Do The Work | Mindset Mastery

Do The Work
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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.

  1. 5D AGO

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

    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 gap is misery. What changed was not motivation. It was responsibility. I learned something critical during that season. Doing the right things today does not erase the consequences of yesterday. You still have debts to pay, relationships to repair, habits to rebuild. Progress does not show up instantly. But it does show up consistently if you stay the course. That is where the idea of the 300 Empire came from. Small daily actions compounded over time. Hours in the gym. Hours studying. Hours sharpening skills. Over time, it changes everything. Not overnight, but permanently. That lesson still applies today. Year after year, the investment compounds. When you put that much time into your mind, body, and craft, it becomes nearly impossible to stay the same. You move faster. You gain confidence. You operate with clarity. The same applies to business. Systems, processes, coaching, repetition. None of it is accidental. It all starts with taking care of yourself first. As we move toward 2026, here is the truth. A new year does not fix anything on its own. Doing the right things occasionally does not either. The difference is doing the right things consistently. When you see people far ahead, it is not because they are smarter or luckier. It is because they are willing to do things others are not. The real question is not what you want. It is what you are willing to do. Peace comes when you stop comparing and start deciding. Decide what you truly want. Decide what success looks like for you. Then commit to the actions that support it. There is no bottom to how bad things can get if you avoid responsibility. But there is also no ceiling on what you can create when you take ownership and stay disciplined. Today is always a good day to begin again. Reader reflection questions What patterns from this past year do you need to take responsibility for instead of avoiding What are the daily actions you know you need to commit to but have been resisting What version of success would actually bring you peace rather than comparison Notable quotes "Rarely does someone destroy their life in a single decision. It is usually a series of small moments ignored over time." "Doing the right things today does not erase the consequences of yesterday, but over time it changes everything." "There is no ceiling to what you can create when you take ownership and stay disciplined."   Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    20 min

  2. 12/29/2025

    LIMITLESS | Mindset Mastery w/ A.Z. Araujo

    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 understand is this. Growth is never about becoming someone else. It is about deciding who you are and refusing to shrink back. When you stop challenging yourself, when you choose comfort over progress, motivation fades. The work slows down. And before you know it, you are watching others pass you by. That feeling is far worse than any challenge that comes from going all in. There is a cost to action, but there is a bigger cost to doing nothing. If something is on your heart and soul, and you have done the work to build the foundation, you owe it to yourself and your family to move forward. Not from emotion. Not from pressure. But from certainty. Certainty that you will not quit. Certainty that you will figure it out. Certainty that this is who you are. As we step into what is next, I want people to take an honest look at the environment around them. The support. The leadership. The access. This is not common. And it is not accidental. It is built by people who refuse to slow down, who hold the line, and who continue to show up even when it would be easier not to. That is what creates something special. And that is what makes the next chapter inevitable. Reader Reflection Questions Where in your life or business are you playing it safe instead of stepping into the next standard you know you are capable of What daily commitments are you either honoring or avoiding that are shaping your level of certainty If you truly decided that this is who you are now, what decision would you stop postponing Notable Quotes "Internal certainty comes from conditioning yourself to win on a consistent basis." "There is a bigger cost to doing nothing than there is to taking the risk." "This is not about who I want to become. This is who I am." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    25 min

  3. 12/22/2025

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

    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 continue growing every day, beyond the big events, beyond the visible moments of success. For many of our agents, this marathon was more than just a race. It was a stepping stone a reminder that in life, the pain we feel in the moment can lead to long-term transformation. The same applies to our everyday struggles, whether in business, relationships, or personal growth. Life will always challenge us, but it's through overcoming those challenges that we discover the depths of our potential. Reflecting on Life's Journey When we push ourselves, we often surprise ourselves. What was once painful becomes something we look back on with pride. In watching others cross that finish line, I was reminded that each of us has a unique capacity for resilience. Life doesn't get easier, but it becomes more meaningful when we embrace the discomfort, learn from it, and use it to raise our own standards. We have to keep pushing. There's no such thing as the "best days" being behind us. Each day is a new opportunity to expand, to grow, and to build on the foundation we've laid. The marathon didn't define our agents; it merely highlighted what they're capable of and how much more they have inside them. And that, to me, is the essence of life. Conclusion So, what happens after the race? That's the real question. As the finish lines fade and the excitement dies down, the work continues. Life doesn't stop at the big victories. It's what we do next that shapes who we truly are. And for all the individuals who completed this marathon, I'm excited to see where this challenge takes them. Because it's never just about running the race. It's about what you do with the strength you gain once it's over. Reader Engagement Questions Have you ever pushed yourself beyond what you thought was possible? How did that experience shape you? What's a challenge you're facing in your life right now that could push your limits? How can you use this as an opportunity for growth? How do you stay motivated after achieving a big goal? How do you ensure that you continue to grow once the excitement fades? Notable Quotes: "It's not just about the finish line. It's about what happens after you cross it, about what you do with what you've learned." "When you push beyond your limits, it's hard to stay the same. You have to intentionally trip yourself up to go backwards." "The marathon wasn't the end of the journey. It was a checkpoint a new standard of what is possible." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    17 min

  4. 12/15/2025

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

    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 I keep showing up. What shifted everything for me was hearing Jensen Huang, CEO of Nvidia, speak openly about waking up with fear every single day. He talked about knowing that he must face it head on and take action anyway. Here is a man leading one of the most successful companies in history, speaking the same language that so many of us whisper to ourselves in silence. That interview hit me hard. It reminded me that none of us are broken for feeling fear. We are human. And the people who rise are the ones who continue to move despite it. And it reminded me of why I never let myself forget the lowest points of my life. The years where I felt like I failed my family. Where I felt less than. Where I struggled to see any progress at all. I keep those memories close not because they define me, but because they drive me. They remind me that I never want to go back. They keep me sharp. They keep me aware. They keep me grateful for the chance to lead, to grow, and to build. Everything we experience is part of a never ending story. The fear. The doubt. The breakthroughs. The wins. The losses. It all plays a role in shaping who we are and who we are becoming. And even though it is uncomfortable, I now understand that these feelings are gifts. They create the environment that forces us to expand and forces us to pay attention. They create the space where we learn to respond instead of collapse. As we approach the new year, many people treat December 31 as the finish line and January 1 as the beginning. But it is not. Life and business do not reset. They continue. Your momentum does not disappear because the calendar flips. Your fear does not disappear either. But neither does your grit. Neither does your ability to rise. And when you consistently take the right actions, the results always follow. I believe 2026 is going to require more from all of us. More courage. More effort. More discipline. More vision. And while that is intimidating, it is also exciting. Because everything I have ever wanted has always been on the other side of the unknown. And this next season is no different. The anxiety I felt this morning is slowly shifting into excitement, because I know what we have built, and I know what we can create when we move with purpose. Every time I put my effort into something, I get what I want. That has always been true. And I am leaning into that once again. It is time to rise into the next level of who we are becoming. Reader Reflection Questions Where in your life are you allowing fear or anxiety to slow your momentum instead of using it as a signal to take action What memories or past struggles do you need to revisit so you can use them as fuel rather than as anchors How can you shift your current pressure into purpose and use it to build the next version of your life or business Notable Quotes Everything has a beginning point and a storyline of what it is you want out of every situation The only way to resolve this is through sheer effort and taking action I will never forget how I felt during my hardest moments because those memories keep me sharp and keep me moving Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    25 min

  5. 12/08/2025

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

    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 negotiating with your standards. You are ignoring the internal cues that used to feel heavy but now barely register. I use the example of overeating during Thanksgiving and how quickly I felt the weight of it. I felt it mentally, physically, and emotionally because I knew it was not aligned with my standard. But I corrected course immediately. I returned to my routine. I shortened the leash. Many people do not. They have ignored the signals for so long that they no longer connect their misery with their behaviors. They have drifted so far from their standard that they no longer see how they are cheating themselves. The same thing happens in business. When you promise yourself that you will prospect, or follow up, or show up to the office, and you do not, that is unethical. When you let everything become optional, when you blame the market or another agent or your clients, you avoid the truth. The real ethical violation is not doing the work. The real theft is the theft of opportunity, progress, and stability from the people who trust you the most. The message of this episode is simple. If you feel uneasy, anxious, or constantly behind, look in the mirror. The gap between your moral compass and your behaviors creates misery. Close that gap. Raise your actions to match your standard. Stop stealing from your business. Stop stealing from your family. And stop lying to yourself about why you are not where you want to be. You came into this industry to prosper. Act like it. Live like it. Hold your ethics to a higher standard and everything in your life will begin to move forward with power and clarity. Reader Reflection Questions Where in your life or business are you leaving things as an option when you know they should be non negotiable What standards have you set for yourself that you have quietly drifted away from How would your results change if you treated every responsibility as a moral obligation to your family and your future Notable Quotes "There are levels to everything and if something is required in your life it is your duty to rise to that level" "Not showing up is not being ethical because you are stealing from yourself and from your family" "The gap between your moral compass and your behaviors is the misery many walk around with every day" Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: shop.dothework.com

    20 min

  6. 12/01/2025

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

    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 personally live by. I keep an album in my phone labeled vision plan filled with images and statements of everything I want to build. When I looked at my album from two years ago, I realized I have already accomplished ninety percent of it. Some goals took months, others years, but each one reminded me of what is possible when you see it every day and work toward it with intention. A vision gets you started, but a standard keeps you going. That came up again when I sat in church and listened to the pastor speak about the standards we must set for our own lives. Standards give you the certainty that solutions exist. When I began to create the right habits, when I woke up enthusiastic and ready to compete, I found answers faster. But waking up full of fear, full of anxiety, with no discipline to counter it, only drags you deeper. The prime 3 deposits are a standard. Taking care of your body. Feeding your mind. Becoming a student of your business. Those standards pulled me out of the darkest places of my life. They allowed me to overcome things most people will never experience. Enthusiasm ties it all together. I heard a story on a podcast about how airport dogs are chosen. They are not selected based on breed. They are selected based on enthusiasm. The dogs that pace, bark, jump, and engage with people are the ones they take. Not the ones laying quietly hoping for pity. Enthusiasm fuels curiosity. Curiosity fuels action. Action creates separation. When I look at our top thirty, I see that same energy. They show up hungry. They learn fast. They execute immediately. They do not wait for the perfect moment. They create the moment through action. That attitude compounds quickly and becomes momentum. We are heading into the final five weeks of the year and I see the enthusiasm in those who are still pushing. Some agents are chasing two more deals. Some are chasing four. They want to hit the stage at Ignite. They want to finish the year strong. While the rest of the industry is slowing down, they are speeding up. And because they are moving with intention, they will get what they are chasing. Most agents take it easy during the holidays. They convince themselves that buyers and sellers disappear. But those who outwork, out market, and out focus the competition will dominate the month of December. If you treat these next five weeks with fire, you set yourself up for the strongest start to 2026. I expect next year to bring challenges. I expect competition to rise. That is exactly why I stay in the lab, sharpening every skill, adjusting every system, and preparing for what is coming. That certainty comes from the standards I live by. If you want to rise, you must build the standard long before the results show up. Reader reflection questions What standard do you need to recommit to in order to face your next challenge with certainty instead of fear Where has your enthusiasm faded, and how would your results change if you restored it What is one vision you can bring closer to reality by taking action on it today instead of waiting for the perfect moment Notable quotes "A vision can get you going but a standard is what keeps you going." "Everything has a solution but I wasted years sitting in the pit convincing myself I had none." "Enthusiasm creates separation because it turns curiosity into action." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    23 min

  7. 11/24/2025

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

    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's how you build trust. But most people miss this because they think they already know. They hear the same message and assume it doesn't apply to them. Yet those same words sound completely different to the person who's actually doing the work. The difference isn't in the message it's in the level of application. Setting the Standard As we head into 2026, the standard has to be higher. Being a student means showing up, asking questions, applying what's being taught, and learning from every situation. It's not just about money or status. It's about character and trust. I only do business with people I can trust people who hold themselves to a standard. Because your business will always reflect your consistency and your character. Don't chase attention or followers. Chase growth. Build certainty. Build intrinsic value. When you do that, you attract the right people, the right opportunities, and the right clients. Conclusion Life and business are about being the student always learning, always refining, always showing up. Be the person who listens more than they talk. Take notes. Apply the lessons. Set a standard that others have to rise to. Because at the end of the day, your results will always reflect how coachable you are and how much you're willing to grow. Reflective Questions Where in your life have you stopped being the student? How can you raise your standard to build more trust and certainty? What lesson is life trying to teach you right now that you've been avoiding? Notable Quotes "A jack of all trades is a master of none. Focus on one thing and become great at it." "Certainty isn't arrogance it's knowing that it's only a matter of time before you figure it out." "Your business will always reflect your consistency and your character." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    24 min

  8. 11/17/2025

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

    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 growth that's happened since I first read them. What once felt like theory now feels like confirmation. When you evolve, your perspective changes. The same words hit differently when you've earned the experience behind them. This business, this life it's not about luck or waiting for the right moment. It's about building the right foundation so that when the wave of opportunity comes, you're ready to ride it. That's what these last twelve years have been about for me: small daily actions, taken consistently, leading to a lifestyle I once only imagined. From the cars, the home, the Christmas trees we just put up none of it was luck. It was the result of discipline, self-awareness, and faith. And I'm proud of that younger version of myself who refused to give up when things were dark. The guy who felt hopeless but made a decision to change. That decision, followed by daily deposits, changed everything. You have that same power. You can start now, today, right where you are. We're entering a new era one where preparation meets opportunity. Some will rise, others will get swept under. But if you've been doing the work, 2026 will be your year to dominate. So lean in. Revisit the fundamentals. Read the books. Build yourself first, because your growth fuels everything else. We're doing this alone together. Let's ride the wave. Reader Reflection Questions What small deposits are you making daily that will prepare you for the opportunities ahead? How often do you revisit your vision and remind yourself that you're capable of more? When fear or uncertainty creeps in, how do you shift your focus back to discipline and faith in your process? Notable Quotes "We're doing this alone together." "Small deposits create big results." "You can't build a great life without first building yourself." Follow A.Z. Araujo on Social Media: Instagram: @azaraujo Facebook: A.Z. Araujo TikTok: A.Z. Araujo YouTube: Do The Work Podcast   For Real Estate Agents in AZ: Learn more about Do The Work Coaching and A.Z. & Associates: dothework.com/azaa   Upcoming Events: If you're a real estate brokerage owner, sign up for one of our upcoming events. Visit: dothework.com bigmoneybrokerage.com Join my mailing list for updates!   New Do The Work Gear: Check out the latest DTW and Do The Work Gear! Hats, shirts, journals, and more: • • shop.dothework.com

    29 min
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4.9
out of 5
30 Ratings

About

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.

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