Basic Principle to Run a High Powered Sales with Justin Nelson

Wake Up to Wealth

In this episode of Wake Up to Wealth, host Brandon Brittingham sits down with Justin Nelson, a top-tier sales professional, elite real estate team leader, and transformational coach.

Key takeaways

• Pain tolerance directly correlates with financial success; enduring discomfort is essential for breakthroughs.
• Consistent high-performance habits (like speaking 400 times a year) rewire your nervous system, psychology, and biology to accelerate growth.

Main topics

• Leadership in high-performance sales environments
• Personal transformation through adversity

Notable quotes

"I failed. I flopped. I didn't know what to say... And that was a defining moment for me to get better."

"You can't be hungover if you're going to speak in front of an audience."

Conclusion

Justin Nelson's story underscores that elite performance isn't about talent alone—it's built through relentless

Transcript preview

Speaker 1 (0:02) This is Wake Up To Wealth, a podcast dedicated to helping you change the way you think about wealth. And now, here's your host, Brandon Brittingham. Speaker 1 (0:19) All right, this next segment is brought to you by my good friends at Accruity. Now, if you run a business, most business owners neglect their back office and they don't even know where to go or who to trust when it comes to their financials or CPA or taxes. That's where Accruity comes in. You can trust them. They can give you advice and they understand the back office. Listen, you're not running a business correctly if you don't have a hold of this. And it's really hard to trust people that are out there. And most CPAs, frankly, work for the IRS and don't work for you. That's not the case with Acruity. Check my good friends out at Acruity for any needs that you have when it comes to helping with your back office, getting your book straight, getting your taxes correct, and they guide you and give you advice, which most firms don't. So check out my guys at Acruity. Tell them I sent you. Speaker 1 (1:10) Hey, what is up, everyone? We are back with another episode of Wake Up To Wealth. And today, I am super fortunate to have one of my favorite people on the show today, Justin Nelson. And before I let him intro himself, I just want to say I can't thank you guys enough. As of today, we're at 4.7 million downloads. I would have never imagined in my entire wildest dreams that I would have one of the top podcasts in the world. And we are trending over 130,000 downloads per episode. Many shows with huge budgets, studios, you name it, never reach any of this. And it's because of you guys, the listeners for supporting the show. Speaker 1 (1:58) And it keeps us continue to do this and bring on people that we want that I know will give you value. And you guys get to hear real shit. And so I just want to say thank you guys so much. Probably by the time this episode drops, we will be over 5 million downloads. Super fucking cool, man. Thank you guys. Appreciate the support. Thanks for making us one of the top shows in the world. And with that being said, what's up, brother? What's up, brother? How does it feel? You just think it's cool, man. Speaker 1 (2:27) How does it feel internally to have 4.7 million downloads? It's pretty wild. It just really is. I don't know. It's hard. It's crazy, man. I get texts. I get DMs. I get all the time. People are like, hey, man, I listen to your podcast. People reach out to me all the time from listening to the podcast. And it's super cool, man. It's awesome. It's really cool. And it's because we've got a good audience that supports us. Congratulations, brother. You deserve it. Thanks, man. So Justin and I are business partners. You know, got a chance to meet him when he came to eXp almost two years ago. And he's done a lot of cool shit. And I'm super excited because there's a lot of good value I can extract out of him today. But if you wouldn't mind, just tell everybody who's listening, like give them some background pre real estate and kind of tell them what you do now. Speaker 1 (3:24) I've been an elite sales professional my entire adult life since 18 years old to now 45, so 27 years. Some of the highlights of my career, I was with Tony Robbins for six years. I was his number one speaker. I traveled the world and spoke on his behalf. That's where I put in my reps, man. I was speaking for him about 400 times a year. And that was on mental performance, human performance, sales mastery, communication mastery. And that's really where I built up the skill set to... lead a room, change behavior, influence people. Then I met my wife and she lives in the state of Utah. So I had to move to Utah. And in my mid thirties, I finally hit my stride. I found a beautiful career. I loved it. I was making money. I was in my zone of genius. The challenge with that was I was traveling 365 days a year. Yeah. Speaker 1 (4:18) I chose my wife. I chose my two kids. I chose my two dogs. I chose a couple mortgages here in the state of Utah. And I chose that over the business that I had created. And man, you have a family now, you have mortgages, you have dogs, all the things. And I was lost. And I did what a lot of people do when they get lost in life. I got into real estate. Yeah. Great idea. And I've actually had my license for 26 years, sold real estate in my early 20s, but went away from it for a while. And then over the last six years of being in real estate. Speaker 1 (4:52) I lead one of the most elite real estate teams in the entire industry. We're one of the most looked up to teams. We have 348 million closed and pending this year. We're profitable. We're healthy. Our culture is powerful. It's predictable. It's sustainable. It's a beautiful thing. We own title. We own mortgage. And now with you, I own the forum. And also I have my own coaching program called The Edge. Yeah, that's awesome, man. Speaker 1 (5:21) You know, you've done a lot of things. You've been in leadership. You've led rooms. You know, what do you think, like for my listeners, what do you think has made you, you've obviously learned the lessons along the way, but what is, what has kind of formed you and made you kind of formidable as a leader? What do you, just one or two things for people listening, like, and it could be, you had to go through the trials and tribulations. It could be a mistake. Like, what do you think that you could give somebody to tell them that? My whole life I've been wired for pain. I can feel the pain, very self-aware of when I fail, when I let people down, when I let myself down. I can feel the energy in the room. I can feel like when we're failing. And, you know, when you go through a lot of failures, you have a choice. You either stop. Speaker 1 (6:10) Or you keep going. I remember when I got hired with Tony Robbins, they only have five speakers at any time. When I got hired, they said, hey, man, you're going to have three months of training. You're going to shadow all the other speakers. Then we're going to get you out in the field. I flew to L.A., got the call that day, and they're like, you're speaking tomorrow. And I was speaking for a dental office in Beverly Hills, multi-millions, tens of millions. in profit. And I showed up and the guy's like, I just want you to know that for me to have you speak for one hour, I'm losing about $180,000 in revenue. And I failed. I flopped. I didn't know what to say. I didn't know what to do. I didn't know how to have a room. I got in my car, tears started coming down my cheeks. And that was a defining moment for me to get better. I'm like, never again. Speaker 1 (6:58) I'm going to over-prepare. I'm going to do my reps. I'm going to know my scripts. I'm going to show up in the right emotional state. So letting, feeling the pain and then still moving forward, but understanding that it was my fault and it's my responsibility to get better. The second principle I want to say, because you asked for two, is I had some problems, man. I had some challenges. I had some alcoholism. I had some other bad habits. I had self-doubt, a lot that I carried in my 20s. And I didn't navigate it well. I found a lot of ways to escape. And what brought me back to life. was speaking 400 times a year. Because if you're going to speak in front of an audience, you can't be hungover. You have to look good. You have to take care of your health. You have to be primed. You have to be calm. You have to have a great nervous system. You have to be practiced, conditioned, polished. Speaker 1 (7:58) And 400 times a year doing that, you fundamentally change your nervous system, your psychology, your biology, the way you see the world. And what ended up happening is my rate of growth just started going like insanely fast. And it felt like everybody else was in slow motion, not because they weren't reading the books or attending the trainings. It was because I was changing my state and the way I showed up 400 times a year. And then I get into real estate. And I realized how fast you could create success because there's not a lot of people showing up that way on a daily basis. Speaker 1 (8:36) Yeah, dude, this is a, so everybody, I want you guys to understand this is real shit. You know, he texted me yesterday and said, what do you