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A Beginner's Mind - Working with Advisors

In the beginner's mind, there are many possibilities, but in the expert's mind, there are few. Suzuki

Beginners mind is like beginners luck. In some ways we don't know what we don't know. when I talk to new students about earning their designation with our program, I want most for you to have a beginners' mind.

We think about what we do in a certain way, based on what we've learned and there are benefits to that, but there are also limitations. We are experts at what we know. We know how to work with clients and how to work with Realtors. Learning how to work with financial advisors doesn't mean you have to do that, but what it does mean is that you'll be exposed to something new.

You can take that something new and use it to work with your existing clients in a new way, or work with Realtors in a new way. Have you ever helped a Realtor partner learn how to set up their own 401(k) or an IRA that owns real estate? I learned about these concepts working with financial advisors, but they helped me increase my network of Realtors.

Your best indicator of your future net worth is your current network. If your network isn't growing, then why would your net worth grow?

You can grow it by adding more clients, but the best way to do that is to increase your referrals partners. Which path will cause you to grow the most? Adding more Realtors or adding a net referral source that will challenge your to be more?

You are at the nexus of the largest spending in your client's life... their house.

Do you know that, and do you want to help them with a decision now that they'll make again and again over their lifetime of living in a house?

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In George Leonard's book, Mastery: The Keys to Success and Long-term Fulfillment, he shares a story... when Jigoro Kano, the founder of judo, was quite old and close to death, the story goes, he called his students around him and told them he wanted to be buried in his white belt.

But Kano's request, I eventually realized, was less humility than realism. At the moment of death, the ultimate transformation, we are all white belts. And if death makes beginners of us, so does life—again and again.

While the story may not be true, the lesson is worth contemplating:

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