819 Find Your Calculated Confidence

BECOME AN EXPERT. Confidence is so important. But you have to earn it. If you’re confident without putting in the work, it can come off as arrogance or even insecurity. So how can you have calculated confidence? Learn from your mistakes. Put in the hours. And believe in what you’re doing. Once you’ve worked hard for your confidence, you’ll be able to look your clients in the eye knowing you’re an expert in your field. For this Five Minute Friday, I revisited a conversation I had with the hit show Million Dollar Listing’s Josh Altman where he shared what makes him one of the best realtors in the world. In This Episode You Will Learn: How to be a successful salesperson (2:05) Why you should surround yourself with a dream team (3:00) The importance of getting a mentor (4:00) The four keys to Josh’s success (5:30) Get more from Lewis! Get my New York Times Bestselling book, Make Money Easy! Get The Greatness Mindset audiobook on SpotifyText Lewis AIYouTubeInstagramWebsiteTiktokFacebookX

Speaker names marked ? are inferred from speaking time and the show’s known hosts — they are not voice-verified.

• 0:00Lewis Howes?

  This is Five Minute Friday.

• 0:10Lewis Howes?

  Thank you so much for joining me today. My name's Lewis Howes and it's always fun to connect with other football players or people that played collegiate football. And Josh Altman is a former college football player at Syracuse University turned real estate mogul and one of the top realtors in the country. He's the star of Million Dollar Listing in Los Angeles. He's sold homes of tens of millions of dollars, worked with some of the biggest celebrities, and has a new book out called It's Your Move: My Million Dollar Method for Taking Risks with Confidence in Succeeding at Work and Life.

• 0:50Speaker 01

  I always say in order to be a successful salesperson, you gotta know your product. Okay, that's the single most important thing. You gotta know it like the back of your hand. Otherwise, you can't truly sell it and you gotta believe in it as well.

• 1:01Lewis Howes?

  You don't believe in it if you don't know it.

• 1:02Speaker 01

  Right, exactly. So, I am very, very good and I can look anybody in this business in the world in the eyes and say, "I am an expert at Los Angeles real estate. I study it. I know more than 99.999% of the people out there, okay? I flipped houses, I financed houses, I sell houses, buy them, all that stuff. So, I'm very confident because I'm very good at what I do because I'm an expert and I work very hard at it."

• 1:28Lewis Howes?

  You do the work to become the expert.

• 1:29Speaker 01

  It's not just falling on the lap. It's I'm the first one in the office every day, I'm the last one in the office every day. It's a passion of mine, real estate. So, I don't consider it work, but I literally study it. They call me the Rain Man of Real Estate. I think number one, the most important is what I like to call surround yourself with your dream team. I call it Josh Altman's dream team and it consists of a good amount of support from people that I trust, value their opinion, and who I surround myself with. I always say that you are the average of five people that you surround yourselves with, right? You ever hear that before?

• 2:04Lewis Howes?

  Yeah.

• 2:08Speaker 01

  Just made that up right now. So I think it's super important to do that. So in real estate, for example, I have the best mortgage broker who's available 24/7 for me. And we've worked our way up in the business together. I have, you know, everybody from the best title guy and escrow guy and all that. So I surround myself with this team of people who I can trust and they can guide me in the right directions of whatever I do. So that's one way, obviously, in any business is just surround yourself with people who support you. More importantly, though, is get a mentor. Okay. I am big on that. I now am a mentor to many people. I even have a mentor program coming out soon, which I'm super excited about.

• 2:51Speaker 01

  Look, whatever business you're doing, unless you're inventing something that's never existed before, you're not typically reinventing the wheel. Someone's already done a great job at it. Exactly. So, you know, no matter how good of a Realtor or how many billions I sell, there's always been somebody before me who's been very good at it. Get a mentor. Learn from them. You know, when I started in real estate, I walked into the company that I worked for and I went up to the biggest, baddest real estate agent in that company. And I said, "My name's Josh Altman and I work for you." And he said, "What do you mean? I don't need anybody. I'm not hiring." I said, "Listen." I said, "I'm newer in the business. I think that you're amazing at what you do. I want to learn.

• 3:34Speaker 01

  I don't care if I need to get you coffee, your dry cleaning, whatever. If you have an open house that's been on the market for over a year and nobody wants to sit it, call me. I'll be your guy." And that's what I did. And I started sitting open houses that no one would even want to go to anymore. They've been on the market so long. Eventually, I ended up, you know, working my way up for, you know, better open houses. My first, like, eight out of 10 deals were from people who walked through those. And then I had my own deals going. So then I was successful. And what year was this? When you- This was 2008. When you were out in LA? Yeah. Yeah, I came out in 2002 or 2003. Okay, gotcha. Yeah. But that's how I worked my way up. Attach yourself to a mentor, learn from them. And, and look, there's going to be good times and bad times in any business.

• 4:19Speaker 01

  And you're going to make mistakes in business. And what I talk about in the book is being able to bounce back from those mistakes and redirect your route and finish strong.

• 4:46Speaker 02

  Hey guys, if you enjoyed this inspirational clip from a past episode of the show, then you'll love the free book I'm giving away right now. It's called The Millionaire Morning. It includes some of my best tips for starting off your day with a millionaire mindset. Get your free copy at themillionairemorning.com and just pay shipping. Again, check it out right now, themillionairemorning.com.