Do The Work | Mindset Mastery

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:

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For Real Estate Agents in AZ:

Learn more about Do The Work Coaching and A.Z. & Associates:

• dothework.com/azaa

 

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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:

1. What’s your primary focus right now in your business, and are your actions aligned with achieving it?
2. How are you embracing the stress and challenges that come with growing a business?
3. What “shiny objects” have you been tempted by, and how can you refocus on the essentials?
4. In what ways can you take full responsibility for your own success, rather than relying on others?
5. What’s the one thing you’ve been putting off that could make the biggest difference in your business today?

Notable Quotes:

1. “We’re not in the real estate business; we’re in the business of agent development.”
2. “Desperation is a slow burn... you won’t even realize it’s happening until it’s too late.”
3. “If you think there’s a shortcut to success, you’re setting yourself up for disappointment.”
4. “All I need to do is the work. So do that.”
5. “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:

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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:

1. "Life is a beautiful, yet ruthless proposition. It doesn’t stop, no matter what you’re going through."
2. "The deposits I make today are for the challenges I know will come tomorrow."
3. "It’s not about magnifying the good times, it’s about being prepared for the inevitable winter."
4. "You don’t face death like the wildebeests, but you do face the death of your dreams and ambitions if you give up."
5. "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:

1. How do you handle life’s toughest moments when it feels like everything is falling apart?
2. What daily deposits are you making right now to prepare for your future challenges?
3. Can you think of a time when life kept moving forward despite your personal struggles? How did you manage to get through it?
4. What are some areas in your life where you can make stronger deposits to ensure you have reserves when hard times come?
5. 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:

1. 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.
2. 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.
3. 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.
4. 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.
5. 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:

1. When was the last time friction threw you off your game? How did you handle it?
2. Are you consistently making deposits into your business, even when things are going well?
3. How has a lack of confidence or consistency affected your marketing or lead generation efforts?
4. Are you expecting results based on effort, or are you focused on delivering real value?
5. What’s one area in your life or business where you can take more personal responsibility today?

Notable Quotes:

1. "The disparity between what you envision and what you actually have is friction."
2. "You have to anticipate friction, because it's going to be there whether you're ready or not."
3. "It's not a leads problem; it's a confidence problem. And that confidence is eroded by inconsistency."
4. "If you think things are tough now, you have no chance at the next level."
5. "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:

1. How do you handle challenges when they threaten to derail your momentum?
2. What steps can you take to ensure you stay consistent, even on tough days?
3. How does your environment influence your mindset and your success?
4. What big, scary goals are you setting for yourself right now?
5. How can you push past the limitations you’ve placed on yourself?

Notable Quotes:

1. "Momentum is too important to let anything slow me down."
2. "Your environment shapes how you think, believe, and live."
3. "Consistency is what keeps the momentum alive."
4. "Surround yourself with people who challenge and inspire you."
5. "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:

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• shop.dothework.com

Programed To Win Or Fail | Mindset Mastery with A.Z. Araujo

 

Follow A.Z. Araujo on Social Media:

• Instagram: @azaraujo
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• 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:

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Scared Money Makes No Money | Mindset Mastery with AZ Araujo

 

Follow A.Z. Araujo on Social Media:

• Instagram: @azaraujo
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• 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:

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• bigmoneybrokerage.com Join my mailing list for updates!

 

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The Great Escape

 

Follow A.Z. Araujo on Social Media:

• Instagram: @azaraujo
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For Real Estate Agents in AZ:

Learn more about Do The Work Coaching and A.Z. & Associates:

• dothework.com/azaa

 

Upcoming Events:

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• bigmoneybrokerage.com Join my mailing list for updates!

 

New Do The Work Gear:

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