238: Hear How Other Mortgage Brokers Are Winning!!

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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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understand way.

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I hope you enjoy.

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right, welcome to the Mortgage
Game Podcast.

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Ryan Wiley here.

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Let's get into on.

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Here's the thing.

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Lesson to learn here.

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I could have just stopped and
redid that because I coughed six

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seconds in, But that's not how we
roll here.

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Nothing stops and stops and
starts, starts, redo.

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stop, redo, redo, Because if I do
that here, then I'm going to start

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doing it in other pieces of my
world instead of just doing it and

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putting it out at a 3 out of 10, a
5 out of 10, a 7 out of 10, slowly

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getting there.

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I'm not trying to put a 9 out of

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10 out.

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I'm trying to put a 4, a five, a

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six, and slowly just keep getting
better at it.

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So that's not what this podcast
was about, me coughing.

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But by the way, that was a perfect
example for a lot of you day, the

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end of this podcast, are you
really going to care that five

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seconds in I coughed?
Does that change your opinion on

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anything?
All right.

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Lesson to be learned.

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Let's get into it.

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Okay.

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I'm just going to pull up my

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notes.

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I made notes for this one.

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Oh my God, this is getting so
official.

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So I have conversation with
mortgage brokers all the freaking

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time I do.

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I'm trying to stay connected to

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people, build relationships, build
my Rolodex, and just learn what

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people are doing.

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I have the things I teach.

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I have the ways that I think about
things.

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At the end of the day, you're the
ones there.

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I've been in your shoes though,
right?

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I'm not just a coach and a trainer
that's never done this.

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That drives me crazy, by the way.

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People telling you how to do it,

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they've never actually freaking
done it.

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I get it, but it drives me crazy.

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I'd rather someone who's in the

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trenches before that can like
knows what I'm going through,

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knows like the grind and all these
other things and the ups and the

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downs.

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And so I've been there.

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So I'm trying to stay connected
with brokers in the trenches.

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And I am, and I learn, I teach
something, they run with their

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version of it.

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They come back, report, you tweak

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They it.

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of They it.

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come back, report, you tweak it.

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They go back, they come back,

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report, tweak it.

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And then I share with you and then

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other people do it.

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And then, and that's how this

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evolves.

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That's how we're at where we're at

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right now in our industry.

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A huge lack of sales and marketing

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training, massive lack.

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We're getting there.

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We're getting there.

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And it's just going to keep

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compounding here the more that I
can keep spreading the word and

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talking to people.

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So I'm talking to people because

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you might not have the time to or
the resources or the ability to go

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talk to people.

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And people might not share stuff

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with you, but they share stuff
with me as long as I don't share

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their names.

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That's the deal I have.

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I ask lots of questions.

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I'm always learning.

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And I just don't share their
names, right?

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Because they don't want you
reaching out.

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I used to do that, share names,
and then people reach out and bog

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them down.

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They're like, oh, great, Ryan, but

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I have a business to run.

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Not answering Facebook Messenger

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questions.

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I go, I get it, but I still need

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the intel.

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So that's what we do.

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So I have some stories to share
with you.

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These are some stories from
brokers I've been talking to

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recently.

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I take notes on everything.

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I'm going to walk you through, I
don't know, three, four, five

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stories, something like that.

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Brokers from brokers in the game

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for 20 years to brokers in the
game for three months.

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Going to share their stories with
you, okay?

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About where they're at, what
they're trying, some wins they're

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having.

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Let's call this to call her Barb.

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real Barb.

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If you're listening, this is for

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you.

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This is you.

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So this broker, I don't know how
long she's been a broker.

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I'm going to say, if I had to
guess, it's under five If I had to

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years, guess, it's probably under
five years.

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four to five years.

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you Okay, do the math.

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That's some quick progression.

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I'm like, whoa, whoa.

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whoa, whoa, whoa, and went in
different coaching I've done.

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And now we're doing one on one.

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And she's like, I just want to be

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able to call on you when I need,
when I see that I need something

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instead of having to go sit
through a bunch of training, and

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in a group environment.

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And that's all great.

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And I used to do that.

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and that's awesome.

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But now I'm at the point where I
just want access to you as I need

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it.

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And I said, okay, let's work out a

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deal.

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And so we did, and here we are.

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And so I'm just going to go over
what her model is.

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Cause I'm like, is there one,
like, what are you doing?

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What are you doing?
That's worked like, and here's the

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thing.

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She's running a referral-based

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business, which in my opinion is
the quickest way to get business.

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And it's a great business model to
have.

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It's freaking killer to have.

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But it changes.

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It evolves over time.

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So a lot of you are still out

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there prospecting a lot of
realtors, which is great.

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And you should be.

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And realtors, their stock is going

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back up.

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That blue chip stock I was talking

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about, I was always saying
realtors are the blue chip stock

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for referral partners.

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but their stock was down much like

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Tesla stock used to be, I don't
know, 900, 1,200 down to 200, 300.

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I don't know the numbers, but it's
there.

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Go buy that.

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Spend your time and energy.

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And now we're seeing people who
are reaping rewards for their past

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six to 12 months of hustling their
ass off.

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Now they have these relationships
and the realtors are getting busy

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again.

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Rates are coming down, markets are

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opening up, the fear factor is
going down.

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There's some excitement in the air
in the real estate world.

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So now they're reaping the
benefits.

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And so something really cool
happens with your business.

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You hustle, hustle, hustle for
realtors.

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And you're spraying and praying at
some point.

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At the you're beginning, going
wide.

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You're casting a big net.

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You're having conversations.

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You might be hosting webinars for
them.

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You're DMing.

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You're having phone calls.

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You're trying to sift through a
lot of shit, to put it simple.

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But when you sift through, you're
looking for some rock stars.

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And then when you get the rock
stars, you get the two, three,

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four rock stars.

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Then they start sending you

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business.

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And now if your process is

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awesome, and if you've been
listening to this podcast and

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you're doing the budgets and the
proposals and the videos, and

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you're giving them that, it's a
massive wow factor.

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And if you're not doing it, go
back and listen to the videos,

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damn it.

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You'll change your business.

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The people who have stuck to this,
it's literally changed their

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business overnight.

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Maybe not overnight, but within a

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couple of weeks or a couple of
months.

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Now your process starts becoming a
marketing.

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Your communication style, how
quickly you turn around, the

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awesomeness you are as a mortgage
broker, plus your process of how

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you deliver the information to
people and keep it keep sticking,

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them coming back.

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Now you've got these awesome

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realtors who are in love with your
process, who are shouting from the

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mount tops about getting it, more
people And in.

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then these people come And in.

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if you're asking in your process,

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hey, do you know anyone else that
would want to take advantage of

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working with me?
Do you know anyone else that you

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think my personality would align
with?

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Do you know anyone else that could
help in your circle?

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If you've got that woven into your
client journey and you're always

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asking, now they start telling
people.

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And if you've got your database
marketing dialed in, and it's

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consistently going out a minimum
two times a month, should be

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weekly.

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You've got a machine built there

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and that starts working for you.

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And you say, you just start having

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these awesome realtors sending you
stuff.

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And then you ask the realtors, do
you know any more having people?

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these awesome realtors sending you
stuff.

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And then you ask the realtors, do
you know any more people?

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And they're going to send you
another realtor or two.

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And then you get these clients and
you're asking them, do you know

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any more people?
And then they start sending you

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their awesome friends, colleagues,
family.

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And then your database marketing
is catching people.

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And then all of a sudden, now you
start turning your book.

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When interest rates are going
down, you can turn your book.

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When people need renewals, turn
your book.

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When you start doing webinars or
talking about investment

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properties or cash damming, you
turn your book.

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When interest rates are going
down, you can turn your book.

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When people need renewals, turn
your book.

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When you start doing webinars or
talking about investment

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properties or cash damming, you
turn your book.

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So then all these things start
happening.

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And now you don't have to go do
the wide prospecting on realtors.

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Because guess what?
Really good realtors will find

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you.

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They'll find you through your

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social, and then they'll learn
about you.

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And then they'll see your process.

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And they'll hear the word on the

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street as you know what you're
doing.

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And all of a sudden it starts,
there's this huge snowball effect.

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So for those of you who are so
early on and you can't see out of

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the forest and you're caught up
just trying to get one or two

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realtors to send you consistent
good deals, it gets better.

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But there's a difference.

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There's a big, big difference.

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Every story I'm going to talk to
you in common.

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00:08:31,903 --> 00:08:32,470
I've coached them all.

254
00:08:32,470 --> 00:08:34,860
They do not need to be motivated

255
00:08:34,860 --> 00:08:35,734
to do things.

256
00:08:35,734 --> 00:08:37,770
They are raring to go.

257
00:08:37,770 --> 00:08:39,294
They are raring to They are
well-oiled things.

258
00:08:39,284 --> 00:08:40,087
race cars go.

259
00:08:40,187 --> 00:08:40,938
what direction, machines, going,

260
00:08:40,938 --> 00:08:43,274
what where am I Ryan?
racetrack, Just point me in the

261
00:08:43,274 --> 00:08:45,238
going, right I might run into a
wall, direction.

262
00:08:45,238 --> 00:08:48,760
a little but if you just move me
over a little I'm going to just

263
00:08:48,760 --> 00:08:49,444
scrape the wall.

264
00:08:49,444 --> 00:08:51,665
wall, bit, And if you move me over

265
00:08:51,665 --> 00:08:54,656
a little bit more, I'm going to
miss that wall.

266
00:08:54,656 --> 00:08:56,846
And then I'm going to attack
another wall.

267
00:08:56,846 --> 00:09:03,031
And if you just move me a little
more and just kind of try to keep

268
00:09:03,131 --> 00:09:15,440
me off the walls, Ryan, but I'm
going to be going so fast that I'm

269
00:09:15,440 --> 00:09:17,726
inevitably going to scrape walls.

270
00:09:17,726 --> 00:09:18,924
It's going to happen.

271
00:09:18,924 --> 00:09:21,536
And I freaking love it.

272
00:09:21,536 --> 00:09:22,733
They just go.

273
00:09:22,733 --> 00:09:28,160
Everyone, I'm going to touch on a
couple of stories.

274
00:09:28,082 --> 00:09:33,100
I might go deeper on some, but
it's interesting.

275
00:09:32,957 --> 00:09:33,240
And so something else everyone
here is in common that I'm going

276
00:09:33,101 --> 00:09:33,237
to share with you.

277
00:09:33,199 --> 00:09:36,580
And this is just in general for

278
00:09:36,532 --> 00:09:36,580
sales because we're The biggest
difference between someone doing

279
00:09:36,557 --> 00:09:39,713
80 don't know why I picked that
number, million, but I did.

280
00:09:39,705 --> 00:09:40,490
And someone doing 5 million a year
is this.

281
00:09:40,296 --> 00:09:41,339
Before we do that though, this
podcast is brought to you by green

282
00:09:41,266 --> 00:09:41,466
tea.

283
00:09:41,514 --> 00:09:41,632
Yeah, green tea.

284
00:09:41,624 --> 00:09:41,949
That's where we're at, kids.

285
00:09:41,920 --> 00:09:42,394
I'm drinking green tea.

286
00:09:42,278 --> 00:09:42,518
Oh, it's just okay.

287
00:09:42,510 --> 00:09:42,700
Okay.

288
00:09:42,595 --> 00:09:44,677
So the biggest difference between
the $80 million producer and the

289
00:09:44,677 --> 00:09:48,920
$5 million producer, how about
that for a hook and leave you,

290
00:09:48,920 --> 00:09:51,000
right?
$80 million person usually is not

291
00:09:51,000 --> 00:09:51,320
smarter.

292
00:09:51,420 --> 00:09:53,260
Usually isn't, doesn't have a

293
00:09:53,160 --> 00:09:53,800
fancy strategy.

294
00:09:53,800 --> 00:09:54,576
There's obviously people there

295
00:09:54,576 --> 00:09:56,748
that do that, but they don't hang
their hat on.

296
00:09:56,648 --> 00:09:59,518
I have this ninja thing that no
one else has.

297
00:09:59,518 --> 00:10:02,180
The simplest way to put it, the
biggest difference is they put

298
00:10:02,180 --> 00:10:02,978
more offers out there.

299
00:10:02,978 --> 00:10:12,700
They put more offers out into the

300
00:10:12,630 --> 00:10:12,700
universe.

301
00:10:12,640 --> 00:10:12,700
And an offer is you offering to

302
00:10:12,682 --> 00:10:12,700
help someone.

303
00:10:12,689 --> 00:10:20,369
know if you're waiting for people

304
00:10:20,259 --> 00:10:21,680
to ask you for help, your business
will die?

305
00:10:21,780 --> 00:10:22,391
It definitely won't grow.

306
00:10:22,391 --> 00:10:23,433
will It definitely die.

307
00:10:23,433 --> 00:10:24,191
won't So if you grow.

308
00:10:24,191 --> 00:10:26,347
be in front can, of people A, as

309
00:10:26,447 --> 00:10:32,320
much as possible, staying top of
mind through email, DM, social,

310
00:10:33,140 --> 00:10:36,566
and you can put the most amount of
offers out through DM, emails, and

311
00:10:36,566 --> 00:10:36,879
social.

312
00:10:36,879 --> 00:10:38,737
If you want to do call and text,

313
00:10:38,737 --> 00:10:38,972
sure.

314
00:10:39,072 --> 00:10:44,687
If you do that, you win.

315
00:10:44,687 --> 00:10:48,884
These people, they're putting more
offers out.

316
00:10:48,884 --> 00:10:53,638
They're asking more people, hey,
do you need my help?

317
00:10:53,638 --> 00:10:54,176
You don't.

318
00:10:54,076 --> 00:10:55,389
Hey, I'm a mortgage broker.

319
00:10:55,389 --> 00:10:58,098
Do you need my help?
No. Hey, and they're using hooks

320
00:10:58,098 --> 00:11:02,263
to do it, which one of our
students is doing quite

321
00:11:02,263 --> 00:11:03,304
successfully.

322
00:11:03,304 --> 00:11:07,229
Hey, do you want me to help make

323
00:11:07,229 --> 00:11:08,775
your mortgage tax deductible?
No, you don't.

324
00:11:08,775 --> 00:11:10,794
How about you?
Yeah, yeah, yeah.

325
00:11:10,794 --> 00:11:12,797
Okay, okay, cool, cool.

326
00:11:12,797 --> 00:11:16,663
Come over here.

327
00:11:16,663 --> 00:11:19,586
You come in the store and you come
in the store.

328
00:11:19,586 --> 00:11:22,863
I'm going to go over here.

329
00:11:22,863 --> 00:11:29,051
Hey, do you know anyone who has a

330
00:11:29,016 --> 00:11:29,340
renewal up the next 12 months?
Do you have any mortgage concerns

331
00:11:29,257 --> 00:11:37,984
the next 12 months?
Do you have any, is your mortgage?

332
00:11:37,884 --> 00:11:38,005
No.

333
00:11:38,005 --> 00:11:38,127
Okay.

334
00:11:38,127 --> 00:11:40,136
Do you have cashflow problems or
maybe want to look at your

335
00:11:40,036 --> 00:11:41,660
mortgage and see if we can like,
and they're just firing out

336
00:11:43,080 --> 00:11:43,172
offers.

337
00:11:43,172 --> 00:11:44,599
But a lot of people they're doing

338
00:11:44,499 --> 00:11:46,066
it, but they're not doing it
enough.

339
00:11:46,066 --> 00:11:46,905
Not with enough velocity, not fast
enough.

340
00:11:46,905 --> 00:11:48,100
Speed kills in a good way.

341
00:11:47,904 --> 00:11:48,400
Go, go, go, go.

342
00:11:48,460 --> 00:11:50,481
By the time you're doing your
seventh offer with your circle and

343
00:11:50,481 --> 00:11:52,548
your network, which we all have
bigger networks than we think, the

344
00:11:52,548 --> 00:11:54,534
top producers are on their 107th
offer.

345
00:11:54,534 --> 00:11:56,200
So they're getting way more no's
than you.

346
00:11:56,700 --> 00:11:58,200
But it comes with a lot more wins
and yeses.

347
00:11:58,340 --> 00:12:00,137
Seriously, if you can boil down
your business and it's not where

348
00:12:00,137 --> 00:12:01,923
you want to be, you're not putting
enough offers out into the world

349
00:12:01,837 --> 00:12:02,669
directly in front of someone.

350
00:12:02,651 --> 00:12:03,561
You're not sending enough emails

351
00:12:03,561 --> 00:12:04,380
asking if they have questions.

352
00:12:04,440 --> 00:12:05,501
What can you do to help?

353
00:12:05,501 --> 00:12:06,600
Do you want to make your mortgage
tax deductible?

354
00:12:07,620 --> 00:12:10,775
Do you want to come to my webinar?
Do you want to jump on a call for

355
00:12:10,775 --> 00:12:13,774
an audit?
Do you want me to give you a no

356
00:12:13,774 --> 00:12:15,773
strings attached review of your
mortgage?

357
00:12:15,773 --> 00:12:19,718
Do you have a mortgage coming up
for a new, like you're not asking

358
00:12:19,618 --> 00:12:19,780
that.

359
00:12:19,780 --> 00:12:20,968
Same with your social.

360
00:12:20,968 --> 00:12:23,533
If you're putting content out
there and just hoping people are

361
00:12:23,533 --> 00:12:26,293
going to just reach out to you,
it's bonkers.

362
00:12:26,293 --> 00:12:29,284
It's your circle, really good
things start to happen.

363
00:12:29,184 --> 00:12:29,511
Yes.

364
00:12:29,511 --> 00:12:29,838
Hell yeah.

365
00:12:29,838 --> 00:12:36,665
You're going to get a lot of no's,
but you're going to get a lot of

366
00:12:36,665 --> 00:12:37,406
yeses.

367
00:12:37,406 --> 00:12:41,624
You're going to put money in the

368
00:12:41,624 --> 00:12:42,288
bank account.

369
00:12:42,288 --> 00:12:43,805
That's why we're doing this.

370
00:12:43,805 --> 00:12:44,758
Come on.

371
00:12:44,758 --> 00:12:46,364
It's a numbers game.

372
00:12:46,364 --> 00:12:49,706
I know you've heard that before,
but that's the biggest difference

373
00:12:49,706 --> 00:12:50,134
I've seen.

374
00:12:50,034 --> 00:12:52,071
The top producers put way more

375
00:12:52,071 --> 00:12:52,531
offers out.

376
00:12:52,531 --> 00:12:53,472
That's it.

377
00:12:53,472 --> 00:12:54,007
Nothing fancy.

378
00:12:54,007 --> 00:12:56,453
It just so happens they're using

379
00:12:56,453 --> 00:12:56,912
webinars.

380
00:12:56,912 --> 00:12:58,135
They're using social media.

381
00:12:58,135 --> 00:13:00,020
They're using database marketing.

382
00:13:00,020 --> 00:13:00,657
They're using phone calls.

383
00:13:00,657 --> 00:13:03,034
They're using things to put offers
in front of people.

384
00:13:03,034 --> 00:13:05,850
If you can count on your hand how
many offers you put in front of

385
00:13:05,850 --> 00:13:09,017
someone in a week, there's no way
you will grow your now in some of

386
00:13:09,017 --> 00:13:11,831
our groups putting out 20 to 40 a
day through social.

387
00:13:11,831 --> 00:13:12,177
Yeah.

388
00:13:12,177 --> 00:13:12,524
But guess what?

389
00:13:12,624 --> 00:13:13,332
Their pipeline's full.

390
00:13:13,332 --> 00:13:15,302
They're missing coaching calls now

391
00:13:15,302 --> 00:13:18,964
because they have too many calls
and too many applications to work,

392
00:13:18,964 --> 00:13:19,913
too much business.

393
00:13:19,913 --> 00:13:22,261
One of them has been a mortgage

394
00:13:22,361 --> 00:13:29,629
broker for six to eight months.

395
00:13:29,629 --> 00:13:30,524
So it's interesting.

396
00:13:30,624 --> 00:13:31,106
Okay.

397
00:13:31,106 --> 00:13:33,003
So I'm just going to share some

398
00:13:33,003 --> 00:13:33,071
things.

399
00:13:33,071 --> 00:13:34,670
That last person I talked about

400
00:13:34,670 --> 00:13:36,482
that went from 8.6 to 27 million,
and then now on pace for who

401
00:13:36,482 --> 00:13:38,591
knows, 9 million in the first two
months.

402
00:13:38,491 --> 00:13:40,228
40% of our business day once a
month.

403
00:13:40,228 --> 00:13:41,270
Ah, content day.

404
00:13:41,270 --> 00:13:43,297
If you've heard me talk, that's

405
00:13:43,297 --> 00:13:44,608
what we do.

406
00:13:44,508 --> 00:13:45,846
Content day once a month.

407
00:13:45,846 --> 00:13:47,412
Combination of videos and static
posts.

408
00:13:47,312 --> 00:13:48,650
Posts a lot inside Facebook
groups.

409
00:13:48,650 --> 00:13:51,529
Has hired someone to do all that.

410
00:13:51,629 --> 00:13:53,751
Editing and posting and uploading

411
00:13:53,651 --> 00:13:54,654
and content schedule.

412
00:13:54,754 --> 00:13:55,107
Sure.

413
00:13:55,007 --> 00:13:56,593
Investing in her business.

414
00:13:56,593 --> 00:13:59,030
Well over $ thousand bucks a month

415
00:13:59,030 --> 00:14:01,196
to get someone to do all that.

416
00:14:01,196 --> 00:14:02,798
She's not even doing DM.

417
00:14:02,798 --> 00:14:05,252
She's leaving money on the table
because guess what?

418
00:14:05,252 --> 00:14:09,500
Now she doesn't have a lead
problem.

419
00:14:09,500 --> 00:14:12,259
In her words, she gets four leads
a day.

420
00:14:12,259 --> 00:14:15,159
Four leads a day from realtors,
her database and social.

421
00:14:15,159 --> 00:14:18,250
Her Would database you and social.

422
00:14:18,250 --> 00:14:20,273
like four leads a day?

423
00:14:20,273 --> 00:14:21,621
And she works 12-hour days.

424
00:14:21,621 --> 00:14:23,962
And she doesn't take a lot of

425
00:14:23,962 --> 00:14:24,600
vacations.

426
00:14:31,240 --> 00:14:31,792
But she did 8.6 million.

427
00:14:31,709 --> 00:14:33,362
And And the amount of offers she
puts out there is intense.

428
00:14:33,362 --> 00:14:33,873
It's But it's hard awesome.

429
00:14:33,819 --> 00:14:33,878
work.

430
00:14:33,878 --> 00:14:34,547
It's freaking hard, man.

431
00:14:34,464 --> 00:14:34,807
It's really hard.

432
00:14:34,786 --> 00:14:35,548
But now her problem isn't leads.

433
00:14:35,548 --> 00:14:36,290
Now her problem is team.

434
00:14:36,290 --> 00:14:37,906
Hiring the right fulfillment
person, getting them trained up

435
00:14:37,906 --> 00:14:45,124
because that will solve, that's
the one problem that will solve

436
00:14:45,124 --> 00:14:47,306
many other in her business.

437
00:14:47,306 --> 00:14:48,720
Because now she's getting to the

438
00:14:48,620 --> 00:14:52,822
point, I wouldn't say burned out,
but you can just see Barb.

439
00:14:52,822 --> 00:14:55,930
It's not her name, but Barb, I can
see.

440
00:14:55,930 --> 00:14:57,918
I've been where you're at.

441
00:14:57,918 --> 00:14:59,753
I can see where you're juggling a

442
00:14:59,753 --> 00:15:00,647
lot of balls.

443
00:15:00,647 --> 00:15:03,324
That fulfillment will solve a lot

444
00:15:03,324 --> 00:15:06,631
of things and you know that and
we're going to talk about that in

445
00:15:06,631 --> 00:15:09,698
our next coaching session, right?
Because I know you have something

446
00:15:09,698 --> 00:15:10,039
to hire.

447
00:15:10,039 --> 00:15:11,185
So that's Barb.

448
00:15:11,185 --> 00:15:12,393
That's what she's doing.

449
00:15:12,393 --> 00:15:12,996
It's pretty phenomenal.

450
00:15:13,096 --> 00:15:13,667
Pretty simple.

451
00:15:13,667 --> 00:15:15,345
Oh, one other thing she's doing.

452
00:15:15,345 --> 00:15:15,412
Sorry.

453
00:15:15,412 --> 00:15:18,688
She does one webinar a month.

454
00:15:18,788 --> 00:15:22,612
She changes up the webinars and
she brings it out to her realtor

455
00:15:22,612 --> 00:15:32,462
circle and her database and just
says, come on to the webinar.

456
00:15:32,462 --> 00:15:35,364
And she doesn't even have drip
campaigns going out after the

457
00:15:35,364 --> 00:15:35,500
webinar.

458
00:15:37,760 --> 00:15:44,283
So today we laid out on our

459
00:15:44,283 --> 00:15:46,920
coaching call.'s like how can i
get people more people to the

460
00:15:47,820 --> 00:15:50,600
webinar last one i had 20 and i
got four renewal calls booked from

461
00:15:51,540 --> 00:15:55,300
it was a renewal webinar i'm like
that's really good it's really

462
00:15:55,250 --> 00:15:57,853
good but there's no follow-up so i
gave her this simple plan i said

463
00:15:57,739 --> 00:15:59,838
take your webinar your slide deck
it was probably 30 maybe 25 slides

464
00:15:59,838 --> 00:16:03,245
create sneak peek with some hooks
to get people to the webinar.

465
00:16:03,245 --> 00:16:08,048
So pull out two of the two slides,
put them up on your screen, record

466
00:16:08,148 --> 00:16:11,496
your screen and go, Hey, if you
want to run a hook, Hey, if you

467
00:16:11,455 --> 00:16:12,806
want to make the mistake, the
number one mistake, most people

468
00:16:12,806 --> 00:16:13,283
are renewal time.

469
00:16:13,283 --> 00:16:14,420
Hey, cause they signed the bank

470
00:16:14,420 --> 00:16:18,445
offer sent in the mail with no
consultation, no checking out the

471
00:16:18,345 --> 00:16:20,485
competition's offering, no advice,
just sign here.

472
00:16:20,585 --> 00:16:21,142
Press hard.

473
00:16:21,142 --> 00:16:22,359
Easy peasy.

474
00:16:22,259 --> 00:16:23,507
Banks counting on you.

475
00:16:23,507 --> 00:16:24,986
Don't make that mistakes.

476
00:16:24,886 --> 00:16:29,390
That's a slide in the slide deck
in the presentation of the

477
00:16:29,390 --> 00:16:30,171
webinar.

478
00:16:30,171 --> 00:16:31,343
She's showing that.

479
00:16:31,343 --> 00:16:31,832
Next email.

480
00:16:31,832 --> 00:16:33,657
Show something, a sneak peek of

481
00:16:33,657 --> 00:16:34,430
the webinar.

482
00:16:34,430 --> 00:16:37,723
Give them a hook of why they need

483
00:16:37,723 --> 00:16:38,133
to come.

484
00:16:38,133 --> 00:16:39,652
I'm going to show you a save money

485
00:16:39,652 --> 00:16:40,980
renewal time.

486
00:16:40,980 --> 00:16:42,313
It's way easier than you think.

487
00:16:42,313 --> 00:16:44,137
Here's an example of family I
helped.

488
00:16:44,137 --> 00:16:45,469
Scenario A was them.

489
00:16:45,469 --> 00:16:46,838
Scenario B is what I offered,

490
00:16:46,838 --> 00:16:47,925
which is renewal, go across the
street.

491
00:16:47,925 --> 00:16:51,180
Scenario C is we did a complete
refi to improve cash flow.

492
00:16:51,172 --> 00:16:53,766
But they were stuck on scenario A
and they could have just signed

493
00:16:53,764 --> 00:16:54,300
and missed out.

494
00:16:54,292 --> 00:16:55,018
That's a video.

495
00:16:55,018 --> 00:16:57,468
That gets people to the webinar.

496
00:16:57,468 --> 00:16:59,567
After the webinar, you've got this

497
00:16:59,567 --> 00:17:01,230
list of 20 people.

498
00:17:01,230 --> 00:17:03,575
You need to market to those 20

499
00:17:03,575 --> 00:17:05,404
people three times in a week.

500
00:17:05,404 --> 00:17:07,781
First one is you send to everyone

501
00:17:07,781 --> 00:17:10,113
who signed up, not just the people
who showed up.

502
00:17:10,113 --> 00:17:10,916
Everyone should get a recording.

503
00:17:10,916 --> 00:17:12,262
So those 20 people go into a three

504
00:17:12,262 --> 00:17:12,560
email drip.

505
00:17:12,661 --> 00:17:14,315
First one is just, hey, I hope you

506
00:17:14,315 --> 00:17:15,000
enjoyed the webinar.

507
00:17:15,020 --> 00:17:17,021
Give a quick testimonial in there

508
00:17:17,021 --> 00:17:19,493
and go, here's the recording of
the webinar.

509
00:17:19,394 --> 00:17:24,646
If you want to chat, there's a big
red easy button below that, which

510
00:17:24,546 --> 00:17:25,920
goes to your calendar.

511
00:17:25,920 --> 00:17:27,718
And they have a big red easy

512
00:17:27,718 --> 00:17:28,880
button as you're called to action
inside your email.

513
00:17:28,880 --> 00:17:34,284
And then the next two are sharing
stories of families you've helped.

514
00:17:34,184 --> 00:17:37,382
And if you haven't helped
families, then make up a family.

515
00:17:37,382 --> 00:17:38,400
Let's take the Johnson family, for
instance.

516
00:17:39,240 --> 00:17:41,193
Their bank gave them an offer of
549, five-year fixed.

517
00:17:41,193 --> 00:17:44,323
And if they were to come into my
world, this is how the

518
00:17:44,323 --> 00:17:45,522
conversation would go.

519
00:17:45,522 --> 00:17:46,745
And then why the five fixed?

520
00:17:46,745 --> 00:17:50,131
Why not a three or why not a two?
Why a variable?

521
00:17:50,131 --> 00:17:51,198
Are you still the same job?
Has something changed?

522
00:17:51,198 --> 00:17:54,815
Do you want to go back to school?
Do you have any unsecured debt?

523
00:17:54,769 --> 00:17:56,009
Are you looking to buy an
investment property?

524
00:17:56,009 --> 00:17:58,282
What's your main goal with this?
How are your finance?

525
00:17:58,282 --> 00:18:00,217
That's the journey I take the
Johnson family on.

526
00:18:00,217 --> 00:18:03,340
Or they could just sign here and
carry on with no advice.

527
00:18:03,340 --> 00:18:07,169
If you want me to look at your
scenario in 15 minutes, no strings

528
00:18:07,069 --> 00:18:09,525
attached, click the big red easy
button below this video.

529
00:18:09,525 --> 00:18:10,948
Right?
So three emails go out after.

530
00:18:10,948 --> 00:18:13,459
So this was the coaching session I
had with her.

531
00:18:13,459 --> 00:18:17,552
By the way, I'm not taking on
coaching students, but if you want

532
00:18:17,552 --> 00:18:20,616
me to coach you one-on-one,
message me on Instagram and just

533
00:18:20,716 --> 00:18:21,724
say, Ryan, I'm interested.

534
00:18:21,724 --> 00:18:22,180
Three-hour packages.

535
00:18:22,260 --> 00:18:23,286
I have a waiting list.

536
00:18:23,286 --> 00:18:24,826
I will be onboarding more students

537
00:18:24,826 --> 00:18:25,738
at some point.

538
00:18:25,738 --> 00:18:26,821
But if you're interested, let me

539
00:18:26,821 --> 00:18:30,301
know, because we can cut through a
lot of stuff, a lot of noise and

540
00:18:30,301 --> 00:18:33,491
save you a lot of time and get you
making money quicker.

541
00:18:33,491 --> 00:18:33,877
Okay.

542
00:18:33,977 --> 00:18:35,714
So this is an instance, she's

543
00:18:35,614 --> 00:18:39,743
running the webinar, doing the
social media, putting out offers

544
00:18:39,743 --> 00:18:43,729
out there, and she's going to go
from eight to 45, 50 million in

545
00:18:43,729 --> 00:18:44,355
two years.

546
00:18:44,355 --> 00:18:45,761
to be hiring fulfillment and has

547
00:18:45,761 --> 00:18:47,029
an admin assistant.

548
00:18:46,929 --> 00:18:47,513
It's pretty spectacular.

549
00:18:47,513 --> 00:18:49,739
I have another agent who I don't
have any more long stories like

550
00:18:49,739 --> 00:18:49,918
that.

551
00:18:49,918 --> 00:18:51,590
I'm just going to give you quick

552
00:18:51,590 --> 00:18:54,006
examples, but another agent who's
been licensed for less than one

553
00:18:54,006 --> 00:18:56,583
year and she puts out more offers
than people I know have been

554
00:18:56,583 --> 00:18:59,537
mortgage brokers for four years
already hitting up all Instagram,

555
00:18:59,537 --> 00:19:01,895
Facebook, and LinkedIn contacts,
not even looking for new contacts,

556
00:19:01,895 --> 00:19:03,687
people she's already connected
with, recording a video,

557
00:19:03,687 --> 00:19:06,396
introducing herself and what she
does for a living, and firing that

558
00:19:06,396 --> 00:19:09,620
out to 40 people a day across two
platforms, 10 and 10, and split

559
00:19:09,720 --> 00:19:10,997
testing and testing.

560
00:19:10,997 --> 00:19:12,699
And she's working on application,

561
00:19:12,699 --> 00:19:16,364
book calls, and getting in front
of realtors who she's opened,

562
00:19:16,364 --> 00:19:18,412
didn't even know they're a
realtor.

563
00:19:18,412 --> 00:19:19,495
Very simple, simple model.

564
00:19:19,395 --> 00:19:21,116
Another student who took one of

565
00:19:21,116 --> 00:19:24,639
our hooks, first off, this podcast
is brought to you by tea.

566
00:19:24,639 --> 00:19:27,314
That is green.

567
00:19:27,314 --> 00:19:29,022
Oh, it's just okay.

568
00:19:29,122 --> 00:19:33,107
I feel like I need water.

569
00:19:33,007 --> 00:19:34,240
One sec here, kids.

570
00:19:34,340 --> 00:19:34,778
I need water.

571
00:19:34,778 --> 00:19:36,817
I think my kids drank a little

572
00:19:36,717 --> 00:19:37,309
here's It's water.

573
00:19:37,409 --> 00:19:38,862
always Oh, a mystery one.

574
00:19:38,862 --> 00:19:40,589
what's in these bottles, what the
kids are at.

575
00:19:40,489 --> 00:19:40,549
Okay.

576
00:19:40,549 --> 00:19:40,851
I apologize.

577
00:19:40,851 --> 00:19:43,263
For those of you, if this is your
first podcast you've ever listened

578
00:19:43,263 --> 00:19:45,600
to with me, you're probably like,
what the hell?

579
00:19:45,500 --> 00:19:49,950
But once again, you just saw the
value I just spit out there,

580
00:19:50,050 --> 00:19:51,698
right?
Do you really care if I'm drinking

581
00:19:51,698 --> 00:19:56,215
water or tea?
If you do, that's a you problem.

582
00:19:56,215 --> 00:20:00,708
But you get what I'm saying?
It doesn't have to be perfect.

583
00:20:00,608 --> 00:20:02,579
You just have to get it done.

584
00:20:02,579 --> 00:20:04,550
So we have another student ran

585
00:20:04,650 --> 00:20:07,896
with one of the hooks of cash
damning, which is making your

586
00:20:07,896 --> 00:20:08,793
mortgage tax deductible.

587
00:20:08,793 --> 00:20:10,675
And he follows the show don't tell

588
00:20:10,675 --> 00:20:12,111
mentality, which is my favorite.

589
00:20:12,111 --> 00:20:14,336
And he went on social media and

590
00:20:14,336 --> 00:20:15,341
did 12 posts.

591
00:20:15,341 --> 00:20:19,222
And out of those 12 posts, he has,

592
00:20:19,222 --> 00:20:24,092
it's either 40 or 50 leads, which,
and right now $35,000 of

593
00:20:24,092 --> 00:20:25,596
applications from 12 posts.

594
00:20:25,696 --> 00:20:27,727
And he showed, don't tell, he

595
00:20:27,727 --> 00:20:29,920
showed examples of how you can
make your mortgage tax deductible

596
00:20:29,920 --> 00:20:39,249
and broke it in a simple manner
and green screened it and did a 60

597
00:20:39,149 --> 00:20:41,903
to 90 second video behind them on
social.

598
00:20:41,803 --> 00:20:45,872
It got so many people talking with
such a unique hook about how to

599
00:20:45,872 --> 00:20:51,412
make your mortgage tax deductible,
which is cash damming, by the way,

600
00:20:51,412 --> 00:20:54,605
which we teach in Strategy Hub, by
the way.

601
00:20:54,605 --> 00:20:56,611
He's got $35,000 worth of
applications here.

602
00:20:56,611 --> 00:21:01,567
Once again, this guy's a hustler.

603
00:21:01,467 --> 00:21:02,926
Let's call him need to be

604
00:21:02,826 --> 00:21:10,849
motivated, just needs to be shown
where to go and just help him not

605
00:21:10,803 --> 00:21:11,100
run into walls but he's going so
fast he's going to run into walls

606
00:21:17,600 --> 00:21:19,235
it's just he doesn't want head-on
collisions so we help him navigate

607
00:21:19,335 --> 00:21:21,555
that a lot of you aren't going
fast enough so even if I coach you

608
00:21:21,555 --> 00:21:23,380
on something you are never going
to hit the freaking wall anyways

609
00:21:23,380 --> 00:21:26,659
you are always going to stay in
the middle because you're going so

610
00:21:26,659 --> 00:21:28,917
slow and you're playing it so safe
and you're shoulder checking all

611
00:21:28,917 --> 00:21:31,600
the time and you're wondering if
you got the right tires on and

612
00:21:31,600 --> 00:21:33,382
what the air pressure is and
you're looking around my mirrors

613
00:21:33,382 --> 00:21:36,590
right do i buy a fire suit on is
my helmet right like i don't know

614
00:21:36,590 --> 00:21:38,830
and you're looking around, is my
mirrors right?

615
00:21:38,830 --> 00:21:41,893
Do I have my fire suit on?
Is my helmet right?

616
00:21:41,793 --> 00:21:42,432
Like, I don't know.

617
00:21:42,432 --> 00:21:44,673
And you're looking around, geez, I

618
00:21:44,573 --> 00:21:47,778
wonder if you I, know, should have
eaten that for breakfast.

619
00:21:47,778 --> 00:21:50,746
Meanwhile, the other people are
zoom, zoom, scraping walls, going

620
00:21:50,746 --> 00:21:54,002
around, getting better at the
track with help, coaching all

621
00:21:54,102 --> 00:21:55,668
around them and they're lapping
you.

622
00:21:55,668 --> 00:21:56,321
You're getting lapped.

623
00:21:56,321 --> 00:21:56,900
You are.

624
00:21:56,900 --> 00:22:00,706
A lot of you are just getting
lapped by people going so fast.

625
00:22:00,706 --> 00:22:02,179
You need to go fast because guess
what?

626
00:22:02,179 --> 00:22:03,172
You'll learn quicker.

627
00:22:03,172 --> 00:22:05,244
You make way more mistakes way

628
00:22:05,244 --> 00:22:05,417
quicker.

629
00:22:05,417 --> 00:22:07,389
You fall on your ass way quicker.

630
00:22:07,389 --> 00:22:07,993
You fall down.

631
00:22:07,993 --> 00:22:09,706
You suck at what you do.

632
00:22:09,606 --> 00:22:14,195
You realize I don't want to do
that because I did it a hundred

633
00:22:14,095 --> 00:22:14,278
times.

634
00:22:14,278 --> 00:22:15,559
I don't like it.

635
00:22:15,559 --> 00:22:19,841
I don't like the way it made me
feel.

636
00:22:19,841 --> 00:22:25,230
I'm going to switch gears and go
over here.

637
00:22:25,230 --> 00:22:28,520
but if you're doing things that
three at a time five at a time and

638
00:22:28,520 --> 00:22:32,616
it takes you six weeks to get to
the hundred where the other person

639
00:22:32,616 --> 00:22:38,131
takes them three days like who do
you think's farther along right so

640
00:22:38,131 --> 00:22:42,966
love that bob what's going bob
then we have another girl let's

641
00:22:42,966 --> 00:22:46,654
call her j. She finally did her
first webinar and she's been

642
00:22:46,654 --> 00:22:47,785
hustling her ass off.

643
00:22:47,785 --> 00:22:49,144
Like very motivated, working

644
00:22:49,144 --> 00:22:49,329
remotely.

645
00:22:49,329 --> 00:22:50,379
Ran her first webinar.

646
00:22:50,379 --> 00:22:51,861
Had 14 people sign up.

647
00:22:51,861 --> 00:22:52,712
It was on Cashdaming.

648
00:22:52,712 --> 00:22:53,916
Had 10 people show up.

649
00:22:53,916 --> 00:22:55,922
Screwed up how to use the chat

650
00:22:55,922 --> 00:22:56,953
function on Zoom.

651
00:22:56,953 --> 00:22:57,649
People couldn't ask questions.

652
00:22:57,649 --> 00:22:58,466
Screwed it up.

653
00:22:58,466 --> 00:22:58,943
That's okay.

654
00:22:58,943 --> 00:23:00,236
All 14 people signed up.

655
00:23:00,236 --> 00:23:02,670
All 10 showed up or 10 of those

656
00:23:02,651 --> 00:23:03,405
showed up and they were all
referrals from realtors.

657
00:23:03,390 --> 00:23:04,052
This was her first webinar.

658
00:23:03,976 --> 00:23:04,784
The first of many.

659
00:23:04,684 --> 00:23:05,947
She ran into some walls, but the
next one, she's not going to hit

660
00:23:05,947 --> 00:23:06,617
as many walls.

661
00:23:06,471 --> 00:23:07,102
She's going to keep going.

662
00:23:07,087 --> 00:23:07,950
She's like, I get it now.

663
00:23:08,011 --> 00:23:08,404
I get it.

664
00:23:08,258 --> 00:23:09,000
I see the model.

665
00:23:09,000 --> 00:23:12,600
i see the model i get it i'm like

666
00:23:12,500 --> 00:23:17,070
yeah yes please stay with it
another one a smaller one but this

667
00:23:17,070 --> 00:23:21,744
was a seasoned agent who's been
around a while just sort of got

668
00:23:21,644 --> 00:23:25,033
like that fat turkey style where
just like stopped working because

669
00:23:25,033 --> 00:23:30,012
maybe fat turkey's the wrong way
he's not a fat turkey but you get

670
00:23:30,112 --> 00:23:32,974
it Just like you've been eating so
much.

671
00:23:33,074 --> 00:23:34,474
You're like, you're full.

672
00:23:34,474 --> 00:23:35,242
You're not starving.

673
00:23:35,342 --> 00:23:37,315
You're not hungry with all the
deals.

674
00:23:37,315 --> 00:23:40,287
And then you're like, oh shit, I
got to like re-look at some

675
00:23:40,287 --> 00:23:40,650
things.

676
00:23:40,650 --> 00:23:41,737
And he just took a couple little

677
00:23:41,737 --> 00:23:42,410
things from the coaching.

678
00:23:42,410 --> 00:23:43,290
And what he took, because

679
00:23:43,290 --> 00:23:44,943
everyone's going to take different
things.

680
00:23:44,943 --> 00:23:48,023
He took how to use hooks to open
up conversations with realtors and

681
00:23:48,023 --> 00:23:49,517
clients and how to bring those in
discovery calls.

682
00:23:49,517 --> 00:23:52,039
So instead of just telling people
you do refinances, people don't

683
00:23:52,039 --> 00:23:53,459
know what that is.

684
00:23:53,459 --> 00:23:55,746
They don't know why it benefits

685
00:23:55,746 --> 00:23:56,062
them.

686
00:23:56,062 --> 00:23:57,799
Instead, you're going to tell

687
00:23:57,799 --> 00:24:02,248
them, I can help you save $500 to
$1,000 a month in cash flow.

688
00:24:02,248 --> 00:24:04,135
I can reduce your expenses by
that.

689
00:24:04,135 --> 00:24:06,381
15 minutes, no strings attached.

690
00:24:06,381 --> 00:24:08,336
Let me take a look.

691
00:24:08,336 --> 00:24:12,209
Instead of telling realtors,
you're going to do a first-time

692
00:24:12,209 --> 00:24:13,280
homebuyer seminar.

693
00:24:14,480 --> 00:24:16,070
Tell the realtor, hey, I'm going

694
00:24:16,070 --> 00:24:17,739
to run a first-time homebuyer
seminar.

695
00:24:17,739 --> 00:24:20,680
The goal is to get you five new
deals in 2024.

696
00:24:20,680 --> 00:24:24,646
So if you bring your clients, be
five new deals for you.

697
00:24:24,746 --> 00:24:26,399
We'll find five deals in your
database.

698
00:24:26,299 --> 00:24:28,415
I know from running enough
webinars, one out of every seven

699
00:24:28,415 --> 00:24:34,776
people you bring will close and do
a deal in the first six months.

700
00:24:34,776 --> 00:24:38,332
If you tell a realtor that, that's
a great hook.

701
00:24:38,332 --> 00:24:39,181
And it's true.

702
00:24:39,081 --> 00:24:40,714
If you keep going with it, those

703
00:24:40,814 --> 00:24:42,211
numbers don't we have another
lady.

704
00:24:42,311 --> 00:24:43,892
Let's call her, I don't know,
Georgina.

705
00:24:43,992 --> 00:24:46,026
I don't know why the names are
getting complicated.

706
00:24:45,926 --> 00:24:46,943
Let's call her Georgina.

707
00:24:46,943 --> 00:24:48,384
So Georgina is, once she's just

708
00:24:48,384 --> 00:24:49,486
go, go, go.

709
00:24:49,486 --> 00:24:51,520
And I'm like, oh, so awesome.

710
00:24:51,520 --> 00:24:55,055
And she's trying so many things
and she's getting so frustrated.

711
00:24:55,055 --> 00:24:58,628
And we eventually had to step back
and go, what's the pipeline look

712
00:24:58,628 --> 00:25:00,856
like?
How many deals have you done?

713
00:25:00,856 --> 00:25:03,458
And she's like, oh, no, no, no,
no. It's working, Ryan.

714
00:25:03,458 --> 00:25:04,771
I used to do Google ads.

715
00:25:04,771 --> 00:25:07,095
I used to spend $30,000 a year in

716
00:25:07,095 --> 00:25:07,600
Google ads.

717
00:25:07,600 --> 00:25:09,440
This is working so well, I shut

718
00:25:09,440 --> 00:25:09,980
that off.

719
00:25:10,000 --> 00:25:10,656
I don't do that anymore.

720
00:25:10,656 --> 00:25:11,077
I do this.

721
00:25:11,077 --> 00:25:13,430
In the past eight months, I have a

722
00:25:13,430 --> 00:25:13,830
full pipeline.

723
00:25:13,830 --> 00:25:15,130
I work long days and it's

724
00:25:15,130 --> 00:25:17,753
complicated and it's hard, but I
keep my head down.

725
00:25:17,753 --> 00:25:21,862
I trust the process and my
pipeline complicated and it's but

726
00:25:21,862 --> 00:25:24,951
I keep my head down.

727
00:25:24,951 --> 00:25:26,109
hard, She's in her database

728
00:25:26,109 --> 00:25:28,218
starting webinars over and over
and over again.

729
00:25:28,218 --> 00:25:29,557
marketing, Some of you it has
already.

730
00:25:29,657 --> 00:25:32,760
You're just listening to which is
listen, It's going to click cool.

731
00:25:32,760 --> 00:25:35,785
for all of Some of you it has you.

732
00:25:35,685 --> 00:25:36,400
You're just listening already.

733
00:25:36,400 --> 00:25:37,561
to which is cool.

734
00:25:37,561 --> 00:25:38,912
listen, It's going to click for

735
00:25:38,912 --> 00:25:41,114
all of you at some point.

736
00:25:41,014 --> 00:25:43,094
Now, here's the cool part about

737
00:25:43,094 --> 00:25:43,203
coaching.

738
00:25:43,203 --> 00:25:45,211
I teach a lot of different things.

739
00:25:45,111 --> 00:25:47,556
I teach you simple business
models, simple prospecting models.

740
00:25:47,456 --> 00:25:48,655
I teach you webinar models.

741
00:25:48,655 --> 00:25:49,255
I teach advanced mortgage

742
00:25:49,255 --> 00:25:51,914
strategies that are really hard to
learn.

743
00:25:51,914 --> 00:25:54,678
We stack strategy on top of
strategies and we teach you that.

744
00:25:54,678 --> 00:25:59,064
I teach social media, how to
record your script, how to make

745
00:25:59,064 --> 00:26:02,650
your script, how to record it, how
to do the editing, how to post it,

746
00:26:02,650 --> 00:26:04,664
when to post it, what platform,
how to prospect through DMs, how

747
00:26:04,650 --> 00:26:05,580
to build a posting schedule.

748
00:26:06,360 --> 00:26:08,055
See, I coach on a lot of different

749
00:26:08,055 --> 00:26:11,069
things each and every person comes
into my world and they pick out

750
00:26:11,069 --> 00:26:19,515
things here and there it's like
they're at the grocery store

751
00:26:19,515 --> 00:26:23,260
they're picking out what they want
some are like ryan what should i

752
00:26:24,020 --> 00:26:33,700
do and i'm like well try that path
and some are but i'm like go and

753
00:26:33,800 --> 00:26:37,819
try them all and then you as a
responsible business owner the ceo

754
00:26:37,819 --> 00:26:40,529
of your company decide which one
works for you.

755
00:26:40,529 --> 00:26:42,473
I could pigeonhole myself and go
into one little niche.

756
00:26:42,473 --> 00:26:42,819
I could.

757
00:26:42,814 --> 00:26:44,103
And probably build a very nice

758
00:26:44,203 --> 00:26:44,666
coaching business.

759
00:26:44,666 --> 00:26:46,096
But I chose not to.

760
00:26:46,196 --> 00:26:49,567
I chose to go a little wider
because I have very good skill

761
00:26:49,567 --> 00:26:52,255
sets in a lot of these areas.

762
00:26:52,255 --> 00:26:53,845
And I can help build the marketing

763
00:26:53,845 --> 00:26:54,828
around it for you.

764
00:26:54,828 --> 00:26:56,270
Marketing can be wider.

765
00:26:56,270 --> 00:27:01,050
And then you choose what path you
want to go on and we'll help you

766
00:27:01,050 --> 00:27:01,556
get there.

767
00:27:01,556 --> 00:27:01,845
Right?

768
00:27:01,845 --> 00:27:03,796
Social, webinars, database
marketing, crushing your discovery

769
00:27:03,796 --> 00:27:05,000
call, basic prospecting, more
complicated prospecting, hosting

770
00:27:04,890 --> 00:27:05,000
an event, in person, live, like
advanced strategies, like this

771
00:27:04,973 --> 00:27:05,000
kind of stuff.

772
00:27:04,985 --> 00:27:15,596
But you don't know until, and

773
00:27:15,549 --> 00:27:15,600
there's not one size that fits
all.

774
00:27:15,589 --> 00:27:25,275
So you need to come in and you
need to play around and check

775
00:27:25,125 --> 00:27:25,413
things out and then decide which
one you want to go deep on.

776
00:27:25,397 --> 00:27:25,740
And every person in here, they're
finding their lane.

777
00:27:25,574 --> 00:27:31,422
They're finding which surface they
like to play tennis on.

778
00:27:31,422 --> 00:27:32,730
I don't know where I come up with
these analogies.

779
00:27:32,730 --> 00:27:33,032
I don't.

780
00:27:33,032 --> 00:27:33,514
I just do.

781
00:27:33,475 --> 00:27:34,330
It's one of my superpowers.

782
00:27:34,321 --> 00:27:35,216
I have like four superpowers.

783
00:27:35,206 --> 00:27:36,474
This is one of them.

784
00:27:36,374 --> 00:27:37,921
You know, you got the tennis

785
00:27:37,921 --> 00:27:42,314
players, you got hard court, then
you have clay and you have grass.

786
00:27:42,314 --> 00:27:44,220
And then there's like indoor,
indoor, outdoor.

787
00:27:44,220 --> 00:27:47,990
So all of those very, very rarely
does someone come along and crush

788
00:27:47,990 --> 00:27:49,083
it on all.

789
00:27:49,183 --> 00:27:51,644
You've got your clay expert, which

790
00:27:51,544 --> 00:27:52,000
was Nadal.

791
00:27:52,000 --> 00:27:53,585
Then you have your grass expert,

792
00:27:53,685 --> 00:27:54,450
which was Federer.

793
00:27:54,449 --> 00:27:55,879
And then you have hardcourt, which

794
00:27:55,780 --> 00:27:56,744
was Djokovic.

795
00:27:56,644 --> 00:27:58,657
If you know tennis, you know what

796
00:27:58,657 --> 00:27:59,742
I'm talking about.

797
00:27:59,842 --> 00:28:01,827
And then some of them cross over

798
00:28:01,827 --> 00:28:03,246
here and there.

799
00:28:03,246 --> 00:28:05,165
But usually there's some people,

800
00:28:05,165 --> 00:28:08,378
Spaniards are very good on clay,
but not so good hard courts where

801
00:28:08,378 --> 00:28:11,520
they grow up playing some people
are really good on grass the same

802
00:28:11,520 --> 00:28:13,755
thing with this some of you are
going to be grass court players

803
00:28:13,755 --> 00:28:17,957
but you got to go play on the
circuit and figure it out and you

804
00:28:17,957 --> 00:28:22,843
also need to play on the circuit
they They play all of the

805
00:28:22,843 --> 00:28:23,360
surfaces.

806
00:28:23,360 --> 00:28:26,045
But you might knock one out of the

807
00:28:26,045 --> 00:28:29,360
park and just be okay at the
others, but that's okay.

808
00:28:29,540 --> 00:28:30,541
You need to be okay.

809
00:28:30,530 --> 00:28:33,504
Otherwise, you won't move up the

810
00:28:33,504 --> 00:28:33,920
world rankings.

811
00:28:34,020 --> 00:28:35,225
So I want to share that.

812
00:28:35,225 --> 00:28:37,634
Let me see if I have another one
here.

813
00:28:37,634 --> 00:28:38,059
Okay, last one.

814
00:28:38,059 --> 00:28:39,623
Yes, last one here.

815
00:28:39,623 --> 00:28:40,331
Let's call him Billy.

816
00:28:40,331 --> 00:28:40,984
Billy Bob.

817
00:28:40,984 --> 00:28:41,582
We had Bob.

818
00:28:41,582 --> 00:28:43,540
Now this is Billy Bob.

819
00:28:43,840 --> 00:28:47,420
So this agent's two years in and
he came to me and he said, Ryan,

820
00:28:47,420 --> 00:28:53,389
what should I do?
And I said, it's not for me to

821
00:28:53,489 --> 00:28:55,766
judge what you should do.

822
00:28:55,866 --> 00:28:57,697
What have you already done?

823
00:28:57,797 --> 00:29:04,190
What do you like?
Let's start there.

824
00:29:04,190 --> 00:29:06,059
He runs through it all.

825
00:29:06,059 --> 00:29:07,240
I'm like, okay.

826
00:29:07,340 --> 00:29:10,780
I'm like, have you tried webinars?
He's like, ah, I don't know what

827
00:29:10,780 --> 00:29:12,136
to do, but I said, okay.

828
00:29:12,136 --> 00:29:14,263
Can you commit to it for six

829
00:29:14,263 --> 00:29:16,422
months?
Like that's all you do is try to

830
00:29:16,422 --> 00:29:20,133
get people to a webinar, host a
webinar, build an email campaign

831
00:29:20,233 --> 00:29:24,646
to follow up after the webinar,
build a marketing campaign to get

832
00:29:24,546 --> 00:29:25,363
people to webinar.

833
00:29:25,363 --> 00:29:26,794
And let's start with realtors and

834
00:29:26,894 --> 00:29:28,023
referral partners and get them
there.

835
00:29:28,122 --> 00:29:31,156
And then let's like market after
and let's run not one a month.

836
00:29:31,156 --> 00:29:34,083
Let's run one a quarter and let's
pick two or three topics and cycle

837
00:29:34,083 --> 00:29:34,322
through.

838
00:29:34,322 --> 00:29:36,393
And the appeal to referral

839
00:29:36,393 --> 00:29:40,951
partners will be, we're going to
appeal to your database from

840
00:29:40,951 --> 00:29:43,661
different angles to try and find
you business.

841
00:29:43,661 --> 00:29:46,533
That's why you need to bring
people.

842
00:29:46,533 --> 00:29:47,226
That model.

843
00:29:47,226 --> 00:29:49,084
Does that model?

844
00:29:49,084 --> 00:29:53,029
Can we do that model?
Yeah, I like to do that model.

845
00:29:53,029 --> 00:29:58,975
Okay, he's been running this model
for I'd say probably nine months

846
00:29:58,975 --> 00:29:59,881
now, eight or nine months.

847
00:29:59,947 --> 00:30:01,424
And he hasn't quit it because he's

848
00:30:01,324 --> 00:30:01,929
like, I see it.

849
00:30:01,929 --> 00:30:02,548
I like it.

850
00:30:02,534 --> 00:30:02,859
It's awesome.

851
00:30:02,959 --> 00:30:09,550
And now he's layered on the social

852
00:30:09,550 --> 00:30:10,504
on top of it to help push people.

853
00:30:10,504 --> 00:30:11,548
But he started with figuring out

854
00:30:11,495 --> 00:30:12,025
his webinar model.

855
00:30:11,972 --> 00:30:12,942
And I helped him get there.

856
00:30:12,926 --> 00:30:14,907
And then how do we fill the room?
I helped him get there.

857
00:30:14,907 --> 00:30:18,402
How do we market to people after I
helped him get there?

858
00:30:18,402 --> 00:30:22,116
Then let's do we fill the room?
I helped them get How there.

859
00:30:22,116 --> 00:30:25,883
do we market to people after I
helped them get there?

860
00:30:25,883 --> 00:30:27,649
Then let's put on the social,
which will just help build your

861
00:30:27,649 --> 00:30:28,841
brand and get more people to
webinar.

862
00:30:28,841 --> 00:30:29,784
And so we did that.

863
00:30:29,784 --> 00:30:31,772
And so he started to see results

864
00:30:31,772 --> 00:30:35,992
the past six months, took him
three months of really getting his

865
00:30:35,992 --> 00:30:36,110
ground going.

866
00:30:36,094 --> 00:30:42,410
And in the six months of doing, he

867
00:30:42,310 --> 00:30:45,442
did two webinars in those six
months with all the follow-up

868
00:30:45,442 --> 00:30:48,315
emails where he makes as much or
more money in the follow-up emails

869
00:30:48,315 --> 00:30:50,020
with people as he does people who
actually show up.

870
00:30:50,020 --> 00:30:50,947
He's done 27 million.

871
00:30:50,947 --> 00:30:51,267
27 million.

872
00:30:51,267 --> 00:30:51,942
64 deals from the webinars.

873
00:30:51,942 --> 00:30:52,026
Yeah.

874
00:30:52,026 --> 00:30:52,521
You're like, whoa.

875
00:30:52,490 --> 00:30:52,617
Yeah.

876
00:30:52,617 --> 00:30:53,096
be motivated.

877
00:30:52,996 --> 00:30:54,220
Puts out a ton of offers through

878
00:30:54,220 --> 00:30:55,846
all his social, all his contacts,
all his emails.

879
00:30:55,846 --> 00:30:57,133
Stuck to one model for six months.

880
00:30:57,033 --> 00:30:57,233
Right?

881
00:30:57,208 --> 00:30:58,249
So that's it.

882
00:30:58,249 --> 00:30:59,934
I wanted to share some stories

883
00:30:59,934 --> 00:31:00,393
with you.

884
00:31:00,493 --> 00:31:01,925
Hopefully you found some stuff in

885
00:31:01,925 --> 00:31:02,155
there.

886
00:31:02,155 --> 00:31:03,150
I'm sure you did.

887
00:31:03,150 --> 00:31:05,407
If you have questions, hit me up
on Instagram.

888
00:31:05,407 --> 00:31:09,832
some stuff in I'm sure you If you
have hit me up on I might answer.

889
00:31:09,832 --> 00:31:10,235
there.

890
00:31:10,235 --> 00:31:10,369
did.

891
00:31:10,369 --> 00:31:10,907
questions, Instagram.

892
00:31:11,007 --> 00:31:11,544
too.

893
00:31:11,444 --> 00:31:11,847
hi, Okay.

894
00:31:11,847 --> 00:31:13,728
This was a longer one,