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Show Summary
In this episode of the Real Estate Pros podcast, host Michelle Kesil speaks with executive coach Annie Yatch about her work with real estate entrepreneurs. Annie discusses her unique approach to coaching, which combines subconscious reprogramming with leadership development to help clients achieve greater success in their businesses and personal lives. She emphasizes the importance of relationships, both in business and at home, and shares insights on common patterns among real estate professionals. The conversation also covers the significance of calming the nervous system and utilizing biohacking techniques to enhance performance.
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Annie Yatch, Reinvention XO (00:00)
for most real estate entrepreneurs to get to the next level, it’s different than what you think. So real estate entrepreneurs are very big into this hustle and grind culture where they just have to do more work harder all the time because they think that’s what got me here. But the reality is when you’re in that hustle and grind and you’re overworking and overexertion, overexerting and overdoing and you’re feeling tired all the time.It’s not that you’re burned out. It’s that your nervous system has been hijacked.
Michelle Kesil (01:59)
Hey everybody, welcome to the Real Estate Pros podcast. I’m your host, Michelle Kesil. Today I’m joined by someone I’m looking forward to chatting with, Annie Yatch, who is an executive coach who works with leadership and subconscious reprogramming, helping real estate owners grow their businesses and make more money. So, excited to have you here today, Annie.Annie Yatch, Reinvention XO (02:21)
thanks for having me. I’m so glad to be here too.Michelle Kesil (02:25)
Awesome. So yeah, let’s dive in. For those who are not familiar with you and your world, can you share what you’re focusing on these days?Annie Yatch, Reinvention XO (02:32)
Sure, just a couple of main focuses ⁓ after working in…I would say leadership and team performance for the last 15 years. What I’ve been very passionate about is helping real estate entrepreneurs make more money, but also have the best relationship possible with their spouse, especially if they’re in business with each other, because we want to protect all these beautiful assets that you’re creating with each other. And that all starts with the relationship itself. And I know how hard real estate entrepreneurs work. So that’s really been on my heart and something I’m a big fan of. And then I also am a big fan of helping women step into their authority so that they can do more.
with less energy and feel lot less exhausted or burned out.
Michelle Kesil (03:11)
Awesome. And how did you get into that?Annie Yatch, Reinvention XO (03:14)
Oh, goodness. Well, I started off in counterterrorism and decided that since I can’t lie and my face shows everything, I’m like, there’s no way I could go into that realm. So I ended up instead starting a business and working with a lot of Navy SEALs. And I learned a lot about how the Navy SEAL mind works. And because of that, I was like, well, if these guys can accomplish the most impossible missions and they do it very differently than how we would expect them to do it, what if I could bottle that and take that into the entrepreneurial world and teach entrepreneurs how to thinklike a seal in everything that they do so that they can accomplish the most impossible mission which is typically being extremely successful entrepreneurially. So that’s what I’ve been working on and supporting people in for the last 15 years.
Michelle Kesil (04:00)
And so how do you work with those in the real estate world?Annie Yatch, Reinvention XO (04:05)
Well, typically someone has to find me and they’re usually passed to me as a referral.I’ve helped a lot of people in their lives and their businesses and their relationships even with their kids. So that’s how it starts. And the very first thing I do with almost everybody that I meet is I walk them through a process where we look at what is the lowest point of your life and what has been the highest point of your life. Because if we can find the patterns between those two areas of their life, we can identify what is the biggest subconscious lie that’s holding them back from making more money, being more connected in their relationship, and really knocking out of the park in business.
Michelle Kesil (04:41)
Awesome. And so what does that look like? Like what are the types of ways that you do this?Annie Yatch, Reinvention XO (04:49)
So whenever you’re workingwith somebody on improving their ability to create more wealth for themselves, you really have to start across four different levels. So there’s work done intellectually, emotionally,
somatically, which means in the body, and then neurochemically. So for anyone listening who has heard of the movie Limitless, about seven years ago, I found a company who that movie was based on, and they create these incredible, it’s almost like a, it’s a capsule that allows your brain to expand and allows you to have more
access to higher levels of serotonin, dopamine, oxytocin naturally that your body will naturally start producing for you at a higher level. And so really for me with a lot of the entrepreneurs that come to me, they’re looking for me to optimize them across all areas of their life because they know there’s so much more out there. And so this becomes sort of that, that competitive edge when we boost the neurochemistry at the same time as doing the intellectual, emotional and somatic work. So that’s how we get them out of their own way and get them into a space of making a lot more money.
but also feeling much more fulfilled as they do it.
Michelle Kesil (06:40)
Yeah, absolutely. And so what do kind of like these programs look like? Are you giving people just tools or like exercises? Like what does kind of like a typical client do with you?Annie Yatch, Reinvention XO (06:55)
So everything is pretty experiential, right? So if you’re in a group program, it’s going to be experience after experience after experience, because I need everybody to have a big breakthrough on every single call. So those are 90 day programs where every call we jump on, you do all the work on the call. lead the call with a massive internal breakthrough that helps you be more effective in business. ⁓ if you’re working one-on-one with me, it’s a little bit different, right? I get to know you so well. I know your family, I your company so that it’s really more of this like business consultancy where I’m helping you optimize every aspect of your brain.while also optimizing all aspects of your business. So ⁓ just a little bit different. Still big breakthrough experiences, but they are a little bit different when you’re working one-on-one because you can customize it so perfectly for the individual. If you’re in a group setting, you’re almost relying a little bit more on the group having these big breakthroughs as they go through it and then those breakthroughs impacting your life in a beautiful way.
Michelle Kesil (07:48)
Yeah, absolutely. And what do you see as like the most common patterns with those that are in the real estate world?Annie Yatch, Reinvention XO (07:57)
gosh, well, almost all clients that I’ve had who are in the real estate world who are men.have grown up from a very poor upbringing where they promised themselves they would never be poor, they would never be broke again. Sometimes, I’d say 50 % of the time, they’ve had either a single mother or a hypercritical father, and that has created in them this need to prove themselves when it comes to business and also given them incredible ability to fix problems. And so these are the gentlemen that like to put out all the fires, who feel like they’re super valuable when they are putting out the fires, solving the problems.
And so that’s the typical person that I’ll be working with in real estate.
But what I love about it, to be honest, is like most of the gentlemen in real estate that I worked with, and even the women that I worked with in real estate, when you go from being in fight or flight or being in survival into a place of pure authority, your brain changes dramatically. And that allows you to go from say one client I had recently, he sent me some notes. He was like, listen, Annie, this has been so incredible working with you. went from owning 24 million in assets that I could not shift for five years on my own to working with you for a year.
having 50 million in assets. And so when we change the subconscious pattern and we change the way you lead from that pattern, everything opens up to you in business and business becomes so easy. He’s like, I’m working 40 % less and the deals are just flowing to me. What is happening? So I just say that to give people an idea for the more that we all are looking for. is out there.
Michelle Kesil (09:32)
Yeah, definitely. Can you maybe share some of those examples of the clients? What did they do in order to get that result?Annie Yatch, Reinvention XO (09:41)
So what you’ll find with a lot of the clients is there’s some pattern that holds them all back.And most of them can’t see the pattern because it runs at 11 million data points a second in their subconscious. Now I can’t run through their subconscious, but I can see patterns in language around how they speak about themselves. So some of the biggest lies that entrepreneurs will tell themselves is I have to do everything on my
So they become very bad at asking for help. They like to buy programs that they think are going to solve the issue in their business. So they’ll buy a system or a structure from somebody else. And then they’ll wonder why is this not creating the same results for me in my business?
with a lot of the entrepreneurs is that what entrepreneurs don’t understand about themselves is that what they think is common sense is actually not common sense. It is their particular level of genius and if they don’t bottle that and
basically identify it and document it, then nobody on their team will ever meet them in the way they want to create results with them. So I spend a fair amount of time with entrepreneurs when I first meet them, helping them understand their genius and then bottling that and bringing it to their teams that the entire team can be almost like an aspect of how they think.
So we’re always fighting these lies of the subconscious, right? One gentleman in real estate, he had a lie in his subconscious that ⁓ he could never make more money than his dad did. And his dad died when he was 15. And so he basically had capped himself at 2 million in revenue.
And he’s like, Annie, can’t break through this. He’s like, I’ve been stuck here for five years. Well, we identified that it all went back to his dad and the fact that his dad died only ever having made $2 So the second we unraveled that story in the subconscious and I gave him an action plan for here’s how you do this differently. He actually went on to take his company to IPO and has made a ton more money way over that $2 million mark. But until we figured out that pattern, that story, he couldn’t move forward.
Michelle Kesil (12:11)
Yeah, definitely. I mean, most people don’t even realize what’s like running under the surface of their mind.Annie Yatch, Reinvention XO (12:17)
Nope, and that’s all the stuff that is hidden from us that once we break it free, it allows us to take a whole different level of the wealth we create, relationships we build. It’s just so beautiful. That’s why I love what I do. It’s my favorite thing to watch people go from not believing they can accomplish something to literally building a legacy that nobody can touch.Michelle Kesil (12:38)
Yeah, absolutely. And so you mentioned that you like to work with couples as well. Can you expand on that part of your business?Annie Yatch, Reinvention XO (12:48)
Yes, for sure. So the biggest thing that I learned from my time being a coach and from my time being in a marriage. So I am divorced, but I was with my ex-husband for 15 years. We built three companies together, had two little boys together. I learned so much. ⁓What I’ve learned for couples is that there’s not a lot of support out there for people to hold the relationship as a sacred thing for you. Everything’s trying to break down your relationship, whether it’s your focus in business to overworking to ⁓ team dynamics, everything comes in between the relationship. And so what I try to do is I try to help couples who are building assets, building these legacies, maintain the connection that makes everything else work better in their lives. So this will make probably everybody laugh.
listening but one of the biggest things I do for men and women who work together in real estate is we work on building their connection their intimacy with each other because that level of energy actually exponentially grows the business because if you have great intimacy and great chemistry and great connection with each other the business cannot help but explode on many different levels because that energy is driving it forward so I know this is a weird thing to say but the greater the intimacy is and the greater the connection is between you and your spouse as you run businesses
together, the better the businesses will grow and the faster you’ll be able to scale and grow your team. So we work a lot on that and then we also work a lot on, know, how do we communicate with each other in a way that feels connecting rather than disconnecting.
Michelle Kesil (14:21)
Yeah, amazing. think that business and relationships are so different. So it’s crazy to kind of like bring those energies into both, Sure.Annie Yatch, Reinvention XO (14:33)
Well, they’re all connected, right? We always think I’m going tokeep our relationship over here. I’m going to keep my business over here, but the energy of both are always intertwined and it’s up to us to realize, my gosh, the performance of my business is actually linked to some of my deepest intimate relationships. How could I make those the best that they can be? Because in real estate, I found that for many men that are in real estate, they’re extreme high performers. Many times they will marry someone who’s not as high of a performer who’s, ⁓ I call it low ambition. It’s not a bad thing. It’s a great thing because it provides stability for the family.
Michelle Kesil (14:47)
Sure.Annie Yatch, Reinvention XO (15:44)
But there’s this constant push and pull if your dynamic at home is not stable if it’s not Supporting you and you don’t feel like it’s helping you grow then you can’t take that mountain as a man You can’t build your business and scale it the way you want and it causes a lot of frustration and confusion So that’s where I try to stabilize the home environment as much as I can working with the husband and the spoon and the wife or even just Sometimes the husband or the wife depending on who’s willing to do the workMichelle Kesil (16:11)
Yeah, definitely. And what would you say, like, it comes down to being maybe, like, the biggest shift that people need to make?Annie Yatch, Reinvention XO (16:20)
I think the biggest shift that I’ve found for men is that men need to learn how to move from their head, the logic, into their heart so that they can feel more and use emotional intelligence and emotional mastery to drive their teams forward. For women specifically, it’s getting out of a victim state where they think that everybody else is to blame and they don’t want to invest in themselves. If I could…touch both the man and the woman in the head with fairy dust and be like, this is forever going to change within you. Those would be the two things. We want women to get out of victim and to get into investing in themselves and knowing that they’re the best investment they will ever make. And we want men to realize, if I can connect to this part of me that’s much bigger than my intellect, much bigger than logic, I’ll actually impact the world at an exponential scale rather than at the scale you’re currently interacting at.
Michelle Kesil (17:12)
Yeah, I can definitely see how those two are happening through both masculine and feminine.Awesome, and so when it comes to the real estate entrepreneurs that you work with, what would you say it comes down to when people are maybe making bigger decisions and bigger leaps? What are those shifts that people need to work through in order to get to their next level?
Annie Yatch, Reinvention XO (17:46)
for most real estate entrepreneurs to get to the next level, it’s different than what you think. So real estate entrepreneurs are very big into this hustle and grind culture where they just have to do more work harder all the time because they think that’s what got me here. But the reality is when you’re in that hustle and grind and you’re overworking and overexertion, overexerting and overdoing and you’re feeling tired all the time.It’s not that you’re burned out. It’s that your nervous system has been hijacked.
And so one of the things I talk to a lot of entrepreneurs about is I’m like, we have to get you out of survival leadership into true authority. In order to do that, we have to calm your nervous system. When you’re in fight or flight in your nervous system, it looks like you’re constantly putting out fires. You’re running around trying to get everything done. You’re micromanaging and jumping back in to save your team members. So that is not where you want to be to take your business the next
level you have to calm your nervous system so you’re making decisions from a place of complete peace and calm within your system and the way we do that is we work on teaching techniques to calm that system and I also have a company that thankfully calms the nervous system in a natural way that allows your brain to get so clear that you see your next move and you’re ten steps ahead of other people around you so that’s really what I would say is the biggest thing you’re not burned out because you’re
You know, you’re overdoing it per se. You’re burned out because you’re in survival leadership. You’re leading from your trauma and from needing to solve all these problems and to prove your own value rather than from a place of true authority. So it’s all about discovering what is your true authority? How do we reveal that? How do we put that into action in all aspects of your business?
Michelle Kesil (19:27)
Yeah, amazing. I would love for you to expand more about like that nervous system work. Like what does that actually look like?Annie Yatch, Reinvention XO (19:33)
Well, it depends, right? So some people that come to me, their nervous system is so hijacked because they’re on, Adderall or they’re on a bunch of drugs or they’re on, ⁓ they’re taking alcohol because they’ll take caffeine in the morning, which will amp them. And then they’ll have to take alcohol at night to calm them down enough to go to sleep. Sometimes they’re on Ambien or other drugs, but really our bodies are so incredible that we don’t need those other drugs to perform at our highest levels. We just get conditioned to believe that because we’re trying to keep pace with everyone around us. So the first thing that I do is I lookat you know what are you on right now caffeine alcohol drugs all those things and how do we help you if you so choose to reduce the impact of that in your system so more of your authority and your presence and this impact that you have can come out. ⁓ Some of that is in big breakthrough sessions where we have to release a lot of emotion that is stuck in their bodies. Sometimes it’s about helping them calm their system by some breathwork activity. Sometimes it’s ⁓ reconnecting to that little kid that’s within them.
That is still upset and trying to prove themselves to the over critical dad or to the single mom That they can do this and they will never be broke again So just sort of depends on the person right everything is so customized because once I get in someone’s head and I can see what’s happening to them I almost become like the best friend who’s like not that this not that this and most men and women are like, please tell me What is the thing that’s gonna be the lever that changes the game for me? And once we see it, you can’t unsee it So it’s very exciting to figure out the one thing that’s holding
somebody back that then they can take and run with.
Michelle Kesil (21:08)
Yeah, absolutely, I love that. And do you use any sort of like biohacking or supplements as well?Annie Yatch, Reinvention XO (21:14)
Well, I do. Now, it’s not my company, but I found a company about seven years ago. It’s called Biome Tech. And they have the best way to calm the nervous system and boost the neurochemistry. And the funny part is, know, some people will be like, oh, do I really have to do that? Is that mandatory? I’m like, no, it’s not mandatory at all. But in six months from now, you’re going to be like, why didn’t you tell me about this earlier? So I’m just going to remind you all, I said it in the first session. But it’s up to the person when they decide that they’re ready to calm their system. Most men and women will think,If I call my system, I will lose my competitive edge. But that is not true.
If we calm your system, the things that have been running you that are unsuccessful, that are limiting you, will no longer be running you on autopilot. You’ll have the ability to see it and be like, gosh, I don’t want to be doing it that way anymore. I got to do it this way instead. So you’ll have the chance to calm yourself, to pause yourself, to be more methodical with the decisions you make. So really it’s, I think the key here, it’s the game changing piece of when you’re ready to do the work and to add these great supplements into your system that are all
then you take yourself to a different level of brain capacity. And that’s really what we all want, right? We want to be at our best. We want it to be easier than it’s been. And this is the fastest way I’ve found to do it.
Michelle Kesil (22:33)
Amazing. Yeah, I love that you can encompass all the tools in a holistic way. Sure. Of course.Annie Yatch, Reinvention XO (22:39)
Well, it’s taken 15 years. So this is, this is not like a short process to find all these things, but I’vejust been on this like mission to how do I make life easier for entrepreneurs? Life is hard enough, right? And then you add only a business on top of that. You add trying to maintain a relationship and no one has ever taught us how do you run a business and maintain a healthy relationship?
Michelle Kesil (22:50)
Right.Annie Yatch, Reinvention XO (22:59)
And so, you know, we’ve just never been taught it and we’ve been conditioned to believe that we have to overwork on everything. We have to outwork everyone, otherwise we’ll never get ahead. But a lot of that, those are all lies that have been conditioned within us that we have to let go of to go to our next level.Michelle Kesil (23:15)
Absolutely. Well, before we wrap up here, if someone wants to reach out, connect, and learn more, where can people find you and connect with you?Annie Yatch, Reinvention XO (23:23)
Sure, I would love for you to reach out. can DM me through Instagram. ⁓ You can find me there, reinventionxo.annie. If you DM me ⁓ compassion, the word compassion, I will know that you came from this episode and I’ll be able to give you a couple of really fun freebies. There’s one that I give out all the time called how to get connected in the boardroom and the bedroom. Because again, if your bedroom situation isn’t what you want it be, if you want to have more sex, you’re not having it, you want more connection, you’re not getting it. We want to take all that great energy and move it from the boardroom into the bedrooms that you can capitalize on that momentum. So if you’re interested, DMme, Annie, or sorry, reinventionxo.annie through Instagram.
Michelle Kesil (24:06)
Perfect, well appreciate your time and your story. Thank you for being here.Annie Yatch, Reinvention XO (24:10)
thanks for having me. I’m so grateful.Michelle Kesil (24:13)
And for those tuning into the show, if you got value, make sure you’ve subscribed. We’ve got more conversations with operators like Annie who are building real businesses and we’ll see you on our next episode.
