From Paycheck to Purpose: Building an Unstoppable Life with Yisbel Bera

[0:00] Welcome back to the REI agent. My guest today is Yisbel Berra, team lead and CEO of Kingdom Group at EXP Realty in Cape Coral, Florida. Yisbel has built one of the most recognized Latina-led real estate operations in the country, landing in the top 1% of EXP’s 89,000 agents globally and earning the EXP icon designation four times. She has also been named one of the top 250 Latino realtors in the United States. Beyond sales, she has built an entire business ecosystem around her team, including Thrive Transactions, LLC and coaching business dedicated to helping agents in the Hispanic community build sustainable, profitable careers. Yisbel, welcome to the REI agent podcast. Hi, thank you. Thank you so much for that introduction.

[0:47] Excited to be here, Matias, and thanks again for having me. Yeah. Tell us a little bit about how you got into this crazy world of real estate. Yeah. Well, I started actually, I used to be a wholesaler prior to getting licensed. So that’s how everything started. What I was buying real estate and the experience that I was having wasn’t very pleasant and good. And I go, no, I need to get licensed. And also at the same time, I would definitely, you know, earn my own commission while investing in real estate, which is one of the greatest vehicle to build wealth and legacy. Right. So yeah, that’s how everything started by putting inside. I buy ugly houses. I’m sure you’ve seen those. Yeah. But yes, that’s how I started. And there’s a very thin line before, between what you can do as a wholesaler and what you cannot do. So I’m, I’m always looking forward for compliance and I go, let me get licensed, you know, and that’s how everything started.

[1:52] So what were you doing before the wholesale thing and what made you get into real estate in general? Yeah. What did you do about real estate? Yeah. That’s a great question. You know, I used to work for the state of Florida. I was working for the department of children and families and it was my dream job, but the pay, it wasn’t really good. I spent there a couple of years. Benefits for the state are great, but the pay is not very good. Back in the day, you know, I was living kind of pay check to check, like every American does. Right. And I go like, oh no, no, this, no, I, I deny to live check to check. I deny it. So I had kids now they’re, they’re all grown, but you know, I go like, I want to provide auctions to my kids. I don’t, I like it, it just hurt everybody’s heart. Every parent that is listening to me know that it’s just uncomfortable to say no to your kids. So they, they were my big why, you know, to switch over. And I already tried different sales business. Uh, I used to sell like, um, and, and I do have a bachelor degree in business management, major in marketing. So I, I always be in cell, you know, so

[3:16] it’s, it’s always been my thing. And I, and I, I remember that I done the Mary Kay. I also done the Aqua, which is a special water. Um, so I was selling stuff, but nothing worked, nothing fulfilled. And I go, I feel that I should be doing something else. And then that’s when I, I start and switch, uh, and I start wholesaling and it was working. And then I got a couple phone calls from real estate agents. Um, and like, Hey, you know what you’re doing is illegal. And I go, excuse me. Um, so, and then I started doing my research and, and I go, Oh, there’s a very, very thin line between what I can do and what cannot do. And then I got licensed and that’s how everything started. But definitely my, my children, uh, was the big why for me, uh, and, and the average life that I was living and knowing that, um, I was a homeowner back and even, even I had, I own a home, I was barely making it. Um, so that’s, that’s the reason why I started real estate. Okay. So you always had that hustle in you. Um, you were, you’re definitely wanting to, uh, go out and make something happen, try different, a few different avenues, um, that maybe weren’t as successful. Um, yeah,

[4:36] the wholesaling thing is definitely interesting. And I know there are a lot of different ways of doing it. Um, and I think there’s more ethical ways than others. Um, and, um, I think it’s often misunderstood in the real estate community. Um, uh, like the traditional sales community as well. Uh, but yeah, I think, you know, laws have changed and I think it’s state by state as well. I know that in Virginia where I’m at, uh, I think right now you’re only supposed to be able to do like one deal, um, a year, uh, without a license. So, um, getting a license is definitely an option, a great option. Um, if you’re in that, uh, it’s, it’s different worlds, right? It’s like, it’s wholesale versus retail. Um, yeah, no, a hundred percent. It’s a different war and you’re putting, uh, uh, very hot deals with investors and it’s pretty much the stress homes, you know? Uh, but yeah, definitely in Florida, it’s a little bit different. You can do more than one transaction, uh, without a license.

[5:34] Uh, but I was starting having momentum and, um, I started noticing that my signs were started getting removed and I go, um, and getting phone calls and stuff like that. And then I got licensed. I’m no longer doing wholesale. Um, but I do a lot of REOs right now. Um, and my niche is investors because that’s, that’s how I start. That’s awesome. Uh, so when you were wholesaling and when you were, you know, getting people calling you, uh, you’re, you’re finding leads of distressed homes, uh, were you selecting some to take on yourself as well? Were you flipping any, were you, uh, doing, uh, any purse? Yes. Uh, I remember my first investment I bought was a short sale actually. Uh, and, and that home, um, I actually great, uh, made a great deal on that home. I bought it. I will say about 120,000 less that the market value. I invest about 30,000, but I’m talking about 2017 or 18, which right now you cannot do the type of remodeling that I did. Uh, uh, that will be today’s money, maybe 70,000, 60,000 or so. Um, and I made almost 2000, uh, 200,000. My bad. I almost made 200,000 when I, um, resell it. Yes. That’s not bad. You said that was your first one.

[7:09] That was my first one, but I kept it that I kept it. Uh huh. I kept it for some time. And then did you, did you cash out, um, any, like, did you do cash out refinance and did you take more than, uh, the equity or more than the money you had in it? Like, did you like make a profit on the refinance itself? Well, actually what I did, I sold it. I put in 1031 exchange and then I, I, I, I invest two more. I use it as a down payment for two more and, and so, and so, but I don’t recommend anyone to use dumb money or equity for expenses or for wasting the money. You should multiply actually that profit, that equity, uh, because that’s when momentum start happening and that’s how you start, uh, building wealth. Yeah. Yeah, no, totally. I, um, yeah, I agree completely. I think that it can be, even if you’re, if you’re holding that property and you’re doing a cash out refinance, just to get, you know, you less, even if you’re just breaking even, right.

[8:06] Or, or sometimes now it’s, now it’s even probably harder to, um, break even. Like you might have to leave a little bit of money in the deal, uh, to make the numbers work. But, um, at the end of the day, it’s a much better deal than you would be able to get otherwise. And you can then tap into the equity with home equity lines of credit to then again, re rinse and repeat and keep going with building that momentum, like you said. So like, if you want to, uh, buy another, uh, property, if you want to go to the auction, uh, and, and buy it in cash, like you can use some of that equity from a home equity line of credit to, to keep that momentum going. So definitely it can, it can compound upon itself and getting started really the most important part. Yeah, no, a hundred percent.

[8:47] And if you have a home and you’re starting investing and, uh, you know, you have some tenants in there, you have some passive income. Uh, what you can do is later on, uh, once that home generates some equity, then like you say, you do some equity line of credit or some refinance catch out if it makes sense. Cause sometimes it doesn’t make sense. Interest rate is going to be too high. Um, so, and then you invest into the next one and the next one and the next one until you’re able to buy a building, which that’s, that’s my goal. Actually, I don’t have any commercial property, but, uh, that’s my goal before the end of the year to guess, uh, have some commercial, you know, uh, it’s less work actually. It’s less work. Yeah. Um, you, you’re looking at an apartment or are you looking at, um, do you have it? No, no, I’m actually, I’m actually looking for some type of, uh, uh, commercial place, uh, like a, uh, store, a multi-unit store, uh, office units, um, you know, things like that, because, uh, at least in Florida, uh, they’re pretty much on their own. We don’t, we don’t do anything as landlord. We, they’re responsible for absolutely everything,

[10:05] which is easier than residential. You know, you have to be, there’s something wrong with the AC and the main four things in a home AC roof, uh, electrical panel and plumbing, you know, it’s, it’s more work for sure. Yeah. Yeah, absolutely. And it’d be great to, to diversify, um, the portfolio a little bit because, uh, commercial and residential kind of are, you know, a little bit separate. They, they don’t, they have their own kind of cycles. Um, uh, tell us then about your, your start with actual getting into this, the sales, uh, the traditional sales model. Um, did you said you’re still kind of investor focused, were you taking some of those, you know, those wholesaling leads and, and making, just putting them on the market kind of more traditionally, or what, what did, where did you go when you got licensed? Yeah. So, um, uh, once I got licensed, you know, I continue serving my investors. So I started, uh, leasing their homes for sale.

[10:59] Um, yes, exactly. Exactly. That, that, and, um, you know, I, a few of them have like 20 houses. So I started having momentum, like on my first year, I made more than I made on my secular job for a year. So, um, and, and typically your first year is kind of like, uh, trying the waters and see how the business goes. But I actually got success because I, but number one, in order to have success and growth, you must have hungry. And, uh, you, you must, you need to really want it because if you’re trying this business out, okay, let’s see what’s going to happen. Nothing is going to happen that way. You’re either full in or you’re out. Cause as you might know, this business as average doesn’t really work. Um, it’s here. Um, but yeah, definitely. I’m, I’m grateful, very grateful of God. And, um, yeah, when everyone that trusts me, did you, did you, um, when you were starting to wholesale, sorry to backtrack here, did you, did you do both? Did you do your job? Um, uh, full-time job. And then, and then had it kind of side hustled. How long did it take for your transition? Like when you were licensed, were you full-time in real estate or did you do a transition or period there

[12:13] as well? Um, I did a transition. Uh, yeah. So it took me a year. It took me a year to actually, uh, be on my own. And, and then, you know, I opened up a, uh, corporation and then I W2 my corporation to myself so I can have a salary. And, uh, yeah, that’s another thing that when you are doing the real estate business, you want to do it formally and treat it as a business because a lot of time agents, they, they eat their commission, which is wrong. You know, you want to reinvest it back in your business, reinvest it on yourself as personal development. That’s another thing that I did is that I specialize myself. I did a couple of designations and a specialty. And I still do to this day. If I see something that aligns with my goal, um, uh, education for me is so powerful.

[13:06] I mean, uh, you are what, you know, and people this day, they don’t do business with you because you, they like you or something is they move by data and report by what you can add to them. And, uh, you know, but, but yes, uh, it took me a year, you know, um, to actually, uh, fully transition. Yeah. Well, it sounds like you, you’re probably the type of person that, that could really focus on, uh, you know, this is my goal. This is what I want. And I, I’m going to make this happen. Um, even if I am, uh, spending, you know, eight hours a day at this other job, I’m going to, uh, do what I, I can do what I have to, to make this other thing, uh, because I see that it’s going to be more profitable. It’s going to be better. It’s going to be a better fit for me. Is that accurate? A hundred percent. A hundred percent. Uh, I grew up in an entrepreneur, uh, household. I saw my, my father, uh, becoming millionaire two times and also going bankrupt. I’m not afraid of anything. I’m not, I know how to live with a lot and I know how to live without nothing. I’m not afraid. You know, there’s something liberating about that.

[14:16] Um, if you have, once you, once you’ve kind of made something like this successful, um, you’ve got the grind, you go through the grind and you kind of have momentum going. Um, there’s something liberating about knowing that if you had to do it over again, you could, and that if you had to go back to, you know, being really disciplined about, you know, your expenses and living on, on very little that you could. Um, and it is, it is a fear people have to get into the business because for the same reason, right? Like they’re, they’re worried about it all being dependent upon themselves. But at the end of the day, like, you know, if you’re in another job, like if you’re like in corporate America, for example, like you don’t have any control about getting laid off or like, you know, what, what might happen. Uh, but if you build it yourself in a way that you can, you know, make it, um, and you have confidence in that you, you prove it to yourself and you prove, you know, that you’re okay with less. Um, there’s a, that’s a great feeling.

[15:14] Yeah, no, a hundred percent. And I will tell you one thing also is that, um, I’ve been in this amazing country for over a little bit, over half of my life, over 21 years. And I think when you have the goal so close to your eyes, uh, you are unable to appreciate, uh, the beauty and coming from a third world country, uh, I was born in the Dominican Republic, you know, and I, I know that in order to get things happen and momentum is hard over there, but when you come here and you see so many opportunities, you go like, wow. Uh, as soon as I hit the ground here, you know, my, my brain was going really fast. My father, uh, was an economist and politician in my country, very well known, very respected, you know, and coming here, it was like, uh, it’s, uh, just, just, just knowing everything that wasn’t here. But again, uh, sometimes when you were born in a place and you’re used to certain things, I think sometimes Americans are very comfortable, you know, and I include myself because after being here, like, Oh no, no, no, I have to be uncomfortable because in a comfortable place growth won’t happen. Uh, we have to become uncomfortable and, uh, seeing homeless in this

[16:37] country is definitely a mental thing because there’s no way, no way with the amount of opportunity that we have. Of course, nothing is given. You have to work. But when you come from a third world country that no matter how hard you work over there, sometime nothing happened, you know? So, yeah. I mean, this is actually leads me into a question. I kind of wanted to ask you, um, now that you’ve been doing this for a while, you’ve seen success, like you’ve, you know, you’ve, you’ve, you’ve, you’ve rode those waves. What keeps you going? I mean, this, this market also has shifted and I’ve talked to a lot of people in, in, uh, Florida and I don’t know about your area, but it definitely seems like Florida was one of the earlier markets to, uh, shift. Um, and, and, and, you know, it can be, it can be kind of disorienting. It can be, we’re in a place right now where I think the sellers are kind of still expecting, um, things to be like they were there.

[17:30] Things are slowed down. We’re, we’re still like, you know, two week kind of average days of market. So we’re not bad, but then, then buyers are like, why has this house been on the market for over a week? There’s something wrong with it. It’s overpriced. And this, there’s this like two expectations of like what the market should be that it just isn’t anymore. And it leaves the people really frustrated. And that then has to be challenging for agents as well. Like they have to adjust. They have to, you know, if things are just different and harder and expectations are not being met. Um, so all I have to say is how do you keep, um, keep the momentum, keep the motivation, uh, keep that fire in you?

[18:07] Yeah. Great question. Great question. I believe that everyone should do this exercise and it is, uh, to define your why in business and not only define your why, but go seven levels. Why I learned this from Dean Graciosi. I don’t know if you know, Dean Graciosi from him. I actually learn a wholesaling. Uh, so Dean Graciosi and Tony Robbins, um, I’m sure you know, Tony Robbins, they both are doing a lot of things together. Um, right now. Um, and, and I actually bought a course from him and ta-da-da. So, so I believe that when you don’t do this exercise, you might lose, uh, focus. Okay. Um, so for example, I, I do this, uh, because of my kids. Okay. Why is important? Why you’re doing for your kids? Oh, because I want to provide them freedom and choices and why you want to provide freedom and choices.

[19:06] And as you see, I’m going seven levels. Why? Because when the market gets tough, when people hang out the phone on you, when things happen, uh, like a hat, when I start, uh, you have to go back to your why, which is your fuel is what really, uh, becomes, uh, or make you unstoppable. And in fact, I wrote a book and the name is unstoppable drive because that’s really my, my life. Uh, I, I, I, I don’t stop and I don’t need motivation. Just looking at my kids face is, is more than enough, you know, just looking at them. I don’t know if you saw, if you watch Cinderella men, it’s a movie that I, uh, it’s a true story movie that I really recommend Cinderella men. And they, um, it was, um, one of the best, uh, uh, person in, in the boxing sport. I don’t know too much about, uh, boxing, but he was, his story really got my attention and they were asking why, why do you fight with so much success? And, and he said for milk and people stay like milk, uh, because he actually went through the great depression, uh, world war two and he got kids. They took him away from him because he didn’t have any, any food to provide. And he was fighting for, for milk to grow pretty much, uh, for, to provide,

[20:33] uh, to his kids. Uh, his story is really incredible. Um, I mean, um, it really touched my heart. And when you know what you’re doing the things for, uh, nothing stop you, you know, nothing stop you. You have to go back to the basic and to your insight because greatness start from inside out, no focusing on what’s happening out there or what’s the tendency of the market. Um, excuse me. Uh, sometimes there’s too much noise with the news and, and a lot of negativity from other people and agents, uh, we don’t need that because that actually, uh, put us down our energy. We have to protect it. Our circle, our mindset, you know, and our mindset actually builds of what we listen and, and what we see. So, so what is it that you’re watching? So what, what is it that you’re listening? Who’s your circle? Um, so that’s, that’s something, uh, that I would definitely take in consideration when, uh, building a business during crisis or during a shift at the end of the day, there’s always someone making money, no matter what’s going on out there. There’s always someone making money because that person didn’t focus on the outside. Cause sometimes you focus

[21:50] too much in the outside, then you got to crash. You, you have to focus on the inside of what you can control and know what you cannot control. Yeah, absolutely. I mean, yes, the only thing you can control, that’s, that’s really the, one of the main reasons I don’t, I’d like kind of turn the noise off for politics and for news. I just like, don’t want to listen to it. Cause like, I don’t have any control over it really. I mean, I can go vote. Um, but like, I have no control over it and it just makes me mad. Like the news, all that stuff is just really targeting you to, uh, to it, to, they want you to click. So they’re going to make you upset. They’re going to like give you fear. They’re going to give you anger. They’re going to give you whatever, uh, is going to make you keep clicking and whatever.

[22:29] So like, it’s just manipulation of your emotions. And again, like you don’t have any control of it. Um, I think it’s, what do they say? Like, if you can focus 90% of your energy on what you can control, um, you’re just going to be a lot more happy. So I love that. Do you have specific routines? Like, or I would imagine you like focus on that seven layers of, of your why, um, when you got started, when you were in the grind phase, and probably came a little bit second nature to you probably had that kind of ingrained, but like, do you have to go through a process of reminding yourself ever? Um, or do you have any rituals with that? Well, uh, you know, um, in my, even the name of my business, uh, definitely. I, I just have a very respecting people’s belief. I have a very, very close relationship with my creator, which I believe in Jesus, you know, uh, respecting again, everyone’s belief. But, um, as, as, as there’s so much we can do in our power, uh, but in, in my life, in my business, uh, his grace and favor put me in places in rooms around people that on my own strength, I will never made it. So I’m very thankful. So I give thanks every single day,

[23:46] every single day to, to Jesus, you know, and, and also, uh, part of my, uh, core values is, uh, doing something for someone. Uh, there’s always someone, uh, in a worse position that I am. So I don’t compare myself with anybody. I actually compare myself with my version of yesterday. And, um, you know, I, I compare myself with myself. Uh, so, uh, you know, that actually kind of take away some of your focus. So it’s, it’s, it’s part of my daily routine. Like, okay, you did great yesterday. You did this last week. So I kind of review my day. I do that every single day, but, um, I really go in depth every Sunday. I start my weeks on, on, on Sunday. Uh, you know, I, I prepare my week, uh, before every noise on Monday start, um, I’m already prepared and ready, but I’m grateful. I do exercise.

[24:45] I do a lot of stuff for the community. I’m very present, uh, because I grew up in a politician, um, how so I’m very also involved with that politics. I used to be the sheriff of the Hispanic board of Southwest Florida, 2022, 2024, where I get to know a lot of elective officials and major. And, uh, the, uh, some of them are very close friends. And, um, again, uh, just, just find something that you love and be part of it. I, I believe that our business is very aligned with politics. You know, it can either affect our business or not. It’s not about watching news. It’s about, um, who can you elect better and why, um, and how it affects the money of our country and, um, um, the economy and the stability, the percentage of our, find something that you love to do and get involved, uh, do something for the community. Um, be grateful. I’m very active. I’m at church as well. So that’s, uh, pretty much kind of like, uh, me, my, my, you know, I love the gratitude aspect of what you just said. And, and I think that’s so important. Um, and, and yeah, I, you know, I, I served as a president for my local association of realtors, uh, actually twice

[26:04] because somebody resigned. Uh, but it, it, it is important to, to, to give back as well in that regard. I love that. Um, and okay. So, so you then, uh, at one point you, I guess, walk us through how you became a team leader or what, what made you start a team and that kind of stuff. Yeah. Um, so I was doing great by myself. Um, but I start getting, you know, a lot of, uh, phone calls, um, like, Hey, help me on this, help me on that. And I always, you know, love to help. And I go like, why? No, I, I should create a team. And, uh, I mean, when something is meant to happen, it just meant to happen. And at the same time I was having those stall, I guess, I don’t know, God, maybe put it in my heart. Um, but someone actually reached out to me and say like, Hey, I, I want to partner with you. I’m opening an office. I didn’t have an office because, uh, the brokerage that I’m associated with, uh, you don’t need an office really. Um, but it’s kind of like an iCloud based business. Um, so yeah, sure. Why not? I opened up my, my first location.

[27:12] And then from there I move, uh, to the downtown of Cape Cora, which is the city I live right now. Um, and now I have about four years with, with the team, but the first thing was, I was curious, what is it going to be like having a team? And it’s like compound interest. If you can do this much on your own, imagine what you can do with a team. Now, uh, my team is number four in the entire state of Florida, uh, with, uh, the brokerage that I’m associated right now. Uh, so my team is number four in the month of June, which it feels different when I know how to make it by myself and being icon agent as, as a person, but now with the team, the feeling is even more amazing, more joyful, more meaningful. Um, so you can definitely get there faster with, with a group of leaders, uh, like-minded people. Yeah. I love that. I love that. Um, yeah, that’s, that’s, that’s really awesome. I think that’s, you know, there’s often people need to have some sort of growth, uh, within the business, um, for a while there, they, uh, you know, just making it that grind phase is important. Um, and, and just, you know, getting somewhere with their own business is

[28:28] important, but there becomes a time where, um, you know, you might need to, to bring on a transaction coordinator, you might need to bring in an assistant. Um, you might start looking at, uh, forming a team in the, in the, you know, maybe the more traditional sense of a buyer’s agent and the sellers being a seller agent yourself. Do you have that kind of division or? Yeah. So my business structure is that the, excuse me, the number one thing that every agent should have is a transaction coordinator. I mean, no agents should be dealing with paperwork. I think, uh, uh, you should have enough time to do what you’re good at it, which is, uh, connecting with people, solving problems, selling homes, meeting with people, having great appointments out there, leasing appointments, uh, buyers, uh, buyers consultation and so-and-so. So, uh, first I started with my TC transaction coordinator.

[29:22] Then I hire a BA and, and now, so with the team now being, uh, I have 27 people on my organization. Um, so, um, I have right now a leasing agent, uh, have buyers agent, I have a personal assistant, uh, VA and I also have a transaction coordinator and I also, uh, you know, build a transaction coordinator company cause I know there’s a lot, a lot of struggle in that, um, you know, and so, um, 10 sky, we’ve been doing great with it, with that company. That’s the thrive transactions. Yes. Yes. Right. Transactions LLC. Yeah. That’s, yeah, that’s awesome. It is, it is really, yeah, there’s, there’s so much. And I think there’s, there’s all different types of people have different types of, um, things they struggle with. Some people struggle with, uh, letting go, um, you know, being really, uh, needing to micromanage all the different details. Um, so that’s definitely something that some people struggle with when they come into this world. Um, and, uh, so it’s certainly, I think you can just have more opportunities to grow, um, you know, and you can boil it down to your why as well.

[30:33] Are you wanting to be, uh, is, is having freedom of time important to you? Um, and obviously burnout, it’s another consideration. Like if you’re just, uh, you know, constantly doing everything all the time, um, you’re probably not doing it well and you’re probably going to lose the momentum that you need to continue and do what’s most important. Right. Yeah. Yeah. No, you, you actually touched something really important because, you know, I have three kids and, uh, once I start getting busy, busy, busy, then I found myself on vacation, being too much on the computer, being too much on the phone and my kids were starting complaining. So, okay, yes, now, now you have financial freedom and all that kind of things. You’re going to places here and there. Uh, but are you’re a slave of yourself if you don’t build a business structure, if you don’t hire people like I was, I was burning out.

[31:28] And, uh, I, I thought that nobody will do the, the job better than, than I was doing it, which is a lie, you know, is, is, uh, another way of burning, burning out. And you just have to delegate, you just have to let it go and let it go. Let it be right. Um, but yes, absolutely. Um, yeah, no, I think it’s, it’s, you have so many opportunities to really build, uh, a better business. Um, if you put the right people in the right seats. Um, and I think there’s a lot of great, uh, resources out there for that kind of thing. Um, you know, starting to think about like, you know, who, not how, um, that, that, those kinds of books is, are definitely helpful in that regard. Um, tell us, uh, now about the three golden nuggets that you’ve, you’ve brought for, for our listeners. And by the way, if you’re, if you’re driving around like a normal agent, uh, getting your information by podcasts, et cetera, listening to this and are thinking, man, those are some great tips that she’s brought to us so far. Um, we have, uh, a newsletter that goes out once a week, go to our rei agent.com to sign up for that. Uh, that would summarize this content. We also have a

[32:36] blog for each episode on that website. So definitely go check that out. But yeah, what are your three golden nuggets for us? Yeah. Well, um, and number one, I will say, uh, mindset. I’m, I mean, I, I’m a huge choice. Everything starts from the mind, protect your mind. Uh, because if you can see it, you can definitely achieve it. Right. I’m sure you heard that before. Uh, but protect your mind, protect your mind. And, uh, we, we don’t get what we want. We get what we believe and everything start by the mind. Um, and it’s, uh, the mind is so powerful that actually creates by the, it’s just scientists, a study that the mind creates a vibration, the thought, actually the thought, when you’re thinking about creates a vibration in the space. And so you attract that. So be careful what, what you’re thinking, um, and what you have in your mind and, and you can switch your, your mind. You can switch your mind by just changing the thought and, uh, doing some type of, uh, activity or changing the conversations, the circle and, and things like that. Protect your mind.

[33:47] Uh, number two is, uh, like Tony Robbins will say all the time, take massive actions, you know? Um, okay. Once you see it, once you’re thinking, once you write it down, like write out the vision, right. Uh, but what are you going to do now? What, what, what, that thing that you want. So you must be a specific, uh, with the action plan, right? Schedule it. Okay. Yes. I’m doing this, this and that, but how does the schedule looks like? What are you doing daily? Um, does that take you closer to your goals or actually, uh, is not, um, does that conversation serve me to, to get there? Uh, so be very intentional about your daily activities, about your daily action. Um, and, and number three, I will say is, uh, uh, the people, um, that is so important. I, I met some, uh, people that actually get me to, um, maybe that person, every person deserves attention, right? As long as is, is like a man of people, of course, if, if it’s, uh, your people, the type of person, uh, aligned with who you are, uh, sometimes, uh, we don’t give a certain importance, but that person actually will take you to that next person

[35:05] that is going to help you go to the next level of your business. Uh, we can do the speed that you want to do in business, but we need people. We don’t need more money. We need more people. We need more people. We need to solve more problem for people. Uh, so, um, those are the three things really that I kind of want to share, uh, mindset, massive actions, and the people you surround yourself really. What’s so true. It is so true. Um, you know, it’s that whole, you know, if you are thinking about buying a Tesla, um, you will start noticing all the Teslas on the road, right? If you, if you are a pessimistic person and you think about all the negative things all the time in your life, you will just keep seeing those things in your life. And that, that becomes reality. And, um, if you, uh, aren’t familiar with cognitive behavioral therapy, that is maybe, uh, one of the most studied, uh, practices or, or, or research proven, uh, therapy practices that is all about changing the way you think about things. And, um, it can be night and day difference, uh, for your life. You can start noticing all the positives and the opportunities instead of all the like drawbacks and all the

[36:16] negative things in your life and, and surrounding yourself with people that, um, have that energy as well and have the experience and have the life maybe that you, that you want to live and, or that you’re striving to live is, is so important. So those are, those are fantastic tips. Thank you so much. Yeah, yeah, no, of course, of course. And you mentioned, uh, something actually, uh, very good, which is a reticular activating system. I learned that also from Tony Robinson, uh, is that what you focus on is spend, right? So watch out on what you focus on. Uh, like you say, if you, uh, focus on the Mercedes, you started seeing Mercedes everywhere, right? If you focus on no deals, no closings, well, that’s what you get, right? Um, but yeah, a hundred percent. Yeah. Um, what about a favorite book?

[37:08] Uh, one that you think is fundamental for every, that everybody should read in this business or just one that you’re currently enjoying? Yeah, actually, you know, I love the new book. Uh, one of the newest book of Mel Robbins, let them, uh, I, I love that book, you know, let them, um, uh, I, I, uh, recommend that a hundred percent, uh, because when, when you’re doing great things, um, you know, you always gonna have, uh, some, some haters out there and, uh, uh, some people, if you are not doing anything, then nothing is going to happen. But once you start having momentum and success, the competition or someone out there is gonna, uh, you know, look at, uh, you know, where, where are you failing or what are you doing or, uh, let them, let them. So again, don’t focus on, on the evil and on the competition and, um, just, just focus on yourself, how to be a better version of yourself every single day, how to be a better professional, a better solver problem and, and things like that.

[38:14] But, uh, read that book and it will definitely switch your mentality. Yes. Love it. I love it. It’s a great recommendation. Um, now if people want to follow you, uh, on social media or find out more about you, where can they find you? Yeah. Uh, they can find me, uh, very simple as my name is Belvera. Um, everywhere with, uh, my first and last name is Belvera and LinkedIn, um, Instagram, Facebook. Yeah. You can find me anywhere with my name and we’ll have links in the show notes. Uh, Isabel, thank you so much for being on the show. It’s been a lot of fun talking to you, uh, energizing you have the, the energy you can, we can tell that you’ve done the work needed to be successful to maintain that, uh, positive attitude, that, that, uh, momentum. So thank you so much for helping others, uh, feel that by listening or talking here on the show. Uh, if you all enjoyed this episode, definitely give it, uh, give us a review, uh, subscribe to wherever you listen to your podcasts. Um, and, uh, go to REI agent again, sign up for that newsletter, uh, check out our, uh, CRM that we have now launched.

[39:22] We can get a found, you can get a founder’s, um, discount, uh, 30 day free trial for sure. And, uh, that CRM will help you maintain the relationships that you need in your business without coming across as a spammy, fake AI person. Um, it is helping you be a real, uh, relationship based agent. Um, it also has profit first built in there. So as we were discussing, it’s easy to get a little bit distracted or, or to not treat your business as a business. This will help you break down your, your income that comes in so that you are able to reinvest it in your business, save for an investment property and just operate a successful business. Um, again, Isabel, thanks so much for being on the show. It’s been an honor.

[40:04] Thank you, Matias, for having me. The honor is mine. Thank you for doing this. Thanks for listening to the REI agent. If you enjoyed this episode, hit subscribe to catch new shows every week, visit REI agent.com for more content until next time. Keep building the life you want. All content in the show is not investment advice or mental health therapy. It is intended for entertainment purposes only.