249: Hey Mortgage Broker, Stop Lying to Yourself!

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business.

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

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

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understand way.

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I hope you enjoy.

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All right, 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 into it.

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So on my way here, I'm doing this

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at the beach.

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It's my go-to place as many times

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as I can.

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Driving the beach and doing the

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podcast at the beach.

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I run across lemonade stands.

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And it's funny, I used to hustle
like this when I was a kid.

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Go get money, borrow money from
parents and go get the lemonade

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stand.

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And so I've driven by this same

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one twice and I just had to stop
and I had to give them some

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pointers.

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And obviously I contributed and I

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bought a lemonade that was warm,
but that's a different story.

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But I'm like, hey, how's the
traffic going?

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Not so much, not so much.

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It looked like a brother, sister,

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probably around eight years old,
79, somewhere around there.

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I said, hey, you realize just a
couple of things, piece of advice,

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stuff that worked for me when I
was young.

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Go to where the people are.

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Move your hot dog cart to where

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the hungry people are.

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There is two blocks down there.

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There is a park.

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There are parents there all day

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long with their kids who are out
of school.

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And they end up having soccer
practice in about an hour.

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And it runs for a couple hours
from a couple different teams so

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you have a captive audience there
just saying do that change your

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signage from just lemonade to put
ice cold and make sure there's ice

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ice cold lemonade uh and homemade
okay i know it goes without saying

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me be surprised that some of these
lemonade stands i stop out i'm

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like that isn't homemade So tell
people it's homemade.

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People have an appreciation for
that.

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And then an outside hack that just
I stumbled into as a kid and at

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work was sometimes people just
don't have the money.

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They don't have the right amount
of change of the money.

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They have a debit card, something
like that.

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Back in the day, there weren't
debit cards for this.

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But I would just say, hey, don't
worry.

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It's two bucks or it's three
bucks.

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You don't have the money i'm here
tomorrow okay so as long as you

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promise me you're coming back
tomorrow with three bucks then

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come on back really because your
cost on this your markups it's

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huge it's so minimal and a lot of
times you just throw the lemonade

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out anyways uh and so what ends up
happening is law of reciprocity

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percentage of people large
percentage will come back the

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following day as long as you're
there within the same hours and

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they're going to over.

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So instead of giving you two or

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three, they're going to give you
five.

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And they're like, hey, so sorry, I
couldn't pay it.

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Like, they're going to go their
way to do this.

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I stumbled upon that as a kid.

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And I was like, oh, my God.

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Right.

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Like pay tomorrow.

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And even if some don't pay, I
still end up selling way more

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lemonade.

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And because I get additional money

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on top of that as well.

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So I net out way more.

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So I gave them those three tips.

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They were writing stuff down.

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I'm going to drive by tomorrow.

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I'm going to see if something

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changed.

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Anyways, that's just where my head

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goes marketing-wise.

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I see all these opportunities.

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I see store owners.

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I see, oh God, I could just spend

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hours helping people out like that
from the perspective I see it

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from.

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So anyway, so let's get into this

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week.

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Before we get into this week,

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going to leave you a little teaser
here.

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Something's happening on my side.

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Some of you know, some of you

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don't.

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Something's brewing, something's

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cooking, something that I've been
working on for well, well over a

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year, something I really, really
want to do.

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It's a lack in the marketplace.

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I'm coming into the marketplace

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with an offer that does not exist,
cannot be duplicated.

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And it's a mentoring building
program, my own mortgage team.

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And so we've got 20 plus agents
already who've I've been talked to

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off just, and on here and there.

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And they're like, yeah, I'm in.

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And they're like, how can you do
all this for that?

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Like, oh my God, yes.

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It's a lot.

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It's something in the marketplace
that doesn't exist.

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A one-on-one mentoring plan.

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It's not there.

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For someone with sales and
marketing, somebody who's actually

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grown a business and done it and
hired and fired and trained and

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webinars and social media and all
these things, it does not exist

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because no one can figure out a
way to make money off of it.

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Well, I've figured out a win-win
for everybody.

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And so I'm going to be launching
that in four or so weeks.

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If you're interested and you want
to get on the wait list or you

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just want to figure out a little
more information, message me on

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Instagram.

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I am Ryan Wiley.

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Find me on there.

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Follow me.

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Send me a private DM.

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It is private.

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And just go interested.

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Okay?

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And then I'll give you some more
information.

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You do need to be in Alberta,
B.C., and Ontario.

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If you're not in one of those
three provinces, then sorry, don't

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know what to tell you.

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It's those three provinces, and

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you'll probably stay in those
three provinces.

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Okay, so I'm super, super excited.

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This will be my life's work.

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This will be the thing, and it's
phenomenal.

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Okay, so please message me on
that.

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So now let's get into this week's,
and there'll be much more

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information on it.

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You'll hear me talk about it.

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It's because I'm really really,
This proud.

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has been It's because a. I'm
really really, proud.

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This has been a long time coming.

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I'm really, really proud that all

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the pieces have fallen into place.

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Okay.

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And I'm just super excited to be
able to offer this.

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Now let's carry on with this
week's podcast.

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So in talking to mortgage brokers,
we're always, I find a lot of

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mortgage brokers are always, you
know, telling themselves stories,

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tricking themselves at certain
things.

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And so I want to go over the
common things that I hear mortgage

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brokers are always, you know,
telling themselves stories,

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tricking themselves at certain
things.

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And so I want to go over the
common things that I hear mortgage

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brokers say.

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And there's a good list of them

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here.

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I'm going to run through them.

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And these are tricking yourself
into believing you're doing a good

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job at certain things.

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It's like the stories we tell

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ourselves as mortgage brokers.

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And so one sec here, let me get my

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list out.

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So one of those things on the

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list, sorry, my editing there.

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That's me.

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That's just me.

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We don't, we don't edit these

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things.

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Okay.

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We don't, we don't redo these
things.

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These are on the fly, right?
Obviously we have topics and

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stuff, but just, you know, stick
with me here.

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So one of the things I see people
tricking themselves into believing

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that they're actually doing a good
job.

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Like so many people out there
saying they're working these full

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40 hour weeks and they're grinding
away and they're doing these

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things that they have no business.

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Like, yeah, well, you're just,

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you're really not spending the
right time in the right areas.

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And it's over and over again.

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I see the same common things.

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And so number one is social media.

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Should go without saying, I see a

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lot of people thinking they are
building a presence on social and

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they are hiding behind postcards.

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They are not putting themselves

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out there with video or they are
doing it once a week.

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Remember kids, this is free.

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Social media is a, you know, full

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page ad to all of your avatars
like you're in a newspaper.

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That costs you zero money.

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You should be documenting the shit

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out of everything you do, as
boring as you think it is.

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Working on an application, taking
a call.

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What did you do today?
How did you prospect?

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What file did you run?
There should be three, four, five

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things you're doing on social.

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That itself, you're just

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documenting it.

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And from all the creators I

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follow, they'll tell you, I just
document what I do.

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It's leaning, it's trending big
time there, and it hasn't in a

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while versus these fancy reels
that are all edited and they're

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all looking.

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It's like, no, I'm just showing

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you behind the scenes.

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I'm showing you how the sausage is

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made.

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I'm folding the curtain back and

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I'm just showing you stuff.

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And so I tell you, please stop

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tricking yourself to believing you
have a social media presence.

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This is for me and social media in
my mortgage career.

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I just said, I'm an all in or
nothing guy.

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If I already know I'm going to do
a half-assed job, I just don't do

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it.

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And that's what I knew about

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social media.

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I was going to do a half-assed job

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at it because A, I just, I didn't
believe in it at the time.

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It just wasn't where my head was.

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I didn't want to do it or

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whatever.

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Enter excuse here.

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So instead of me doing these
bullshit postcards that you put up

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and some people hire services and
you throw them up and you're like,

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Hey, it's not working.

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Social doesn't work.

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Doesn't work.

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It works.

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I'm telling you, for someone who's
been on social media for 13, 14

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months, it freaking works.

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Okay, so please stop tricking

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yourself with the lame social
accounts.

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You're not even going all in on
it.

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If you went all in on social and
nothing else, you'd have no option

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but to succeed.

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But it involves videos and it

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involves you trying stuff and
involves you getting out of a

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comfort zone.

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But it's going to open up

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conversations and new
relationships and new

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opportunities.

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00:07:40,967 --> 00:07:42,920
And it's going to give you

256
00:07:42,920 --> 00:07:46,381
momentum and it's going to give
you more confidence.

257
00:07:46,481 --> 00:07:53,080
It's going to give you belief that
you are better than the

258
00:07:53,120 --> 00:07:53,356
competition.

259
00:07:53,356 --> 00:07:55,633
And it's just so many other

260
00:07:55,633 --> 00:07:56,968
byproducts come out of it.

261
00:07:56,968 --> 00:07:58,460
That's number one.

262
00:07:58,460 --> 00:08:02,531
Number two, some of these are
small, some of these are big.

263
00:08:02,531 --> 00:08:04,102
Tricking yourself into believing
that your website matters.

264
00:08:04,002 --> 00:08:05,564
Hey, I'm going to put a big
asterisk here.

265
00:08:05,564 --> 00:08:07,725
These are my opinions, obviously,
my podcast.

266
00:08:07,725 --> 00:08:10,484
But hey, I have very strong
convictions about certain things.

267
00:08:10,484 --> 00:08:13,579
Your website does not matter
unless you are this big lead

268
00:08:13,579 --> 00:08:16,429
machine where you're getting a ton
of traffic and you're putting it

269
00:08:16,429 --> 00:08:19,095
in, you're funneling it through,
you have this team below, like,

270
00:08:19,092 --> 00:08:21,537
yeah, the one man van, one woman
van operators who have a couple of

271
00:08:21,537 --> 00:08:23,147
people, maybe one helping with
underwriting, fulfillment and

272
00:08:23,147 --> 00:08:25,147
assistant, but like your website
doesn't matter.

273
00:08:25,147 --> 00:08:27,013
Your website is a social media
platform.

274
00:08:27,013 --> 00:08:29,380
Pick one and just be really good
at one.

275
00:08:29,343 --> 00:08:31,580
And that's where you get to show
everything you do rather than go

276
00:08:31,542 --> 00:08:34,636
to these lame ass websites that
brokerages and networks give you

277
00:08:34,636 --> 00:08:41,058
that look like everyone else's
that is sold to you like it is the

278
00:08:40,958 --> 00:08:44,628
second coming of Jesus that's
going to just rain down these

279
00:08:44,628 --> 00:08:46,083
leads when clients go to it.

280
00:08:46,083 --> 00:08:46,636
No, it's not.

281
00:08:46,636 --> 00:08:49,349
I promise you, if you want to
debate that, set it up.

282
00:08:49,349 --> 00:08:52,451
I will show up and we can have a
nice, sensible debate.

283
00:08:52,451 --> 00:08:54,165
Number three, tricking yourself
into thinking you're following up

284
00:08:54,164 --> 00:08:55,648
with your clients like you said
you would.

285
00:08:55,748 --> 00:08:59,460
If you're anything like me, early
in my career, I'm like, yeah,

286
00:08:59,460 --> 00:09:01,664
yeah, I'll follow up and I'm
there.

287
00:09:01,664 --> 00:09:04,486
And then, crickets, three years go
by, I don't send an email.

288
00:09:04,486 --> 00:09:05,340
I'm not calling, texting.

289
00:09:05,340 --> 00:09:06,955
I'm not reaching out opportunities

290
00:09:06,955 --> 00:09:08,400
to save money.

291
00:09:08,400 --> 00:09:10,185
I'm not asking, hey, has there

292
00:09:10,185 --> 00:09:14,647
been any changes in the family I
should know about that we should

293
00:09:14,647 --> 00:09:16,995
talk with your mortgage?
I'm not checking in annual

294
00:09:16,995 --> 00:09:17,138
reviews.

295
00:09:17,138 --> 00:09:18,933
I'm not reaching out going, hey,

296
00:09:18,933 --> 00:09:21,187
do you know anyone that needs a
mortgage?

297
00:09:21,187 --> 00:09:23,015
I'm not like, I'm doing nothing.

298
00:09:22,915 --> 00:09:25,419
I realized that early I was on.

299
00:09:25,419 --> 00:09:29,092
I like, remember lying in bed
reaching out going, do hey, you

300
00:09:29,092 --> 00:09:30,733
know anyone?
They need to mortgage.

301
00:09:30,733 --> 00:09:34,600
I'm not I'm like, doing nothing.

302
00:09:35,600 --> 00:09:36,892
I realized that early on.

303
00:09:36,892 --> 00:09:39,547
I was like, I remember lying in
bed at night going, I'm telling

304
00:09:39,547 --> 00:09:42,019
people that I will be following up
with them after our relationship

305
00:09:41,919 --> 00:09:43,080
doesn't just stop once the deal
funds.

306
00:09:43,080 --> 00:09:44,734
It carries on.

307
00:09:44,634 --> 00:09:46,553
But I'm literally just waiting for

308
00:09:46,553 --> 00:09:49,935
them to react, to reach out to me.

309
00:09:49,935 --> 00:09:51,993
I'm not proactively continuing

310
00:09:51,993 --> 00:09:52,388
that communication.

311
00:09:52,488 --> 00:09:54,429
So A, I'm just going to be

312
00:09:54,429 --> 00:09:54,692
forgotten.

313
00:09:54,692 --> 00:09:56,828
And B, I'm not doing what I said I

314
00:09:56,828 --> 00:09:57,579
was going to do.

315
00:09:57,563 --> 00:09:59,077
And so a lot of your follow-up

316
00:09:59,077 --> 00:10:00,849
game is just not very good.

317
00:10:00,949 --> 00:10:01,256
Okay.

318
00:10:01,256 --> 00:10:03,098
So just please stop tricking
yourself into thinking that you

319
00:10:03,098 --> 00:10:04,426
have a good follow-up game and do
what you say you're going to do.

320
00:10:04,478 --> 00:10:04,695
Do the obvious.

321
00:10:04,631 --> 00:10:05,286
I'm not going to give you

322
00:10:05,155 --> 00:10:05,626
solutions for a lot of these.

323
00:10:05,494 --> 00:10:06,185
I'm just going to point out a lot

324
00:10:06,169 --> 00:10:06,557
of things I see.

325
00:10:06,425 --> 00:10:07,286
The things I see, the mistakes

326
00:10:07,286 --> 00:10:10,890
brokers make in the story, there's
probably, I put on a whiteboard

327
00:10:10,890 --> 00:10:12,163
and there's probably 10 minutes.

328
00:10:12,163 --> 00:10:14,670
And they're over and over again.

329
00:10:14,670 --> 00:10:19,512
And every agent cycles in and
grabs two, three of them and puts

330
00:10:19,513 --> 00:10:20,727
them on their board.

331
00:10:20,727 --> 00:10:22,280
Some agents have them all on their

332
00:10:22,360 --> 00:10:22,553
board.

333
00:10:22,553 --> 00:10:25,837
And then we keep going in these

334
00:10:25,737 --> 00:10:27,638
circles and then back, back, back.

335
00:10:27,538 --> 00:10:28,647
And the business doesn't change.

336
00:10:28,647 --> 00:10:29,894
Most people know what the problem
is.

337
00:10:29,894 --> 00:10:31,001
Most people know.

338
00:10:31,001 --> 00:10:32,988
It does come down to how bad do

339
00:10:32,988 --> 00:10:33,798
you want it.

340
00:10:33,898 --> 00:10:35,711
I'll give you an analogy here.

341
00:10:35,711 --> 00:10:39,497
So, and this is why I'm doing what
I'm doing with what I'm launching

342
00:10:39,497 --> 00:10:40,837
and why I'm so passionate about
it.

343
00:10:40,937 --> 00:10:42,152
Each of you are a race car.

344
00:10:42,152 --> 00:10:43,028
You're a race car.

345
00:10:43,028 --> 00:10:43,466
You have an engine.

346
00:10:43,566 --> 00:10:43,858
Okay.

347
00:10:43,758 --> 00:10:44,978
That engine, I don't know how you
fuel it.

348
00:10:44,978 --> 00:10:45,560
That's up to you.

349
00:10:45,740 --> 00:10:46,683
Everyone's engine is different

350
00:10:46,583 --> 00:10:49,953
different it could be some of you
put different fuel in some of you

351
00:10:49,953 --> 00:10:53,708
put have different exercise some
of you are motivated differently

352
00:10:53,708 --> 00:10:56,473
some of you have more hustle the
size and how efficiently your

353
00:10:56,373 --> 00:11:00,569
engine works that's up to you as a
person where i come in is you've

354
00:11:00,569 --> 00:11:03,471
got this race car and you're
trying to go around the racetrack

355
00:11:03,471 --> 00:11:06,311
and the racetrack is your mortgage
business and you're going around

356
00:11:06,211 --> 00:11:07,209
and so the racetrack.

357
00:11:07,209 --> 00:11:08,760
And the racetrack is your mortgage

358
00:11:09,320 --> 00:11:09,466
business.

359
00:11:09,466 --> 00:11:10,488
And you're going around.

360
00:11:10,488 --> 00:11:13,261
And so with Strategy Hub, where I
teach people sales and marketing

361
00:11:13,361 --> 00:11:15,462
and mortgage strategies and all
that fun stuff and accountability

362
00:11:15,462 --> 00:11:18,591
groups and all that stuff, I help
you analyze what happened in your

363
00:11:18,691 --> 00:11:18,996
last race.

364
00:11:18,996 --> 00:11:20,394
So we'll come in and we'll be

365
00:11:20,394 --> 00:11:22,512
like, hey, you took that corner a
little too tight.

366
00:11:22,612 --> 00:11:23,944
Or, man, we changed your tires
here.

367
00:11:23,944 --> 00:11:25,346
Put new tires or the spoiler
needs.

368
00:11:25,246 --> 00:11:29,138
Maybe your foot off the brake or
the gas and maybe this, but your

369
00:11:29,138 --> 00:11:29,728
engine's your engine.

370
00:11:29,728 --> 00:11:31,634
I try to maximize what you already

371
00:11:31,634 --> 00:11:33,584
have, but we do it that way.

372
00:11:33,584 --> 00:11:35,409
And I try to help you around the

373
00:11:35,409 --> 00:11:36,232
course.

374
00:11:36,232 --> 00:11:38,476
I want you to go as fast as

375
00:11:38,476 --> 00:11:40,720
possible because the fastest
person wins every race, even a

376
00:11:40,720 --> 00:11:40,920
marathon.

377
00:11:40,883 --> 00:11:41,862
The fastest person in the marathon

378
00:11:41,862 --> 00:11:43,860
with the shortest amount of time,
meaning you're the fastest, wins.

379
00:11:43,860 --> 00:11:44,306
Speed kills in business.

380
00:11:44,178 --> 00:11:44,576
So you should be zipping around

381
00:11:44,569 --> 00:11:45,656
this course, trying all these
different things just go go go go

382
00:11:45,656 --> 00:11:49,707
go my job is to help you not hit
the corners now but i can only do

383
00:11:49,707 --> 00:11:52,708
that so well in the current setup
we have with my current offerings

384
00:11:52,708 --> 00:11:56,348
with strategy i can only help so
much while you have these race

385
00:11:56,348 --> 00:11:58,425
cars and the engines are awesome
and you're going around the course

386
00:11:58,425 --> 00:12:01,649
and i can give you little tidbits
here and there but now what if

387
00:12:01,649 --> 00:12:04,444
what if i could be in your
microphone, in your helmet,

388
00:12:04,444 --> 00:12:06,405
walking you through the race as
you do it?

389
00:12:06,405 --> 00:12:09,237
What if I could do that?
I could be like, hey, remember

390
00:12:09,237 --> 00:12:09,840
this corner's coming up.

391
00:12:09,940 --> 00:12:10,236
Let's do here.

392
00:12:10,236 --> 00:12:10,384
Boo.

393
00:12:10,384 --> 00:12:10,483
Okay.

394
00:12:10,483 --> 00:12:12,016
And hey, this guy's coming on your
right side.

395
00:12:12,016 --> 00:12:12,313
Let's pass him.

396
00:12:12,313 --> 00:12:14,056
Like, because that's what the race

397
00:12:14,056 --> 00:12:16,859
car driver, the pros of the pros
have.

398
00:12:16,759 --> 00:12:19,064
They have that in their ear.

399
00:12:19,064 --> 00:12:21,435
And so what if I could be that for

400
00:12:21,535 --> 00:12:22,661
you?
Well, that's what I'm doing.

401
00:12:22,761 --> 00:12:23,740
That's what this off-road
launching is.

402
00:12:23,740 --> 00:12:27,222
A lot of you, I can't work with
the engine, right?

403
00:12:27,222 --> 00:12:29,936
But I can be in your ear and I can
help you navigate and go around

404
00:12:29,936 --> 00:12:32,076
the course as fast as you can
using the engine.

405
00:12:32,076 --> 00:12:32,488
All right.

406
00:12:32,488 --> 00:12:33,969
Hopefully that makes sense.

407
00:12:33,969 --> 00:12:34,298
Okay.

408
00:12:34,298 --> 00:12:36,395
Back to things mortgage brokers

409
00:12:36,395 --> 00:12:37,011
trick themselves into believing.

410
00:12:37,011 --> 00:12:38,601
And a lot of it is that you're

411
00:12:38,601 --> 00:12:39,421
doing a good job.

412
00:12:39,421 --> 00:12:41,098
You come home from the office.

413
00:12:41,098 --> 00:12:43,390
You're like, I had a good day at
the office today.

414
00:12:43,390 --> 00:12:44,020
Really?
What'd you do?

415
00:12:44,020 --> 00:12:47,093
I talked to four people and, you
know, handed out some feature

416
00:12:47,093 --> 00:12:47,408
sheets.

417
00:12:47,408 --> 00:12:49,554
And I had three discovery calls.

418
00:12:49,533 --> 00:12:51,917
I'm like, man, I could do that in
like an hour and a half.

419
00:12:52,017 --> 00:12:53,820
Like, and then what did you do?
And then what?

420
00:12:53,820 --> 00:12:55,207
And then what?
And then what?

421
00:12:55,051 --> 00:12:56,420
Well, you have an engine that's
really not operating.

422
00:12:56,405 --> 00:12:58,844
and then what and then what well
you have an engine that's really

423
00:12:58,799 --> 00:13:00,540
not operating like it's not
operating at a good level right

424
00:13:00,740 --> 00:13:03,997
did you take care of yourself
personally to be the best engine

425
00:13:03,897 --> 00:13:08,470
and then what did you do like are
you doing the regular oil i know i

426
00:13:08,470 --> 00:13:11,388
keep using this car analogy i'm
not even a race car guy i don't

427
00:13:11,388 --> 00:13:14,319
know why this just popped my head
um okay one sec here oh here's a

428
00:13:14,319 --> 00:13:14,671
big one.

429
00:13:14,671 --> 00:13:16,325
Thinking that something you learn

430
00:13:16,225 --> 00:13:20,826
on a podcast like this, learn in
training, watch on YouTube, see in

431
00:13:20,826 --> 00:13:22,284
a reel, something is going to
dramatically change your business.

432
00:13:22,270 --> 00:13:24,529
It's a mindset thing and it just
goes, boom, totally get it.

433
00:13:24,429 --> 00:13:24,763
Yes.

434
00:13:24,863 --> 00:13:25,708
But to think that, oh, there's

435
00:13:25,708 --> 00:13:25,987
that thing.

436
00:13:25,987 --> 00:13:28,100
And if I just do that, now my

437
00:13:28,100 --> 00:13:29,137
business will change.

438
00:13:29,237 --> 00:13:32,607
If I just get that one piece of

439
00:13:32,507 --> 00:13:36,180
software, if I just get that CRM
set up with some automation, that

440
00:13:36,180 --> 00:13:38,512
sexy word people throw out, but
very few actually execute to the

441
00:13:38,512 --> 00:13:39,520
degree where it's actually worth
building.

442
00:13:39,520 --> 00:13:42,151
If I just get my business
automated, if I just get my

443
00:13:42,151 --> 00:13:45,309
process figured out, if I just get
the right CRM, if I just start

444
00:13:45,293 --> 00:13:46,669
posting some things on social, if
I right?

445
00:13:46,669 --> 00:13:49,255
just, It's always if I just start
doing some things on social, if I

446
00:13:49,239 --> 00:13:51,908
just, it's right, always if I just
start doing something, there's not

447
00:13:51,908 --> 00:13:54,570
one thing that's going to come in
outside of your mindset and being

448
00:13:54,569 --> 00:13:55,015
rock solid there.

449
00:13:55,011 --> 00:13:55,944
There's not one thing.

450
00:13:55,944 --> 00:13:58,009
It's a bunch of tiny little things
that you do over and over again.

451
00:13:58,005 --> 00:14:01,360
There's nothing, one thing that I
could just go, hey, go do that,

452
00:14:01,460 --> 00:14:05,230
where it moves the needle on your
business like that.

453
00:14:05,230 --> 00:14:14,162
If there was one thing, it would
be, hey, go post five to 10 times

454
00:14:14,162 --> 00:14:15,285
a day on social.

455
00:14:15,285 --> 00:14:16,768
Well, no one's going to do that,

456
00:14:16,768 --> 00:14:17,362
but that would.

457
00:14:17,362 --> 00:14:17,936
One million percent.

458
00:14:18,036 --> 00:14:19,557
And then talk to me in one year.

459
00:14:19,557 --> 00:14:20,470
That would change your business.

460
00:14:20,470 --> 00:14:23,040
But no one does that, right?
That's a harder thing to do, I

461
00:14:23,040 --> 00:14:23,324
think.

462
00:14:23,324 --> 00:14:25,381
But I wanted to put that out there

463
00:14:25,381 --> 00:14:28,787
because I don't want people, I
just shut down in my world.

464
00:14:28,787 --> 00:14:33,016
I just shut down Facebook groups
and I just shut down certain

465
00:14:33,016 --> 00:14:33,216
podcasts.

466
00:14:33,189 --> 00:14:35,947
I'd only listen to certain ones,

467
00:14:35,947 --> 00:14:36,280
business focused.

468
00:14:36,280 --> 00:14:38,173
I just shut down social media.

469
00:14:38,173 --> 00:14:41,240
I'd only focus on stuff that would
help me in my business.

470
00:14:41,320 --> 00:14:43,091
A lot of it was around mindset.

471
00:14:43,091 --> 00:14:44,448
I just shut down all these other

472
00:14:44,308 --> 00:14:44,848
things because I realized there
was really three, four things.

473
00:14:44,928 --> 00:14:45,742
If I just got dialed in, I could
write it.

474
00:14:45,742 --> 00:14:47,791
It's a blank check for me.

475
00:14:47,791 --> 00:14:47,972
Okay.

476
00:14:47,972 --> 00:14:49,418
And so I figured that out.

477
00:14:49,418 --> 00:14:51,820
So, Hey, I have a podcast and I

478
00:14:51,920 --> 00:14:54,941
have trainings and I have, I'm
telling you, there's not one of

479
00:14:54,941 --> 00:14:57,345
those that's going to solve the
problem in your business.

480
00:14:57,445 --> 00:15:00,725
I'm going to find the one little
thing and then just do it over and

481
00:15:00,725 --> 00:15:01,120
over again.

482
00:15:01,120 --> 00:15:02,897
And then talk to me in six months,

483
00:15:02,897 --> 00:15:04,475
right?
Or reach out and Hey, I need to

484
00:15:04,475 --> 00:15:05,013
correct this.

485
00:15:05,013 --> 00:15:06,023
I'll be like, Hey, change that

486
00:15:06,123 --> 00:15:07,302
tire, change that tire.

487
00:15:07,302 --> 00:15:08,447
That one's a little ball.

488
00:15:08,447 --> 00:15:08,716
Okay.

489
00:15:08,716 --> 00:15:11,391
Go into that corner this way.

490
00:15:11,391 --> 00:15:11,703
Okay.

491
00:15:11,703 --> 00:15:13,107
I have a couple more here.

492
00:15:13,107 --> 00:15:13,966
So networking.

493
00:15:13,966 --> 00:15:16,537
Networking is one of those big

494
00:15:16,637 --> 00:15:17,779
buzzwords as well.

495
00:15:17,779 --> 00:15:18,655
Hey, I'm networking.

496
00:15:18,655 --> 00:15:19,121
I'm networking.

497
00:15:19,021 --> 00:15:19,824
I'm out there networking.

498
00:15:19,824 --> 00:15:21,794
Networking without a doubt is a
phenomenal thing.

499
00:15:21,794 --> 00:15:22,844
But there's two parts to
networking.

500
00:15:22,844 --> 00:15:25,875
And a lot of you drop the freaking
ball on one of those parts.

501
00:15:25,875 --> 00:15:27,666
Number one is putting yourself out
there.

502
00:15:27,566 --> 00:15:31,125
I see a lot of you out there and
you're and that's great.

503
00:15:31,125 --> 00:15:33,620
You're putting yourself and you're
in these circuits and you're going

504
00:15:33,620 --> 00:15:35,033
to all the conferences, you're
going to all these things.

505
00:15:35,033 --> 00:15:36,643
And you're meeting people
relationship wise, you're doing

506
00:15:36,643 --> 00:15:37,877
this, you're doing that.

507
00:15:37,877 --> 00:15:39,182
But it's nothing without the

508
00:15:39,282 --> 00:15:39,635
follow-up.

509
00:15:39,535 --> 00:15:40,768
If you're out and you meet

510
00:15:40,768 --> 00:15:42,706
realtors, you get their contact,
like that's who you start

511
00:15:42,706 --> 00:15:43,000
prospecting.

512
00:15:43,000 --> 00:15:44,047
That's who you connect with.

513
00:15:44,047 --> 00:15:47,514
That's who you go to a lunch, a
coffee, a Zoom call, a phone call,

514
00:15:47,514 --> 00:15:49,673
a text, a DF, put them on your
email.

515
00:15:49,673 --> 00:15:50,930
It's like, you need the follow-up.

516
00:15:50,930 --> 00:15:52,579
Otherwise it's just a bunch of,

517
00:15:52,479 --> 00:15:53,202
hey, hey, shaking hands.

518
00:15:53,202 --> 00:15:54,844
And you all feel good in the

519
00:15:54,844 --> 00:15:54,983
moment.

520
00:15:54,983 --> 00:15:56,790
You go home, you realize, oh, that

521
00:15:56,790 --> 00:15:57,207
was cool.

522
00:15:57,207 --> 00:15:58,736
I feel good about my business.

523
00:15:58,736 --> 00:16:00,716
You wake up the next day and
you're like, now what?

524
00:16:00,692 --> 00:16:01,643
Well, I made three awesome
contacts.

525
00:16:01,719 --> 00:16:02,305
Okay, call them.

526
00:16:02,382 --> 00:16:02,703
Call them.

527
00:16:02,679 --> 00:16:03,824
Love speaking with you.

528
00:16:03,824 --> 00:16:04,479
That was awesome.

529
00:16:04,479 --> 00:16:06,401
I'd love to get together with you.

530
00:16:06,401 --> 00:16:09,910
Pick your brain on this.

531
00:16:10,010 --> 00:16:11,175
I'm doing this.

532
00:16:11,175 --> 00:16:12,385
Let's figure out a win-win.

533
00:16:12,385 --> 00:16:13,155
I liked your personality.

534
00:16:13,155 --> 00:16:15,822
Let's relate to these people.

535
00:16:15,822 --> 00:16:19,780
But if without the follow-up,
networking is a waste, right?

536
00:16:19,880 --> 00:16:23,598
You just kind of go, you shake
hands, you exchange contact, and

537
00:16:23,598 --> 00:16:25,839
then you go back into your lives,
right?

538
00:16:25,839 --> 00:16:27,376
It's all in the follow-up.

539
00:16:27,376 --> 00:16:29,134
So please stop tricking yourself

540
00:16:29,034 --> 00:16:30,564
into thinking you are actually
networking unless you're doing the

541
00:16:30,564 --> 00:16:30,946
follow-up.

542
00:16:30,946 --> 00:16:32,740
Takes two to tango on that.

543
00:16:32,740 --> 00:16:34,682
Okay, another one, name, logo,
email address, colors, any of that

544
00:16:34,682 --> 00:16:36,343
stuff moves your needle.

545
00:16:36,343 --> 00:16:37,956
I was doing some coaching with

546
00:16:37,956 --> 00:16:42,120
some agents and we had some stuff
that they should have been working

547
00:16:42,120 --> 00:16:42,525
on.

548
00:16:42,525 --> 00:16:44,145
Instead, they'd spend one, two,

549
00:16:44,145 --> 00:16:47,269
three hours on coming up with
names and URLs and logos and like

550
00:16:47,269 --> 00:16:49,120
all the stuff that doesn't matter.

551
00:16:49,120 --> 00:16:50,105
It doesn't.

552
00:16:50,005 --> 00:16:53,131
The color of your logo, it all
feels good and it feels nice.

553
00:16:53,031 --> 00:16:56,096
And you're like great but there's
other things you need to go fix

554
00:16:55,996 --> 00:16:58,697
that will actually get you
business that will actually start

555
00:16:58,697 --> 00:17:00,685
conversations all the other
stuff's fluff so do the fluffy

556
00:17:00,685 --> 00:17:03,762
stuff on like you know midnight or
4 a.m or but to do it during work

557
00:17:03,662 --> 00:17:05,935
hours just crazy town to think
that any type of logo you have any

558
00:17:05,935 --> 00:17:09,650
type of branding what your team is
called what your ur town to think

559
00:17:09,550 --> 00:17:13,520
that any type of logo you any type
of have, branding, what your team

560
00:17:13,520 --> 00:17:16,663
is called, what your URL is like
that any of that actually matters.

561
00:17:16,663 --> 00:17:17,186
It doesn't.

562
00:17:17,186 --> 00:17:18,344
And I quickly realized that.

563
00:17:18,444 --> 00:17:21,179
And I went with Ryan at Wiley
Mortgages.

564
00:17:21,179 --> 00:17:22,838
This is Wiley Mortgages.

565
00:17:22,738 --> 00:17:24,109
That's what I was.

566
00:17:24,010 --> 00:17:25,119
What's your team?
Wiley Mortgages, right?

567
00:17:25,220 --> 00:17:25,902
There's that's it.

568
00:17:26,002 --> 00:17:27,778
There's nothing else there.

569
00:17:27,678 --> 00:17:29,383
And to be honest, no one really
cared.

570
00:17:29,483 --> 00:17:30,520
That's There's it.

571
00:17:30,520 --> 00:17:30,914
nothing else there.

572
00:17:31,014 --> 00:17:32,986
And to be honest, no one really
cared.

573
00:17:32,983 --> 00:17:33,525
So there.

574
00:17:33,525 --> 00:17:36,150
I just want to point that out.

575
00:17:36,250 --> 00:17:38,137
A couple more things here.

576
00:17:38,137 --> 00:17:40,463
I hear this a Tricking yourself

577
00:17:40,363 --> 00:17:42,633
into thinking that lot.

578
00:17:42,533 --> 00:17:45,293
as soon as rates go down, your

579
00:17:45,193 --> 00:17:47,410
business is going to be better.

580
00:17:47,410 --> 00:17:48,740
It's going to change.

581
00:17:48,740 --> 00:17:49,804
Like, come on.

582
00:17:49,804 --> 00:17:51,934
There's ebbs and flows in the

583
00:17:51,934 --> 00:17:52,802
business world.

584
00:17:52,702 --> 00:17:55,112
I know I sound like I'm coming

585
00:17:55,112 --> 00:17:59,067
down on a lot of people here, but
this podcast, the point of it was

586
00:17:59,067 --> 00:18:02,136
like, this is my world I'm in,
right?

587
00:18:02,136 --> 00:18:03,506
I hear a lot of things.

588
00:18:03,506 --> 00:18:04,689
I'm hoping you catch yourself

589
00:18:04,689 --> 00:18:07,311
saying some of these are thinking
some of them.

590
00:18:07,311 --> 00:18:08,291
You go, ah, you're right.

591
00:18:08,291 --> 00:18:10,250
I was about to do that.

592
00:18:10,250 --> 00:18:16,343
If rates are at 6% or they're at
3%, if you have holes in the bow

593
00:18:16,343 --> 00:18:19,461
to your business, they're going to
get exposed in both on both sides

594
00:18:19,461 --> 00:18:23,771
of that rates coming down is not
going to all of a sudden magically

595
00:18:23,771 --> 00:18:24,767
these applications start coming in
so if you're waiting for that

596
00:18:24,726 --> 00:18:25,000
you're just sitting there waiting
you're not trying to like evolve

597
00:18:24,897 --> 00:18:25,683
yourself from a marketing plan
perspective you're not pivoting

598
00:18:25,583 --> 00:18:28,884
you're not going hey my i need to
work harder now to find my avatar.

599
00:18:28,884 --> 00:18:32,671
Not, I need to go work with five
different avatars.

600
00:18:32,571 --> 00:18:33,309
Your avatar still exists.

601
00:18:33,309 --> 00:18:36,748
Just come up with a plan to go

602
00:18:36,648 --> 00:18:37,876
find more of your avatar.

603
00:18:37,876 --> 00:18:38,110
Right?

604
00:18:38,110 --> 00:18:41,566
Just because there's more B
business out there right now

605
00:18:41,566 --> 00:18:43,302
doesn't mean you now need to
become a B expert.

606
00:18:43,302 --> 00:18:43,800
You can.

607
00:18:43,763 --> 00:18:44,303
Or you can just go build a

608
00:18:44,289 --> 00:18:48,359
marketing plan to find more of
your avatar, which might be A.

609
00:18:48,288 --> 00:18:48,821
Right?
And then compete against the

610
00:18:48,803 --> 00:18:49,003
banks.

611
00:18:48,997 --> 00:18:49,326
That's okay.

612
00:18:49,319 --> 00:18:54,357
Compete against them my whole
life.

613
00:18:54,322 --> 00:18:54,480
I'd rather compete against them
than the B side.

614
00:18:54,438 --> 00:19:00,173
Hey, we can play each side of
this.

615
00:19:00,173 --> 00:19:01,445
Okay?
I don't understand the B world.

616
00:19:01,445 --> 00:19:02,361
I don't want it.

617
00:19:02,461 --> 00:19:04,142
I don't want to deal with in that

618
00:19:04,242 --> 00:19:04,548
world.

619
00:19:04,448 --> 00:19:05,007
I don't like it.

620
00:19:05,007 --> 00:19:05,873
There's too much uncertainty
there.

621
00:19:05,873 --> 00:19:07,196
I'd rather be up against the big
bad banks.

622
00:19:07,296 --> 00:19:08,366
That's my competition because it's
very predictable.

623
00:19:08,466 --> 00:19:09,282
I know where I stand.

624
00:19:09,282 --> 00:19:10,199
I know how to beat them.

625
00:19:10,199 --> 00:19:10,962
I know the process.

626
00:19:10,962 --> 00:19:13,194
I know what I can get done, what I

627
00:19:13,194 --> 00:19:13,624
can't.

628
00:19:13,624 --> 00:19:15,445
I know all their moves and I know

629
00:19:15,345 --> 00:19:17,021
how to address them and overcome
them.

630
00:19:16,921 --> 00:19:19,837
But I've spent my time and energy
perfecting all that stuff.

631
00:19:19,837 --> 00:19:20,129
Okay.

632
00:19:20,129 --> 00:19:21,490
Something to think about.

633
00:19:21,490 --> 00:19:21,782
Okay.

634
00:19:21,782 --> 00:19:25,308
I have one or two more here and

635
00:19:25,308 --> 00:19:25,896
then we're done.

636
00:19:25,896 --> 00:19:26,168
Okay.

637
00:19:26,168 --> 00:19:26,644
Another one.

638
00:19:26,644 --> 00:19:28,072
I hear this a bunch.

639
00:19:28,072 --> 00:19:31,229
I heard this before I was even
planning on doing anything.

640
00:19:31,229 --> 00:19:32,587
I just hear it a lot.

641
00:19:32,587 --> 00:19:35,480
A lot of people reach out to me a

642
00:19:35,480 --> 00:19:39,800
lot and they go, because they know
I know a lot about a lot of

643
00:19:39,800 --> 00:19:42,138
brokerages and I'm connected just
from doing what I do.

644
00:19:42,138 --> 00:19:45,955
And I see a lot of team leads and
broker owners and stuff in the

645
00:19:45,955 --> 00:19:46,657
networks.

646
00:19:46,657 --> 00:19:49,605
They're like, Ryan, where should I

647
00:19:49,605 --> 00:19:50,280
go?
Where should I go?

648
00:19:50,280 --> 00:19:52,060
And then it all comes down to it.

649
00:19:53,480 --> 00:19:55,193
I'm like, well, there's this,

650
00:19:55,193 --> 00:19:55,771
this, this.

651
00:19:55,771 --> 00:19:57,506
These are options I'd look at.

652
00:19:57,506 --> 00:19:58,276
And this is why.

653
00:19:58,276 --> 00:19:59,240
Why haven't you left?

654
00:19:59,660 --> 00:20:01,962
Because I'm loyal to my broker
owner.

655
00:20:01,962 --> 00:20:02,430
Oh, man.

656
00:20:02,430 --> 00:20:02,497
Okay.

657
00:20:02,497 --> 00:20:03,366
That's cool.

658
00:20:03,366 --> 00:20:03,767
That's great.

659
00:20:03,767 --> 00:20:05,573
That sounds good on a t-shirt.

660
00:20:05,573 --> 00:20:05,840
Sounds good.

661
00:20:06,980 --> 00:20:08,620
Makes you feel good about
yourself.

662
00:20:08,620 --> 00:20:11,840
But at the end of the day, you're
a fricking business owner.

663
00:20:11,840 --> 00:20:14,680
And I agree, relationships matter
1 million percent, but you're a

664
00:20:14,680 --> 00:20:15,143
business owner.

665
00:20:15,143 --> 00:20:16,464
You're the board of directors.

666
00:20:16,464 --> 00:20:17,529
You're the shareholders.

667
00:20:17,529 --> 00:20:18,868
Imagine the president, CEO of a

668
00:20:18,968 --> 00:20:21,310
company saying, yeah, we're going
to stay in this contract because

669
00:20:21,210 --> 00:20:24,935
we're going to stay here because I
golf with the guy.

670
00:20:24,935 --> 00:20:25,489
Super day.

671
00:20:25,489 --> 00:20:27,568
We go way back, but they'll be

672
00:20:27,568 --> 00:20:31,104
like, yeah, but it's costing us
like X amount per quarter.

673
00:20:31,104 --> 00:20:33,940
And we could just go here and this
makes complete sense.

674
00:20:34,040 --> 00:20:35,620
And it solves some of the
problems.

675
00:20:35,620 --> 00:20:37,220
Oh no, no, I feel bad.

676
00:20:37,220 --> 00:20:38,693
I don't want to leave them.

677
00:20:38,693 --> 00:20:42,560
Like I over here, like, man, like
we go way back and he helped me

678
00:20:42,560 --> 00:20:44,879
out like four or five years ago.

679
00:20:44,879 --> 00:20:46,282
And it's just, he's been there and

680
00:20:46,282 --> 00:20:50,069
I know he's busy and I know I
don't get the love I should.

681
00:20:50,069 --> 00:20:52,488
And I know like, I'm not, I've
progressed and he hasn't, he or

682
00:20:52,487 --> 00:20:54,995
she hasn't evolved with me or they
actually don't know how to solve

683
00:20:54,995 --> 00:20:55,462
my problems.

684
00:20:55,462 --> 00:20:56,921
So I go other point, like I hear

685
00:20:56,921 --> 00:20:57,680
it all the time.

686
00:20:57,680 --> 00:20:59,761
I just need you to look in the

687
00:20:59,761 --> 00:21:02,808
mirror and go, is it the best
thing for you and your family?

688
00:21:02,808 --> 00:21:04,530
You need to think about that,
right?

689
00:21:04,530 --> 00:21:08,336
There are a lot of broker owners
and team leads that are just

690
00:21:08,336 --> 00:21:09,234
dropping the ball.

691
00:21:09,234 --> 00:21:10,067
They're falling asleep at the

692
00:21:10,067 --> 00:21:10,259
wheel.

693
00:21:10,259 --> 00:21:11,889
And there are a lot of really good

694
00:21:11,989 --> 00:21:13,578
options out there that check the
boxes for you.

695
00:21:13,658 --> 00:21:14,677
And your business deserves that,
okay?

696
00:21:14,577 --> 00:21:18,988
So do you want it, right?
That's where I'm going.

697
00:21:18,988 --> 00:21:24,735
But there's a lot of great team
leads and brokerages and broker

698
00:21:24,735 --> 00:21:24,988
owners.

699
00:21:24,988 --> 00:21:26,700
There's a lot of amazing ones.

700
00:21:26,700 --> 00:21:29,099
But there's way more people in the
middle there that are very unhappy

701
00:21:28,999 --> 00:21:33,238
with their setup, but they don't
want to go because it's either too

702
00:21:33,338 --> 00:21:37,087
hard, don't want to do it, or they
have a personal relationship.

703
00:21:36,987 --> 00:21:41,513
I just want you to stop tricking
yourself and just telling me that

704
00:21:41,413 --> 00:21:43,732
you're lazy and you're not a good
business owner.

705
00:21:43,732 --> 00:21:44,735
That's where I go.

706
00:21:44,735 --> 00:21:46,177
I go, you're not serious about

707
00:21:46,277 --> 00:21:47,932
your business, right?
So something to to think, it

708
00:21:47,932 --> 00:21:49,561
doesn't mean you have to leave.

709
00:21:49,561 --> 00:21:51,649
Go in and address it with the

710
00:21:51,549 --> 00:21:51,742
person.

711
00:21:51,742 --> 00:21:53,033
Hey, I need this, this, this.

712
00:21:53,033 --> 00:21:55,619
Can you do it?
I should be at this split.

713
00:21:55,619 --> 00:21:57,018
This is what I'm seeing.

714
00:21:56,918 --> 00:21:57,892
I think this is fair.

715
00:21:57,892 --> 00:21:59,031
Let's talk about it.

716
00:21:58,931 --> 00:21:59,256
Open book.

717
00:21:59,256 --> 00:22:00,622
I love working with you.

718
00:22:00,622 --> 00:22:01,535
I appreciate what you've done for

719
00:22:01,535 --> 00:22:01,991
my career.

720
00:22:01,991 --> 00:22:02,619
Blah, blah, blah.

721
00:22:02,619 --> 00:22:05,632
It doesn doesn't mean you have to
leave but you need to put on your

722
00:22:05,632 --> 00:22:08,173
business owner hat right it's
interesting a lot of a lot of us

723
00:22:08,173 --> 00:22:11,037
have money sitting there we're
leaving on the table and imagine

724
00:22:10,937 --> 00:22:13,693
going and telling your family we
can't go on the vacation or we

725
00:22:13,687 --> 00:22:16,502
can't do x y and z or we can't do
this or because mom or dad doesn't

726
00:22:16,502 --> 00:22:18,091
want to have that conversation
with my team leader broker.

727
00:22:18,091 --> 00:22:18,836
Because I'm just uncomfortable
about it.

728
00:22:18,836 --> 00:22:19,674
And we're just, we're good
friends.

729
00:22:19,674 --> 00:22:20,534
And they're nice people.

730
00:22:20,534 --> 00:22:22,280
Like, oh my God, I'm sorry,

731
00:22:22,280 --> 00:22:22,667
Johnny.

732
00:22:22,667 --> 00:22:23,827
Can't do this, this, this.

733
00:22:23,827 --> 00:22:25,813
Because dad doesn't want to do
this.

734
00:22:25,813 --> 00:22:28,100
Oh, it's just crazy town.

735
00:22:28,100 --> 00:22:30,810
So I hear that all the time.

736
00:22:30,810 --> 00:22:31,064
Okay.

737
00:22:31,064 --> 00:22:33,333
I want to put that out there.

738
00:22:33,333 --> 00:22:35,301
I've got a bunch more.

739
00:22:35,301 --> 00:22:38,533
I'm not going to get into it.

740
00:22:38,433 --> 00:22:39,741
I'm going to shut this podcast
down.

741
00:22:39,641 --> 00:22:41,288
Hopefully, you get the gist of it.

742
00:22:41,288 --> 00:22:41,471
That's kids.

743
00:22:41,471 --> 00:22:44,429
it, Like I said if before, you
want more info on something, I

744
00:22:44,429 --> 00:22:48,389
will be coming out and you're
going to be hearing this from the

745
00:22:48,389 --> 00:22:48,655
mountaintops.

746
00:22:48,655 --> 00:22:51,224
But if you want to get in early

747
00:22:51,224 --> 00:22:54,192
and you want to start learning
about it, shoot me a DM on

748
00:22:54,192 --> 00:22:54,313
Instagram.

749
00:22:54,413 --> 00:22:55,100
I am Ryan Wiley.

750
00:22:55,100 --> 00:22:56,190
Okay, that's it, kids.

751
00:22:56,188 --> 00:22:56,582
Gotta go.

752
00:22:56,576 --> 00:22:56,819
Peace out.