Can you talk a little bit about that?

Absolutely.

I mean, when we talk about number of deals closed, number of relationships built, number of dollars in our bank account, numbers are so easy for us to work with, to see, to tangibly experience more money in the bank account supposedly is going to mean a better life or more happiness, more love, more fulfillment.

But what happens is, and so many people listening I imagine can relate, is their identity becomes enmeshed in their results.

Their self-worth and self-esteem is a direct byproduct of their results.

Deals closed, investments successfully executed, or dollars in the bank account.

And ultimately what's happening is there is a program that has come to the surface that is more or less beginning to show up as, I am only worthy if...

I'm sure that you have some primary examples of working with somebody and where they started and where they are today.

revisit it?

So inevitably, let's run with the example of a painful child.

And I'll use a client example.

So a client of mine is the CEO of a big marketing agency.

And additionally, the last few years, she started a nonprofit to match those in need of a kidney with donors.

And she's trying to build partnerships with various medical facilities across the nation.

Well, her childhood was composed of bouncing from one foster care home to the next.

Is there usually an underlying story of that story or is it usually just the standalone of that story? Meaning, is there something much deeper? Definitely could be.

So hypnosis, like how did you bring that in? When did that start? Because it sounded like from your bio, you've been doing it for about 16 years, but what was the point where you were like, oh my gosh, this is the thing that I need to learn and teach my clients?

Yeah, so the hypnosis came in later in my coaching journey, and it was through my own personal struggles and challenges.

So after trying to think, I was about at least a decade involved in sports nutrition coaching.

And this was for about 10 years, I worked primarily with men and women who were stuck in the yo-yo dieting cycle, continuously losing and regaining the same 20 to 40 pounds.

And I approached that from a very mindset, psychological, emotional perspective, rather than just telling people what to eat, when to eat, how to eat.

But towards the conclusion of that journey, this is where things get interesting, I always had this passion for the game of poker.

And I always told myself one day after I retired, my kids were older, I'd go play poker for a couple of years.

So I'm curious, was there any one thing that stuck out when you were doing that work? Was there any one thing that stuck out where you were like, that's the moment that's the origin story that's the thing that I was told in childhood or even earlier than that that has really once you unlocked it you were like now I can see my potential

So I would love for you to start with sharing with the listeners just who you are and kinda what your story is.

Happily.

So my name is Paul Salter.

I'm a high performance hypnotherapist and mindset coach.

And I primarily work with CEOs, executives, entrepreneurs, ambitious professionals who feel stuck and continue to get in their own way, holding themselves back from the success and dreams they desire.

And specifically, I use hypnosis to help them unlearn the destructive beliefs, feelings, thoughts, and behaviors that lead to them kind of getting stuck in that two steps forward, three steps back pattern.

And crazy enough, it's crazy for me at least, this is year 17 of coaching for me.

Can you give an example of somebody's, like, limiting belief they have and what you would change it to?

And I have to ask, right? When people walk up to you and they're like, hey, what do you do? When you say you're a hypnotherapist, what does that mean?

It's funny you ask that because I'm very intentional in how I respond, depending on the audience, the context.

But I love to lead with it because as you know, it sparks curiosity.

And I always like to begin with What hypnosis is not because many of you listening and maybe even you need are thinking I'm going to dangle a pocket watch I'm going to get you to cluck like a chicken or you're thinking of that time you went to a comedy club you saw stage hypnosis and technically all of that is hypnosis.

But it's not anything like what I do or how I use it.

So the best places then to remind you is hypnosis is not mind control.

It's not brainwashing.

And so how do you help golfers achieve kind of that mental state to be at their best?

Give us your own bio, please.

Straight from the hippo's mouth.

You got it.

Now, jokes aside.

So yes, my name is Paul Salter.

I'm a high performance hypnotherapist and mindset coach.

And I specifically work with founders, owners, CEOs, entrepreneurs, ambitious professionals who are stuck.

How does that all work?

So tell us a little bit about how you got into this world.

Yeah.

So I've been coaching for, this will be year 17, which still sounds a bit crazy to say out loud.

And the early part of my coaching career was as a sports dietician.

I worked very closely with collegiate, professional, and Olympic athletes, helping them to maximize their performance.

And as my coaching career progressed, I started stepping away from athletics, and I found myself primarily working with men and women who were stuck in the yo-yo dieting cycle.

And like I alluded to earlier, these men and women didn't have a lack of knowledge problem.

You see some patterns, you know, but what do, what do these people who engage with you in, in this type of coaching and, and, you know, high-performance mindset rejiggering, you know, what are the patterns that you see when people start to go down that road?

Again, that's corded.io. And now, onto the show.

[upbeat music] You know what's dangerous about success in real estate? And this might surprise you.

It's the fact that the things that grow your business in the beginning can and will quietly destroy your life later if you never learn how to recalibrate.

Because in this particular industry, being constantly available, always on, it gets rewarded.

Answering every call, responding to every text, like milliseconds later, taking every meeting, saying yes to every single opportunity.

This is what gets you started.

This is what gets you ahead.

[laughs]

So I'm currently down in Tampa, Florida, and my name is Paul Salter.

I am a high-performance hypnotherapist and mindset coach.

And what I do is help my clients unlearn the destructive patterns of feeling, thinking, believing, and behaving that hold them back from achieving their potential, and I primarily do this using hypnosis.

Now, I'm biased.

I love hypnosis.

The research supports hypnosis, and that's particularly because it had such an indescribably positive impact on my life.

but, but so through that, with the, with, with golfers and how is it, how are you finding this on the entrepreneur side? Like, on the business side, um, how are you getting people in that state, and what, what state do, should, should they be in, right? If they're, if they're handling negotiations or anything.

Again, that's corded.io. And now, onto the show.

[upbeat music] If you are an ambitious real estate professional, I have an imagination you wear the identity of being a grinder like a badge of honor.

You wake up early, you stay late, you answer every single call, five AM or eleven PM.

You work weekends.

You chase down every single lead and relentlessly follow up.

And ultimately, you pride yourself on being willing to outwork every single agent in your market.

You're always searching for the next edge: better scripts, better systems, better follow-up, better marketing, better time and team management.

Again, that's Corded.io. And now onto the show.

Listen up.

There's a version of you that wakes up every single day with clear intention.

and still ends the day wondering where it all went.

What got accomplished? How did you spend your time? And all of this collectively occurs not because you're lazy, not because you lack discipline, but because often without realizing it, you handed the steering wheel of your day over to your emotions.

And emotions, they don't care about your long-term goals.

They care about comfort, relief, avoidance, short-term pleasure, instant gratification.

Oh, I really hope so.

I don't think it's mostly systems, right? Yeah.

yeah i agree you know it was fascinating you can go to google and you can get any piece of information you want like go google nasa's blueprint to build a rocket ship you're going to get the blueprints the architecture the design you still gotta do the thing.

You still gotta find the team, the experts, and bring it all together, and most importantly, take action.

So you're right, it's never a system problem.

Sure, you might need to fill a knowledge gap to build a system.

That's why we have wonderful resources like you, your team, and everyone you've built into this network over the years.

But at the end of the day, you could hand, I'm not at real estate, you can hand me the blueprint to build an agency to go close 100 deals this year.

But what sort of successes do you see when you're working with clients?

95% of what you do every single day is influenced by your subconscious mind.

Your subconscious mind is home to your beliefs, your emotions, your habits, and your memories.

Today, we're going to focus on our conversation on your subconscious mind, specifically the beliefs and memories you hold, the beliefs, the behaviors, the habits you have as a result of your memories, the emotional charge attached to your past experiences.

Because as you'll learn in the next 30 to 40 minutes, all of your intangibles, all of the challenges and obstacles you face are a byproduct of your beliefs and your memories, which facilitate a collection of learned behaviors.

Behaviors designed to keep you safe, playing small, stuck in a pattern of comfortability, predictability, and familiarity.

And as we move into and through today's conversation, we're gonna talk about the why and the how You've come into a collection of these learned behaviors that are keeping you stuck and ultimately shift our focus to talking about the most effective, fastest way to upgrade your beliefs and unlearn the patterns of thinking, feeling, and behaving that are holding you back.

Welcome back to another episode of the inner game of real estate success.

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