Remember The Time | Mindset Mastery with A.Z. Araujo

Remember The Time | Mindset Mastery with A.Z. Araujo

In this episode of Do The Work | Mindset Mastery, I found myself surrounded by something that reminded me exactly where this journey began. As I stood in our new Scottsdale location setting up cameras by myself, I looked over at equipment I bought years ago when I barely had the money to make the investment. Those cameras brought me right back to a season where I was betting on myself before I had proof it would work. I remember putting thousands of dollars on credit cards because I believed I needed to create something different. I wanted to build the best training environment possible. I wanted to create an organization that truly developed people. The problem was that after I bought the equipment, it sat there. I convinced myself I was not good with technology. I told myself it was too complicated. Every morning I woke up feeling the weight of an investment that I was too afraid to use. Looking back, I realized the equipment was never the real obstacle. My mindset was. So many of us reach a point where we begin telling ourselves stories that keep us exactly where we are. We say we are not good at something. We say we hate a certain part of the business. We convince ourselves that if we could just avoid those uncomfortable areas everything would work out. That is exactly what keeps us stuck. Every time we say we hate videos, hate marketing, hate showing homes, hate paperwork, or hate dealing with certain clients, we are reinforcing the very beliefs that stop us from growing. Those words become part of our identity until we start believing them as facts. I had to confront that in my own business. I realized that every area I complained about was simply an area I had not mastered yet. Instead of learning, I wanted someone else to solve the problem for me. Instead of growing into the leader my business required, I complained about the responsibilities that came with leadership. Growth does not happen by avoiding difficult work. Growth happens when we stop running from the things we have not mastered and begin attacking them head on. That lesson applies to every entrepreneur. Many people dream about owning a business because they imagine freedom. What they do not realize is that freedom comes after years of responsibility. It comes after investing in people, systems, technology, and yourself. It comes after making decisions that feel uncomfortable long before they become profitable. If you refuse to invest because you only think about today's bills, you will never build tomorrow's opportunities. One of the biggest shifts in my career happened when I stopped believing I had to do everything myself. There is a difference between being involved in your business and trying to control every part of it. If you insist that nobody can do something as well as you can, you eventually become the bottleneck that limits your own growth. The goal is not to master every task. The goal is to become so good at what only you can do that you surround yourself with people who are better than you in every other area. As I walked through our new building, I realized something else. This is a new era. A new era is not about finally taking it easy. It is not about sitting back while money magically shows up. A new era brings bigger responsibilities, bigger challenges, and bigger expectations. It requires more learning, more investment, and more discipline than the season before it. That is what I want. I am willing to invest again. I am willing to adapt again. I am willing to learn again because every level requires a new version of you. The people who continue winning are not the ones who avoid change. They are the ones who continue embracing it. Toward the end of the conversation, I shared a moment that caught me completely off guard. While meeting with a highly successful business owner, I heard myself say, "I just do not think big enough." The moment those words left my mouth, he stopped me. He told me that someone who truly does not think big would never even have that thought. What I was actually doing was repeating a self limiting belief that I had likely been telling myself for years. That conversation reminded me how important it is to pay attention to the words we speak. If you say something out loud, chances are you have already repeated it to yourself thousands of times. From that moment forward, I made a commitment to analyze my thoughts more carefully. Instead of feeding limiting beliefs, I want to reinforce beliefs that move me forward. I want to remind myself that I am capable of building something much bigger than I have ever imagined. As we all step into our next season, I challenge you to examine the thoughts you repeat every day. Stop asking yourself why something is difficult and start asking yourself how you can become the person capable of handling it. That is where growth begins. That is where your new era starts. Reflection Questions 1. What negative statement do you repeat about yourself or your business that has quietly become a self limiting belief? 2. Which part of your business have you been avoiding instead of mastering? 3. What investment in yourself, your business, or your mindset could completely change the direction of your future?

The Straw That Broke The Camel's Back | Mindset Mastery with A.Z. Araujo

In this episode of Do The Work | Mindset Mastery, I found myself thinking about how quickly this year has moved. Half the year is already behind us, and if I am being honest, it has been filled with incredible victories, difficult setbacks, gratitude, frustration, excitement, and moments where I questioned everything. Sometimes those emotions all happen in the same day. That is the reality of building a business. Entrepreneurship is not just about creating freedom. It is about accepting responsibility every single day. There is no guaranteed paycheck waiting for you. There is no pause button. Every opportunity, every challenge, and every result is tied to the value you continue creating. The mistake many of us make is believing the pressure will eventually disappear. It will not. As your business grows, so do your responsibilities. New opportunities always arrive with new challenges. Instead of wishing things become easier, we have to become stronger. One conversation that continues to come up is burnout. People say they are stressed. They are exhausted. They are struggling. They feel overwhelmed. I understand those feelings because I have experienced them myself. What I have learned is that burnout rarely comes from one difficult moment. It comes from months of neglecting the habits that built your success in the first place. You stop making videos. You stop following up. You stop learning. You stop putting yourself in environments that challenge you. You slowly convince yourself that you already know enough. Then one canceled deal or one difficult client suddenly feels like the end of the world. The problem was never that one moment. It was everything that happened before it. I think about the saying that the straw broke the camel's back. That final straw was never the real issue. The camel carried hundreds of loads before that final piece was added. In business, we carry little compromises every day. We skip the meeting. We avoid the training. We tell ourselves we will market tomorrow. We stop doing the things that once created momentum. Those small decisions keep stacking until eventually something small feels unbearable. That is why I believe burnout is a symptom, not the problem itself. One of the biggest dangers I see today is comfort disguised as productivity. I hear people say they work better alone. They prefer staying home. They already know what the meetings are going to teach. They believe they have figured out their business. What I really hear is isolation. Growth requires friction. Growth requires conversations. Growth requires being challenged by people who think differently than you. When you isolate yourself, you also isolate yourself from new ideas, better strategies, and the conversations that move your business forward. That comfort eventually becomes stagnation. From the outside, everything may still look successful. The closings continue. The income still comes in. But underneath the surface, growth has stopped. Meanwhile, newer agents who are learning today's strategies continue gaining momentum because they are willing to stay curious. That is why I constantly ask myself whether I am still a student. Am I still learning? Am I still surrounding myself with people who challenge me? Am I still putting myself in rooms where I can grow? The moment I believe I already know enough is the moment I begin falling behind. I have watched incredibly successful people slowly disappear because they stopped evolving. Their systems worked years ago, but they refused to adapt as the market changed. They became comfortable while everyone else continued improving. I never want that to become my story. That is why I attend trainings. That is why I continue listening. That is why I continue asking questions. Sometimes one conversation, one idea, or one perspective completely changes the direction of my business. There is another lesson I want you to think about. When you feel like your effort is not producing the results you expected, do not immediately assume you are failing. Look at how much you have already grown. There was a time when recording one video terrified you. There was a time when your first buyer consultation made you nervous. There was a time when presenting to a seller felt impossible. Today those things have become normal because you kept showing up. That means growth has already happened. Now your responsibility is to build on that foundation instead of settling into comfort. Go back to the habits that made you successful. Become intentional again. Protect your routines. Surround yourself with people who challenge you. Continue learning even when you think you already know the answer. The next level of your business will never be created by repeating yesterday's thinking. It will always require becoming a better version of yourself. Reflection Questions 1. Where have you become comfortable instead of continuing to grow? 2. What habits helped build your success that you have slowly stopped doing? 3. What room, conversation, or learning opportunity do you need to step back into so you can continue evolving?

Flood Of Prosperity | Mindset Mastery w/ A.Z. Araujo

In this episode of Do The Work | Mindset Mastery, I talk about something that many people spend their entire lives chasing but very few ever prepare themselves to handle. We all want growth. We all want bigger opportunities, more income, more influence, and more freedom. But what happens when those things actually arrive? This episode was recorded during a season of major expansion. As our new office in Old Town Scottsdale was being built out and teams were working behind the scenes to bring the vision to life, I found myself reflecting on how far the journey has come. Looking around at what we have built today reminded me of the conversations, struggles, and dreams I was documenting years ago when none of this existed yet. As I listened to old recordings from 2018, I noticed something interesting. Even back then, I was speaking about big goals and big visions. I was declaring things that seemed far beyond my current reality. The truth is I had no idea exactly how I was going to get there. What I did know was that if I continued preparing myself every day, eventually I would become the person capable of handling the opportunities that were coming. Most people focus on the rewards of success. They think about the income, the lifestyle, the flexibility, and the things money can provide. What often gets overlooked is the responsibility that comes with growth. Bigger opportunities require greater capacity. More success requires stronger leadership. Greater prosperity demands stronger discipline. The flood of prosperity sounds exciting, but it can be just as dangerous as a flood of challenges if you are not prepared. Success has destroyed relationships. Success has pulled people away from their families. Success has exposed weaknesses that were never addressed during the climb. Without the proper conditioning, the very thing someone prayed for can become the thing that overwhelms them. That is why preparation matters. Every challenge you face today is preparing you for something bigger tomorrow. The setbacks, the canceled deals, the difficult conversations, the disappointments, and the obstacles are all part of the conditioning process. They are teaching you how to think, how to respond, and how to lead at a higher level. One of the biggest lessons from this episode is the importance of appreciating where you are right now. Sometimes we become so focused on the next goal that we fail to recognize what we have already built. During several recent conversations with brokerage owners and industry leaders, I was reminded of something important. Many people are looking for what we have already created. The systems, the culture, the relationships, and the environment that exist today were once nothing more than a vision. It is easy to feel behind when you are surrounded by people who challenge you to grow. But sometimes you need to step back and realize how much progress has actually been made. Another major theme of this episode is documentation. Too many people forget where they started because they never take the time to record the journey. Whether it is journaling, recording videos, creating content, or sharing your experiences, documenting your life gives you the opportunity to look back and see the growth that would otherwise go unnoticed. Five years from now, the problems that seem overwhelming today will likely look very small. The goals that feel massive today may simply become your new normal. Your capacity will expand. Your confidence will grow. Your vision will become bigger. The key is to keep moving. Do not allow yourself to sit in frustration longer than necessary. Do not stay stuck in disappointment. Take action. Trust the process. Continue building consistency. At the end of the day, consistency is one of the greatest gifts we all possess. While many people search for special talents and unique abilities, the power to consistently make the right decisions is available to everyone. In a world filled with distractions, uncertainty, and inconsistency, the person who continues showing up eventually separates themselves from the crowd. The flood of prosperity is not reserved for a select few. It is available to those who prepare for it, grow into it, and stay committed long enough to receive it. The question is simple. When it arrives, will you be ready? Questions for Reflection 1. What challenges am I facing right now that may actually be preparing me for a bigger opportunity in the future? 2. If the level of success I want showed up tomorrow, would I be emotionally, mentally, and spiritually prepared to handle it? 3. What can I start documenting today that will allow me to see my growth and progress five years from now? Notable Quotes "The flood of prosperity has also drowned many individuals because they could not handle that type of responsibility." "Consistency will get you everything you want." "The flood of prosperity is in your future. It's there, it's coming, and it's going to come in a massive way. Are you prepared?"

Exposed By Your Enemy | Mindset Mastery with A.Z. Araujo

In this episode of Do The Work | Mindset Mastery, I found myself reflecting on something that happened years ago that completely shifted the way I look at criticism, growth, and the stories we tell ourselves every single day. Sometimes we think the biggest obstacles in our life are other people, but the truth is many of the battles we are fighting started in our own mind long before anyone else ever said a word. I shared an email I received back in 2016 from another broker owner here in Phoenix. At the time, I took the message as disrespect. I took it as jealousy. I took it as someone trying to tear down what Carla and I were building. The email criticized the type of content we were posting and challenged me to explain more clearly how we were actually helping agents grow their business. Back then, that message fired me up in the wrong way. I wanted to prove him wrong. I wanted to push harder out of spite. I carried that chip on my shoulder for years. But as I look back at it now, I realize something different. He was not exposing a weakness I did not know existed. He was exposing thoughts I had already been telling myself every single day. That was the real lesson. The things that trigger us the most are usually connected to insecurities we have already repeated in our own mind thousands of times. When someone says something that lines up with our private self talk, we instantly make them the enemy instead of facing the root problem. I was already questioning whether I was capable of building a brokerage. I was already wondering if I had enough systems, enough structure, enough clarity, enough leadership. So when someone else mentioned it out loud, I reacted emotionally because it confirmed what I secretly believed about myself. I think so many people live this way without realizing it. You tell yourself you are awkward on camera. Then someone says your video seemed uncomfortable, and now they become the villain in your story. You tell yourself you are inconsistent. Then your spouse points out your lack of discipline, and now you feel attacked. You tell yourself you are not good enough at sales. Then one deal falls apart and suddenly it becomes proof that your fears were right all along. The issue is not always the criticism. The issue is the identity we have already created around ourselves before the criticism ever arrives. One of the biggest realizations I shared in this episode is that negative self talk creates hesitation, procrastination, fear, and avoidance. It slowly convinces you to stay invisible. You stop posting. You stop speaking. You stop growing. You stop trying because your mind has already decided the outcome before the work even begins. What changed my life was learning how to challenge those thoughts instead of repeating them. Instead of saying, "I am not a good communicator," I began telling myself that I am developing the ability to communicate powerfully every single day. Instead of saying, "I do not have systems," I started building them. Instead of saying, "I am awkward at training," I focused on becoming obsessed with helping agents grow. And eventually the identity changed because the repetition changed. The work backed up the belief. Today I can confidently say that what we do inside our company changes lives because I no longer question it every morning before walking into the office. I stopped building enemies out of people who were simply exposing areas where I needed to grow. I stopped using criticism as fuel for revenge and started using it as information for expansion. This episode is really about understanding that growth requires a shift in perspective. Sometimes the people who trigger you the most are actually revealing the exact area where your next level is waiting. The question is whether you are willing to look deeper instead of reacting emotionally. At the end of the day, your future is heavily influenced by the conversations you have with yourself every single day. Your words become your identity. Your identity shapes your behavior. And your behavior creates your results. So if you want a different life, start by changing the way you speak to yourself. Questions For Reflection 1. What negative thought about yourself have you repeated so often that it has started to feel like truth? 2. Is there someone in your life you have labeled as an enemy when they may actually be exposing an area where you need to grow? 3. What would change in your business or life if you stopped defending your limitations and started solving them instead? Notable Quotes "The things that trigger us the most are usually the things we have already been telling ourselves every single day." "I was not fighting other people. I was fighting the thoughts I had about myself." "Your words become your identity. Your identity shapes your behavior. And your behavior creates your results."

Change The Conversation | Mindset Mastery w/ A.Z. Araujo

In this episode of Do The Work | Mindset Mastery, we explore how your reality in business is shaped by the conversations you choose to have and the markets you choose to focus on. AZ Araujo breaks down the danger of getting stuck in one segment of buyers and how that limited exposure can distort your entire perspective of the industry. What feels like a difficult market is often just a narrow one. Many agents find themselves operating in a constant state of resistance, working with buyers who are stretching financially, hesitant to move forward, and quick to walk away over small changes. Over time, this creates the belief that every deal is hard, every client is difficult, and the market itself is the problem. But that belief is built on exposure to only a fraction of what is actually happening. The reality is that first time homebuyers make up only a small portion of the market, while the majority consists of repeat buyers and move up buyers who already understand the process and have resources available. These individuals are not being reached, not because they do not exist, but because the conversation is not being directed toward them. Most agents are speaking to the same audience in the same way, leaving a large segment of opportunity untouched. At AZ & Associates, the focus has always been on presenting opportunities, not just listings. The difference between struggling for deals and creating momentum often comes down to introducing a conversation that the client has never heard before. Many homeowners are unaware that they can leverage their equity, keep their current home as an investment, or utilize loan programs designed specifically for their situation. When those options are presented clearly, the entire dynamic of the relationship changes. Higher level clients approach challenges differently. Instead of walking away when obstacles arise, they look for solutions. They are conditioned to solve problems, adjust, and move forward. This creates a completely different experience for the agent, one that is built on progress rather than resistance. When you elevate your knowledge and expand your understanding of available products, your conversations begin to reflect that growth, and the clients you attract begin to shift as well. Burnout is often not a result of working too much, but of working in the wrong environment repeatedly. When every interaction feels like a battle, it drains your energy and reinforces the belief that success is difficult to achieve. By broadening your focus, deepening your knowledge, and reconnecting with your existing network, you position yourself to operate in a more aligned and productive space. Key Insights Shaping Your Reality Through Conversation: The type of clients you work with will determine how you perceive the market. If you only engage with one segment, your understanding becomes limited and skewed. The Missed Majority: First time homebuyers represent a small percentage of the market, yet most marketing is directed toward them. This leaves a large portion of opportunity untouched. Opportunity Over Information: Many potential clients already have the ability to move forward but lack awareness of their options. Introducing new possibilities is often the catalyst for action. Higher Level Problem Solving: Experienced buyers and business owners approach challenges with a solution oriented mindset, creating smoother and more productive transactions. Burnout Through Misalignment: Constant resistance in the same segment leads to exhaustion. Expanding your focus can create a more balanced and sustainable business. Questions to Reflect On * What type of buyer have I been consistently attracting, and how has that shaped my belief about the market? * Who in my current network already has the ability to move but has not been presented with the right opportunity? * What conversations do I need to start having that would expand the level of clients I work with? Notable Quotes "If you are only talking to a specific buyer pool, your reality is going to be based on that." "First time homebuyers only make 21 percent of the market." "They do not say I cannot do it. They ask how long do I have to make it happen."