248: Things I Learned While on the Road + 2 Massive Problems in Our Industry

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

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a game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business.

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

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

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good morning.

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Welcome to the Mortgage Game

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Podcast.

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West Coast Wiley in the house

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let's get going uh okay this
podcast is going to be some random

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things it's really things i
learned on um i spent the last

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geez i don't know three weeks or
so going to events hosting our own

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events in vancouver toronto
edmonton there's more to come uh

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and just stuff I learned from all
this.

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So I want to just throw this out
here.

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So like I said, let's just get
into it.

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So I did, I thought it was really,
really cool.

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I didn't go to a lot of these
conferences.

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I didn't go to a lot of things.

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I looked at them as a lot of times

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I did go to them earlier in my
career.

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And I'm just like, man, I'm just
like, I don't get anything from

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these.

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Like I go and if I'm not

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networking and I was never the
network within our industry guy.

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That wasn't my jam.

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I get it why people do it.

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One million percent.

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You have two camps.

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You have the one camp who a lot of
their social life, if not all of

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it, is within our industry.

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All the people they know.

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Like it's pretty cool.

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They can talk all the lingo, hey,

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that deal, that file, blah, blah,
blah.

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Then you have the other camp, the
people who are like, no, I get in,

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do my work, and I get out, and I
go in a different social circle.

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And I get both sides.

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I see it.

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I've seen it all now.

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I see the professional travelers,

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the ones that go to everything and
just submerse themselves into

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everything.

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ones that go to everything and

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just submerse themselves into
everything and i see the ones that

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come out once in a while if at all
right um so i totally get it i

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think i would probably if i went
back in a broken i'd probably be a

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hybrid in the middle there um
because i do see it and so but i

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just didn't do that in my career
and i wanted to make sure that

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these events that we held the
three that we held, are moving

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forward.

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We're just going to keep making

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them better and better.

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That you just get, like, so much

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value.

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Because a lot of the ones you go

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to, you just don't get value.

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You leave there and there's a

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speaker and blah, blah, blah.

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And you're like, yeah, they're

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good.

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It's more like going to the

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movies.

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It's, like, entertaining.

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But my business isn't better off.

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Or I'm not better off as a human

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being.

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or I'm not better off as a human

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I'm being.

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not saying that's the case in all

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of them.

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I'm not saying that's the case in

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all of them.

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But like, did you really pull out

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one of the tactics and pull it
back and you used it to help close

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three more files?
Did it earn you 20 more grand in

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revenue what you learned at the
thing?

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Like, could you draw a straight
line?

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So that was our goal was to do
that, was to give you tactical

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advice with tools and follow it up
with training after, which nobody

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does.

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But training after we can go

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deeper on some things included,
right?

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So like a week and two weeks
later, you have like deeper

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training on things with resources
that are always there.

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Like that was the goal was to give
massive value.

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So if you ever hear my name
attached to something, an event

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we're hosting, just know, like,
our goal is like, how much value

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can we bring?
It's tactical things that you can

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use in your business, right?
We're not the fluffy stuff where

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we're talking about this other
stuff and we're telling these

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crazy.

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And that's good.

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It's entertaining.

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But I say, like I said, that's

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going to the movies, right?
And it is what it is.

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You want to go to the movies and
you want to spend half a day or a

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full day at the movies?
Cool.

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Got it.

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Love it.

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And you want to network.

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Totally get it.

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It's part of your social circle.

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Completely understand.

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Love it.

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That's just not my event, right?

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So when we do our events, it'll be
more tactical, right?

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And then there's the networking
after, which was some of my

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favorite stuff.

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A couple of comments, I think

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you're, you're taller than I
thought.

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And you're thinner than I thought.

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Yeah.

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What do you say?
You're like, yeah, thank you.

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I guess.

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I don't know.

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Like you, I didn't know you had
like such thick lenses on your

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glasses.

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There's like, what am I going to

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say?
Right.

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I don't know, but it was just
interesting.

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I laugh.

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I roll the punches and everything.

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I love it.

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None of that offends or anything.

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I just wanted to share that with
you.

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A lot of people took a leap of
faith and they came to these and

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some people are like, Hey, I've
never been to one of these or

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don't go to them because of X, Y,
Z, but I came here and I'm so glad

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I did.

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And I met this relationship and

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they're like, it's just, it fills,
it fills my cup to hear that.

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Um, a lot of you didn't take the
leap of faith for whatever reason.

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That's cool.

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Maybe the timing didn't work and I

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get it.

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Or maybe it was a cost thing,

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which is crazy because it's a
write-off and I promise you, you

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would have learned things that you
could have made money off quite

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quickly.

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Um, and so I shared a couple of

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things we had in there with other
students of mine that couldn't

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make it out and they're like oh my
god I just had this file and I got

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file last week and have this one
coming up today and hey let's jump

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on a screen I'll show you how to
use it and blah blah blah and

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they're like oh my god like this
works and how aren't people doing

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this I'm like yeah I don't know I
don't know and it was really

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shocking to me.

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Very, very shocking to me.

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I talked to every person who came
to the event, all three events,

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talked to every person, some more
in depth than others, but we still

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got, tried to keep it like
business chat and whatnot.

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I want to go deep on business,
right?

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The personal is great.

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We'll connect there, but like

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we're here, we're business owners
trying to help our business is

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what we're doing.

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It was really shocking to me.

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And this is, I have some other
thing like I learned that was just

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crazy that I want to share with
you that no one's talking about,

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but I'm going to talk about it.

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Why?

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Because I am.

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That's how we roll.

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We, we all the renewal bootcamp,
the whole industry has been

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touting renewals, renewals,
renewals, renewals, renewals.

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Oh, there's so many renewals
coming up.

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Opportunities and money's falling
out of the sky.

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And yeah, how do you convert it?
Right?

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How do you convert those renewals?
What are you saying?

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You're going to get crushed.

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You will get fucking crushed on

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interest rates, price and product.

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You're screwed.

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Your business model goes away goes
away gone it's only going to get

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harder and harder to compete at
renewal time so you would think

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that there would be training
around how to convert renewals not

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one person not one agent said they
had any type of training from

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their team their broker brokerage,
their network, around how to

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convert these renewals falling
from the sky.

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And it made me sad.

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Made me sad.

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But it wasn't telling me anything
I did not already know, which is

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why we did it and why we're going
to keep beating that drum.

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And it also just exposed, you
know, the lack of training in the

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industry, which I'm okay with.

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That's why I have a job.

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But I saw the lack of marketing.

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I saw the lack of training.

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I saw the lack.

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Like, no one's doing it.

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They're teaching underwriting.

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Sure, I could turn left, right,

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and center and find 18 different
trainings on underwriting.

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Got it.

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You have an underwriting.

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Got The stuff that gets the phone
ringing, not so much.

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Right?
It's unfortunate.

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And so it's crazy that our
industry is pushing renewals, but

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they're pushing it for their own
agenda.

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And yet nobody is actually
teaching you how to close the

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deal.

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Right?

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When you think about that, it
should be like, huh, interesting.

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This podcast is brought to but
those of you who took a leap of

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faith and those of you who are
going to continue to take a leap

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of faith to come out to events
like that, where my name's

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attached to it.

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Frickin awesome.

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Love Love it.

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And I it.

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give as much as I can there.

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Seriously, I'll hang to come out,

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out to events like that where my
name's attached to it um freaking

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awesome love it love it and i give
as much as i can there seriously

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i'll hang out talk hang out after
some we went for beers some i said

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coffee some we just chatted and
went deeper on conversations like

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i'm all in on this right i'm there
to help i'm there to um as a

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sounding board i'm there to like
just help bring this all together.

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Everyone's on different islands.

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And what I realized in going to

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these events is a lot of brokers
are on their own island.

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I knew this because that was me to
some but degree, I chose that.

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I chose that way.

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I think some of you are at shops

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where that's just the way it is
and you think that's the way it

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And is.

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then other people choose to be on

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islands, right?
You don't throw yourself into the

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center of all this stuff.

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And I totally get it.

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But yeah, a lot of us were on
island.

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So it's nice to just bring the
people together.

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And I just really filled my cup to
do it.

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I loved it.

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Frickin loved it.

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But I also realized it's the 80-20
rule.

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It's probably even the 90-10 rule,
right?

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20% of the people do 80% of the
business.

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I think it's shifting even higher.

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Maybe it's 15% of the people do

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85% of the business and take
action on things.

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And so we gave a bunch of
strategies.

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We gave from, hey, I did this with
a bunch of brokers and we sent out

251
00:08:46,040 --> 00:08:47,143
1100 opens on social media.

252
00:08:47,143 --> 00:08:49,104
This is what we had in our

253
00:08:49,104 --> 00:08:49,839
toolbox, showed examples.

254
00:08:49,939 --> 00:08:50,742
Here you go, go do this.

255
00:08:50,742 --> 00:08:51,800
And then, hey, we have these
strategies.

256
00:08:51,800 --> 00:08:54,755
So the night people reaching out
to me a couple of days, a week,

257
00:08:54,755 --> 00:08:56,364
two weeks after going, Ryan, this
stuff works.

258
00:08:56,364 --> 00:08:57,061
Oh my God.

259
00:08:57,061 --> 00:08:59,628
I just did it.

260
00:08:59,628 --> 00:09:02,672
I shut my brain off.

261
00:09:02,672 --> 00:09:03,968
I did it.

262
00:09:03,868 --> 00:09:07,406
I got out of my own way.

263
00:09:07,378 --> 00:09:13,420
And now I'm going on a podcast.

264
00:09:13,420 --> 00:09:15,008
Now I'm sitting down with real
estate teams.

265
00:09:15,008 --> 00:09:17,219
Now I've already got three
applications in the last couple of

266
00:09:17,319 --> 00:09:18,012
days from doing this.

267
00:09:18,012 --> 00:09:19,416
Like the stuff works, right?

268
00:09:19,316 --> 00:09:20,223
It's not rocket science stuff.

269
00:09:20,223 --> 00:09:22,355
We're teaching some of it he gets

270
00:09:22,355 --> 00:09:25,916
pretty deep on when we bring out
spreadsheet and with henneberry

271
00:09:25,916 --> 00:09:29,295
jason henneberry my partner and i
call him spreadsheet charlie

272
00:09:29,195 --> 00:09:33,500
because he geeks out on that stuff
loves it and thank god he does

273
00:09:33,500 --> 00:09:37,716
because somebody needs to and he's
that guy and we all benefit from

274
00:09:37,616 --> 00:09:43,260
it um pretty cool but yeah the 85
15 rule then you got the people

275
00:09:43,260 --> 00:09:46,688
that are just great awesome and
then they talk themselves out of

276
00:09:46,588 --> 00:09:50,025
it right and they come back i'm
confused it seems too hard like it

277
00:09:50,125 --> 00:09:55,717
seems i try to present things in
such a simple way where it leaves

278
00:09:55,717 --> 00:09:59,715
you going okay now what i can't
wait till like the next topic or

279
00:09:59,715 --> 00:10:04,383
the next slide or and i'm like no
that's it i'm like huh there's not

280
00:10:04,383 --> 00:10:07,174
more no just do that over and over
and over and over.

281
00:10:07,173 --> 00:10:10,468
But what's the next thing?
What do you think the next thing

282
00:10:10,468 --> 00:10:11,847
is?
Well, I'd probably do this.

283
00:10:11,847 --> 00:10:13,009
That's the next interesting,
right?

284
00:10:13,009 --> 00:10:17,158
We had one person put their hand
up, but I can't remember who it

285
00:10:17,158 --> 00:10:17,440
was.

286
00:10:17,440 --> 00:10:19,888
And a lot of people were asking

287
00:10:19,888 --> 00:10:20,264
questions.

288
00:10:20,264 --> 00:10:21,959
And they're like, okay, so when

289
00:10:21,959 --> 00:10:24,975
you're prospecting through DMs and
this, this, and then what if the

290
00:10:24,975 --> 00:10:27,406
person doesn't come back what if
they don't respond with anything

291
00:10:27,406 --> 00:10:29,738
and i'm just preaching follow-up
preaching it doesn't matter if you

292
00:10:29,738 --> 00:10:32,834
follow up 10 times they don't say
anything your time in is like

293
00:10:32,834 --> 00:10:35,821
three seconds each copy and paste
type in boof fire up right your

294
00:10:35,821 --> 00:10:38,192
time in is like nothing on
following up to people eight times

295
00:10:38,192 --> 00:10:42,080
in a row and i'm not responding
you're in for two minutes total

296
00:10:42,080 --> 00:10:48,320
but it's like okay but what if
after I send my video and then

297
00:10:48,900 --> 00:10:51,256
what if the, like, and they don't
respond, like, what do I do then?

298
00:10:51,156 --> 00:10:55,837
Do I come?
You follow up.

299
00:10:55,837 --> 00:10:57,247
Well, what do I follow up?
The follow up questions.

300
00:10:57,247 --> 00:10:58,084
You have a whole list.

301
00:10:58,084 --> 00:10:59,054
Pick one, pick your own.

302
00:10:59,054 --> 00:11:00,549
And then what?
What if they don't?

303
00:11:00,649 --> 00:11:01,048
You follow up.

304
00:11:01,048 --> 00:11:02,573
And then what do you think?

305
00:11:02,673 --> 00:11:03,730
What do you think?
Probably follow up.

306
00:11:03,730 --> 00:11:03,880
Yeah.

307
00:11:03,880 --> 00:11:04,534
Follow up.

308
00:11:04,534 --> 00:11:05,690
Money's made in the follow up.

309
00:11:05,690 --> 00:11:08,007
I Yo, was told to me early money

310
00:11:08,007 --> 00:11:09,589
on, is made in the follow up.

311
00:11:09,589 --> 00:11:09,679
Yeah.

312
00:11:09,679 --> 00:11:10,196
Follow Money's up.

313
00:11:10,177 --> 00:11:11,708
made in the follow up.

314
00:11:11,708 --> 00:11:16,962
I Yo, was told to me early on,
money is made in the follow up.

315
00:11:16,962 --> 00:11:18,939
Podcast is brought to you by
Americano.

316
00:11:18,939 --> 00:11:20,362
So it's interesting, the 85-15.

317
00:11:20,362 --> 00:11:21,979
So ask yourself, what are you in?

318
00:11:21,979 --> 00:11:25,348
Are you in the 85 or the 15?
Like on execution, 15% of the

319
00:11:25,348 --> 00:11:26,458
people are going to jump in and
execute.

320
00:11:26,458 --> 00:11:27,721
Right?
I know that from training hundreds

321
00:11:27,721 --> 00:11:27,986
brokers.

322
00:11:27,886 --> 00:11:28,520
I know that.

323
00:11:28,620 --> 00:11:29,537
It's the same thing.

324
00:11:29,537 --> 00:11:30,072
And here's the difference.

325
00:11:30,072 --> 00:11:32,158
From what I've seen, from all the
students I've coached, the ones

326
00:11:32,158 --> 00:11:34,793
who succeed the most, it's The
difference is everyone tries the

327
00:11:34,893 --> 00:11:35,147
thing.

328
00:11:35,047 --> 00:11:36,820
They go, I'm going to try it.

329
00:11:36,820 --> 00:11:38,457
I'm going to try it.

330
00:11:38,557 --> 00:11:39,464
And then, okay, I'll try this.

331
00:11:39,464 --> 00:11:42,220
The ones who succeed, the ones who
have the businesses where they're

332
00:11:43,680 --> 00:11:44,080
like, yeah, right.

333
00:11:44,080 --> 00:11:44,172
Nice.

334
00:11:44,172 --> 00:11:44,590
Listen to you.

335
00:11:44,548 --> 00:11:45,255
And I don't hear from them for a

336
00:11:45,309 --> 00:11:45,370
while.

337
00:11:45,370 --> 00:11:46,277
I don't hear from them for months

338
00:11:46,354 --> 00:11:47,045
and months and months, maybe a
year.

339
00:11:47,130 --> 00:11:47,460
They're still doing the thing.

340
00:11:47,460 --> 00:11:49,162
The one or two things, they just

341
00:11:49,162 --> 00:11:50,298
keep doing it over.

342
00:11:50,198 --> 00:11:51,900
So the difference is they didn't

343
00:11:51,900 --> 00:11:52,640
stop.

344
00:11:54,300 --> 00:11:56,221
Everyone else stopped because

345
00:11:56,321 --> 00:11:58,965
either they weren't getting the
response they liked.

346
00:11:58,965 --> 00:12:00,611
It felt like it was getting too
hard.

347
00:12:00,611 --> 00:12:04,160
They're getting too confused and
they didn't want to dive in and

348
00:12:04,160 --> 00:12:09,290
try to figure it out they didn't
they were looking for some like

349
00:12:09,390 --> 00:12:13,438
cookie cutter thing they could do
for their business that guarantees

350
00:12:13,438 --> 00:12:19,093
leads come in which does not exist
you have to put yourself out there

351
00:12:19,093 --> 00:12:31,160
you have to like perfect your
craft right and the people that

352
00:12:31,160 --> 00:12:33,254
just keep going and they never
stop, right?

353
00:12:33,254 --> 00:12:35,268
Most successful people on social
media, the biggest difference,

354
00:12:35,368 --> 00:12:38,650
it's not like they have a better
editor and they better at, they

355
00:12:38,650 --> 00:12:39,531
just didn't stop.

356
00:12:39,531 --> 00:12:41,240
A lot of you just stop.

357
00:12:41,480 --> 00:12:42,869
crazy, right?
Social media, and we're going to

358
00:12:42,869 --> 00:12:45,869
go down a small sidebar here, and
then I have two big topics to talk

359
00:12:45,869 --> 00:12:46,036
about.

360
00:12:46,136 --> 00:12:47,702
Man, two massive problems in the

361
00:12:47,702 --> 00:12:47,980
industry.

362
00:12:47,980 --> 00:12:50,438
I talk about, you're pretty quick,

363
00:12:50,538 --> 00:12:51,917
you should stick around for.

364
00:12:51,917 --> 00:12:53,396
I don't talk about negative stuff

365
00:12:53,396 --> 00:12:53,642
ever.

366
00:12:53,642 --> 00:12:55,666
I really don't.

367
00:12:55,666 --> 00:12:57,424
I try not to.

368
00:12:57,424 --> 00:12:59,841
It's not wired in my head.

369
00:12:59,841 --> 00:13:01,453
I push that out pretty quickly.

370
00:13:01,453 --> 00:13:04,048
I need to bring light to the

371
00:13:04,048 --> 00:13:04,891
world, the industry.

372
00:13:04,891 --> 00:13:05,841
I need to bring that.

373
00:13:05,841 --> 00:13:07,710
The world itself already brings
all the bad shit.

374
00:13:07,710 --> 00:13:10,140
I don't want to play in that pond.

375
00:13:10,140 --> 00:13:11,470
That's not what I do.

376
00:13:11,470 --> 00:13:14,130
It's not what I want to do.

377
00:13:14,130 --> 00:13:16,560
So now I lost my train of thought.

378
00:13:16,560 --> 00:13:20,487
So I can't even bring that
freaking idea, what I was just

379
00:13:20,487 --> 00:13:23,638
going on, because I was hyping up
this other stuff.

380
00:13:23,738 --> 00:13:26,143
Okay, we're going to skip back.

381
00:13:26,143 --> 00:13:28,416
Maybe i'll come back to it if i

382
00:13:28,416 --> 00:13:31,394
remember exactly what we were
talking about um oh sorry yeah

383
00:13:31,394 --> 00:13:37,295
social media people i see not
being successful in social media

384
00:13:37,195 --> 00:13:41,040
like it's crazy to me when you
think that uh it is for marketing

385
00:13:41,040 --> 00:13:44,287
and waste player and i have people
i see people spending money on

386
00:13:44,287 --> 00:13:49,337
buses the guy in my safe spending
buses i'm like i don't know what

387
00:13:49,337 --> 00:13:53,597
you're doing with that um you
should there's a way better way to

388
00:13:53,697 --> 00:13:56,925
do that by the way um but they're
in dentist office and they're and

389
00:13:56,925 --> 00:14:00,127
they're spending money setting
this all up yet there i go check

390
00:14:00,227 --> 00:14:05,540
out their social media and there's
nothing crickets or it's just not

391
00:14:05,540 --> 00:14:08,030
good like because they just don't
do a lot they're not putting

392
00:14:08,030 --> 00:14:12,142
themselves out there and so i go
like you have the biggest

393
00:14:12,142 --> 00:14:13,290
marketing tool in the world
sitting there.

394
00:14:13,290 --> 00:14:17,596
You could take out a full page ad
in a newspaper for free, which is

395
00:14:17,496 --> 00:14:20,102
social media that lives forever,
becomes part of your identity and

396
00:14:20,102 --> 00:14:22,683
your brand and your website and
like all that.

397
00:14:22,683 --> 00:14:23,219
It's free.

398
00:14:23,119 --> 00:14:24,038
Your email marketing is free.

399
00:14:24,038 --> 00:14:25,200
Right?
A lot of business owners have

400
00:14:25,200 --> 00:14:26,353
figured this out.

401
00:14:26,353 --> 00:14:28,926
It's I don't need to pay anything

402
00:14:28,926 --> 00:14:30,079
to go over here.

403
00:14:30,079 --> 00:14:32,688
here, here, It's all there,

404
00:14:32,688 --> 00:14:34,390
sitting there for free.

405
00:14:34,390 --> 00:14:36,433
Crazy town that we haven't

406
00:14:36,433 --> 00:14:40,860
connected the dots on that.

407
00:14:40,860 --> 00:14:42,221
Okay, regardless, let's get back

408
00:14:42,221 --> 00:14:46,000
to it one other small thing i
learned um a lot of agents don't

409
00:14:46,000 --> 00:14:48,223
have their own email addresses yet
i've talked about this before

410
00:14:48,223 --> 00:14:50,505
that's just bonkers to me they've
got either a gmail like tom

411
00:14:50,505 --> 00:14:53,054
mortgages at gmail oh my god no no
don't do that um That's not

412
00:14:53,054 --> 00:14:53,442
professional.

413
00:14:53,442 --> 00:14:55,151
And just don't do that.

414
00:14:55,151 --> 00:14:56,159
Go get your own domain.

415
00:14:56,159 --> 00:14:57,760
Go get Tom at, I don't know,

416
00:14:57,760 --> 00:14:59,360
whatever your last name is,
smithmortgages.com.

417
00:14:59,360 --> 00:15:01,339
All right, go get network or their
brokerage email still.

418
00:15:01,339 --> 00:15:01,644
Ah, big no-no.

419
00:15:01,644 --> 00:15:02,506
Big, massive no-no.

420
00:15:02,506 --> 00:15:03,616
Do not use it.

421
00:15:03,616 --> 00:15:04,205
Do not use it.

422
00:15:04,205 --> 00:15:07,279
Nobody's working with you because
of your brokerage or your network.

423
00:15:07,379 --> 00:15:09,465
If someone's telling you they are,
and that's important, they're

424
00:15:09,465 --> 00:15:11,180
blatantly lying to your face.

425
00:15:11,080 --> 00:15:14,472
And you can push them my way and

426
00:15:14,472 --> 00:15:16,205
tell them I said that.

427
00:15:16,205 --> 00:15:18,392
They do not know what they're

428
00:15:18,392 --> 00:15:18,980
talking about.

429
00:15:19,080 --> 00:15:20,494
They have another agenda.

430
00:15:20,494 --> 00:15:20,914
Okay.

431
00:15:20,914 --> 00:15:30,219
I know stories, and this isn't why

432
00:15:30,194 --> 00:15:37,167
I wouldn't do this, but this is
just a sidebar story of when

433
00:15:37,132 --> 00:15:37,280
someone left the brokerage, their
email, guess what?

434
00:15:40,100 --> 00:15:43,087
If you leave, which ultimately a
lot of you might, even if you

435
00:15:42,955 --> 00:15:46,561
don't leave, you should own your
own shit, right?

436
00:15:46,561 --> 00:15:47,127
You're a business owner.

437
00:15:47,127 --> 00:15:47,795
Like, it's crazy.

438
00:15:47,795 --> 00:15:48,876
You need to own your own stuff.

439
00:15:48,876 --> 00:15:49,905
You don't own it.

440
00:15:49,905 --> 00:15:51,611
You don't have control of it.

441
00:15:51,611 --> 00:15:52,788
You don't, right?

442
00:15:52,788 --> 00:15:54,437
Take out the Gmail thing.

443
00:15:54,437 --> 00:15:56,713
I'd rather have at Gmail than the

444
00:15:56,713 --> 00:15:57,670
other one.

445
00:15:57,670 --> 00:16:00,296
I'd rather have at Gmail than the

446
00:16:00,296 --> 00:16:06,524
other As crazy as that They're
both bad in their own different

447
00:16:06,424 --> 00:16:07,925
But horror stories one.

448
00:16:07,925 --> 00:16:10,011
of people leave it sounds.

449
00:16:09,911 --> 00:16:15,569
and then clients respond to an
email or reach out way.

450
00:16:15,669 --> 00:16:25,640
to that email and the owner still
has it Tom but we Right?

451
00:16:26,060 --> 00:16:29,242
Like that's built into their But
open.

452
00:16:29,242 --> 00:16:33,747
Oh, please yeah, don't laughed, do
Set up gotcha.

453
00:16:33,747 --> 00:16:34,930
your own.

454
00:16:34,930 --> 00:16:35,167
model.

455
00:16:35,167 --> 00:16:36,704
still, that.

456
00:16:36,704 --> 00:16:36,941
Right?

457
00:16:36,941 --> 00:16:37,414
Pay.

458
00:16:37,414 --> 00:16:40,223
It can't be the cost.

459
00:16:40,222 --> 00:16:43,317
Right?
It can't be you don't know how to

460
00:16:43,317 --> 00:16:44,060
do If it.

461
00:16:46,560 --> 00:16:47,952
you don't know how to do like it,

462
00:16:47,952 --> 00:16:49,054
reach out to We'll us.

463
00:16:48,954 --> 00:16:49,455
share It's it.

464
00:16:49,455 --> 00:16:51,115
easy to set Reach up.

465
00:16:51,015 --> 00:16:52,038
out to somebody.

466
00:16:52,138 --> 00:16:55,426
There's someone you already know,
a mortgage agent who already has

467
00:16:55,426 --> 00:16:57,244
their own brand attached through
email.

468
00:16:57,244 --> 00:16:59,060
Right?
Ask, how did you do that?

469
00:16:59,060 --> 00:17:01,624
It's super simple to do.

470
00:17:01,524 --> 00:17:03,548
Very, very, very, very simple.

471
00:17:03,548 --> 00:17:03,812
Okay.

472
00:17:03,812 --> 00:17:05,230
Go do that.

473
00:17:05,230 --> 00:17:08,939
Go buy it with a domain, go to
GoDaddy and then go into Gmail and

474
00:17:08,939 --> 00:17:13,148
open a G Suite and then just
connect the two G Suite into your

475
00:17:13,148 --> 00:17:15,761
GoDaddy, authenticate it and boom,
you've got your own email address

476
00:17:15,761 --> 00:17:16,859
that you own forever.

477
00:17:16,859 --> 00:17:18,718
No one can take it.

478
00:17:18,718 --> 00:17:20,998
No one can take your data.

479
00:17:20,998 --> 00:17:22,602
No one can take anything.

480
00:17:22,602 --> 00:17:46,632
Please go do that.

481
00:17:46,438 --> 00:17:46,657
I can't believe we're still

482
00:17:46,469 --> 00:17:46,681
talking about this part.

483
00:17:46,496 --> 00:17:46,575
That just tells me you're getting

484
00:17:46,529 --> 00:17:46,597
bad advice.

485
00:17:46,551 --> 00:17:46,759
Bad advice.

486
00:17:46,564 --> 00:17:46,639
This podcast is brought to you by
Americana.

487
00:17:46,593 --> 00:17:46,840
Okay, now I've got two massive
industries or problems in the

488
00:17:46,644 --> 00:17:46,694
industry.

489
00:17:46,646 --> 00:17:46,730
I've seen this for years, by the

490
00:17:46,685 --> 00:17:46,735
way.

491
00:17:46,705 --> 00:17:46,840
Nobody wants to talk about it.

492
00:17:46,758 --> 00:17:46,840
Okay.

493
00:17:46,765 --> 00:17:46,840
Nobody does.

494
00:17:46,785 --> 00:17:46,840
I'm going to talk about it.

495
00:17:46,809 --> 00:17:46,840
Yeah.

496
00:17:46,813 --> 00:17:46,840
I'm going to talk about it.

497
00:17:46,877 --> 00:17:51,684
This has come up from

498
00:17:51,507 --> 00:17:52,475
conversations on my traveling and
networking conversations I've had.

499
00:17:52,429 --> 00:17:53,074
And I always knew this was a
thing.

500
00:17:53,166 --> 00:17:54,272
It just reignited the fire to talk
about it for me because it's

501
00:17:54,272 --> 00:17:54,525
complete fucking bullshit.

502
00:17:54,579 --> 00:17:54,925
Yeah, I'm swearing.

503
00:17:54,948 --> 00:17:56,787
Hopefully I'm not on speaker in
your car, Bluetooth while you're

504
00:17:56,787 --> 00:17:58,377
driving with your kids in the
back.

505
00:17:58,377 --> 00:17:58,925
I apologize.

506
00:17:58,925 --> 00:18:01,478
I should have given you a heads up

507
00:18:01,578 --> 00:18:01,934
up front.

508
00:18:01,934 --> 00:18:03,366
This one was meant for adults.

509
00:18:03,366 --> 00:18:04,509
So there we go.

510
00:18:04,509 --> 00:18:13,659
I carry hey, what I'm going to say

511
00:18:13,534 --> 00:18:14,688
here, here's my disclaimer,
because that's what we do in this

512
00:18:14,688 --> 00:18:14,888
industry.

513
00:18:14,828 --> 00:18:15,318
We put disclaimers in.

514
00:18:15,318 --> 00:18:15,542
Here's the disclaimer.

515
00:18:15,527 --> 00:18:16,007
This isn't everybody.

516
00:18:15,947 --> 00:18:17,411
I'm not blanketing everybody, but
I'm blanketing a large percentage

517
00:18:17,311 --> 00:18:17,800
of people.

518
00:18:17,800 --> 00:18:17,905
Okay.

519
00:18:17,905 --> 00:18:22,026
So you take that for, if you're in
the small percentage, good for

520
00:18:22,026 --> 00:18:22,237
you.

521
00:18:22,237 --> 00:18:23,038
Raw, raw, raw.

522
00:18:22,938 --> 00:18:23,078
Awesome.

523
00:18:23,078 --> 00:18:24,554
For those who aren't, this is for

524
00:18:24,554 --> 00:18:24,702
you.

525
00:18:24,702 --> 00:18:24,902
Okay?

526
00:18:25,000 --> 00:18:26,975
A lot of agents don't actually
know their exact split.

527
00:18:26,975 --> 00:18:27,567
They don't.

528
00:18:27,567 --> 00:18:28,359
They're being bamboozled.

529
00:18:28,259 --> 00:18:28,459
are.

530
00:18:28,457 --> 00:18:29,000
They don't know.

531
00:18:29,000 --> 00:18:32,522
They think they know, but they
don't know.

532
00:18:32,522 --> 00:18:35,764
If I say to you, what's your
split?

533
00:18:35,664 --> 00:18:38,659
And you say 85-15, and I go, okay,
that's great.

534
00:18:38,659 --> 00:18:40,740
So does that mean it's 5% to the
house?

535
00:18:40,780 --> 00:18:43,861
Because the mothership, the
network, some networks take 5%

536
00:18:43,961 --> 00:18:45,252
override on everything.

537
00:18:45,352 --> 00:18:46,743
Right off the top.

538
00:18:46,743 --> 00:18:47,591
Plus tax.

539
00:18:47,691 --> 00:18:47,962
Gone.

540
00:18:47,962 --> 00:18:48,584
Into space.

541
00:18:48,584 --> 00:18:49,035
Just...

542
00:18:49,035 --> 00:18:50,028
Here you go.

543
00:18:50,128 --> 00:18:50,660
It's gone.

544
00:18:50,660 --> 00:18:53,007
And then your split happens.

545
00:18:53,007 --> 00:18:56,222
So it's actually worse than 85-15.

546
00:18:56,222 --> 00:18:58,264
Right?
So if I ask what's you, your

547
00:18:58,264 --> 00:18:59,206
split?
You say And 85-15.

548
00:18:59,206 --> 00:19:06,951
I does that go, mean it's 5 to
than 85 15 right so if i ask you

549
00:19:06,851 --> 00:19:12,954
are you what's your split you say
85 15 i go does that mean it's

550
00:19:12,954 --> 00:19:16,736
five to the mother mothership and
then 10 to the house and the house

551
00:19:16,736 --> 00:19:20,304
being the brokerage or team you're
at uh and they don't know what i'm

552
00:19:20,304 --> 00:19:27,498
talking about i'm like what okay
so you're not 85 15 because you

553
00:19:27,498 --> 00:19:30,731
know what happens is this when you
get your pay stub i know this

554
00:19:30,731 --> 00:19:34,118
because i've worked at networks
i've brokered there what happens

555
00:19:34,118 --> 00:19:38,559
is the five percent isn't there
it's already been taken so if you

556
00:19:38,559 --> 00:19:42,331
get paid 4500 if that's what shows
and then your split comes off of

557
00:19:42,331 --> 00:19:46,036
the 4500 and you're 85 on there,
the money's already been taken

558
00:19:46,036 --> 00:19:46,360
off.

559
00:19:47,020 --> 00:19:49,093
So you could have maybe got, I

560
00:19:49,093 --> 00:19:56,697
don't know, I'm just throwing out
there 4,700, 4,800, but they took

561
00:19:56,697 --> 00:19:58,863
the five and then now you're
coming.

562
00:19:58,763 --> 00:20:00,400
So you're really not an 85, 15.

563
00:20:00,400 --> 00:20:01,765
You're closer to 80, 20, and

564
00:20:01,765 --> 00:20:04,885
you're actually closer to like
79.5, 20.5 when you actually do

565
00:20:04,885 --> 00:20:05,992
the ratios right.

566
00:20:05,992 --> 00:20:06,545
It's crazy.

567
00:20:06,545 --> 00:20:08,882
The lack of transparency on
splits.

568
00:20:08,982 --> 00:20:13,565
And some of you, hey, I know
agents who have been in the game

569
00:20:13,565 --> 00:20:17,460
for 15 years that did not realize
this.

570
00:20:17,460 --> 00:20:19,610
So you might be like, that's
crazy.

571
00:20:19,610 --> 00:20:20,800
Never happening to me.

572
00:20:21,040 --> 00:20:21,537
That's bonkers.

573
00:20:21,537 --> 00:20:24,870
Don't know what you don't know.

574
00:20:24,848 --> 00:20:25,331
And the way that things are done,

575
00:20:25,216 --> 00:20:25,593
like I said, this isn't Some shops
are everybody.

576
00:20:25,598 --> 00:20:25,889
set up And you can't know and
right.

577
00:20:25,867 --> 00:20:26,862
the way that things are done like
i said this isn't everybody some

578
00:20:26,862 --> 00:20:29,637
shops are set up right and they
you can itemize and break it out

579
00:20:29,637 --> 00:20:32,435
but when you start reconciling
your files and you're like how

580
00:20:32,435 --> 00:20:37,220
many beeps did i get paid on this
file it's not there in a lot of

581
00:20:37,220 --> 00:20:40,849
brokerages it's not broken down
it's this number comes in then

582
00:20:40,849 --> 00:20:46,047
your split comes off and you're
like well hot damn i gotta figure,

583
00:20:46,047 --> 00:20:48,713
did I get paid the right amount of
bips?

584
00:20:48,713 --> 00:20:52,302
If I did, where's the 5% showing
to the mother-mothership?

585
00:20:52,302 --> 00:20:56,717
And then am I on that?
Because a lot of the teams that

586
00:20:56,717 --> 00:20:59,960
are structured at these networks
where they take those percentage,

587
00:20:59,960 --> 00:21:02,787
they need to make their profit,
too, and their money.

588
00:21:02,887 --> 00:21:07,786
But they don't outline, like, hey,
5 goes here and then here.

589
00:21:07,786 --> 00:21:08,821
It's like you're 85-15.

590
00:21:08,921 --> 00:21:10,752
They just assume you know it's

591
00:21:10,852 --> 00:21:13,508
such bullshit bullshit i highly
highly highly encourage you reach

592
00:21:13,508 --> 00:21:16,842
out to whoever your team lead is
broker owner whatever reach out

593
00:21:16,842 --> 00:21:21,758
and just get an understanding
maybe it is itemized out on your

594
00:21:21,658 --> 00:21:26,975
pay stop which would be freaking
amazing be so cool and then you

595
00:21:26,975 --> 00:21:31,785
could be like hey my person's a
good person and if it's not it's

596
00:21:31,785 --> 00:21:35,836
like hey just sweep under the rug
we don't talk about that yeah well

597
00:21:35,736 --> 00:21:39,537
i'll tell you like yeah huh like
okay anyone challenges you on that

598
00:21:39,537 --> 00:21:43,151
send them my way right because i
know I know how this is

599
00:21:43,151 --> 00:21:43,323
structured.

600
00:21:43,423 --> 00:21:44,860
I know how it works.

601
00:21:44,678 --> 00:21:44,965
It's crazy town.

602
00:21:44,788 --> 00:21:44,838
Bonkers.

603
00:21:44,801 --> 00:21:44,865
That's number one.

604
00:21:44,851 --> 00:21:44,983
This podcast is brought to you by

605
00:21:44,947 --> 00:21:44,997
Americana.

606
00:21:44,961 --> 00:21:45,120
broker owners listening right now

607
00:21:45,056 --> 00:21:45,886
and you're like, yeah, that's us.

608
00:21:45,886 --> 00:21:46,534
Like, be better.

609
00:21:46,534 --> 00:21:47,123
It's It's is.

610
00:21:47,123 --> 00:21:48,125
like, honestly, like it's

611
00:21:48,125 --> 00:21:48,302
embarrassing.

612
00:21:48,302 --> 00:21:49,827
It's, it it's is, just crazy town.

613
00:21:49,827 --> 00:21:53,232
There are a lot of broker owners
building their businesses on the

614
00:21:53,232 --> 00:21:54,692
backs of agents who are grinding
away.

615
00:21:54,692 --> 00:21:55,354
It's shocking.

616
00:21:55,354 --> 00:21:57,627
There are a lot of really good

617
00:21:57,627 --> 00:22:00,808
broker owners that are doing it
the right way.

618
00:22:00,808 --> 00:22:01,171
Right.

619
00:22:01,171 --> 00:22:01,626
Awesome.

620
00:22:01,626 --> 00:22:04,793
Like I said, I'm not, I'm talking
about the stuff no one wants to

621
00:22:04,793 --> 00:22:05,225
talk about.

622
00:22:05,225 --> 00:22:06,520
Now we got one more.

623
00:22:07,020 --> 00:22:09,077
This one might be, this one's
bigger to me.

624
00:22:09,077 --> 00:22:11,871
This one's crazy town.

625
00:22:11,871 --> 00:22:13,923
Some of you, and when I say this,

626
00:22:13,923 --> 00:22:16,577
a lot of you won't even have a
clue.

627
00:22:16,577 --> 00:22:20,326
And you'd be like, there's no way,
not my guy or girl.

628
00:22:20,326 --> 00:22:20,591
Nope.

629
00:22:20,491 --> 00:22:22,844
Some of you won't even know this

630
00:22:22,844 --> 00:22:23,738
is happening, but it is.

631
00:22:23,738 --> 00:22:26,686
And it's been happening for a long

632
00:22:26,586 --> 00:22:26,983
time.

633
00:22:26,983 --> 00:22:28,274
Long, long time.

634
00:22:28,274 --> 00:22:28,671
Okay.

635
00:22:28,671 --> 00:22:32,344
So there are, you have your, let

636
00:22:32,344 --> 00:22:35,258
me give you the set up the stage
here.

637
00:22:35,258 --> 00:22:36,733
First off, in this podcast.

638
00:22:36,733 --> 00:22:37,295
Okay.

639
00:22:37,295 --> 00:22:38,700
So you have a doesn't matter.

640
00:22:38,700 --> 00:22:39,810
Okay.

641
00:22:39,810 --> 00:22:42,287
These team leads and broker
owners, opportunities are usually

642
00:22:42,288 --> 00:22:45,619
put in front of them from third
party companies, training

643
00:22:45,619 --> 00:22:46,900
companies, software companies,
whatever, whatever.

644
00:22:46,900 --> 00:22:51,257
And opportunities are put in front
of them to help, you know, their

645
00:22:51,258 --> 00:22:55,200
agents get better at their job,
get better at crushing more

646
00:22:55,200 --> 00:22:56,334
mortgages and this.

647
00:22:56,334 --> 00:22:57,992
And usually the opportunities that

648
00:22:57,992 --> 00:23:02,660
come to them come with a lower
cost, a much lower cost than what

649
00:23:02,660 --> 00:23:05,380
the agent themselves, if they went
directly, could go and get.

650
00:23:05,380 --> 00:23:06,798
I'll give you an example.

651
00:23:06,797 --> 00:23:09,733
Let's say there was, you know,

652
00:23:09,733 --> 00:23:12,680
company ABC and they were a
training company and they charge

653
00:23:16,654 --> 00:23:19,255
$50 a month for some sort of
training direct to agent.

654
00:23:19,255 --> 00:23:19,400
Okay.

655
00:23:19,620 --> 00:23:25,487
But they go and talk to broker

656
00:23:25,403 --> 00:23:27,626
owner and broker owner says, uh,
they're like, it might work out to

657
00:23:27,626 --> 00:23:31,146
like $5 a month and their agents,
like, is it dropping the bucket

658
00:23:31,146 --> 00:23:34,801
for broker owner and their agent?
Or you're like, oh, maybe not

659
00:23:34,801 --> 00:23:38,831
because they're on small margins,
but it is a drop in the bucket,

660
00:23:38,831 --> 00:23:40,384
way less.

661
00:23:40,384 --> 00:23:42,354
And they could even flow that cost

662
00:23:42,354 --> 00:23:44,573
through to the agents if they
wanted, right?

663
00:23:44,573 --> 00:23:48,304
So then they're not even out of
pocket, but their agents benefit

664
00:23:48,404 --> 00:23:50,663
from $5 a month as opposed to
fifth, right?

665
00:23:50,663 --> 00:23:53,964
So this type of stuff happens all
the time.

666
00:23:53,964 --> 00:23:56,417
Opportunities are presented to
your team lead, the team you are

667
00:23:56,517 --> 00:23:59,457
on right now, the team lead or the
broker owner.

668
00:23:59,457 --> 00:24:01,317
Opportunities are presented to
help their agents.

669
00:24:01,317 --> 00:24:02,557
And here's the response.

670
00:24:02,557 --> 00:24:05,137
I've heard this said to my face

671
00:24:05,037 --> 00:24:05,657
numerous times.

672
00:24:05,657 --> 00:24:08,060
And it's shocking, but it's the

673
00:24:08,060 --> 00:24:09,882
way the game is played.

674
00:24:09,882 --> 00:24:11,739
And it's very unfortunate for the

675
00:24:11,739 --> 00:24:11,893
agents.

676
00:24:11,893 --> 00:24:13,673
I'm not going to give my agents

677
00:24:13,673 --> 00:24:21,492
access to that because I don't
want them to get recruited.

678
00:24:21,492 --> 00:24:29,153
So think about that for a second.

679
00:24:29,153 --> 00:24:32,212
You have put the faith of you and

680
00:24:32,212 --> 00:24:37,249
your mortgage business with a team
lead or a broker owner that's

681
00:24:37,249 --> 00:24:41,681
supposed to have your best
interest at heart, that's supposed

682
00:24:41,681 --> 00:24:45,452
to help you get better at whatever
the problems and challenges you

683
00:24:45,452 --> 00:24:47,414
have as a mortgage broker.

684
00:24:47,414 --> 00:24:48,746
And they're denying you because

685
00:24:48,746 --> 00:24:50,578
they're so worried that you might
leave.

686
00:24:50,578 --> 00:24:51,204
about that.

687
00:24:51,204 --> 00:24:51,608
Wow.

688
00:24:51,608 --> 00:24:56,961
So instead of them upping their
game and trying to create a better

689
00:24:56,861 --> 00:25:00,900
brokerage, a better team to be on,
more competitive, more training,

690
00:25:00,900 --> 00:25:02,356
more whatever, build better
relations.

691
00:25:02,356 --> 00:25:06,400
Instead of them doing that, they
choose to deny you And they know

692
00:25:06,400 --> 00:25:09,778
that these offers will make you a
better mortgage agent.

693
00:25:09,778 --> 00:25:12,505
And they will actually make more
money.

694
00:25:12,505 --> 00:25:16,133
But they deny it because they
don't want you to get recruited.

695
00:25:16,133 --> 00:25:19,332
This is a massive, massive,
massive thing in the industry.

696
00:25:19,332 --> 00:25:20,070
It's never talked about.

697
00:25:20,070 --> 00:25:21,921
Nobody ever talks about it.

698
00:25:21,821 --> 00:25:22,826
I'm talking about it.

699
00:25:22,826 --> 00:25:24,368
I'm just letting you know.

700
00:25:24,368 --> 00:25:25,496
Right?
I'm for the people.

701
00:25:25,596 --> 00:25:26,776
I'm letting you know what's going
on.

702
00:25:26,776 --> 00:25:27,957
You don't even know And I hear it.

703
00:25:27,928 --> 00:25:29,739
it but I'm just letting you know.

704
00:25:29,739 --> 00:25:30,743
Yeah, crazy town.

705
00:25:30,743 --> 00:25:32,752
So instead of them upping their

706
00:25:32,752 --> 00:25:35,367
game and just like get better,
I'll tell you this.

707
00:25:35,367 --> 00:25:37,226
If I had a team, wink, wink.

708
00:25:37,226 --> 00:25:38,860
If I had a team, to come recruit

709
00:25:39,460 --> 00:25:41,727
off my team?
I'll line up the call for you.

710
00:25:41,827 --> 00:25:43,993
I'll line up the Zoom call.

711
00:25:43,993 --> 00:25:45,543
You can come and pitch to the

712
00:25:45,543 --> 00:25:46,197
entire team.

713
00:25:46,097 --> 00:25:47,452
And if they leave, they leave.

714
00:25:47,552 --> 00:25:48,806
That's on me.

715
00:25:48,806 --> 00:25:51,693
That's not on you that you're good

716
00:25:51,693 --> 00:25:52,830
at sale.

717
00:25:52,730 --> 00:25:53,853
That's on me.

718
00:25:53,853 --> 00:25:58,865
I didn't do a good enough job of
providing what they thought they

719
00:25:58,865 --> 00:26:01,803
were coming in for, giving them
great value and teaching them and

720
00:26:01,803 --> 00:26:06,255
letting them get better as agents
and help put food on the table

721
00:26:06,255 --> 00:26:07,067
with their family.

722
00:26:07,067 --> 00:26:09,907
If they feel they have to leave me

723
00:26:09,907 --> 00:26:15,128
because the grass is greener over
there, then you go and I'll tee

724
00:26:15,128 --> 00:26:17,429
that up for you.

725
00:26:17,429 --> 00:26:20,503
So if I ever had a you just

726
00:26:20,503 --> 00:26:20,798
message me.

727
00:26:20,787 --> 00:26:22,587
And I'll be like, yeah, I'll get

728
00:26:22,587 --> 00:26:23,942
them all on a Zoom crazy, crazy
town.

729
00:26:23,942 --> 00:26:28,162
So I wanted to share that because
that's been eating me alive for a

730
00:26:28,162 --> 00:26:30,489
long time, a long time.

731
00:26:30,489 --> 00:26:31,563
It's just bonkers.

732
00:26:31,563 --> 00:26:38,400
And you could rationalize it
however the hell you want.

733
00:26:38,400 --> 00:26:40,819
What I call it complete bullshit.

734
00:26:40,819 --> 00:26:43,703
The fact that you feel like you

735
00:26:43,703 --> 00:26:49,450
can't up your game in your own
thing and you're so scared, wow,

736
00:26:49,450 --> 00:26:51,314
wow, wow, you're going to take my
people.

737
00:26:51,314 --> 00:26:57,108
Like it's crazy.

738
00:26:57,108 --> 00:27:00,453
That's how, that's how the people

739
00:27:00,453 --> 00:27:00,948
think.

740
00:27:00,948 --> 00:27:03,388
It's how they've been taught to

741
00:27:03,388 --> 00:27:06,575
think, right?
They didn't come up with this on

742
00:27:06,575 --> 00:27:07,480
their own either.

743
00:27:07,480 --> 00:27:08,788
It's how they've been taught to

744
00:27:08,888 --> 00:27:09,510
think.

745
00:27:09,410 --> 00:27:09,846
So very interesting.

746
00:27:09,946 --> 00:27:11,900
Wanted to share that with you.

747
00:27:12,000 --> 00:27:15,251
What does that mean for you?

748
00:27:15,251 --> 00:27:16,554
I don't know.

749
00:27:16,654 --> 00:27:18,229
I'll tell you this.

750
00:27:18,329 --> 00:27:20,949
A lot of you don't even know if
that's happened.

751
00:27:20,949 --> 00:27:23,864
If there's been an opportunity
presented to your team or broker

752
00:27:23,864 --> 00:27:37,209
owner to help better your career,
but they chose to say, no, you'll

753
00:27:37,209 --> 00:27:37,320
know.

754
00:27:37,420 --> 00:27:38,394
It's just one of those things.

755
00:27:38,394 --> 00:27:39,038
It's like, ah, interesting.

756
00:27:39,023 --> 00:27:40,049
It's stuff you need to know.

757
00:27:39,949 --> 00:27:40,615
We're adults running our own
businesses.

758
00:27:40,615 --> 00:27:44,264
This is like the equivalent of,
hey, if you're here, you need to.

759
00:27:44,264 --> 00:27:46,341
It's like forcing business owners
to do things.

760
00:27:46,341 --> 00:27:49,690
I'm not going to get access to
this because it feeds my own

761
00:27:49,690 --> 00:27:52,781
motives, even though it's better
for you as a business owner.

762
00:27:52,781 --> 00:27:57,417
I'm not going to give you get
access to this because it feeds my

763
00:27:57,417 --> 00:28:00,060
own motives, even though it's
better for you as a business

764
00:28:00,060 --> 00:28:00,333
owner.

765
00:28:00,333 --> 00:28:02,247
I'm denying you as a business

766
00:28:02,247 --> 00:28:04,193
owner the opportunity to do this.

767
00:28:04,093 --> 00:28:05,936
You need you to submit stuff

768
00:28:05,936 --> 00:28:06,844
through this platform to come
here.

769
00:28:06,844 --> 00:28:09,404
Like I hate you have to use this
software to do this because you're

770
00:28:09,304 --> 00:28:09,412
here.

771
00:28:09,412 --> 00:28:09,627
Right.

772
00:28:09,627 --> 00:28:10,271
We're business owners.

773
00:28:10,271 --> 00:28:11,130
We should have choice.

774
00:28:11,130 --> 00:28:13,860
The freedom to choose how we want
to run our business.

775
00:28:13,860 --> 00:28:16,260
And a lot of you don't have it.

776
00:28:16,260 --> 00:28:21,622
And that's all I'll say.

777
00:28:21,622 --> 00:28:21,997
Okay.

778
00:28:21,997 --> 00:28:23,217
That's it kids.

779
00:28:23,217 --> 00:28:24,349
I got deep.

780
00:28:24,349 --> 00:28:25,751
That got super deep.

781
00:28:25,751 --> 00:28:30,841
That's all I wanted to say.

782
00:28:30,941 --> 00:28:31,701
30 minutes, man.

783
00:28:31,701 --> 00:28:32,561
I'll try.

784
00:28:32,561 --> 00:28:36,351
I'll really try to keep you short.

785
00:28:36,351 --> 00:28:38,998
I'm the 12 to 15 minute guy.

786
00:28:39,098 --> 00:28:41,514
That's a good one.

787
00:28:41,414 --> 00:28:43,523
Anyways, enjoy your week kids.

788
00:28:43,523 --> 00:28:45,208
If you have questions, you know

789
00:28:45,208 --> 00:28:47,477
where to find me, hit me up on
Instagram.

790
00:28:47,477 --> 00:28:48,384
Otherwise, love you all.

791
00:28:48,384 --> 00:28:48,838
Peace out.