237: The Missing Piece to Your Business

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that building a mortgage business,
a successful one, is like playing

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a game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business.

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So now I want to distill all that
information, all the things I've

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learned from that and bring it
directly to you in a simple to

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good morning.

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Welcome to the Mortgage Game

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Podcast.

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Let's get into it.

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So we're chatting about
accountability.

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I'm going to hit you from a bunch
of different angles here.

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You may or may not know, I've run
a lot of accountability groups.

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Well over 400 people have been
through those groups, 400 mortgage

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brokers.

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We've got, I'm going to talk to

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you about how you hold yourself
accountable.

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I'm going to explain how I know
other brokers who are running

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accountability groups in their own
business and how it's benefiting

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them.

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Okay, so I'm going to give you a

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share.

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We're going to have a chat about

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accountability.

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We all win.

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We surveyed our mortgage brokers
and said, hey, what can we do for

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you?
And the two things were, the two

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biggest things that stood out was,
hey, can you build stuff for us?

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Which is, that is coming.

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We are doing some of it.

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We are going to be doing a lot
more of that for you.

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Building all your marketing tech
stuff.

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You don't want to do, we're going
to do it for you.

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But more than that, it was
accountability.

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Want to be held accountable.

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We've got all the things, like

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you've shown all the coaching, why
we should do it, how we should do

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it, like the theory behind it,
you've proven other people are

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doing it, it's working.

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Now I just need you to hold me

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accountable.

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And some of us need that more than

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others.

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And I get it.

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There's, there's, actually, before
we get into that, let's go, we use

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this in our family all the time,
like holding kids accountable.

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And I just want to, we're going to
go off on a little thing here, but

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it's all good.

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Especially if you're a parent,

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you're going to get it.

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I get why, like we hold our kids

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accountable.

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It's every day too.

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It's not like, ah, once in a
while, every day.

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We have the two models in our
family are, you know, protect this

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house and don't raise assholes.

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For those of you who are assholes

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yourself, your parents let you
down.

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I get it though.

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It was just easier.

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For those of you who are parents
and your kids are assholes and

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they're going to be assholes,
shame on you.

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But I also get it.

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It's hard.

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So it just tells me you decided to
spend your energy somewhere else.

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Being a present parent and
actually giving a shit and making

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sure your kids are going to be
good people and they have their

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moral compass to set right and
they have empathy and all these

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other good things that come being
a kid and awesome manners and just

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they're likable and want to be
around they're productive in

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society and like all those things
like oh my god it's like an

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ongoing thing it's an ongoing
thing where we have to check

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ourselves every day and we have to
stay on them.

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And it's been right when they were
young.

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You know, I heard something when
we were young parents and it was

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your goal for your two, three,
four-year-old is to make sure

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other people like them.

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That's it.

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If you just want to simplify your
goal as a parent, it is to make

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sure they're likable.

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Because if your kids are likable,

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the daycare staff's going to take
better care of them, right?

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They're going to want, teachers
are going to want to have them.

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They're going to get picked better
for sports because they have the

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right attitude.

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And like, there's like so many,

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they're going to have better
friend circles.

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They're going to surround
themselves with smarter people.

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So it's just one of those things.

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So I get it, but we have to hold

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them accountable.

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And so we check in with them every

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day and we have to check ourselves
because sometimes you go like, are

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we going to, are we their inner
critic?

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Are we their inner voice?
And so when we keep harping on our

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kids, we have to keep changing the
tone how we do it and make sure

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that we're being seen as their
inner voice because that's what

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they go to bed with.

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And that's what they wake up with.

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And that's what they go off to
school with and go off to play

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sports with is that inner voice.

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And if we're just always

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critiquing them on everything,
it's tough.

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And so that's it back to the
accountability for mortgage

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brokers.

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But I just wanted to say

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everything I'm going to talk
about, like we use pieces of that

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in our family as well.

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And like I said, I get it.

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If you're raising assholes, I get
it.

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You're taking the easy way.

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You're copping out.

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But I do get it because it's
really hard.

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It's the hardest thing I've ever
done.

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Building a business is easy.

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Crushing mortgages, easy.

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Easy peasy lemon squeezy.

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Raising non-assholes, is brought

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to you good.

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All right, let's get into it.

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So accountability groups.

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So there's a bunch of different

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forms of these.

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I'm starting to see them.

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Like, ah, okay.

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I've seen brokerages run them,

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right?
The once a week thing come in.

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I don't see those usually working
so well.

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Accountability groups need to be
pretty consistent.

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I'm going to talk about a couple
different models.

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I'm going to share what works for
us.

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I'm going to share how I know
other brokers are weaving, doing

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their own accountability groups
with referral partners, which is

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like, ah, I'm saving that one for
the listen time up.

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It's part of that hook, right?
But it's very valuable stuff.

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And so I've seen brokerages run
accountability groups.

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I've seen them.

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I've seen them fail.

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I've seen them.

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Usually they quit doing them at

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some point as well, which is kind
of interesting.

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You're like, I thought it was
accountability.

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Shouldn't we be holding ourselves
accountable for the accountability

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groups?
Do we need an accountability group

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for the accountability group?
Right?

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It's like a shiny thing, like, oh,
we'll do this.

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And then 20 people show up and
then 12 and seven and four and

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instead of like getting the troops
back on board, they quit.

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But the big reason there is
they're doing them too infrequent.

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Doing an accountability group once
a week, that's not an

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accountability group.

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That's more of like a mastermind

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type thing.

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Accountability groups are where

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you come in and you know what
you're doing, you know why you're

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doing it, you know how to do it.

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And you go, you can do a quick

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accountability, just we're check,
check done, anything we need to

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learn from you can do a quick
accountability.

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Just We're check.

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Check done.

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anything we need to learn from
you.

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Okay, carry on.

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Other ones are you're coming in

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and learning something and you're
building it together in front of

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each other.

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And those are the ones we do.

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So you have that kind.

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And then you have the kind that we

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run those traditional.

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Well, I think they're traditional.

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They're traditional for me.

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know anywhere from half hour to

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hour where you come in you learn
you see how to build why to do

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what to do here you break down a
lot of its mindset stuff not

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really tech stuff it's all mindset
stuff and then you put them out in

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the sitting there in front of each
other in a zoom room how to make

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content how how to send DMs to
realtors, DMs to clients, how to

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build an email marketing machine.

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Man, we're just going to keep

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changing these up, but we've got
that.

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And then you've got, I know a
service.

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I know people using this service.

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It's crazy.

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They hire this service and they
pay 500 US a month and you get

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like an hour call up front with
the guy and he will walk you

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through, like you just go, the
okay, and guy, he will walk you

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through, like you just he's what
do you want to do?

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go, okay, like, He's not a
mortgage guy.

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He's just like a guy in the US
somewhere.

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He's what do you want to do?
like, I want you to hold me

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accountable to and Z. Oh, X, Y,
He's like, cool.

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Here's the checklist.

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We built it.

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I'm going to send it to you every
day.

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You fill it send it back out, to
me.

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And then 15 minutes, either at the
end of the week or once a month

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after that, we connect to see how
it went.

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That might be on the week.

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But it's it works.

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I don't know.

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I've heard people do it and then

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they don't do it anymore.

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I think you could find that sort

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of accountability within your own
circle because you're really not

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learning much.

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You're just having someone review

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that you did the check marks.

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A simpler version, something that

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I do right now is I send, I
usually grab a couple of mortgage

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brokers.

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Well, that sounds weird.

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I get a couple of mortgage brokers
and I go, hey, we're going to run

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an experiment.

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Who's in, but these are the

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parameters.

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And for this last one, it was a

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twice, sorry, three times, right
at the beginning, halfway through,

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and at the end.

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So three times.

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We meet for three times.

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That's going to be two to three

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hours we meet.

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And every day, you're committed to

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doing X, Y, and Z. And for this
one, it was, and we're going to

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check in through Instagram every
day to make sure you did it.

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And also want proof sometimes what
you did.

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That's part of so it was to send
out 10 DMs, 10 opens.

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Opens are reaching out to people,
starting conversations with people

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who aren't expecting it. 10 opens
on Facebook and 10 opens on

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LinkedIn.

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And in those 10 opens, you're

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going to send two types of videos.

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We'll have them pre-scripted.

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You're going to pre-record them,
two videos.

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And we're going to split test the
hell out of this.

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We're going to check the
platforms.

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And by the end of week one, which
is actually today we're meeting,

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300 opens would have been out.

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And I already know people have

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gotten deals from this in the last
five days, four days actually.

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And then next Friday, we're
meeting again, we're going to

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compare notes again and then turn
it into something a model and that

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might be something we do with an
accountability group uh because it

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freaking works and so but that's
accountability so we check in

251
00:09:02,859 --> 00:09:06,700
every day on instagram there's
sometimes i'll just reach out

252
00:09:06,700 --> 00:09:10,513
there's only three of them and
i'll go hey where are you at on

253
00:09:10,413 --> 00:09:11,458
your opens?
Haven't heard from you.

254
00:09:11,458 --> 00:09:12,840
Oh, yeah, yeah, I used your money.

255
00:09:12,840 --> 00:09:14,328
Like, so that, just that works.

256
00:09:14,328 --> 00:09:14,594
It helps.

257
00:09:14,594 --> 00:09:15,442
Like, who's your partner?

258
00:09:15,342 --> 00:09:18,595
Who's your ride or die?
Who's the person that is going to

259
00:09:18,695 --> 00:09:20,100
commit for one week of doing
something?

260
00:09:20,100 --> 00:09:22,260
Is it building something?
A never-ending to-do list in your

261
00:09:22,360 --> 00:09:23,760
business?
Hey, let's build our client

262
00:09:23,760 --> 00:09:24,240
journey together.

263
00:09:24,240 --> 00:09:26,475
Let's get a group of three of us

264
00:09:26,475 --> 00:09:27,092
and let's meet.

265
00:09:27,092 --> 00:09:28,233
But let's build our client journey

266
00:09:28,231 --> 00:09:28,468
together.

267
00:09:28,468 --> 00:09:30,826
Let's get a group of three of us

268
00:09:30,826 --> 00:09:34,203
and let's meet, but let's actually
do it.

269
00:09:34,203 --> 00:09:37,110
Like, let's not just come in and
chat and like, hi, I shoot the

270
00:09:37,110 --> 00:09:40,952
shit and then go off on our own
and then don't do it and come back

271
00:09:40,952 --> 00:09:42,133
and try to like scramble last
second.

272
00:09:42,133 --> 00:09:46,035
Let's actually put an hour, a day
aside, come in and talk for 15

273
00:09:46,035 --> 00:09:49,582
minutes and then mute everything
and build in front of each other

274
00:09:49,575 --> 00:09:51,337
and come back with questions.

275
00:09:51,337 --> 00:09:53,703
So by the time the hour's up,

276
00:09:53,703 --> 00:09:55,787
you've got an hour of building in,
right?

277
00:09:55,787 --> 00:09:59,495
Your business can transform pretty
quickly if you do that

278
00:09:59,495 --> 00:09:59,629
religiously.

279
00:09:59,629 --> 00:10:02,315
Like all that huge to-do list of

280
00:10:02,315 --> 00:10:04,371
all those little projects in your
business you want to do, I'm not

281
00:10:04,365 --> 00:10:04,947
even talking prospecting.

282
00:10:04,926 --> 00:10:06,096
Prospecting is a no-brainer for

283
00:10:05,996 --> 00:10:06,889
this, right?
You should be doing a minimum one

284
00:10:06,889 --> 00:10:07,660
hour a day of prospecting.

285
00:10:07,638 --> 00:10:08,566
Prospecting is a no brainer for

286
00:10:08,566 --> 00:10:09,666
this, right?
You should be doing a minimum one

287
00:10:09,566 --> 00:10:10,572
hour a day of prospecting.

288
00:10:10,572 --> 00:10:12,474
And if you don't have time in the

289
00:10:12,474 --> 00:10:13,742
day, you wake up earlier.

290
00:10:13,742 --> 00:10:15,009
You can't complain that the

291
00:10:15,009 --> 00:10:17,861
market's soft and rates are high.

292
00:10:17,861 --> 00:10:19,596
No one's buying and blah, blah,

293
00:10:19,596 --> 00:10:19,761
blah.

294
00:10:19,761 --> 00:10:21,579
Like let's get off that story,

295
00:10:21,579 --> 00:10:23,230
right?
But there's other stuff in your

296
00:10:23,230 --> 00:10:24,569
business I know you need to do.

297
00:10:24,567 --> 00:10:26,229
Find three other people that need

298
00:10:26,229 --> 00:10:27,696
to do it as well.

299
00:10:27,696 --> 00:10:30,281
And come in and talk about it on

300
00:10:30,281 --> 00:10:31,120
the Monday.

301
00:10:31,120 --> 00:10:32,825
Meet an hour early morning

302
00:10:32,825 --> 00:10:34,786
straight for a week.

303
00:10:34,786 --> 00:10:36,662
And by Friday, you'll have it

304
00:10:36,662 --> 00:10:37,088
built.

305
00:10:37,088 --> 00:10:39,210
You spend three to five hours

306
00:10:39,210 --> 00:10:39,468
together.

307
00:10:39,468 --> 00:10:42,367
You can build a lot of stuff if

308
00:10:42,367 --> 00:10:42,809
you're highly focused.

309
00:10:42,809 --> 00:10:43,631
This podcast is getting a lot of

310
00:10:43,555 --> 00:10:43,780
plugs today.

311
00:10:43,754 --> 00:10:44,650
Okay, so I'm going to share with

312
00:10:44,650 --> 00:10:45,720
you what, so I know a couple
brokers that have taken the

313
00:10:45,695 --> 00:10:47,578
accountability stuff from being in
my accountability groups and

314
00:10:47,478 --> 00:10:48,412
taking that into their business.

315
00:10:48,412 --> 00:10:49,291
And there's one in particular

316
00:10:49,291 --> 00:10:51,031
that's crushing it with this.

317
00:10:51,031 --> 00:10:53,704
I'm going to walk you through that

318
00:10:53,704 --> 00:10:53,933
model.

319
00:10:54,033 --> 00:10:54,415
Okay.

320
00:10:54,315 --> 00:10:54,849
It's awesome.

321
00:10:54,849 --> 00:10:57,523
I'm just like, it's so, I'm going

322
00:10:57,523 --> 00:10:58,837
to talk about that.

323
00:10:58,737 --> 00:11:00,710
That's actually the model I'm

324
00:11:00,710 --> 00:11:01,849
going to talk about.

325
00:11:01,849 --> 00:11:04,060
The other model, he did it once.

326
00:11:04,060 --> 00:11:08,600
I know a couple people that did it
once and then they haven't done it

327
00:11:08,600 --> 00:11:09,081
since.

328
00:11:09,081 --> 00:11:11,871
So that tells me it was just okay.

329
00:11:11,871 --> 00:11:14,480
I'm going to talk about this
model.

330
00:11:14,480 --> 00:11:17,280
So this model is, weaves into a
webinar model.

331
00:11:17,280 --> 00:11:20,530
My favorite model for building a
mortgage business is a webinar

332
00:11:20,530 --> 00:11:20,724
model.

333
00:11:20,724 --> 00:11:22,563
You get referral partners.

334
00:11:22,663 --> 00:11:29,461
So here's the theory of it.

335
00:11:29,461 --> 00:11:30,970
You hold a webinar.

336
00:11:30,970 --> 00:11:32,367
This is what they're doing.

337
00:11:32,367 --> 00:11:34,480
Hold a webinar once a month or

338
00:11:34,480 --> 00:11:35,508
sorry, once a quarter.

339
00:11:35,508 --> 00:11:37,278
They're changing up the topics.

340
00:11:37,278 --> 00:11:37,507
Sure.

341
00:11:37,507 --> 00:11:38,820
Running from first-time homebuyers

342
00:11:38,820 --> 00:11:43,349
to cash damming, how to make a
mortgage tax deductible to

343
00:11:43,349 --> 00:11:46,247
self-employed, hidden from
different angles, all these

344
00:11:46,247 --> 00:11:48,004
different angles, RESP versus
rental, stuff like that.

345
00:11:48,004 --> 00:11:51,481
So their model is, and I'll get in
more in the accountability group.

346
00:11:51,481 --> 00:11:53,060
This is just giving you an
overview.

347
00:11:53,060 --> 00:11:54,691
So their model is get referral
partners, accountants, FAs, and

348
00:11:54,791 --> 00:11:56,560
realtors jacked up about the
webinar.

349
00:11:57,040 --> 00:11:57,913
The main event, let's call it.

350
00:11:57,862 --> 00:11:58,311
Get them jacked up.

351
00:11:58,311 --> 00:11:59,320
Get them to an info session.

352
00:11:59,400 --> 00:12:00,160
An info session is the middle

353
00:12:00,160 --> 00:12:01,926
piece, not the main event.

354
00:12:01,926 --> 00:12:03,592
You're getting them to, instead of

355
00:12:03,592 --> 00:12:07,991
having one-on-one conversations
with all these people about the

356
00:12:07,991 --> 00:12:12,393
main event, why they should come,
what their clients are going to

357
00:12:12,293 --> 00:12:14,707
see, how they can get their
clients there.

358
00:12:14,707 --> 00:12:16,521
Instead of doing all that
one-on-one, have it one-to-many.

359
00:12:16,521 --> 00:12:17,867
Always one-to-many when you can.

360
00:12:17,867 --> 00:12:17,925
Okay?

361
00:12:17,925 --> 00:12:18,627
Please, please, please.

362
00:12:18,627 --> 00:12:21,199
Even if it's just one-to-many in a

363
00:12:21,199 --> 00:12:23,334
team of four realtors, that's
fine.

364
00:12:23,234 --> 00:12:26,246
It doesn't have to be one-to-100
realtors.

365
00:12:26,346 --> 00:12:27,711
It could be four realtors.

366
00:12:27,711 --> 00:12:31,055
It could be a real estate team,

367
00:12:31,055 --> 00:12:32,565
just one to two.

368
00:12:32,565 --> 00:12:35,321
It could be a brokerage, could be

369
00:12:35,299 --> 00:12:35,520
whatever.

370
00:12:36,100 --> 00:12:36,189
Okay.

371
00:12:36,189 --> 00:12:37,207
So they're getting to the info
session.

372
00:12:37,207 --> 00:12:39,862
Then the info session, they get
them jacked up for the main event

373
00:12:39,862 --> 00:12:42,827
and they get people to commit to
it.

374
00:12:42,927 --> 00:12:47,380
They go, Hey, okay, let's pick the
date.

375
00:12:47,380 --> 00:12:49,024
It's this day.

376
00:12:48,924 --> 00:12:50,661
Now you're also committing.

377
00:12:50,661 --> 00:12:56,143
If you're, if I'm going to let you
bring your clients to this thing,

378
00:12:56,143 --> 00:12:59,718
which is going to get you all
these awesome things, more deals,

379
00:12:59,718 --> 00:13:02,433
you need to commit to an
accountability group.

380
00:13:02,433 --> 00:13:05,060
Ah, what's that?
Well, typically the webinars are

381
00:13:05,060 --> 00:13:07,047
anywhere from two to four weeks
out.

382
00:13:06,947 --> 00:13:08,227
Usually four, they do.

383
00:13:08,227 --> 00:13:09,815
We are going to meet with you 15

384
00:13:09,761 --> 00:13:13,617
minutes once a week in a group,
and we're going to give you emails

385
00:13:13,617 --> 00:13:15,540
and social media material.

386
00:13:15,880 --> 00:13:17,822
And we're going to actually send

387
00:13:17,822 --> 00:13:22,920
the emails and the social media
material in that meeting, 15

388
00:13:23,120 --> 00:13:23,219
minutes.

389
00:13:23,219 --> 00:13:25,678
And a lot of times they put it on,

390
00:13:25,678 --> 00:13:28,366
a lot of realtors, for instance,
have team meetings once a week.

391
00:13:28,366 --> 00:13:31,701
They will just, usually an hour,
let's call it, hey, can we be the

392
00:13:31,701 --> 00:13:34,140
first 15 minutes of that meeting?
So anyone's already there,

393
00:13:34,260 --> 00:13:35,622
everyone's there already, right?
And then potentially other people

394
00:13:35,608 --> 00:13:38,148
who aren't even in, didn't know
what the webinar, get to see it as

395
00:13:38,048 --> 00:13:38,356
well.

396
00:13:38,356 --> 00:13:39,587
So it's glorious what they're

397
00:13:39,687 --> 00:13:39,933
doing.

398
00:13:39,833 --> 00:13:40,633
It's simply glorious.

399
00:13:40,733 --> 00:13:42,480
It makes me so happy inside.

400
00:13:42,480 --> 00:13:43,652
Warm and fuzzy feelings thinking

401
00:13:43,652 --> 00:13:44,273
about it.

402
00:13:44,273 --> 00:13:45,928
Because I've we've broken seen, it

403
00:13:45,928 --> 00:13:47,376
I warm and fuzzy down.

404
00:13:47,476 --> 00:13:49,030
feelings thinking about it because

405
00:13:49,030 --> 00:13:50,580
I've seen, we've broken it down.

406
00:13:50,900 --> 00:13:52,740
I've seen how it's working.

407
00:13:52,740 --> 00:13:57,373
And when I ran my webinar model,
the hardest part about running a

408
00:13:57,273 --> 00:13:59,749
webinar model is getting people to
the fricking webinar.

409
00:13:59,749 --> 00:14:02,844
And you can get realtors all
jacked up, but getting them there

410
00:14:02,844 --> 00:14:03,980
is the hard part.

411
00:14:03,980 --> 00:14:05,580
It's a secret sauce.

412
00:14:05,580 --> 00:14:07,352
So they figured it out.

413
00:14:07,352 --> 00:14:08,886
They're like, we're just going to

414
00:14:08,886 --> 00:14:10,078
run an accountability group.

415
00:14:10,078 --> 00:14:10,306
Huh?

416
00:14:10,306 --> 00:14:14,572
And even if they don't come, even
if they don't actually use the

417
00:14:14,472 --> 00:14:19,339
emails and the social and do that,
we're getting airtime with a bunch

418
00:14:19,239 --> 00:14:23,364
of realtors and we're being given
a platform and they're seen as us,

419
00:14:23,364 --> 00:14:28,653
the ones organizing it and us and
all the deals that come out of

420
00:14:28,653 --> 00:14:28,955
that.

421
00:14:29,055 --> 00:14:31,826
That's why they stretch it out to

422
00:14:31,826 --> 00:14:32,430
one month.

423
00:14:32,430 --> 00:14:34,930
So you get more airtime and

424
00:14:35,030 --> 00:14:35,453
accountability groups.

425
00:14:35,453 --> 00:14:36,120
That's why they stretch that.

426
00:14:36,240 --> 00:14:40,560
it out to one So you get more
airtime month.

427
00:14:41,000 --> 00:14:41,556
and accountability groups.

428
00:14:41,556 --> 00:14:41,988
It's glorious.

429
00:14:41,988 --> 00:14:42,420
Seriously.

430
00:14:42,640 --> 00:14:43,025
So smart.

431
00:14:43,025 --> 00:14:43,740
So smart.

432
00:14:43,740 --> 00:14:45,115
15 minutes once a week, giving

433
00:14:44,950 --> 00:14:45,043
them those resources.

434
00:14:45,043 --> 00:14:45,129
Yeah, pretty cool.

435
00:14:45,101 --> 00:14:46,549
So now less excuses for the
realtor to not get people there

436
00:14:46,549 --> 00:14:49,545
because they're like hand feeding
them email scripts to tend out and

437
00:14:49,545 --> 00:14:52,790
social media posts, static posts
all done for you with all the

438
00:14:52,790 --> 00:14:54,720
descriptions and tags and
everything you're doing there.

439
00:14:55,440 --> 00:14:58,529
And it's going here and you have
questions and then hear me out,

440
00:14:58,529 --> 00:15:00,136
recognizing the realtors in the
meeting that have people signing

441
00:15:00,136 --> 00:15:00,494
up already.

442
00:15:00,494 --> 00:15:01,573
Hey, John, saw you got two people

443
00:15:01,536 --> 00:15:02,908
sign up for the webinar.

444
00:15:02,808 --> 00:15:03,495
That's awesome.

445
00:15:03,495 --> 00:15:08,889
Let's just keep in mind one out of
every seven people you send from

446
00:15:08,889 --> 00:15:12,747
our data on doing webinars turns
into a deal in the next six

447
00:15:12,747 --> 00:15:12,879
months.

448
00:15:12,879 --> 00:15:13,609
Oh, what?

449
00:15:13,609 --> 00:15:14,272
Excuse me?
Yeah.

450
00:15:14,272 --> 00:15:16,954
One out of every seven people,
these are true numbers, that

451
00:15:16,954 --> 00:15:19,585
attend the webinar turn into a
deal, an end for you.

452
00:15:19,585 --> 00:15:22,812
So is an end 10 grand, 15 grand, 8
grand, whatever that is for the

453
00:15:22,812 --> 00:15:22,977
realtor.

454
00:15:22,977 --> 00:15:24,900
This isn't about you, mortgage

455
00:15:24,925 --> 00:15:25,125
broker.

456
00:15:24,955 --> 00:15:25,200
This is about them.

457
00:15:25,025 --> 00:15:25,085
Wow, interesting.

458
00:15:25,050 --> 00:15:25,180
So imagine being an accountability

459
00:15:25,145 --> 00:15:25,320
group.

460
00:15:25,165 --> 00:15:32,667
You show up once a week and

461
00:15:32,667 --> 00:15:33,664
there's your mortgage broker or
mortgage brokers there.

462
00:15:33,664 --> 00:15:34,365
They're a team, this couple.

463
00:15:34,290 --> 00:15:41,068
Not a couple, but they're a

464
00:15:41,068 --> 00:15:41,189
partnership.

465
00:15:41,189 --> 00:15:42,240
And they're giving you all this

466
00:15:42,240 --> 00:15:44,300
material and giving you hooks and
explaining why you should bring

467
00:15:44,262 --> 00:15:46,410
your clients and explain to the
realtor how it benefits them.

468
00:15:46,410 --> 00:15:47,400
More business stand out from
competition.

469
00:15:47,400 --> 00:15:51,083
You know, 90% of your database
doesn't use you year over year.

470
00:15:50,983 --> 00:15:54,926
What if they did?
What if they just need to be told

471
00:15:54,926 --> 00:15:57,419
a different story, a different
way?

472
00:15:57,419 --> 00:16:02,099
And then you're seen there and
like you're running the meeting,

473
00:16:02,099 --> 00:16:03,363
getting emails from them.

474
00:16:03,363 --> 00:16:04,440
They're getting invites.

475
00:16:04,422 --> 00:16:05,248
They're apologizing for not
coming.

476
00:16:05,148 --> 00:16:07,509
They're like, oh, well, I got you
here.

477
00:16:07,509 --> 00:16:08,515
I got this client.

478
00:16:08,515 --> 00:16:10,449
Oh, well, I got you here.

479
00:16:10,449 --> 00:16:11,995
I got the thing.

480
00:16:11,995 --> 00:16:14,963
Oh yeah, is it okay if I text you

481
00:16:14,963 --> 00:16:15,559
later?
Yeah, yeah.

482
00:16:15,559 --> 00:16:19,441
And then after that, you're
calling and checking in with them.

483
00:16:19,441 --> 00:16:22,654
Hey, how's it going?
I'm just making sure.

484
00:16:22,654 --> 00:16:25,237
Do you have questions?
Okay, I'm super excited with the

485
00:16:25,237 --> 00:16:25,353
webinar.

486
00:16:25,353 --> 00:16:25,470
Yeah.

487
00:16:25,470 --> 00:16:27,453
And then that's all done in a
one-month period.

488
00:16:27,453 --> 00:16:30,180
And then usually you wait, and
then you're dealing with just all

489
00:16:30,320 --> 00:16:32,480
the stuff from the webinar.

490
00:16:32,335 --> 00:16:34,663
And the last one they ran, the 184

491
00:16:34,663 --> 00:16:36,851
people register, and 85 of them
show up.

492
00:16:36,851 --> 00:16:41,363
And I think 15-plus book calls,
like after the webinar, right?

493
00:16:41,263 --> 00:16:45,280
People highly focused, talking
about a niche and they stuck

494
00:16:45,920 --> 00:16:50,759
through a 45 to 60 minute webinar
with Q and A's over an hour.

495
00:16:50,759 --> 00:16:52,876
Like this is powerful stuff, kids.

496
00:16:52,876 --> 00:16:53,783
It's powerful stuff.

497
00:16:53,783 --> 00:16:55,900
This is how you stand out.

498
00:16:56,060 --> 00:16:56,993
And then guess what?

499
00:16:56,993 --> 00:17:00,560
Next quarter, we do it all again.

500
00:17:00,527 --> 00:17:01,940
And we hit your database with a

501
00:17:02,040 --> 00:17:02,314
different angle.

502
00:17:02,314 --> 00:17:03,403
So now you're coming to the

503
00:17:03,380 --> 00:17:07,002
realtor and you're giving them all
this webinar in a box model that

504
00:17:06,991 --> 00:17:08,487
they get to leverage without
really doing much.

505
00:17:08,487 --> 00:17:11,583
And they get to hit their database
from different angles with

506
00:17:11,583 --> 00:17:13,747
different topics to try and stir
up some business.

507
00:17:13,647 --> 00:17:13,825
It's phenomenal.

508
00:17:13,825 --> 00:17:14,980
But the secret part they have

509
00:17:15,180 --> 00:17:16,203
there is that accountability
group, because that's what gives

510
00:17:16,203 --> 00:17:17,588
them the juice for the webinar.

511
00:17:17,588 --> 00:17:18,619
And in their words, they're like,

512
00:17:18,780 --> 00:17:21,152
we actually don't even, it's nice
when they bring people to the

513
00:17:21,152 --> 00:17:23,463
webinars, but it's okay if they
don't, cause we're getting so much

514
00:17:23,463 --> 00:17:25,400
airtime, so much goodwill with
these realtors and that like that

515
00:17:25,720 --> 00:17:27,161
right there, that that's what pays
you forever.

516
00:17:27,161 --> 00:17:27,643
Right?
Pretty cool.

517
00:17:27,643 --> 00:17:28,774
Pretty cool.

518
00:17:28,774 --> 00:17:30,519
So I wanted to share that with you

519
00:17:30,519 --> 00:17:34,352
because there are, it was the, one
of the top two things when we

520
00:17:34,452 --> 00:17:39,517
asked, what can we do for people
to help you in your mortgage

521
00:17:39,517 --> 00:17:40,717
business?
Hold us accountable.

522
00:17:40,717 --> 00:17:44,040
Right?
More than ever now, 2024 now, more

523
00:17:44,120 --> 00:17:46,500
than ever now, there's so many
resources out there.

524
00:17:46,500 --> 00:17:47,565
There's free resources.

525
00:17:47,565 --> 00:17:47,898
There's paid resources.

526
00:17:47,898 --> 00:17:48,431
There's coaching.

527
00:17:48,431 --> 00:17:49,163
There's training.

528
00:17:49,163 --> 00:17:50,029
There's so many cool things.

529
00:17:50,129 --> 00:17:51,027
You pick your thing.

530
00:17:51,027 --> 00:17:52,841
Now it's up to you.

531
00:17:52,941 --> 00:17:53,844
Like the excuse isn't the

532
00:17:53,844 --> 00:17:54,735
industry's let you down.

533
00:17:54,735 --> 00:17:56,688
That used to be a thing like, ah,

534
00:17:56,787 --> 00:17:57,819
it was pretty outdated.

535
00:17:57,819 --> 00:18:00,567
It wasn't a lot of training or

536
00:18:00,567 --> 00:18:00,810
coaching.

537
00:18:00,810 --> 00:18:02,798
Even the stuff that out there

538
00:18:02,797 --> 00:18:03,204
sucked.

539
00:18:03,205 --> 00:18:04,086
Wasn't too much.

540
00:18:04,086 --> 00:18:05,850
Everyone held their cards close to
their vest.

541
00:18:05,850 --> 00:18:09,581
If you listen to me, I give you so
much information in so many

542
00:18:09,581 --> 00:18:11,502
different areas for free.

543
00:18:11,502 --> 00:18:13,762
There's so many pieces out there.

544
00:18:13,762 --> 00:18:18,554
If you want more handholding and
more done for you and

545
00:18:18,554 --> 00:18:23,436
accountability, well, then you
come in and you pay money and

546
00:18:23,436 --> 00:18:24,852
we'll help you with that.

547
00:18:24,852 --> 00:18:27,346
But if you want to piece all this

548
00:18:27,446 --> 00:18:29,301
together, like you can piece all
together.

549
00:18:29,301 --> 00:18:32,489
It's more, are you the person that
you have the time and the patience

550
00:18:32,589 --> 00:18:37,815
to go do all that because you want
to save a couple thousand bucks?

551
00:18:37,815 --> 00:18:38,949
That's a write-off.

552
00:18:38,949 --> 00:18:41,938
And if you do, that's cool.

553
00:18:41,938 --> 00:18:47,752
I used to be that guy early on
until it just clicked one day.

554
00:18:47,752 --> 00:18:53,249
I was like, ah, I need to get
where I want to go faster.

555
00:18:53,249 --> 00:18:54,628
But all the pieces are there.

556
00:18:54,612 --> 00:18:55,348
If all you're missing is

557
00:18:55,348 --> 00:18:55,854
accountability, well, that's on
you.

558
00:18:55,854 --> 00:19:01,351
So how do you build that process
around you being held accountable?

559
00:19:01,251 --> 00:19:03,257
Right?
Your broker owner's not going to

560
00:19:03,157 --> 00:19:03,872
do it.

561
00:19:03,872 --> 00:19:05,143
They're too busy.

562
00:19:05,143 --> 00:19:06,640
That's not their job.

563
00:19:06,820 --> 00:19:07,999
It's not their responsibility.

564
00:19:07,999 --> 00:19:10,914
I'm going to hold you accountable
to run your own business.

565
00:19:10,893 --> 00:19:14,986
That's like a landlord of a
building coming in and holding the

566
00:19:14,986 --> 00:19:16,780
restaurants accountable to run
their business.

567
00:19:16,880 --> 00:19:17,389
Landlord walks around.

568
00:19:17,389 --> 00:19:18,304
So you got those carrots chopped

569
00:19:18,304 --> 00:19:18,762
today?
Are we?

570
00:19:18,762 --> 00:19:19,220
Yeah.

571
00:19:19,380 --> 00:19:19,923
Can I taste the broth?

572
00:19:19,923 --> 00:19:20,660
I don't know.

573
00:19:20,800 --> 00:19:21,806
I don't know if that works.

574
00:19:21,806 --> 00:19:27,168
Did you put the sign out?
Did you put a post on social so

575
00:19:27,168 --> 00:19:31,133
you can get people in the door so
that you can pay me my freaking

576
00:19:31,133 --> 00:19:33,425
rent?
Like, that's not how it works.

577
00:19:33,425 --> 00:19:37,961
I've had people mention I wish my
that's not how it I've had people

578
00:19:37,961 --> 00:19:38,105
it.

579
00:19:38,205 --> 00:19:39,267
mention, family, works.

580
00:19:39,260 --> 00:19:40,366
I wish my family, that's not their
role.

581
00:19:40,366 --> 00:19:41,088
It's not their role.

582
00:19:41,088 --> 00:19:42,089
I want to shake you.

583
00:19:42,089 --> 00:19:42,961
It's not their role.

584
00:19:42,961 --> 00:19:43,210
Okay.

585
00:19:43,310 --> 00:19:44,206
That's your role.

586
00:19:44,206 --> 00:19:45,701
You're a business owner, but

587
00:19:45,801 --> 00:19:48,954
you're a big boy, big girl pants
on, be a CEO, like do some shit.

588
00:19:48,954 --> 00:19:50,907
And if that means you need help
being held accountable, then find

589
00:19:50,907 --> 00:19:53,813
someone else that's in your boat
and hold each other accountable

590
00:19:53,913 --> 00:19:54,385
and start there.

591
00:19:54,385 --> 00:19:55,415
Okay, I'm going to be launching

592
00:19:55,415 --> 00:19:55,815
more accountability.

593
00:19:55,815 --> 00:19:57,360
I'm doing this for like, this is

594
00:19:57,480 --> 00:19:58,385
part of me and what I do.

595
00:19:58,385 --> 00:19:59,278
This isn't going away.

596
00:19:59,178 --> 00:20:00,554
It's early morning stuff that I
absolutely love.

597
00:20:00,554 --> 00:20:02,738
And I learned so much.

598
00:20:02,738 --> 00:20:04,022
Sending hundreds and hundreds of

599
00:20:04,022 --> 00:20:08,190
brokers into the wild doing things
and coming back and reporting and

600
00:20:08,190 --> 00:20:10,962
then we all learn and get better
from it.

601
00:20:10,962 --> 00:20:13,344
And then the next group's even
better.

602
00:20:13,344 --> 00:20:14,642
Right?
So that's what we're doing.

603
00:20:14,742 --> 00:20:16,064
So stay tuned.

604
00:20:16,064 --> 00:20:18,275
Everyone, you don't have to be a

605
00:20:18,275 --> 00:20:22,661
part of Strategy Hub or anything
I'm doing to take part in that.

606
00:20:22,661 --> 00:20:25,435
Right?
You don't have to be a member.

607
00:20:25,435 --> 00:20:31,040
You just don't pay if you're a
member or you get a big discount

608
00:20:31,100 --> 00:20:34,173
if you're a member but everyone's
gonna have the ability to pay to

609
00:20:34,155 --> 00:20:37,587
come in these groups if you like
uh for one two three weeks however

610
00:20:37,588 --> 00:20:39,938
long you run them okay that's it
we're full right now though uh

611
00:20:39,938 --> 00:20:42,955
that's it kids enjoy your day
hopefully you got some now that

612
00:20:42,955 --> 00:20:46,240
i'll see you on the inside.

613
00:20:46,107 --> 00:20:46,240
Okay.

614
00:20:46,127 --> 00:20:46,240
Peace out.