Trent Dransfield: where focus goes, energy flows. People do very well when their energy is at a high level.

Caleb: Welcome to Real Estate Insights I'm Caleb Adams. Today's a special bonus episode. My guest is Trent Dransfield, a transformational high performance coach and the creator of the Inside Out Advantage. Trent brings more than 20 years of financial expertise into coaching people to grow their business and their lives from the Inside Out. Trent, welcome. I'd love to pass it over to you and hear how you got into this.

Trent Dransfield: Yeah, thanks Caleb. Always a privilege to be with you. my story is really, unusual. I started off... in high school and college having this big dream to actually pursue music to compose music for film and Disney I remember going up to my professor and saying, you know what, I want to be this, big guy scoring music for film. And he looked at me with a pause and just said, better luck. Next year, that's really tough. Good luck and my head down I walked to the parking lot thought and well my dreams are over so I went into the pursuit of listening to someone else's dream not my own and I went into the medical field graduated in physical therapy school ended up doing that for a few years and then After four years I Had the gumption to tell my wife what if we sell everything and we go to music school and we finish it and she said it's about time Let's do it and that blew me away. So there we went three children at the time and we drive into the unknown of Lamont School of Music in Colorado. And I think we had about two or three months in reserves is all. And we said, you know what, we're just going for it. so that was where my pursuit started is just a lot of bumps and bruises And the reason I bring that up is everything's happening for us, not to us. I remember I was working Pepsi at night. I was throwing a newspaper out in the morning. For me, at that time, having eight or nine years of college and a few degrees, thought, yeah, that's humble pie. We're doing all we can to make it work. And a dear friend of mine happened to move over from Utah to Colorado. we just happened to cross paths. And as we were sitting there talking, he said, I'm, running this finance practice in Colorado. Do you think you could help me out part time? that was the window that opened for me to get my feet wet, I started understanding a career I didn't know about, And I took that and I ran with it. And I still pursued my passions on the side. that landed a career that I could not have ever fathomed in my life. I thought it was medical and music and it showed up. And what that taught me was be open to possibilities because they will show up. And so that was how I started in the industry and that was 25 years ago.

Caleb: Wow, that's such a cool backstory to hear where you started and where you are now. Trent and I have worked on some real estate investments together. I know you're heavily involved with Brendan Bouchard and Tony Robbins. you've rubbed shoulders with some pretty cool people. why inside out advantage and how can that help real estate agents who are trying to build their own business?

Trent Dransfield: I was offered the opportunity years ago to do a similar TED talk in Las Vegas. And here's what I learned. I think a lot of times we go get that degree, we go get That new book we go get all of these things that are outside To try to fill us from the in but the real secret sauce is What are we doing to fill ourselves up from the inside out? when we fill ourselves up in the right ways with our rituals our habits when we know who we are our identity and keep this in mind. This was not how I figured this out in my teens I was in my mid thirties going through a lot of this personal development change big time. I had flown over and trained with Les Brown in Europe, one of my heroes. I came back and I was implementing and I was hungry. And know, Les Brown always says, you got to be hungry. and as I started doing that, In one year of implementing and taking on from the inside out, we made probably 600 % increase. And then I became an entrepreneur and I was able to do a benefit concert. All of these things started happening because there was one thing that I changed. I quit going from the outside in and I developed from the inside out. I think Jim Rohn said when you spend more time on personal development within yourself more than your job you will start getting ahead in life. and was fortunate to be certified and worked with Brendan Bouchard and now involved with Tony's team quite a bit and all this other stuff. But the reason was because I've got to develop from the inside out they flew me over to Arizona two years ago to do this big lecture with all these agents and financial reps when I go around to corporate events, I hear lot of the same stuff. Hey, this new product does this. Memorize these lines, do this. I'm going to tell you right now that's hogwash. I really am saying that personally, that when we really start honing into all these tools and we implement them, believe me, they change. And I remember when I started doing this, I started seeing huge results and there are so many different pieces. One could be how do we really connect with someone? if you shave everything down What it comes down to is this. Number one, people want to be loved. And number two, we want to love. It really is that easy. one of the phrases that I created years ago is when we actually learn to slow down, we're going to speed up. And it's not the other way around.

Caleb: There are so many nuggets there that I want to dive into. One of them being growth from where you were to 600 % just from changing the inside out. I think you can't find an investment anywhere that has that type of return year one.

Trent Dransfield: When we start focusing on how to give and forget what's in it for me, it reverses. I've seen abundance flow so much when I practice giving added value with no expectation. And I see a lot of times, and I'm a culprit to this too is, we started focusing on achievement and growth and achievement and getting. an achievement only lasts for so long I've been there before, got the degrees. And then you make this much money and wow, then we hit seven figures. And what's the next thing? That has nothing to do with it. It's all to do about what is my purpose in life. that takes them to a whole nother level.

Caleb: that's amazing. I want to dive a little bit more specific into real estate agents or real estate investors. A lot of the things I hear, and even from clients, is it's slow, I need rates to drop, or it's been a weird year, I need more buyers. What are they missing? Is this really an inside problem? in disguise.

Trent Dransfield: It is. I'll be very frank. it's all about restructuring the meaning that you're giving. Because we've got to remember the power of language is very, very powerful. And so if people talk about I'm tired, guess what? Their already formatting a program to get tired. So when I hear people I listen because those words are telling me an inner dialogue what their belief system is. People will use victim all day long. When we look at the results in our life, it is a true indicator of the reflection of where we're at in life. And if that's working for them, Keep going. If it's not, we are warriors of creation mode, not followers. So step into the creation mode and say, you know what? That is not working for me. What would work? If I were to ask the people, I would say, how's your life working for you right now? And maybe a lot of them say it's not where I know I would like to be. Okay, then two questions. What would the pain feel like if you continue on this voyage? How would that look for you? Now let's talk the pleasure. What would it look like if this is a realtor? What do you want? Are you clear with what you deserve in life? The more detailed and measurable you get, and you've got to see that vision. the more that you do that, then it's easier to start taking those steps toward that destination. So going back to that, Caleb, absolutely it really does stem from the identity we're feeding. Remember, we start believing what we give meaning to. It's so important how we're giving things a particular meaning.

Caleb: So essentially for some people, the market being slower, that meaning could be the motivation for them to do more. Is our story going to be the one where the market was slow, but we had our best year or are we going to let it affect us?

Trent Dransfield: Yeah, I understand too in this sector, that there are certain things that we should pay attention to. But where focus goes, energy flows. People act... and do very well when their energy is at a high level. you and I know this too is when we calibrate ourselves and we're taking on our life, number one, it feels good. Number two, our endorphin levels have increased. Number three, we can actually think better. Think of those times when we walk into an office and the employees is, it's a very low negative energy and the way they're talking on the phone. if we stand up or we get electrified, our results are gonna change in that direction too. So.

Caleb: people who haven't

Trent Dransfield: Yeah.

Caleb: heard of the terms energy or state or, yeah,

Trent Dransfield: Yeah.

Caleb: what do you say to people who are like, that feels weird

Trent Dransfield: Yeah, that's fine.

Caleb: or unusual, and they've never heard of it before?

Trent Dransfield: it's true because I've been living that world for the last 20 plus years. I guess you could scale that back and say, when we're cheering for our kids sideline of the soccer game, there's an energy. what they've found is that energy is so powerful as far as excitement, enthusiasm. Here's a question. On a scale of 1 to 10, And I'm a realtor. I'm not really, but if I was on a scale of one to 10, 10 being I love what I do. I'm on fire. I can't get enough of it. Rate yourself one to 10. And we know we could discern that the people with the higher level, they're also the big dog achievers. That's an exact alignment of you're getting what you're putting out. And it goes the other side too, is look at the people that say, I've got burnout. OK, how are their results looking? There's a sequence here going on. And so when I meet with students in that, they'll say, you know what, I need to break that. And that's where we take them through the steps to say, you know what, let's be Let's be consciously living here. That's another thing, Caleb, is a lot of people are living in the past or the future, but how many people are present? And then what would that look like if we were actually very present with our clients and our interactions? a perfect example is if you and I are talking and I pick this up and I say, yeah, keep talking. I just cut you right off. That energy is gone.

Caleb: it's like the old adage of what comes first, the chicken or the egg or the enthusiasm or the success. I think some people think the reverse is true where first I'll be successful and then I'll be really enthusiastic about it. But what you're saying is it might be the reverse of that. You get your energy high, you're enthused about your job, you're passionate about what you're doing and success is just a natural byproduct.

Trent Dransfield: It really is and the thing is when we learn that we can be happy no matter circumstances, the other things will simply fall into alignment with that.

Caleb: I want to talk a little bit about how you get to having a breakthrough. We've typically got three types of people. They're either new to their profession. maybe they're somewhere in the middle where they're seeing a lots of growth or maybe they feel like they've plateaued or people who are veterans in the industry. But across the board, you find people who are working hard for real growth. Is there a daily practice or habit that they can implement that can change the game?

Trent Dransfield: big change happens. when we change. as an example, I do rituals every morning to boy myself up to be ready to conquer that world out there. Did I do that 20, 25 years ago? No, I would wake up and just kind of get something to eat and get in the car and take off. when we have repetition we have consistency there is so much power in the little repetition moments to build that consistency. I always have a life coach. I have a life coach from Egypt and then I life coach others. And I'll tell you what, when we learn to say it's a must, not a want, we start changing our whole lives. I'll give you an example. Four years ago, I had a heart attack running an Ironman, And then I faced the music that I could have died. believe me, when I came out of the operating room, Two things happened. Number one, I have full gratitude that I get to live and I get one more day. Number two, do I honor that? And do I take full advantage of this day? And I'll tie that in with the key to abundance. And this is for all of us. And I'm talking financial, emotional, spiritual, all that. The key to abundance really is gratitude. When we stop and we give so much gratitude that we have shoes on. If any of you have gone out to do humanitarian, we've done a few of those. We are so privileged that we have air to breathe. Let's start on that foundation. when we wake up and give gratitude to say, I'm able to move. have extremities. I can run, I can walk. You want to get your energy going in a great way every morning. You find one or two people to randomly send a text and say, thanks for showing up in my life. Your energy will go through the roof. That's a good energy to have.

Caleb: I love that. if you were talking to yourself 20 years ago, Trent, and like you said, just waking up, grabbing breakfast and heading out in the car, would that be the one practice that you would tell yourself to do just to start with sending a message or writing a letter to somebody and gratitude?

Trent Dransfield: Number one, whether we believe in a maker or a higher power or whatever. Number one would be a gratitude prayer to say, thank you. Thank you for this new day. The second one is we have got to learn to do more Little celebrations, little wins win the game. So for example, I give gratitude in the morning and then I cross my hand and I go, hey, good job, buddy. You woke up early. Way to go. I remember when I was doing practicing orthopedics and physical therapy on my lunch break, I would get the walkman and I would listen to a crazy guy named Tony Robbins and it just pumped me

Caleb: Ha ha.

Trent Dransfield: up. And funny enough that I got to hang out with him in February and put my arm around him and just say thanks for being one of my mentors.

Caleb: I can't remember the title of the book or discourse, but... There was a man, he was a Marine, and he would talk about make your bed every day because it was a small win. That's kind of what that makes me think of. I know you've worked with a lot of different clients. Is there a specific story of someone you've coached who was stuck and what changed for them?

Trent Dransfield: Yeah, we'll use a different name. We'll call him Bill. Bill came in and took my one-on-one course and we got to the root of how he was stuck. He wanted to make more money, And he had a paradigm shift, a massive breakthrough where his view of money growing up was it was evil. the more you earn, you have to work harder for it, that it's not a good thing. And so what was interesting is while we were in a training, I gave him his homework and he started going deep shifting onto that. When he graduated a few weeks later, a week later, he comes busting through my office and didn't even set up a timer. That's fine. He comes in and just grin ear to ear and says, you won't believe it. I said, what tell me. And this guy was already a really big giver, really loving person. And he goes, I got to show you something. and he pulls out a check. He goes, see this check? This showed up in the last two days. And I said, well, show me your affirmation or what your homework was. And he had put think $8,000 earned in a week or something. and the check was over $10,000. he was funny. He just said, this really works, doesn't it? This really works.

Caleb: Ha ha ha.

Trent Dransfield: And I said, yeah, but there's also a component to it. We can lose when we boast. So when we receive, we give gratitude and we pay it forward somehow.

Caleb: it sounds like there's a gap between maybe what they're doing and what you're helping them do with getting those results. That's so cool about that breakthrough. for someone who wants to learn more about this. Where would you tell them to start? Are there any books or resources available for how they can get started into this?

Trent Dransfield: Well, you know, there's one route. You can gather like I did all these years of books, reading, that the best transformation that happens is when we immerse ourselves into some kind of a program or a training. I have my students join a 12-week course I tell people, look, if they're interested to gain more, I tell them to just text me and say, quote, I'm in. And when I get that text, then I call them and say, let's just set up a 10 to 15 minute chat to see if there's a fit or a little consultation that they can do. So yeah.

Caleb: Yeah, so sounds like they could go the route of, reading and listening to all the things, or if they're ready to go all in and experience a change, they can just text you. What's a good number for them to text you at?

Trent Dransfield: text me at 435-938-8968 and all you need to do is just text and say I'm in and that allows them a free consult with me for 15 minutes that we set up. One of my assistants will call and do that and then we get to know each other and see if it really is a fit or not and I would say this to the the closing of the group I look back to where I was 15-20 years ago I had this burning desire Caleb that there was so much more for me so if you're one of those that is like you know what there is more for me I feel stuck maybe I feel a little bit pained at what I'm doing or maybe I'm burnt out then the question is how long is that gonna last and is it worth continually doing that Or is it now a good time to say, you know what? It's time for a change. It's time to step left. And what would my life look like There are two powerful words that are incredible. what if, and then you fill in the blank. What if? That's a good question to ask. What if my life was different? What if I'm able to break through to get what I would like in life? And so when, you know, Tony talks about this too, but when we ask better questions, we get better answers. And here's the great thing. We actually have all the answers within us. Caleb, you and I know we could learn all this stuff, but it takes powerful action and a lot of faith to simply go. And there are tools to get them to that point.

Caleb: Trent is awesome. I've known him for years. I recommend reaching out to him to get that free consult

Trent Dransfield: What I've learned too is we're either progressing, whether we like it or not, or regressing. And so that's really the question the viewers and those can say is, well, where am I right now? And am I filling the urge to progress yeah.

Caleb: Yeah, there's no in between. You're either growing or you're shrinking. That's awesome. Well, before we wrap up, I just want to throw it your way. Was there

Trent Dransfield: you.

Caleb: any question that didn't get asked that you feel like might be worth addressing or bringing up to all these entrepreneurs?

Trent Dransfield: 80 % of success is mindset. If we don't have mindset, that 20 % is all the mechanics. A lot of people switch that around and say, you know what, I'm doing all my mechanics. But if you really want to learn how to carve a niche, you become a master of mindset the power of developing your mindset to where you're running on that level that you deserve to run. Now, again, they might be saying, well, I feel like, wow, if I made 10,000 more, a year Well, then that's their mindset. But what if my necessary mindset is seven to nine figures a year? I mentioned this before too, is look at who you are hanging around. Because like I said, proximity is power or it's a defeat. And learning how to lovingly clean that out and focus on making time for the people that are powerful.

Caleb: that's a wrap for this bonus episode of Real Estate Insights. Huge thanks to Trent for sharing his playbook. If this hits home with you and you want to go deeper, take him up on the free intro call. I'm Caleb Adams, mortgage broker in Utah and Idaho who loves connecting great agents with great people who need them. We'll see you next time.