Mike Ferry: Welcome and good morning to Mike Ferry TV, it is the week of March 14th, so I guess the first question we have to look at is have you personally experienced what many, many, many of the regions have experienced as we start 2022? And that is the fact that most people in Real Estate and we’ve discussed this before had the best year of their entire life in 2021. If you were a full-time agent. The best year revolved around the amount of money that you earned, and I’m so glad to see so many people earning substantial amounts of money in Real Estate. And of course, the question is, is that because of the personal work ethic and the schedule that you follow? Or was it a combination of the work ethic and schedule you follow and the fact that the economy in most parts of the nation was very strong added to the fact that the inventory is extremely low and remains low, which forces prices way up? And if you had a listing, it sold for probably 10%, 20%, 30% over what you anticipated. And of course, the Buyers paid those high fees because the demand for the number of Buyers was this big and the number of listings was this big. Now, of course, I keep being asked and I’ve shared this already a couple of times this year. You know, what do you think is going to happen in 2022? While I guess the most important thing I can say is we’re going to have 2022 and that’s the name of the game.

Mike Ferry: You know, I’ve seen predictions that we’re going to have 6,500,00 transactions take place. Some predictions are saying this could be the biggest year in the history of residential Real Estate in North America, U.S. being 7,000,000 plus transactions. I have no way to know, and neither do you, and it doesn’t matter how many they have. Overall, it only matters what you accomplish individually based upon the goals and objectives that you have. So about 25 plus years ago, I did something that I had not done previously and I haven’t done since I recorded a cassette program because in those days, cassettes were what we all had to use as a learning tool and the program was called Building A Better You. And it was the only time that I’ve ever made an attempt at doing a motivational type of program for Real Estate people because I think most of you know that I’m a hardcore Real Estate sales trainer/Coach. And that’s my job has been for 47 plus years and knock on wood for another 10, 15 or 20, and we’ll find out what happens as the years progress. But I decided to record that program, and that was because I had run into my mentor Earl Nightingale several years before and we had had dinner together in Sarasota, Florida. And it was a little restaurant called Nightingale’s and I saw this restaurant I stopped in.

Mike Ferry: I said, “I don’t suppose this restaurant is Earl Nightingales?” and the maître d’ said, “As a matter of fact, it is.” And I said, “Is he by chance here tonight?” And he said, “He’s sitting back in the corner.” And I said, “Would you tell them that a young man named Mike Ferry that worked for him for a long time is here? Could I come and say, ‘Hello?’” And we sat and had a great conversation. Earl Nightingale was the dean of personal motivation, his record, and I’m sure a lot of you have heard it or that message that he wrote in 1956. Called The Strangest Secret. And I remember saying to Earl when I first met him virtually, and I think it was 1965. I first met Earl Nightingale personally and I said, “Earl, how did you come up with the name, The Strangest Secret?” He said, “It was so strange to me that the message that I gave was a secret. So I named it, The Strangest Secret.” And for those that are not familiar with that record, it went on to become and I think I’m pretty sure I’m correct in saying the largest selling non-music record in the history of the record business. He got gold records for a motivational record, and the essence of that message was really very simple. Earl said that he learned through reading and research and talking to people and his extensive knowledge of human behavior, which is what he specialized in. That the truth is that all came down to one sentence.

Mike Ferry: We become what we think about most of the time. Which means if we have a goal, an objective, a plan and we think about it and look at it and envision it and work every day towards that goal or plan, we’re going to achieve it because that is the foremost thing on our mind. And then he went on to say that he said in life, there are what he referred to as five equities or five portions of your life. And I’ll never forget, I was attending a convention in San Diego that Earl was speaking at. I sat in the back of the room because he had asked me to be there because I was on the staff. And he talked about what he called these five equities, and he talked about the fact that you had to try to create some balance of these five equities. And if you become what you think about, you can make all five of these equities or portions of our life stronger, more effective and more positive. So he said the five equities are the family. Whether you have your own immediate family or a distant family, your family is one of your equities. He said second was, of course, the strength of your mind and the building of this incredible mind that we’re all blessed with. Third was, of course, your business income that you earn to support yourself and your family in the lifestyle that you would like.

Mike Ferry: Fourth is physically taking care of yourself to remain strong and effective and standing upright and, you know, be able to contribute to society because you’re physically strong. And then fifth was whatever relationship you had with other types of beliefs, which is the spiritual side of life. And what he talked about was the fact and I’ll never forget the conversation that he had with the audience, because when Earl Nightingale spoke to an audience, you felt like he was talking to you only. His voice was so dominant, so strong, and his message was so pointed. And he talked about the fact that if we would take those five equities, you know, the family, the mindset, the money, the physical, the spiritual, we would write those five words down or phrases on a piece of paper and then just sit for a minute and take a pen in your hand and say, OK, what would I like to accomplish in the next 12 months with my family? Whatever it may be, maybe a little better relationship with your teenage son or daughter, which has many times very difficult to do for those that have raised teenage daughters. Or maybe setting up a little tiny trust account to start a fund for your children to go to college or university. What do you want to do with the family? And then second, of course, was the word mindset. What would you like to accomplish in strengthening this? Maybe reading this year, a book a month and a book on somebody else’s level of success and how they achieved it? A book on human behavior.

Mike Ferry: Maybe a book on sales, since you’re a Real Estate salesperson. What are you going to do to strengthen your mindset? And then third, the word money or business. What is the goal you want to earn? What are the three or four things you can do to make that happen? And then fourth, physical is how do you make sure that you stay healthy and strong for yourself and for your family and for your clients, and to extend your life to the longest period you possibly can? And then fifth, which is spiritual, is having some understanding of what the afterlife is all about and what you expect and where you want to be with all that. And he said, if you just have one or two sentences, one or two goals in each of these areas and you write them on an 8.5×11 sheet of paper and you put a copy in your desk at your office, you put a copy, maybe on the wall that you look at every day. You maybe you could tape a copy to the mirror in your in your bathroom and you get ready and you keep a copy in your pocket and you share those with some of the people closest to you. You will become what you think about which in essence is building a better you. And really, the truth is, here we are March 14th.

Mike Ferry: We have two and a half months of what everybody says will be the greatest year in history of Real Estate ever. We’re in the middle of it as we start meaning the middle. We are in the business of making people’s lives better through the Real Estate industry. So in essence, we have to build ourselves so we can build our business. And my message today, and it’s something that you should probably watch each day this week until next week when we have a new message is how much do I want to try to achieve something in these five equities? How much balance am I going to have in there? Am I? Am I lopsided in one area or the other? And am I committing to accomplishing these simple goals that I’m going to set, knowing that I am going to become what I think about, which means if I think I can. I do, if I think I can’t, I won’t. Somebody asked me last week. You know, you always talk about, can I do it or can’t I do it? What’s the difference? I said the “T”. I can C A N. I can’t C A N ‘ T leave the T off. I can. I can, I will. And that’s what we want you to do. Think about it this week. Enjoy. Have a great week. It’s going to be the best year of your entire life. We just want to make sure you’re in the middle of all that. Talk to you next week. Thank you.