In this episode of Do The Work | Mindset Mastery...

I found myself reflecting on the journey that brought me here. It has been a week filled with gratitude and appreciation for what we are building at A Z and Associates, and the moments that continue to shape who I am. Last week Carla and I had the chance to sit with the Lions team for their meeting, and instead of teaching, we were asked questions. Questions about our past, about the struggles we lived through, and how we found a way to rise. It forced me to revisit what shaped the success we have today, not only in business but in our marriage, in our finances, and in our belief that we could rebuild everything we once lost.

When I think about that time, I remember how consumed I was by loss. The debt, the lawsuits, the fear of opening the door, the nights I could not sleep because I was drowning in worry. I punished myself for years, sitting in a dark place where I could not appreciate my life or my family. I missed moments with my daughters because I was stuck staring at everything I did wrong. What I did not realize then was that I was only in my twenties, and my whole life was still ahead of me. Five years later everything changed. Ten years later it changed again. Fifteen years later I could barely recognize that version of me.

Every problem had a solution. Every mistake had a way forward. I just did not see it because I refused to get up and keep moving. If I could go back I would tell myself to dust off and trust the process. Life gives us the chance to redeem ourselves, but only if we stop sitting in the pit.

That reflection followed me into the next day as we hosted our top producers roundtable. This room was filled with new faces, people who once looked at that lunch on social media and said I want to be in that room. And they are. They stepped toward their vision. They spoke it out loud. They worked until that moment became real.

We took the group through a vision plan exercise, something I personally live by. I keep an album in my phone labeled vision plan filled with images and statements of everything I want to build. When I looked at my album from two years ago, I realized I have already accomplished ninety percent of it. Some goals took months, others years, but each one reminded me of what is possible when you see it every day and work toward it with intention.

A vision gets you started, but a standard keeps you going. That came up again when I sat in church and listened to the pastor speak about the standards we must set for our own lives. Standards give you the certainty that solutions exist. When I began to create the right habits, when I woke up enthusiastic and ready to compete, I found answers faster. But waking up full of fear, full of anxiety, with no discipline to counter it, only drags you deeper.

The prime 3 deposits are a standard. Taking care of your body. Feeding your mind. Becoming a student of your business. Those standards pulled me out of the darkest places of my life. They allowed me to overcome things most people will never experience.

Enthusiasm ties it all together. I heard a story on a podcast about how airport dogs are chosen. They are not selected based on breed. They are selected based on enthusiasm. The dogs that pace, bark, jump, and engage with people are the ones they take. Not the ones laying quietly hoping for pity. Enthusiasm fuels curiosity. Curiosity fuels action. Action creates separation.

When I look at our top thirty, I see that same energy. They show up hungry. They learn fast. They execute immediately. They do not wait for the perfect moment. They create the moment through action. That attitude compounds quickly and becomes momentum.

We are heading into the final five weeks of the year and I see the enthusiasm in those who are still pushing. Some agents are chasing two more deals. Some are chasing four. They want to hit the stage at Ignite. They want to finish the year strong. While the rest of the industry is slowing down, they are speeding up. And because they are moving with intention, they will get what they are chasing.

Most agents take it easy during the holidays. They convince themselves that buyers and sellers disappear. But those who outwork, out market, and out focus the competition will dominate the month of December. If you treat these next five weeks with fire, you set yourself up for the strongest start to 2026.

I expect next year to bring challenges. I expect competition to rise. That is exactly why I stay in the lab, sharpening every skill, adjusting every system, and preparing for what is coming. That certainty comes from the standards I live by. If you want to rise, you must build the standard long before the results show up.

Reader reflection questions

1. What standard do you need to recommit to in order to face your next challenge with certainty instead of fear
2. Where has your enthusiasm faded, and how would your results change if you restored it
3. What is one vision you can bring closer to reality by taking action on it today instead of waiting for the perfect moment

Notable quotes

1. "A vision can get you going but a standard is what keeps you going."
2. "Everything has a solution but I wasted years sitting in the pit convincing myself I had none."
3. "Enthusiasm creates separation because it turns curiosity into action."

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