During this episode of the Lab Coat Agents Podcast, Jeff  is interviewing Michael Bernoff, the author of the book called, Average Sucks. He is a neuro-linguistic and language patterns specialist, among many other things. Today’s episode is special because Jeff and Michael are going to reveal the secret about how to get past average!   Episode Highlights:  Michael understands real estate really well because he is an investor. He shares about his background and motivation to succeed. His parents always told him to work hard and be a good person. Michael studied the behavior of humans; His background in psychotherapy analysis and neurolinguistic programming helped him to understand what makes people do the things they do. There are two reasons we procrastinate: 1) We think we are perfectionists and we are actually just procrastinating playing the part of a perfectionist and 2) A language pattern you use wires your brain to respond in a particular way. Your biggest challenge is your average, it dominates every single thing in your life. What happens when we develop an average for ourselves?  What if you stop looking at what others do best and start looking at yourself? Talking about real estate, Jeff inquires, “I would like to know what is one of the biggest objections or the things that you feel like an average real-estate agent needs to overcome to get to another level?” Michael suggests, “In order to get where you want to go, one of the first things you should do is look in the mirror and ask yourself a very simple question - Are you where you want to be?” Michael recommends, “Do not beat yourself and accept you are not where you want to be. If you want to change, you have to like yourself.” In order to step out of the average mindset, people should figure out, “What was their original reason for making money?” Michael explains how he has worked through this question. Jeff  asks, “How do you keep somebody from talking themselves out of what they’re capable of doing?” Michael shares tips on how to redefine what a person’s real average is. What is the one thing you do more than anything in the world all day long?  Jeff and Michael discuss hacking your brain by evaluating what you do automatically and how to change the patterns. Michael has worked with about 50,000 real estate mortgage people, and over the years, the results people have received are amazing. Michael guarantees that participants of the Average Sucks Challenge will get more done in five days than they have in five months. He says, “You will love who you become by the time it ends.” Jeff wonders what the end game is for Michael; He asks, “Why are you giving the Average Sucks Challenge for free? Michael says, “The biggest thing we are fighting is an idea that we had that we thought was a good idea years ago.” He explains how your brain adapts to that idea. What was your original reason for doing the thing that you’re currently doing? It all starts there.    3 Key Points: Michael always wondered, “Why are people dominated by a magnetic force to be who they were yesterday, last month, last year?” So, he dedicated his life to help people break out of that mentality. Michael teaches about psychological triggers and how to move on from your past to what you want. When was the last time you learned how to market yourself? Communication is the most underdeveloped tool that we have and it has the potential to help us reach where we want to go.  Jeff inquires about the challenge that Michael has for everyone- the Average Sucks Challenge. Listeners can login to averagesuckschallenge.com/friends; it is over the phone, no zoom required. Resources Mentioned:  Lab Coat Agents  | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Michael Bernoff  Facebook | Instagram| YouTube | averagesuckschallenge.com/friends  Chime (Sponsor) LinkU (Sponsor)