Let Go Of Who You Are Today And Make Bold Decisions with Justin Stoddart

Transcription Tyler Tapp 00:00:01 Alright , everybody , welcome in. We have Justin started in with us today. You guys are in for a real treat . He comes from the construction background and real estate background , which is actually something that I hold near and dear to my heart . If I could quit everything else, that's what I would end up doing . I love the construction field in the real estate industry . My dad was the one that did that growing up, my entire life. And I caught the fire when I was a little kid. I was digging holes and building sketchy buildings from the time I was a little tiny kid. So that's not what we're talking about today. We're talking about Justin and his career and what he does as a real estate coach . More of a business coach slash real estate coach . Right. But Justin , go ahead and introduce yourself and I'll let you do that . You can do that way better than I do. So have at it, brother . Justin Stoddart 00:00:42 I love it. Thanks Tyler, for the opportunity to be here. So yeah, I guess starting maybe with the stuff that's most important . I'm married to a superhero and we have six kids and super fun. My oldest is 16, my youngest is five. So they're all under one roof and it's just such a sweet time right now. I absolutely love it. So that's what's most important to me. I'm outside of that I do coach into the real estate industry , specifically real estate agents and title reps, or those who work for a title and escrow company who are given the charge to grow the title company . So those are the ones that I work with specifically . But really the principles that I teach apply to a broader network . Really I find passion in helping , not just to coach . Right. Because it's kind of a commentary . A lot of coaches out there , really I have a team and we work directly with our clients to help them not just learn about the topics and be held accountable . We actually hold their hand to do it with them . Tyler Tapp 00:01:42 Oh, that's awesome. Justin Stoddart 00:01:43 So it kind of changes the dynamic a little bit to where you are just paying for a hope that this works , you're paying for people to help you to do it, which is a change . We believe strongly that in transformation that people needed to transform themselves and then their businesses will follow suit . And as that happens , incredible things can happen that they didn't know were possible . But it begins with really the development and transformation of self. So we work on that and then again installing the key systems that keep the business transformed and help them to get the results that allow them to live, give and serve abundantly . That's something that's super important to me is how people like live lives without having to hold back as well as be able to give and serve in the same way. Tyler Tapp 00:02:25 That's awesome. I love that . I didn't know that about you. So I'm excited to dive into that because I think the world is becoming awakened right now to the fact that business and self are closer connected than a lot of people really think . So what are some of the things that you guys are finding and dealing with lots of different people that are needing transformed in itself to help their businesses get where they want to go? Justin Stoddart 00:02:50 Yeah. I'll share a lesson that I just shared today, actually , with two groups that I'm coaching . There's this concept of a quantum leap. We hear about that in science we don't know about necessarily with personal development . I reference a philosophy that Peter thiel , who's one of the foremost investors in Silicon Valley, teaches . He would have people come in front of him and say, okay, here's my company . Will you invest in, in a sense, kind of like Shark Tank, right ? yep. And he would say, what's your ten year plan? And then once they were done explaining that , he'd say, what can you do to get this ten year plan done in the next six months ? And obviously , they were taken back and didn't quite know how to answer. And I think he recognized , as well as all of us recognize , that business is sequential . Right. You just can't snap your fingers and have it built . However, when you think that way, you start to remove the fat . You start to realize the fact that one of the big reasons why I'm not where I am or where I want to be ten years from now is because I'm choosing to delay the decision . And if we could just ask ourselves the question of how would ten years from now me everybody catch that ten year from now me act today ? What calls would they be making ? How would they be showing up with their clients ? How big would they be thinking ? What would their network look like? Who would they be reaching out to connect in their network ? And all of a sudden , although the results won't come today, the actions start today because you made the decision to be the person today. We start to think that way again. It starts to cut out this unnecessary buffer time between where we're at now and where we eventually want to be ten years from now, and it hastens the pace at which we can get there . So that's just the less on the top of my mind , because I've been pondering on it myself as well as now teaching it to my clients . Tyler Tapp 00:04 :35 I love that . I think in our own company and other companies I've worked with , I see it's so easy to get caught in today that we're not thinking that , hey, what if I trimmed all this off ? Like, what if I trimmed all of these different things that are just getting in the way of what I really want to do? Let's say you've got an offer, right ? And correct me if I'm wrong on this . I'd love to hear your opinion on this , but you've got your offer that you're out there pitching to people , and you realize that , oh, my gosh . It's actually this other thing is what people really want . And it's hard to let go of this baby that you grew yourself , and you're like, wow, this is what people really want over here. How do I just let go of this and focus ? Here is somewhat what you're talking about . Justin Stoddart 00:05:18 Yeah, that's a great application when you're looking at your product mix, right . Of like, is this the right product ? But also, I think each of us holds on to not just the products that we built , but the person that we are, the identity of who we are today. We keep holding on to that . Right? And yet we have to come to the realization that unless our life is exactly how we want it right now, then we're not exactly the person that we should be right now or that we want to be right now. And the fastest way to create space to become or the fastest way to get there is first and foremost , is to be willing to let go of the person I am today, to actually be able to say, you know what ? These activities , this thinking , this network , all these things aren't getting me there . They aren't serving me. And so which of these can go? And I love your application to your actual business product offering , it's the same thing we then ask which is which of these activities are not going to get me there ? One of the things we have our clients do is actually create a dollar per hour. Once you really get clear on what your dollar per hour is, that can act as a filter , because you can ask yourself , would I pay somebody else $250 an hour to do what I just did for the past hour ? If the answer is like, heck no, then it's a pretty good indicator that the marketplace won't pay you that either. So therefore , you need to say, okay, which of those activities could I and should I either delete altogether or if they still need to be done, to whom could I delegate them ? When you start to think that way to where your day really starts to fill up with 250 plus dollars an hour activities , now you can know you're on a track to actually earn that amount of money per hour. Tyler Tapp 00:06:56 Yeah, exactly . Justin Stoddart 00:06:57 It's oftentimes letting go so that we have space . It runs. We have Apple , right when they were obviously now the most valuable company in the world . But before , they weren't . They were on the brink of bankruptcy , and they had to let go of tons of product lines and really focus in on a couple of key things that would allow them to really be great at those things , because they couldn't be really great by focusing on all the products . Really had to narrow it down to the ipod and then it became the iphone , et cetera . But they really got to focus and hone in on what can get us to our biggest goals . Tyler Tapp 00:07:33 Yeah, that's great . I kind of want to back up just a little bit . How does one take? And Trent, how do you let go of who you are? I think that's a huge question , is when you're there , you're in the midst of it, how do you actually truly say, you know what ? This me is not who I want to be. So how do you do that ? Justin Stoddart 00:07:50 Yeah, I think at a very core level, if you're looking at you the person we oftentimes talk about these affirmations , and we kind of like, laugh at them , right ? Like, I'm good enough , I'm smart enough , and doggy people like me. For those of you that watch Saturday Night Live, back in the day, there was that Stuart smalley. I think I was just kind of like making fun of affirmations . I don't really know that affirmations in that way are as helpful , especially not if they're that cheesy. But I do believe that we're always saying affirmations , and the affirmations are actually the voice in our head that's narrating . So, for example , if there's a big client that we know we want to get , when we bring up that client's name, in our head is going to come a couple of different things . It could be like, I can totally serve that client . That client is in my league. That client is absolutely I can get that client . Or it's like, I'm not ready for that client . I'm not prepared for that . I'm not big enough , strong enough , whatever to handle that client . That is actually the affirmation . It's kind of like the show The Wonder Years when we were younger, right ? Kevin had this narrator , right ? And it was always, like, narrating his perspective of the world we all have that we don't recognize at times . But it's our subconscious voice , and that's narrating the world in which we live that is affirming . The truth about what we think about ourselves and our identity begins to begins to really develop our identity . And so it's really starting to audit . What does that self talk sound like? What am I saying about the life that I really want ? When we think about it, are we like, I'll never have that . You know what ? It's more safe to be here. It's more safe to be that's what we're affirming , and that's the life that we're actually scripting out for ourselves . So at a very core level, through getting clear on what it is we want , how we need to be talking to ourselves about that , what kind of networks and knowledge do we need to gain? And I think a little help from heaven always helps , actually , including that in our prayers to be able to really pull down whatever powers we can to get there . I think all of that only propels us to it faster and lets us start to become who we otherwise didn't believe we could become or didn't believe we were worthy to become . And we can really start to move our mind because amazing that happens is our minds start to really open up once we open the file to say, this is who I'm going to be. We start to actually see the world differently . Tyler Tapp 00:10:17 Yeah, very much . Justin Stoddart 00:10:18 And things that have always been there , all of a sudden we start to be like, oh, that person is really relevant to me now. Oh, that person is really helpful . I should offer value to this person . They've always been there . We just reminded see it relevant until we really start to believe that that's who we can and should be. And that belief is really at a very deep level. It's almost so subtle if we don't know how to recognize it. Tyler Tapp 00:10:39 Yeah. So what are some of them ? You kind of explained a few of this , but what are some tactics you can use to help recognize that ? Justin Stoddart 00:10:47 Yeah, so I think step one is to actually create a very visual image and clear goal of what you want . So I encourage go out at least five years from now. Type out what are you celebrating ? Five years from now, what are you celebrating ? This is exciting . Personal life and business life, actually . Find some images . Find some images that connect you to that , that say like, wow, that's what it looks like. You find them on the Internet at just Google things that you're interested in creating for yourself and then look at those . Every single day I have at the very top of my browser, I have just a Google spreadsheet . And one of the tabs of that spreadsheet is where I just take pictures and I drop them in there could be of my family, could be things from the internet , places I want to travel . And rather than starting my day in my inbox asking everybody else what they want from me, I start my day looking at what do I want from my life? Tyler Tapp 00:11:46 Oh man, I love that . Justin Stoddart 00:11:47 So I look at that and then I be sure that my day actually reflects that I'm going to get that , that I'm moving in that direction . That's one very tactical thing . And then I think also the way about going and getting those things . We talked about this a little bit , but the books that I author over my shoulder here called the Upstream model . The concept behind the upstream model is that what we're most often taught is to build a giant database and from that database we'll find our clients or referrals to clients . And it works , there's no doubt about it. However, it takes a lot of time . And so rather than focusing on the masses to try and find a few I encourage you to find a few that lead you to the masses of your clients . So in other words , there are key strategic partnerships that can open the door to the people that you really can and want to be serving . And so one thing is to take a look at your marketing , take a look at how you're getting your business , and see if you can start to replace some of your marketing to the masses with , how do I go create a strategic partnership that simply opens the door to my next client ? Who are the people that are already in relationship with my next client ? And from that , you'll start to find really a much faster way to get to the life that you want because you're not spending so much time sorting through the masses. Tyler Tapp 00:13:01 Yeah. Correct me if I'm wrong here, but it sounds like that's why you guys do work so much on self, because you've got to be now you have to be, but you work to become that self that can tango with that crowd of people . Right. So you can become grow your network the way that you want to grow it in that way. Is that correct ? Justin Stoddart 00:13:22 Yeah, that's right . You start with the self, and that doesn't have to take forever. Right? Because I think we can get in the trap of thinking , like, well, I'm not ready, I'm not ready, I'm not ready yet. Sometimes the best way to grow yourself is to go put yourself in uncomfortable situations . Go have conversations you're not quite ready for yet. It's okay, because if you're not dealing with people that will extend you any grace , they're probably not people who you want to be with long term anyway. So go step up to the big plate . Right. Go swing . And you'll learn a lot from that process . And I think the fear of failing is what keeps a lot of people to where they never actually try. Yes. Develop self to some of the things that we've talked about and then be looking for strategic partnerships that can really open the door to when you find your clients faster and convert at a much higher level. Tyler Tapp 00:14:10 So what are some of the ways to look for those strategic partnerships ? Justin Stoddart 00:14:14 Yeah, there's a five step process that I teach the clients that I serve. Step number one is to identify who is the ideal avatar. Just script out very quickly , like, who do I love to serve? Who are the people that are, number one, good for my bank account and they're good for my heart ? Right. There's actually money there . I actually have money to pay me. And number two , I love serving them . I love these people , and they're out there . Tyler Tapp 00:14:37 I think some people don't believe that . Justin Stoddart 00:14:39 Yes, they are out there . So that's step one. Step two is to then say who already is in relationship with these people ? And how do I get a warm introduction from them actually back a little bit . So part of step one is to identify who the key avatar is and who is the professional that's already in relationship with them . That's step one. Got you. Step two is to seek a warm introduction to those professionals , to those people who already have a relationship . Step three is to meet with them . Not to solicit yourself or to come with your handout or tell them how great you are and how you'd love their referrals . That doesn't work . It's really to show up as a peer, listening , learning , and finding out how you can add value to them . Step four is to deliver value after that meeting , go find something or somebody who can benefit that person . Not benefit from that person , but benefit that person , can bring value to that person . And then lastly, the final step is to say, how can I add value to that to their end client through that person . So, for example , I teach real estate agents how they can get business from financial advisors . So one way is to go like everybody else does , and here's a stack of my car cards . Please refer me. I'm never too busy for your referrals . Right? Yeah. Which no one's going to be mad at you, but it's not going to be effective . You're going to go to the back of the line of all the other agents they already know. A better alternative is to step in to say, how can I add value to your business ? And then how do I add value to your clients ? Because if I can add value to your clients , that opens the door for me to be in conversation with your clients on a regular basis. So those are the five steps of that . Tyler Tapp 00:16:10 I love that . So how did you learn those ? I feel like there's a story behind that that's needing to be told . Justin Stoddart 00:16:18 Yeah. So it began when I actually looking back , it was taught to me at an early age without me knowing it. My mom owned a company . It was a food demo company . So when you walk through costco , they pass out food samples . Right. Tyler Tapp 00:16:32 Oh, got you. Justin Stoddart 00:16:33 So those people actually are not hired by typically , like the grocery store . They're hired by an independent company . So she staffed those events . She had people all over the country , I should say all over the Northwest , staffing those events . And it was to the tune of 1000 demos every weekend . She had little sweet little ladies out there like putting food in people's mouth . Right? Yeah. And there came a point where big national companies came in and took her business because they made an arrangement with some of these national grocery chains . And she just got displaced very quickly . She realized , like, I'm not putting up with this . And so she went to work then on developing those , what I call upstream watched her do that , but I didn't realize that made an impression on me. When I became a home builder , I was in a similar spot where all the other home builders were older than me, more experience than me, and I'm building multi million dollar homes . And I came to realize that me fishing in the same pool along the same shoreline that everybody else was fishing was going to take forever for me to ever build a good business . Tyler Tapp 00:17:47 You get lucky to scrape a few. Justin Stoddart 00:17:49 Totally. Totally. And so what I realized is that there were other professionals in the marketplace , a strategic referral partner , who could open the door to lots of business . For me, that was an architectural designer . I came in initially with the bad approach , which is like, here's a stack of my cards . Please refer me. It didn't work . Then I took a different approach , and I began to kind of refine that approach until finally I'd created some partnerships with some architectural designers that sent me a lot of business . In other words , one person . Instead of sorting through the masses, I found one person who could open the door to a lot of clients because not because I took them golfing or because I spent a lot of time with them . It was simply because I was adding value to their business and to their clients . Just so natural that they just wanted to funnel people to me. Tyler Tapp 00:18:30 So how do you add value to someone like that ? I know that's a very broad question . Justin Stoddart 00:18:37 No, it's a great question , because oftentimes we come in with a prepared pitch , here's what I do. Here's how I help people . And it's really taking off. For example , for me was taking off the builder hat, and it was putting on the business consultant hat, which is, tell me about your business . I teach a three part framework , which is, number one, tell me one year from now, what are you celebrating ? Like, where are you at one year from now that has you really excited ? Number one, how far off are you from that right now? where's your business at right now? Now you've got almost like in a GPS type scenario , you've got a starting point , and you've got an ending point , right ? You've got a destination . So now you can actually ask the question , what's your plan to get there ? What's your route ? What's your path ? And then once they share that , then you can ask the question of what roadblocks might you find along the way, like, what challenges , what traffic jams? What are you concerned about that might get in the way of this ? And you're simply looking for ways that you can insert either your knowledge or network into their world that would open the door for you to be valuable to them . So it's not about coming in, as most people think of, like, well, I'll give everybody this . It's not a one size fits all. You've got to be really good at asking questions and getting them to uncover for themselves what the plan is, where they're at, where they want to be. Sometimes they don't even know those things . And if they don't know them , then that is the pain point . Right. Like, I have a mentor that taught me their pain is your pitch . If you understand their pain, then that's your pitch . And so if you come in and they don't know what they're celebrating a year from now, that's their pain. They don't know where they're headed . Tyler Tapp 00:20:04 Right? Justin Stoddart 00:20:05 If they don't know where they're at, that's their pain. If they don't know a plan, that's their pain. If they know all those three things , then you're looking for pain along that path . Tyler Tapp 00:20:12 So then how do you tailor yourself ? You find those things , right ? It's a custom tailored package at that point . How do you tailor yourself to be able to fill those needs , even? Or do you try to find what needs you can fill and fill it, or do you come up with something out of the blue? Justin Stoddart 00:20:27 Yes. So I don't put the pressure on myself to try and solve it right there on the spot . I teach that there are four buckets that people should be pulling from . So bucket number one is, who do I know that could help add value here? The second bucket is, what do I know that could add value to this ? So who do I know? What do I know? The third and fourth buckets are bottomless . Like, there's endless opportunities , which is, who could I know that could help solve this , and what could I know that could help solve this ? So the last two are very resourceful , right ? The first two are, what are my resources ? And the last two are like, what's my resourcefulness ? And if it's the right partner , spending minutes or even hours on solving a problem that nobody else has thought to even uncover, let alone solve, will put you in rare air, and very quickly , these people realize, you know what ? I'm probably much more likely to get to my goal with Justin involved in my business than not . How can I reciprocate ? How can I add value to him? Right. Which opens up the next conversation of how can I add value to your clients ? So it just kind of parlays into that . Tyler Tapp 00:21:31 I love that , man. I hope everyone takes note of that . That's actually a ginormous way of how we've grown . Our business isn't , like, a self pitch in saying that , but that's been for us. We started out we actually never heard of podcasting before , right ? And we were like, I mean, we'd heard of it. Obviously , we never heard of people using it in business , but we're like, we can't get to these guys that we want to talk to. Right. If you can't get to the decision maker it's hard to get there . And so just through the course of talking to a few people , did that same thing as just saying, hey, where are you trying to get to? And then , what gaps can I fill in here? And that's like I said, sometimes that's not an immediate , hey, I have the answer for that . But you always come back and say, you know what ? Hey, I found someone that can help you. Or hey, I found a thing that can help you. Or hey, I know how I can help you. So I love that . I'm resonating with that . That's awesome. Oh, man. So we're coming up to the end of it. I don't like to keep these crazy long for everyone because everyone's got a long day and everyone's commutes 20 minutes to an hour. That's pretty normal . So are there any last value bombs you'd like to drop ? Let's say this whole rest of this episode gets thrown in the garbage . Why would you want to leave with everyone today ? Justin Stoddart 00:22:35 One of the things that I ask at the end of my episodes , so my show is to think bigger , real estate show. So if we have any real estate agents that are listening here, if you're interested in thinking bigger , that's the thrust of my show, of how do you expand your possibilities and interview people that help me to do that and in turn help the audience to do that . But one of the things question I ask at the end of every one of my podcasts is what is it that you do to continue to be a big thinker ? What do you do to continue to expand your possibilities ? So I'm always on the other side of the table . So maybe I'll answer my answer that own question . Tyler Tapp 00:23:07 Everyone wants to hear that , right ? Justin Stoddart 00:23:09 And it's interesting as I've interviewed people like Grant cardone all the way down to just kind of your average agent , so many of the answers have such a common thread , but the application , I think , is where you can differentiate . So in essence , we've all heard the term that you are the sum average of the five people you spend the most time with . And we hear that and we believe it and we say it, and then we look around and we're like, well, I'm not talking about family, right ? Made a commitment to your family. That's not what I'm talking about here. But there are other people who are just conveniently in our lives because they've always been there . I'm not saying you should discard friendships , right ? Long term friendships doesn't mean you should be looking at everybody through the lens of what can you do for me? Absolutely not . But if you realize that your network and your net worth and your ability to live, give and serve abundantly , which is our mission , everybody that works with us, we want them to be on a faster track . To do that , they need. To be thinking bigger , that we ought to all be looking at, really through a scrupulous eye of are the relationships and networks that I'm in simply by default , or are they very intentional on helping me to be the sum average that I really be happy with , that would allow me to really live in pursuit and be on a path to reach my potential . And if you're not , then it's a good opportunity to upgrade . And people say, well, how do I do that ? I live in, you know, I live in Portland , Oregon , and it's a small market compared to other places . Right. It's like you can actually upgrade your network simply by who you're spending time with . Right. So I use Grant Cardone's name. I don't know that he's everybody's favorite . I don't know if he's my favorite . Tyler Tapp 00:24:42 Everyone knows his name. Justin Stoddart 00:24:43 Everybody knows his name, right . He's very proud of that . But you could say, like, okay, I'm going to spend an hour a day with Grant. I'm going to spend an hour a day with Russell brunson . I'm going to spend an hour a day. You can literally transform your world by saying, I probably can't get access to one on one. I probably can't get access to Russell one on one. But what I can do is I can gain access to their content , to their ideas, to their thinking , and then immediately and this is what separates most people is to apply what you learn. There's so many forever learners out there . It's like the person who goes to college to get five degrees and never gets a job right . In the entrepreneurial space and real estate space that is so rampant . And it's like, at some point you have to say, okay, who are my mentors ? Who are the people that I'm going to have really influenced me? Right. Pick one at a time that's going to upgrade your level and really spend time listening . And then apply the same day, or it max three days. Like, you have to apply what you learned that day, and you'll watch right in front of you, your world start to change and transform . Tyler Tapp 00:25:45 Yeah, I love that . I think that's one of the biggest problems in being especially a young entrepreneur or someone who's not made it very far in the entrepreneurial world , even if they've been doing it for years and years, is the ability to take the right actions and to take actions and be willing to fail. That's a huge one. You brought that up a long time ago. But just go out , spend that hour a day with those people and then go try their stuff and go screw it up. Like, you're not going to figure it out until you screw it up. Right. Because the more you screw up, the more you're going to figure out because you're a self starter , you're a self thinker . That's how it works . Justin Stoddart 00:26:19 Well set? Yeah. Perfect . Tyler Tapp 00:26:20 Well, I really appreciate you being on here today, Justin . I hope everyone got as much as I did out of this . I will put the links in the end of the or in the show notes . I know a statistic I like to share at the end just to see if anyone's listening is actually like 93 % of people drop off at the last couple of minutes of every podcast episode . So I'm not even going to say his stuff . We're going to put the links down below so that you have access to Justin . Just getting to know him here in these few minutes , guys , I think he's got a great thing and a great mindset that a lot of people don't have. And I don't even like using the word coach necessarily , but he is someone that is there to help you think bigger and we all need that . And if you are struggling , I am just recommending Justin right now. So thanks for coming on. I appreciate you, Justin . Justin Stoddart 00:27:01 I appreciate it. Tyler all right .