Welcome to the 260th episode of my Monday Morning Pep Talk. Today, I'm bringing you three powerful words that headline three transformative concepts - the very strategies used by the top 3% of advisors and entrepreneurs to build their dream businesses. Real, consistent success boils down to mindset, the math of the business, and momentum. In this episode, I'll reveal how focusing on these three pillars can ignite your results for 2025 and beyond. If applied effectively, these concepts won't just improve your business - they'll revolutionize it. Let's dive in and set the stage for your most successful year yet.
Before I jump into today’s call, I want to remind you of my professional purpose: to help you, the full-service, full-fee Advisor, optimize your productivity and become the best version of yourself. Why? Because “Happy Advisors Sell More Real Estate.” I do that by teaching you how to handle the challenges and opportunities you face every day. When you can effectively manage the situations that arise daily in your business, you’ll be more productive and live a life that reflects the best version of yourself. My ask is that you listen as if you’re in a one-on-one coaching session with me, either in my office or on a call.
Now that we’ve set the stage, let’s dive into the three pillars that separate the top 3% from everyone else: mindset, math, and momentum. These aren’t just ideas - they’re actionable frameworks that, when mastered, unlock levels of clarity, focus, and results that most people never achieve. Each pillar plays a critical role in building a sustainable, high-performing business. Your mindset shapes how you think and respond to challenges. The math ensures your efforts are aligned with measurable outcomes. And momentum keeps you moving forward, turning small wins into exponential growth. Let’s break these concepts down and see how they can transform your approach.
The 3% Mindset: Principles of Elite Thinking and Performance
The 3% mindset isn’t common, but it’s the foundation of extraordinary success. It’s forged in adversity and refined through disciplined focus, long-term thinking, and unwavering self-awareness. Instead of competing with others, the 3% mind competes with itself, driven by a vision and the understanding that consistent actions lead to predictable results. It prioritizes self-development, health, and clarity, knowing these are essential to sustaining momentum. The 3% mindset is about small, daily improvements that compound into massive growth over time. It’s not just a way of thinking - it’s a commitment to living intentionally and creating success on your own terms.
- Turning Adversity Into Fuel: The 3% mindset often originates from personal, physical, or financial trauma. This pain drives disciplined action - not only to escape that difficult time but also to build a compelling vision for the future. As they near their goals, individuals with a 3% mindset recognize that their struggles were the foundation for their success.
- Playing the Long Game: Every decision is made with a long-term perspective. Instead of focusing on today, next week, or next quarter, the 3% mind considers how choices will impact their life in 1, 3, or even 10 years.
- Focusing Inward, Not Outward: The 3% mindset doesn’t waste energy comparing or competing with others. It’s centered on self-mastery, understanding that true success comes from improving oneself, not outpacing others.
- Self-Awareness and Recharge: Maintaining clarity and energy is non-negotiable. The 3% mindset knows when to power down, rest, and prioritize physical and mental health to sustain high performance.
- Cause Over Effect: By focusing on consistent actions over time, the 3% mindset recognizes that results are inevitable. Success is seen as a predictable outcome of disciplined effort.
- Self-Development as a Ceiling: The 3% mind understands that performance can only rise to the level of personal growth. Continuous learning and self-improvement are integral to their journey.
- The Power of 1% Daily Improvement: Incremental progress is the key. By committing to getting just 1% better every day, the 3% mindset creates exponential growth over time.
The Math Behind High Performance
At its core, success is a formula, not a mystery. It's about understanding the mathematical principles that drive results and applying them consistently. Your compensation grows when you serve more people with greater value. Your subconscious mind, exponentially more powerful than your conscious thoughts, shapes your outcomes. A single transaction can multiply into three opportunities when executed with precision. The people you spend time with, the maintenance of your database, and even how you guard your time all follow predictable patterns. By mastering these numbers - whether it’s leveraging your network for a 20% return, staying top-of-mind to avoid losing 10% awareness monthly, or setting boundaries to focus on the right clients- you take control of your trajectory. High performers know: the math doesn’t lie. Success is about making the numbers work in your favor.
- The Law of Compensation: Your income is directly proportional to the number of people you serve and the value you deliver. Focus on providing exceptional value, and the rewards will naturally follow.
- Harness Your Subconscious Mind: Your subconscious is 80 million times more powerful than your conscious mind. Align your thoughts and actions intentionally to unlock this unparalleled potential.
- The 1=3 Principle: Each well-executed transaction should lead to at least two additional opportunities. Master the art of exceeding expectations, and watch your pipeline grow exponentially.
- You Are Your Inner Circle: The five people you spend the most time with shape your mindset, energy, and outcomes. Surround yourself with those who inspire growth, challenge you, and align with your values.
- The Power of Your CRM: A well-maintained CRM should yield a 20% annual return. For every 100 relationships where trust and rapport exist, you should expect 20 high-quality introductions or referrals.
- Stay Top of Mind: For every month you fail to engage with your database, you lose 10% of your top-of-mind awareness. Consistent, meaningful touch points are non-negotiable.
- Work Within Your Limits: The average agent works 2,600 hours annually (50 hours/week). Beyond this threshold, effectiveness declines. Prioritize efficiency over excessive effort.
- Guard Your Joy: 20% of your active clientele will consume 80% of your energy. Establish boundaries to protect your focus and happiness, choosing clients who align with your vision.
Momentum: How the 3% Turn Consistent Actions Into Unstoppable Success
Momentum is the lifeblood of every high performer. It’s the invisible force that drives progress, amplifies results, and creates a compounding effect on success. When you’ve got momentum, everything feels easier - decisions are clearer, energy is higher, and obstacles seem smaller. It’s like having the wind at your back, propelling you forward with less effort. But here’s the truth: momentum isn’t accidental; it’s intentional. High performers know that momentum doesn’t just show up one day - it’s built, protected, and maintained through disciplined action.
- Power Down During Holidays and Vacations: Take the time to recharge, but stay consistent with your most important habits to maintain momentum.
- Make Good Decisions: Trust your intuition and steer clear of the 20% of activities, people, or situations that drain your energy or steal your joy.
- Stay Grounded: Understand that fluctuations in your pipeline are normal. Avoid overconfidence during highs and panic during lows - stay steady.
- Prioritize Mindset Over Execution: Success is 80% mindset and 20% execution. Keep your mind fit by practicing mindfulness through meditation, visualization, and intentional thinking sessions.
- Protect Your Calendar: If something isn’t a “Hell Yes,” then it’s a “Hell No.” Be selective about how you spend your time.
- Be Mindful of Your Inputs: Limit exposure to negative or distracting content, like excessive news or social media, and choose inputs that inspire and motivate you.
- Focus on Small Wins: Break your goals into manageable chunks. Don’t get overwhelmed by the big picture - focus on today. Ask yourself, What are my non-negotiables? Then #WinTheDay and #StackVictories.
- Monitor Your Momentum: If you feel like you've lost momentum, take action immediately. Push harder until you regain it.
- Commit to Continuous Improvement: Always strive to sharpen your skills and invest in self-development.
- Execute, Review, Repeat: Success is a cycle. Take action, evaluate your results, and keep refining your process.
As we bring Episode 260 to a close, remember: success isn’t a mystery - it’s a formula. Mindset, math, and momentum are the three levers that the top 3% pull consistently to create extraordinary results. These aren’t abstract ideas; they’re proven strategies that, when applied with intention, will move you closer to your biggest goals. Think of 2025 as a blank canvas, ready for you to design. Focus on the right mindset, trust the math, and build unstoppable momentum through disciplined action. Small wins compound into big breakthroughs. The question isn’t if you’ll succeed - it’s how far you’re willing to take it.
