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