Do The Work

Do The Work | Mindset Mastery

A Careers , Business and Entrepreneurship podcast Explicit

About the show

Do The Work | Mindset Mastery is an unfiltered dive into the life of a real estate entrepreneur. Conversations are real, raw and uncensored. This is not your "everything is sunshine" conversation. Our guests will not posture, BS, or pretend they have it all figured out. You will hear stories of tragedies, failures, and pain to their transformational journey of becoming a Badass Agent. This is Real Life, Real People, Real Estate.

Newest episodes

The Blues | Mindset Mastery w/ A.Z. Araujo

Nov 9, 2026 29 min

In this episode of Do The Work | Mindset Mastery, I talk about the pressure we put on ourselves, especially as the year comes to an end. With roughly 40 productive days left in 2026, it's easy to focus on what we haven't accomplished instead of recognizing how far we've come. I recently revisited a journal entry from December 27, 2021, when I was overwhelmed with anxiety, responsibilities, and the feeling that I wasn't progressing fast enough. Despite everything I had built, I was questioning my abilities, worrying about expenses, and allowing small problems to become overwhelming. What stood out was how quickly my thoughts turned into feelings of defeat. I wanted to shut everything down, even though most of the problems were things I had already proven I could handle. The Pressure Comes With Growth One thing I've learned is that the pressure doesn't disappear as you become more successful. Your responsibilities grow, the problems become bigger, and the expectations increase. I realized I was fighting the very things I had asked for. I wanted a bigger business, greater opportunities, and a better lifestyle, but I was resenting the responsibilities that came with them. You cannot ask for more while expecting fewer challenges. The problem wasn't necessarily the pressure. It was the story I was telling myself about what that pressure meant. Change the Story and Take Action As I continued reading my journal, I noticed the shift that happened when I stopped questioning everything and started asking what I could actually do. Instead of worrying about launching a program, creating advertisements, updating websites, or finishing copywriting, I broke everything into simple actions. I would finish the headline, audit the page, launch the video, send the email, and dedicate time to completing the work. Suddenly, what felt impossible became manageable. I didn't have to figure everything out. I just needed to make progress. That is what we often forget. We spend so m...

Stand On Business | Mindset Mastery w/ A.Z. Araujo

Nov 2, 2026 23 min

In this episode of Do The Work | Mindset Mastery, I talk about what it truly means to stand on business, especially when things are not going your way. I've faced plenty of challenges throughout my career, and one thing I've learned is that difficult times can quickly make you forget everything you've already accomplished. When business slows down, leads stop coming in, or deals fall apart, it's easy to question your abilities and fall back into a scarcity mindset. But I've been here before. I've overcome financial struggles, built businesses, and figured things out when I didn't have the answers. Those experiences gave me skills and confidence that no one can take away. Standing on business means trusting yourself enough to know you'll figure it out, regardless of the circumstances. Stop Waiting for the Perfect Conditions Too many people put their goals on hold when things become uncomfortable. They wait for interest rates to drop, business to improve, or the perfect opportunity to present itself. But that's not standing on business. That's allowing circumstances to dictate your decisions. I recently spoke with a successful business owner who was dealing with multiple challenges. He had put his family's dream of buying a new home on hold because he was waiting for things to settle down. I reminded him that he had overcome challenges before and continued finding solutions every day. Why stop pursuing what he truly wanted? Sometimes we simply need to be reminded of what we're capable of. Make Bold Moves and Find the Solutions I remember making the decision to invest in our 10,000 square foot headquarters in Peoria right as COVID began. Everyone was talking about the economy collapsing, but I saw opportunity. I invested money that was originally intended for our family home into the business. A few months later, we purchased our home, only to discover that the remodeling costs were far beyond what I anticipated. I could have questioned my decisions, convinc...

Stressed Out Of My Mind | Mindset Mastery w/ A.Z. Araujo

Oct 19, 2026 24 min

In this episode of Do The Work | Mindset Mastery, I talk about something that took me years to learn. Not every problem around you is your problem. I used to make everything mine. If an agent left, I stressed. If a deal did not appraise, I stressed. If someone had a negotiation issue, their problem became my problem. I thought being a good leader meant carrying everybody else's weight. It did not make me a better leader. It made me a puppet. Someone else's actions controlled my emotions, my energy, and sometimes my entire day. Control What You Can Control During 2020, when everything around us felt uncertain, training for an Ironman 70.3 taught me something important. I could not control the economy, the pandemic, or what everyone was predicting. I could control myself. I could get stronger. I could prepare. I could sharpen my axe. I could show up powerfully every day and look for opportunity instead of making the world's problems my own. That lesson changed how I operate today. I was more stressed running an organization with 25 agents than I am today approaching 375 because I stopped allowing everyone else's decisions to control me. State the Facts and Give Them Options The same lesson applies in real estate. A property does not appraise. Repairs are required. A closing gets delayed. A client has to make a difficult decision. Why are you carrying that burden? Your responsibility is to solve what you can, communicate the facts, give your client their options, and move forward. I learned this while handling foreclosure properties. When something went wrong, I used to call the asset manager stressed and apologizing for things completely outside of my control. Eventually, I changed my approach. One property flooded after someone broke in and cut the pipes. Instead of panicking, we filed the police report, brought in remediation, handled what needed to be handled, and then communicated exactly what happened and what we had already done. The respons...

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All episodes

The newest 50 of 486 episodes

The Blues | Mindset Mastery w/ A.Z. Araujo

Nov 9, 2026 29 min

Stand On Business | Mindset Mastery w/ A.Z. Araujo

Nov 2, 2026 23 min

Stressed Out Of My Mind | Mindset Mastery w/ A.Z. Araujo

Oct 19, 2026 24 min

Ask Better Questions | Mindset Mastery w/ A.Z. Araujo

Oct 5, 2026 15 min

In this episode of Do The Work | Mindset Mastery, I talk about the difference between questioning yourself and asking yourself better questions. For years, when something went wrong, I immediately questioned myself. If money was tight, business slowed down, or something fell apart, I went straight to doubt. I questioned my ability and allowed old fears to make the current problem feel bigger than it was. What I failed to recognize was how much I had already grown. The problems that broke me five years ago would not break me today. I have more experience, better skills, and a greater capacity to solve them. We all do this. We face something difficult and forget everything previous difficulties taught us. The answer is not to question yourself. It is to ask better questions. Instead of asking, "Why is this happening to me?" ask, "What can I do right now?" That question changed my life. There was a time when I thought everything was over. The IRS was seizing my assets. Lawsuits were piling up. I had a failed business. The real estate market was falling apart. Everywhere I looked seemed to confirm the fear I already had inside of me. Recently, I came home from the gym and looked at a life that was once nothing more than pictures and dreams hanging on my wall. What once felt outside of my reality had become my reality. That did not happen because every problem suddenly disappeared. It happened because I stopped allowing the problem in front of me to define what was possible for me. I also had to take ownership. For a long time, I carried a chip on my shoulder and believed other people or my environment were limiting me. Eventually, I realized I was limiting myself. Once I stopped blaming and started asking better questions, I found direction. I did not have to solve everything at once. I only needed to ask, "What small step can I take today?" One step gave me enough clarity to see the next two moves. Those moves allowed me to see three more. Every action b...

The Absolutes | Mindset Mastery w/ A.Z. Araujo

Sep 17, 2026 29 min

In this episode of Do The Work | Mindset Mastery, I talked about a feeling I have learned not to ignore. I feel like something massive is coming. I have felt this before at different stages of my life and business. There are moments when I cannot necessarily see the opportunity yet, but I can feel it. There is an anticipation that something bigger is getting ready to happen. Over the years, I have learned to trust that feeling. But trusting it does not mean sitting around waiting for something to happen. It means preparing for it. It means working harder on the systems, the people, the technology, the marketing, and everything else that will allow us to capitalize when that opportunity arrives. Right now, while so many people are preparing for the worst, I am preparing for abundance. Stop Building Your Future Around Fear There is no shortage of reasons to be afraid right now. People are talking about the market. They are talking about foreclosures. They are talking about buyers disappearing. They are talking about artificial intelligence changing real estate and potentially eliminating the need for agents. You can consume those stories all day long. Or you can decide what story you are going to create. I have been working with our team leaders, our top producers, our veteran agents, and our brand new agents because I see something different. I see an opportunity to create systems that make our agents more efficient and capable of producing at a much higher level. The evidence is already around us. We have brand new agents accomplishing things that statistically they should not be accomplishing. We have veteran agents catching a second wind and finally seeing themselves as top producers. We have people raising the standard for everyone around them. Once you see somebody else accomplish something you thought was impossible, you have to start questioning the limitations you have placed on yourself. Why not you? Evidence Changes What You Believe Is Possib...

No Pain No Gain, It's All A Game | Mindset Mastery w/ A.Z. Araujo

Aug 21, 2026 26 min

In this episode of Do The Work | Mindset Mastery, I started thinking about something that has become clearer to me the more I study, the more I put myself in different environments, and the more I reflect on my own life. There is a blueprint to success. There may be a million different ways to make a million dollars, build a business, or create the life you want, but the principles behind getting there remain very similar. There are certain actions, patterns, and ways of thinking that consistently produce results. One of the biggest principles I have learned is that you have to understand that this is all a game. And if you are going to play the game, you better understand the rules. You Are Going to Hit a Wall I tell agents this all the time. You are going to hit a wall. You can do all the right things. You can follow the same strategies as somebody producing at an elite level. You can market, follow up, make the calls, create the videos, and put in the work. And you still may not see results right away. That is where the game really begins. The worst thing you can do during that season is convince yourself that something is wrong with you. You start questioning whether you are good enough. You start comparing yourself to everyone around you. You start wondering why everybody else seems to be getting rewarded while you are doing all this work with nothing to show for it. That wall is not proof that you should stop. The wall is part of the game. If you want bigger goals, bigger opportunities, and a bigger life, you have to understand that bigger problems come attached to them. The problems are building your capacity to operate at the level you say you want. It is not just about taking action and getting a result. It is about becoming capable of continuing those actions when the results are nowhere to be found. Stop Torturing Yourself Over the Timeline Real estate is one of the easiest places to become emotionally attached to immediate results. You d...

Your Preparation Is Your Reputation | Mindset Mastery w/ A.Z. Araujo

Aug 7, 2026 25 min

In this episode of Do The Work | Mindset Mastery, I was reminded that confidence is never built in the moment. It is earned through every decision we make long before the challenge ever arrives. After taking on the Half Dome hike in Yosemite, I felt every mile in my body. The soreness reminded me that while big moments may test us, they never reveal something that was not already there. They simply expose the work we have or have not been doing behind the scenes. As I stood at the base of that mountain with Carla, there was never a question about whether we would reach the top. We trusted the preparation. Every workout, every healthy choice, every disciplined decision had already built the confidence we needed. The mountain was simply the opportunity to prove it. That same lesson applies to every area of life. Too many people wait for everyone else before they move forward. They wait for friends, family, or circumstances to line up before chasing the experiences they want. The reality is that growth often requires you to move before everyone around you is ready. If you continue waiting for someone else to catch up, you place limits on what is possible for your own life. Preparation is about more than checking boxes every day. It is about making daily deposits into your future. Every workout strengthens your body. Every book expands your thinking. Every meaningful conversation improves your relationships. Every marketing effort grows your business. Those deposits build confidence over time, giving you proof that you are capable when bigger opportunities appear. I like to think of it as building credit with yourself. Every promise you keep is another payment made. Every commitment you honor raises your confidence. Then, when it is time to make a bigger decision or face a greater challenge, you already have the evidence that you can handle it. Many people want transformation without first committing to preparation. They want bigger results without building the h...

You Can't Become That While Continuing To Be This | Mindset Mastery w/ A.Z. Araujo

Jul 27, 2026 20 min

In this episode of Do The Work | Mindset Mastery, I challenge you to take an honest look at the life you say you want and compare it to the life your daily decisions are creating. We all talk about bigger goals, more freedom, stronger businesses, and a better future for our families. But wanting more is not enough. The real question is whether our habits, routines, and priorities actually support that vision. One of the biggest lessons I have learned is that growth creates friction. As you become more intentional, the people around you may not always understand the changes you are making. Friends and family often become comfortable with a certain version of you. When you begin protecting your time, saying no more often, and focusing on building something bigger, that change can make others uncomfortable. Sometimes their disappointment sounds like concern. Other times it sounds like guilt. They may tell you that you have changed, that you are never around anymore, or that your business has become more important than everything else. The reality is that building a better life requires making different decisions. You cannot expect to grow while holding on to every habit, every routine, and every expectation that created your current results. If you want a different future, you have to become a different person. That means auditing your routines, paying attention to what you consume mentally and physically, and recognizing the people and activities that pull you away from your purpose. I have experienced this firsthand. There were seasons where I heard comments from friends and extended family because I was no longer showing up to every gathering or every event. At first it was difficult because I wanted everyone to understand why I was making those decisions. Eventually I realized I did not need permission to build the life I wanted for my family. I needed conviction. My responsibility was to the family I chose to create, not to every expectation placed on me by oth...

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

Jul 6, 2026 27 min

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 run...

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

Jul 6, 2026 24 min

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....

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

Jun 5, 2026 18 min

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...

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

May 18, 2026 22 min

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 inco...

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

May 11, 2026 25 min

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 complet...

REPEAT LEADS TO A THREE-PEAT | MINDSET MASTERY WITH A.Z. ARAUJO

May 4, 2026 33 min

In this episode of Do The Work | Mindset Mastery, we are looking at the momentum we are building as an organization and the specific patterns that separate elite producers from those who hit a ceiling. We recently celebrated some massive wins, including our very own Grecia winning Rookie of the Year for one of the largest associations in the country. She did under 15 million in sales in her first year. It is inspiring, but it also highlights a critical truth about growth. The jump from 1 million to 3 million is tough. The jump from 5 million to 10 million is even tougher. But the hardest jump for most agents is moving past the point where they are doing everything themselves. Most agents are redlining. They are working at 100 percent capacity just to keep their current business afloat, which means they do not have the mental space to think about what is next. They are too busy solving small problems on individual deals to see the bigger picture. That is where the concept of the three-peat comes in. It is not just about a single win. It is about building a repeatable, systematic process that allows you to win again and again without burning out. To get to that next level, you have to invest in your infrastructure before you see the full return. You have to buy back your time by bringing on the right personnel and implementing the right systems. Key Insights Growth requires a shift in how you use your revenue. If you are a 15 million dollar producer but you are still using the same staff and systems you had at 3 million, you are going to break. You cannot swim in deep waters with a shallow mindset. You have to stop viewing support as a cost and start seeing it as an investment in your sanity and your future. Many people avoid making these moves because they are afraid of the short term dip in profit. They think they can save money by doing it themselves. But what is the cost of a missed lead? What is the cost of forgetting to follow up with a client? One lost deal...

MOVE OR IT WILL BE TAKEN | MINDSET MASTERY W/ A.Z. ARAUJO

May 1, 2026 34 min

In this episode of Do The Work | Mindset Mastery, we explore the transformative power of decisive action and the paralyzing nature of over-planning. AZ Araujo dives deep into the philosophy of "moving," even when the path ahead isn't perfectly clear. We often wait for the "right time" or the "perfect plan" to materialize, but in reality, the momentum required for elite success is only found through execution. Growth is rarely convenient and almost never feels "ready." Whether it is a new agent setting their first consultation just two weeks into the business or an established leader scaling an entire organization, the common thread among top producers is their willingness to move first and figure it out later. Many professionals get stuck in a loop of constant preparation—studying scripts, perfecting marketing, or waiting for financial certainty—while those who simply choose to "move" end up surpassing them by leaps and bounds. At AZ & Associates, we've learned that expansion comes with its fair share of challenges, but a positive outlook and a commitment to action ensure that things always work out as they should. You don't need to know every aspect of the business to start; you just need to put yourself in a position where you are forced to learn it. Key Insights The Trap of Over-Planning: Excessive planning can often be a form of procrastination. It creates a false sense of security while actually preventing the very movement necessary for growth. You cannot out-plan an obstacle you haven't faced yet. Abundance Follows Action: Drawing from a core principle, "whoever has will be given more." When you use the skills, time, and knowledge you currently possess by taking action, you are rewarded with more opportunities and deeper insight. If you fail to move, even what you have will begin to diminish. Leading Through Uncertainty: Success often requires investing in yourself and your business before it feels comfortable. Whether it's hiring staff, buying a URL, or...

IT'S HOW YOU DO ALL THINGS | Mindset Mastery w/ A.Z. Araujo

Apr 20, 2026 25 min

In this episode of Do The Work | Mindset Mastery, I had one of those mornings that seems small on the surface but ends up hitting you right in the face with a bigger truth. I'm at the gym, finishing up my workout, and I realize I lost my AirPod case. Now this is not new for me. I leave things behind all the time. Normally I just retrace my steps and find it exactly where I left it. But this time, nothing. I checked every machine, every bench, everywhere I had been. It was gone. So I pull up Find My iPhone and start tracking it. It is telling me I am close, then far, then close again. Then I see it say it is moving. That is when I realize someone has it. I follow the signal around the gym, looking like I am on a mission, and finally I lock in. I slow down, I get intentional, and I start narrowing it down step by step. Warmer, warmer, warmer. Until I am standing right over the guy who has it. I ring it. I hear it. It is coming from him. I ask him if he found it. He says no. I ring it again. Still no. Then finally he pulls out two cases, mine and his, and tries to play it off like he thought it was his. Now here is the thing. That moment could have gone a lot of different ways. But what stuck with me was not the situation itself. It was what that little device represents in my life. That AirPod case is not just something I use. It is one of the most valuable tools I have. Not because of what it costs, but because of what I do with it. That is where everything changed for me. That is where the lesson really is. For years, I did not take responsibility for my growth. I did not see it as my job to improve myself as a man, as a husband, as a leader. I reacted to life. I blamed. I deflected. I carried this mindset that if someone pushed me, I would push back. And I was proud of that. That mentality cost me. It cost me peace. It cost me relationships. It almost cost me my life. And when I finally started to change, it came down to one realization. How you do one...

PERSPECTIVE CHANGES EVERYTHING | Mindset Mastery w/ A.Z. Araujo

Apr 13, 2026 24 min

In this episode of Do The Work | Mindset Mastery, I found myself reflecting on how easy it is to stay stuck in a version of life that we have simply accepted as truth. And the reality is, most of us are not lacking opportunity. We are lacking perspective. The moment that perspective shifts, everything changes. There have been moments in my life where I thought this is just how it is. This is how business works. This is how relationships feel. This is as far as I can go. And I believed it. I stood on it. I operated from it. But then something happens. Something exposes the truth. And when that truth shows up, you are faced with a decision. Stay the same or flip the switch. That is the moment that defines everything. The story of Paul hit me hard because he was not always Paul. He was Saul. A man with strong convictions, completely convinced he was right, even while he was doing damage. And that is what most people miss. Just because you are convinced does not mean you are correct. Your current results are a reflection of what you believe to be true. If you believe your business is hard, it will be. If you believe your marriage is broken, it will feel that way. If you believe you can only go so far, you will stop right there. That becomes your reality. Not because it is the truth, but because it is the truth you chose. But when you are exposed to something different, when you see what is actually possible, when you see people doing what you thought could not be done, that is your moment. That is where everything can change. That is where you flip the switch. I have lived this. I have seen it in my marriage. I have seen it in my business. I have seen it in how I treated myself and the people around me. Once I realized that the way I was showing up was creating the very limitations I was frustrated by, I had a choice. Go back to that version or step into something greater. And once you truly see it, going back is a decision. Not an accident. A decision. That is...

SHOW UP! | Mindset Mastery w/ A.Z. Araujo

Apr 6, 2026 27 min

In this episode of Do The Work | Mindset Mastery… I was sitting there thinking about how fast time is moving. The first quarter is already gone. And I started asking myself a real question. Not what I want. Not what I hope for. But what have I already decided is done. As I was climbing Camelback this weekend, I caught myself thinking about hitting a billion in sales. And then it hit me. It is already done. That is no longer the question. Now the question is how we get to two. That is the shift. That is the difference. And most people never get there because they stay stuck in wanting. The Problem With Wanting I see it all the time. People want the car. They want the house. They want the business. They want the life. But they never think about the day after they get it. What happens when you finally achieve that goal you have been chasing for years? What are you showing up for then? Most people never get there because they never make the decision. They stay in this cycle of wanting, hoping, waiting for something to click. Waiting for the deal. Waiting for the opportunity. Waiting for something external to validate them. That moment never comes. The real shift happens when you stop wanting and you decide. The Flip Of The Switch I learned this by watching Carla. At first it was a want. She wanted to compete. She wanted to be on that stage. She wanted to earn her pro card. But the moment she said, I am going to get it, everything changed. Her habits changed. Her schedule changed. Her excuses disappeared. No babysitter. She figured it out. Kids at home. She brought them with her. Late at night. She showed up anyway. Early morning. She showed up anyway. There was no more negotiation. No more stories. No more waiting. That is the flip of the switch. And that is when everything starts aligning. The right people. The right opportunities. The right situations. Not because of luck, but because of conviction. Excuses Are The Delay On Your Life Most peopl...

HOW TO GET GOING WHEN YOU'VE FALLEN OFF | Mindset Mastery w/ A.Z. Araujo

Mar 30, 2026 26 min

In this episode of Do The Work | Mindset Mastery, I found myself reflecting on something simple but powerful. As we close out the first quarter, the truth is right in front of all of us. Some are winning at a high level and others feel like they are falling behind. And the real question becomes this… how do you keep going no matter where you are? I started thinking about the version of me that refuses to stop. The one that keeps pushing, keeps building, keeps fighting through doubt, fear, and uncertainty. That version did not just appear overnight. It was built through experiences, failures, pressure, and a decision to keep showing up no matter what. One of the biggest realizations for me is this. If you are in business, you have to compete. You cannot sit back and watch others win and convince yourself that their success is not meant for you. That mindset will slowly turn into frustration, then jealousy, then excuses. I have seen it happen too many times. Competing is not about tearing others down. It is about seeing yourself in that same position and deciding you belong there too. It is about waking up with the mindset that no one is going to outwork you today. It is about holding yourself to a standard where your word actually means something. I had a moment recently that reminded me of this. I told a group I would be at Camelback Mountain the next morning and I missed it. No one had to call me out. I felt it immediately. That feeling of not showing up, of going against my own word, it hit me hard. That is what competition looks like. It is internal. It is personal. It is tied directly to your integrity. But competition is not the only thing that drives me. Sometimes it is memory. I go back to the moments where I felt like I was failing. When I questioned myself as a provider. When I felt like everything around me was falling apart. Those were real moments. And instead of running from them, I use them. I remember how it felt to be in that place so I never a...

A MOMENT IN TIME | Mindset Mastery w/ A.Z. Araujo

Mar 23, 2026 23 min

In this episode of Do The Work | Mindset Mastery There are moments in life where everything feels right. You look around and you realize the work, the sacrifice, and the discipline have created something meaningful. But then something small happens and your mind begins to drift. Fear shows up. Doubt creeps in. Anxiety begins whispering questions that were never there before. I had one of those weeks. It was a roller coaster of emotion. The highest appreciation for the life I have built and then suddenly a wave of fear and doubt. And it reminded me of something that every one of us needs to understand if we want to lead our lives with clarity and strength. A moment in time does not define who you are. Understanding a Moment in Time A moment in time is simply a temporary emotional or mental state that appears in response to circumstances. It is a snapshot. It is not your identity. We experience pressure. We experience success. We experience fear. We experience uncertainty. But those feelings are simply information from our mind and body about what is happening around us. What truly matters is not the moment itself. What matters is how we respond. This realization came to me while I was on vacation with my family in Turks and Caicos. I was sitting on the beach in deep appreciation for everything that had been created in my life. My daughter had just turned seventeen. My other daughter was in Spain. I felt grateful for the journey that had brought us there. And then my mind traveled backward. I began thinking about who I was at seventeen years old. That thought took me back to a moment in my life when I was fighting for my life. I went from appreciation to pain in seconds simply because my mind chose to revisit a story from the past. And I had to stop myself. Why was I leaving a moment of gratitude to relive something that I had already overcome? The answer was simple. My mind was trying to create contrast. It was trying to bring balance to a moment that...

DON'T REST ON YOUR LAURELS | Mindset Mastery w/ A.Z. Araujo

Mar 9, 2026 18 min

In this episode of Do The Work | Mindset Mastery, I challenge something that quietly destroys more dreams than lack of ability ever could. Limiting beliefs. It is the first week of March. The year is moving fast. The goals you had in January are either still alive in your mind or you have already started negotiating with them. Maybe you are telling yourself that thinking bigger is for the people in the top 10. Maybe you are saying that those spots are already taken. Maybe you are convincing yourself that what you have right now is good enough. I have been there. I shared a moment walking through my neighborhood, remembering when I first drove into it years before I ever lived there. My first thought was simple. I would love to have my family here. But right after that thought came another one. There is no way. How would I ever afford this? Where would the down payment come from? How does someone even get a loan for this? I almost shut it down immediately. What I had to learn is this. It was never about the house. It was about the person I needed to become in order to live in that house. The discipline. The capacity. The emotional control. The ability to solve bigger problems without becoming unhinged. At that time I was not good enough to live there. But that did not mean I could not grow into the man who was. That is the shift. Every major outcome in my life started as a thought. A visualization. But what separates a dream from a reality is execution. It is daily responsibility. It is doing the work when you do not feel like it. It is not resting on your laurels because the bills are paid and life feels comfortable. Comfort is dangerous. When you stop challenging your mind, it starts to atrophy. It stops solving bigger problems because you are no longer demanding that it does. You start saying things like, I do not really need to be a ten million dollar producer. I do not really need that house. I do not need that responsibility. But it is not about the mo...

GETTING HIGH OFF OUR OWN SUPPLY | Mindset Mastery w/ A.Z. Araujo

Mar 2, 2026 28 min

In this episode of Do The Work | Mindset Mastery, I am coming off one of the highest moments we have ever experienced as a team. Ignite 2026 was the biggest one yet. The energy. The recognition. The collaboration. The stories. The numbers. The celebration. I could barely sleep that night because I was watching it unfold from perspectives I do not always get to see. Behind the scenes, Carla and I are focused on execution. But through social media, through your messages, through your faces, I got to witness what it meant to you. And that is when something hit me. Every single year, people walk up to us and tell us what they are going to accomplish next year. Ten million. Fifteen million. Twenty million. And almost every single time, the ones who say it and commit to it actually do it. But here is the tension. There is a difference between declaring something with conviction and announcing something for a dopamine hit. In today's world, you can post that you are starting a diet, running a marathon, building a business, and immediately get applause. Congratulations. Fire emojis. Likes. Validation. And that initial rush can feel just like the accomplishment itself. It feels done before the work even begins. That is dangerous. Because when the lights turn off, when the music stops, when the stage is gone, you are left with the same marriage, the same finances, the same limiting beliefs, the same pipeline, the same habits. And if you are not grounded, that vision that felt so certain at Ignite can feel overwhelming just a few days later. So the real question is this. Who are you when things do not go your way? Right before Ignite started, we realized we had signed off on a much larger expense than expected. A surprise bill. A big one. It would have been easy to get frustrated. To lower my energy. To let it throw off the entire event. But how can I stand on that stage and ask you to go for ten million if I let a surprise expense shake my belief in abundance? Th...

THE SUBTLETY OF SCARCITY | Mindset Mastery w/ A.Z. Araujo

Feb 23, 2026 26 min

In this episode of Do The Work | Mindset Mastery, the conversation centers on something that quietly controls everything in our lives. Our thoughts. Not the loud negative self talk. The subtle limitations we repeat every single day without even realizing it. I talk about how happiness is an effort. It is a conscious decision. It takes just as much energy to live in scarcity and chaos as it does to live in fulfillment and abundance. The difference is what we allow to dominate our mind. For a long time I did not realize that I was creating the very struggle I was trying to escape. I kept telling myself life was chaotic. I kept reinforcing how hard things were. And I kept getting more of that. Whatever you think about often becomes your reality. Not because it magically appears, but because your brain begins searching for evidence to confirm what you already believe. The Subtle Negativity That Is Slowing You Down This episode is not about obvious self hatred. It is about the quiet phrases that sound harmless but destroy progress. It is too early. I am too busy. It is too far. It is too expensive. I will try. We will see. I do not know enough. I am not ready. Those phrases remove ownership. They remove urgency. They remove responsibility. The moment you say something is too hard or too far, you have already decided it cannot be done. And when you remove urgency and ownership, you remove solutions. I had to confront the fact that my instinct was to focus on how difficult something would be instead of how great it would feel to achieve it. I would say I wanted abundance, but my thoughts were rooted in limitation. I would say I wanted happiness, but I kept repeating that I had a hole in my soul. You cannot build abundance from scarcity rooted thinking. From Hope to Certainty One of the biggest shifts is moving from hope to certainty. I hope the offer gets accepted. I hope it appraises. I hope they do not cut my commission. Hope leaves the door open fo...

THE FEAR OF LOSING IT | Mindset Mastery w/ A.Z. Araujo

Feb 16, 2026 21 min

In this episode of Do The Work | Mindset Mastery, I found myself confronting a question that hits all of us more often than we want to admit. Do I really have to do this again. Another video. Another appointment. Another conversation. Another challenge. What I realized, and what I wanted to share, is how easy it is to let the very blessings we once prayed for turn into chores in our minds. That shift is dangerous because it slowly erodes our gratitude, our excitement, and eventually our momentum. I see this play out in business and in life. We convince ourselves that we are stuck, that nothing is changing, that the problems we face today are the same ones we will deal with forever. We start time traveling into the future and magnifying the discomfort of repeating challenges. But when we slow down and take an honest look, the truth is that we are growing. We are becoming more efficient, more skilled, and more capable. The only thing holding us back is the story we keep telling ourselves. I had to be intentional about my own mindset. Positivity does not just show up for me. I have to remind myself to smile more, to enjoy what I have built, and to stop wearing seriousness like it is a badge of honor. Discipline matters, strategy matters, but so does joy. If I do not enjoy my life while I am building it, then I am missing the point. I want to focus on the vision, not just the tasks, and battle negative thoughts with something bigger than the problem in front of me. This became even clearer through watching my daughter step into discomfort. She recently went on her first mission trip to Mexico, despite being afraid that she did not speak the language well enough or know the culture well enough. The fear of embarrassment almost kept her from going at all. That fear is the same fear business owners feel when stepping into higher price points, bigger clients, or unfamiliar opportunities. Once she went, everything changed. She connected, she figured it out, and she came b...

CHAOS TO ORDER | Mindset Mastery w/ A.Z. Araujo

Feb 9, 2026 28 min

In this episode of Do The Work | Mindset Mastery, I talk about what it really looks like when life starts to feel chaotic even when everything on the surface appears to be moving forward. I share how easy it is to drift off track without even realizing it, not because we lack discipline or desire, but because we allow unchecked thoughts, comparison, and distraction to slowly take control. This episode is about awareness, responsibility, and learning how to bring order back when everything inside feels like it is sitting at a ten. I start by reflecting on how common it is for people to abandon their goals early in the year. Not because they are lazy or incapable, but because distractions quietly take priority. I see it in business, in relationships, and in myself. We put energy into things that do not actually move the needle, and before we know it, we are frustrated, exhausted, and reacting instead of leading. When life is full with business, family, marriage, and responsibility, it is easy to carry unresolved pressure without ever slowing down to identify where it is coming from. I share a personal example involving Carla and how disagreements can escalate even when neither of us can remember what started them. The issue was never the moment itself. I was already operating at a ten. When we fail to check our thoughts and emotions early, we carry that weight into every interaction. One small comment or inconvenience becomes the final straw. This pattern shows up everywhere. In marriages, friendships, parenting, and business decisions. The problem is not the situation. It is the lens we are viewing it through. I explain how comparison quietly fuels this chaos. Watching others move fast or succeed differently can trigger self doubt even when we are doing the right things. That doubt grows when it is ignored. It turns into fear, insecurity, and frustration that eventually spills into areas of life that have nothing to do with the original trigger. When that happens,...

WHEN LIFE IS GOOD BUT YOUR MIND ISN'T | Mindset Mastery w/ A.Z. Araujo

Feb 2, 2026 20 min

In this episode of Do The Work | Mindset Mastery, I open up about something I wrestle with constantly and that is the tension between pressure and gratitude. Running a business, leading a household, being a husband and a father all come with responsibility. That responsibility can quietly turn into suffering if I am not careful about where my mind goes. I talk about how easy it is to get trapped in comparison, future goals, past mistakes, and the weight of everything I think I should be doing. My mind moves fast. Too fast at times. When I let it run unchecked, it creates pressure that feels overwhelming. Not because life is bad, but because I stop being present. I stop checking myself. I forget how far I have come. Marriage and family play a big role in this conversation. What people see from the outside is never the full picture. Carla and I carry a lot together. We take on the challenges of running a large operation, supporting agents, and navigating life as partners. Sometimes the stress leaks into the home. Sometimes we say things we do not mean. I have learned that the real suffering does not come from the situation itself but from holding onto anger, shame, and resentment instead of processing it and moving forward. I share honestly that positivity does not come naturally to me. It is something I work at every day. I wake up and my mind wants to go negative. So I fight back with intention. I listen to books and podcasts focused on awareness and discipline. I move my body. I create space to slow my thoughts down. These practices help but even then it is easy to forget to check the thermometer and realize I am overheating mentally. One moment that stopped me in my tracks came from listening to a story on a podcast while cleaning my car. A forest ranger survived being crushed under a fallen tree in the rainforest. After hours trapped under rubble she survived with barely a scratch. The next morning she was lying in a hammock saying one simple phrase over and...

BORROWED GUILT | Mindset Mastery w/ A.Z. Araujo

Jan 26, 2026 23 min

In this episode of Do The Work | Mindset Mastery, I want to talk about something that weighs heavier than most people realize and that is the responsibility and guilt that can come with leadership advice and influence. There are moments where my mind feels full because leadership is not just about business decisions. It is about people. It is about hearing their struggles, their finances, their marriages, their health, and still being expected to show up strong. For years I tried to avoid leadership because I thought it was easier to just tell people what to do. What I learned is that real leadership is about empowering others to trust themselves and take ownership of their decisions. One of the hardest lessons I had to learn was separating advice from responsibility. When you give advice based on your experience, it comes from integrity. It comes from wanting others to avoid pain or move faster toward growth. But when someone takes that advice, the outcome is not yours to carry. If you take responsibility for their results, good or bad, you actually disempower them and yourself. I lived this lesson firsthand. After financial failures early in my life, I stopped trusting my own judgment. I leaned on Carla to make decisions and then blamed her when things did not work out. That resentment damaged trust and weakened me as a leader and as a husband. Advice only becomes toxic when it is used as a scapegoat instead of a guide. I realized that advice is information, not a guarantee. It is up to the person receiving it to make it their own and see it through. If they quit at the first obstacle, it becomes easy to call it bad advice. But most growth happens after things get uncomfortable. Everything meaningful in my life got harder before it got better. Marriage. Business. Leadership. Faith. I have given advice about quitting jobs, maxing out credit cards, betting on yourself, and rebuilding relationships. I share what I did, not what someone should do. Leaders mirror...

YOU CANNOT CHANGE WHAT YOU REFUSE TO SEE | Mindset Mastery w/ A.Z. Araujo

Jan 19, 2026 22 min

In this episode of Do The Work | Mindset Mastery, I found myself slowing down and paying attention to something that has shaped every area of my life and business over the years. Self awareness. I walked into the studio a little wired, moving fast, thoughts racing, and it reminded me how easy it is to lose control when you are not grounded. That moment pulled me back to a principle I wrote down years ago. My responsibility is to lead myself, lead my family, lead my team, and lead my business. None of that happens without awareness. As I reflected on what I see every week inside the business, I started connecting the dots between friction and lack of growth. Friction shows up when deals fall apart, when clients lose trust, when agents feel blindsided, and when emotions take over. I see it clearly when I look at cancellations. The majority of deals that fall apart come from newer agents or agents with fewer transactions, not because they are incapable, but because expectations were not set and preparation was missing. When you do not explain the process upfront, when you assume clients understand, you create confusion. And confusion always leads to friction. I have learned that friction is not something to blame on others. It is something to look inward at. Every time I felt emotionally charged, defensive, or frustrated, it came back to my own lack of preparation or communication. When clients question your value or your commission, it is not an attack. It is feedback. It means the foundation was not built strongly enough. Confidence does not come from hoping a deal closes. It comes from knowing you prepared, explained, and led with intention. What changed my life was stacking three things together. Self awareness. Self development. Self discipline. Awareness helps you see where things broke down. Development gives you the tools to fix it. Discipline makes sure you do not repeat the same mistakes. When I stopped reacting emotionally and started responding strategic...

STFU AND DTW | Mindset Mastery w/ A.Z. Araujo

Jan 12, 2026 18 min

In this episode of Do The Work | Mindset Mastery, I came into the new year fired up because momentum does not magically appear on January first. Momentum is built by the hours you put in before anyone is watching, by the systems you commit to, and by the discipline to do the work even when it feels repetitive. I have spent decades learning this lesson the hard way, and I am more convinced than ever that systems and consistency are what separate real growth from wishful thinking. I talked about why I am so passionate about building plug and play systems for our agents and why I believe they will continue to pay dividends far into the future. After twenty one years in this business, I know without a doubt that I would not have the results I have today without structure, coaching, and a willingness to listen. I was a student before I ever became a leader. I took notes. I respected the process. I valued the people who were ahead of me and I did exactly what they asked, even when it was uncomfortable. One of the hardest truths I shared is that most people will ask for advice but very few will actually apply it. Overthinking, overanalyzing, and looking for shortcuts becomes a way to stay busy without moving forward. Real change usually comes when the pain gets loud enough that excuses stop working. That is when I invested heavily in coaches and mentors, put my money where my mouth was, and followed instructions without trying to negotiate my way out of the work. When my coach told me to record a video every single day, I did it for over three hundred and fifty days straight. Not because it was easy, but because he had the results I wanted. I also addressed something that needs to be said more often. Accessibility does not mean a lack of value. Just because I answer my phone and pour into people does not mean I operate from scarcity or desperation. I know my worth. When someone asks for guidance and then immediately looks for another opinion without applying what was ju...

THE DREAM IS AWESOME, THE PROCESS IS DIFFICULT | Mindset Mastery w/ A.Z. Araujo

Jan 5, 2026 20 min

In this episode of Do The Work | Mindset Mastery, I want to slow things down and really take stock of what this past year has looked like. We are in the final stretch of 2025, and if you are anything like me, it feels like it flew by. A lot changed this year. Not just in business or the industry, but personally. Wins, losses, pressure, doubt, growth. Different stories, same emotions. That is the human experience, and it is something we all share whether we talk about it or not. What stood out to me most this year is how extreme the outcomes have been. I have seen people thrive in ways they never imagined, and I have seen others barely hanging on. Some are healthier, stronger, and more confident than ever. Others are exhausted, disconnected, and avoiding hard truths. Marriages strengthening, marriages breaking. Businesses exploding, businesses stuck. When you step back and look at it honestly, there is one common denominator in all of it. Us. Personal accountability is unavoidable. When multiple areas of life feel off, it is not the market, the timing, or other people. It starts with me. I have always had a soft spot for new years. Not because a calendar magically fixes anything, but because it gives people permission to begin again. I know the jokes. The gym fills up. People talk about goals and resolutions like they are pointless. Maybe some people fall back into old habits. I was that person for years. I would promise change, see a little progress, then sabotage it and end the year right where I started or worse. Big wins followed by bigger self destruction. That cycle is exhausting and it limits long term growth. Back in 2014, everything was on the line for me. My marriage was strained. My finances were tight. My health was declining. My mindset was dark. I was not showing up as a husband, a father, or a leader. I was going through the motions, and when you do that long enough, you feel the gap between who you want to be and how you are actually living. That g...

LIMITLESS | Mindset Mastery w/ A.Z. Araujo

Dec 29, 2025 25 min

In this episode of Do The Work | Mindset Mastery, I talk about momentum, certainty, and why the next level of growth always demands a higher standard from us. As we head into a new year, I can feel it clearly. This organization is not slowing down. We are just getting started. After years of grit, hard decisions, and building when it was uncomfortable, everything is beginning to align. And that alignment comes from one thing above all else. Internal certainty. Over the last decade, I have learned that confidence does not come from positive thinking or hoping things work out. It comes from conditioning yourself to win. Showing up for the small commitments. Executing on what you said you would do. Setting targets and hitting them over and over again. That repetition creates belief. And belief creates momentum. When obstacles show up, and they always do, certainty keeps you grounded because you know it is only a matter of time before you figure it out. As an organization, we are very different than we were five years ago. The systems are sharper. The execution is faster. The scale is bigger. But the core has never changed. The belief system. The faith. The work ethic. What has changed is the number of people willing to operate at that level together. When you surround yourself with individuals who show up regardless of how they feel, momentum multiplies. Wins stack faster. Growth accelerates. And suddenly what once felt impossible becomes the next logical step. Opening a new office is not about convenience or expansion for the sake of expansion. It is a declaration. It is a statement that we are here to build something lasting. That we are willing to take on more responsibility, more pressure, and more challenges because that is what growth requires. I know there will be stress. I know there will be moments where it feels heavy. But I also know that every new standard feels foreign at first. And if you stay consistent, clarity always follows. What I want people to...

THE EDGE OF YOUR CAPACITY | Mindset Mastery w/ A.Z. Araujo

Dec 22, 2025 16 min

In this episode of Do The Work | Mindset Mastery, I take a moment to reflect on the powerful lessons learned from witnessing a marathon a true test of endurance, not just physically but mentally and emotionally. This wasn't just any marathon; it was a moment of transformation for so many people, a reminder that sometimes life requires us to push through pain and discomfort to discover what we're truly capable of. Over the weekend, I had the privilege of seeing many of our agents and their loved ones cross the finish line of a 26-mile marathon. These individuals willingly chose to endure the physical, mental, and emotional grind of this challenge. To me, it wasn't about the race itself but about what happened in the process. Watching them struggle through the miles, yet still smile despite the pain, was a beautiful display of human resilience. As I joined them, offering words of encouragement along the way, I couldn't help but reflect on my own experiences with pushing my own limits. I've been there, going through moments of deep struggle whether climbing Camelback Mountain or surviving an Ironman 70.3 triathlon. Each of these challenges, no matter how tough, reminds me of something crucial: that life isn't about avoiding hardship, but about leaning into it to grow. The True Value of Struggle It's easy to look at accomplishments as mere checkmarks on a list. But completing a marathon or any tough challenge isn't about the finish line itself; it's about who you become in the process. The real lesson isn't in crossing the line but in what you do after that. What's next? What will you create from the lessons you've learned? This marathon wasn't the end of the journey for these agents. It was just a checkpoint, a milestone that will propel them to greater things in both their personal and professional lives. After all, when you push beyond your limits, it's hard to stay the same. It's not about chasing highs or accolades. It's about developing the discipline to cont...

THE NEVER ENDING STORY | Mindset Mastery w/ A.Z. Araujo

Dec 15, 2025 24 min

In this episode of Do The Work | Mindset Mastery I found myself reflecting on how much can shift in a single weekend. What started as a quick one day trip to see a UFC fight with my daughters turned into a reminder of why I do what I do and why the pressure I carry matters. Being in that arena, watching my girls take it all in, seeing their excitement, their curiosity, and their joy brought me right back to when they were little and would sit next to me watching fights on television. Those were our moments. And now to experience it at this level with them reminding me of our past and showing me what is possible in our future felt powerful. That moment became the backdrop for what hit me on Monday morning. The anxiety. The pressure. The feeling that everything I have built could fall apart in a single moment. It is a feeling I know well, and one that most business owners know too. It shows up even when your life feels like it is firing on all cylinders. It shows up even when everything is going right. And it hit me hard. It was one of those mornings where the weight felt heavier than usual, and even though I pushed through, I had to acknowledge that it was real. What I know now is that this feeling never fully goes away. It is part of the territory when you are building something meaningful. It is part of being a small business owner, a leader, a provider, a person with visions that reach far beyond where you stand today. The fear and anxiety are not signs that something is wrong. They are reminders that growth requires courage. They are reminders that expansion always demands more from you than the last season did. So I journaled, I prayed, I meditated, and I pushed my morning meeting back. Not to avoid it, but to acknowledge it and move through it. Because as uncomfortable as it is, it does not stop me. In fact, it forces me to move. The effort is what makes all the difference. Some days the effort flows effortlessly, and other days it drags. The point is that...

ARE YOU BEING UNETHICAL | Mindset Mastery w/ A.Z. Araujo

Dec 8, 2025 20 min

In this episode of Do The Work | Mindset Mastery, I walk through a simple weekend that turned into a powerful reminder about standards, responsibility, and what it really means to live with ethics in your business and in your life. I talk about family time, climbing Camelback, and getting invited into a world of supercar owners and high level business players. But the heart of the message is not the cars or the scenery. It is the internal battle we face when we know we are not living up to who we say we are. I tell a story about driving through winding mountain roads with people who had far more experience than I did. I was out of my league. They had done the reps. They knew the roads. They trusted their skill. I did not yet. That experience brought up fear, hesitation, and a deep awareness of how it feels to step into a space where others are operating at a higher level. It reminded me that growth is a process. You earn certainty through practice, not by comparing yourself to someone who has simply done it longer. This became the framework for the larger message of the episode. Most people think ethics is just not lying, not cheating, and not stealing. We equate being a good person with avoiding obvious wrongs. But I push the idea further. Ethics is also about doing what you know you are supposed to do for your family, for your body, and for your business. It is about living up to the standard you set for yourself. And when you do not follow through, when you stop pushing the envelope, when you leave everything as an option, you are stealing from yourself. You are stealing from your family. You are stealing from your future. That is why many walk around with anxiety, restlessness, and constant pressure. It is not the client who might fall out of escrow. It is not the market. It is not the lead who is not answering. It is the burden of knowing you are out of integrity with your own moral compass. You are not doing the things you said you would do. You are negotia...

A VISION GETS YOU GOING, A STANDARD KEEPS YOU GOING | Mindset Mastery w/ A.Z. Araujo

Dec 1, 2025 22 min

In this episode of Do The Work | Mindset Mastery... I found myself reflecting on the journey that brought me here. It has been a week filled with gratitude and appreciation for what we are building at A Z and Associates, and the moments that continue to shape who I am. Last week Carla and I had the chance to sit with the Lions team for their meeting, and instead of teaching, we were asked questions. Questions about our past, about the struggles we lived through, and how we found a way to rise. It forced me to revisit what shaped the success we have today, not only in business but in our marriage, in our finances, and in our belief that we could rebuild everything we once lost. When I think about that time, I remember how consumed I was by loss. The debt, the lawsuits, the fear of opening the door, the nights I could not sleep because I was drowning in worry. I punished myself for years, sitting in a dark place where I could not appreciate my life or my family. I missed moments with my daughters because I was stuck staring at everything I did wrong. What I did not realize then was that I was only in my twenties, and my whole life was still ahead of me. Five years later everything changed. Ten years later it changed again. Fifteen years later I could barely recognize that version of me. Every problem had a solution. Every mistake had a way forward. I just did not see it because I refused to get up and keep moving. If I could go back I would tell myself to dust off and trust the process. Life gives us the chance to redeem ourselves, but only if we stop sitting in the pit. That reflection followed me into the next day as we hosted our top producers roundtable. This room was filled with new faces, people who once looked at that lunch on social media and said I want to be in that room. And they are. They stepped toward their vision. They spoke it out loud. They worked until that moment became real. We took the group through a vision plan exercise, something I persona...

SHUT UP AND LISTEN | Mindset Mastery w/ A.Z. Araujo

Nov 24, 2025 23 min

In this episode of Do The Work | Mindset Mastery, I talk about what it means to truly be a student of life and business. Every day is full of lessons some that we see right away and others that show up later as the results we experience. Whether it's in our health, our business, or our relationships, everything connects back to the choices we make, the awareness we have, and how willing we are to learn. Becoming a Student of Life I've always prided myself on being the student. Whether I'm talking to a brand-new agent or someone with twenty years in the business, I want to know how they did it how they got that deal, what they said, what they learned. The lessons are everywhere, but only if you're paying attention. Too often people show up thinking they already know. They stop taking notes. They stop asking questions. And that's when they stop growing. That lesson hit home during a dinner with Carla when I met a young realtor from Alabama. He had big goals and a lot going on a real estate business, a logistics company, property management, and even a master's program. But what stood out was how he never stopped talking about himself. He wasn't listening. He wasn't learning. He was chasing acknowledgment instead of wisdom. And I thought to myself, that's where so many people miss it. They think being busy means being productive. But real growth doesn't come from doing more things. It comes from mastering one thing and becoming the best at it. The Power of Intrinsic Value Being a student is what builds intrinsic value your inner worth, your certainty, your standard. It's not what you project, it's who you are when no one's watching. That's why at AZ & Associates, I teach agents to build their personal brand, to show people who they are and what they stand for. Certainty comes from doing the work daily, from sharing what you're learning, from showing up consistently. We push our agents to post videos, to share their lessons, to document their progress because that...

SMALL DEPOSITS, BIG RESULTS | Mindset Mastery w/ A.Z. Araujo

Nov 17, 2025 29 min

In this episode of Do The Work | Mindset Mastery... I shared what it feels like when everything begins to align. There's this undeniable energy right now a momentum that feels like a tsunami of opportunity. And that feeling only comes when you've spent years making small, consistent deposits into yourself. It's about the preparation before the payoff, the unseen hours before the spotlight, and the faith in what you've built when no one else is watching. I used to say it during my Ironman training: we're doing this alone together. That phrase still holds true in real estate, leadership, and life. Each of us has to put in the work individually, but collectively, we rise higher. What I'm seeing right now inside our organization reminds me of those marathon runners who were once out of shape and uncertain, now setting personal records because they stayed consistent. Those daily deposits physical, spiritual, emotional are what build the capacity to lead, to create, and to sustain growth. The truth is, something massive is on the horizon. But opportunity doesn't favor the unprepared. If you're not building yourself daily, that same wave that lifts others could crush you. Many will look for shortcuts or latch onto someone else's success instead of doing the work themselves. But the real growth comes from understanding that it's you who must make those daily choices. It's you who must show up and prove it to yourself before the world believes it. Over the next few months, we're preparing to announce four major moves that will redefine who we are as a company. These decisions are born out of years of preparation out of the same consistent habits we've preached since the beginning. And when I think back on moments like 2020, when others pulled back and we expanded, it reminds me that courage in uncertain times creates legacy. The same principles apply today. I've been revisiting books like Loving What Is and The Big Leap, seeing them through a new lens because of all the...

THE MIRROR NEVER LIES | Mindset Mastery w/ A.Z. Araujo

Nov 10, 2025 19 min

In this episode of Do The Work | Mindset Mastery... I talk about what it means to take complete ownership of your life, your marriage, your business, and your peace. As we close out 2025, many of us are already thinking about what 2026 will bring, but before we look forward, we need to look back and take inventory of what got us here. For me, the turning point came when I stopped blaming circumstances, people, and markets and started realizing that every result in my life was the direct outcome of my decisions, my habits, and the things I neglected. There was a time when I blamed Carla for how things were going. I thought she wasn't as involved or supportive as I needed her to be. But the truth was, I had stopped doing the small things that mattered. I stopped holding her hand. I stopped saying good morning and good night. I stopped showing appreciation. Those small, unaccounted for actions, or lack of them, nearly destroyed my marriage. The same thing happened in my business. It wasn't the market, the rates, or the clients it was the complacency that crept in when I thought I had already earned the right to slow down. I lost my urgency. I stopped growing. I stopped evolving. Everything begins with the small things. The same way small acts of love can heal a relationship, small lapses in discipline can destroy a business. When you stop doing the things that make you grow, you slowly drift into a state of frustration and resentment. You start to carry anger toward others that really reflects the disappointment you feel toward yourself. I had to learn that awareness and ownership were the keys to turning things around. It wasn't about building vision boards or dreaming of the future it was about fixing the behaviors that led to my pain in the first place. That awareness extended beyond my business and marriage. I started to see how I treated my body, how I fueled myself, how I spoke to myself. I realized that exhaustion, stress, and anxiety were not random; they w...

I WANT IT ALL | Mindset Mastery w/ A.Z. Araujo

Nov 3, 2025 26 min

In this episode of Do The Work | Mindset Mastery, I talk about what it really means to have it all and the journey it took for me to find peace, purpose, and power in my life. As October comes to a close, I find myself reflecting on the years of growth, the pain that shaped me, and the discipline that brought me to where I am today. Finding Purpose Beyond the Struggle There was a time when every challenge felt personal, when my ego was fragile, and every mistake sent me over the edge. I had no emotional control. I would lash out, lose patience, and feel like I was constantly under attack. But I realized that the constant chaos wasn't life's fault it was mine. I was missing the capacity to lead myself. I learned that hard work and struggle are not the same thing. Hard work builds, but struggle destroys. It wasn't enough to make money or chase success. I needed to find fulfillment, to build character, to become a better man, husband, and father. The moment I shifted my focus from chasing results to developing discipline, everything changed. The Awakening Back in 2013, I was at a breaking point. I was financially progressing but emotionally broken. Depression wasn't something I understood it was a habit I had learned from my environment. I thought something was wrong with me. I told myself I wasn't gifted, that maybe I wasn't built for more. But I began to see that the reason we're here is to create. We were created to create. And through that realization, I started taking control of my life again. I built disciplines that helped me grow in every area: business, marriage, health, and faith. That process became the foundation of what I now call the "have it all" lifestyle. Redefining "Having It All" Having it all isn't about wealth, power, or recognition. It's about having fulfillment in every part of your life. It's about becoming the type of person who can be trusted, who keeps promises, and who operates with integrity. I once thought success meant money firs...

RENEWED VISION | Mindset Mastery w/ A.Z. Araujo

Oct 27, 2025 19 min

In this episode of Do The Work | Mindset Mastery, I talk about what it really means to have a renewed vision. After our third quarter review, I walked through the office with a sense of gratitude and energy. The numbers don't lie, and seeing the results reminded me that momentum is not about luck. It's about intention, consistency, and self-awareness. Renewed Vision Comes From the Work What I felt that day wasn't just pride. It was clarity. The kind of clarity that comes when you stop waiting for inspiration and start doing the work that produces it. Momentum fades when we tie our energy only to our results. If we aren't producing, we lose our drive. But if we focus on becoming better on building a career instead of chasing a moment that energy renews itself. Every agent goes through highs and lows. The difference between those who stay in the game and those who fall off is their ability to renew that vision. To say, "I'm not starting over. I'm beginning again with more knowledge, more experience, and more perspective." What You Stop Doing and What You Need to Start Doing During our third quarter review, I brought in three of our top producers: Rudy, Rio, and Hillary. They shared how they handle slow seasons, and the biggest takeaway was this: they audit themselves. They ask three powerful questions: What did I stop doing that I need to start doing again? What do I need to stop doing that's holding me back? What do I need to start doing that's been on my mind but I haven't executed? Rudy said his biggest issue was losing urgency. From the outside, he still looked productive posting videos, showing up but he knew his intensity was off. That realization alone gave him the spark to change his rhythm. That's what I love about our top producers. They're willing to get in the weeds again. They don't think they're above the grind. They'll roll up their sleeves, work the weekends, rebuild systems, and do what it takes to create momentum. Stop Spectating and Start Cr...

THE DANGER OF OVERDRAFTING | Mindset Mastery w/ A.Z. Araujo

Oct 20, 2025 25 min

In this episode of Do The Work | Mindset Mastery, I talk about the power of deposits the small, consistent actions that build the life you truly want. The Vision That Started It All This past weekend, I celebrated my birthday surrounded by my family. It reminded me how far I've come from that 16 year old kid who dreamed of owning his first car. Back then, I didn't have the money, but I had a clear vision. I knew exactly what I wanted, and that vision became the fuel that carried me through the work that was required. Every lawn I cut, every car I washed, every dollar I saved was a deposit toward that goal. My parents taught me that work ethic mattered, but I learned early that effort without direction isn't enough. You need a vision to reinforce your actions. That's what kept me going knowing that each deposit, no matter how small, was getting me closer to something bigger. When I finally bought that red 1987 Nissan Sentra, it wasn't just about the car. It was about proving to myself that anything I truly want requires consistent deposits over time. Deposits and Withdrawals That same principle applies to everything in life business, marriage, health, and faith. For years, I forgot that. I worked hard but neglected the deposits that mattered most. In my marriage, I withdrew more than I deposited. I expected peace, connection, and understanding, but I wasn't putting in the daily effort to earn them. The same thing happened in my business. I made the right deposits for a while, saw success, then stopped reinforcing those habits. When challenges hit, I had nothing left to pull from. I was overdrafted emotionally, mentally, and financially. It wasn't until my mid 30s that I realized the pattern. The moments I neglected myself skipped workouts, ignored my faith, avoided hard conversations were withdrawals. Every ignored priority created debt that showed up later as frustration, stress, or failure. The Power of Preparation Life will test you. You can make every...

NERVOUS AS HELL | Mindset Mastery w/ A.Z. Araujo

Oct 13, 2025 23 min

In this episode of Do The Work | Mindset Mastery, I talk about something that's been part of my life for as long as I can remember nervousness. That constant edge of anxiety that creeps in whether things are going really good or starting to slow down. It's that feeling of a fast heartbeat, like something's about to fall apart, even when everything is actually working. I've learned it's not something to eliminate, it's something to understand and manage. The Reality of Nervousness and Growth I've realized that this nervousness doesn't go away no matter how much success you have. My mentors, the ones doing eight figures a year, feel it too. That fear of losing it all, that anxiety that says "what if this doesn't last?" it's human. What matters is how we respond. There was a time I thought I was broken because I saw others who seemed constantly confident, always motivated. I thought something was wrong with me for feeling fear even when things were good. But that's just how we're wired, especially if you come from instability or scarcity. It's a natural part of growth. The danger is when we fight those feelings instead of listening to them. I used to get anxious about being anxious, frustrated that I couldn't just "turn it off." But now I see it as an indicator. It's like the check engine light on your car. It doesn't mean everything's falling apart; it's just telling you to check something before it becomes a bigger issue. When Fear Becomes a Signal Most of the time, my anxiety comes from integrity saying I'll do something and not following through. It's not really about the post that flopped or the client that backed out. Those are surface level issues. The root is often in what I've avoided: the calls I haven't made, the marketing I've stopped doing, or the systems I've neglected. When I start feeling that nervousness, I've learned to ask: What did I stop doing that I said I'd do? Because those emotions are not punishment, they're reminders. And for those of...

YOU WOULDN'T KNOW | Mindset Mastery w/ A.Z. Araujo

Oct 6, 2025 18 min

In this episode of Do The Work | Mindset Mastery As we head into the final quarter of 2025, I can't help but reflect on how quickly this year has passed. For some it has been a year of breakthroughs, for others a season of struggle, and for many it has been the same repeated cycle with no real progress. I know that space well because I spent years stuck there, constantly comparing myself to others, replaying the same broken record of frustration and disappointment. What I learned is that when you remain in that weakened state and do nothing, it always makes things worse. There is no positive outcome that comes from inaction. It took me years of turmoil, fights at home, depression, and setbacks before I finally said enough was enough. I had to let go of arrogance, become a student, and follow a proven model with absolute discipline. That model taught me to take care of my body, grow my mind, and improve my business every single day. Eleven years later, that same discipline has carried me through highs and lows, created stability, and given me the responsibility to teach others to do the same. Last week, I interviewed one of our top producers, Felipe. His story hit hard. His mother in law is battling a terminal illness, and his family is carrying that weight every single day. Yet he continues to show up, smiling, working, and leading his family. He's able to remain strong because he follows the same model he built in times of peace. He makes his power deposits, his purpose deposits, and his profit deposits, even in the middle of heartbreak. That discipline allows him to stay strong when most would break. And that is the lesson. Discipline is what steadies you when the storms of life hit. Without it, you ride an emotional roller coaster that everyone around you feels your family, your clients, even strangers on Instagram. But with discipline, you create stability. You show up the same way whether life is good or life is breaking apart. You keep moving forward regar...

THE UPPER LIMIT | Mindset Mastery w/ A.Z. Araujo

Sep 29, 2025 23 min

In this episode of Do The Work | Mindset Mastery I reflected on the way we often sabotage ourselves after hitting milestones in life, marriage, or business. What I discovered is that success is not the final destination. It is only proof of what we are capable of, but if we stop doing the things that got us there, erosion sets in. That erosion often shows up as stress, frustration, and even conflict in relationships. The Upper Limit One of the biggest lessons I shared is the idea of the upper limit. When things are going too well, we unconsciously put a ceiling on how far we can go. Instead of celebrating a win and building on it, fear creeps in. We start asking questions like, "What if I can't do this again?" or "What if this was just luck?" Those thoughts slowly break down our momentum. I have seen it in my business and in my marriage. A great month in sales, or a great season at home, would unknowingly trigger fear that it could not last. Instead of making more deposits into the relationships and actions that created those wins, I would rest on the belief that things should just stay good on their own. The truth is, success only multiplies when we continue doing the work that got us there. Deflection and Spite Another pattern I noticed is how easy it is to deflect blame when things start breaking down. It is easy to say it is my clients, it is the market, it is my spouse, it is my kids. But weeks or months before, when everything was flowing, I was not saying those things. The problem was not them. The problem was me. I stopped showing up the same way. I stopped making deposits. And eventually the energy dropped, leading to spite and disconnection. Breaking the Dysfunction The dysfunction shows up when we start believing that joy, peace, or prosperity cannot last. We tell ourselves that if things are too good, something bad must be around the corner. That thinking erodes the very progress we worked so hard for. The real challenge is to catch it early. To...

WORK ETHIC IS NOT ENOUGH | Mindset Mastery w/ A.Z. Araujo

Sep 22, 2025 24 min

In this episode of Do The Work | Mindset Mastery I connect three threads that shaped my week leadership work ethic and faith. I walk through a real conversation with my leaders a hard look at my own past and a shocking video that forced me to lead my family with clarity instead of emotion. The lesson is simple. When I keep my work ethic and my faith in place the results I call favor follow. When I chase favor without doing the work or I let distractions run me I lose my edge and I lose my peace. What Happened We met with a small group of team leaders at the office. I reminded them and myself that leadership is stewardship. It starts with how I lead me. It extends to how I lead my family and then my team. I shared my own story from 2018 when the business felt like it broke me. The economy shifted deals fell through agents left and I kept asking when things would turn. The answer was not out there. It was in my daily work and my faith in a bigger purpose than my next commission check. I also revisited an older wound. Years ago I opened my playbook to someone I brought in. He used that access to compete with me. I blamed him. The truth was I took my eyes off my path. I stopped studying. I stopped answering calls. I got complacent. Competition was a gift. It pushed me to evolve rather than gatekeep and stall. After the meeting I saw a graphic video of the killing of Charlie Kirk. It shook me. It brought back the day I was shot and almost bled out. That memory used to carry anger at a friend who froze instead of helping. Today I see his fear for what it was. I chose to lead my daughters through what they saw. I asked them how it made them feel. We talked about fear anger empathy and being human. The point was not to feed rage. The point was to feel the pain and still choose to do good and be good. The Lesson Results are not random. Favor is the byproduct of two things I control every day. Relentless work ethic and real faith. Work ethic means I show up with intenti...

ENERGY FLOW | Mindset Mastery W/ A.Z. Araujo

Sep 15, 2025 19 min

In this episode of Do The Work | Mindset Mastery, I break down a simple truth I live by every day. Attitude is the foundation. Enthusiasm is the expression. When I move with purpose even on the mornings I feel stiff, tired, and anything but motivated, my actions create the energy I need. People read my face, my voice, my posture, and they respond to what I carry. If I choose purpose, others feel it and follow it. Introduction I did not wake up inspired. My back hurt. My shoulder was tight. I shuffled to the bathroom like a slow old man. Then I walked into the gym and a guy told me I always move with purpose. That compliment reminded me of the standard I set for myself. I do not wait for motivation. I act first. The energy shows up after. Body Awareness creates advantage I know eyes are on me. Clients, team, family, even strangers at the gym read my body language. They decide how far to push, whether to trust, and if they want to work with me based on what I show. When I smile, stand tall, and speak with conviction, I transmit certainty. Certainty moves deals forward. Action before motivation I never count on feeling ready. I get moving and let the movement warm up my mind. Action builds motivation. Motivation builds inspiration. Then I stack more action. That cycle is how I keep momentum, even when my body hurts or my schedule is heavy. Enthusiasm is a skill Enthusiasm is not fake. It is a decision to express what I believe. Shoulders back. Eye contact. Strong handshake. Clear tonality. Words that lead. I do this with my family so they can believe in me. I do it with clients so they can make confident decisions. If I carry worry, they mirror worry. If I carry certainty, they mirror certainty. Lead the room with your presence At the gym I skip every other stair. At the coffee shop Carla and I visit, we are met with smiles and service because we bring the same energy. People respond to the way you enter a space. Move like you have somewhere to be and someth...

YOU NEED THE RIGHT SUPPLEMENTS | Mindset Mastery W/ A.Z. Araujo

Sep 1, 2025 20 min

In this episode of Do The Work | Mindset Mastery, I talk about why supplements are not just vitamins. They are the extra inputs that help you operate at peak levels in every area. The lesson started at home with our dogs. Training them myself worked only up to a point. Real progress came when we added expert guidance. That same truth applies to business, health, faith, marriage, and parenting. If you want to last and not just compete for a moment, you must supplement your life. What happened Our dogs used to run wild the moment they got excited. Walks turned into chaos. Vet visits were embarrassing. We brought in a trainer and learned a simple command. Place. This morning both dogs stayed on their beds while Carla and I moved through the house. It was a visible shift. The right supplement changed the entire environment. The bigger idea Supplements are not only in a bottle. They are the people you ask for advice, the coaches you hire, the habits you choose, the food you eat, the books you read, the prayers you make, and the actions you repeat. I used to think all my problems were business problems. I kept hitting the wall until I invested in my faith, my marriage, my kids, and my health. When those deposits increased, my business followed. Ask the right people Many get crushed because they ask the wrong people the right questions. Do not ask for business direction from someone who has never built a business. Do not ask parenting advice from someone who is not involved with their kids. Respect people for what they do well and ask within that lane. I hired coaches for health, faith, business, and family. Carla is my spiritual supplement. I go to her because she lives in the Word and shares from experience. Own your decision Advice is input, not a verdict. If your soul says move and someone says wait, you must decide. Do not hide your fear behind someone else's opinion. When you outsource your choices, you erode your certainty. Take the guidance, measure it agai...

THE PENDULUM SWING | Mindset Mastery W/ A.Z. Araujo

Aug 25, 2025 23 min

In this episode of Do The Work | Mindset Mastery... I looked around at our momentum and realized how far we have come. But here is the truth. Growth is never without pain. The market will expose those who do not adjust. It will reveal who is willing to adapt, learn, and push through. I had to remind myself that the grind never stops. And even in the tough moments, I cannot forget the promises I made to myself when I was down. That is where the fire comes from. The story This week I reflected on how the tide of the market exposes everything. When the tide is high, everyone wins. But when the tide goes low, you find out who has the mindset to keep going. I compared it to my own journey. From being recognized as a top agent, to building teams, to running one of the largest brokerages in the state, every level required me to change. It required me to sharpen my skills, build new systems, and keep showing up even when the industry shifted. And that is exactly what is happening now. Many agents are walking away, but many of us are growing faster than ever because we stay in the fight. What shifted The shift happened when I stopped wishing someone else would fix my problems. I used to want someone to run my ads, handle my follow up, or even train my agents for me. But no one is coming to save you. The moment I took full responsibility for my business was the moment everything changed. I became a better trainer, a better communicator, and a better leader. I learned to simplify the game and help new agents close quickly. That ownership made all the difference. The same goes for how we handle trauma. Pain can keep you stuck, or it can push you to grow. I call it post traumatic growth. I lived it after surviving a shooting. Paulina lived it after hitting rock bottom and then selling fifteen million in one year. The difference was a decision to flip the switch. The lesson The lesson is simple. Stop waiting for someone else to fix your life or your business. Take the pain...

HOLDING ON TO THE VISION | Mindset Mastery W/ A.Z. Araujo

Aug 18, 2025 27 min

In this episode of Do The Work | Mindset Mastery... We just got back from a family trip that we had been talking about for months. For us, planning usually means speaking it into existence, not locking in every detail months ahead. This time was different because Carla and I made a conscious choice before we left. We decided this would be our best trip yet, and we were going to plan not only for the good moments but also for the things that could go wrong. That decision changed everything. What happened Before we even left, Carla and I sat down and set the tone. We talked about how we would handle frustrations so they would not ruin the experience. That mattered because the trip tested us right away. Delayed flights, missed connections, lost luggage, and canceled plans could have derailed everything. Instead, we kept our focus on the bigger picture. There were moments where my old habits almost kicked in. When my daughter's bag went missing with some of her most valued belongings, my instinct was to ask why she packed certain things that way. But I checked myself. Carla and I gave her the space to feel upset and reminded her it was only material things. That shift in energy kept the trip on track. We also made last minute changes that cost us money. Instead of forcing ourselves to stick to the original plan, we adapted and chose what was best for our family in the moment. The result was a better trip than we could have imagined, even though it did not go according to the script. What I learned A vision will always come with challenges. The dream is the easy part. The real test is how you respond when things go sideways. Too often we obsess over the task or the setback instead of keeping our attention on the outcome we want. In business, this is the same as losing a deal and letting it destroy your momentum. If you have enough conversations, enough follow up, and enough people in your pipeline, one lost client will not shake you. The problem is never just the...

YEP THERES A SOLUTION FOR THAT | Mindset Mastery W/ A.Z. Araujo

Aug 4, 2025 29 min

In this episode of Do The Work | Mindset Mastery... I share a story that takes me back to some of the darkest times in my life. Carla and I found ourselves buried under financial problems that felt impossible to overcome. From owning a UPS store that became a financial drain to being on the hook for leases and equipment we thought we had offloaded, I felt completely defeated. I was losing confidence in myself and dwelling on how unfair life felt. What I did not realize at the time was that the solution was right in front of me. Our attorney was one of those divine connections who stepped in at the right time. His calm voice and certainty gave us hope when we felt hopeless. He reminded us that there is always a solution, but it requires action and trust in the process. I had been so focused on outside opportunities that I neglected the most valuable asset I already had, which was my real estate business. It took Carla's courage to make the phone call to our attorney that started the road to rebuilding our lives. That call was a turning point. It led us to take one step at a time, even when it felt like everything was collapsing. I learned that the worst thing you can do is stop moving. If you stop, you fail. Our attorney reminded us that every successful entrepreneur will face big problems at some point. What separates those who succeed from those who fail is the decision to take the next step, even when it feels terrifying. Opening an office when we had almost nothing left was the move that changed everything. It was a leap of faith that set into motion everything that came after. We paid our dues, we negotiated our way out of debt, and we stayed consistent with our actions. It took years to recover, but that process shaped the life we live today. I share this story to remind you that there is always a solution. You already have people in your life who can guide you if you are willing to listen. You just need to take that first step, even if it is small. Stop s...

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The Blues | Mindset Mastery w/ A.Z. Araujo

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Created by: Do The Work
Status: Active
Latest episode: Nov 9, 2026
Episodes: 486
Release period: Every two weeks
Avg. episode length: 25 min
Explicit: Yes
Language: English

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