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Brevity Count: 978 words (5 minutes)

“The only thing we have to fear is fear itself.” - FDR

In the height of the Great Depression, Americans elected Franklin D. Roosevelt to lead them out of the depths of fear and despair. Unemployment was at 25%. People were terrified of tomorrow.

In his inaugural speech, he uttered this now-famous quote above. 
FDR gave that speech almost 100 years ago, and, today, Americans are once again gripped with similar fears. There’s fear of the Coronavirus and what that means for their kids and their ability to go to work or school. There’s fear of the falling stock market and what that could do to their savings and ability to spend. There’s fear of the election in November and not knowing where the country will be led.

I don’t know what the future will bring, but I know that if we project fear into tomorrow, we will wake up tepid. We will make fewer calls. We will skip appointments. We will let a FEELING encourage our actions in a way that’s the antithesis for growth or success. And then, of course, we will be afraid, because life will not be going as planned. 

But it will be what we predicted while we were scared!

This week, after negotiating for months, I had a buyer of a $17M home email me and say, “Because of Coronavirus and uncertainty in the market, I’ve decided to put the purchase on hold. I’m sorry. I’m just too scared to move forward right now!” 

Oof. Not the kind of email you want to get. 

I felt like I was failing. I got nervous about all of our other deals that might fall apart. But I took a breath, and I read the email again. His reason for backing out of the deal was just fear. And I can fix fear. 

So, I called the seller and told him our buyer was afraid of what’s happening in the world. The seller got very angry. “3 months of negotiating and they’re pulling out because of sniffles?!” 

In any other situation, I would let my seller vent, and I’d start to reason with them slowly. But this week, on this call, I did something different: I told him he was wrong. Instead of being angry at our buyer’s fear, we need to understand it, acknowledge it, and reward it. We need to go back to them and give them something to find the courage to move forward. 

I called the buyer and said I had good news: They didn’t have to buy the house. But if they wanted it for another $250,000 off, it was theirs - but only for today! The buyer thought about it, and then came back to me an hour later and accepted. 

I got the deal done by looking my own fears (of being a failure, of losing deals, etc.) in the face and responding with a courageous smile. I pushed my seller, and we made a decision to adjust the price before the buyer ever had to ask for it. 

We got the deal done. 

There was a good chance I might have failed and lost the deal AND my seller as a client. But in these volatile times, we have to always remember that fear kills more deals than failure ever will. 





This week, I want to share with you a few articles that help explain the fear reaction in the market as well as help you cope with whatever fears you may have.

Here’s why people are panic buying and stockpiling toilet paper to cope with coronavirus fears (CNBC)

Coronavirus Is Out of Our Control. Our Fear of it Is Not. (Forbes)

Don’t Panic! 5 Strategies For Controlling Your Fear About Stock Market Turbulence (Forbes)


Ryan Kaji

You know who’s making the most money on YouTube? An eight-year-old!

With 30 billion cumulative views and raking in $26 million last year, Ryan Kaji was named by Forbes as the platform's highest earner. His channel Ryan's World has 22.9 million subscribers who watch his toy reviews and educational experiments. At eight, he’s already a YouTube veteran: His parents have followed him around with a camera since preschool. 

How did he do it?

In 2015, a video featuring Ryan opening and reviewing a box containing more than 100 toys from Pixar's "Cars" series was so popular it now has more than 1 billion views. Then, his “Huge Eggs Surprise Toys Challenge” video got 1.9 billion views and was named as one of the 50 most viewed YouTube videos.

It seems like this Ryan also shares my thoughts on expansion. 

Leveraging his YouTube success, Ryan scored his own show on Nickelodeon, a contract with Hulu, and an entire line of toys. 80 brands are licensed in the “Ryan’s World” empire under the Culver City, CA licensing company Items include toys, branded toothbrushes and toothpaste, video games, and even mandarin oranges. 

Sure, Ryan’s parents are the ones who produced the videos and helped Ryan with his business successes. But it’s Ryan’s unique personality and style that make him the one his subscribers want to see. And, if Ryan really didn’t enjoy this, the empire built on YouTube would have failed a long time ago.

One lesson we can take from someone like Ryan is the skill of being able to perform with pure intention. In fact, I’m not even sure Ryan knows that what he’s doing is performing! I suspect he’s just being himself – he’s an eight-year-old, after all.

Truly, just be yourself, keep trying, and the opportunities will come to you.

Ready, Set, GO!


Last night on the vlog

Inside a MASSIVE $19 million mega mansion.

Your Legacy Is Your Destiny

You’re destined to become whoever you decide to be.
Read more in my latest article on LinkedIn.

Emilia’s Children’s Book

Emilia’s children’s book “To the Moon and Back for You” comes out later this month! It’s for any parent, like us, who has struggled on their journey to have a baby.


Fun Thing

357 W 17th Street: In Contract for $18M

Ready, Set, GO!

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