244: The #1 Reason I Was a Successful Broker

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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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morning.

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Welcome to the Mortgage Game

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Podcast.

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West Coast Wiley here here let's

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get into it this will probably be
a shorter podcast maybe maybe who

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knows we don't know these are all
unscripted by the way so you could

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probably tell um so there's a
motto you've heard me say many

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probably hundreds of times if you
listen to these podcasts and oh my

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goodness and we're in our.

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I'm going to get into what the

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motto is.

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And I'm going to give you examples

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of how to use this and why you
should use this.

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And literally game changer for my
mortgage business.

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So we're in these accountability
groups in the morning and we're in

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strategy hub and we're going
through these trainings.

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And it's just like, keeps banging
me over the head.

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Like, boom, keep those words.

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I just keep saying them over and

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over and over again.

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I sit here and I go, I think I

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need to do more on this topic.

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And the reason being is it can

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flip your mortgage business upside
down for the better very quickly.

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You can use this for your client
journey, for your marketing, for

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so many things in your business,
but we don't realize it.

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And so the motto is show, don't
tell.

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I know you've heard me say this a
lot.

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And obviously, you know what that
means.

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It means you're showing people
things instead of just telling

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them.

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Like, think about it.

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When you go Google something,
change a kitchen faucet, I'm not

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going to the spot where Google is
going to come back with all these

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things.

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I'm going to go to the ones with

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the videos.

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I want to show me what you're

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doing.

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I don't want to read paragraphs on

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top of paragraphs of stuff and go
back and reread.

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I want to just start, stop, and
watch.

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That is why YouTube is the second
biggest search engine.

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It's because they're showing you
things.

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A lot of people go there and try
to understand how to do things.

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I can't tell you how many times I
fix things in the house just from

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YouTube, YouTube and a wrench.

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I'm like, oh, I guess I didn't

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need to call someone.

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I just watched this video three

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times, right?
But in our mortgage business, we

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sort of skirt over it.

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There's opportunities every single

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day that you are doing something
that you should slow down.

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If you're not putting it on a
storyboard and going to go make a

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video about it on content day,
then slow down.

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Showcase something there, right
there.

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However you're presenting numbers
to people.

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So I'm just going to throw some
ideas at you, stuff that we've

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done and why I'm coming to this
topic now.

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And I'm going to host training on
this, the show don't tell ways and

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actually give live things to do to
improve your mortgage business, is

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we're an accountability group
right now with people building an

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email marketing machine.

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And it's all built around mostly

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videos you're sending out to your
database.

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And we're going down the path of,
hey, some of you should do show

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don't tell videos.

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It should actually be everybody

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does it.

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And that's where I'm going with

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this.

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In my head, I'm the training.

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It's coming.

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I'm going to build that out.

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It's going to be just done for
you, not done for you, but show

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and tell videos.

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And so a bunch of brokers are

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doing these videos and then
they're showing them to the group.

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And I'm like, oh, and it's just
like, makes me feel warm and fuzzy

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and makes me want to go back into
brokering.

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makes me feel warm and fuzzy and
makes me want to go back into

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brokering.

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Something as simple as writing

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numbers down on a piece of paper
going 6,400, current mortgage

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payment, renewal offer from the
bank, going to jump you up to

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8,000.

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Plus you've got debt, which jumps

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you up to 9,000.

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Well, guess what?

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Rejig some things with your
mortgage.

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We've packaged, traded a high
interest debt for low interest

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debt, packaged it all up, and we
put your amortization back up to

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30 years.

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Why do we do that?

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To get your payments low, we're
going to take two steps back to

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take 10 forward.

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And two years from now, we will

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come back.

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We'll put you in a two or three

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year.

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We'll come back and reevaluate

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that and get your mortgage back on
track.

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But right now it's cashflow
management because everything's so

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expensive.

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And so this scenario here gets you

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down to 77,200, which is $1,800 a
month in savings.

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Like we have students doing this,
writing with a pen on a piece of

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paper and then talking through it.

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So they start in the video going,

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hey, don't sign the renewal
letter.

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And then they go, well, I'll show
you.

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And they go down to a piece of
paper and it's written out.

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It can be something that simple.

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The dynamic of watching that

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video, the journey you go on, it's
dramatically different than me

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just sitting in front of a camera
trying to explain how I saved a

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client $800 a month and walking.

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And then we did this, then we did

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that.

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Like you lose people, you lose

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them.

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And so we're seeing that.

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And then we're seeing other people
map out the flow of a purchase

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plus improvement and walk through
that and i'm like oh it's so

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amazing because you're just
yambling on about stuff it's tough

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to keep someone's attention for 45
60 a minute and a half please

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don't try a minute and a half
video where there's no visuals and

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it's just you talking you're
putting a lot of stress on you.

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Like your scripting should be your
delivery should be tight, tight,

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your inflection up and down within
the video should be good.

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You should have personality and
charisma.

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Like you got to be on point with
things.

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Like to keep someone's attention
so they're just not bored as F

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after the 90 seconds, that is
really hard to do.

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But if you have something on the
screen and you're in a little

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bubble in the corner and you're
using loom or bomb bomb lots of

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softwares to do this and you're
recording you talk through things

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on the screen a minute and a half
goes by and you're like i want

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more you can get by with a minute
and a half videos right so we're

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seeing this a lot in
accountability groups a lot of

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people are there coming up these
videos and it just makes me so

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happy.

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And I'm like, I need to talk about

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this more.

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I need to give way more examples.

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And that's just in the marketing.

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One sec here.

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This podcast is brought steep T
from Tim Hortons today yeah i'm

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showing my age here geez is that
where i'm at right now in life oh

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i guess so so there's so many
other ways to use the show don't

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tell videos and i don't want to
say we mastered it because we were

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never like 10 out of 10 on
anything but one thing we were 10

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out of 10 is we just kept going in
our business we that's why a lot

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of why we did so well we just
never stopped other people tried

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things and then stopped and
they're like yeah i'm on that and

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i'm like yeah i'm just what's that
saying you you never give up if

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you never stop something like that
right you never lose if you don't

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stop i don't know what the saying
is i always butcher those but you

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get the point the point is these
show don't tell videos.

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We master them in our client
journey.

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And then we use them in our email
marketing.

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And then we would take the
webinars we would do.

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And we would just have a slide
deck now.

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So we would have nine, 10 videos
that we would just show the one or

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two slides and make a minute,
minute and a half video.

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And that started to become our
email marketing.

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We're just showing people what
we're doing.

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We're showing people about the
thing.

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So if I did a webinar over here,
if I have a first time home buyer

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webinar kicking around, I'm going
and I want to make videos on that

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and send it out to my social and
my email.

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I'm just going to put up one or
two slides at a time on a screen

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and press record and talk my way
through the slot.

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It's sitting right there.

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So in our client journey, the show

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don't tell mentality, every single
pre-approval got a video of a

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custom budget.

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We just, I don't care what you put

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down, numbers in an email,
whatever you're doing.

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And if they get a custom video
showing them the numbers, showing

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them the breakdown, showing them
their land transfer tax, showing

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them the rebate, showing where the
deposit goes, showing how that

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isn't part of the down payment,
showing what a potential appraisal

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and legal costs are, showing a
scenario of $625,000 and $650,000

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purchase price.

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Like showing, don't tell.

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So we'd send that to people and
we'd CC the realtor and they'd be

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like, this is phenomenal.

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I've never seen anything like

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this.

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The realtors are like, this is so

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cool.

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And I'm like, yeah, it's just a

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video of a spreadsheet.

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So then they go out shopping and

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they're like, hey, we want to look
at these four properties.

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And we go, hey, send us the MLS
listings.

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Oh no, just give me the budget and
I'll change it.

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No, no, no, no. White glove
concierge style business.

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We got that for you.

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That's what we do.

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Cause literally this is me
whispering to you.

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It takes us one minute.

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But the perception on their end is

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that they feel like they're
bothering me.

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And they feel the law of
reciprocity kicking in because

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they have to keep coming back to
me every time.

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So then we go and build a budget
with property A, B, C, D with the

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address.

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And we just pull the info from

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MLS.

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And then we give it to them.

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Show, don't tell.

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We go, hey, you're pre-approved

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for these.

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And here are the numbers and then

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guess what i want to put an offer
in on property this one 21 smith

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street perfect what do you want
put in for your offer 615 not a

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penny more okay here's a budget
615 i also put it up to 625 and

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635 not saying you're going there
just want to show you what those

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numbers look like show don't tell
here you go send to the realtor.

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Guess what?
They get in negotiations.

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615.

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Oh, they counter back.

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They'll take 622. 625.

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What do those numbers look like?

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Don't know.

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Maybe we call Ryan.

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No, we don't have to.

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He already gave us a budget.

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Oh, I don't have to call him on
Wednesday at 930 o'clock at night

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00:09:04,260 --> 00:09:06,818
and go, hey, are we pre-approved?
And what are our monthly payments?

247
00:09:06,818 --> 00:09:10,413
We've And then once they buy the
property, then we come back and we

248
00:09:10,413 --> 00:09:11,875
go, strategy call.

249
00:09:11,875 --> 00:09:13,467
Strategy, strategy, We only have a

250
00:09:13,467 --> 00:09:17,777
strategy call when we have a live
file, when we have money to be

251
00:09:17,777 --> 00:09:19,873
made, all the other stuff are
discovery calls and budgets and

252
00:09:19,873 --> 00:09:20,215
videos.

253
00:09:20,215 --> 00:09:21,582
And we protect our time and

254
00:09:21,582 --> 00:09:24,174
because we communicate through
video and so now we've made the

255
00:09:24,174 --> 00:09:27,520
strategy call so now we throw up
their 622 accepted offer on the

256
00:09:28,680 --> 00:09:33,732
screen in a budget and guess what
we jump on a call and we jump on a

257
00:09:33,732 --> 00:09:36,594
loom and we're there or if they're
not on or sorry a zoom if they're

258
00:09:36,594 --> 00:09:39,141
not on zoom then there's not a
phone call but they have the

259
00:09:39,141 --> 00:09:43,097
budget in front of them because
they have a link to it and we go

260
00:09:43,097 --> 00:09:49,652
through it line by line we show
don't tell them what their numbers

261
00:09:49,613 --> 00:09:58,736
are going to be and then they're
like hey we want to look at

262
00:09:58,698 --> 00:10:00,820
variable so then we do copy column
paste right beside it we put in

263
00:10:00,791 --> 00:10:05,011
the fixed rate so we have a fixed
and a variable next to each other

264
00:10:05,011 --> 00:10:09,975
then we go hey we want to see the
25 verse 30 around so then we

265
00:10:09,975 --> 00:10:14,690
change that we show them those
options and hey i want you to map

266
00:10:14,690 --> 00:10:19,491
out scotia bank td bank and mcap i
want to see those 25 versus 30

267
00:10:19,491 --> 00:10:19,700
around.

268
00:10:19,700 --> 00:10:21,225
So then we change that and we show

269
00:10:21,225 --> 00:10:21,929
them those options.

270
00:10:21,929 --> 00:10:23,454
And hey, I want you to map out

271
00:10:23,454 --> 00:10:24,461
Scotiabank, TD Bank, and MCAP.

272
00:10:24,461 --> 00:10:25,473
I want to see those three options

273
00:10:25,473 --> 00:10:26,305
and what the differences are.

274
00:10:26,274 --> 00:10:27,201
And then we put below prepayment

275
00:10:27,201 --> 00:10:28,223
privileges, potential mortgage
penalties, low, medium, or high.

276
00:10:28,220 --> 00:10:29,652
We put together in the spreadsheet
below the budget.

277
00:10:29,649 --> 00:10:30,830
And it's just X's in it.

278
00:10:30,831 --> 00:10:32,489
Hey, is there a home equity line?

279
00:10:32,489 --> 00:10:33,831
No, no home equity line.

280
00:10:33,831 --> 00:10:35,173
This lender doesn't have it.

281
00:10:35,173 --> 00:10:36,664
This one over here does.

282
00:10:36,664 --> 00:10:37,260
Interest rates this.

283
00:10:37,260 --> 00:10:37,687
Here's that.

284
00:10:37,668 --> 00:10:38,439
So we start showing and don't

285
00:10:38,439 --> 00:10:38,489
telling.

286
00:10:38,484 --> 00:10:39,727
And then they slowly just start

287
00:10:39,708 --> 00:10:40,116
picking the options themselves.

288
00:10:40,116 --> 00:10:40,920
And they come up with any

289
00:10:40,870 --> 00:10:41,170
objections they have.

290
00:10:41,170 --> 00:10:41,910
Anyone they've talked to in the

291
00:10:41,830 --> 00:10:42,490
last couple weeks about this.

292
00:10:42,490 --> 00:10:42,970
And it all comes out here.

293
00:10:42,970 --> 00:10:44,160
And then when they sign on with
then we have their commitment

294
00:10:44,110 --> 00:10:44,880
letter us, come back from the
lender.

295
00:10:44,800 --> 00:10:46,330
We have all our signing docs, our
package and our disclosure docs

296
00:10:46,150 --> 00:10:47,460
and, you know, our AM schedule and
all the other stuff and the

297
00:10:47,440 --> 00:10:47,710
outstanding document checklist.

298
00:10:47,710 --> 00:10:48,690
And we have all this stuff.

299
00:10:48,690 --> 00:10:51,180
Guess what we do?
We record a video showing them

300
00:10:51,860 --> 00:10:53,655
what we need.

301
00:10:53,655 --> 00:10:54,811
We walk through the commitment

302
00:10:54,811 --> 00:10:58,838
letter and we go through here are
the main points you need to be

303
00:10:58,938 --> 00:11:02,332
cognizant of that are important to
you boom this is what this means

304
00:11:02,332 --> 00:11:07,640
this is what this means because we
get the same questions over and

305
00:11:07,562 --> 00:11:13,590
over and over again so we just
make one custom video for that

306
00:11:13,570 --> 00:11:17,550
person going here you go and
here's the documents we need

307
00:11:17,520 --> 00:11:20,288
awesome we show don't tell right
and then when we're getting

308
00:11:20,121 --> 00:11:21,590
documents from them and they
inevitably are going to come back

309
00:11:21,549 --> 00:11:32,110
sometimes, there's going to be
some friction.

310
00:11:32,070 --> 00:11:32,221
And there's friction over, why do
I need this?

311
00:11:32,178 --> 00:11:32,340
I already sent that.

312
00:11:32,246 --> 00:11:32,340
What is this?

313
00:11:32,292 --> 00:11:33,178
We throw their docs up on the
screen.

314
00:11:33,178 --> 00:11:34,568
And we start recording.

315
00:11:34,568 --> 00:11:36,780
We go, hey, you see where you sent

316
00:11:36,780 --> 00:11:38,049
it to here?
This payment, what is this

317
00:11:38,049 --> 00:11:39,580
payment?
What does this payment mean?

318
00:11:39,720 --> 00:11:40,900
The $3,000 deposit that says cash,
where did it come from?

319
00:11:40,940 --> 00:11:43,282
Or hey, I'm missing the last page
in November.

320
00:11:43,282 --> 00:11:45,793
I need it all the way to the end
of the month.

321
00:11:45,793 --> 00:11:47,177
You see here?
So we show and we don't tell.

322
00:11:47,177 --> 00:11:48,910
Instead of typing out these super
long emails that agitates

323
00:11:48,872 --> 00:11:49,923
everybody, us included, them
included, all these friction

324
00:11:49,885 --> 00:11:52,016
points, we remove the friction
with a recorded video that they

325
00:11:52,016 --> 00:11:54,319
can watch over and over again, and
we show, don't tell.

326
00:11:54,319 --> 00:11:56,246
And in our marketing, it's the
same thing.

327
00:11:56,246 --> 00:11:58,300
You know, the green screen, social
media.

328
00:11:58,300 --> 00:12:01,421
Why do you think green screen
videos are so popular?

329
00:12:01,421 --> 00:12:04,668
And the algorithm is rewarding you
because people want to see it.

330
00:12:04,668 --> 00:12:05,784
Why?
Because you're showing them

331
00:12:05,684 --> 00:12:06,037
something.

332
00:12:06,037 --> 00:12:07,649
We're coming out of many years of

333
00:12:07,649 --> 00:12:10,407
you sitting in front of a camera
with emojis and editing and

334
00:12:10,307 --> 00:12:10,958
holding people's attention.

335
00:12:10,958 --> 00:12:12,321
Now we're starting to bring in, if

336
00:12:12,421 --> 00:12:15,196
you can show people things, show
them an article, show them a

337
00:12:15,196 --> 00:12:18,385
budget, show them the inside of a
house, show them the swimming pool

338
00:12:18,385 --> 00:12:21,257
that will be added with the refi,
show them whatever.

339
00:12:21,357 --> 00:12:22,827
And you use this in your
marketing.

340
00:12:22,827 --> 00:12:25,269
Now you're showing and not telling
and you will be rewarded.

341
00:12:25,269 --> 00:12:26,670
And so when you're emailing
clients, which you should be

342
00:12:26,670 --> 00:12:28,800
minimum twice a month, are you
going to be sitting there talking

343
00:12:28,800 --> 00:12:32,525
for 90 seconds about why you think
home equity lines are important

344
00:12:32,625 --> 00:12:35,959
and how you, it's refinance, you
should refinance and debt

345
00:12:35,859 --> 00:12:35,969
consolidation.

346
00:12:35,969 --> 00:12:37,611
You start using all these big

347
00:12:37,611 --> 00:12:40,969
words and they're like, ah, it's
just so, what if you threw up on

348
00:12:41,069 --> 00:12:43,101
the screen?
Client was here and now they're

349
00:12:43,101 --> 00:12:43,385
here.

350
00:12:43,485 --> 00:12:44,618
These are the numbers.

351
00:12:44,618 --> 00:12:46,646
It's just the budget you have.

352
00:12:46,646 --> 00:12:47,909
You should have some sort of

353
00:12:47,909 --> 00:12:49,496
spreadsheet, right?
For all these scenarios.

354
00:12:49,496 --> 00:12:53,655
If you don't, I honestly don't
know how you actually explain it

355
00:12:53,655 --> 00:12:54,329
to a client.

356
00:12:54,275 --> 00:12:57,110
Just trust me, I got you.

357
00:12:57,110 --> 00:12:59,568
The numbers will work out in your
favor.

358
00:12:59,568 --> 00:13:02,120
Like you have to give them
something.

359
00:13:02,120 --> 00:13:06,634
Is it the Canadian Mortgage App?
Is it whatever it is you're using?

360
00:13:06,634 --> 00:13:10,358
We just use a simple spreadsheet
because we could tweak it and

361
00:13:10,458 --> 00:13:12,260
tailor it for very unique
situations.

362
00:13:12,260 --> 00:13:15,364
That's why the other apps, they're
very like, you can only do certain

363
00:13:15,364 --> 00:13:17,280
things, but they look really nice.

364
00:13:17,800 --> 00:13:18,906
Throw that up on the screen,

365
00:13:19,006 --> 00:13:20,770
right?
I see a lot of brokers.

366
00:13:20,770 --> 00:13:23,336
Where do you think this is coming
from?

367
00:13:23,336 --> 00:13:28,375
By the way, I see a lot of brokers
green screening listings for

368
00:13:28,475 --> 00:13:28,934
realtors.

369
00:13:28,834 --> 00:13:29,829
They're showcasing the realtor's

370
00:13:29,829 --> 00:13:29,982
listing.

371
00:13:29,982 --> 00:13:32,738
And at the end, they throw a

372
00:13:32,738 --> 00:13:35,219
budget up of how much it would
cost.

373
00:13:35,219 --> 00:13:40,500
And then they throw up another
thing going, the income you need

374
00:13:40,600 --> 00:13:41,707
to qualify for this.

375
00:13:41,707 --> 00:13:42,869
If you want more, message the

376
00:13:42,969 --> 00:13:43,426
realtor type thing.

377
00:13:43,405 --> 00:13:44,533
And then you go to the realtor,

378
00:13:44,533 --> 00:13:48,417
you reach out and you go, hey, you
add them as a collaborator.

379
00:13:48,417 --> 00:13:49,956
They get a message, ding, in their
inbox.

380
00:13:49,956 --> 00:13:53,056
Hey, you've been added as a
collaborator on this.

381
00:13:52,956 --> 00:13:54,360
What is this?
That's my listing.

382
00:13:55,120 --> 00:13:56,499
What the heck?
That's so cool.

383
00:13:56,499 --> 00:13:58,249
Hey, Mr. and Mrs. Mortgage Broker,
let's chat.

384
00:13:58,249 --> 00:14:01,682
You just provided value to me
without even asking for anything

385
00:14:01,682 --> 00:14:02,213
from me.

386
00:14:02,202 --> 00:14:02,533
Let's look.

387
00:14:02,533 --> 00:14:03,100
Show, don't tell.

388
00:14:03,540 --> 00:14:03,979
Show, don't tell.

389
00:14:03,916 --> 00:14:06,349
If you have a communication, if
your thing is, I'm the best

390
00:14:06,349 --> 00:14:07,039
communicator, Mr. and Mrs.

391
00:14:07,039 --> 00:14:08,123
Realtor, that's why you need to

392
00:14:08,122 --> 00:14:09,414
work with me.

393
00:14:09,414 --> 00:14:10,517
Put it on a screen.

394
00:14:10,517 --> 00:14:11,490
Put it behind you.

395
00:14:11,490 --> 00:14:13,177
Put your three communication

396
00:14:13,177 --> 00:14:13,371
commitments.

397
00:14:13,371 --> 00:14:15,036
We have brokers doing this.

398
00:14:14,936 --> 00:14:15,435
They're crushing it.

399
00:14:15,433 --> 00:14:16,330
They love you.

400
00:14:16,230 --> 00:14:17,971
It's such a different experience
than you just telling people

401
00:14:17,971 --> 00:14:19,343
things, right?
It's like your kids.

402
00:14:19,343 --> 00:14:20,710
Think about how you learn.

403
00:14:20,710 --> 00:14:22,293
Think about how majority of the

404
00:14:22,293 --> 00:14:22,796
world learns.

405
00:14:22,796 --> 00:14:24,162
Like you sit there and you show,

406
00:14:24,162 --> 00:14:27,796
hey, let me just show you.

407
00:14:27,696 --> 00:14:30,986
We can't take for granted.

408
00:14:30,886 --> 00:14:32,227
People know we're talking about.

409
00:14:32,227 --> 00:14:33,774
We talk so fast and we talk about

410
00:14:33,774 --> 00:14:34,578
so many things.

411
00:14:34,578 --> 00:14:36,249
We use these mortgage jargon words

412
00:14:36,249 --> 00:14:39,463
that are mean something to us but
to the average canadian consumer

413
00:14:39,463 --> 00:14:43,139
they're like ah i should probably
know what that is but i don't have

414
00:14:43,239 --> 00:14:46,853
a clue i don't know so now i'm
confused oh if you just mapped out

415
00:14:46,753 --> 00:14:50,184
these are the four most important
words you need to know about your

416
00:14:50,184 --> 00:14:51,751
mortgage amortization interest
rate interest rate differential

417
00:14:51,751 --> 00:14:53,559
penalty potential prepayment and
you just have it.

418
00:14:53,559 --> 00:14:55,801
I'm going to walk you through
these.

419
00:14:55,701 --> 00:14:56,873
Show, don't tell.

420
00:14:56,973 --> 00:14:58,434
Have it up there.

421
00:14:58,434 --> 00:15:02,016
If you're just talking, people are
so focused on you.

422
00:15:02,016 --> 00:15:08,415
If you have a visual up there, it
provides so, it relieves so much

423
00:15:08,415 --> 00:15:11,591
pressure from you as a presenter,
what's actually coming out of your

424
00:15:11,591 --> 00:15:14,181
mouth, right?
And a lot of times it's a guide

425
00:15:14,181 --> 00:15:15,702
for you to walk you along.

426
00:15:15,702 --> 00:15:16,801
So there's opportunities all

427
00:15:16,801 --> 00:15:17,746
around you.

428
00:15:17,646 --> 00:15:20,187
If it's presentations you've done

429
00:15:20,087 --> 00:15:22,655
in the past, I've mentioned this
for brokerages and networks.

430
00:15:22,655 --> 00:15:27,451
If they have slide decks that you
can tap into, each one of those is

431
00:15:27,451 --> 00:15:31,329
a video for your email, for your
social, for your DMs, if you're

432
00:15:31,329 --> 00:15:34,917
prospecting through there and you
just drop a video in when it makes

433
00:15:34,917 --> 00:15:35,980
sense on a specific topic.

434
00:15:36,080 --> 00:15:36,979
You have certain things you've

435
00:15:37,079 --> 00:15:37,978
helped clients with.

436
00:15:37,978 --> 00:15:39,310
You have certain things you've.

437
00:15:39,310 --> 00:15:42,648
So you use it in your marketing
and use it in your client journey.

438
00:15:42,648 --> 00:15:44,877
Use it all over the place.

439
00:15:44,877 --> 00:15:46,024
We use this for our lenders.

440
00:15:46,024 --> 00:15:46,453
Right.

441
00:15:46,453 --> 00:15:48,600
If we were if we were instead of

442
00:15:48,600 --> 00:15:50,837
going back and forth with your
underwriter on why their TDS is

443
00:15:50,837 --> 00:15:54,489
off versus your TDS, make a
freaking video of it and go, this

444
00:15:54,489 --> 00:15:55,644
is what I'm seeing.

445
00:15:55,644 --> 00:15:58,394
Here's my debt, 3% of this, of

446
00:15:58,394 --> 00:15:58,738
this.

447
00:15:58,738 --> 00:16:03,265
I paid this out prior to advance.

448
00:16:03,265 --> 00:16:05,499
This one from, like, here's my
qualifying.

449
00:16:05,499 --> 00:16:06,391
Like, map it out.

450
00:16:06,391 --> 00:16:07,955
I would fire those videos off.

451
00:16:07,855 --> 00:16:09,256
Just save everyone a bunch of
time.

452
00:16:09,156 --> 00:16:11,951
Guess what?
You have clients where they're on

453
00:16:11,951 --> 00:16:15,325
the fence if they qualify for
something and then you can sense

454
00:16:15,325 --> 00:16:18,869
they're on the fence if they
qualify for something and then you

455
00:16:18,969 --> 00:16:22,295
can sense they're frustrated
because they think they should be

456
00:16:22,295 --> 00:16:22,900
able to get more.

457
00:16:22,900 --> 00:16:23,934
Record your screen in their

458
00:16:23,934 --> 00:16:26,233
application within Phylogix or
Finmore or whatever you're using.

459
00:16:26,233 --> 00:16:28,916
We're allowed to go up to maximum
44%.

460
00:16:28,916 --> 00:16:31,437
And look at this, we're over 44.

461
00:16:31,437 --> 00:16:34,121
I don't know if we can get this

462
00:16:34,121 --> 00:16:34,395
done.

463
00:16:34,395 --> 00:16:35,895
It has to be on exception.

464
00:16:35,895 --> 00:16:37,738
Or we have a hard stop because
it's insured.

465
00:16:37,738 --> 00:16:39,528
Like, show people things.

466
00:16:39,428 --> 00:16:41,340
I wonder how many times I can say

467
00:16:41,340 --> 00:16:41,656
that today.

468
00:16:41,656 --> 00:16:42,814
This podcast is brought to you by

469
00:16:42,814 --> 00:16:43,340
Orange Pico.

470
00:16:43,340 --> 00:16:44,168
I'm getting old.

471
00:16:44,168 --> 00:16:47,100
Can't stop it.

472
00:16:47,016 --> 00:16:47,100
Can't stop it.

473
00:16:47,059 --> 00:16:47,100
It's coming.

474
00:16:47,089 --> 00:16:48,620
I'm in my tea phase now.

475
00:16:50,780 --> 00:16:50,916
That's all right.

476
00:16:50,916 --> 00:16:51,390
So the moral of the story here is

477
00:16:51,374 --> 00:16:54,208
if you seriously, if you don't
have time to record, you know, the

478
00:16:54,208 --> 00:16:57,567
wherewithal and you can't get the
creative juices going, you need to

479
00:16:57,567 --> 00:16:58,148
write down.

480
00:16:58,148 --> 00:16:59,808
You should be storyboarding this

481
00:16:59,808 --> 00:17:01,136
diary, dire, whatever.

482
00:17:01,136 --> 00:17:02,713
Like you should be journaling

483
00:17:02,713 --> 00:17:06,199
your, what happened in the day
stories because you need to be a

484
00:17:06,199 --> 00:17:06,531
storyteller.

485
00:17:06,531 --> 00:17:08,864
The best storyteller always wins.

486
00:17:08,763 --> 00:17:10,451
The best marketer always wins.

487
00:17:10,351 --> 00:17:12,236
The best marketer is the best

488
00:17:12,336 --> 00:17:13,130
storyteller.

489
00:17:13,030 --> 00:17:16,483
So if you can come back on your

490
00:17:16,384 --> 00:17:19,287
content day, where you have two
hours to record some show, don't

491
00:17:19,287 --> 00:17:22,989
tell videos for marketing, and you
can go back to your storyboard and

492
00:17:22,989 --> 00:17:24,789
you can go, ah, remember that
scenario where they came in with

493
00:17:24,753 --> 00:17:25,000
10% and I showed them a five and a
20.

494
00:17:24,941 --> 00:17:26,221
I'm going to make a video on that.

495
00:17:26,221 --> 00:17:28,276
I'm going to do 90 seconds and I'm

496
00:17:28,271 --> 00:17:32,612
going to show, hey, these are the
custom proposals I built for

497
00:17:32,612 --> 00:17:32,747
people.

498
00:17:32,747 --> 00:17:36,408
People came to me with a 10% down

499
00:17:36,408 --> 00:17:38,047
payment because that's what they
thought.

500
00:17:37,947 --> 00:17:42,392
And I said, hey, I'm showing you a
five and a 20, and I'm going to

501
00:17:42,492 --> 00:17:44,757
give you a plan how to get to the
20.

502
00:17:44,757 --> 00:17:46,334
And it's all in here.

503
00:17:46,334 --> 00:17:51,350
And so this is an example of how I

504
00:17:51,350 --> 00:17:51,715
helped the client.

505
00:17:51,700 --> 00:17:53,701
And I just laid out the options

506
00:17:53,701 --> 00:17:59,036
because guess what?
Clients, you don't know what you

507
00:17:59,036 --> 00:18:02,125
don't know, right?
And it's my job.

508
00:18:02,125 --> 00:18:04,015
I'm not an order taker.

509
00:18:04,015 --> 00:18:05,236
You're going to tell me your

510
00:18:05,236 --> 00:18:05,420
situation.

511
00:18:06,080 --> 00:18:08,240
I'm going to go based on my

512
00:18:08,240 --> 00:18:11,390
knowledge and experience and
everything I know that you don't.

513
00:18:11,390 --> 00:18:12,837
These are the options.

514
00:18:12,737 --> 00:18:13,829
I'd recommend these two.

515
00:18:13,829 --> 00:18:15,622
Now let's talk further about it.

516
00:18:15,522 --> 00:18:17,797
But I'm not just going to sit

517
00:18:17,797 --> 00:18:21,824
there and be an order taker and
say 10% down.

518
00:18:21,824 --> 00:18:26,441
How are you providing value?
We always tell people we add

519
00:18:26,441 --> 00:18:26,715
value.

520
00:18:26,715 --> 00:18:27,357
We add value.

521
00:18:27,357 --> 00:18:32,283
Pay a premium on the interest rate
to work with me because I add

522
00:18:32,283 --> 00:18:32,560
value.

523
00:18:32,560 --> 00:18:35,173
I've never known what that meant.

524
00:18:35,173 --> 00:18:38,055
Like, what does that mean?
What does that even mean?

525
00:18:37,955 --> 00:18:41,276
Like, how are you adding value?
How are you making up 30 basis

526
00:18:41,276 --> 00:18:43,720
points on a $600,000 mortgage?
That's $1,800 a year in a

527
00:18:43,720 --> 00:18:44,119
five-year term.

528
00:18:44,119 --> 00:18:44,818
It's nine grand.

529
00:18:44,718 --> 00:18:47,311
How are you making up nine grand?
Show me.

530
00:18:47,311 --> 00:18:48,176
Tell that to me.

531
00:18:48,176 --> 00:18:49,240
That's why the rate sites, they

532
00:18:49,420 --> 00:18:50,711
get a lot of business there.

533
00:18:50,711 --> 00:18:51,357
But imagine this.

534
00:18:51,357 --> 00:18:53,940
If you start showing people more
and helping them connect the dots

535
00:18:54,020 --> 00:18:56,730
on scenarios and showing them
situations that they didn't even

536
00:18:56,630 --> 00:18:59,585
understand were available to them
and not be an order taker, now

537
00:18:59,585 --> 00:19:00,798
you're adding value.

538
00:19:00,698 --> 00:19:02,299
Now you actually believe you stand

539
00:19:02,299 --> 00:19:02,507
out.

540
00:19:02,507 --> 00:19:03,442
But if you're just putting

541
00:19:03,342 --> 00:19:04,616
together scenarios for the
situations, your clients who half

542
00:19:04,591 --> 00:19:06,631
of them don't know what the hell
they're talking about, come to

543
00:19:06,531 --> 00:19:06,737
you.

544
00:19:06,737 --> 00:19:07,423
Someone's selling a home.

545
00:19:07,423 --> 00:19:09,511
They're like, we want to sell and
buy.

546
00:19:09,411 --> 00:19:09,617
Perfect.

547
00:19:09,617 --> 00:19:11,850
We want to sell and put all the

548
00:19:11,850 --> 00:19:12,876
money over here.

549
00:19:12,876 --> 00:19:13,196
Excellent.

550
00:19:13,196 --> 00:19:14,642
So we're going to sell.

551
00:19:14,542 --> 00:19:16,271
We're going to put about five, six

552
00:19:16,271 --> 00:19:17,915
hundred in the new home.

553
00:19:17,915 --> 00:19:18,326
Yeah, perfect.

554
00:19:18,326 --> 00:19:20,107
I built that scenario for you.

555
00:19:20,107 --> 00:19:20,860
But guess what, Tom?

556
00:19:20,860 --> 00:19:22,915
I also built another scenario.

557
00:19:22,915 --> 00:19:24,265
The other scenario is where we

558
00:19:24,265 --> 00:19:27,025
keep out $200,000 and instead we
buy an investment property and

559
00:19:27,025 --> 00:19:28,963
then we use a cash damming
strategy with that.

560
00:19:28,963 --> 00:19:31,761
So instead of that initial home
you wanted to buy getting paid off

561
00:19:31,661 --> 00:19:35,470
in 30 years, by pulling money out,
putting it to work over here,

562
00:19:35,370 --> 00:19:38,668
leveraging the bank's money,
getting an asset working for us, a

563
00:19:38,668 --> 00:19:41,120
tenant paying it down, then
applying this advanced tax

564
00:19:41,260 --> 00:19:44,099
strategy, I'm going to have you
mortgage free in 13 years.

565
00:19:44,099 --> 00:19:46,282
So your scenario is the 30 year,
which is great.

566
00:19:46,282 --> 00:19:47,310
And here you go.

567
00:19:47,310 --> 00:19:50,118
I mapped it out for you, but I'm

568
00:19:50,118 --> 00:19:53,641
just showing you there's also a 13
year option.

569
00:19:53,641 --> 00:19:55,818
So yours is the 30 year mortgage.

570
00:19:55,818 --> 00:19:56,764
Here's a 13 year mortgage.

571
00:19:56,764 --> 00:20:01,371
Ah, you can talk about all this
stuff, your Here's a 13-year you

572
00:20:01,271 --> 00:20:03,324
can talk about all this which is
great, mortgage.

573
00:20:03,324 --> 00:20:03,847
mortgage.

574
00:20:03,847 --> 00:20:05,749
Ah, stuff, but people's eyes are

575
00:20:05,749 --> 00:20:07,878
going to glaze over unless you
show them.

576
00:20:07,878 --> 00:20:09,274
Show me the money.

577
00:20:09,274 --> 00:20:11,601
So I'm done beating this I'm

578
00:20:11,601 --> 00:20:13,293
instead going drum.

579
00:20:13,293 --> 00:20:14,838
to beat it in the trenches now.

580
00:20:14,838 --> 00:20:19,131
What do I mean by that?
I'm going to show, don't tell.

581
00:20:19,231 --> 00:20:23,764
So I'm going to be doing more
training with this in Strategy

582
00:20:23,664 --> 00:20:27,848
Hub, the Show Don't Tell videos,
all the different ways you can use

583
00:20:27,848 --> 00:20:30,132
them in your client journey and
marketing.

584
00:20:30,132 --> 00:20:33,818
It's something that set me apart
from a lot of mortgage brokers out

585
00:20:33,718 --> 00:20:33,853
there.

586
00:20:33,853 --> 00:20:35,134
I was not the best mortgage

587
00:20:35,134 --> 00:20:38,750
broker, but I was the best at
instilling confidence in people

588
00:20:38,650 --> 00:20:40,443
because I would show them how we
were going to get there.

589
00:20:40,543 --> 00:20:41,543
going to get there.

590
00:20:41,543 --> 00:20:41,922
Right?

591
00:20:41,922 --> 00:20:45,943
So I had a lot of people believe
in what I was doing.

592
00:20:46,043 --> 00:20:50,371
And I was just telling people to
buy an investment property and why

593
00:20:50,371 --> 00:20:53,071
they should do it and how we
should structure it correctly.

594
00:20:53,071 --> 00:20:56,190
And a lot of people won big time.

595
00:20:56,190 --> 00:20:57,185
Our clients speak.

596
00:20:57,185 --> 00:20:59,042
I wouldn't have been able to do
that.

597
00:20:59,042 --> 00:21:02,324
Just having words come out of my
mouth, just hit them over the head

598
00:21:02,224 --> 00:21:04,920
and bamboozle them with words and
phone calls and emails and

599
00:21:08,740 --> 00:21:10,593
paragraph text just doesn't work
so everything we did was showing

600
00:21:10,693 --> 00:21:12,765
okay so there you go kids i'm
hoping you got some from that i

601
00:21:12,723 --> 00:21:14,471
gave a lot of little nuggets in
there hopefully you got something

602
00:21:14,571 --> 00:21:16,688
of that um and you've been
following me long enough you know

603
00:21:16,688 --> 00:21:20,183
i'm a big big believer of this
this isn't going away by the way

604
00:21:20,283 --> 00:21:23,887
right if you want to hide not do
video and just hide behind.

605
00:21:23,887 --> 00:21:25,700
Keep in mind, a lot of those
videos show don't tell.

606
00:21:25,668 --> 00:21:25,700
You don't even have to be on the
bubble.

607
00:21:25,776 --> 00:21:31,700
A lot of my videos, I wasn't even
on the screen.

608
00:21:31,620 --> 00:21:37,255
I would be on there to start, hey,
try an air ball.

609
00:21:37,098 --> 00:21:42,482
Okay, I'm going to get off, so I
just don't have to keep moving my

610
00:21:42,482 --> 00:21:43,667
head around the screen as we run
through the budgets and scenarios.

611
00:21:43,667 --> 00:21:45,629
Maybe I'll pop back in at the end
of it to say goodbye but that's it

612
00:21:45,581 --> 00:21:47,270
you don't have to be on there just
check so many boxes okay but

613
00:21:47,252 --> 00:21:50,019
that's it kids alright enjoy your
week till the next one peace out