The Secret to Success

We were talking to one of our students, Michele Ashton, after she had just closed her 3rd deal, making her total profits exceed $42,000 in the span of less than 45 days and I had a very puzzling question that we wanted help in answering,

“Michele, why are students like you making an absolute fortune, closing deal after deal after, while others haven’t even closed their first deal yet?”

She replied, “I don’t know. It’s pretty simple when you actually follow exactly what it is that you are telling us to do. It’s not complicated. It’s actually far simpler than I could have ever imagined. It takes a little time to get going and get your pipeline built but it’s really mind boggling how making a ton of money is not any more difficult than struggling. I only wish I had your program 4 years ago.”

“Might it be that my system needs improvement?”

Michele thought for a moment, “No, I don’t think that’s it. Your program is about as close to perfect as humanly possible. Seriously, if you actually read the manual, almost every conceivable detail is already covered. Then you add in the fact that the coaching and mentoring is available to cover every other detail you’re stuck on, the software keeps track of everything and the lender database is the ace in the hole for negotiating with lenders…Your system is not the issue.  The rest of the real estate educational industry could only dream at how incredible your system is. Your system is NOT the issue.”

Michele continued, “You have students that are grandmothers, stay at home moms, disabled veterans, you name it, all making a whole lot more money than me with your program. It CAN’T be your system. That’s not the problem.”

Still not satisfied, we kept digging, “Michele, maybe it’s the location. I mean after all, you’re in Nashville, the hometown of one of our top coaches. Might that be an advantage?”

Michele getting slightly defensive, “Advantage, advantage? Are you nuts? Nashville, TN is a disadvantage compared to most states. I listen to these coaching calls and hear about states with 6 month foreclosure periods and the ability to use land trusts and average house prices at $300,000, $400,000. If anything, Nashville is a huge disadvantage. Most of your students are making huge money in other states anyway. Location has nothing to do with it.”

We couldn’t argue with that. It’s true, there are plenty of other states that are far better for this business than Tennessee and we are still making a killing here in the ol’ Volunteer state.

But we weren’t done yet. we wanted to figure this out. And by talking with someone who had known us for only a few short months, starting from square one and had made now over $42,000 on three closed deals, we thought she could help me get to the bottom of this.

“Michele, if it’s not a person’s background, age, experience level, anything like that, if it’s not our system, if it’s not location, then what else could it be?”

Michele, being quite blunt said, “Maybe the ones who aren’t successful are just plain, old fashioned, lazy. Sorry to say it but if someone does exactly what you tell them to do, they will achieve the exact same results as me and every other successful student that is making a ton of money. If they are not following through and doing what needs to be done, maybe they are lazy?”

“No, we don’t think laziness is the issue. Lot’s of people have a full time job, are juggling family, responsibilities, a job, and life in general. I don’t think laziness is the problem. But Michele, you touched on an interesting point…follow through. I think the real heart of the matter is that some people follow through and some people don’t. That’s the real heart of the matter.”

“Wel, I’ve heard you talk about having a broke mentality. Whereby a person has a subconscious fear of making tons of money so that when they are about to make a big check, they subconsciously sabotage their own success and find a way to lose. The worse part being that they don’t even realize it is themself that is the real enemy. Might that play a role?”

“Certainly that little demon rears its ugly head from time to time. As mentors, we try to anticipate this occurence so that even if a student has a subconscious propensity to failure, we can usually get the deal closed despite their sabotaging behavior. In fact, these types of people have no idea they are sabotaging their own deal, but we as mentors do, and we work feverishly to combat it. So really, if the student can just follow through most of the way, even if they try to get in their own way, we can usually save the deal.”

“So what you really want to know is, how to get people to follow through?”


“Isn’t that Tony Robbins’ speciality?”

“Yes it is.”

“Well sounds like we have the solution!”

And would you believe it, this conversation we had with Michele is the EXACT SAME conversation two internet marketers had together the other day. And they asked the same question of Tony Robbins himself and here is Tony’s response. Check out this video when you have a few minutes. It’ll change your life and absolutely answers this question we had: