250: How a Broker Did $108M of Volume in His First 3 Years

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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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Okay, good morning.

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Welcome to Mortgage Game Podcast,

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West Coast Wiley in the house.

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Let's get into it before I do.

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Last podcast I mentioned, I have a
mentorship program.

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You're going to be hearing a lot
more about this probably come

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September.

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We're opening up the doors in

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August, just talking about it
lightly here and there.

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Many of you have reached out to me
on Instagram and said, you're

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interested.

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I've turned a bunch of you away.

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I've also accepted a bunch of you
in.

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So thank you for reaching out.

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If it's something you're

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interested in, you want to know
more, just hit me up, say

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interested, send me a DM on
Instagram.

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Um, and I'll have a chat and I'll
walk you through what that looks

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like until we have all of our
marketing and everything up and

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going.

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Okay.

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Uh, let's get into it.

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So this week, I'm just going to

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open up my email here because I
want to reference some things.

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OK, so there was a mortgage broker
that I helped poach is, you know,

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really his first 12, 18 months of
his career, I'd say he's three

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years in.

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I'm not going to say who the

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broker is because he recently put
himself out there and then just

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got inundated with, if you wanted
to go figure it out, you could

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probably go do some Sherlock
Holmes stuff and figure it out.

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But he got inundated with so many
mortgage brokers like, show me

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this, tell me this, let's jump on
a call, just a quick call.

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That's the thing.

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People will take as much time from

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you as you allow them to.

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And so he's always about give,

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give, give, because that's what
we've always talked about.

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Give, give, give.

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95% of people won't execute it.

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The five that do, good for you.

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The universe is better off.

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That's why I started this entire
podcast, was to give you the

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blueprint on how to build a
mortgage business.

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And then it's now we go down a
bunch of different avenues.

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And so where I'm going with this
today's podcast is about his first

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three, he put this out there in a
Facebook group and he basically

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broke down.

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He said, Hey, the first three

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years of my mortgage business, I
did over a hundred million.

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And then he laid it all out for
you what he did.

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And so I'm going to go through his
post in more detail.

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And he basically took my model.

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He took my mortgage model, a very

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close version of it.

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He's like, Ryan, I just did what

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you said.

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And I just kept doing it.

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And I'm like, yes, yes, that's
what you do.

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Okay.

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So I'm going to run through this

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here.

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We're going to go through it.

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Um, this podcast is brought to you
by an extremely hot Americano.

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So we're going to let that cool
down.

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Okay.

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So this is, this is like, he's

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mapping out.

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Some of you have been in the game

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20 years and in the last year,
didn't do 46 million.

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Like his last year, he did 46
million, right?

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So there's shit to learn in here,
right?

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I don't care how long you've been
in the game for.

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to learn in here.

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I don't care how long you've been

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in the game for.

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And I've been telling this stuff

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to people all the time, over and
over and over again.

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And then a lot of times, I'll talk
to them a month later, three

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months later, I'm like, so how
that I Yeah, but I've got this

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thing now I'm doing and bippity
bop and over here and this and I'm

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doing, I'm like, see, didn't do
the stuff.

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I tried But it.

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now I'm doing this because I think

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I'm so like, you didn't do the
stuff or I tried but it, now I'm

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doing this.

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Cause I think I'm like, there's a

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blueprint here.

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So this is one of these guys.

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The reason I have mad respect for
this broker is, or this agent is

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because he shuts out the noise,
but he puts in the fricking work,

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like a lot of work, but it's paid
off.

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Right.

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But a lot of you are expecting

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something in three to six months.

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This is an 18-month game with

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anything, much like social media
too.

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I've been at it for 15, 16 months,
seeing my business change in a

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very, very, very positive way from
social media.

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But a lot of people are out there
doing and they're trying, they're

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judging themselves on three, six,
seven months.

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You need to throw the content out
consistently for 18 months.

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And then let's see where you're
at.

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Too many people in life, and I'm
just going to talk to mortgage

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brokers, too many mortgage brokers
are looking for shortcuts all over

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the place.

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As a society, we are.

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Our kids are looking for
shortcuts.

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You're looking for shortcuts.

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Your kids are seeing you look for

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shortcuts.

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And now that's why they looking

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for shortcuts.

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You're looking for shortcuts.

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Your kids are seeing you look for
shortcuts.

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And now that's why they look for
shortcuts.

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There's some hard work that goes
in here.

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Like a lot of hard boring hours,
but actual work, not cruising

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work, the internet.

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so let's Okay, get into his post

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because this is very, very
interesting.

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very, I'm essentially going to
read it to you and break each one

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down and give you my thoughts and
give you some insight and give you

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some pointers and stuff like that.

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Okay.

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So in summary, this is a mortgage
broker.

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First three years in the business,
over 100 million, right?

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Up to today.

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So back out three years from now.

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Okay.

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Let me go through.

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I'm going to go through first
year.

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okay let me go through i'm going
to go through first year okay

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learned how to call dm email
present and retain referral

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partners stuck to the plan laid
out for me day in day out the

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first 45 days or sorry the first
20 days i did 45 realtor

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presentations i remember talking
to him about this he locked

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himself in a room and he made a
list of realtors.

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To this day, he gets a lot of his
business from his realtors.

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He made a list of realtors.

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He called the realtors and his

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list was, I believe, around 60, 65
people.

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And he called them.

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He says, we need to talk.

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And it was in a Zoom room.

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This was during COVID, really,

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three years ago.

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We need to talk.

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And then he went in the Zoom
presentation.

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And those who didn't show up, what
do you do?

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If they don't show up, what do you
do?

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You call them back.

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Why don't you show up?

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Let's meet again.

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Let's rebook.

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Let's reschedule.

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And the ones who showed up, he

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gives them a three or four slide
presentation, just walking through

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what he does in his business.

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This is who I am.

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And he's a new agent, mind you,
right?

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So who I am, I build these custom
proposals for your agents.

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They're going to love them.

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Here's a video showing you how I

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do that.

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Walk them through all the numbers,

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blah, blah, blah.

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You know, I guarantee you're going

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to get paid because I make sure
everyone's in the loop.

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My communication's awesome.

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I respond within one hour of

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getting a lead.

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I keep daily updates to everybody,

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like all the communication stuff.

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And for anyone that says, ah, that

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doesn't work, realtors want leads.

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Well, sure they want leads, but

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their number one pain point with
mortgage brokers is my mortgage

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broker doesn't send me leads.

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My number one pain point is, and

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there's been tons of surveys with
this information and it's

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overwhelming.

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The communication sucks.

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They drop the ball.

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They don't get the deal done and

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the communication sucks.

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I don't know where I'm at on the

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lead, on the file.

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My client's confused.

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I'm confused.

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I look bad.

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What's going on?
So if you just crush it with

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communication and that's it, and
that's it, you can win.

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You can You win.

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got to stick to your guns and keep

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it over and over and over again.

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But you got to stick to your guns

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and keep it over and over and over
again.

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And so 45 presentations in 20
days.

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I don't know anybody else who's
done that.

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And I'm not talking call 45
realtors.

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I'm talking he called more than
that, booked 45 presentations, had

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45 people show So up.

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there was probably 60, probably

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70, booked, maybe 55 book, maybe
10 didn't show up.

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Then he followed up, but he did 45
of these 20 minutes in a zoom

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room, being a new broker with
probably having imposter syndrome,

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but because he could stand out, he
knew his value adds to the

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realtor, not to the mortgage
broker, not to the consumer,

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right?
It's not, we offer rate insurance.

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It's not that we offer XYZ.

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We have good rates and access to

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lenders.

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That's not the value add.

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That's the value add to a
consumer.

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The value add to the realtor is my
communication's tight.

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It's on point.

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Always know where you're at.

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I protect your paycheck.

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If anyone refers in from that

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person you refer, I'll send them
back to you.

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All that stuff.

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Doesn't have to be lead gen.

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A lot of people out there pushing
lead gen stuff for realtors.

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That's fine, but you're already
monetizing the relationship.

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My thoughts on that are two, I
don't want to partner with

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realtors who are relying on me as
a mortgage broker to send them

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business.

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I want people who already have

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their shit together and want me to
compliment their business and help

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bring deals to the finish line.

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Not, hey, Ryan, where's those

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leads we were talking about?
It's like, no, you're supposed to

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be the one with the leads.

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Absolutely, I'll give you some.

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Once I see how you operate and
it's good and we have a

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relationship, but I get way less
leads.

253
00:08:26,301 --> 00:08:30,660
And I don't want to come up with
marketing situations that are

254
00:08:30,560 --> 00:08:31,841
built around giving you leads.

255
00:08:31,941 --> 00:08:32,921
I'd rather build those situations

256
00:08:32,921 --> 00:08:36,467
into my own business, create my
own leads, not leads for you, so

257
00:08:36,467 --> 00:08:38,451
that hopefully you send them back
to me.

258
00:08:38,451 --> 00:08:39,971
It's just a broken game.

259
00:08:39,971 --> 00:08:42,139
So if you're going in offering

260
00:08:42,139 --> 00:08:44,089
realtors leads, yeah, just don't.

261
00:08:44,089 --> 00:08:44,479
Don't.

262
00:08:44,479 --> 00:08:46,500
You don't have to do it.

263
00:08:46,500 --> 00:08:47,420
Sometimes it works.

264
00:08:47,420 --> 00:08:48,500
Many, many, many times.

265
00:08:48,500 --> 00:08:50,420
It doesn't, it's not a long-term

266
00:08:50,420 --> 00:08:50,540
play.

267
00:08:50,540 --> 00:08:50,660
Okay.

268
00:08:50,660 --> 00:08:51,060
Moving on.

269
00:08:51,060 --> 00:08:53,407
Uh, learn to underwrite by doing

270
00:08:53,407 --> 00:08:54,360
files from the brokerage.

271
00:08:54,360 --> 00:08:54,580
Okay.

272
00:08:54,580 --> 00:08:58,660
A lot of us, we come in and we
don't want to do the files, right?

273
00:08:58,660 --> 00:09:00,698
You need to learn how to do files.

274
00:09:00,698 --> 00:09:04,194
You need to be, I remember when I

275
00:09:04,194 --> 00:09:08,540
was training, uh, Craig guy
working with myself, uh, he came

276
00:09:08,540 --> 00:09:11,845
in and we had fulfillment and
really it was, he would just go.

277
00:09:11,845 --> 00:09:14,660
And then eventually he kind of
went on his own, but he's using

278
00:09:15,700 --> 00:09:19,078
fulfillment and he would just send
the deal out.

279
00:09:19,078 --> 00:09:21,920
He didn't really know how the
sausage was made.

280
00:09:21,920 --> 00:09:24,776
He didn't really know all that
stuff.

281
00:09:24,776 --> 00:09:28,906
And then eventually fulfillment
went away and he was on his own

282
00:09:28,806 --> 00:09:29,598
for everything.

283
00:09:29,598 --> 00:09:31,037
He's like, Holy shit.

284
00:09:31,037 --> 00:09:32,262
I learned so much.

285
00:09:32,262 --> 00:09:34,399
It's like, yeah, you need to do

286
00:09:34,299 --> 00:09:34,752
the deals.

287
00:09:34,752 --> 00:09:36,940
You need to get in there and F up.

288
00:09:37,080 --> 00:09:40,143
You need to get in there and look
like an ass.

289
00:09:40,143 --> 00:09:42,014
You need to make some mistakes.

290
00:09:42,014 --> 00:09:44,560
You need to ask a bunch of

291
00:09:44,560 --> 00:09:44,880
questions.

292
00:09:44,980 --> 00:09:46,436
You need to annoy some people.

293
00:09:46,436 --> 00:09:47,926
You need to take ownership of
this.

294
00:09:48,026 --> 00:09:49,019
You have to do that.

295
00:09:48,919 --> 00:09:50,520
So he did that, which is awesome.

296
00:09:50,520 --> 00:09:52,041
100% of files referred by those
realtors I pitched.

297
00:09:52,041 --> 00:09:52,824
So 100% of his files.

298
00:09:52,824 --> 00:09:53,780
Okay, well, there you go.

299
00:09:53,780 --> 00:09:55,070
100% in his first year, 32
million.

300
00:09:54,970 --> 00:09:57,780
So 100% of the files came from the
realtors that he pitched

301
00:09:57,780 --> 00:09:57,980
originally.

302
00:09:57,978 --> 00:09:58,574
Like, think about that.

303
00:09:58,574 --> 00:09:59,765
Anyone going, ah, realtors doesn't
work.

304
00:09:59,665 --> 00:10:00,311
He's 32 million.

305
00:10:00,410 --> 00:10:01,402
I'm guessing it's probably 65

306
00:10:01,302 --> 00:10:04,577
deals, give or take 61 to 70
deals, somewhere in there.

307
00:10:04,577 --> 00:10:05,416
He's in Ontario.

308
00:10:05,416 --> 00:10:07,000
All from the realtors he pitched

309
00:10:07,000 --> 00:10:08,492
in that 20 day period.

310
00:10:08,492 --> 00:10:10,730
Ah, it should be some aha moments

311
00:10:10,730 --> 00:10:13,581
here, right?
This is, we're going to keep going

312
00:10:13,581 --> 00:10:17,754
with this because it's just, this
stuff is what gets me out of bed

313
00:10:17,754 --> 00:10:18,958
in the morning.

314
00:10:19,058 --> 00:10:20,837
Seeing this post and then talking

315
00:10:20,737 --> 00:10:22,399
to him on the phone after.

316
00:10:22,499 --> 00:10:24,936
And then like, it's just like,

317
00:10:24,936 --> 00:10:28,599
he's like, Ryan, I just, I did
what you said.

318
00:10:28,599 --> 00:10:30,229
And I just didn't stop.

319
00:10:30,129 --> 00:10:31,215
I had no choice.

320
00:10:31,315 --> 00:10:32,845
I'm like, I love it.

321
00:10:32,845 --> 00:10:34,072
Okay, let's keep on going.

322
00:10:34,072 --> 00:10:37,086
Submitted files to nine lenders,
nine different lenders lenders

323
00:10:37,086 --> 00:10:42,644
sorry i got something crawling on
me or something let me just get

324
00:10:42,644 --> 00:10:48,550
this thing out of here get out of
here you'll get out that's this

325
00:10:48,550 --> 00:10:53,368
podcast we got you get bugs off
your legs crawling keep going okay

326
00:10:53,368 --> 00:10:57,321
so i submitted nine different
lenders started learning the pros

327
00:10:57,321 --> 00:11:00,630
and cons of each okay Stay with me
because that'll make sense later

328
00:11:00,630 --> 00:11:00,880
on.

329
00:11:00,880 --> 00:11:02,206
Nine different lenders.

330
00:11:02,106 --> 00:11:02,413
Okay.

331
00:11:02,413 --> 00:11:02,949
Got it.

332
00:11:02,949 --> 00:11:03,562
Hours worked.

333
00:11:03,562 --> 00:11:04,329
Another big one here.

334
00:11:04,329 --> 00:11:06,934
Seven days a week, 11 hours a day.

335
00:11:06,934 --> 00:11:08,620
I remember telling him, you need

336
00:11:08,620 --> 00:11:10,502
to have a conversation with your
family.

337
00:11:10,602 --> 00:11:14,392
That if this is what we're doing,
if we are going all in and we want

338
00:11:14,392 --> 00:11:17,921
to change our lives, dad needs to
go over here.

339
00:11:17,921 --> 00:11:22,889
And I need to, I can't be here,
here, here, here, here.

340
00:11:22,789 --> 00:11:25,602
I need to go build a foundation
up.

341
00:11:25,602 --> 00:11:29,500
I need to go build a book of
business, referral partners, my

342
00:11:29,500 --> 00:11:29,920
database.

343
00:11:29,920 --> 00:11:32,188
I need to get dialed in and it's

344
00:11:32,188 --> 00:11:34,120
going to take sacrifices for
everybody.

345
00:11:34,120 --> 00:11:38,572
For me, I need to get dialed in
and it's going database.

346
00:11:38,572 --> 00:11:41,575
to take sacrifices for For me,
everybody.

347
00:11:41,575 --> 00:11:43,764
I'm going to work 77 hour weeks.

348
00:11:43,764 --> 00:11:44,673
I'm going to miss things.

349
00:11:44,673 --> 00:11:47,252
I'm going to not be able to do all
things.

350
00:11:47,252 --> 00:11:54,035
You're going to have to pick up
more slack in a lot of other

351
00:11:54,135 --> 00:11:54,742
areas.

352
00:11:54,642 --> 00:11:57,205
And he had that conversation and

353
00:11:57,205 --> 00:11:58,326
the family was on board.

354
00:11:58,326 --> 00:12:00,120
It was a sacrifice everybody made.

355
00:12:01,240 --> 00:12:04,516
And I don't feel like a lot of you
are having that conversation.

356
00:12:04,516 --> 00:12:06,232
A, I don't think you're making
those sacrifices.

357
00:12:06,232 --> 00:12:08,462
Well, I already know.

358
00:12:08,462 --> 00:12:09,892
You're not making those

359
00:12:09,892 --> 00:12:09,994
sacrifices.

360
00:12:09,994 --> 00:12:12,648
This podcast is brought to you by

361
00:12:12,648 --> 00:12:13,158
Americana.

362
00:12:13,158 --> 00:12:14,747
Oh, it's still pretty still pretty

363
00:12:14,747 --> 00:12:15,118
good.

364
00:12:15,118 --> 00:12:16,256
Okay, that's good.

365
00:12:16,156 --> 00:12:16,823
We can drink that.

366
00:12:16,823 --> 00:12:18,973
It's got to be a two-sipper

367
00:12:18,973 --> 00:12:19,640
though.

368
00:12:19,900 --> 00:12:21,605
That's how we roll on this one.

369
00:12:21,605 --> 00:12:21,921
So Okay.

370
00:12:21,921 --> 00:12:24,421
you look A, yourself in the mirror

371
00:12:24,321 --> 00:12:24,900
and go, it's well, got to be a two
separate though.

372
00:12:24,792 --> 00:12:24,900
That's how we roll on this one.

373
00:12:24,892 --> 00:12:24,900
Okay.

374
00:12:24,957 --> 00:12:33,946
So a look yourself in the mirror
and go, well, it's two, three

375
00:12:33,977 --> 00:12:34,602
times harder to do deals right
now.

376
00:12:34,602 --> 00:12:35,295
Purse strings are tighter with
lenders.

377
00:12:35,195 --> 00:12:36,020
I'm getting crushed by the bank.

378
00:12:35,952 --> 00:12:36,578
You have to work harder than you

379
00:12:36,578 --> 00:12:38,338
ever had for deals right now.

380
00:12:38,338 --> 00:12:40,169
How many hours am I working?

381
00:12:40,269 --> 00:12:43,091
Am I working 40, but am I truly
working 40?

382
00:12:43,091 --> 00:12:46,540
Part of the mentorship program, if
you apply and you get accepted and

383
00:12:46,440 --> 00:12:49,754
it makes sense, and rule number
one is no assholes.

384
00:12:49,754 --> 00:12:54,174
So if you're an asshole, you can
discount yourself there.

385
00:12:54,174 --> 00:12:55,119
Don't message me.

386
00:12:55,119 --> 00:12:57,875
We have some other rules and then

387
00:12:57,010 --> 00:12:58,699
you have to apply.

388
00:12:58,599 --> 00:13:01,136
But if you do get in, we do an

389
00:13:01,136 --> 00:13:02,685
audit of your time.

390
00:13:02,585 --> 00:13:03,595
And one of those things is, hey,

391
00:13:03,460 --> 00:13:04,100
for one week, track your time in
15 minute increments.

392
00:13:04,010 --> 00:13:04,390
Right?
those things is, hey, for one

393
00:13:04,377 --> 00:13:04,977
week, track your time in 15 minute
increments, right?

394
00:13:04,963 --> 00:13:10,870
So I'm dying to see what that
looks like in a couple of weeks

395
00:13:10,970 --> 00:13:12,167
when the people who've been
accepted are going to do that and

396
00:13:12,201 --> 00:13:12,408
come in.

397
00:13:12,342 --> 00:13:13,398
And then that's the first thing we

398
00:13:13,385 --> 00:13:14,709
do is we audit your time.

399
00:13:14,709 --> 00:13:16,183
I'll sit down one-on-one with you

400
00:13:16,183 --> 00:13:17,565
and we audit your time.

401
00:13:17,465 --> 00:13:18,427
Like, let's get real here.

402
00:13:18,427 --> 00:13:21,217
Let's get fricking real where
you're spending time.

403
00:13:21,217 --> 00:13:23,103
This guy's spending 77 hours a
week, right?

404
00:13:23,103 --> 00:13:27,064
Working probably three, three,
four more times than a lot of you,

405
00:13:27,064 --> 00:13:30,013
but he's getting results, right?
He didn't get them initially, but

406
00:13:30,013 --> 00:13:32,880
he got the fruits of his labor, a
hundred million plus in three

407
00:13:33,700 --> 00:13:34,864
years, right?
Made a million dollars in three

408
00:13:34,831 --> 00:13:34,957
years.

409
00:13:34,957 --> 00:13:36,313
Like, come on, think about that.

410
00:13:36,313 --> 00:13:38,602
Okay, so first year, recap, 32
million funded, 45 realtor

411
00:13:38,602 --> 00:13:42,460
presentations in 20 days, learned
to do files by working on his own

412
00:13:42,460 --> 00:13:47,767
stuff, not handing it off to
someone and having them package it

413
00:13:47,572 --> 00:13:48,194
up and send it off.

414
00:13:48,099 --> 00:13:48,968
And you're kind of over here, just

415
00:13:48,968 --> 00:13:49,811
go get leads and we'll do it all
for you.

416
00:13:49,811 --> 00:13:51,260
It's like, no, you need to know
how to run your business from

417
00:13:51,207 --> 00:13:51,577
start to finish.

418
00:13:51,577 --> 00:13:52,950
And then you can pluck out areas

419
00:13:52,950 --> 00:13:54,850
where you get help, right?
Otherwise you're being set up to

420
00:13:54,850 --> 00:13:57,760
fail if you're at a brokerage and
there's just somebody doing the

421
00:13:57,660 --> 00:14:00,768
files for you and you're just told
to go get business.

422
00:14:00,768 --> 00:14:04,010
And you're like, this is great.

423
00:14:04,010 --> 00:14:07,860
No, you miss out on so many

424
00:14:07,252 --> 00:14:10,090
concepts and just understanding of
how things are packaged and

425
00:14:09,990 --> 00:14:12,865
relationship building you need to
do with the lenders.

426
00:14:12,865 --> 00:14:15,282
And you're not setting yourself up
for future success.

427
00:14:15,282 --> 00:14:18,720
And you end up being super reliant
on their situation, right?

428
00:14:19,200 --> 00:14:24,333
And they can pull the rug from
underneath you at any time.

429
00:14:24,333 --> 00:14:34,476
So, and 100% of that 32 million
came from the realtors he pitched

430
00:14:34,476 --> 00:14:38,620
in the first 20 days and worked 77
hours a week.

431
00:14:38,577 --> 00:14:38,620
Okay, awesome.

432
00:14:38,592 --> 00:14:40,644
Year two, funded 30 million.

433
00:14:40,644 --> 00:14:42,480
Okay, so pretty much the same,
which is awesome in the markets

434
00:14:42,448 --> 00:14:43,080
we've been going through.

435
00:14:43,080 --> 00:14:44,083
So he shifted the focus from

436
00:14:44,083 --> 00:14:45,113
realtors to financial advisors and
lawyers.

437
00:14:45,113 --> 00:14:47,353
And I know the strategy he was
using here because we went over it

438
00:14:47,353 --> 00:14:50,224
and it turned out to be a
complicated strategy, but it also

439
00:14:50,224 --> 00:14:51,281
gave him some relationships.

440
00:14:51,281 --> 00:14:53,631
So I won't get into what the

441
00:14:53,631 --> 00:14:53,899
strategy was.

442
00:14:53,899 --> 00:14:54,750
So he did 15 realtor presentations

443
00:14:54,748 --> 00:14:57,432
and 30 financial advisor and
lawyer presentations.

444
00:14:57,432 --> 00:14:59,867
So in the first two years, he did
90 presentations.

445
00:14:59,867 --> 00:15:03,027
How many have you done?
Like if you're trying to build a

446
00:15:03,027 --> 00:15:07,985
referral based business, how many
presentations have you done where

447
00:15:07,985 --> 00:15:11,109
you have a captive audience in
person or in a Zoom room, and

448
00:15:11,109 --> 00:15:14,135
you're giving them a 15-minute
presentation on how they benefit,

449
00:15:14,135 --> 00:15:15,773
not how awesome you are.

450
00:15:15,773 --> 00:15:17,738
And I won this award, not award.

451
00:15:17,838 --> 00:15:20,751
And I was just in a Starbucks and
saw some mortgage person.

452
00:15:20,751 --> 00:15:22,738
I'm top one or two in Canada.

453
00:15:22,738 --> 00:15:26,520
I don't know who falls for that

454
00:15:26,520 --> 00:15:26,726
stuff.

455
00:15:26,726 --> 00:15:29,403
What's the benefit to me with you

456
00:15:29,403 --> 00:15:30,845
doing that?
So 90 presentations.

457
00:15:30,945 --> 00:15:34,286
with you doing that, right?
So 90 presentations.

458
00:15:34,386 --> 00:15:35,381
Let's keep going.

459
00:15:35,381 --> 00:15:36,795
This is year two.

460
00:15:36,695 --> 00:15:40,200
Stuck to my no-go list, which lost
me some realtor partners.

461
00:15:41,040 --> 00:15:46,428
I don't do private deals and one
or two B deals a year allowed me

462
00:15:46,428 --> 00:15:50,324
to focus on dialing in exactly who
I want to work with.

463
00:15:50,324 --> 00:15:53,771
Ah, so he had a no list, something
I talk about.

464
00:15:53,671 --> 00:15:56,156
He stuck to it, Something I talk
about.

465
00:15:56,056 --> 00:15:59,775
It's not going to allow you to
work with all the realtors.

466
00:15:59,775 --> 00:16:03,883
Something I talk about like this
just warms my heart.

467
00:16:03,883 --> 00:16:05,560
It does.

468
00:16:05,960 --> 00:16:08,835
It warms my heart so much.

469
00:16:08,735 --> 00:16:15,732
If you're listening to this, dude,
this, this it's, you know, or, you

470
00:16:15,732 --> 00:16:18,239
know, what I think about you, this
is awesome.

471
00:16:18,239 --> 00:16:22,619
So, um, so he doesn't do pride and
I'm not saying don't do private

472
00:16:22,619 --> 00:16:22,906
and be.

473
00:16:22,906 --> 00:16:24,984
He just chose from his first year

474
00:16:24,984 --> 00:16:28,924
of doing 60 deals that, hey,
there's certain kind of clients I

475
00:16:29,024 --> 00:16:30,644
know I don't want to work with.

476
00:16:30,744 --> 00:16:32,133
And they go on my no list.

477
00:16:32,133 --> 00:16:35,996
And it just happens to be the
exact type of clients I have.

478
00:16:36,096 --> 00:16:39,469
I did not want to work with B or
private.

479
00:16:39,369 --> 00:16:41,927
I'm not here to argue with you.

480
00:16:41,927 --> 00:16:42,875
What's awesome?

481
00:16:42,875 --> 00:16:47,620
Everyone's got your opinion.

482
00:16:47,614 --> 00:16:48,538
This is politics right?

483
00:16:48,538 --> 00:16:50,434
now, I don't want to argue with
What's you.

484
00:16:50,434 --> 00:16:50,634
awesome.

485
00:16:50,728 --> 00:16:51,260
Everyone's got your opinion.

486
00:16:51,260 --> 00:16:52,189
This is politics now.

487
00:16:52,184 --> 00:16:53,642
I don't want to get into Right.

488
00:16:53,642 --> 00:16:55,051
I just want to say for AAA that.

489
00:16:55,051 --> 00:16:56,216
all I know my competition.

490
00:16:56,216 --> 00:16:56,737
me, day.

491
00:16:56,737 --> 00:16:58,150
I know my client.

492
00:16:58,150 --> 00:16:58,969
I know my avatar.

493
00:16:59,069 --> 00:17:00,159
That's, I knew that person inside

494
00:17:00,159 --> 00:17:00,308
out.

495
00:17:00,308 --> 00:17:02,591
I'm competing against the bank.

496
00:17:02,491 --> 00:17:04,131
Easy peasy, lemon squeezy all day.

497
00:17:04,131 --> 00:17:04,976
Love it.

498
00:17:04,876 --> 00:17:07,371
I can do that because they're
incompetent and I love it.

499
00:17:07,371 --> 00:17:10,067
I don't want to play in the B
world.

500
00:17:10,067 --> 00:17:12,196
I don't want to play in the
private world.

501
00:17:12,196 --> 00:17:14,886
Right?
So I had to pick one so I could

502
00:17:14,886 --> 00:17:17,507
map out my client journey and my
process for that one client.

503
00:17:17,507 --> 00:17:19,647
If you have a client journey,
there's different client journeys

504
00:17:19,647 --> 00:17:23,114
for A clients, B clients, private
clients, puts a lot of stress on

505
00:17:23,214 --> 00:17:24,528
your infrastructure behind with
your team.

506
00:17:24,528 --> 00:17:27,377
They're all over the place with
all these different lenders.

507
00:17:27,277 --> 00:17:28,377
That's it.

508
00:17:28,377 --> 00:17:29,476
Rant over on that.

509
00:17:29,476 --> 00:17:30,733
You do what you do.

510
00:17:30,733 --> 00:17:32,590
This allowed them to focus in on

511
00:17:32,590 --> 00:17:34,504
dialing exactly who you wanted to
work with.

512
00:17:34,504 --> 00:17:34,634
Awesome.

513
00:17:34,634 --> 00:17:35,992
Started working with a super

514
00:17:35,992 --> 00:17:37,636
simple a step CRM, up from my
Excel spreadsheet, although I

515
00:17:37,636 --> 00:17:40,534
still use it for some things
today.

516
00:17:40,534 --> 00:17:42,796
You can use an Excel spreadsheet.

517
00:17:42,796 --> 00:17:43,415
Woodhouse putting out there to

518
00:17:43,397 --> 00:17:43,739
Lucas putting out there.

519
00:17:43,706 --> 00:17:44,522
You don't need a crm you can use a

520
00:17:44,485 --> 00:17:52,027
spreadsheet potato potato not
going to argue anything on that

521
00:17:51,846 --> 00:17:52,051
just has to be simple you have to
like you have to know where the

522
00:17:52,028 --> 00:17:59,205
data is within a couple minutes
you need to be able to go

523
00:17:59,205 --> 00:18:01,895
somewhere click a button sort
shift boom boom boom okay i see

524
00:18:01,895 --> 00:18:04,688
all my variable rate people okay i
see all my like renewals coming up

525
00:18:04,688 --> 00:18:07,808
okay i see all my people with
rental properties okay I see all

526
00:18:07,773 --> 00:18:08,277
my like renewals coming up.

527
00:18:08,368 --> 00:18:08,616
Okay.

528
00:18:08,516 --> 00:18:09,383
I see all my people with rental
properties.

529
00:18:09,383 --> 00:18:09,672
Okay.

530
00:18:09,672 --> 00:18:11,488
I see all my people with loan to

531
00:18:11,488 --> 00:18:12,691
value of 65% or better in their
house.

532
00:18:12,691 --> 00:18:13,074
Right.

533
00:18:13,074 --> 00:18:15,186
We just need to see that a spot

534
00:18:15,186 --> 00:18:15,558
for that.

535
00:18:15,558 --> 00:18:18,105
I'm not going to get too deep into

536
00:18:18,105 --> 00:18:18,158
that.

537
00:18:18,258 --> 00:18:20,090
Then he submitted files to eight

538
00:18:20,090 --> 00:18:20,140
lenders.

539
00:18:20,140 --> 00:18:21,990
So even from nine lenders to eight

540
00:18:21,990 --> 00:18:23,573
lenders, and he started developing
relationships with his

541
00:18:23,573 --> 00:18:24,105
underwriters and BRMs.

542
00:18:24,105 --> 00:18:27,067
This podcast is brought to you by

543
00:18:26,973 --> 00:18:28,260
stupid fly on my leg and
Americano.

544
00:18:28,260 --> 00:18:31,800
This is called focus.

545
00:18:31,724 --> 00:18:31,774
Focus.

546
00:18:31,727 --> 00:18:31,800
Something's flying around in here,
and I'm focused still.

547
00:18:31,783 --> 00:18:37,365
Might not seem like it, but I am.

548
00:18:37,327 --> 00:18:37,557
And started developing

549
00:18:37,519 --> 00:18:38,083
relationships so that's half the
battle is like you you need those

550
00:18:38,069 --> 00:18:38,991
relationships they're more
important than you think right

551
00:18:38,991 --> 00:18:44,340
they are and so you need access to
your underwriters and vrms if you

552
00:18:44,660 --> 00:18:47,742
don't have access to those people,
then I'm hoping you're very, very,

553
00:18:47,742 --> 00:18:48,273
very new.

554
00:18:48,273 --> 00:18:49,805
Or someone's pulling the wool over

555
00:18:49,805 --> 00:18:50,218
your eyes.

556
00:18:50,218 --> 00:18:50,336
Yeah.

557
00:18:50,336 --> 00:18:52,005
If you don't have access to them,
this still happens.

558
00:18:52,005 --> 00:18:52,843
This shit still happens.

559
00:18:52,843 --> 00:18:54,361
So I hear it all the time.

560
00:18:54,361 --> 00:18:54,570
Oh yeah.

561
00:18:54,570 --> 00:18:56,461
I don't, hey, don't talk to my

562
00:18:56,461 --> 00:18:56,794
team.

563
00:18:56,794 --> 00:18:58,211
Don't talk to me.

564
00:18:58,211 --> 00:18:59,962
You can't talk to my team.

565
00:18:59,962 --> 00:19:01,713
Don't tell them about the volume

566
00:19:01,713 --> 00:19:01,880
bonuses.

567
00:19:01,880 --> 00:19:02,596
That's what they're worried You

568
00:19:02,500 --> 00:19:02,550
about.

569
00:19:02,526 --> 00:19:03,190
can't talk to my Don't team.

570
00:19:03,145 --> 00:19:03,687
tell them about the volume
bonuses.

571
00:19:03,687 --> 00:19:04,643
That's what they're worried That's
what broker owner and team leads

572
00:19:04,643 --> 00:19:05,101
are worried about.

573
00:19:05,056 --> 00:19:05,340
about.

574
00:19:05,820 --> 00:19:07,182
Like the crooked There's ones.

575
00:19:07,182 --> 00:19:10,105
a lot of crooked ones out A there.

576
00:19:10,105 --> 00:19:11,463
lot of them.

577
00:19:11,563 --> 00:19:14,444
And it's a warning that it's a red

578
00:19:14,444 --> 00:19:14,521
flag.

579
00:19:14,521 --> 00:19:16,422
If you don't have the cell number

580
00:19:16,422 --> 00:19:19,540
or email address for your BD, BRM,
BDM, underwriter, whatever you

581
00:19:19,540 --> 00:19:21,402
want to call them, you need that.

582
00:19:21,402 --> 00:19:23,429
If you don't, message me because I

583
00:19:23,429 --> 00:19:26,479
don't know, something not good is
going on.

584
00:19:26,479 --> 00:19:27,375
Chances are.

585
00:19:27,375 --> 00:19:30,066
Then next line he has here is two

586
00:19:30,066 --> 00:19:34,253
more lines for this year.

587
00:19:34,253 --> 00:19:38,384
64% of files referred by realtors,

588
00:19:38,384 --> 00:19:41,426
23% from financial advisors and
lawyers, 13% from past clients.

589
00:19:41,426 --> 00:19:45,388
So you see how his book's starting
to shift.

590
00:19:45,388 --> 00:19:49,909
It went from 100% from realtors to
now 64% to realtors, 23% from the

591
00:19:49,909 --> 00:19:53,800
other work he did for referral
partners, and 13% from past

592
00:19:53,800 --> 00:19:54,033
clients.

593
00:19:54,033 --> 00:19:56,237
He's starting to get some

594
00:19:56,237 --> 00:19:58,674
referrals from past clients.

595
00:19:58,674 --> 00:20:00,994
So it starts to shift.

596
00:20:00,994 --> 00:20:06,680
And at some point, those who don't
like prospecting realtors, like

597
00:20:08,140 --> 00:20:10,304
it's not a forever thing.

598
00:20:10,304 --> 00:20:13,075
It's a go get your base of core

599
00:20:13,075 --> 00:20:17,160
realtors, treat them like VIP
people, like knock it out of the

600
00:20:17,160 --> 00:20:18,385
park, whatever that means to you.

601
00:20:18,285 --> 00:20:19,497
Build a fence around them.

602
00:20:19,397 --> 00:20:20,995
And then they don't go to another
concert.

603
00:20:20,995 --> 00:20:22,634
They have to watch your concert
the whole time.

604
00:20:22,534 --> 00:20:24,153
Then you don't have to keep have
to keep prospecting.

605
00:20:24,014 --> 00:20:24,866
You just have to keep staying in
touch with them, nurturing,

606
00:20:24,720 --> 00:20:25,180
educating, chatting with them,
like building relationships.

607
00:20:27,940 --> 00:20:28,080
Like you don't have to keep going
after 50, 60, 100 realtors all the

608
00:20:28,069 --> 00:20:28,080
time.

609
00:20:28,083 --> 00:20:31,503
There's a time and a place for

610
00:20:31,469 --> 00:20:31,519
that.

611
00:20:31,516 --> 00:20:31,748
It's upfront.

612
00:20:31,659 --> 00:20:32,040
You do it hard, you do it
concentrated.

613
00:20:39,500 --> 00:20:40,419
And then it slows down.

614
00:20:40,411 --> 00:20:41,274
A lot of people forget that.

615
00:20:41,274 --> 00:20:42,664
They're like, I don't like working
with realtors.

616
00:20:42,664 --> 00:20:45,253
Well, when you get five awesome
realtors to work with, you really

617
00:20:45,253 --> 00:20:46,029
like working with realtors.

618
00:20:46,020 --> 00:20:48,656
You don't like working with

619
00:20:48,656 --> 00:20:51,367
realtors because you're not
working with the right ones.

620
00:20:51,367 --> 00:20:53,100
It's like anything in life.

621
00:20:54,680 --> 00:20:55,349
People are idiots.

622
00:20:55,349 --> 00:20:57,300
No no just the people you're
hanging out with are idiots

623
00:20:58,080 --> 00:21:03,750
there's a lot of like amazing
people who are inspiring and

624
00:21:03,750 --> 00:21:09,522
positive do really good things and
pump up your energy and that you

625
00:21:09,522 --> 00:21:15,078
want to be around if you are just
saying everyone's blah blah that's

626
00:21:15,078 --> 00:21:19,662
your circle you're living in a bad
circle like get out hours work

627
00:21:19,562 --> 00:21:24,411
eight hours a day five days a week
ah there you go so year one grind

628
00:21:24,411 --> 00:21:27,294
grind grind 77 hours away from the
family different responsibilities

629
00:21:27,294 --> 00:21:31,461
for everyone in the household
everyone bought in year two normal

630
00:21:31,461 --> 00:21:34,860
40 hours 40 hours started shifting
away from all the realty

631
00:21:35,360 --> 00:21:39,977
presentations when still did 45
presentations but shifted to a

632
00:21:39,977 --> 00:21:44,782
different referral partner right i
won't get into why you did that

633
00:21:44,782 --> 00:21:48,676
and whatnot that's you don't need
to worry about that if you're

634
00:21:48,676 --> 00:21:52,103
worried about that like you're
missing the point of this the

635
00:21:52,103 --> 00:21:54,899
point is there's a blueprint here
it's not like why financial i have

636
00:21:54,899 --> 00:21:57,421
this system and I have this thing.

637
00:21:57,421 --> 00:22:00,636
No, no, no, no, just pick a

638
00:22:00,536 --> 00:22:00,943
referral part.

639
00:22:00,943 --> 00:22:01,582
It doesn't matter.

640
00:22:01,582 --> 00:22:02,397
Does not matter.

641
00:22:02,497 --> 00:22:02,920
I prefer realtors.

642
00:22:02,920 --> 00:22:03,653
Me personally.

643
00:22:03,653 --> 00:22:03,853
Sure.

644
00:22:03,953 --> 00:22:06,120
Volumes are down, but there's
still realtors out there crushing

645
00:22:06,360 --> 00:22:06,580
it.

646
00:22:06,580 --> 00:22:08,081
You just got to find the right

647
00:22:08,081 --> 00:22:08,182
realtors.

648
00:22:08,182 --> 00:22:08,840
Okay.

649
00:22:09,360 --> 00:22:10,800
Year three, 46 million funded.

650
00:22:12,280 --> 00:22:13,840
This podcast is brought to you by

651
00:22:13,923 --> 00:22:14,180
Americano. 46 million.

652
00:22:14,111 --> 00:22:16,119
So from 30, 32 to 46, that's 108

653
00:22:16,119 --> 00:22:17,651
in the first three years.

654
00:22:17,751 --> 00:22:18,754
It's a million bucks.

655
00:22:18,754 --> 00:22:19,428
Pretty cool.

656
00:22:19,428 --> 00:22:20,699
Pretty spectacular.

657
00:22:20,699 --> 00:22:23,395
I see this and I'm just like,
pretty cool pretty spectacular i

658
00:22:23,395 --> 00:22:27,418
see this and i'm just like oh it
just gets me very very excited

659
00:22:27,418 --> 00:22:32,012
this to know that i had some
impact in this um this is why i'm

660
00:22:32,012 --> 00:22:37,082
doing the mentoring program this
is why i'm building my own team is

661
00:22:37,082 --> 00:22:37,501
for this.

662
00:22:37,501 --> 00:22:38,947
And this is the exact reason why.

663
00:22:38,947 --> 00:22:41,839
Because of the ongoing impact I
can have in someone's business.

664
00:22:41,839 --> 00:22:44,200
I just absolutely love this.

665
00:22:44,200 --> 00:22:46,320
So his year three breakdown, 46

666
00:22:46,320 --> 00:22:47,283
million funded.

667
00:22:47,283 --> 00:22:49,210
Learn the importance of database

668
00:22:49,210 --> 00:22:49,638
marketing.

669
00:22:49,638 --> 00:22:51,243
Ah, the number one underutilized

670
00:22:51,243 --> 00:22:54,026
tool in any mortgage mortgage
broker's business, database

671
00:22:54,026 --> 00:22:54,240
marketing.

672
00:22:54,240 --> 00:22:55,020
Yes, email marketing.

673
00:22:55,020 --> 00:22:57,720
Let's get into what he does.

674
00:22:57,720 --> 00:23:00,762
He sends one mass email to his

675
00:23:00,762 --> 00:23:01,973
database per month.

676
00:23:01,973 --> 00:23:04,065
Okay, one a month.

677
00:23:04,065 --> 00:23:04,946
Okay.

678
00:23:04,946 --> 00:23:07,148
Minimum of one email with

679
00:23:07,148 --> 00:23:11,341
opportunities and information per
month for current clients, i.e.

680
00:23:11,341 --> 00:23:13,609
variable rate information to
variable rate holders.

681
00:23:13,609 --> 00:23:15,233
Minimum one email with
opportunities and information per

682
00:23:15,233 --> 00:23:16,709
month to current clients.

683
00:23:16,709 --> 00:23:18,480
So what he's doing is he's

684
00:23:18,480 --> 00:23:20,940
reaching out to anyone who has a
variable rate.

685
00:23:20,940 --> 00:23:22,494
And he's just going, I hey,
checked.

686
00:23:22,494 --> 00:23:24,159
You're in the great more.

687
00:23:24,159 --> 00:23:26,207
There's nothing we can You're do.

688
00:23:26,207 --> 00:23:27,344
in the best variable.

689
00:23:27,344 --> 00:23:28,255
Oh, I hey, checked.

690
00:23:28,355 --> 00:23:29,492
There's actually an opportunity.

691
00:23:29,392 --> 00:23:31,913
A lot of you now, I've talked

692
00:23:31,913 --> 00:23:35,258
about this, variable rates, the
spreads are back.

693
00:23:35,358 --> 00:23:38,951
If you've been tracking that
stuff, there's opportunities to

694
00:23:38,951 --> 00:23:41,564
reach out, present savings or
reduce their amortization by

695
00:23:41,564 --> 00:23:45,060
keeping their payments the same,
shift them to a different lender,

696
00:23:45,780 --> 00:23:49,090
paying the penalty, um, the, uh,
penalty, legal discharge, add that

697
00:23:49,090 --> 00:23:54,321
on, do a refi, restructure the
debt, blah, blah, blah.

698
00:23:54,221 --> 00:23:54,948
Like awesome.

699
00:23:54,948 --> 00:23:57,049
He does once a month to those

700
00:23:57,049 --> 00:23:57,615
people.

701
00:23:57,615 --> 00:24:02,592
He's staying in front of the

702
00:24:02,592 --> 00:24:02,964
variable people.

703
00:24:02,964 --> 00:24:03,495
Can't do anything.

704
00:24:03,495 --> 00:24:09,181
I just, I checked.

705
00:24:09,181 --> 00:24:10,251
Everything looks good.

706
00:24:10,251 --> 00:24:11,535
He's, he's, he's using the
playbook.

707
00:24:11,535 --> 00:24:12,391
This is so cool.

708
00:24:12,391 --> 00:24:12,534
Okay.

709
00:24:12,534 --> 00:24:15,173
So he does the one mass email to
the entire database.

710
00:24:15,173 --> 00:24:17,385
Then he emails his variable rate
clients once a month.

711
00:24:17,385 --> 00:24:21,808
Then he has a drip campaign, all
clients entering his mortgage

712
00:24:21,808 --> 00:24:22,299
sphere.

713
00:24:22,299 --> 00:24:24,631
Eight emails over the first eight

714
00:24:24,631 --> 00:24:28,203
weeks after the discovery call.

715
00:24:28,203 --> 00:24:28,323
Okay.

716
00:24:28,323 --> 00:24:32,056
So he takes discovery, he gets a
lead from somewhere, takes a

717
00:24:32,056 --> 00:24:33,444
discovery call.

718
00:24:33,444 --> 00:24:36,404
And then after the discovery call,

719
00:24:36,304 --> 00:24:40,017
if it's someone he wants to work
with, right.

720
00:24:40,017 --> 00:24:49,351
Someone who's not on his no list
with Bruce credit, but then he

721
00:24:49,351 --> 00:24:56,536
starts nurturing over the next
eight weeks with eight emails.

722
00:24:56,536 --> 00:25:01,300
What does he send in there?
I'm guessing, cause I know his

723
00:25:01,300 --> 00:25:01,652
style.

724
00:25:01,752 --> 00:25:04,801
It's probably going to be some

725
00:25:04,701 --> 00:25:10,017
education know his style it's
probably going to be some

726
00:25:10,017 --> 00:25:13,645
education stuff and there's
probably going to be some showing

727
00:25:13,645 --> 00:25:20,812
you what i do and reminding you
what i do in the business stuff by

728
00:25:20,812 --> 00:25:23,668
showing not telling showing some
budgets and stuff like that okay

729
00:25:23,668 --> 00:25:31,745
and then he he hired fulfillment
who i believe it was his wife i

730
00:25:31,636 --> 00:25:32,925
believe which is cool that's part
of the plan that's what i I did.

731
00:25:32,925 --> 00:25:34,360
It was like, let me do this, get
it up and running.

732
00:25:34,334 --> 00:25:34,900
You quit your corporate career.

733
00:25:34,873 --> 00:25:36,600
You come in, you work part time,

734
00:25:36,600 --> 00:25:37,031
make good money.

735
00:25:37,031 --> 00:25:39,379
We're all on the same page.

736
00:25:39,379 --> 00:25:41,121
We're building the brand.

737
00:25:41,021 --> 00:25:42,869
It's a win-win for everybody.

738
00:25:42,869 --> 00:25:45,401
Quality of life goes through the
roof.

739
00:25:45,501 --> 00:25:45,843
Awesome.

740
00:25:45,743 --> 00:25:46,085
Awesome.

741
00:25:46,085 --> 00:25:48,922
Next line, zero individual realtor
presentations, two realtor team

742
00:25:48,922 --> 00:25:50,396
presentations, zero financial
advisor lawyer presentations.

743
00:25:50,396 --> 00:25:55,600
So he went from doing 45 in year
one, 45 in year two, to doing two

744
00:25:55,720 --> 00:25:56,327
in year three.

745
00:25:56,327 --> 00:25:57,940
That just proves you go hard,

746
00:25:57,917 --> 00:26:01,243
hard, hard, hard, follow, follow,
follow, hard, hard, hard.

747
00:26:01,243 --> 00:26:08,199
And eventually you find your rock
stars, you find your people.

748
00:26:08,199 --> 00:26:09,652
You build a fence around them.

749
00:26:09,652 --> 00:26:10,584
You don't have to do anymore.

750
00:26:10,584 --> 00:26:12,913
You do them sporadically as they
come across your plate and you

751
00:26:12,913 --> 00:26:14,551
deem it's worthy to do.

752
00:26:14,551 --> 00:26:15,891
Next line, continue touching base

753
00:26:15,891 --> 00:26:19,515
with all referral partners a
minimum of twice a week.

754
00:26:19,615 --> 00:26:22,064
Ah, how many of you are doing
that?

755
00:26:22,064 --> 00:26:23,599
Right?
Education videos, that Friday

756
00:26:23,699 --> 00:26:25,721
follow-up video, which I know he
does.

757
00:26:25,621 --> 00:26:30,016
So he does a Friday follow-up
video which i know he does so he

758
00:26:30,016 --> 00:26:32,367
does a friday follow-up video and
then he's probably just touching

759
00:26:32,367 --> 00:26:36,784
base with them hey do you want to
go golf how's this going anything

760
00:26:36,784 --> 00:26:40,939
help you with checking in blah
blah blah hey on this file we have

761
00:26:40,939 --> 00:26:43,980
this this worked out like staying
in front of the people he spent

762
00:26:43,806 --> 00:26:44,974
all the time nurturing the 77
hours a week he spent grinding

763
00:26:44,858 --> 00:26:45,300
away, now he's nurturing them.

764
00:26:45,300 --> 00:26:46,078
So cool.

765
00:26:46,078 --> 00:26:48,189
Next there's three more line,
lines four more lines.

766
00:26:48,189 --> 00:26:49,411
here, Only worked with my client
avatar.

767
00:26:49,411 --> 00:26:52,897
Work with the same type of client
over and over and over again.

768
00:26:52,897 --> 00:26:55,221
It's boring, but it pays the
bills.

769
00:26:55,221 --> 00:26:56,826
so Yeah, he figured out the
avatar.

770
00:26:56,826 --> 00:27:00,663
And he I'm not said, a B person.

771
00:27:00,663 --> 00:27:03,842
I'm not a private I'm not a

772
00:27:03,842 --> 00:27:04,398
private person.

773
00:27:04,398 --> 00:27:04,574
person.

774
00:27:04,574 --> 00:27:05,457
I'm an A person.

775
00:27:05,457 --> 00:27:06,340
I want A clients, professionals,

776
00:27:06,380 --> 00:27:07,723
white collar, understand the white
glove concierge style business.

777
00:27:07,823 --> 00:27:09,958
That's who I want to work.

778
00:27:09,858 --> 00:27:11,140
So who's your, that's all I'm

779
00:27:11,240 --> 00:27:11,528
saying.

780
00:27:11,428 --> 00:27:12,813
I'm not saying that's the best

781
00:27:12,813 --> 00:27:12,986
one.

782
00:27:12,986 --> 00:27:13,794
Who's your avatar?

783
00:27:13,794 --> 00:27:17,231
I keep preaching like you can't be
everything to everyone.

784
00:27:17,231 --> 00:27:24,807
He has to close doors and say no
to some people so he can say yes

785
00:27:24,807 --> 00:27:27,509
to more of his people.

786
00:27:27,509 --> 00:27:29,486
And instead, spend your energy

787
00:27:29,486 --> 00:27:33,025
finding more of your people, not
taking on A, B private because you

788
00:27:33,025 --> 00:27:35,537
think you can do it all.

789
00:27:35,537 --> 00:27:38,777
And you have access to home trust

790
00:27:38,677 --> 00:27:40,216
and equitable banks.

791
00:27:40,216 --> 00:27:41,573
I get the deal done.

792
00:27:41,573 --> 00:27:43,927
It doesn't mean you're the person
for it, though.

793
00:27:43,927 --> 00:27:44,182
Right.

794
00:27:44,282 --> 00:27:45,140
So very cool.

795
00:27:45,140 --> 00:27:45,720
Very, very cool.

796
00:27:45,820 --> 00:27:47,220
And when he says it's boring, it's

797
00:27:47,120 --> 00:27:47,265
boring.

798
00:27:47,265 --> 00:27:48,907
I remember talking to him maybe a

799
00:27:48,907 --> 00:27:51,930
month ago, he called me and this
podcast brought you by Americana.

800
00:27:51,830 --> 00:27:55,550
He said, Ryan, I'm thinking of
doing this and this.

801
00:27:55,550 --> 00:27:57,768
What do you think about this?
I'm super bored.

802
00:27:57,768 --> 00:28:02,477
He's three years in and he's made
a million dollars.

803
00:28:02,477 --> 00:28:03,912
And he's like, Ryan, I am so
bored.

804
00:28:03,812 --> 00:28:05,022
And I'm like, dude, I feel you,
man.

805
00:28:05,022 --> 00:28:06,057
I was bored as shit in my mortgage
business.

806
00:28:06,024 --> 00:28:08,422
But you have the perfect business
if that's what's going on.

807
00:28:08,422 --> 00:28:09,996
You made a million dollars in
three years and you're bored.

808
00:28:09,993 --> 00:28:10,438
That's perfect.

809
00:28:10,435 --> 00:28:11,758
That's what you want.

810
00:28:11,758 --> 00:28:13,985
Make your business the boring
carwash, the boring laundromat

811
00:28:13,985 --> 00:28:18,007
that just pumps out money and use
the mortgage money you make to go

812
00:28:18,007 --> 00:28:19,044
enjoy your life.

813
00:28:19,044 --> 00:28:21,587
Work less hours, go and travel

814
00:28:21,587 --> 00:28:24,884
more, give your family
experiences, go do the things that

815
00:28:24,884 --> 00:28:26,580
make you happy.

816
00:28:27,320 --> 00:28:32,651
He's like, holy crap.

817
00:28:32,491 --> 00:28:32,680
They're just like ding, ding,
ding.

818
00:28:32,623 --> 00:28:34,683
And that's what he goes.

819
00:28:34,607 --> 00:28:38,380
I'm going to build the boringest

820
00:28:38,329 --> 00:28:38,380
mortgage business ever and work
less hours and take my family on

821
00:28:39,480 --> 00:28:39,680
experiences.

822
00:28:39,660 --> 00:28:40,060
I'm like, yeah, that's the life,

823
00:28:42,053 --> 00:28:42,103
man.

824
00:28:42,060 --> 00:28:44,370
If you could pump out half a

825
00:28:44,349 --> 00:28:45,890
million bucks a year, working 20,
30 hours a week and just grinding

826
00:28:45,860 --> 00:28:52,487
with boring shit and make other
areas of your life exciting.

827
00:28:52,469 --> 00:28:53,434
There you There go.

828
00:28:53,334 --> 00:28:53,819
you go.

829
00:28:53,719 --> 00:28:54,335
There you go.

830
00:28:54,296 --> 00:28:55,714
And he's like, yeah, I see it now.

831
00:28:55,642 --> 00:28:55,930
So pretty cool.

832
00:28:55,930 --> 00:28:57,119
But he only works with one client

833
00:28:57,119 --> 00:28:57,378
avatar.

834
00:28:57,378 --> 00:28:59,463
So that's the big takeaway.

835
00:28:59,363 --> 00:29:01,175
Submitted files to three lenders.

836
00:29:01,175 --> 00:29:03,160
Learned that my underwriters are

837
00:29:03,160 --> 00:29:05,807
as much my clients as the ones
getting mortgages.

838
00:29:05,807 --> 00:29:07,897
I know how they like the files
package, what questions they'll

839
00:29:07,897 --> 00:29:10,390
have and get ahead to save time.

840
00:29:10,490 --> 00:29:11,300
Three lenders.

841
00:29:11,300 --> 00:29:14,690
We use TD, Scotia and MCAP, but
it's insert model in there.

842
00:29:14,590 --> 00:29:15,640
It doesn't matter.

843
00:29:15,640 --> 00:29:16,900
They're all the same pretty much,

844
00:29:16,900 --> 00:29:18,007
give or take.

845
00:29:18,007 --> 00:29:18,851
It works.

846
00:29:18,851 --> 00:29:19,780
This model works.

847
00:29:19,780 --> 00:29:21,704
I love that he's doing it.

848
00:29:21,704 --> 00:29:23,619
And the proof is in the pudding
here.

849
00:29:23,619 --> 00:29:24,187
He's proving it.

850
00:29:24,087 --> 00:29:26,981
Not saying you have to use three

851
00:29:27,081 --> 00:29:27,450
lenders.

852
00:29:27,350 --> 00:29:28,310
Use whoever you like.

853
00:29:28,310 --> 00:29:32,690
But one thing I will tell you is
he got to know his underwriters

854
00:29:32,590 --> 00:29:32,737
more.

855
00:29:32,737 --> 00:29:35,096
He got to know they like packages

856
00:29:35,096 --> 00:29:38,834
built in lender notes and all that
stuff.

857
00:29:38,834 --> 00:29:41,581
And so I sat down with each one of
my underwriters in person.

858
00:29:41,581 --> 00:29:44,331
One of them, I went to their
office.

859
00:29:44,331 --> 00:29:47,779
The other one I invited to my
house, brought his computer and

860
00:29:47,779 --> 00:29:49,489
baked him, cooked him a nice
pizza.

861
00:29:49,389 --> 00:29:50,530
And we had some craft beer.

862
00:29:50,530 --> 00:29:53,778
And I said, show me what you see

863
00:29:53,778 --> 00:29:56,258
when a file comes in.

864
00:29:56,258 --> 00:29:58,964
Like, what does it look like?

865
00:29:58,964 --> 00:30:01,417
This is what it looks like when I
send it.

866
00:30:01,517 --> 00:30:04,545
I'm eyeing lender notes here,
offsets here, the rental income

867
00:30:04,545 --> 00:30:05,480
shows here.

868
00:30:05,480 --> 00:30:08,241
And then like, what do you see?

869
00:30:08,241 --> 00:30:10,261
And it was like completely
different, completely different.

870
00:30:10,261 --> 00:30:10,598
Right.

871
00:30:10,598 --> 00:30:11,467
And I'm like, ah.

872
00:30:11,467 --> 00:30:14,217
So I got to see it from their
perspective.

873
00:30:14,217 --> 00:30:17,591
And they asked to open up three
different tabs.

874
00:30:17,591 --> 00:30:19,048
And it's in different things.

875
00:30:19,148 --> 00:30:19,776
Logging in.

876
00:30:19,876 --> 00:30:21,888
And the notes aren't where they
thought.

877
00:30:21,988 --> 00:30:25,462
And that's why he comes back
asking the question.

878
00:30:25,362 --> 00:30:26,309
And I'm like, okay.

879
00:30:26,309 --> 00:30:29,023
So this is how I'm going to center

880
00:30:29,023 --> 00:30:30,353
my files now, knowing what I've
seen.

881
00:30:30,353 --> 00:30:34,161
But I put the time and energy in
to understand that.

882
00:30:34,161 --> 00:30:35,797
I remember sitting with another
lender.

883
00:30:35,797 --> 00:30:38,203
I'm sitting in the office.

884
00:30:38,303 --> 00:30:40,320
Before we went out for a nice

885
00:30:40,320 --> 00:30:41,152
steak dinner.

886
00:30:41,152 --> 00:30:42,330
Saw files come in.

887
00:30:42,330 --> 00:30:46,198
I see a stopwatch go up on the
screen and like has to act so

888
00:30:46,198 --> 00:30:46,400
quick.

889
00:30:46,560 --> 00:30:48,520
And I'm like, oh, because they're

890
00:30:48,520 --> 00:30:51,941
they're bonused and tracked on how
quickly they respond.

891
00:30:51,917 --> 00:30:52,711
I'm like, that's crazy.

892
00:30:52,711 --> 00:30:55,395
I'm like, how can you never pick

893
00:30:55,395 --> 00:30:56,540
up the phone?
I call.

894
00:30:57,620 --> 00:30:59,032
Oh, it's just a voicemail.

895
00:30:59,032 --> 00:31:00,243
They're like, well, if I pick up

896
00:31:00,243 --> 00:31:02,414
the phone, it kicks me out of the
system.

897
00:31:02,414 --> 00:31:05,260
Whatever file I'm working, I could
be working on some file over here.

898
00:31:06,340 --> 00:31:09,740
You call, I pick up, it kicks me
out.

899
00:31:09,920 --> 00:31:10,843
I'm like, so don't call.

900
00:31:10,843 --> 00:31:11,120
Exactly.

901
00:31:11,180 --> 00:31:11,433
Don't call.

902
00:31:11,416 --> 00:31:12,729
Send an email, something in the

903
00:31:12,729 --> 00:31:15,440
subject line, how important it is.

904
00:31:15,700 --> 00:31:18,626
Ah, so you don't know these things

905
00:31:18,626 --> 00:31:19,645
unless you put yourself in their
shoes.

906
00:31:19,645 --> 00:31:21,745
But I invested myself to
understand what they're seeing.

907
00:31:21,745 --> 00:31:22,706
Because I knew everyone would win.

908
00:31:22,706 --> 00:31:23,960
I knew I would win.

909
00:31:24,460 --> 00:31:25,516
I knew my clients would win.

910
00:31:25,516 --> 00:31:26,150
I know they would win.

911
00:31:26,150 --> 00:31:29,876
I know that my files would go to
the top of the pile because

912
00:31:29,876 --> 00:31:32,597
they've come in exactly how they
want.

913
00:31:32,497 --> 00:31:35,021
And guess what?
I also spent the time sitting down

914
00:31:35,021 --> 00:31:37,245
with them, being interested in
their world.

915
00:31:37,345 --> 00:31:40,149
A lot of crazy thing happened when
you do thing happened when you do

916
00:31:40,149 --> 00:31:40,520
that.

917
00:31:40,520 --> 00:31:42,732
Hey, we're almost done here.

918
00:31:42,832 --> 00:31:43,838
Two more lines.

919
00:31:43,838 --> 00:31:45,454
32% of files referred by realtors.

920
00:31:45,454 --> 00:31:48,059
So we went from 100% in year one
to 64% to 32%.

921
00:31:48,059 --> 00:31:50,021
So pretty much dropped, like
almost in half each time.

922
00:31:50,021 --> 00:31:52,708
31% by advisors, FAs, and lawyers,
and 37% from past clients and past

923
00:31:52,608 --> 00:31:53,164
client referrals.

924
00:31:53,164 --> 00:31:55,079
So his referral business is coming

925
00:31:55,079 --> 00:31:55,449
up.

926
00:31:55,449 --> 00:31:57,697
It takes the majority of his

927
00:31:57,597 --> 00:32:02,674
business so far, more than a third
of it is from referrals now.

928
00:32:02,674 --> 00:32:03,216
This is awesome.

929
00:32:03,316 --> 00:32:04,071
And it'll keep shifting that way.

930
00:32:04,071 --> 00:32:06,070
Hours work, five hours a day, five
days a week.

931
00:32:06,070 --> 00:32:07,413
Now he's down to 25 hours a week.

932
00:32:07,413 --> 00:32:09,266
So 46 million funded, 25 hours a

933
00:32:09,204 --> 00:32:09,404
week.

934
00:32:09,370 --> 00:32:10,225
Wife is doing fulfillment, I

935
00:32:10,225 --> 00:32:11,055
believe, building a very boring
mortgage business.

936
00:32:11,055 --> 00:32:12,036
Pretty awesome.

937
00:32:12,036 --> 00:32:13,621
So I'm not going to get in the

938
00:32:13,621 --> 00:32:14,893
rest except for this one part
here.

939
00:32:14,788 --> 00:32:16,773
He says here, there's one thing
that Mr. Ryan West Coast Wiley

940
00:32:16,773 --> 00:32:20,380
shared with me in my first month
of being an agent remains true.

941
00:32:20,380 --> 00:32:22,179
This job is the best.

942
00:32:22,179 --> 00:32:22,704
He said, guess what?

943
00:32:22,701 --> 00:32:25,935
If I want a pool, it's going to
cost 150K.

944
00:32:25,935 --> 00:32:30,289
I know I can sit in my office,
grind away for a month.

945
00:32:30,289 --> 00:32:33,320
I'll have the pool in my backyard
before summer is over.

946
00:32:33,320 --> 00:32:34,620
So true, so true, so true.

947
00:32:34,620 --> 00:32:36,240
77 hours a week, true.

948
00:32:36,300 --> 00:32:37,723
Have whatever you want, right?
Now he's at 25 hours a week.

949
00:32:37,723 --> 00:32:38,709
Pretty crazy.

950
00:32:38,609 --> 00:32:39,300
So there you go.

951
00:32:40,220 --> 00:32:42,745
I wanted to just map that out for
you and go find where this is.

952
00:32:42,745 --> 00:32:46,484
I broke it all down with my point
of view on and some things.

953
00:32:46,484 --> 00:32:47,506
Hopefully this helps you.

954
00:32:47,406 --> 00:32:49,191
Uh, yeah, I really hope this helps

955
00:32:49,091 --> 00:32:49,342
you.

956
00:32:49,442 --> 00:32:50,869
Um, that's it kids.

957
00:32:50,869 --> 00:32:54,909
This was a longer one, but this is
very much warranted.

958
00:32:55,009 --> 00:32:58,117
How a mortgage broker did over a
hundred million in his first three

959
00:32:58,117 --> 00:33:00,217
years brokering, uh, it's easier
than you think.

960
00:33:00,117 --> 00:33:02,862
Um, so ask yourself, look yourself
in the mirror, right?

961
00:33:02,762 --> 00:33:05,251
And the first main point is how
many hours you're putting in kind

962
00:33:05,251 --> 00:33:05,584
of thing.

963
00:33:05,584 --> 00:33:06,973
And are you actually putting in,

964
00:33:06,973 --> 00:33:08,640
um, and have you done 45 realtor
presentations, right?

965
00:33:08,640 --> 00:33:10,371
You really shouldn't judge
anything you're doing until you've

966
00:33:10,371 --> 00:33:12,602
done a lot of whatever it is.

967
00:33:12,502 --> 00:33:14,184
If it's that, or it's something

968
00:33:14,184 --> 00:33:19,898
else, like you need a lot, like a
lot of reps before you start

969
00:33:19,898 --> 00:33:21,860
judging and canceling and
tweaking.

970
00:33:21,860 --> 00:33:22,260
Right.

971
00:33:22,260 --> 00:33:22,760
Um, and pick who you believe in,

972
00:33:22,860 --> 00:33:29,738
listen to them and then shut the
rest of your brain off and go,

973
00:33:29,648 --> 00:33:35,806
we'll leave you with one line.

974
00:33:35,779 --> 00:33:36,427
Then we're out of here.

975
00:33:36,427 --> 00:33:39,607
When I was, I did landscaping when
I was in my early twenties, it was

976
00:33:39,607 --> 00:33:39,758
horrible.

977
00:33:39,858 --> 00:33:42,632
I showed up one day and I mowed

978
00:33:42,632 --> 00:33:45,433
lawns for the entire day, 10
hours.

979
00:33:45,433 --> 00:33:47,694
They picked me up side my house,
like five 30.

980
00:33:47,694 --> 00:33:48,994
I'm like, this is horrible.

981
00:33:48,994 --> 00:33:50,557
I remember saying to the guy, the

982
00:33:50,557 --> 00:33:53,598
main guy, I'm like, how do you do
this every day?

983
00:33:53,598 --> 00:33:57,080
He's like, Ryan, I just shut my,
my brain off and mow.

984
00:33:57,080 --> 00:33:58,803
I was like, guess what?
I did one day.

985
00:33:58,803 --> 00:34:01,905
I'm like, I can't shut my brain
off.

986
00:34:01,905 --> 00:34:02,429
I'm out.

987
00:34:02,529 --> 00:34:04,960
I go, this isn't for me.

988
00:34:05,060 --> 00:34:09,846
And so, and I quit, quit the next
day.

989
00:34:09,846 --> 00:34:13,135
So my line from you is shut your
brain off and X, whatever your X

990
00:34:13,135 --> 00:34:13,351
is.

991
00:34:13,351 --> 00:34:13,620
Okay.

992
00:34:14,960 --> 00:34:16,679
Mine was mowed down.

993
00:34:16,679 --> 00:34:17,827
That's it kids.

994
00:34:17,927 --> 00:34:18,496
All right.

995
00:34:18,496 --> 00:34:19,356
Peace out.

996
00:34:19,356 --> 00:34:20,789
Enjoy your day