make to the people you surround yourself with. Too often, we let outside influences—like elections, holidays, or even sports games—derail us from our goals. I've been there too, but I learned that waiting for the “right time” or for things to “settle down” is a story we tell ourselves to justify inaction.   The Lesson When we invest in ourselves, we're telling our families, businesses, and communities that we're here to lead, no matter the circumstances. Whether it's improving our health, managing our time, or growing our business, these are the real commitments that turn any era into a "golden age."   Reflect on This:   Are you preparing yourself to lead, even in difficult or unexpected moments?   How much do you allow outside events to dictate your focus and energy?   What areas in your life could benefit from a personal investment, like health or skill development?   Who in your life relies on you showing up at your best, no matter the day or situation?   What's one choice you can make today to reinforce your commitment to your goals?   Notable Quotes:   "If I can't see, I can't protect. I'm no longer a leader if I'm stumbling in the dark."   "The golden age is a time of opportunity. I decided many years ago that this was going to be the golden age."   "Too many people are swayed by things outside of them. If you want to live in the golden age, you've got to be on your game."   "Your outcomes over the next four years depend squarely on you, not on some law or limitation."   "I decide to improve my vision and the way I see myself, the expectations I have, and the path I want to go on."   In this episode, I'm not just talking about vision; I'm talking about the mindset that builds security, stability, and success. So let's end this year strong and charge into the next with clarity, responsibility, and purpose.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

Know Your Value, Show Your Value In this episode of Do The Work | Mindset Mastery…   I dive into the challenge many of us face—undervaluing ourselves and discounting our services. It's about understanding the cost of settling for less and why so many agents fall into the trap of reducing commissions when clients push back. I talk about why it's critical to maintain your value, showcase your expertise, and operate from abundance rather than scarcity.   We're in the fourth quarter now, and while others might be slowing down, we're raising the bar. I've seen incredible progress from our agents, proving that how you position yourself—through confidence, consistency, and value—is what sets you apart. Carla led a powerful training last week, encouraging everyone to find their voice and share personal stories. It's not enough to show expertise in real estate; people need to know who you are on a personal level. When you show up authentically, you build trust—something that goes beyond a commission conversation. Key Takeaways from This Episode: Showcase Your Value, Don't Discount It If your default response to challenges is to discount your commission, you're telling yourself—and your clients—that your services aren't worth full price. Discounting your way through business is not sustainable. True value means not just offering expertise but communicating it powerfully.   Operate from a Growth Mindset, Not Scarcity When things get tough, it's easy to start cutting corners—personally and professionally. But that scarcity mindset limits you. There's more than enough opportunity out there, and shifting your focus from saving to creating allows you to grow beyond your current limits.   Build Trust Through Authenticity Clients are looking for someone they can trust—80% of buyers and sellers say trust is more important than commissions. Use your platforms to share personal insights about yourself and your journey. It's through these stories that people see you as more than just another agent.   Invest in Yourself Daily Success comes from consistency—reading, learning, and growing. The 12-week target system we use at the brokerage emphasizes both professional growth and self-awareness. You can't become an expert without mastering both your craft and yourself.   Know Your Worth and Stand By It Saying no to discounts isn't easy, especially when it risks losing a client. But every time you lower your fees, you lower your value in your own eyes. If you want clients to see your worth, you have to believe in it first. Reflective Questions: How often do you find yourself defaulting to discounts when facing resistance?   What personal stories can you share with your audience to build trust?   Are you operating from abundance, or are you making decisions based on scarcity?   What daily habits can you incorporate to increase your expertise and self-awareness?   How can you communicate your value more effectively in conversations with clients? Notable Quotes from This Episode: "You're a culmination of all the experiences you've gone through. And when you appreciate that, you operate with certainty."   "If the first solution to a problem is to discount your commission, you haven't invested enough in yourself."   "Clients are more concerned with trust and guidance than with saving 1% on commission." "Scarcity isn't about money—it's about believing you're not enough. And if you operate that way, you'll attract clients who think the same."   "What more can you do, say, or learn today that will add value to the people you serve?"   This episode reminds us that knowing your worth is key—not just in business, but in life. When you shift from saving to creating, and from scarcity to growth, you unlock your true potential. As always, thank you for being part of this journey. Go out there, stand firm in your value, and be yourself—powerfully.   Until next time, keep doing the work.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Plant That Seed In this episode of Do The Work | Mindset Mastery…   I take you through the power of leadership, accountability, and setting realistic short-term targets to finish the year strong. Reflecting on three recent third-quarter reviews, I shared how these meetings are not just a way to assess past performance but also a reminder to refocus on actions that create future success. Leadership, whether in business or family, is about planting possibilities and inspiring others—not imposing limitations. And part of this leadership is learning to distinguish between fantasy goals and achievable targets.   The reality of business is that you'll face failures, setbacks, and criticism, but those hardships are opportunities to correct course. Too often, we absorb negativity from others—opinions from people who don't understand our grind. The only way forward is by surrounding yourself with those pursuing the same path. It's not enough to dream big. You must also be clear and specific about the small, actionable steps you'll take today to get closer to that bigger vision.   The truth is, success isn't achieved through spurts of greatness but through consistent, methodical action. I emphasized this when working with agents: vague ambitions like “I need to market more” are meaningless without clear, measurable action plans. Specificity is everything—whether it's committing to five text messages a day or holding eight open houses in a month. You either did it or you didn't. And every time you fall short of what you promised yourself, you erode your confidence and trust.   It's easy to get caught up in fantasy goals that sound impressive in meetings, like closing five deals in six weeks, without understanding the math behind them. You need 30 to 50 appointments to get five deals—and that's if you're operating at peak consistency. It's not about throwing out big numbers but about committing to what's achievable, so you build trust in yourself and create momentum.   Leadership also means having the hard conversations, even when they risk offending others. I don't sugarcoat my feedback because I've learned that leadership is not about being liked—it's about building others. My purpose isn't just to motivate but to remind you of what you're capable of achieving.   We capped off the week with a Camelback Mountain takeover—50 of us climbing together, wearing our Do The Workshirts. These moments remind me of the strength of this community. It's not just about business; it's about building a lifestyle grounded in physical, emotional, and spiritual well-being. Now, it's your responsibility to plant those seeds for others—because it's through these efforts that we grow together.   We've got less than 45 days left this year. Let's get after it, stay accountable, and finish 2024 with purpose. Five Reflection Questions for You: Are your current goals specific and measurable, or are they just vague ambitions? How do you handle setbacks—do you see them as lessons or personal failures? Are you surrounding yourself with people who understand and inspire your journey? What daily actions can you commit to right now to move closer to your long-term vision? Are you leading by example in both your work and personal life? Notable Quotes from the Episode: "The highs and the lows—it's all part of the business. Failure exposes what needs to be corrected so you can produce something greater."   "Everything you need is within you now. You just need to stop looking outside for solutions and start focusing on what you're not doing."   "You either did it, or you didn't. There's no middle ground when it comes to accountability."   "It's not the grand goals that matter most—it's the daily actions that build trust in yourself."   "Leadership isn't about being liked. It's about building others and holding them to a higher standard."   Now, let's finish the year strong. What specific actions will you commit to today to ensure you hit your targets?     Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com  

It's Never Too Late In this episode of Do The Work | Mindset Mastery…   I dive into a personal reflection about turning 46 and how I still feel like I'm just getting started. I've often felt like a late bloomer, seeing others achieve big things, but I now realize that everyone's journey is different, and that doesn't mean I'm behind. My mom was a huge influence in shaping this mindset—she taught me to never feel "less than," no matter the circumstances. This lesson has driven me through life, reminding me that any perceived disadvantage is only a mindset holding you back, not reality.   One of the most impactful stories I shared this episode was about a study where makeup artists applied fake scars to a woman's face to see how people would treat her. They convinced her that the scars were real, and afterward, she was certain that people had judged her negatively based on her appearance. But in reality, no scars had been applied—just normal makeup. Her perception, influenced by her own insecurities, was what shaped her experience. This perfectly illustrates how we often create our own barriers through a mindset of inferiority. My mom always taught me, "No te sientas menos"—never feel less than—and this episode is a reflection on how that lesson has guided me to never see myself at a disadvantage.   Key Takeaways:   Everyone Has Their Own Path: Whether you feel like a late bloomer or not, your journey is uniquely yours. Others' success doesn't mean you're behind.   The Power of Mindset: The idea that we're at a disadvantage because of age, background, or appearance is only true if you let it be. Your perception of yourself is what shapes your outcomes.   Stay Focused on You: Comparing yourself to others can lead to envy and frustration, but focusing on your own growth allows you to keep progressing.   Embrace the Challenges: Your biggest challenges are often your greatest opportunities to build resilience, confidence, and success.   Condition Yourself for Success: Winning in life isn't a one-time event—it's a daily process of consistent work, self-trust, and resilience.   Notable Quotes:   "You're never less than anyone else. No te sientas menos."   "Your biggest challenge is thinking you're at a disadvantage, but you're not."   "Don't compare your chapter one to someone else's chapter ten."   "It's the daily deposits that change your life, not the big wins."   "Success isn't luck; it's the result of doing the work, day in and day out."   Questions to Reflect On:   Where in your life do you feel "less than," and how can you reframe that belief?   How often do you compare yourself to others, and how does it impact your progress?   What small daily habits can you implement to build self-trust and confidence?   In what ways can you embrace your unique path instead of focusing on others' journeys?   How can you condition yourself for long-term success, focusing on the process over the results?   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Attitude Era In this episode of Do The Work | Mindset Mastery…   I was just wrapping up my weekend, working on systems and designs, and had something playing in the background when a documentary caught my attention. It was about Vince McMahon and the WWE, and before I knew it, I was completely drawn into his story. The biggest takeaway? Attitude. It got me thinking about how 2024 has flown by, and how we're now at the end of the third quarter. Challenges, obstacles, and successes—we've all been through it. But here's the deal: what kind of attitude are we bringing into this last stretch? Because that's what's going to set the tone for how we close out the year.   The documentary reminded me of the "Attitude Era" in WWE and how it's exactly the mindset we need to bring into this final quarter. Vince McMahon faced intense competition from WCW, and for a while, he was losing—his top talent was jumping ship, and everything felt like it was falling apart. Sound familiar? In real estate, it's easy to get complacent or rely on what used to work. But the truth is, we've got to evolve. We've got to adapt, and most importantly, we've got to have the right attitude. Vince McMahon was losing focus because he was too busy worrying about his competition. It wasn't until he stopped looking at what others were doing and started focusing on himself—the X factor in his business—that things turned around. He went all-in, and as a result, WWE became number one again. It wasn't about fancy systems or relying on others—it was about him interjecting himself into the business. That's what we need to do. Whether you're a veteran agent or just starting, your attitude and your personal involvement are what will make the difference.   We've all seen it: agents who don't adapt to the changing market get squeezed out. But those of us who stay in the game, keep our heads up, and bring the right attitude? We thrive. The fourth quarter can make or break your year, and I've seen agents turn a rough start into a record-breaking finish, simply because they showed up with the right mindset.   Right now, inventory is up. There are 30% more listings on the market than there were just a few months ago. What are you doing about it? Are you holding on to old strategies that aren't working anymore? Or are you having the conversations that need to happen, getting in front of clients, and showing them how you can help? There's real opportunity out there, but it's going to take the right attitude to grab it.   As we head into the final quarter of 2024, it's time to ask yourself what kind of year you want to have. Are you going to coast through the rest of the year, or are you going to step it up and make it a year to remember? Vince McMahon turned his company around because he focused on himself and the value he brought to the table. You can do the same. Your attitude is the X factor. You're the reason clients come to you, and if you show up with the right mindset, the opportunities will come. Reflective Questions for the Reader: Are you focusing too much on your competition, or are you prioritizing what makes you unique? What old habits or strategies are you holding on to that aren't working anymore? How can you interject yourself back into your business to make a bigger impact? What opportunities are you missing because your attitude isn't where it needs to be? How can you create a game-changing fourth quarter by adjusting your mindset today? Notable Quotes from the Episode: "Attitude is everything. It's the foundation of how we're going to accomplish things."   "You're the X factor. People want to hear from you. People want to connect with you."   "We've all faced those challenges. But it's not about what you should've done—it's about what you're going to do now."   "Stop focusing on the competition and start focusing on what makes you unique."   "Have the attitude of abundance—because the opportunities are there, waiting for you to grab them."   This episode is all about realizing that your attitude can change everything. Whether you're riding high or feeling stuck, your mindset is the key to unlocking a strong finish to the year. So, step up, take action, and own your attitude heading into this final stretch of 2024.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Desperation Is A Slow Burn In this episode of Do The Work | Mindset Mastery… I dive into a powerful realization about what truly makes us stand out as an organization. As we enter the final quarter of 2024, I reflect on how far we've come and where we're headed. This isn't just about selling homes—it's about developing agents into business owners who can thrive independently.   It all started with a breakfast burrito after a tough hike up Camelback Mountain. I found myself in conversation with a friend of my nephew, someone who runs a marketing company. He asked me a question that really solidified things for me: What sets Az & Associates apart? And without hesitation, I laid it all out.   We're not your typical real estate company. We don't market to homebuyers or sellers—we're laser-focused on developing agents. Our clients are the agents themselves, and our mission is to support them through coaching, training, and mindset development. That's our passion, and that's why we're here.   I talked about how important it is for agents to take full responsibility for their success. I can't handhold anyone through the process. My job is to provide the tools and perspective, but the work has to be done by the agent. There's no magic fix, no shortcut, and certainly no system—like AI—that can take over for you. Even companies with the best technology, like Zillow, still rely on thousands of employees to make it work. So why do we think it can be automated?   The hard truth is that success in business is not about avoiding the challenges but embracing them. If you're looking for a way to escape the stress, you're in the wrong business. Desperation builds slowly over time, and avoiding the work just makes things worse in the long run. I reminded myself, and my agents, that we have to stay focused on what matters—generating leads, building our brand, and doing the work, day in and day out.   The main takeaway is simple: Know what you want, and do what's required to achieve it. If you're not clear on your vision or are looking for shortcuts, then you're setting yourself up for failure. The pressure and stress will always be there—that's part of the journey. But if you commit to doing the work, you'll realize that the success you're chasing is well within your reach.   Engagement Questions: What's your primary focus right now in your business, and are your actions aligned with achieving it? How are you embracing the stress and challenges that come with growing a business? What “shiny objects” have you been tempted by, and how can you refocus on the essentials? In what ways can you take full responsibility for your own success, rather than relying on others? What's the one thing you've been putting off that could make the biggest difference in your business today? Notable Quotes: “We're not in the real estate business; we're in the business of agent development.” “Desperation is a slow burn... you won't even realize it's happening until it's too late.” “If you think there's a shortcut to success, you're setting yourself up for disappointment.” “All I need to do is the work. So do that.” “If you know what you want, do everything in your power to make it happen.” This episode is a call to action. If you're serious about your business, stop looking for the easy way out and start embracing the work that's required. The rewards are there—you just have to go get them.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

The World Keeps Going In this episode of Do The Work | Mindset Mastery:   Life is both beautiful and ruthless. No matter how much pain we face, the world keeps moving, and it's up to us to decide how we move forward. In this episode, I reflect on life's challenges, from personal struggles to business obstacles, and how we need to be constantly making deposits in all areas of our lives—whether it's our health, relationships, or finances—so that when life inevitably slows down, we have the reserves to get through it. Key Takeaways: The Ruthlessness of Life: Life doesn't stop for anyone, no matter how bad things get. It's a constant flow, and we can't expect others to fix our problems or create our happiness. It's on us to prepare for life's inevitable downturns.   The Importance of Deposits: I talk about the necessity of daily deposits in every aspect of life. These small actions prepare us for the hard times. Whether it's in business, health, or relationships, we're either setting ourselves up for success or failure by the deposits we make each day.   Facing Personal Challenges: I share the story of my cousin, who grew up with me but went down a different path due to the environment he stayed in. Even after life-threatening events, he fell back into old habits and, ultimately, the vice took his life. This story serves as a stark reminder that we are shaped by the choices we make, and it's up to us to decide how we face challenges.   Preparing for Life's Winter: Just like a wildebeest must always be on guard in the wild, we must constantly prepare for the inevitable seasons of hardship. It's about building strength, resilience, and mindset for when things get tough. You can't wait until the last minute to prepare; it has to be an ongoing effort.   Mindset and Resilience: The way we handle adversity is what sets us apart. When life gets tough, most people shut down and fall back into old patterns. The real challenge is to push through, staying aligned with the right habits and mindset that got us where we are. Notable Quotes: "Life is a beautiful, yet ruthless proposition. It doesn't stop, no matter what you're going through." "The deposits I make today are for the challenges I know will come tomorrow." "It's not about magnifying the good times, it's about being prepared for the inevitable winter." "You don't face death like the wildebeests, but you do face the death of your dreams and ambitions if you give up." "Through all the pain and all the success, life keeps going. It's what you do with your time here that truly matters." Reader Engagement Questions: How do you handle life's toughest moments when it feels like everything is falling apart? What daily deposits are you making right now to prepare for your future challenges? Can you think of a time when life kept moving forward despite your personal struggles? How did you manage to get through it? What are some areas in your life where you can make stronger deposits to ensure you have reserves when hard times come? Reflect on a time when you faced an obstacle that seemed insurmountable—how did you overcome it, and what deposits helped you push through? The message in this episode is clear: challenges are inevitable, but how we prepare and face them is entirely within our control. We need to be constantly making deposits, building resilience, and developing the mindset to push through the toughest of times. What steps are you taking today to ensure you're ready for your winter?   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

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

Think, Believe and Live In this episode of Do The Work | Mindset Mastery…   I had a bit of a rough weekend with a bout of sinus pressure that left me feeling less than 100%, but that didn't stop me from pushing through. You see, I've learned that even when life throws challenges my way—whether it's health issues, business setbacks, or personal struggles—I can't afford to take my foot off the pedal. The momentum I've built is too important to let anything slow me down. It's not just about showing up on the days when everything's going right; it's about showing up every day, regardless of the circumstances.   Last Friday, I wasn't feeling my best, but I knew I had to keep moving forward. Instead of letting the day slip away, I focused on what I could do—working from home, putting out ads, and making sure my presence in the market remained strong. This is where the power of consistency comes in. Whether you're in top form or pushing through a challenging day, consistency is what keeps the momentum alive.   As I reflect on this, it reminds me of the importance of environment. Your environment shapes how you think, believe, and live. Surround yourself with people who challenge and inspire you, and you'll find yourself growing in ways you never imagined. That's what we're building at A.Z. & Associates—a community where everyone is pushing the envelope, striving to be better, and refusing to settle for mediocrity.   In fact, just last week, we had 57 agents show up for a training session led by our top producer, Rio. It's moments like these that highlight the power of a supportive environment. Everyone in that room was there to learn, grow, and push themselves to new heights. That's what it takes to succeed in this business—showing up, engaging with the right people, and never losing sight of your goals.   And let's talk about goals for a minute. Whether it's a health challenge, like the one I faced last weekend, or the ups and downs of the real estate market, your goals should be big enough to scare you a little. But more importantly, you need to stay focused and committed to achieving them. That's why I encourage you to think bigger, to push past the limitations you've set for yourself, and to surround yourself with people who lift you up.   Reflective Questions: How do you handle challenges when they threaten to derail your momentum? What steps can you take to ensure you stay consistent, even on tough days? How does your environment influence your mindset and your success? What big, scary goals are you setting for yourself right now? How can you push past the limitations you've placed on yourself? Notable Quotes: "Momentum is too important to let anything slow me down." "Your environment shapes how you think, believe, and live." "Consistency is what keeps the momentum alive." "Surround yourself with people who challenge and inspire you." "Think bigger, push past limitations, and stay focused on your goals." This episode is a reminder that success isn't accidental. It's the result of showing up every day, pushing through challenges, and staying committed to your vision. So, as you head into this week, think about what you can do to keep your momentum strong and how you can create an environment that supports your growth. The opportunities are out there—don't hold back. Let's win.   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Programed To Win Or Fail | Mindset Mastery with A.Z. Araujo   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

Scared Money Makes No Money | Mindset Mastery with AZ Araujo   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

The Great Escape   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

AN INCH FROM CHAOS | Mindset Mastery w/ AZ Araujo   I firmly believe that when you focus on something, put intention behind it, and direct all your energy and effort towards it, you'll create something significant and substantial. By applying this mentality to your business, you'll gain the ability to anticipate moves before they even happen. This process is driven by a desire to refine your methods, improve efficiency, and become better at what you do.   However, stepping away from this process and reducing your effort may result in losing focus. And later, when you return, you may find that those who were once behind you are now ahead. Consistently generating leads then becomes more challenging, along with conversations and conversions. You'll end up questioning what went wrong and how you fell behind.   If you're struggling to adapt to today's market due to interest rates or if you're having difficulty encouraging your clients to take action, it often reflects your own unwillingness to make moves. You attract who you are: if you're skeptical, afraid, or constantly limiting yourself, you'll draw in clients who mirror those traits. If you're inconsistent, your clients will be inconsistent.   You must continue to refine your processes because the way you run your business today should not be the same way you run your business 5 years from now. The market is always changing, requiring better systems, increased efficiency, and new personnel. Having the courage to step beyond just paying your bills and investing in growing your business by bringing others on board is incredibly important. This is the essence of running a business; it's not just about covering expenses but about growth and development.   Tomorrow's real estate market may differ from today's, but having the foresight to pivot and adapt is crucial. Trusting yourself is key. Building your skill set provides confidence, overcoming obstacles brings certainty, and doing the work makes you unstoppable.   QUESTIONS TO CONSIDER: How do you ensure that your focus and intention remain strong over time? Can you recall a time when stepping away from your process led to a loss of focus or progress? How do you work on overcoming skepticism and fear in your professional life?   NOTABLE QUOTES: "If you focus on something, put intention, put all your energy and effort towards it, you're going to grow something very significant, very big." "If you're skeptical, if you're afraid, if you're constantly limiting yourself, then that's exactly the type of client you're going to attract." "The way you run your business today is not the way you should be running it five years from now."   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

  Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

  Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

YOU MESSED UP! | Mindset Mastery w/ AZ Araujo   When things don't go your way, it's easy to feel defeated. You may begin to question yourself, feel helpless, or become desperate. It's common to start feeling like you're not on the right path and to focus on what others are doing as a measure of your own worth.   You cannot lose focus on what got you there to begin with. As a real estate agent, if you've decided to embark on this journey into sole proprietorship, or small business ownership, you cannot seek some type of reprieve. One of the fundamental aspects is to communicate a message, to go out there and market to potential clients, using technology, software, and social media platforms to consistently communicate your message to the real estate marketplace, not just once in a while, but on a consistent basis. This is something that has to be done over and over again. Even though it sounds redundant in your own mind, understand that it takes seven times before your client hears it for the first time.   And yet many newer agents or veteran agents who have found some type of success stop focusing on communicating their message and doing it consistently. For many, once they start seeing files go under contract, they stop doing those things on the front end to focus on the fulfillment side. But what's going to happen down the line when you don't have new deals ready? When your prospects dry up? That's when frustration will begin.   When you feel like you're not meeting your expectations, you become irritated and annoyed by your actions or lack thereof. This self-deprecation, beating yourself up, all these things are internal. You become filled with regret, wishing you had made different choices. You think, "I should have done this and I should have done that." With that regret comes self-doubt. When you go from a high to a low, it's natural to question your abilities.   Hopelessness and helplessness are dangerous places to be because now you're disregarding all your skill sets, all your experience, all your wisdom accumulated throughout the years. It's all about thoughts, not actions. You must acknowledge that you messed up.   All those negative feelings—the shame, the guilt, the self-doubt—you just messed up. You screwed up. It's not that you're incapable or that success will never happen again. You just got a little too comfortable. You stopped doing the fundamentals that got you there in the first place. You just messed up.   It's not that you're not skilled enough to do it right. It's understanding that you lost focus and messed up. But it doesn't mean you lost your experience, your wisdom, or your skill sets. It means you messed up when you started getting busy.   Success comes with huge responsibilities. When you want to produce at a very high level, it comes with responsibilities. But when you start getting those deals, it does not mean you stop doing what got you there to begin with. Why? Because you're going to suffer the consequences later.   As you begin again today, understand that the fundamentals of constantly putting your message out there must come first and foremost. You just have to trust the process and continue to communicate your message, plain and simple.   QUESTIONS TO CONSIDER: How can you ensure you're consistently communicating your message to potential clients? What are the consequences of not maintaining the fundamentals in your business? How can self-doubt and regret impact your performance and decision-making?   NOTABLE QUOTES: "It's easy to start feeling like you're not on the right path and focusing on what others are doing as a measure of your own worth." "Understand that it takes seven times before your client hears it for the first time." "It's not that you're incapable or that success will never happen again. You just got a little too comfortable."   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

WHO DO YOU THINK YOU ARE? | Mindset Mastery w/ AZ Araujo   Manifesting something much greater within yourself should be at the forefront of how you approach the game of life, especially when you're committed to constant growth.   Growth comes with challenges, and through these challenges, you will face moments of being broken. This is a fundamental part of the process, and it's important to keep this in mind as you navigate life's obstacles.   When you're in the thick of these challenges, you might feel frustrated, as if the world is conspiring against you. It's crucial to understand that the path to growth won't always align with your plans. Life rarely goes exactly as we imagine it will, and accepting this reality is part of the journey.   Growth demands a lot from you. It requires taking on great responsibility, overcoming numerous challenges, and maintaining relentless effort. The grind can often feel defeating, draining your motivation and inspiration, making it seem like a constant burden.   Yet, everyone goes through this. It's easy to forget that these struggles are integral to the process. Without self-reflection and thoughtful analysis of your thoughts, frustration can grow, leading you to believe you deserve all the positives without any of the downsides, trapping you in a negative mindset.   But ask yourself: Who do you think you are?   Who do you think you are to sit there and complain about the very life you once dreamed of? Who do you think you are to loathe the process, forgetting that there was a time when living the life you have now was merely a fantasy? Who do you think you are to act like a victim, expecting everything to work out in your favor?   Growth involves accepting both the good and the challenging aspects that push you to the next level. It's almost comical to believe you shouldn't face any challenges. Such entitlement ignores the reality that growth is a constant battle and fight.   Stop complaining and ask yourself again: Who do you think you are?   By having this honest and raw conversation with yourself, you will begin to see the humor in expecting dream results without the accompanying responsibilities. Embrace these responsibilities and meet your challenges with a positive attitude. Be grateful and thankful for the opportunity to push your boundaries. Every problem you face is aligning you with your ultimate goals.   QUESTIONS TO CONSIDER: How do you remind yourself that being broken and challenged is part of the growth process? What strategies do you use to maintain motivation during tough times? How do you practice self-reflection to avoid falling into a negative mindset? In what ways can you change your perspective on challenges to see them as opportunities for growth?   NOTABLE QUOTES: "Manifesting something much greater within yourself should be at the forefront of how you approach the game of life, especially when you're committed to constant growth." "Growth demands a lot from you. It requires taking on great responsibility, overcoming numerous challenges, and maintaining relentless effort."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

  Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

  Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

THE DANGERS OF BOREDOM | Mindset Mastery w/ AZ Araujo   You're going to face challenges within your business; that's expected. However, encountering obstacles doesn't mean you should deviate from your plan. What it does mean is that you need to manage both the planned tasks and the unexpected issues simultaneously. Walking away from one situation to handle another can lead to inconsistency and a lack of progress in your original goals.   When you deviate from your original plan in order to focus on an unexpected hardship or obstacle, your distraction can lead to commitments not being met. It's crucial to maintain a routine and keep your focus on the next steps you need to take. Your job is not to become complacent but to maintain the discipline that got you to where you are. If you're reaping the benefits now but don't continue to do those things that got you to this position in the first place, there are going to be consequences down the line.   Many people excel at a high rate until they encounter a hardship or obstacle. The key is to constantly challenge yourself and avoid boredom, which can sabotage businesses, relationships, and financial stability. Boredom can lead to a lack of discipline, creating risks because a bored person may seek excitement in unproductive ways. This lack of focus and structure can undermine your larger vision and sense of urgency.   To stay on course, you must maintain your discipline and structure. A bored person who lacks these qualities often misses the bigger picture and the urgency required to achieve it. Are you challenging yourself daily? Are you sticking to your routines and living up to your commitments? Are you actively competing in your field?   Focusing on and prioritizing the right actions each day is essential for success. Make the necessary investments in all areas of your life to ensure continued growth and achievement.   QUESTIONS TO CONSIDER: How do you manage unexpected challenges while sticking to your plan? What strategies do you use to maintain your focus and routine? What steps do you take to ensure you are making the right daily investments in all aspects of your life?   NOTABLE QUOTES: "When you deviate from your plan in order to focus on an unexpected hardship or obstacle, your distraction leads to commitments not being met." "Boredom creates financial risks because there is no discipline." "You must focus on doing and prioritizing the right things each and every day."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

CRISIS TO COMEBACK | Mindset Mastery w/ AZ Araujo   It's imperative that you work on improving yourself in all aspects of your life on a consistent basis to create a sense of purpose and drive. By continuously seeking growth, you ensure that you remain engaged and motivated, steering clear of the pitfalls of complacency and stagnation.   As a business owner, you understand that obstacles will come your way. Many agents are affected by these obstacles to the extent that they end up leaving the industry, while others struggle to simply hang on. You must anticipate certain challenges and adjust your actions accordingly, or you'll end up in a loop of disappointment, frustration, and stagnation.   Trusting the process is the most difficult part of it all. Consistently doing the right things over time will get you the results you've always desired, but you must trust yourself. Stay the course and don't deviate from it. When an obstacle occurs, identify where you are and decide whether you will simply accept and adjust accordingly without reverting to your lowest form of habit. By maintaining focus and commitment, you can navigate through challenges effectively and continue moving towards your goals.   QUESTIONS TO CONSIDER: How do you typically respond to obstacles in your business? What strategies can you implement to anticipate and adjust to challenges? Why is trusting the process so important?   NOTABLE QUOTES: "It's imperative that you work on improving yourself in all aspects of your life on a consistent basis to create a sense of purpose and drive." "Consistently doing the right things over time will get you the results you've always desired, but you must trust yourself."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1  

  Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

PEACE, POWER, PROSPERITY | Mindset Mastery w/ AZ Araujo   In your career, there will be highs, marked by success and achievement, and there will be lows, when challenges seem insurmountable. You must understand that these highs and lows come and go, just like the changing seasons.   These downturns, these winters, often bring with them a sense of doubt and questioning. You may find yourself scrutinizing every decision, every aspect of your abilities and judgment. It's natural to feel this way when faced with adversity.   However, amidst this questioning, it's crucial to take a step back and recognize that these seasons are part of the journey. They're meant for analysis, for recalibration, and for recommitment to your goals. Instead of spiraling into negativity, it's an opportunity to reflect on what needs adjustment and to reaffirm your dedication to your path.   Just like the changing seasons, your life requires certain processes and habits to thrive. Yet, in the busyness of life, it's easy to neglect these essential practices. Remembering to prioritize these aspects even in the busiest of times can make a significant difference in how you navigate through the seasons of your life and career. Consistency is key.   The world you inhabit is greatly influenced by your mindset. If you find yourself merely going through the motions, external success or wealth won't provide lasting fulfillment. True contentment and prosperity stem from a deeper connection—to yourself, to something greater than you. It's in those moments of introspection and connection that you unearth the true source of peace and power.   Regardless of the season you find yourself in, the power to find solutions lies within you. By asking the right questions and seeking guidance, you pave the way for growth and progress. Embrace each season as an opportunity for learning and transformation, knowing that with resilience and a clear focus, you can weather any storm and emerge stronger.   QUESTIONS TO CONSIDER: Have you experienced a season of doubt or downturn in your career? How did you navigate through it? What essential practices do you prioritize to maintain your well-being during busy times? How do you cultivate a mindset of resilience and positivity during challenging seasons?   NOTABLE QUOTES: "We need to do a series of things on a consistent basis and at a high level to feel our best." "If it feels like you're just going through the motions, more money is not going to fix that." "Just digging deep within and connecting with something bigger and greater to find that peace, that power, and the prosperity."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

THE SPECTATOR VS THE PLAYER | Mindset Mastery w/ AZ Araujo   Being a player in any game requires work. It can be difficult and often leaves us exhausted, but those types of sacrifices are necessary to put us in a better position. You must remind yourself that the small deposits you make on a daily basis will always put you in a position where you can become a player and stay that player.   There are many indicators in our lives that determine what kind of person we are—The Spectator, The Benchwarmer, or The Player.   THE SPECTATOR:   The Spectator is initially very enthusiastic. They sign up for challenges with fervor but falter when it's time to act.   Rather than taking ownership, The Spectator attributes their inaction to external factors like busy schedules, appointments, or family commitments, evading responsibility. This cycle perpetuates as they remain oblivious to missed opportunities for growth, fixating on excuses instead of engagement.   THE BENCHWARMER: The Benchwarmer gets in the game from time to time and shows they can play with the elite. They display glimpses of excellence, but struggle to maintain momentum.   Despite their promising initial efforts, The Benchwarmer ends up retreating to the sidelines, plagued by self-doubt and over complication. Though they acknowledge their shortcomings, they dwell on past failures, hindering their progress.   Their journey begins with promise but wanes as challenges intensify, leading to a cycle of self-loathing and stagnation.   THE PLAYER:   When the Player says they're going to do something, they get it done. Their word is gold. The Player approaches each challenge as an opportunity for growth. They meet the challenge with diligence and accountability. The Player understand all the tasks, generate leads, market every day, follow up, make phone calls, and just do the work. They do whatever it takes to complete the task at hand. They are committed and they execute.   QUESTIONS TO CONSIDER: Which role do you currently identify with: spectator, bench warmer, or player? What strategies can you implement to maintain consistency and commitment? What motivates you to excel and perform at your best in your endeavors?   NOTABLE QUOTES: "There's no reason to over-complicate the process."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

SMALL DEPOSITS LEAD TO BIG RESULTS | Mindset Mastery w/ AZ Araujo   When small, positive deposits are made consistently over time, growth will occur in leaps and bounds. Every effort, no matter how small, contributes to the bigger picture.   With growth, there will always be lessons to learn. Building resilience becomes essential as you push past obstacles & negativity. Yes, there may be sleepless nights and moments of stress, but they are temporary. Every setback is an opportunity to learn and grow stronger.   Yet, despite your best efforts, storms will come. Problems will arise, regardless of how diligently you've worked or how many deposits you've made. The true test lies in your preparedness to face these challenges head-on. Will you be ready when the storm hits? If you're prepared, the storm is quick, it's fast, it's swift—and if you're not, it lasts, it lingers, it pours on you.   Remember, the success of your endeavors ultimately rests on your shoulders. You hold the power to navigate through uncertainties and adapt to changes. Your ability to interpret situations and navigate through them will shape your long-term success. Embrace the certainty that you can be powerful under any circumstance.   QUESTIONS TO CONSIDER: What small, consistent deposits can you make to foster growth in your personal life or within your business? How do you currently handle challenges and negativity? Are there ways to build more resilience?   NOTABLE QUOTES: "Small, consistent deposits will always yield big results." "Situations constantly change. Your interpretation and your ability to navigate through that will determine what your fortune is long term."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1

THE COMEBACK | Mindset Mastery w/ AZ Araujo   In the wake of the recent NAR settlement and our constantly changing market, you may have found yourself surrounded by a whirlwind of fear-mongering and negativity within our industry. Interestingly, much of this negativity isn't stemming only from external sources but also from your own colleagues and fellow agents.   Whether you're a seasoned veteran or a newer agent, you might have felt the impact of these changing times in various ways. If you're a veteran agent, perhaps you've noticed a shift in your ranking among the Top Producers for the past quarter, struggling to bounce back to your normal sales levels. On the other hand, if you're a newer agent, you might be encountering discouraging remarks about your experience and commitment level, with some suggesting that leaving the industry might be your best option.   It's not uncommon for personal challenges to compound with professional setbacks, leading to a sense of overwhelming weight and a cycle of negative thoughts and emotions. This cycle can spiral into inaction, eroding your confidence and certainty over time. Without the proper coping mechanisms, these negative feelings can deepen, trapping you in a cycle of overthinking and over-complicating matters.   However, it's crucial to realize that you have the power to break free from this cycle. Recognizing when you've reached your limit and making the decision to stage your comeback is the first step. The ability to bounce back is always within you, even if it may feel obscured by false beliefs fueled by negative thoughts and emotions.   Your ability to come back is to stick to a simple game plan and just do that over and over again. Stick to a straightforward game plan and execute it consistently. If your routines are sporadic, your results will be sporadic as well.   Remember, challenges are inevitable in both business and life. Reflect on your past triumphs and draw strength from what you've overcome before. It's time to reclaim your resilience and face the challenges ahead with confidence and determination.   QUESTIONS TO CONSIDER: Have you noticed an increase in negativity or fearmongering among your colleagues and fellow agents recently? Do you find yourself caught in a cycle of negative thoughts and emotions when faced with setbacks or challenges? What strategies do you employ to cope with adversity and maintain resilience in your professional life?   NOTABLE QUOTES: "Your ability to come back is to stick to a simple game plan and just do that over and over again." "If you don't get back on our game, you'll be stuck in constant fear, constant panic, & under constant stress."   Visit our website @ https://badassagents.com/home   Follow A.Z. Araujo on: Instagram @azaraujo1 Twitter @azaraujo2 Facebook @ azaraujo1 TikTok @azaraujo1