246: What I Learned After 1 Year on Social Media

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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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welcome to the Mortgage Game
Podcast.

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West Coast Wiley here.

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Let's get into it oh man we're

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coming off of uh a renewable camp
boot camps uh one in vancouver one

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in toronto we're going to be doing
some in i believe edmonton next

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week we haven't announced it yet
but just so cool this podcast is

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about this um this is just me
saying thank you to we have about

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100 brokers out between the two
events.

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Something like we didn't do a lot
of marketing for it.

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There's something we wanted to
test out.

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We see a model here where we're
getting, you know, in the trenches

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with some agents, brokers in their
cities.

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It was so cool to see people.

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And I just have this, I felt this

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for a while that we're craving
connection.

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I know our clients are sure
creating connection.

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It's a different world we're in
right now.

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And post COVID coming out of it,
it's just so awesome.

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Us as mortgage brokers, we just,
we work on islands a lot of times.

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You work with the same people you
see all the time.

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You don't really get out there
unless you go to the conferences.

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So we wanted to combine something
where you got, it was a social

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element, but you also left with
some really good knowledge and

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then some tools and additional
training to go kick ass on one

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specific topic.

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And that was the goal.

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So mission accomplished,
phenomenal feedback.

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It was just very, very nice to see
people shake their hands, lots of

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hugs, lots of chatting, lots of
stories.

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We're craving it.

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So our industry is craving it.

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So we're going to keep doing this.

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So let's get into this week.

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So this week I wanted to share
with pretty much a year, almost

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like to the day, give or take,
when I started my social media

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journey, it's been a crazy ride.

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And so a lot of you know, what's

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in this podcast, you know, my
number one mistake as a mortgage

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broker was not building a brand on
social media.

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And I realized you need to be
there.

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If you have a business in 2024,
definitely years before this, but

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if you have a business now you
need to be online like there's

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just no excuse how you don't have
a presence online i find it very

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irresponsible if you don't um as a
business owner right a lot of us

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forget that we run business
businesses you should treat like

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just because you don't have
overhead you don't have overhead,

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you don't have maybe rent, you
don't have maybe employees.

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I mean, it's just a one-man band.

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You're doing a bunch of things.

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Like you're still a business.

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This is a freaking business.

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And what business nowadays doesn't
have a social media presence of

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some degree?
And the ones that are doing really

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well typically have a very good
social media presence.

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And once you get a taste of it,
you understand.

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So I made that mistake.

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I said, I'm never going to make

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that mistake again.

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I see massive opportunity for

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people building teams and even
brokerages.

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There's only a couple people that
are actually doing it right.

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We're doing the old school way
where you go out and have these

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meetings and secret conversations.

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You just go build a brand and show

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people what you're doing.

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People will come.

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Whoever your avatar is, they will
come.

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They will.

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Like, just document your journey

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and what you're doing.

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Just keep showing people.

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And so I decided I'm never going
to do that again.

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We are going to.

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And I had big plans.

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We're going to go build a YouTube
channel.

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It's a long-form YouTube channel.

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We went down that path.

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And we said, stop.

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That's a different beast.

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It's a phenomenal beast to get
going.

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But I said, my ocean of people, of
avatars, it's smaller.

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It's Canadian mortgage broker.

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There's only so many.

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Building YouTube channels, great.

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But there's also a lot more work

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and investment that goes into it.

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And so instead we decided to build

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a brand on shorts.

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YouTube shorts, Instagram short,

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the short videos, 90 second or
less videos.

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And then connect with people
behind the scenes through

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Messenger, right, through DMs.

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And so we started this.

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We came out of the gate with five
platforms, YouTube, TikTok,

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LinkedIn, Facebook, Instagram.

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We do most of our communicating

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through one platform, which is
Instagram.

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Some people reach out through
Facebook.

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Some people reach out through
LinkedIn.

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They get not so quick responses
because we're not in those a lot,

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but we'll take our content and
then stuff that goes out on Monday

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on YouTube will go out on Tuesday
on LinkedIn.

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I'm not giving you the right days,
but you get the idea.

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We don't just post the same video
on the same days on every

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platform.

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We want so that you were on two

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platforms that day, you'd see
different videos.

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Okay.

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So I'm going to share with you

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some things I've learned.

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This is probably going to be a

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longer podcast.

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God, I apologize.

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I know some of you are like, I
like that it's short.

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You get in, you get out.

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Not a lot of fluff.

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Well, there won't be a lot of
fluff in If you here.

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know me by I like now, that it's
You short.

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get you get in, Not a lot out.

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of fluff.

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there Well, won't be a lot of
fluff in here.

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If you know me by I'm now, not a
fluffy guy.

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We just get to it.

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Can we help each other?

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Can we?
What can you help me with?

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How do I do it?
ABC, carry boom, on and get on

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with it.

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so I'm just going Okay, I have a

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list here.

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to, I came Yeah, prepared with a

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list here.

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Of the things we've learned,

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they're not really the super
technical stuff because there's so

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many things along the way, these
little pieces here and there.

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A lot of this is mindset.

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A lot of this are bigger items

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that we've learned, stuff we went
in thinking.

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And so this was my master plan.

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My master plan was, man, if I can

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go in and own the social media
channels and maybe not own them,

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but if I can be one of the larger
presences in Canada for mortgage

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brokers on a bunch of different
platforms.

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I have the podcast, which you're
listening to now, and we have an

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email list.

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And we've got this covered.

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And then we could start getting
just pumping out more content on

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these.

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And then eventually we can just

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help more brokers and we can make
more offers to more people.

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And so we're one year in.

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And did it happen perfect?

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Do we do it perfect?
No, God, no, God, no. But I'll

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tell you this.

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I cannot envision now that I've

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been a year and I've seen been
able to reap the rewards, the

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fruits of the labor.

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I cannot envision running a

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mortgage business or the business
I'm running now, just coaching

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training without social media.

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I just can't see that world.

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It just seems so crazy to me that
we would attempt to do that

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without that.

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And so let me get in this list

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here.

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I'm going to touch some of their

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longer points, some of their
shorter, um, and no specific

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order.

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You need help.

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If you're going to go build a
brand, I talked about this in

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other podcasts, please, please,
please test it out yourself, maybe

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here and there.

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But like, go use Splashio.

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Splashio.com.

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Just have like a 20, 25 box of

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video.

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Have them edit your videos.

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Like, don't let that be a
bottleneck.

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Don't try and do all these things.

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Just make a raw video, upload it

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somewhere and have them make it
look better.

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And then post it out.

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And you need help though.

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If you're trying to do all of your
social media yourself, I get it.

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And you use yard when I like it.

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And sure, I'm not going to harp on

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this again because I talked about
my other podcast, but you just,

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it's not highest and best use of
give you an example.

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I do one-on-one coaching and I
charge $750 for an hour or three

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hours for $1,500.

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So $500 an hour.

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And I have a waiting list of
people and I've decided to just

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help a couple little more people.

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And then I'm going to go down a

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different avenue.

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I'm not going to do one-on-one

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anymore.

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I'm going to go maybe one-on-one,

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maybe in a team environment with
my own team, something like that.

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Not too sure, but it is coming,
but it's not highest and best use

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of my time.

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And that's me earning 500 an hour.

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I fricking love it.

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And I'm really good at it, but

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it's not highest and best use of
my time.

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So if I'm making that
determination and then you're

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sitting there spending an hour
editing videos and adding emojis

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in and tax where you could pay
someone $30 an hour.

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I'm already like at $500 to $750
an hour for that.

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Like, I just shouldn't, I
shouldn't be doing that.

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I'm trading time for money.

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I can't scale it.

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I've, right, there's no leverage
there.

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It's just, hey, I'm getting paid
decent.

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I got paid more as a mortgage
broker than $500 an hour, way

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more.

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So I just put that in perspective

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for you.

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Okay.

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If I'm making that determination,
like it's like for you for 30, so

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you need help.

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Another thing I learned was

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there's lots of gurus out there.

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When you start doing this online

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thing, people start hitting you
from different angles, promising

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the world, oh man, you don't need
these people you just humming

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along everyone's got an angle
right they're coming at you with

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these different services it's
crazy you you know what i'm

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talking about if you're already in
the game the amount of people that

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just direct message you um but
there's a lot of gurus out there

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and a lot of the information you
need to know you can educate

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yourself from YouTube videos,
right?

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And the help section on some of
these platforms, it's all out

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there.

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The information's all out there.

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It is.

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You don't need nine times out of

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10, you don't need one of these
so-called gurus to help you.

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Okay.

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We do, this feeds our DM game.

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00:09:04,814 --> 00:09:07,950
Our DM game is direct messaging.

252
00:09:07,950 --> 00:09:09,027
So we direct message people.

253
00:09:09,027 --> 00:09:09,766
I've walked through this.

254
00:09:09,762 --> 00:09:11,598
I'm not going to walk through our

255
00:09:11,598 --> 00:09:12,181
plan right now.

256
00:09:12,181 --> 00:09:13,717
But us doing the social, the

257
00:09:13,717 --> 00:09:15,932
stories, the posts, the reels,
that feeds our DM game.

258
00:09:15,932 --> 00:09:19,228
What I mean by that is we get to
see who engages with it.

259
00:09:19,228 --> 00:09:22,443
We start with people who leave
comments, most engaged, who like,

260
00:09:22,443 --> 00:09:26,760
next engaged, who watch, which you
get to track.

261
00:09:26,760 --> 00:09:28,218
You can see who's watching your
stuff.

262
00:09:28,318 --> 00:09:29,981
We get to see those things.

263
00:09:29,981 --> 00:09:31,622
And those people, guess what?

264
00:09:31,722 --> 00:09:33,752
We go and interact with them
behind the scenes through direct

265
00:09:33,752 --> 00:09:34,056
messages.

266
00:09:34,056 --> 00:09:34,908
Hey, how's it going?

267
00:09:34,908 --> 00:09:36,377
And blah, blah, blah.

268
00:09:36,477 --> 00:09:38,229
Hey, I have this thing.

269
00:09:38,229 --> 00:09:40,287
Would you be interested?
Like these people.

270
00:09:40,287 --> 00:09:43,868
So by us doing that outward
content, we're creating

271
00:09:43,968 --> 00:09:45,898
engagement, which then if we're
not reaching out to those people,

272
00:09:45,882 --> 00:09:46,940
it's falling on deaf ears.

273
00:09:47,280 --> 00:09:49,722
We're just waiting for people to

274
00:09:49,822 --> 00:09:51,627
come to us.

275
00:09:51,527 --> 00:09:52,907
Sure, they will.

276
00:09:52,907 --> 00:09:55,861
But oh, my God, throw gasoline on
the fire by you going to them and

277
00:09:55,861 --> 00:09:57,169
start with the people who are
engaged.

278
00:09:57,169 --> 00:09:58,925
So that's what we do.

279
00:09:58,825 --> 00:10:00,888
It's another way to think about

280
00:10:00,788 --> 00:10:00,972
it.

281
00:10:00,972 --> 00:10:02,494
It makes it a lot easier to make

282
00:10:02,494 --> 00:10:04,504
content when you realize the
people who engage are then going

283
00:10:04,504 --> 00:10:05,940
to get hit up from your
prospecting.

284
00:10:05,940 --> 00:10:07,220
And it's like, that's the perfect
marriage right there.

285
00:10:07,220 --> 00:10:10,022
We decided to, and everything
learned is we were going to go be

286
00:10:10,022 --> 00:10:10,969
everything to everybody in all
these platforms.

287
00:10:10,969 --> 00:10:16,048
We don't have a lot of traction on
TikTok, not a lot on YouTube.

288
00:10:15,948 --> 00:10:18,916
Most of our traction is Facebook
and Instagram.

289
00:10:18,916 --> 00:10:21,630
And we decided just on one
platform to contact people and one

290
00:10:21,530 --> 00:10:22,439
platform to message.

291
00:10:22,439 --> 00:10:23,793
So someone reaches out to have

292
00:10:23,793 --> 00:10:26,265
this conference and they're like,
hey, can I have your business

293
00:10:26,265 --> 00:10:27,457
card?
Can I have your cell number?

294
00:10:27,457 --> 00:10:27,707
Nope.

295
00:10:27,707 --> 00:10:28,642
Message me on Instagram.

296
00:10:28,642 --> 00:10:29,973
I funnel everything in through
Instagram.

297
00:10:29,973 --> 00:10:32,151
Much like when I was mortgage
brokering, I funneled everything

298
00:10:32,151 --> 00:10:32,756
in through email.

299
00:10:32,756 --> 00:10:33,845
Like, don't call me, don't text

300
00:10:33,845 --> 00:10:34,065
me.

301
00:10:34,065 --> 00:10:36,210
If you do, I'm still going to push

302
00:10:36,210 --> 00:10:39,105
it through email because I get to
record videos answering your

303
00:10:39,005 --> 00:10:40,669
questions and protect my time.

304
00:10:40,669 --> 00:10:42,888
This just keeps things organized

305
00:10:42,888 --> 00:10:43,680
for us.

306
00:10:43,800 --> 00:10:45,157
So we only prospect through one.

307
00:10:45,150 --> 00:10:46,625
Even though we cross post, like,
why wouldn't we?

308
00:10:46,625 --> 00:10:49,250
If we're making a video around X,
we're not just going to put on

309
00:10:49,250 --> 00:10:49,326
Instagram.

310
00:10:49,326 --> 00:10:51,622
We're going to go open up the

311
00:10:51,622 --> 00:10:55,495
other accounts and we're going to
have, just for brand exposure, and

312
00:10:55,495 --> 00:10:59,171
we're going to post it on
different days on the other stuff.

313
00:10:59,171 --> 00:11:01,178
But we're going to run our
business and prospecting through

314
00:11:01,012 --> 00:11:01,162
one platform.

315
00:11:01,146 --> 00:11:01,950
Otherwise, we're keeping track of

316
00:11:01,950 --> 00:11:02,451
four or five platforms.

317
00:11:02,385 --> 00:11:03,851
Stuff falls through the cracks.

318
00:11:03,951 --> 00:11:06,454
It's always going to fall through
the cracks.

319
00:11:06,354 --> 00:11:08,711
Just less of it falls through the
cracks this way.

320
00:11:08,711 --> 00:11:09,264
Okay.

321
00:11:09,264 --> 00:11:11,134
For the type of videos we made,

322
00:11:11,034 --> 00:11:13,144
the show don't tell, the green
screen or the stuff where we take

323
00:11:13,144 --> 00:11:15,959
a picture, whatever we're doing,
and then we talk about it, or we

324
00:11:15,959 --> 00:11:17,929
have a video showing what we're
doing.

325
00:11:17,929 --> 00:11:22,358
And then those get the most views
for us versus me just talking for

326
00:11:22,358 --> 00:11:23,219
45 seconds.

327
00:11:23,219 --> 00:11:25,098
And then us having really cool

328
00:11:25,098 --> 00:11:27,951
editing done on it, the green
screen stuff, which is the good

329
00:11:27,951 --> 00:11:30,196
part about that is less money you
spend on editing um less scripting

330
00:11:30,196 --> 00:11:32,542
it's just you talking through what
you're doing this was me this

331
00:11:32,531 --> 00:11:35,542
morning and this is i'm organizing
my calendar and so i have this

332
00:11:35,542 --> 00:11:39,781
link where you get direct access
here's a picture of it and it

333
00:11:39,781 --> 00:11:43,080
comes in here and look at all
these time slots open or look how

334
00:11:43,032 --> 00:11:45,469
this happens or that happens uh
and that's how i run my business

335
00:11:45,469 --> 00:11:49,120
is everyone books a link and they
get it and right you talk about

336
00:11:49,180 --> 00:11:51,904
stuff like that um sorry i'm just
gonna get this bumblebee bud okay

337
00:11:51,904 --> 00:11:54,686
um set your expectations another
one i came into this not really

338
00:11:54,786 --> 00:11:56,794
having any expectations i wasn't
going hey in three months this

339
00:11:56,694 --> 00:12:00,006
better be hopping in six months oh
my god i need this many followers

340
00:12:00,006 --> 00:12:03,260
which really doesn't matter it's
how engaged you are with the

341
00:12:03,260 --> 00:12:06,440
followers it's not if you have 7
000 followers you could have 400

342
00:12:06,440 --> 00:12:08,335
followers that you're having
conversations with behind the

343
00:12:08,335 --> 00:12:11,865
scenes and they love you and
that's what you want the more

344
00:12:11,865 --> 00:12:14,335
followers doesn't really mean
anything right makes it you just

345
00:12:14,335 --> 00:12:17,275
gives you more people to connect
with but you have to go connect

346
00:12:17,275 --> 00:12:19,334
with them so setting your
expectations was massive because i

347
00:12:19,334 --> 00:12:21,501
came into this with a year
commitment so for one year we're

348
00:12:21,501 --> 00:12:24,109
going to commit to this we're
going to commit some capital we're

349
00:12:24,109 --> 00:12:26,524
going to commit some time we're
going to commit like oh we're

350
00:12:26,524 --> 00:12:27,149
going to learn.

351
00:12:27,149 --> 00:12:28,285
We're going to do all these

352
00:12:28,285 --> 00:12:28,569
things.

353
00:12:28,569 --> 00:12:30,280
And I had no expectations.

354
00:12:30,280 --> 00:12:36,715
So you should try the same, like
zero expectations.

355
00:12:36,715 --> 00:12:39,214
It's one of those things.

356
00:12:39,214 --> 00:12:40,828
What do you got to lose?

357
00:12:40,828 --> 00:12:44,396
Well, you got a year of your time.

358
00:12:44,396 --> 00:12:46,520
But I go, well, there's teenagers

359
00:12:46,520 --> 00:12:48,060
making millions of dollars off
social media.

360
00:12:48,060 --> 00:12:49,180
The thing must freaking work.

361
00:12:49,180 --> 00:12:51,980
And I shouldn't have to tell you,

362
00:12:51,980 --> 00:12:54,772
I have this written down here, but
it works.

363
00:12:54,772 --> 00:12:58,576
And if you don't you can get think
that's a possibility for your

364
00:12:58,576 --> 00:13:01,822
mortgage business, you're just, I
don't know, you're trying to tell

365
00:13:01,822 --> 00:13:03,719
yourself a story and tricking
yourself into thinking something.

366
00:13:03,719 --> 00:13:07,062
And please stop saying, I don't
like social media.

367
00:13:07,062 --> 00:13:07,867
No one cares.

368
00:13:07,867 --> 00:13:09,812
I talk about this all the time.

369
00:13:09,812 --> 00:13:11,020
Bobby doesn't like social media.

370
00:13:11,020 --> 00:13:11,565
Oh, okay.

371
00:13:11,565 --> 00:13:13,471
Oh, I get They're it.

372
00:13:13,471 --> 00:13:15,038
like, this broker oh, does.

373
00:13:15,038 --> 00:13:16,604
And I like their energy.

374
00:13:16,604 --> 00:13:17,747
And I like what they're saying.

375
00:13:17,747 --> 00:13:19,359
And I like what, you know, how
they're talking.

376
00:13:19,359 --> 00:13:22,410
And I like the funny they are,
charming, or quirky they are.

377
00:13:22,410 --> 00:13:23,364
I like that.

378
00:13:23,364 --> 00:13:25,193
You're doing yourself a massive

379
00:13:25,193 --> 00:13:25,591
disservice.

380
00:13:25,591 --> 00:13:26,545
So set your expectations.

381
00:13:26,645 --> 00:13:27,201
Okay.

382
00:13:27,101 --> 00:13:27,817
Let me see here.

383
00:13:27,917 --> 00:13:29,248
I take breaks.

384
00:13:29,248 --> 00:13:32,035
Being on all the time and anything

385
00:13:31,935 --> 00:13:33,241
in life, it's hard, as you know.

386
00:13:33,241 --> 00:13:34,402
So just, I'll give you an example.

387
00:13:34,402 --> 00:13:37,309
We just came out of our renewal
camp and I said, everyone, hey,

388
00:13:37,309 --> 00:13:38,503
message me on Instagram,
Instagram.

389
00:13:38,503 --> 00:13:40,947
I checked out for four days.

390
00:13:41,047 --> 00:13:42,945
I'm getting caught up on a bunch

391
00:13:43,045 --> 00:13:51,650
of messages and a bunch of
meetings people want, a bunch of

392
00:13:51,623 --> 00:13:51,673
opportunities.

393
00:13:51,638 --> 00:13:58,611
And I just, but I peaced out for

394
00:13:58,609 --> 00:14:02,075
four days and I'm getting caught
up on a bunch of messages and a

395
00:14:02,075 --> 00:14:04,142
bunch of meetings people want, a
bunch of opportunities.

396
00:14:04,142 --> 00:14:14,122
But I peaced out for four days.

397
00:14:14,090 --> 00:14:15,251
And I did But it.

398
00:14:15,251 --> 00:14:23,560
I still had content going out
because it was already scheduled.

399
00:14:23,486 --> 00:14:27,282
But I peaced out on my direct
messaging because I just didn't

400
00:14:27,362 --> 00:14:27,560
want it.

401
00:14:27,417 --> 00:14:31,772
And that's okay because the I'd

402
00:14:31,723 --> 00:14:33,769
done a content day, put it out
there, and it's already going out.

403
00:14:33,658 --> 00:14:34,758
But it's okay to take breaks.

404
00:14:34,758 --> 00:14:35,972
It doesn't mean you have to be on

405
00:14:35,972 --> 00:14:37,110
for 365 days a year on social
media.

406
00:14:37,110 --> 00:14:38,241
You don't.

407
00:14:38,241 --> 00:14:41,062
There's sometimes I take two,

408
00:14:41,062 --> 00:14:46,688
three, four days and just go, and
I don't open Instagram.

409
00:14:46,588 --> 00:14:48,116
I don't open Face.

410
00:14:48,116 --> 00:14:50,021
I don't open anything.

411
00:14:50,121 --> 00:14:51,848
And that's just for me, it works.

412
00:14:51,948 --> 00:14:53,816
And the business is no worse off.

413
00:14:53,816 --> 00:14:55,766
Or maybe it is, but I don't know.

414
00:14:55,766 --> 00:14:57,299
Because this works for me.

415
00:14:57,299 --> 00:14:59,186
Okay, don't use services to add
followers.

416
00:14:59,186 --> 00:15:00,209
So I did this.

417
00:15:00,109 --> 00:15:01,878
So there's a bunch of bad ones out

418
00:15:01,878 --> 00:15:03,585
there that will get you banned.

419
00:15:03,585 --> 00:15:05,045
I used one of the good ones, had

420
00:15:05,124 --> 00:15:05,538
really good reviews with live
accounts.

421
00:15:05,538 --> 00:15:06,425
And I said, hey, I have no
followers.

422
00:15:06,396 --> 00:15:07,104
I'm on Instagram with starting a
brand new account.

423
00:15:07,083 --> 00:15:08,770
I'm just going to go add some
people and pay, use the service

424
00:15:08,742 --> 00:15:09,328
for three, four months.

425
00:15:09,171 --> 00:15:09,771
And I got maybe, I don't know,

426
00:15:09,714 --> 00:15:11,157
five, 600 followers from doing it.

427
00:15:11,157 --> 00:15:13,198
And then I learned that because

428
00:15:13,198 --> 00:15:16,451
those accounts weren't engaging
with my stuff later on, they did

429
00:15:16,551 --> 00:15:22,432
what they said they were going to
do.

430
00:15:22,432 --> 00:15:24,551
Didn't cost me a lot of money, a
couple hundred bucks.

431
00:15:24,551 --> 00:15:25,567
It wasn't bots.

432
00:15:25,467 --> 00:15:26,941
It was actual accounts, but they

433
00:15:26,841 --> 00:15:27,357
weren't engaging.

434
00:15:27,357 --> 00:15:28,330
So then the algorithm was like,

435
00:15:28,330 --> 00:15:29,419
why aren't they engaging?
Did they not?

436
00:15:29,419 --> 00:15:34,014
Is your content not good?
So then I went back through and I

437
00:15:34,014 --> 00:15:35,139
deleted them all up.

438
00:15:35,139 --> 00:15:37,326
So I deleted them all and we're

439
00:15:37,426 --> 00:15:39,731
seeing a jump in our view rate.

440
00:15:39,731 --> 00:15:41,626
So I went after the followers to

441
00:15:41,626 --> 00:15:44,474
make it look like I had some
followers to start.

442
00:15:44,374 --> 00:15:46,761
And then I stripped them out once
I realized.

443
00:15:46,761 --> 00:15:50,087
So I'm just telling you, don't do
that.

444
00:15:50,087 --> 00:15:50,720
Okay.

445
00:15:51,460 --> 00:15:51,842
Don't do it.

446
00:15:51,842 --> 00:15:52,912
Um, bum, bum, bum, bum, bum.

447
00:15:52,912 --> 00:15:53,038
Okay.

448
00:15:53,038 --> 00:15:55,746
Another one, man, I see a lot of
people like this and I was like

449
00:15:55,846 --> 00:15:56,832
this at the beginning.

450
00:15:56,832 --> 00:15:58,480
Um, don't give into the temptation

451
00:15:58,580 --> 00:15:59,780
of being judged for every post.

452
00:16:00,100 --> 00:16:01,693
Like don't live and die by like

453
00:16:01,693 --> 00:16:02,240
your mood.

454
00:16:02,760 --> 00:16:03,797
And if you're going to keep doing

455
00:16:03,773 --> 00:16:06,252
this and based on how a post
people react to it the likes you

456
00:16:06,352 --> 00:16:09,790
get the views you get like this
means nothing this is you you have

457
00:16:09,790 --> 00:16:14,260
to think about it like this like
you i really gotta hammer this

458
00:16:14,800 --> 00:16:16,448
home but first before i do this
podcast is brought Steep Tea from

459
00:16:16,414 --> 00:16:16,546
Tim Hortons.

460
00:16:16,538 --> 00:16:16,745
Go figure.

461
00:16:16,845 --> 00:16:20,348
Really, I don't want you to judge
yourself based on that because

462
00:16:20,448 --> 00:16:21,204
you'll go crazy.

463
00:16:21,204 --> 00:16:22,362
You'll go bonkers.

464
00:16:22,362 --> 00:16:25,263
You need to think of this like,
this is a no-brainer for my

465
00:16:25,263 --> 00:16:25,365
business.

466
00:16:25,365 --> 00:16:26,891
My business is way better off if I

467
00:16:26,891 --> 00:16:28,215
do this versus not doing it.

468
00:16:28,215 --> 00:16:30,157
This is like me opening a

469
00:16:30,157 --> 00:16:32,210
storefront, whatever you're
selling, a bakery, a plumbing

470
00:16:32,210 --> 00:16:33,407
store, whatever it is.

471
00:16:33,407 --> 00:16:35,460
And I'm keeping my, I'm putting

472
00:16:35,460 --> 00:16:38,174
signage up there and I'm keeping
it clean, keeping the outside, the

473
00:16:38,174 --> 00:16:39,725
windows clean, making sure
everything looks good.

474
00:16:39,725 --> 00:16:40,783
The windows aren't broken.

475
00:16:40,783 --> 00:16:43,432
Like I'm making the store look

476
00:16:43,432 --> 00:16:44,849
good all the time.

477
00:16:44,849 --> 00:16:46,642
And that's just a response.

478
00:16:46,542 --> 00:16:50,109
That's like, not even, shouldn't
even come out of a question.

479
00:16:50,109 --> 00:16:54,074
the And that's just a That's not
even shouldn't even come out of a

480
00:16:54,074 --> 00:16:54,350
question.

481
00:16:54,350 --> 00:16:54,627
time.

482
00:16:54,627 --> 00:16:54,835
response.

483
00:16:54,835 --> 00:16:56,634
like, Should I do that?

484
00:16:56,634 --> 00:16:57,948
It's like, uh, yeah.

485
00:16:57,948 --> 00:16:59,815
Like why even think about it?

486
00:16:59,915 --> 00:17:04,396
So you need the same mentality
with your social media, right?

487
00:17:04,396 --> 00:17:09,104
You're going to run sales in your
business and you're going to sell

488
00:17:09,104 --> 00:17:13,517
stuff and certain things are going
to resonate with people and

489
00:17:13,517 --> 00:17:14,377
certain things aren't.

490
00:17:14,377 --> 00:17:16,916
And you're going to go sell a

491
00:17:16,916 --> 00:17:20,836
product and you're going to think
you're going to sell out, but you

492
00:17:20,836 --> 00:17:21,326
And don't.

493
00:17:21,326 --> 00:17:26,551
other ones you're going to sell We

494
00:17:26,652 --> 00:17:27,367
didn't out.

495
00:17:27,367 --> 00:17:31,529
realize you were going and you're

496
00:17:31,529 --> 00:17:34,960
to, going to go sell a product and
you're going to think you're going

497
00:17:35,460 --> 00:17:37,285
to sell but you out, And don't.

498
00:17:37,185 --> 00:17:39,425
other ones you're going to sell We

499
00:17:39,325 --> 00:17:40,015
didn't out.

500
00:17:40,015 --> 00:17:41,320
realize you were going And you're

501
00:17:41,320 --> 00:17:41,480
to.

502
00:17:41,480 --> 00:17:43,640
oh my like, God, like you don't

503
00:17:43,640 --> 00:17:43,960
know.

504
00:17:43,960 --> 00:17:46,705
So with your content, you're just

505
00:17:46,805 --> 00:17:50,032
like, I'm just going to keep
putting things up for sale.

506
00:17:50,032 --> 00:17:52,539
I'm just going to keep putting me
out there.

507
00:17:52,539 --> 00:17:56,369
And I know long-term I'm going to
If you're going to keep doing

508
00:17:56,369 --> 00:17:58,260
social, you're not wired mentally
for it, right?

509
00:17:58,360 --> 00:18:01,041
It should just be, this is,
there's no way in hell I'm not

510
00:18:01,041 --> 00:18:01,576
doing this.

511
00:18:01,576 --> 00:18:03,823
It's a matter of how much time and

512
00:18:03,823 --> 00:18:04,960
how much money am I spending on it
every month?

513
00:18:04,886 --> 00:18:04,960
And I'm going to dedicate to that,
and I'll let the chips fall where

514
00:18:05,006 --> 00:18:12,020
they fall.

515
00:18:12,008 --> 00:18:12,935
Instead of going, oh, I'll try for

516
00:18:12,791 --> 00:18:13,493
30 days, try for 60.

517
00:18:13,450 --> 00:18:14,327
Oh, I only got four likes there.

518
00:18:14,327 --> 00:18:15,154
Oh, this person unsubscribed from
me.

519
00:18:15,142 --> 00:18:16,740
And oh, I saw that like, oh my
God, that's a gauntlet of

520
00:18:16,740 --> 00:18:16,940
emotions.

521
00:18:16,883 --> 00:18:18,279
You do not want to go down because

522
00:18:18,279 --> 00:18:19,209
you don't know the answers.

523
00:18:19,209 --> 00:18:20,403
You won't react right.

524
00:18:20,403 --> 00:18:22,101
Even if certain people react a
certain way and then your

525
00:18:22,101 --> 00:18:23,846
overreaction to it at the end of
the day, it's just going to make

526
00:18:23,709 --> 00:18:24,062
you stop doing it.

527
00:18:23,886 --> 00:18:24,269
And that's the biggest if you

528
00:18:24,257 --> 00:18:24,651
Okay, don't think social media
works, you should probably just

529
00:18:24,639 --> 00:18:25,005
stop listening to this.

530
00:18:24,868 --> 00:18:25,224
It just means you're doing it

531
00:18:25,185 --> 00:18:25,385
wrong.

532
00:18:25,288 --> 00:18:25,631
If you're doing it right now and

533
00:18:25,607 --> 00:18:26,320
you're not getting the traction
you want, you're just doing it

534
00:18:26,153 --> 00:18:26,203
wrong.

535
00:18:26,269 --> 00:18:26,972
I can't specifically tell you what

536
00:18:26,972 --> 00:18:27,664
to do.

537
00:18:27,564 --> 00:18:29,223
One-on-one I could, but not like

538
00:18:29,323 --> 00:18:29,934
through this podcast.

539
00:18:29,934 --> 00:18:31,561
Certain things are going to work

540
00:18:31,561 --> 00:18:33,875
for certain people in different
geographical areas and different

541
00:18:33,875 --> 00:18:34,747
personalities and different
platforms.

542
00:18:34,647 --> 00:18:35,208
And also expectations.

543
00:18:35,208 --> 00:18:39,484
Like what are your expectations?

544
00:18:39,484 --> 00:18:47,103
A lot of your expectations for a
lot of you is way too high for

545
00:18:47,103 --> 00:18:47,533
social.

546
00:18:47,533 --> 00:18:48,322
Start them slow.

547
00:18:48,422 --> 00:18:51,073
It is hard, hard start, if you
start with minimal expectations,

548
00:18:50,973 --> 00:18:52,362
right?
It's hard for you to be

549
00:18:52,362 --> 00:18:52,604
disappointed.

550
00:18:52,604 --> 00:18:53,209
Lighting over background.

551
00:18:53,209 --> 00:18:55,872
So, you know, like the background
behind you with the, you want it

552
00:18:55,872 --> 00:18:58,541
to look funky in these bookcases
and everyone starts looking the

553
00:18:58,541 --> 00:19:00,844
same and I'll probably have to
change mine up too.

554
00:19:00,844 --> 00:19:03,028
The lighting you have is way more
important than the background

555
00:19:03,028 --> 00:19:04,716
because sometimes you're doing
your car.

556
00:19:04,716 --> 00:19:06,631
Sometimes you're in the basement.

557
00:19:06,531 --> 00:19:07,603
Sometimes you're doing the

558
00:19:07,503 --> 00:19:07,652
kitchen.

559
00:19:07,652 --> 00:19:09,371
Sometimes you're doing it at a

560
00:19:09,471 --> 00:19:11,935
location allocation like just make
sure the lighting's good natural

561
00:19:11,935 --> 00:19:15,582
light or lighting your phone you
can turn on things on your phone

562
00:19:15,582 --> 00:19:18,462
to record right to enhance your
light the background is less

563
00:19:18,462 --> 00:19:20,520
important gone are the days where
that impresses people the phone up

564
00:19:20,520 --> 00:19:28,552
and share something with me that
you thought was cool or

565
00:19:28,527 --> 00:19:31,179
educational or entertaining and do
i like how you delivered it and i

566
00:19:31,047 --> 00:19:34,004
just want to make sure i can see
your face that's why i'm in the

567
00:19:33,990 --> 00:19:34,731
lighting so lighting over
background um add music whenever

568
00:19:34,676 --> 00:19:38,640
you can but not too loud i see a
lot of people who add music and

569
00:19:39,080 --> 00:19:43,014
it's just it's it's too loud i
don't know what the right

570
00:19:43,014 --> 00:19:43,686
percentage is use common sense
sense.

571
00:19:43,686 --> 00:19:49,217
Too many of you have, you're like
a DJ and you got this real playing

572
00:19:49,217 --> 00:19:52,509
and the sound, I can barely hear
what you're saying.

573
00:19:52,509 --> 00:19:53,973
And I've always wondered why it's
that loud, right?

574
00:19:53,973 --> 00:19:57,653
So it's just the are watching your
stuff, even if they're not

575
00:19:57,553 --> 00:19:58,030
engaging.

576
00:20:01,237 --> 00:20:03,520
So you might not be getting the

577
00:20:04,080 --> 00:20:08,874
engagement you like, or what you
think you should get, or it's

578
00:20:08,874 --> 00:20:10,040
discouraging because you're not
getting whatever.

579
00:20:10,040 --> 00:20:13,171
And please, you got to get out of
your head on that.

580
00:20:13,171 --> 00:20:14,535
There are other people watching.

581
00:20:14,535 --> 00:20:15,698
There are without a doubt.

582
00:20:15,698 --> 00:20:16,581
I've experienced this firsthand.

583
00:20:16,581 --> 00:20:17,506
I've never liked or commented

584
00:20:17,506 --> 00:20:18,480
anything, but Ryan, I'm always
watching.

585
00:20:18,480 --> 00:20:21,710
And then when something pops,
boom, they reach out to me in the

586
00:20:21,710 --> 00:20:23,118
message behind the scenes and we
chat.

587
00:20:23,118 --> 00:20:26,455
And the outside world doesn't see
that, but I see it and I can feel

588
00:20:26,446 --> 00:20:26,646
it.

589
00:20:26,636 --> 00:20:28,115
And I know it's happening because

590
00:20:28,115 --> 00:20:30,400
people are So got a hundred likes
on something doesn't mean it's a

591
00:20:30,400 --> 00:20:30,685
winner.

592
00:20:30,685 --> 00:20:33,061
I'd rather take the one where I

593
00:20:33,061 --> 00:20:38,286
get 12 likes, but I get someone
messaging me behind the scenes.

594
00:20:42,016 --> 00:20:45,207
So don't judge your stuff on that,
okay?

595
00:20:45,207 --> 00:20:46,854
Your profile is important.

596
00:20:46,854 --> 00:20:49,434
I see a lot of underwhelming

597
00:20:49,434 --> 00:20:51,749
profiles where you're being, I am
a mortgage broker, and I help

598
00:20:51,749 --> 00:20:52,742
people with their home ownership
dreams.

599
00:20:52,742 --> 00:20:54,515
And that's what you put in your
profile.

600
00:20:54,515 --> 00:20:55,542
Like, oh, that's cool.

601
00:20:55,542 --> 00:20:58,513
Did you have chat GPT tell you to

602
00:20:58,513 --> 00:21:00,381
write that?
Like, I don't know who you are as

603
00:21:00,381 --> 00:21:01,003
a person.

604
00:21:01,003 --> 00:21:03,338
I should know who you are as a

605
00:21:03,338 --> 00:21:03,571
person.

606
00:21:03,571 --> 00:21:05,851
A little bit of an idea by your

607
00:21:05,851 --> 00:21:05,973
profile.

608
00:21:05,973 --> 00:21:07,620
I should know more about you

609
00:21:07,620 --> 00:21:07,742
personally.

610
00:21:07,742 --> 00:21:09,023
I already know you, blah, blah,

611
00:21:09,023 --> 00:21:10,598
blah, the mortgage jargon, the
real estate jargon.

612
00:21:10,598 --> 00:21:12,914
I help people with the dream of
home ownership and financial

613
00:21:12,914 --> 00:21:15,782
rewards through building their net
worth and mortgage dream.

614
00:21:15,782 --> 00:21:21,465
Like, oh my God, like, please.

615
00:21:21,465 --> 00:21:23,436
That's just, I don't know.

616
00:21:23,436 --> 00:21:25,255
Do you talk like that in real
life?

617
00:21:25,255 --> 00:21:26,602
I don't know.

618
00:21:26,602 --> 00:21:27,241
Do you?

619
00:21:27,141 --> 00:21:29,196
I don't think you So I don't know
do.

620
00:21:29,196 --> 00:21:32,561
why we feel we have to do I don't
that.

621
00:21:32,461 --> 00:21:33,400
Instead, do you talk like know,
that in real life?

622
00:21:33,400 --> 00:21:35,600
I don't Do you?
I don't know.

623
00:21:36,160 --> 00:21:36,978
think you do.

624
00:21:36,978 --> 00:21:39,309
So I don't know why we feel we

625
00:21:39,309 --> 00:21:40,434
have to do that.

626
00:21:40,334 --> 00:21:42,226
Instead, tell me you're a dog

627
00:21:42,226 --> 00:21:45,524
lover, beer aficionado, washed up
golf pro, wish I was on a yacht.

628
00:21:45,524 --> 00:21:47,035
Right?
Like, tell me that.

629
00:21:47,035 --> 00:21:48,135
know, youngest of 12 siblings.

630
00:21:48,135 --> 00:21:49,657
Like, tell me that.

631
00:21:49,757 --> 00:21:50,962
That's going to resonate way more
with people.

632
00:21:50,962 --> 00:21:53,208
Your profile is an Pull out that
person out.

633
00:21:53,208 --> 00:22:01,611
If you're funny, be funny.

634
00:22:01,611 --> 00:22:03,866
If you're quirky, be quirky.

635
00:22:03,866 --> 00:22:05,849
If you're boring, put in there.

636
00:22:05,849 --> 00:22:07,370
I'm actually pretty boring, but

637
00:22:07,370 --> 00:22:09,691
I'm just real, but I am really
good at mortgages.

638
00:22:09,691 --> 00:22:13,511
I crush mortgages, but I'm, I'm,
my friends tell me I'm People will

639
00:22:13,511 --> 00:22:15,953
take that and be like, oh, that's
cool.

640
00:22:15,953 --> 00:22:20,240
Like, I already feel like I know
you a bit.

641
00:22:20,240 --> 00:22:21,956
You're being honest.

642
00:22:21,856 --> 00:22:24,180
You don't have to share anything

643
00:22:24,180 --> 00:22:29,087
with your family, right?
If you're coming in this, you, you

644
00:22:29,087 --> 00:22:33,097
can leave your, your spouse, your
parents, your siblings, your kids,

645
00:22:33,097 --> 00:22:35,231
whatever, grandkids, you can leave
them all out.

646
00:22:35,229 --> 00:22:37,183
You can run a very nice business
without getting anything personal,

647
00:22:37,183 --> 00:22:38,493
or you can choose to weave it in.

648
00:22:38,493 --> 00:22:40,076
There's no wrong answer there.

649
00:22:40,076 --> 00:22:41,750
Do what you like.

650
00:22:41,746 --> 00:22:43,853
If you want to do it for security

651
00:22:43,853 --> 00:22:47,342
concerns and just keep people out
and just keep things private, then

652
00:22:47,442 --> 00:22:48,024
fill your boots.

653
00:22:48,024 --> 00:22:48,593
Do that.

654
00:22:48,593 --> 00:22:53,671
Absolutely no people crushing it
on social media that do it.

655
00:22:53,671 --> 00:23:00,301
I know people the other way that
crush it and they bring it into

656
00:23:00,401 --> 00:23:00,708
their family.

657
00:23:00,708 --> 00:23:01,726
There's no wrong answer.

658
00:23:01,726 --> 00:23:04,767
This is a you, you do Instead of
business cards, I mentioned to you

659
00:23:04,600 --> 00:23:04,738
before I use Instagram.

660
00:23:04,694 --> 00:23:04,988
I didn't think people still did

661
00:23:04,815 --> 00:23:05,310
business cards, but I'd be like,
hey, hit me up on social and let's

662
00:23:05,131 --> 00:23:05,371
follow each other.

663
00:23:05,198 --> 00:23:05,398
Boom.

664
00:23:05,232 --> 00:23:05,282
Okay.

665
00:23:05,238 --> 00:23:05,460
Here's a message.

666
00:23:05,346 --> 00:23:05,396
Connect.

667
00:23:05,353 --> 00:23:06,143
But I use, I'll just push people

668
00:23:06,140 --> 00:23:07,073
through Instagram when I can now.

669
00:23:07,073 --> 00:23:09,213
That's where we go through.

670
00:23:09,113 --> 00:23:10,466
Let me see here.

671
00:23:10,466 --> 00:23:13,797
I'm just reading my list here.

672
00:23:13,797 --> 00:23:16,400
I've connected with more people
than I have before.

673
00:23:17,320 --> 00:23:22,930
So before I have deeper
relationships with people that

674
00:23:22,930 --> 00:23:26,625
have been established through
social media than I've ever had

675
00:23:26,625 --> 00:23:27,155
before.

676
00:23:27,155 --> 00:23:28,915
I have relationships that have

677
00:23:28,915 --> 00:23:36,279
blossomed with people I kind of
knew before, didn't know, had

678
00:23:36,379 --> 00:23:37,980
relationship, we kind of stopped,
now we are back.

679
00:23:38,440 --> 00:23:42,298
So it's really cool, the doors
that open up with social.

680
00:23:42,198 --> 00:23:43,625
But I will tell you this.

681
00:23:43,625 --> 00:23:46,919
My take on it is this is serious.

682
00:23:46,819 --> 00:23:48,698
Like social media is serious.

683
00:23:48,698 --> 00:23:53,737
And what I mean by that is like

684
00:23:53,737 --> 00:23:54,872
it's a part of the business.

685
00:23:54,770 --> 00:23:55,646
This isn't just Ryan Wiley out

686
00:23:55,605 --> 00:23:58,529
there trying to have fun on my
social media and doing quirky

687
00:23:58,529 --> 00:23:59,196
things.

688
00:23:59,196 --> 00:24:01,616
There's a method of madness to

689
00:24:01,616 --> 00:24:02,700
everything we do.

690
00:24:03,380 --> 00:24:04,814
It's a serious part of our

691
00:24:04,914 --> 00:24:05,517
business plan.

692
00:24:05,617 --> 00:24:06,129
Right?

693
00:24:06,029 --> 00:24:08,747
And we treat it as such.

694
00:24:08,647 --> 00:24:09,642
I'm not on there chit-chatting,

695
00:24:09,742 --> 00:24:11,685
how you doing, how's the weekend,
and blah, blah, blah.

696
00:24:11,685 --> 00:24:13,282
Like, let's get to it.

697
00:24:13,282 --> 00:24:14,163
You have a problem.

698
00:24:14,163 --> 00:24:14,934
You're a mortgage broker.

699
00:24:14,934 --> 00:24:16,600
You have some problem in your

700
00:24:16,700 --> 00:24:17,053
business.

701
00:24:16,953 --> 00:24:18,225
I have a solution to problems in

702
00:24:18,225 --> 00:24:18,790
businesses.

703
00:24:18,790 --> 00:24:20,556
This is what I do.

704
00:24:20,556 --> 00:24:22,578
Does that match up with your pain
point?

705
00:24:22,578 --> 00:24:24,605
If here's my so, And that is
offer.

706
00:24:24,605 --> 00:24:26,387
what I Does that match do.

707
00:24:26,387 --> 00:24:27,540
up with your pain point?

708
00:24:27,502 --> 00:24:28,387
If so, here's my offer.

709
00:24:28,348 --> 00:24:29,114
And that's what it is.

710
00:24:29,114 --> 00:24:36,442
And I just use it as a way to
showcase what I do and then create

711
00:24:36,442 --> 00:24:37,138
opportunities to present this.

712
00:24:37,128 --> 00:24:38,097
You should think about running it

713
00:24:38,097 --> 00:24:40,180
that way for you.

714
00:24:40,180 --> 00:24:40,620
Right?

715
00:24:40,620 --> 00:24:44,580
It's not, it just so happens you
can have fun with it and you can

716
00:24:44,580 --> 00:24:47,630
do these things, but this is a
serious piece of our business.

717
00:24:47,530 --> 00:24:47,710
gen.

718
00:24:47,710 --> 00:24:48,494
That's what social is.

719
00:24:48,494 --> 00:24:49,518
It's lead generation.

720
00:24:49,518 --> 00:24:51,485
If you're using it to share

721
00:24:51,485 --> 00:24:54,969
things, blah, blah, blah, and
you're trying to pump up your ego

722
00:24:54,969 --> 00:24:58,991
and you're trying to pump up like
whatever it is.

723
00:24:58,991 --> 00:24:59,059
Okay.

724
00:24:59,059 --> 00:25:01,960
But at the end of the day, it

725
00:25:01,960 --> 00:25:06,600
should be used for lead gen for
businesses that's at its core

726
00:25:06,600 --> 00:25:10,876
that's what we're doing we are
building a brand and looking for

727
00:25:10,876 --> 00:25:15,546
leads that's it doesn't get any
more complicated than that but you

728
00:25:15,546 --> 00:25:19,360
posts you know those those
postcards you put up and yeah

729
00:25:20,180 --> 00:25:22,750
they're okay the video far
superior um static posts sure

730
00:25:22,750 --> 00:25:26,020
there's so many ai tools out there
now where they're just like here

731
00:25:26,240 --> 00:25:29,518
you go i'll tell you this i won't
pay a lot for service to do that i

732
00:25:29,518 --> 00:25:33,984
won't do that um it's too
mainstream static posts won't do

733
00:25:33,984 --> 00:25:39,036
anything move the needle in your
business it's a small small piece

734
00:25:39,036 --> 00:25:42,689
to complement what you're already
doing it's not i do static posts

735
00:25:42,689 --> 00:25:48,314
so i'm on social no you're not no
you're not you're just throwing up

736
00:25:48,314 --> 00:25:51,284
these random posters everywhere of
stuff is what you're doing but no

737
00:25:51,384 --> 00:25:54,315
one's really getting to know you
better because you threw up a

738
00:25:54,315 --> 00:25:57,581
sentence and you put one up every
day and you change the colors and

739
00:25:57,553 --> 00:26:02,274
like you're right it's a small
small piece when we started doing

740
00:26:02,274 --> 00:26:04,925
my social we said hey let's do one
video five days a week and then it

741
00:26:04,899 --> 00:26:05,300
became a lot for me record that
many videos said let's go back to

742
00:26:05,191 --> 00:26:08,746
three and let's fill in the gaps
with static and that's what we've

743
00:26:08,646 --> 00:26:11,606
done and then we just kind of
change up our formatting on static

744
00:26:11,606 --> 00:26:15,823
stuff and we're just pulling
sayings out of uh the reels so

745
00:26:15,823 --> 00:26:20,271
he's a software i think it's
revamped.io and we we throw in

746
00:26:20,271 --> 00:26:23,148
some videos in there and it pulls
out tweets type stuff and then we

747
00:26:23,148 --> 00:26:30,988
use those for our posts right and
then we just have like four or

748
00:26:30,988 --> 00:26:34,647
five different templates and we
just put the wording onto the

749
00:26:34,647 --> 00:26:37,811
templates and we fire that out but
it's a it's like man it's like

750
00:26:37,811 --> 00:26:41,604
such a small small small piece of
it static posts will not a very

751
00:26:41,604 --> 00:26:44,130
small part like less than five
percent okay that's not really

752
00:26:44,130 --> 00:26:46,004
building a brand on social.

753
00:26:46,004 --> 00:26:48,359
It's building a brand social as

754
00:26:48,359 --> 00:26:53,882
you, people getting to know you,
they don't get to know you through

755
00:26:53,882 --> 00:26:55,472
a one sentence thing.

756
00:26:55,472 --> 00:27:02,865
They get to know you if you throw

757
00:27:02,865 --> 00:27:05,140
that up on top of your three other
videos.

758
00:27:05,140 --> 00:27:05,385
Sure.

759
00:27:05,385 --> 00:27:06,060
Get it.

760
00:27:06,060 --> 00:27:06,273
Okay.

761
00:27:06,273 --> 00:27:07,547
Let me just read.

762
00:27:07,547 --> 00:27:11,776
I got a couple more here and then
we're going to shut this down.

763
00:27:11,776 --> 00:27:13,624
I'll tell you this, it's easier.

764
00:27:13,624 --> 00:27:14,680
We've been selling different

765
00:27:14,680 --> 00:27:18,634
services for a while now, and it
is a lot easier to sell services

766
00:27:18,634 --> 00:27:24,001
to someone who's consumed your
content and coming off the street.

767
00:27:24,001 --> 00:27:24,987
You're not.

768
00:27:24,987 --> 00:27:27,344
So I can only imagine mortgage

769
00:27:27,344 --> 00:27:31,631
broker same concept if someone's
watched 12 40 second videos of you

770
00:27:31,631 --> 00:27:34,405
and then they decide to book like
they're they're already wired like

771
00:27:34,405 --> 00:27:39,263
i like this person so now it's up
to you to really screw it up so it

772
00:27:39,263 --> 00:27:42,536
gives you more swings at the plate
and when they come, you have

773
00:27:42,536 --> 00:27:44,714
warmer people coming in because
they've consumed content and

774
00:27:44,714 --> 00:27:46,596
there's a reason they're reaching
out.

775
00:27:46,596 --> 00:27:50,617
And then when you reach out to
them, especially if they've

776
00:27:50,617 --> 00:27:53,548
already engaged with your stuff,
it's a warmer outreach.

777
00:27:53,548 --> 00:27:55,642
It's not you're reaching out to
them cold.

778
00:27:55,642 --> 00:27:58,632
It could be someone who you've
never spoken to in your life, but

779
00:27:58,632 --> 00:28:00,790
you've seen that they've been
watching your stuff for the past

780
00:28:00,790 --> 00:28:03,788
30 days and they left a comment
here and they left five likes here

781
00:28:03,788 --> 00:28:06,395
you reach out to them with a video
through dm saying something

782
00:28:06,395 --> 00:28:09,238
connecting with them on some level
or making them an offer the the

783
00:28:09,238 --> 00:28:13,523
chance of that going up to a book
discovery call for you goes

784
00:28:13,523 --> 00:28:16,200
through your percentages but you
laid the foundation Okay.

785
00:28:16,200 --> 00:28:17,364
One sec here.

786
00:28:17,364 --> 00:28:19,149
I think I went to green screen

787
00:28:19,149 --> 00:28:20,468
videos we talked about.

788
00:28:20,468 --> 00:28:22,340
Those are my favorite but we won't

789
00:28:22,340 --> 00:28:24,740
because that's not how we roll.

790
00:28:24,740 --> 00:28:26,820
Started week now week three.

791
00:28:26,820 --> 00:28:27,220
five, it.

792
00:28:27,220 --> 00:28:27,860
Yeah, sorry.

793
00:28:27,860 --> 00:28:29,380
I'm going to keep sharing this
stuff.

794
00:28:29,380 --> 00:28:33,625
This wasn't like, hey, we found
that if you posted this and then

795
00:28:33,625 --> 00:28:42,494
you put this hashtag in that you
had an uptick.

796
00:28:42,494 --> 00:28:46,219
No, no, no, no. That's not how we
run this.

797
00:28:46,219 --> 00:28:50,334
It's, we just know, much like no,
no. That's not how we run this.

798
00:28:50,334 --> 00:28:51,815
It's, we just know much like life
in general.

799
00:28:51,815 --> 00:28:54,770
I know if I wake up every day and
I'm just a really good person and

800
00:28:54,770 --> 00:28:58,026
I surround myself with really good
people and I do what I say I'm

801
00:28:58,026 --> 00:28:58,733
going to do.

802
00:28:58,733 --> 00:29:01,372
And I try to help people and I go

803
00:29:01,372 --> 00:29:05,135
in with a big heart, I'm going to
win in life.

804
00:29:05,035 --> 00:29:09,427
And then I'm going to take that.

805
00:29:09,427 --> 00:29:12,004
I'm going to go teach my children

806
00:29:12,004 --> 00:29:15,740
how to do that, that blueprint.

807
00:29:15,740 --> 00:29:21,245
I know I'm going to take that and

808
00:29:21,245 --> 00:29:26,345
I'm going to go teach my children
how to do that, that blueprint.

809
00:29:26,345 --> 00:29:28,652
I know I'm going to win.

810
00:29:28,652 --> 00:29:30,465
It's the same concept with social

811
00:29:30,465 --> 00:29:30,959
media.

812
00:29:30,959 --> 00:29:33,666
If we are going to be consistent,

813
00:29:33,666 --> 00:29:35,315
this is non-negotiable in our
business, like non-negotiable,

814
00:29:35,315 --> 00:29:38,161
we're going to put effort into it,
time and money into it.

815
00:29:38,161 --> 00:29:40,691
And we are never going to stop.

816
00:29:40,691 --> 00:29:42,769
So there's no way this doesn't

817
00:29:42,769 --> 00:29:47,264
work because we're not going to
give it an opportunity to not

818
00:29:47,264 --> 00:29:47,592
work.

819
00:29:47,592 --> 00:29:49,399
Someone asked me, I don't know, a

820
00:29:49,399 --> 00:29:52,673
couple months ago, Ryan, when you
made the jump from broker to

821
00:29:52,747 --> 00:29:53,780
coaching, you went all in.

822
00:29:54,620 --> 00:29:56,279
How did you know it was going to

823
00:29:56,179 --> 00:29:57,515
work?
Like what was I said I did?

824
00:29:57,515 --> 00:30:00,833
I took a said, there's no way this
won't work because I'm not going

825
00:30:00,833 --> 00:30:01,830
to give it a chance.

826
00:30:01,830 --> 00:30:03,958
It only doesn't work if I stop.

827
00:30:03,958 --> 00:30:06,964
Otherwise, we're going to figure
this out because guess what?

828
00:30:06,964 --> 00:30:08,939
We're just going to keep going.

829
00:30:08,939 --> 00:30:11,258
There's no other choice.

830
00:30:11,258 --> 00:30:12,828
I don't have a choice.

831
00:30:12,828 --> 00:30:13,858
What are my choices?

832
00:30:13,858 --> 00:30:14,226
working.

833
00:30:14,226 --> 00:30:15,551
And we're just getting started.

834
00:30:15,551 --> 00:30:16,287
Like just getting started.

835
00:30:16,287 --> 00:30:19,129
We got a bunch of cool We're

836
00:30:19,129 --> 00:30:20,696
cooking things.

837
00:30:20,696 --> 00:30:22,054
But we're just up.

838
00:30:22,054 --> 00:30:31,880
getting started like just getting
started we got a bunch of cool

839
00:30:31,797 --> 00:30:42,433
things we're cooking up but we're
never stopping so will it work

840
00:30:42,433 --> 00:30:49,800
yeah it will i have conviction on
this this is how i feel this is

841
00:30:50,460 --> 00:30:57,540
how i talked to my clients i was a
mortgage broker about working with

842
00:30:57,379 --> 00:30:59,112
me right you need me in your
corner i said said this at the

843
00:30:59,112 --> 00:30:59,181
event.

844
00:30:59,181 --> 00:31:01,550
I've said it on here before, but I

845
00:31:01,450 --> 00:31:04,827
believe with every fiber in my
body that you as a mortgage broker

846
00:31:04,783 --> 00:31:06,511
are better off and your business
is better off because you know me.

847
00:31:06,467 --> 00:31:08,082
You have taken something from a
podcast, from an email, from a

848
00:31:08,082 --> 00:31:10,462
video, from a coaching, from a
training, from an interaction with

849
00:31:10,462 --> 00:31:10,655
me.

850
00:31:10,655 --> 00:31:13,238
You are better off from a could be

851
00:31:13,238 --> 00:31:15,470
one 10 second thing you learned
from me or something you've spent

852
00:31:15,470 --> 00:31:16,905
two years with me coaching.

853
00:31:16,905 --> 00:31:17,304
You are better.

854
00:31:17,304 --> 00:31:20,190
And I know single, I can offer
something to every single mortgage

855
00:31:20,190 --> 00:31:21,009
agent out there.

856
00:31:21,009 --> 00:31:22,920
It's a matter of if we just see

857
00:31:22,920 --> 00:31:23,989
the fit and it works and how we
get there and all that stuff.

858
00:31:23,980 --> 00:31:24,804
And so I had that same mentality
when I was brokering.

859
00:31:24,770 --> 00:31:26,927
Every client was way better off
having me in the corner to

860
00:31:27,027 --> 00:31:30,501
simplify this, to protect them, to
hold their hand, to keep them out

861
00:31:30,501 --> 00:31:34,700
of harm's way, to give them solid
advice, to lay the options.

862
00:31:35,320 --> 00:31:37,501
I knew everyone was way better.

863
00:31:37,601 --> 00:31:39,856
It was a matter of when they got

864
00:31:39,856 --> 00:31:42,460
there, when they got to having me
in their corner.

865
00:31:42,460 --> 00:31:45,132
So I hope you have that at some
point because I feel that with

866
00:31:45,132 --> 00:31:46,309
everything I do.

867
00:31:46,309 --> 00:31:47,086
And that's it, kids.

868
00:31:47,186 --> 00:31:49,585
Okay, longer podcast than I
wanted, but I wanted to share that

869
00:31:49,585 --> 00:31:50,140
with you.

870
00:31:50,140 --> 00:31:52,420
Hopefully that helped and you got

871
00:31:52,740 --> 00:31:53,142
some from that.

872
00:31:53,142 --> 00:31:53,857
I'll be back next week.

873
00:31:53,857 --> 00:31:54,724
Enjoy the rest of the