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• dothework.com/azaa

 

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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:

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• • 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
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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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Light It Up

 

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• dothework.com/azaa

 

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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:

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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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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
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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:

If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit:

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New Do The Work Gear:

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• 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
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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

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
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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!

 

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
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• 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:

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:

Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more:

• shop.dothework.com