we believe that? And is some stress actually useful?

Yeah, it's a really great question, Michael.

So as I train my team, nine weeks of meditation training, they increase their sales by 160% year over year.

Agent retention went up 86% for the team leaders listening.

Referrals went up 50%.

Now, why? It's not that you meditate and all of a sudden gold appears at your feet, right? But this is, and this is the answer to your question.

Like, is some stress useful? And we'll get to that part in a second.

working.

was going to say, how are you finding that? Because it can be a mix.

it took us about a week to unwind from it but it it's literally just been a week and uh it's great

it's just

it's great it's you know i mean one of the things about it is it definitely highlights whether or not you like your spouse i mean you may love your spouse but do you like them and um because it's just your all the logistics of running a household have just become about you two again.

I mean, they used to be about her and I, you know, 25 years ago.

Um, and I do, I really like her and she really likes me and it's really, really nice to just spend time with her.

Um, and, but that's not how I got into mindfulness.

Is there a way that a first-time buyer say that that is their experience, can meditate easily or consistently to help them stay calm and grounded so they can make smart purchasing decisions?

What would be an indicator that that was true?

So my initial thought, which is not always the right thought, but my initial thought with it is when you slow down and listen to the body, to your body, you can feel it.

So I'm just, I'm looking for myself.

Okay.

I do CrossFit.

three to four times a week, two to four times, you know, but like, okay, so it's two this week.

And there is a world in which I could see in the past beating myself up for not making three or for, you know, where, you know, why am I letting myself off the hook? Why, what's wrong? You know, like, and, and, having a little bit of more space for myself, you know, where the way it normally comes up, the way I normally relate to that, to that situation is how does my body feel? Cause I go, I do a morning workout.

Interesting.

Yeah.

Yeah.

Thanks for asking.

I.

So, you know, as a managing broker, I trained my team, team leader, you know, we, my partner and I would always train our team and we use all these, you know, powerful distinctions that we've been trained in and all these different things.

And, and at some point we hit a ceiling where we couldn't, we couldn't get our team to produce anymore.

It was like none of the training that we did seem to make any difference.

Right.

Absolutely

...

I think we get waylaid by the term failure.

So my, if, if I look, the first failure was, the first major failure in my business life was the, the, when I went to sell my bakery.

I had a bakery back in the '90s, and you know, it was, uh, food service industry is a tough industry, and it's thin profit margins, and I was young and foolish in many, many, many ways, and never produced an ongoing track record of what that restaurant, what that bakery could provide.

And we wound up selling it for much, much less than we had wanted, you know, after a 10-year run, we really were looking to get, we're, I was hoping to get, expected to get-

Mm.

But you do need to do things the way they're meant to be done, and then if you wanna change it, you can change it.

But what did you start with?

10 minutes.

And it's funny, you know, I mean...

I don't want to scare people off with an hour a day, but yeah, 10 minutes a day.

I, so I teach mindfulness meditation practices for salespeople and we haven't practiced 10 minutes a day and that's completely sufficient.

You know, my team increased its sales by 160%.

I've had people, I did it my first six figure quarter.

It's a shift in your perception of yourself.

How, in your view, does meditation prepare them for the event that they are facing?

Yeah, it's a really good question.

And so this is not my view.

This is, th-that, this is fact.

This is the way the brain works.

So I have plenty of views, but [laughs] this is neuroscience.

This is like, you know, if you eat less calories than you, if you eat less calories than you, uh, uh, burn, you'll lose weight.

Yep.

so.

Very much so.

What is this moment like? I have this tension in my chest.

I have a headache.

I have this pain between my eyes.

A lump in my throat.

I experience joy.

No.

Yeah.

You know, I, I don't know how much you follow American basketball, but you know, I, you could use football as the example, too, right? Any of the, this is why every sports team in the world has a mindset person, because those players work better than the other players when it gets pressured.

You know, in, in, i-i-in basketball, in US basketball, you know, uh, um, Phil Jackson-

Yes

... keep you on track, okay? Some place you can go with your questions, some space that can be held for you to get trained in it.

Don't do it yourself.

That's one.

And then, and then do it, right? That's all part of one.

And your energy, because like me, when I'm present, I have infinite energy.

Yeah.

Yeah, there's, so, I mean, I've been meditating since I'm on and off since I'm about 20.

So 40 plus a little piece of the puzzle.

I have participated in a program put on by a company called Landmark Education and Landmark Worldwide.

It's a transformational educational work, and I've been leading programs with them for 30 years.

So there's that level of working with people.

The how, you look back and you see why.

So maybe walk me into that part.

Yeah, sure.

I got into real estate 13 years ago.

And, you know, I don't think anyone gets into real estate because they've always wanted to be into real estate, you know, and that's not like some kid's dream.

But it's entrepreneurial enough to be interesting and it's customer service enough to be interesting.

And, you know, I've been a six figure agent every year.

Love it.

Can you just maybe break that down for me so that our listeners can understand it?