The blue-collar mindset is about a job well done and done right.” Joe Niego


Everyone can learn something from the powerful values of the blue-collar work ethic. In this episode, Brian interviews top-producing agent and speaker Joe Niego about his blue-collar origins and mindset. Joe explains how this mentality translated so well in the white-collar world of real estate and brought about huge success in his life. Topics discussed include: Why it’s vital to seek accountability, why routines are so important and why you must know what you’re building if you want to succeed.



  • What it means to have a blue-collar mindset.
  • Why the blue-collar mindset is a success formula for any walk of life.
  • How to develop a blue-collar mindset.



MasterMind Summit

Referral Maker CRM

A Builder or a Wrecker,” poem



“There’s something about being compensated hourly – it helps you understand the value of money and the appreciation of money.” Joe Niego

“I believe physical work brings out special qualities in those that participate. It forces you to have the blue-collar mindset. It’s the labor and the toil that cultivates the human spirit and grows personal character.” Joe Niego

“A blue-collar mindset in work, and a blue-collar mindset in investing, ends up in a lot of green.” Brian Buffini

“There’s one indicator that determines my financial destiny. And that’s my blue-collar mindset.”   Joe Niego

“If you’re willing to do the dirty work, you can become filthy rich.” Ron Niego

“We’ve been in survival mode. It’s time to get into thriving mode.” Brian Buffini


Over the last year people everywhere have been in a funk, many without even realizing it. In this episode, a follow-up to episode 281, Brian explains how to transition from simply surviving to thriving, experiencing joy and achieving goals again. Topics discussed include: Why we have become addicted to comfort and control, why discomfort is necessary for growth and why we must reignite our spark and connect with others once more.



  • What happens when you’re in a funk.
  • How to get your groove back.
  • How to be a hit factory.



Hitsville: The Making of Motown

Episode 281, Making Your Business and Life a Hit

Episode 272, How to Get Out of a Funk

The Road Less Traveled,” by M. Scott Peck

Ain’t No Mountain High Enough

Episode 267, The Power of Who – an Interview with Bob Beaudine

MasterMind Summit

Phil Mickelson, PGA Tour



“The commitment is the good life, and the good life requires joy. And, when you’re in limbo, you feel no sense of joy.” Brian Buffini

“Happiness consists in activity. It is a running stream, not a stagnant pool.” John Mason Good

“Being uncomfortable is where you grow.” Brian Buffini

“Find out what you really want, and go pursue it. Go set some uncomfortable goals.” Brian Buffini

“What we need to realize is that, when we set a goal, there ain’t no mountain high enough.” Brian Buffini

“Never forget the essence of your spark.” Taylor Swift

“There’s highs and lows. There’s ups and downs. But it is a good life.” Brian Buffini

It’s not enough to have talent. You have to have structure, organization and promotion. You have to have it all.Brian Buffini

You don’t have to reinvent the wheel to succeed – having a proven model to follow is a surefire way to achieve your goals. In this episode, a live recording from Buffini & Company Peak Experience, Brian explains how Berry Gordy’s Motown model for success can improve your business and your life. Topics discussed include: How to learn from past experiences, why collaboration is so important, why competition breeds champions and why you either innovate or you stagnate.



  • Why you need a model for success.
  • How to recruit, develop and expand a team.
  • How to leverage your own and others’ gifts.



Hitsville: The Making of Motown


Buffini & Company Training



“Risks have to be calculated and planned.” Brian Buffini

“None of us is as smart as all of us.” – Brian Buffini

“Fear and self-doubt have always been the greatest enemies of human potential.” – Brian Tracy

“Having a competitive environment inside your culture and keeping the love – that’s the magic.” – Brian Buffini

“Letting people share their gifts and strength is real love.” – Jon Gordon

The only person who likes change is a baby with a wet nappy!” Therese Buffini

Humans are designed to resist change but if we can accept that it’s inevitable, adapt and then innovate, we will ultimately grow. In this episode, part of a Facebook Live recording, Brian shares how you can take advantage of change and make your good life even better. A coaching session also addresses topics such as why real estate is a long-term investment, how to keep clients upbeat and focused in this hot market and how to build a team.



  • Why homeostasis is a killer.
  • Why momentum is key.
  • How to celebrate the new normal.



Buffini & Company Team Coaching

“The Shawshank Redemption,” movie

“Count Your Blessings,” by Bing Crosby

Phil Mickelson, PGA Tour



“Change imposed is change opposed.” – Brian Buffini

“The comfortable life will always become uncomfortable.” – Brian Buffini

“The tiniest of momentum can ultimately change everything.” – Brian Buffini

“It’s good to set unreasonable goals.” – Brian Buffini

“The breadcrumbs of your past will reveal your future.” – Brian Buffini

“I’m not afraid to change. I’m not afraid to make a mistake. I’m not afraid to fail.  I’m willing to try.” – Brian Buffini

“If you don’t know what you’re building towards, you’re not going to get there.  And so, I encourage people to know what you’re building.” – Bill Hampton


Promotion is one of the most misunderstood aspects of business today. It’s often connected to showmanship or clever marketing but, when it’s done authentically, it’s all about giving people a solution to their problems. In this episode, Brian interviews former Dave Ramsey associate Bill Hampton to discover how organizations can move the needle when it comes to promotion, sales and growth. Topics discussed include: how the momentum theorem works; why it’s so important to build trust, confidence and competence with your customers; and why you must not only consistently sell your message, but be ready to deliver when you get the opportunity.



  • How passion fuels promotion.
  • Why sales needs belief.
  • Why you must grow yourself to grow your business.



Episode 265, The E-Myth Revisited – an Interview with Michael E. Gerber

Start with Why,” by Simon Sinek

Ford v Ferrari,” movie

The 21 Irrefutable Laws of Leadership,” by John C. Maxwell

The E Myth Revisited,” by Michael E. Gerber

Straight from the Gut,” by Jack Welch

Rudy,” movie



“Number one, you’ve got to ask, what is the problem that I need to solve? What is the problem my customer needs solved? Because, ultimately, you’re not really promoting your business, you’re promoting the problem that you solve.” – Bill Hampton

“You have to know your audience so you can answer the right questions.” – Bill Hampton

“When you promote your business, I think it’s very important that you’ve got to stand for something. Nobody wins in the margins. You win on the edges.”

– Bill Hampton

“When opportunity knocks, it’s too late to prepare.” – John Wooden

“With sales, it starts with belief. It starts with belief in yourself. And it starts with belief in your product.” – Bill Hampton

“You’ve got to know your why, you’ve got to know your numbers. And then, the last thing is, you’ve got to go all in.” – Bill Hampton

“Once you grow yourself, then you can grow your people.” – Bill Hampton

“You’re either coaching it or allowing it to happen.” – Mike Leach

“You bet on me, you bet on this system and this philosophy, and you bet on yourselves. And then, in turn, each one of you became a role model and an example in your own markets, in your own communities that became pebbles in the pond.” Brian Buffini


Buffini & Company recently celebrated its 25th anniversary. To mark the occasion, Brian spoke to some of the earliest adopters of the working by referral system. In this episode, these special role models recall their memories of the first events and when and where they met Brian. They also share why they were drawn to the system to begin with, why they committed so strongly to it and how their lives have been changed as a result.



  • Why they took a chance on the system.
  • What they have learned about success over the years.
  • Why they have continued to follow the system for over two decades.



Buffini & Company MasterMind

100 Days to Greatness



“Consistency breeds trust and, without trust, you don’t get referrals. Do the things you’re good at, the things you enjoy, and just do those consistently. And it will pay off.” – Todd Nordstrom 

“Have clarity, absolute clarity, and then be persistent and consistent because you will get where you want to go. If your mind is very clear, if your vision is clear, your decisions are easy.” – Judy Adler

“Being committed to your goals and reviewing goals is a huge benefit.” – Larry Hassan

“Run your business like a business. Consistency is important. If you don’t know how to do it, get a coach, get some help. And listen to what you’re told and do what you’re told, not what you think is the best thing.” – Margaret Barton

“Read, read, read, read. And, in the reading, you help to learn who you are and what gift you have to give to other people.” – Sam Elzie

“Give it away in slices and it will come back to you in loaves. Operate from abundance and not scarcity. And in our business, where so many agents feel like there’s competition, there is no competition, we are our own competition.” – Edith Elzie

“This has been my life’s work.” – Brian Buffini

We all need help. Don’t go it alone. Brian Buffini

Over the past year, people everywhere have been asked to go it alone, whether through stay-at-home orders, self-isolating or social distancing. This has led to the illusion that we’re fine by ourselves, but nothing could be further from the truth. In this episode, Brian shares why people are designed to connect with each other, why there’s no shame in reaching out and asking for help when you need it and why we’re always better together than apart.



  • Why we go it alone.
  • Why it’s so hard to ask for help.
  • The payoff of not going it alone.



Episode 166, Discipline Equals Freedom with Jocko Willink

Episode 101, Tough Times Never Last, Tough People Do, With Master Motivator – Les Brown

Episode 066, An Interview with Brian Tracy – The Living Legend of Personal Growth Part One

Cool Hand Luke,” movie 

Think and Grow Rich,” by Napoleon Hill

You’ll Never Walk Alone,” by Wintley Phipps



“Self reliance always runs out of runway.” – Brian Buffini

“There are no extra prizes for pride.” – Brian Buffini

“It takes a tremendous amount of security in yourself to say, ‘I need help’.” – Brian Buffini

“If you can’t ask for help without self-judgment, you cannot offer help without judging others.” – Brené Brown

“Asking for help is ultimately ‘I want to learn’.” – Brian Buffini

“Fear and self-doubt have always been the greatest enemies of human potential.” – Brian Tracy

“None of us are as smart as all of us.” – Brian Buffini

Peak performance is nothing more or less than getting our biology to work for us rather than against us. Steven Kotler

A state of flow is an optimal state of consciousness when we both feel our best and perform our best. In this episode, Brian interviews Steven Kotler, one of the world’s leading experts on human performance. Steven shares how to achieve flow and unlock peak performance – those moments in time when the impossible becomes possible. Topics discussed include: why our biology is hardwired for three levels of goals, why practicing distraction management is key and why there is power in invisible skills.

The Art of Impossible: A Peak Performance Primer



  • Why everyone can access flow.
  • How to trigger flow.
  • How to focus and achieve complete concentration.



Flow Research Collective

The Art of Impossible,” by Steven Kotler

The Rise of Superman,” by Steven Kotler

Flow,” by  Mihaly Csikszentmihalyi



“Whenever you see people accomplishing the impossible, you tend to see people in a state of flow.” – Steven Kotler

“Flow is a massive amplification of skills.” – Steven Kotler

“I work for the boss. The boss is who I am yesterday that made my to-do list.” – Steven Kotler

“In peak performance, motivation gets us into the game. Learning allows us to continue to play. Creativity – creative problem solving – it’s how we steer. And flow, which is a state of optimal performance, is how we turbo-boost the results beyond all reasonable expectation.” – Steven Kotler

“If you use the system the way it’s designed to be used, you just get farther faster with a lot less fuss.” – Steven Kotler

“You can never have too many arrows in your quiver.” – John Barth

By having a bucket list, it gives you something to hope for. Hope is a very, very powerful thing.” Brian Buffini

The past 18 months have been extremely challenging for everyone, but the time has now come to look to the future again. In this episode, part of a Facebook Live recording, Brian shares how to plan for what lies ahead by revisiting and updating your bucket list. A Q&A session also addresses topics such as when to invest out of state, whether there is a property bubble and how to handle negotiations in such a hot market.



  • The three elements of a successful bucket list.
  • What a bucket list gives you.
  • How to create your own bucket list.



MasterMind Summit

The Peak Experience

BombBomb Partnership Announcement

100 Days to Greatness

The Pathway to Mastery–Advanced

Episode 36, The One Decision That Makes a Millionaire



“Human beings are fantastic at surviving, but after a while you want to do a bit more than just survive.” – Brian Buffini

“It’s time to have something to hope for. And maybe it’s not exactly what you wanted, but it could be something that you wanted and it’s a new experience. And it’s a powerful thing.” – Brian Buffini

“There are far better things ahead than any we leave behind.” – C.S. Lewis

“The greatest joys of life are happy memories. Your job is to create as many of them as possible.” – Brian Tracy

“I’m very, very proud of our industry, and especially now.” – Brian Buffini

“Don’t tell me I can’t do it. Tell me what I have to do so I can do it.” – Dick Hoyt

It’s possible to achieve incredible things in life simply by making up your mind. In this special episode from the Buffini & Company vaults, Brian interviews trailblazing athlete Dick Hoyt, who recently passed away. Dick shares how his son, Rick, born a quadriplegic and unable to speak or control his limbs, told him he wanted to participate in a 5-mile benefit run for a lacrosse player who had been paralyzed in an accident. From that first race, when Dick pushed Rick in his wheelchair and his son confided how he didn’t feel disabled when they ran together, they went on to complete over 1,000 races, including marathons, duathlons and triathlons. Topics discussed include: How their running journey evolved, how they broke new ground and barriers together and how they overcame the criticism and negativity they encountered.



  • How Dick always maintained a positive mindset.
  • How Dick managed and prioritized his time.
  • Why short and long-term goals were vital to the success of Team Hoyt.



Dick & Rick Hoyt

Team Hoyt

MasterMind Summit

Boston Marathon

Ironman Interview



“I made up my mind that we’re not going to be discouraged. And we’re not going to take no for an answer. And we’re going to go out there and do the things we want to do.” – Dick Hoyt

“We’ve come a long way and we’ve been able to break down a lot of barriers along the way and that’s because we never gave up and we never take no for an answer.” Dick Hoyt

“If don’t have your mind made up and set, you’re not going to be able to accomplish the things that you want to accomplish.” – Dick Hoyt

“You can’t get discouraged. You’ve got to be very, very brave.” Dick Hoyt

“I look forward to every day and the challenges that may come ahead.”Dick Hoyt