Do The Work | Mindset Mastery

In this episode of Do The Work | Mindset Mastery

I sat with a powerful question: What are your results really telling you about your commitment?

Over the past six months, I've watched this organization hit record breaking numbers. It's been our most successful year yet not because the market gave us a break, but because individuals decided to make real, lasting commitments. Not talk. Not hype. But real follow-through. And I've felt it in every part of my life, not just business.

I used to chase results thinking it was all about grinding harder. But what I've learned and what I've seen in the agents around me is that your results are never random. They are the byproduct of one thing: your level of commitment. Not your mood. Not your circumstances. Not what your spouse is doing or not doing. Just your commitment.

This hit me even more when I got invited to play pickleball with my daughters. I almost said no. It was late, I had to wake up early the next day, and I had a full plate. But I realized something: the invite itself was the win. That invitation is the result of the time I've poured into that relationship. The way they love and respect me is not accidental. It's the fruit of showing up over and over again.

And that's what this episode is all about. The results you have today in your health, your marriage, your business, your confidence they all come down to one thing: how committed you are and what you're doing about it.

You can say you want something, but if your actions don't match up, the fruit doesn't lie. I've watched Carla say no over and over again to things that others give in to. And the result? Everyone wants to know how she looks the way she does. But they don't see the daily discipline. They don't see the Tupperware or the missed meals. That's what commitment looks like in action.

I've said it before, and I'll say it again by their fruits, you shall know them. You can say you're committed, but your body, your bank account, your relationships, your business they will all tell the truth.

This episode is an invitation to reflect. To take inventory. Because there's no success without sacrifice. And the gap between where you are and where you want to be? That's called work. Not just any work. The work. The intentional, consistent, focused kind that most people avoid because it forces them to face themselves.

But that's the work I've chosen. That's what's created the results you see today. And the best part? You can do it too. But it starts with a decision. And then it moves with execution. Every day. Whether you feel like it or not. So what are you going to do about it?

### Reader Reflection Questions:

1. Where in your life are you saying you're committed, but your results say otherwise?
2. What decisions have you been avoiding that, if made today, would begin transforming your outcomes?
3. How would your life change if you approached your relationships, business, and health with the same intensity and focus you say you want your results to reflect?

### Notable Quotes:

• "Show me your results and I'll show you your commitment."
• "The win wasn't playing pickleball. The win was getting invited."
• "By their fruits, you shall know them."

Let's go. Let's do 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

In this episode of Do The Work | Mindset Mastery, I unpacked a concept that has kept me focused, grounded, and moving forward through every high and every low: the Now What theory. It's a simple phrase with powerful implications, and I've been leaning on it more and more as I continue to build our training systems, grow the brokerage, and evolve both as a leader and business owner.

### Obsession With Progress or Obsession With Competition

I found myself reflecting on how easy it is to get caught up in what others are doing how another brokerage is scaling, what agents are posting on social media, how many deals someone else just closed. That kind of comparison does nothing but drain your energy. I've been there. Hitting 300 million in sales should have felt like a celebration, but instead, I saw someone else hit a billion and suddenly my win felt like a loss. That's the trap.

Every time we compare, we leak power. We trade focus for anxiety. And every moment spent obsessing over what someone else has achieved is a moment taken away from building something meaningful for ourselves.

### The Real Trigger

So I stopped asking, Why are they ahead of me? and started asking, Now what am I going to do about it?

That one question has reframed my entire perspective. Whether it's a team member leaving, a deal falling through, or watching someone boast about numbers that don't even match public records my work is not to prove them wrong or call them out. My job is to get back to work. Get better. Make improvements. Stay in motion.

When you feel triggered by a loss, a betrayal, a comparison, a bad review ask the question that actually moves the needle. Now what?

### The Training System That Changed Everything

This mindset is exactly how I built the training system we have today. It didn't come from copying anyone else. It came from frustration. From falling short. From having to record, rerecord, pivot, scrap, build again, over and over. And now? We've got the best sales per agent ratio of any major brokerage because I focused on what I could control.

One video at a time. One module at a time. One consultation. One workshop. That's how it all grew. And that's how it's still growing.

### Protecting Your Energy

Any time you spend your energy trying to stifle your competition, gossip about an ex staff member, or worry about someone taking your clients, you're avoiding your real work. The truth is, if a client can be taken, maybe you didn't do what was required to keep them. That's a hard truth. But it's the only one that will help you grow.

The goal is not to suppress someone else's business. It's to improve yours. Obsession over your competition is energy lost. Obsession over your mission is momentum gained.

### It's Not a Race

You don't need to be first. You just need to keep going. Wanting more is not the problem. Obsessing over how someone else got more is.

You finally got that deal? Great. Now what are you going to do about it? You had your best month ever? Good. Now what?

There is no finish line. So stop acting like you just crossed one. Keep the momentum. Keep the obsession on your progress not theirs.

### Reflect and Apply

1. Where in your life or business are you currently obsessing over someone else's success instead of focusing on your next move?

2. What trigger recently caused you to feel like you weren't doing enough? What is your Now what response to that?

3. What small, immediate action can you take today that brings the focus back to building your business?

### Notable Quotes

"Every time we compare, we leak power."

"Obsession over your competition is energy lost. Obsession over your mission is momentum gained."

"The real question is never about them. It's always: Now what am I going to do about 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

In this episode of Do The Work | Mindset Mastery, I dive into something we all face but rarely talk about openly—what happens when the darkness hits. When you've been betrayed, when things fall apart, when you feel like you've lost everything and the pain is just too much. It's that quiet moment where negativity creeps in and starts to control your every thought, paralyzing you and making you forget how powerful you actually are.

I shared where I've been—flat on my back, both figuratively and literally, unable to get up because the weight of failure, financial struggle, and shame was too heavy. That energy is real. It strips you of your memory, your growth, your accomplishments. It makes you forget that you've already overcome so much. It turns every little thought into fear, every memory into regret.

But here's the shift. That pain, that shame, those dark moments—those can be the fuel. I don't try to erase them anymore. I tap into them. Not to wallow, not to relive the suffering, but to remember that if I got through that, I can get through anything. Every one of those painful moments gave me a skill set, a lesson, a mindset that made me who I am.

I use that memory now like a weapon. I remember how it felt to be broke, to feel like a failure, to be belittled. But now I say, let me show you what I'm made of. Let me show you that same energy can push me forward.

This episode is a reminder that you're not broken. You're battle tested. The power of negative energy is real, but so is your ability to flip it. You've already proven you can overcome. And if you can remember that—if you can tap into that place without drowning in it—you become unstoppable.

### Reflect on This:

1. What is a painful memory you usually try to forget—but could actually use as fuel for your next move?
2. Are you dwelling in your past pain or using it to push yourself forward?
3. How can you remind yourself daily of how far you've already come?

### Quotes to Remember:

• "That negative energy is so strong that if it could break me, it can also make me."
• "You are undefeated. You're still here."
• "If I can get through that, I can definitely get through this. Let me show you what I'm made of."

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 open up about something that we all carry but rarely stop to dissect: guilt. It's sneaky. It creeps in during the quiet moments after long work weeks, during family decisions, and when we feel stretched too thin. This episode wasn't just about a spontaneous trip to Universal Studios with my daughters. It was about understanding how guilt can distort our memories, cloud our judgment, and keep us from truly being present. But more importantly, it was about choosing what to do with that guilt right now.

Over the years, I've told myself stories. That I worked too much. That I wasn't present enough. That I didn't have patience. And while I believed those things, my daughters remembered something different. They remembered the volleyball practices. They remembered Disneyland. They remembered me showing them how to edit on their iPads. And it made me realize how powerful our own stories can be and how wrong we are when we let guilt rewrite our legacy.

I almost let my own guilt steal an opportunity to create a powerful memory with my daughters. I almost passed on a trip that turned into one of the best experiences we've had together. The reality is, we work hard to earn that flexibility, but if we don't take action in the present, guilt will always convince us we don't deserve it.

This lesson isn't just for home it applies to business too. Guilt from not following up. Guilt from not posting. Guilt from not showing up strong for your clients. We sit in that space and call it accountability, but accountability without action is just self-punishment. You say you take responsibility but then what? What are you doing right now to change it?

It's time to stop looking back at where we fell short and start doing something right here, right now. One call. One text. One post. One moment of presence. That's where expansion begins. And when you take that action now, it doesn't just shape your future. It transforms your past and your present too. Expansion grows every way, not just forward. The guilt doesn't have to weigh you down if you're willing to move.

Ask Yourself

1. What guilt have you been holding onto that's slowing down your growth or happiness?
2. What is one action you can take today to move forward in your business or relationships?
3. How might your story change if you stopped focusing on what you didn't do and started acting on what you can do now?

Notable Quotes

• "We can all feel belittled by what we have. Or we can just think about what we can do right now to get a little closer to that bigger vision."
• "Time doesn't necessarily mean quality. You don't have to sabotage one or the other. You can do both."
• "Accountability without action is just self-punishment."

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 the podcast, I talk about something that's always been at the core of our success—preparation. And not just the idea of it, but what it really looks like when you execute with focus and intention. Whether you're brand new to the business or already have years under your belt, preparation will always be the key difference between the ones who succeed quickly and those who stall out. I've seen both. This week I reflect on the stories of agents who are dominating just days into the industry, and others who finally broke through after a rough season—both because they committed to preparing.

The Difference Between Ready and Not Ready

This week reminded me how fast things can move when the vision is clear and the effort is real. I shared the story of an agent who was just four days in and already locked in a listing appointment, followed up, secured the deal, and had everything signed. Why? Because she followed the plan. She watched the trainings. She asked questions. She relied on her life experience and put in the work. She didn't wait for me or Carla or a transaction coordinator to hold her hand. She prepared ahead of time and executed when the opportunity came. That's what real leadership looks like.

Then there's the flip side. The agents who hesitate. Who sit on their hands waiting to be walked through every step. And when that happens, there's no growth. There's no confidence. There's only delay. Preparation means owning your business. Knowing where the resources are. Watching the trainings. Practicing the calls. Having the hard conversations with clients before they blow up the deal.

It's Not About Experience, It's About Preparation

I brought up something I've been saying a lot lately—lack of experience does not mean lack of preparation. We have agents passing their licensing exams in two weeks, others taking two years. What's the difference? Not intelligence. Not talent. It's how focused and committed they were. The effort is the same, it's just spread out for some over years instead of weeks. And this mirrors how agents get into production. Some take six months to land their first deal. Others, just six days. The key is preparation—knowing what you're doing, where to go, and who to call when it gets real.

Leverage Your Past, Own Your Process

We also talked about how our experiences prepare us long before we realize it. I shared how my daughter Abigail stepped up to work a booth at a real estate career expo. No hesitation. No excuses. And while she might not have had the experience, she's been in this game since she was three years old. Watching, listening, learning. Just like many of you, you've already done hard things. You've already solved big problems. That makes you ready now. It's just about applying that same mindset to this business.

Stop Waiting, Start Acting

This episode wasn't just for new agents either. I had a conversation with a veteran who had hit a wall, forgetting what he was made of. After a few adjustments, he's now sitting on seven deals in escrow. The difference was not more knowledge. It was remembering who he is. Preparation is not just a checklist. It's an energy. A commitment to being in control of your process and not blaming the market or the news or your circumstances. You have to move with vision. Take action with intention. Stop stalling and start preparing to execute.

Reader Reflection Questions

1. Where in your business are you waiting for someone to walk you through the steps instead of preparing ahead?
2. How are your current actions aligned with the vision you say you want?
3. What past experiences can you tap into right now to give you confidence to move forward?

Notable Quotes

"Lack of experience does not mean lack of preparation."

"It's not your buyer's fault they can't decide—it's your fault for not preparing them."

"She wasn't afraid of losing the listing. She was more committed to winning 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

In this episode of Do The Work | Mindset Mastery…

I had a real conversation with myself—and with you—about something we all deal with but rarely confront: negative self-talk.

There's a lot of talk out there about surrounding yourself with the right people, the right environment, the right energy. But what if the loudest, most destructive voice holding you back is your own? That was the gut check I had recently. This episode is about identifying that internal dialogue—the one that chips away at your confidence, breaks your momentum, and quietly convinces you that you're not enough. I'm here to call it out, and I hope you do the same.

I opened up with the idea that we tend to blame our lack of results on the people or situations around us. "If only I had better support... If only I had different friends... If only I went to a different school." And while your surroundings domatter, they don't follow you 24/7. You do. Your thoughts do. That voice in your head? It's with you all the time. And for most people, it's brutal.

I broke down how this inner voice often defaults to self-sabotage. We say things like, "I always mess this up," "I can't figure this out," "I'm not good at that," and somehow we think those statements are just facts. They're not. They're stories—usually planted by someone else and watered by us over the years until they feel real.

I used the example of how I check my daughters immediately when they start using language like "I always fail" or "I can't." I do it because I know how damaging that type of speech can be if left unchecked. We would never allow someone to speak to our kids that way. But we allow it from ourselves. And we do it every day.

I also talked about that water experiment from a Japanese researcher. Two containers of water were spoken to—one with love and gratitude, the other with hate and insults. When frozen, the one with positivity formed beautiful crystals. The other? Chaotic mess. That's how powerful energy is. Our thoughts carry weight. They shape everything—our behavior, our momentum, our outcomes.

You want to grow your business? You want to improve your relationships? It starts in your head. The problem isn't your marketing skills, or your tech knowledge, or the people around you. It's what you believe about yourself when no one else is around. And if you don't change that story, you'll keep fighting the same internal war day after day—exhausted and stuck.

Listen, it's easy to point fingers—to blame your environment, your upbringing, even your brokerage. But the truth is, the battle is in your mind. The biggest tyrant you face is the voice inside you. So check that voice. Challenge those stories. Remember all the times you overcame, all the times you pushed through. Use that as fuel. Because we still have seven months to turn this year around—and I know you're capable of it. I see it in you, even if you don't yet. Reader Engagement Questions

1. How often do you catch yourself using negative language about your abilities?
2. Where do you think those stories about your limitations originally came from?
3. What are some personal wins you've had that prove you're capable?
4. How would your life change if you spoke to yourself like you speak to someone you love?
5. What's one phrase of positive self-talk you can commit to saying daily for the rest of the year? Notable Quotes

• "You are the average of the five people you spend the most time with. What if one of those people is you?"
• "If you said out loud to someone else the things you say to yourself, it would be considered abuse."
• "Thoughts are energy. Words are energy. And what you water will grow."
• "Your business isn't struggling because of a lack of skill—it's struggling because of how you talk to yourself."
• "You've overcome more than you give yourself credit for. It's time to remind yourself of that daily."

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 reflect on a powerful moment that unfolded on Camelback Mountain—me, surrounded by 25 people who are all fighting for something greater. That climb wasn't just a hike. It was a metaphor for what this life is really about: choosing the hard things, getting uncomfortable, and proving to yourself that you can handle more. Camelback is no joke. You feel it in your legs, your lungs, your thoughts. But it teaches you—if you're willing to pay attention. Just like this business. Just like this life. I've been doing this for 21 years. That's 21 years of doubt, resistance, setbacks, and the heavy weight of comparison. There were days when I questioned if anything would ever work. Times I looked at others and felt like I was falling behind. And even today, when I post success or share a win, I know some people get triggered. One guy even commented, "Y'all too much new money. Quit showboating." And I get it. But here's what he—and maybe others—don't understand: this is new money. Not inherited. Not luck. I wasn't handed tools or a roadmap. I had to build all of it from scratch. And what you see now? That's the result of sacrifice, consistency, and refusing to play the victim. I used to live in survival mode—where a $50 cable bill felt like the end of the world. And I've watched people give up on big dreams over something like a $75 office fee. That's not a money problem. That's a mindset problem. And I had to crush those patterns to become who I am today. A journal entry from 2018 reminded me just how far I've come. I was overwhelmed. Depressed. Losing agents. Losing momentum. I wrote, "You want good? It's not easy. You want more? It's not easy. You want success? It's not easy." But I kept showing up. I changed my thoughts, and with that, I changed my reality. So if you're in a moment where you feel behind, not good enough, not smart enough—hear me: you're not stuck. You're not broken. You just have to take that next step, even if it's small. Even if it's scary. And if your growth is triggering people around you? That's okay. Your purpose is louder than their opinions. Let them talk. You keep moving. 🟡 Reader Reflection Questions: What "Camelback Mountain" in your life are you avoiding because it feels too hard or inconvenient? How are you letting old stories or limiting beliefs stop you from building your future? When you feel overwhelmed, do you shift the focus back to what you can do right now? Have you ever let someone else's opinion stop you from showing up authentically? What small challenge in your life right now can you tackle to prove to yourself that you're ready for more? 🔥 Notable Quotes from This Episode: "Camelback Mountain will leave you questioning your life choices—but that's where growth lives." "It's not a leads problem or a closing problem. It's a confidence problem." "Your purpose is far greater than their opinion." "My dark thoughts create a dark life. I need to shine the light on the problem." "I'm not showboating. I'm showcasing what's possible if you refuse to quit." Keep doing the work. Keep pushing the envelope. You're closer than you think.

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 break down a powerful topic that most of us deal with regularly—our emotional response mechanisms: fight, flight, freeze, and fawn. While these are often discussed in the context of trauma, they show up in business every single day. And if we're not careful, our default reactions can destroy deals, strain relationships, and burn us out. The Real Difference Between Desperation and Discipline Most people think fight is always a good thing—that if you're willing to fight, you're strong. But that's not always true. Fighting out of panic or fear usually creates chaos. I've done it myself. I've blamed, I've lashed out, I've let emotions take the wheel—and all it did was cost me time, money, and relationships. But when you fight with discipline—when your fight is built on routines, consistency, and focus—that's where real results come from. That's when you're not just reacting to problems, you're responding from a place of power. "There's no motivation in marketing. There's no motivation in putting videos out there. It just has to be done because you're a business owner." Stop Blaming. Start Leading. We talk a lot about accountability, but I want to emphasize something: Blame kills leadership. I've watched agents panic when a deal goes sideways and immediately start pointing fingers—at the lender, at the title company, at everyone but themselves. And trust me, I get it. It's easy to blame. But blame does nothing to fix the problem or prevent it from happening again. When I coach my agents, I remind them: it's your deal. It's your responsibility. You've got to stop assuming everything will run smoothly just because someone said it would. You're the leader of the transaction. You need to check in. You need to follow up. You need to manage the emotions, not add to them. Fight, Flight, Freeze, Fawn—The Business Translation These response styles are more than just psychology. They show up in how we handle conflict, stress, and decision-making in real estate. Fight (Desperation): Emotionally charged, reactive, short-term. Leads to burnout and regret. Fight (Discipline): Calm, structured, strategic. Built on routines like marketing daily, showing up consistently, and setting client expectations early. Flight (Desperation): Avoidance. Ignoring client calls. Delaying hard conversations. Flight (Discipline): Strategic withdrawal. Reassessing a bad deal or stepping away from toxic clients. Freeze (Desperation): Paralysis. Overthinking. Perfectionism. Freeze (Discipline): Meditation. Creating space to think clearly before reacting. Fawn (Desperation): People-pleasing. Lowering commission. Letting clients dictate strategy. Fawn (Discipline): Leading with empathy and boundaries. Delivering facts while honoring your value. "Ownership is quiet and undeniably powerful." Real Leadership Isn't Loud I've learned this the hard way. When you're the first to scream, the first to point fingers, it might feel powerful—but it's weak. The real power is in ownership. It's in taking control of your emotional responses, not letting fear or frustration drive your decisions. You want to succeed long-term in this business? Build routines. Practice discipline. Stop reacting. Start responding. Quick Reflection Questions When things go sideways, do I respond with discipline or desperation? What routines do I need to strengthen so I can lead from a place of calm? How often do I blame others instead of reflecting on my own process? Do I recognize when I'm emotionally reacting versus logically responding? Which response mechanism—fight, flight, freeze, or fawn—do I default to under pressure? 5 Notable Quotes "Fighting out of frustration is short term. Fighting with discipline builds long-term success." "Blame is easy. Ownership is powerful." "Motivation has nothing to do with execution—it's about non-negotiables." "Strategic flight isn't weakness. It's knowing what and who not to work with." "Freeze isn't always fear. Sometimes it's power in the pause." Final Thought: You can't control every curveball in this business. But you can control how you show up to it. Build the foundation—discipline, routine, awareness—and let that guide your response, not emotion. That's how you win long-term. Let's 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

In this episode of Do The Work | Mindset Mastery… I get real about the peaks and valleys that come with building a business and the deeper reason many of us feel stuck or burnt out. For a long time, I chased money. That was the goal—build the business, stack the cash, hit all the milestones I thought would bring fulfillment. And for a while, it worked. But it never lasted. The truth is, when your only motivation is money, you'll eventually lose steam. I've been there. I lost millions. I bought all the investment properties, I played the part, but I was empty because I wasn't doing anything that actually inspired me or helped others. It wasn't until I started pouring into people—sharing my experiences, mentoring my team, and opening up about my struggles—that things shifted. My energy came back. My purpose got sharper. I realized the key to long-term success isn't just about closing more deals or getting the next big check—it's about being responsible for more than just yourself. When you focus on helping others grow, whether it's your team, your kids, or someone just starting out, it lights something up inside of you. That fire can't be faked, and it doesn't burn out as quickly. This past Sunday, I went to church with Carla. The message was clear: To grow, you must strengthen others. It hit me hard, because that's exactly what's kept me going. It reminded me of Joshua 1:9—Be strong and courageous...Sometimes we need that reminder. We've got people watching us, depending on us, even if we don't realize it. And that should drive us more than any paycheck ever will. If you're on the edge of quitting—whether it's in business, in a relationship, or with your goals—step back and ask yourself: Who needs to hear your story? Because your story might be the exact thing that keeps someone else from quitting too. Ask Yourself: Am I building something just for myself, or am I investing in others too? What distractions have pulled me away from focusing on my business? Who in my life could benefit from hearing my journey? How have I handled setbacks in the past, and what did they teach me? What kind of foundation am I leaving for the next generation? Notable Quotes: "Money is only a motivator when you're broke." "If you quit sharing your story, it's easy to hide in the shadows." "The path to riches is investing in your own business, not distractions." "Helping others is a responsibility—and it pays back tenfold." "Don't quit. You might be one layer away from everything changing."

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 shared a real Monday morning filled with unexpected disruptions—starting with something as small as waking up late—and how that set off a domino effect of emotional reactions. From a missed alarm to trademark issues and scheduling mix-ups, I found myself caught in a cycle of frustration, doubt, and emotional spiraling. But through that chaos, I was reminded that the resistance—those distractions and setbacks—is the plan. It's what sharpens the edge. The key is not avoiding it, but learning how to navigate through it. The core message here is about emotional composure. When things go sideways—and they will—it's not about losing the plan, it's about adjusting without letting your emotions hijack your day. Whether you're dealing with a client ready to cancel a deal, or facing a commission cut that feels like a slap in the face, you've got to keep your head straight. I saw this play out with agents who were close to throwing away everything they worked for because they were emotionally charged and forgot their own value. But the moment they paused, recalibrated, and shifted their mindset, they regained control and got results. There's power in that narrative shift—from "this is happening to me" to "this is happening for me." That's the gap between scarcity and certainty. Between blowing up a deal or holding the line on your worth. Between staying stuck or evolving into a stronger version of yourself. This episode is a call to take back your focus, stay rooted in your game plan, and don't let momentary resistance cause permanent detours. Reader Reflection Questions: What situations have recently caused you to react emotionally instead of logically? Are there patterns where you've allowed setbacks to derail your progress? How do you respond when your value is questioned—do you fight for it or shrink back? What narrative are you telling yourself when things don't go according to plan? Who or what is trying to hijack your plan today, and how can you regain control? Notable Quotes: "That's not a power move. That's falling trap to the resistance telling you you are not worth getting paid anymore." "You'll never be able to see that because we're in an emotionally charged state of mind." "This emotion, your clients will feel it. And they will also put up this wall of resistance." "You were able to do what 49,000 other agents in Maricopa County were unable to do." "If we let our emotional response create the scarcity in our minds, we'll accept whatever comes our way—unknowingly eroding our confidence."

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