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The Real Deal Podcast
Unlock the door to success in the dynamic world of real estate with your hosts, William Gomez & Alfredo Madrid. Join us as we dive into the inspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges, and invaluable insights. Your key to navigating the ever-evolving landscape of real estate starts here.
The Real Deal Podcast
Do It Scared: Blake Mason on Turning Fear Into Fuel
Blake Mason opens up about his journey from avoiding prospecting to becoming a regional leader in new-construction sales. He shares how he reframed rejection, built habits that actually move deals forward, and learned that consistency beats quick bursts of intensity. We dig into the routines, mindset shifts, and service-first approach that helped him turn fear into fuel—and why sometimes the simplest systems create the biggest wins.
Feeling uh the fear of being worthless or not valued. Um, so I think I I don't know exactly where that comes from, maybe something from my upbringing, but uh that was that was something that was costing me a lot of money. Um and I still I still fight with it.
SPEAKER_05:I think actually, like when you say that I still struggle with it, but I do it anyways, yeah. I think everyone struggles with it, and the difference with the people that do it is they do it even if they are. Like we talked with that Rory Raiden, he has this thing where he's like, do it if you're scared, do it scared. Yeah, right. And we for some reason, when you're still on this side of that, you believe that like a guy like Will or a guy like somebody that they're just so confident that they don't have doubts.
SPEAKER_00:Yeah, yeah.
SPEAKER_05:Hey, we have Blake Mason here today, super excited. I've worked with Blake Mason for a really long time. Um, he's in the new construction sector of real estate, works with uh used to work with Rosh Coleman now with Lenar. You've sold a lot of new construction home. What do you think that number is right now, total?
SPEAKER_03:Have you ever 400, more than 400 since I've been there? Wow. And close to 300 of the of those have been in the last three years.
SPEAKER_05:Yeah, and Blake not only is the top salesperson here in Tulsa, but he for Rosh Coleman, he was top sales for the company. For the company. And do you know where you rank at Lenar yet?
SPEAKER_03:Uh no, it's so big. I don't get I don't get to see like the like at Roush, they did company ranks. Yeah. And so it was like, it was cool. I could always see where I was. But right now, I've in the region, I think I'm one or two, maybe. Yeah. But uh in the company, I have no idea. There's so many salespeople.
SPEAKER_05:Well, welcome to the real deal. I'm sure you you you know Will from interactions there.
SPEAKER_03:Yeah, it actually just had a cult together. Yeah, the other day you had a what together?
SPEAKER_05:He's giving me some wisdom on nice, that's right.
SPEAKER_01:Oh, yeah, that's right.
SPEAKER_05:Yeah, he knows he knows his content for sure.
SPEAKER_01:He's trying to get into the the personal brand uh space there. Yeah. And uh so what what number were you when you were at Rash Coleman? Were you always number one?
SPEAKER_03:No, so I was always like top ten. Um I actually never finished number one with Roush. This year, I if if we were still Roush Coleman, I'd be number one. Okay was one, Chase? Chase was one in twenty three, I believe, or twenty-four. No, I think twenty three. And then he went into management after that. So gotcha. Yeah. And then so what were you doing before? Um I was still with Roush, but I just I I didn't get into realtor prospecting until until like three years ago. And that's whenever I saw the biggest growth in my business was networking. So I was always kind of bashful about putting myself out there.
SPEAKER_05:Yeah, what kept what kept you from that? You just kind of felt when you say bashful, like you were afraid of rejection, yeah. It was rejection.
SPEAKER_03:100%, 100% rejection. No, it wasn't the work. I'm not afraid of hard work, but I I had to get over my fear of rejection. That was definitely that was my biggest mental barrier. And once I was able to handle my fear of rejection, my income almost doubled.
SPEAKER_05:Just from isn't that crazy? Like, if you start to unpack it, like what exactly are you afraid of? Like you get rejected, then what does that mean? And then what and then when you go unpack it, you're like, it doesn't really mean yeah, it doesn't mean anything.
SPEAKER_03:But at the time I thought it, I thought external validation was was my source to know that was kind of my heat check to know like, am I doing good, am I doing bad? That was a bad uh trait I had, it's almost a personality trait, it was like ingrained in me. And so if I wasn't getting positive feedback from people around me, I looked at it as I'm not I'm not doing good enough. Like people need to be impressed by me for me to to know that I'm succeeding.
SPEAKER_05:Where do you think that comes from?
SPEAKER_03:Man, um yeah, I've done a lot of um inward uh introspection and I've taken a lot of different personality assessments. And on the Enneagram, I'm a type three. Okay, and the the main fear of type three is um feeling uh the fear of being worthless or not valued. Um so I think I I don't know exactly where that comes from, maybe something from my upbringing, but uh that was that was something that was costing me a lot of money. Um and I still I still fight with it. Um getting into the content, the content stuff, putting yourself out there, being comfortable, having flops in front of everybody, you know what I mean? You you you write up a piece of content, you think it's gonna do well. It may not get as many views as you think. And um, I had to have a lot of conversations with myself, like it doesn't matter, you know, it's uh I'm doing it for me and trying to help other people, and as long as I'm rooted in that, that's actually what you told me. It's focus on helping others, not the number, not you know, just providing real, genuine value. Yeah.
SPEAKER_05:So and I think actually, like when you say that I still struggle with it, but I do it anyways, yeah. I think everyone struggles with it. And the difference with the people that do it is they do it even if they are. Like we talked with that Rory Raiden, he has this thing where he's like, do it. If you're scared, do it scared. Yeah, right. And we for some reason, when you're still on this side of that, you believe that like a guy like Will or a guy like somebody that they're just so confident that they don't have doubts.
SPEAKER_00:Yeah, yeah, yeah.
SPEAKER_05:But they do, yeah. We all do, right? Um, and so I think that that's that's the biggest epiphany you can have in a situation like that is to go, you know what? I'm gonna struggle with this forever, and so I'm just gonna deal with it and I'm gonna do it anyways. Like all of us have those insecurities, all of us have fear of getting rejected, all of us have fear fear of failure, but you gotta just make that choice.
SPEAKER_03:Yeah, 100%. And I think for me, it's uh I used to look at failure as it I it was it threatened my identity, right? Like if I fail, it's not reinforcing who I think I'm supposed to be. Um, and so getting over that mental hurdle and seeing failure is like the people who are willing to fail the most are usually the people who are gonna be the most successful and go the furthest length.
SPEAKER_05:So Will, I don't know if you know this, but Blake is like a he's like very big time student of just sales, the psychology of sales, the process, all that. I mean, I how many books do you probably oh man?
SPEAKER_03:The past year, I've probably read about 20 books that anywhere from behavioral psychology to heuristics to um to just straight sales and prospecting. And I've been that's how you do everything though.
SPEAKER_05:Like I've seen I've known you for a long time. Yeah. When you when you were in skateboarding, you're like you're like all in skateboarding. Yeah. When when you were uh what was it? Bodybuilding, electric guitar. When he went bodybuilding, he got into a competition. Uh we he started to golf, dude. Next thing like he had just started, next thing you know, he's got like all the gear.
SPEAKER_03:Like ever all the golf clubs, all the shoes, obsessive personality. And what was funny is you recommended that book, um Be Obsessed or Be Average. I was right up your alley. And I related to it a lot because I was like, that's me. It's a hundred or nothing, um, which is really good. And then and one thing Will has mastered that I watch him from afar, and I'm like, I gotta tap into that is doing it long term. Yeah, and that's where I used to struggle with high intensity but not a lot of consistency. And so now I have to kind of dial it back and be like, all right, I gotta make sure I'm doing bite-sized, you know, going into these things and and and doing it in chunks instead of like trying to go all in and all the time because you burn out and you can crash that way. And I've learned that the hard way. So watching Will has been somebody that like with the cold plunge and this the content, that stuff's inspiring to me. Appreciate that, man. That's always been consistency, has always been one of my like biggest struggles, just again, personality trait.
SPEAKER_05:Will that's a great topic. It's like, how do you continue forward with with some endeavor or something that you're choosing to be consistent with when you're seeing zero fruit from it, right? Like you're getting into doing these videos more often right now. Yeah. And he texted me the other day and he's like, hey man, I I think my scripts aren't working right now because they're not doing it. But the thing is, is like you have to endure. I mean, that's just a very trivial example, but there's so many things that we have to do that we start doing them and then over time, and you're just like, Man, I don't see the needle moving. Like, do I keep going? No, like how do you like even the plunge or even at the how do you how do you typically handle that stuff, or what's your mindset on that?
SPEAKER_01:So I always like to make it about other people rather than myself, right? So one of the things that uh that I always think of is somebody's gonna ask me about a cold punch today, right? Because going back to what you were talking about of everybody, you know, it never gets easier. Like you're still you said you're still dealing with that fear of rejection, but the thing is that you're still doing that, right? So the only reason I started doing a cold plunge is because I remember Alfredo told me uh that he was doing it. And dude, I and I I I hate I hate the cold. Like I I dude, I hate the cold so much. And uh but I was just like man, if Alfredo's doing it, I was like, clearly I can do it. Right? And then so, but I think that that's how we see somebody else that maybe it's it's doing a lot of business or whatever, right? You're like, how I mean, Alfredo, I mean, you've probably been exposed to some of the you said you met a dude that m made over five million dollars in one year and he had a GED. Yep, he didn't even graduate high school, and you're like, dude, if this guy's doing it, like so. I was just, you know, I'm thinking I can I can do this, yeah, right. So then I started doing it, and I realized that it wasn't getting any easier. It's to this day. Like this morning it was 610 in a row or whatever, and I'm just like, That's crazy, I don't want to do so. Yesterday, actually, yesterday I went and ran instead of going to CrossFit. And then so here and I mean doing it this long, my only thing is I just gotta do it once a day. So I'll kind of so yesterday I was like, man, I don't want to do it before I go run because I'm gonna be really cold while I run, even though it's like 67. And uh so I waited till after I came back to do it, and I just kept pushing it. I didn't want to do it. I didn't want to do it. I was just like because because it's just it's that but you feel like somebody's gonna ask me. But but I guarantee you, if somebody says I bet if I was in Will's shoes, by the time I was 600, it would be no no big deal. I'll just get in, get out, done. But it's not it, and it's like the same thing. It's like I bet if I was closing this much, it would be super easy for me to do an activity tracker and just call a bunch of agents. No, no, no. Or if I had a team, or if I had, yeah. And then to go back to your to your to answer your question too, of what makes me keep going is don't question anything, right? Like you watched me, you had front row seat of whenever I came over and you told me this is exactly what you gotta do. And I just didn't question it. I just did it. You saw me, you know, make the investment of going out to Reno and I did exactly what they told me. I remember that. Didn't question it at all, right? And then at that point, after a while, you have to kind of step back and say, Okay, is this something that I I need to keep doing? Is is this making my life better, worse, or is it the same? And at that point, that's where you kind of I mean, intermittent fasting. I did that for five years, four years, whatever it was, and it was hard for me to break that because it was breaking the streak. Right. But then I had to step back and I had to say, is this making my life better, worse, or is it the same? And it was actually making my health not as good because of the amount of uh workouts that I do, like I needed more nutrients, and yeah, and then so that's how I make those decisions of like I don't question anything at first until I have enough time for me to say, is this something I need to keep moving forward with, or or take a step backwards.
SPEAKER_05:And it's crazy because it's actually harder to cut something out than to add something, yeah. Especially when you're on a street. Well, right, but I'm just saying, like, meaning like cut out bad habits. Oh, it's it's it's hard, it's harder to cut a bad habit than it is to add a new good one. 100%. Right, because we're always we always think that we're one little new method or practice away from break from a breakthrough, but it's never it never works that way, right? Like um it's it's consistency both ways, but I I even think the cutting something out is harder than actually. I would agree.
SPEAKER_03:Starting something new is is refreshing, it's exciting, it's exhilarating. Um, cutting something out requires a little bit more um I mean you're sacrificing something. It's not as exciting, it's not fun. Um, and a lot of the times the thing you're cutting out is could be a vice or something that you find maybe it's self-soothing or whatever it is, but you know it's not good for you.
SPEAKER_05:So so typically someone's uh you know, I've seen I've got to work with you for a long time, and I've seen you just raise up the ranks and do better and better and um you know hone in your craft, but uh you know, you rarely find somebody that has gotten to that level of success without going through some difficult seasons. Yeah. Has there been some difficult seasons for you here or before that you feel you can attribute to like your mindset now?
SPEAKER_03:100%. That's a great question. Um I was thinking about this, I've been thinking about this a lot this year. Um to get a little bit personal, yeah. Uh the biggest thing was growing up, my identity was I was this kid who didn't like school, wasn't interested in school, struggled with grades, um, was labeled ADHD, you know, by my teachers, by you know, even my family, whatnot. So I grew up with this identity. Um, and I think this goes back to my fear of rejection was I grew up with an identity of I'm just um defective in a way. And I didn't that wasn't a conscious thing, right? But that's how just how I identified. Everybody would always talk about school this, your grades, all these different things. Um, and Will just mentioned that guy who had a GED, he's worth five million dollars. You get out into the real world and you realize um there's certain skills that aren't taught in school that you need to be able to be successful. And um I think growing up with that identity, I was I would always count myself out before other people could as a as a defense mechanism. So, and that that translated into my early in my career where I was like, well, I'm just gonna I'm not gonna do that because I it protects me from looking dumb or whatever. And the older I got, the more I kind of reflected on my childhood, um, the more I realized that was something that I really needed to break past was um and I probably my uh fixation on what other people think of me comes from that too, because I was always being told who I was, how I was, uh my identity. Yeah. And so um getting past the fear of rejection um was was the biggest thing, but it all started with kind of just not succeeding in the environment that you're put in in school. And you get programmed to think that if you don't do well in school, success is gonna be very hard. Sure. Then you get out and you realize there's a there's a lot of things like common sense, imagination, creativity. There's different traits that you can use to become successful as long as you channel it. And so what I realized was I wasn't made for school, a school environment, but I was made for people. I love people, I love interacting with people, I like to serve. And once I started to really lean into that, I saw a lot of growth where I was like, okay, I don't need to, I don't need to memorize what's in a book and then regurgitate it. I just need to be able to learn how to move and influence others and serve first and just try to be the best version of myself every day.
SPEAKER_05:I feel like I feel like lately, I mean these last few years, but especially lately, you're finally onto this fact that there's a formula.
SPEAKER_02:Yeah.
SPEAKER_05:Right? Like there's this formula that if you follow it, results are for the most part controlled to some extent, right? Yeah. And that's exciting, right? Like that's why you get book hooked on, like buying, reading a book and doing this, and what else can I learn? And what else could I learn? Because it I think when I was younger in my career, I'd focus so much, like I put so much weight on that I was the one coming up with the idea. Yeah, and that it was my project, my construction of my solution to my problems. But the fact of the matter is, somebody's already figured out the solution to every problem I will ever face. Yep. And honestly, all the solutions are in the Bible, in my opinion, right? Like, so it it like everything's all you got to do is go and find somebody or something uh uh that's already figured this out, read how they did it and just learn from them. We waste so much time on trying to figure things out for ourselves. The formulas are already out there in place.
SPEAKER_03:Yeah, absolutely. That's and that's I've gotten addicted to books for that reason. I just know there's people who have already gone down that that uh rabbit hole and done all the research and done all the trials, and I just need to learn that framework. And then I can I can put my own twist on it or you know, certain things that might make it more of mine. But uh yeah, you there's already a blueprint. There's already people who have been successful before you. Your job is to go figure out who those people are and learn from them. Yeah.
SPEAKER_01:100%. What percentage of books that you read are you rereading like at least twice, but if not multiple times?
SPEAKER_03:Really good question. Um, because that there's something to be said about like you can do a high volume of books, but you're not retaining everything. Whereas, like one book, if you just study that one book, it can change your life. Um I I I've read the Psychology of Sales by Brian Tracy a lot. A little bit more of an old school sales book. Um, wouldn't necessarily be as um adopted some of those things today uh as they were back then. But that was a book that really motivated me. I've read that probably two or three times. Um this year, the one I've referred back to the most, um gosh, I would say there's a book called The Sales Game that I actually just read, but I've already started rereading it uh by a it's a sales influencer named Daniel G. But it's the first half of the book is who you need to become to become a top producer. And I think that gets lost in the sales space a lot, is everyone wants to talk about tactics, um, objection overcoming, and they miss like who do you need to become, who's what type of person do you need to become that is a top performer? And uh I think a lot of that doesn't get as much clickbait, it doesn't, you know, it's not as sexy, but it's uh that is like the foundation. And if you follow those principles, you can make it through any market or or any change in your life as long as you're principled in it. But um, that that book is probably the one that I'll probably find myself reading two or three times this year. And what was the name of that book? It's called the sales game. Okay, cool.
SPEAKER_01:Yeah, and I I asked that because I feel I I I with what you're telling me with the book thing, that was me. I mean, I think I've shared a lot of the books that I've read with you, but I've over the last I would say year and a half or so, I changed it to where I just started going back and rereading books that that I had already read just because so this this year it is this will be my third year reading the Bible, the entire Bible. That's awesome, dude. But it's crazy because it's it's the third year, and I'm just like, there's no way I've read this before. No, but what it applies it based on where you're at in your life, it's the living word, yeah. Yeah, and then so but then but then I I realize I'm like, man, how how many uh books am I reading and how what is it actually doing to me if I'm not applying you know much of it? And and also that to to to add to what we were talking about on like what keep makes you keep going and accountability is the biggest thing, right? So something that people don't ask me every day is hey, did you read your Bible today? And that's because that's something that I'm not so open about. Like so like just so like I don't really put post that let's say on social media or whatever. To to where if I was to like today was my I don't know, like my 700th day in a row to read the Bible. And then so, but like that it's a lot that would be a lot easier to break that streak. Because nobody's asking you about it. Exactly. Wow, yeah, so it it's all about the accountability. I mean, Alfredo and I talk about this. I mean, he's paid thousands of dollars in coaching. I'm in coaching right now that I'm paying a lot of money for, and we go back to like what are you paying for? And it's like there's all these tactics and shiny objects, but what you're really paying for is for somebody to tell to tell you accountable, hold you accountable. So that way you do what you're gonna say you're gonna do, right? So I was curious on that because I I I have it's not as sexy to like I remember I think Jordan or somebody asked me the other day, like, what book are you reading? And I almost feel like uh like I was reading the the compound effect, and dude, I've read that book. I mean I've read that book. That's the OG of a town atomic findings.
SPEAKER_05:And it's not only what's in the book that's important, it's what's in your life in that moment that's important, right? Because depending on where you're at, and you're at the beginning of a career, the middle, and the end, or whatever it might be, um, that book's gonna hit different. 100%. It's gonna hit different, right? So if I read it this year, it's gonna I'm gonna seek something completely different. That's how the Bible is, right? Like I could I've read through Proverbs, I can't tell you how many times, and every single time it's something different that stands out, yeah, right? But it but what's the what's the difference? Well the difference is me. Yeah, right? Where I am in life, if I'm you know, if I'm a father right now, or if I before before I was or whatever it might be. So I think that that's another great reason why you reread a book.
SPEAKER_03:100%. When I when I first started in sales, um I I remember I got the job and I was like, all right, I need to read some books. I don't know anything about sales. And uh reading a book when you've you're not in it yet, yeah, it it's all just kind of abstract to you. You're like, what it like I don't know how to apply any of this, you know. You you may get some principles out of it, but I've gone back and reread books like The Compound Effect was one I read when I first got into sales, which you're a good example of the compound effect with your consistency. Um but that that is something I've gone back and read Fanatical Prospecting by Jeb Blunt or Sales EQ by Jeb Blunt. Those were two books I read right right at the beginning. Now they I learn way more from it reading it now than I did back then because I can actually go and apply it. I can I can make it relatable to my current situation. And yeah, it's that's a that's a big thing.
SPEAKER_05:What what do you think sets you apart from the other like you know, we've talked about you being a top salesperson. Yeah. What sets you apart? What would you say is the number one thing that sets you apart? That why are you able to consistently sell more?
SPEAKER_03:Yeah. Yeah, it's um I'd say the the biggest thing is um diving deep and getting obsessed with it. Um that obsession, uh to refer back to that book, be obsessed or be average, it's like the you look at athletes in the NBA and NFL, they didn't get there just by being part-timers or looking at it as a job. I mean, those guys are obsessed, right? Um to put in that work over the span of 20 years, day in and day out. Um and I've I've been thinking about this a lot, but I think where people miss is, and this was me back when I was younger, is you do something until it gets boring. And I used to be really bad. It's like once it got I got bored, I would quit. I would stop it, I would go on to something else. Now I've realized you get bored, and that's whenever you need to double down, right? That's whenever it's time to start going even deeper because you think you have it figured out, but you don't. And so I I hit that point in my career where I was middle of the pack, maybe top three or four. Um and then I got bored, and I my mind started going. I was trying to figure out my path. Am I gonna do this? Am I gonna do that? Am I gonna flip houses? Am I gonna stay in sales? And then finally I made the decision, you know what? Like God put me here for a reason. Um I've been successful at this for a reason. I get to interact with people day in and day out and try to change people's lives. Um, why not just get obsessed with that? You know, and so I think I think my um ability to get obsessed with something gives me a little bit of an edge because I'm I'm it's little micro things like when a lead comes in, are you gonna call it now? Are you gonna call it tomorrow whenever you're at the office? When a realtor reaches out needing some inventory and you're with your family, are you gonna stop what you're doing and send them that inventory now, or are you gonna get back with them in a couple hours? Those little things make a giant difference over the span of 12 months. And so I think I think uh am I gonna make my calls today or am I gonna push them off for the mall? It's just those little things that compound, talking about the compound effect, it's compound interest on your activities. And that's been the biggest thing is just that those little details.
SPEAKER_05:Well, and it's not just about the reps. I think people over time think if I do something long enough, I'm gonna get better at it. And you do, it's you do, but I think just the um observance of those reps, like looking back, like you know, when uh you uh William knows here, like we track things a lot. Like I went over that milestone thing with you guys the other day where it's like not only do I want to know how many opportunities we got this month, I want to know how many of those opportunities did I do X, Y, and Z on. And why didn't I do X, Y, and Z? What can I do better to do X, Y, and Z? And so if you're continuously observing and analyzing those reps that you're doing, you're gonna improve. I think a huge mistake a lot of people don't that a lot of people make is they don't do that. They don't go back and take stock of was that a good rep? Could it be better? How could it be better? You know, what can I change in my process? How can I improve? Even uh when you're when you're I I talk about it like a batting average, these these baseball players, now that we're doing all these sport analogies, they're just trying to get their average up a few points at a time. Yeah. Right? And if you treat your you you treat your your business like that, where you're just trying to improve a few few little percentage points at a time and conversion, eventually eventually one day you're gonna look up and you're gonna be Blake Mason. You know what I'm saying? Like you're gonna have those conversions that that put you at the top.
SPEAKER_03:Absolutely. No, I love that. And I think another thing is is um focusing on myself and blocking out what other people are doing. That was that's a big thing too. I think there's some people who disagree with this, especially in sales, because you want to be competitive. Um but for me, comparison has always been a killer of confidence um internally. So like I had to learn how to how to phase everything else out and just focus on me and not compare, not a constant comparative analysis to other people. And that goes back to what you're saying is I need to look inward, I need to reflect on what I'm doing, and not I don't, it's not about what other people learn from other people. If someone's doing better than me, I'm I'm gonna go try to spend some time with them. Yeah, but uh just self-awareness and and introspection is uh is a big component. That's good.
SPEAKER_01:So a lot of the people that are listening are realtors and lenders, and one of the questions that I want to go back to is you said when you first got in the business, you weren't very realtor heavy. No. Um what what changed that?
SPEAKER_03:Um really uh Chase having uh uh we hired a guy in 2019 um that ended up being our top sales guy for like three years. He smoked me every year. Um, and he had basically taken what lenders do, right, to get business, or what insurance, or whoever, however, networking to garner business, and he applied it to new home sales, and like no one was doing that, like at least at at our company, like it was nobody was doing it, so it was untapped for him. Like the world was his oyster, and it's just going back to like he was smoking me. And I I I at first was trying to hold my pride and be like, I don't need to do that. I just wanted to stay comfortable, really, but I didn't know it at the time. And then finally, I was like, All right, I gotta if if I'm gonna compete with this guy or level up, I'm gonna have to learn. And so I started bugging him, and uh I would ask him all the time, what are you doing here? How do you how are you doing this? How are you doing that? And I just took what he did and then made it my own and put my own spin on it, goes back again. There's somebody who's already done it before. Um, and I just chose to like soak everything up from him I could.
SPEAKER_01:Talking about books, I before I and I can relate to what you were saying on how you read you know uh a couple of those books that you couldn't really do anything with and before you started. I read a book called The Mortgage Storm before I got into the business, and I didn't it was kind of like uh it was before my first day. Yeah, yeah. And but one of the quotes that that uh said in the book, it said, in school, if you copy others, you get in trouble. In business, if you copy others, you become successful. So you just pretty much did what he was doing, but like did you have any structure behind that? Like, what were you doing?
SPEAKER_03:Dude, uh so that's a that's a good question. I uh if you know me, I'm not a super structured person. I'm very intuitive. Even today? Today I'm much more structured than I'm still working on that, but I'm a I'm I'm naturally a very intuitive person, and sometimes I'm doing things that I don't even realize I'm doing. And it's partly it's just my brain, it's pattern recognition subcon on the subconscious level where I know something's working, but I don't consciously know it. Um, but really what I took from him was um one, it's just about like filling your day up with trying to set appointments, right? So at first I was just trying to get in front of realtors, um trying to build relationships. And I I first I took a volume approach where I was like, I'm just gonna try to be everywhere that I can and um try to be in front of these people all the time. And I didn't really put much stake into the relationship at first. And then what I learned about myself is once I actually started building relationships with a lot of these realtors, I felt so much more fulfilled. Like I'm I'm able to help them, you know, if they're in need, if they have a client that's struggling to find something, um, I can I can actually serve purpose in their business. And um, once I started to really experience that, then I started to really add structure around it. So like I have like my CRM and I have my top, my top realtors that, you know, I refer me the most deals a year, and or the ones that are just constantly engaging with me or I'm engaging with them and I track, you know, I make sure I'm in touch with them constantly. Um you know, I try to just add value anywhere I can and be of service. Really just I'm always looking for an opportunity to to improve their day, add value, or be useful. Really.
SPEAKER_05:So a lot of times I ask what motivates you, right? Which which I'd like to get to that, but with you, I want to talk about who motivates you. Um I happen to personally know your wife, Lorena. Yeah. You have two beautiful little twin daughters and uh and a son, older son. What are what age is is Juliana? He's about to be two in November. So he's 19 years old. And how older are the girls? Uh five months. Five months. Um I I probably can assume that Lorena pushes you pretty fast.
SPEAKER_03:That was actually, yeah, that's actually a really good, really good point. That's when my life changed was when I met her. Yeah, that was I was I was coasting for a long time. I was in community college serving tables. Um, I had no direction. I had no idea what I didn't know I was gonna be in sales even. And then uh I met her, fell in love, and was like, man, I gotta, I gotta, she was already. She was three years older than me. She was she had a TU graduate, had a real job. Um, you know, and I was serving tables part-time and in school. So I knew I had to do something to retain her, or else she was gonna be like, all right, this guy's just not he's not leveling up. So, you know, where I'm at in life. So that was the first, that was definitely my first why was she still pushes you to not leave anything unpertained? Yeah, absolutely. And she's real with me all the time, which helps keep me in check. You know what I mean? I can I know that if I go and ask her something, she's not gonna give me the sweet version, she's gonna give me the real version. And again, self-awareness, that that's a big part of success, I feel like, is being able to reflect and and hear that stuff. Um, so yeah, she's been an integral. I don't think I'd be I don't think I'd be who I am or where I am today without without her.
SPEAKER_05:Is there anything else that drives you?
SPEAKER_03:Yeah. Um yeah, it's not necessarily the healthiest, but I think it goes back to to my childhood where I'm constantly trying to prove to myself that I'm I'm capable, that I'm worthy. Yeah. Um it used to be trying to prove other people. Now it's I'm always constantly trying to prove myself. And uh I'm a big thinker. I I think big. And I I think when you think big, you naturally, if you're focused and you're ambitious, you try to just keep the direction of your life slowly trending towards that that big picture. And so um I think part of it is obviously again, it's reaffirming to myself that I can do this, I'm capable, which naturally makes me want to see where I can take it next. I'm never satisfied. So I should sell a hundred homes this year. Um and if if three or four years ago I had been saying that, I would have thought like, dude, I would be on top of the world. Like I've made it, I've proven to myself that I can do this. Um, and really now I'm like, how do I sell 200? Yeah. You know what I mean? And it's it's just uh it I have to remember to be grateful.
SPEAKER_05:And I know how humble of a guy you are, so I know that's not even coming from a place that that from a wrong place, it's just coming from like, hey, what's possible?
SPEAKER_03:Yeah, it's it's uh the theoretical, like what am I, what am I really capable of? Um and am I accessing my true potential? Yeah, and um our minds are so much more powerful powerful than I think most people give them credit for. And if you're constantly trying to refine and figure out like what is my self-actual, what's my what's my um superior self, the my ideal self that I'm trying to become? And I feel like you'll never get there. If you're really trying, like you'll go through your whole life and you'll there's still so much that you could improve on and get better and learn. That's really good. And so that drives me. That is like it's almost like it's a magnet, and I'm just constantly trying to making my way up to that ideal self. So you got anything else?
SPEAKER_01:Yeah, I got the well last question I have for you is um when you saw Chase doing what he was doing, how long did it take you to finally take that first step and maybe ask him? And then how long did it take you to start implementing some of those things? About a year.
SPEAKER_03:I watched I watched him for a year. Um and I I originally I was already asking what he was doing, but the stuff he was doing were things I weren't I wasn't comfortable with, so I didn't immediately apply them. Um but once him and I became pretty good friends and I knew that he was gonna shoot me straight on what he was doing, um, because he he's somebody who originally wants to help people. Um that's whenever, like I'd say about a year is whenever I was like, all right, I'm going all in on this. And what Chase had figured out that I didn't back then was the relationship matters a lot and how you make people feel matters a lot. And back then I was more focused on how many realtors can I talk to in a month, you know, and which was a good mindset at first because I could leave reject the fear of rejection out of it. I didn't focus on am I making an impact on this person? It was how many people can I just talk to?
SPEAKER_04:Yeah.
SPEAKER_03:And then I started honing in on the detail side of like, okay, I I want to make sure I'm actually making these people's lives better. I want to be an asset to them. I don't want to be the one calling them and be like, oh God, here's Blake Mason again. You know what I mean? I want it to be something that that's real, genuine, and valuable.
SPEAKER_01:So for any salesperson that's listening right now, that's maybe in that coasting uh era of their career, what what what's one or two things that you'd leave them with?
SPEAKER_03:Yeah, if you're coasting right now, um it's probably because you're you're not rooted in something deeper than just your your baseline, this is serving a need, right? This pays the bills, um, I can put X amount of money. If that's your goal, you're gonna hit a point where you stop. Um if you're if you're focused on being valuable to the people around you, whether it be the company you work for, um, whether it be referral partners, whether it be the lender that does your deals, um, you need to make sure you're always leaving an impact on people and and um root your purpose in that. And I'll tell you, I've sold a lot of houses when I wasn't rooted in service, and I've sold a lot of houses when I was rooted in service, when my why was like, I just want to be valuable, and you don't get burnt out whenever you love what you're doing. And if you love to once you find a passion for serving people, it doesn't matter how many the appointments are fun. You know, I like give me more, you know. And but if it's just if it if you're just selling to make surface level things happen, you're gonna get surface level results. And so um find a deeper why. And it takes time, but awesome. Love it. Alfredo.
SPEAKER_05:This is Blake Mason, he's the real deal.