254: 3 Ways to Get Clients

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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, right, welcome to the
Mortgage Game Podcast, West Coast

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Wiley in the house.

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Here we go.

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I'm in my recording studio.

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If I'm not driving, I'm here at

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the beach.

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As you can see, being around water

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just, I don't know, does it for
me.

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That's part of the reason we moved
to Kelowna.

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Love it here.

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So now you get to see this is my

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recording studio.

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Could it be better?

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Hell yeah.

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But I just know I wouldn't do it.

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I'm already in my office all the
time.

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I'm already hanging out there more
than I probably should.

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And I like to get out and about.

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And so this gets me out.

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And this podcast is brought to you
by Americano.

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Can't show you.

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There's no image on there.

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Can't be sued.

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People do funny things.

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things.

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Okay.

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So today we're going to talk
about, I'm going to simplify, you

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know, I read a lot of books on
marketing.

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Most of the books I read are on
marketing.

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Most of my time and energy is
spent just checking out marketing

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stuff.

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That's my hobby.

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I used to play fantasy football
all the time.

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That used to be my hobby.

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And then I got kids and I

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realized, oh my God, I can't do
this.

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I need to focus on the family and
my business.

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And then, so now I turn any of
that downtime I have to marketing.

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And so I'm going to share some
principles I've learned and it's

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stuff that has anchored all my
mortgage business.

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It anchored my current businesses
now.

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And it's just, man, we're
confusing the F out of everything.

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And I'm talking to you, mortgage
brokers.

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And so I'm going to go over the
two ways to make money as a

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mortgage broker.

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And I'm going to go over three

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ways to get leads.

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And it's way simpler than you

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think.

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We can complicate it.

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Complicated is easy.

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Simple is hard.

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That's like my running mantra.

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So everything I do, I'm like, man,

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we got to simplify this.

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We were writing an email yesterday

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in our, in our business and we're
writing out and I'm like, people

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get emails with like paragraphs of
instructions for all these things.

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So we have a bunch of people join
in the mortgage team and we're

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onboarding them.

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And then it's just like, wow.

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It's like all these emails.

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It's like, no, no, no. Let's

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simplify it.

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So four simple steps.

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Boom, boom, boom.

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And guess what?

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People don't even follow the
steps.

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So what were they going to do when
they had blah?

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So you sending clients emails
talking about all the steps they

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need about their mortgage.

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And it's just paragraphs.

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And a lot of you love to just
write stuff over and over and so

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much content and so much content
in emails i stop reading i look

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for the bolded points like are
there bolded points i can get in

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here dustin woodhouse used to do
this i loved this is way back when

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but he would come out with a blog
post he'd have like the simple

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like give me my thing in one
minute and they'd have you want

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more information on it then carry
on and read this version because

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there's a lot of us that operate
on the simple stuff that don't

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need to know how the sausage is
made and we need a couple talking

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points and my brain starts going
i'm like boom don't need your

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opinion on it i've got my own um
that's cool and then there's other

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people that really appreciate and
the understanding of everything

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and so i'm'm just saying, be
careful.

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That's not what this podcast is
about, but just be careful.

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Before I get into that, next week
we have our virtual renewal

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bootcamp.

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So this is a smaller version of

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the one we went to Toronto,
Vancouver, Edmonton on.

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We're going to teach.

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I was talking to a broker the

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other day who's been in the game
15 years.

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He's like, ah, Ryan, do I really
need to learn this stuff?

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It's one of those things you can't
teach an old dog new tricks.

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I'm like, do you know these two
strategies we're teaching on?

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He's like, not really.

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I'm like, so you could have a

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client sitting in front of you or
you could apply one of these

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strategies and you could save them
$12,000 and secure the deal for

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you.

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Or even if you were already

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getting the deal, you would save
them $12,000.

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And you don't want to know that
strategy.

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Like, how the fuck does that make
sense?

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That's what I said to him.

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He's like, well, I was just, I'm

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getting lazy.

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And I just, you know, and it's one

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of those people, they think they
know everything.

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They think they know everything.

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And so they don't need to go, they

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don't want to up their game.

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And that's a big downside of this

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industry is we're not forced to up
our game.

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Every other industry, financial
service industry, we are forced to

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up our game.

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Here we're forced to take bullshit

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courses to say we're a mortgage
broker.

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Hey, we're a mortgage broker now.

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And it's just like, Jack, Jack,

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you're just like going through
that 45 minute thing, like bong,

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bong, bong, bong, bong, bong,
bong, bong, bong, bong.

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And a lot of it, you know, some of
it you don't, but it's nothing

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that makes you better that saves
your clients money, right?

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Financial advisors go through
this.

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Realtors have this.

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Realtors have to, they have

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negotiating courses they have to
take.

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Like we don't have that.

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We don't have any of this stuff.

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So it's on you to up your game and
you should have three, four, five,

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10 strategies in your tool belt.

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They don't all work at the same

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time.

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But there's certain scenarios

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where when you ask the right,
should I have your 10 questions

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you ask?
And if they check off the list,

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like, hey, this question, this
question, this question, this

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question, got this, got that.

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Okay, well, this strategy applies.

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Now it's a matter of, do I want to
actually use that strategy?

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How do I present the strategy to
you?

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Do you want to go down that path?
But I need to present myself as an

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expert.

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I'm not an expert mortgage broker.

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Once again, this is not what the
podcast is about.

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But if I'm an expert mortgage
broker, and I'm sitting there

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going, I've access to 20 lenders
and a, I don't get the best rate

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anymore.

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And even if I did, well, that

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doesn't make you an expert that
just makes it, you have access to

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lower rates.

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You're not an expert.

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So, and if it's my thing is, oh,
I'm going to teach you about IRD

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penalties and prepayment
privileges and bona fide sales

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clause like that's not enough kids
like that's brokering seven to ten

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years ago where you could get away
with that shit now it's like what

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do you do like what why would i
work with you i had a soccer dad

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um reach out to me and he's like
well we'll get into that story

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after but the short part of it
because it's part of the podcast,

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the short part of it is, Ryan,
like the stuff you told me in five

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minutes at the soccer pitch, I've
worked with mortgage and I know

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the mortgage brokers he's worked
with.

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And he's like, they didn't say any
of this stuff.

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And I'm like, yeah, because I'm an
expert.

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That's what I do.

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I've leveled up my game.

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And so I'm saying, if you want to
learn these two things, $149, two

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hours of your life, come and check
it out.

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There's no way you won't close a
couple more deals a year with the

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strategies.

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So if you're interested, go to

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IamRyanWiley.com.

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IamRyanWiley.com.

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Click on Renewal Bootcamp.

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You can use it for purchase and

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refi.

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We just call it Renewal Bootcamp.

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So it's a buzzword right now.

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And sign $149.

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up, If you're a Strategy Hub you
member, get it for elite, free.

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As you know you get a lot that, of
stuff for free.

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If you're a pro member, you get it
for $49.

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so come on in.

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Okay, The water's warm.

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That's it on that.

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Let's carry on to what I was

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talking about, the two ways to
make money as a mortgage broker

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and the three ways to get leads.

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Before we do, this podcast is

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brought to you by America.

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They're going to have a lot of

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advertisements today because I
haven't had that yet.

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And we're on camera, right?
So if you want to check this out,

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I don't know where we'll put this
yet, but probably YouTube and

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slicing and dicing.

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Okay, so I'm going to break down

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some fundamentals.

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And these are like, I didn't come

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up with this stuff.

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This is stuff I've taken from

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other people who have made a lot
of money marketing and a lot of

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different industries.

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And I just take it distilled it

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down into stuff that works for me.

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And in turn, stuff that works for

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agents I coach, for you listening.

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So take what you will from it.

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But the concept, this is all you
need to know.

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So there's two ways to make money
as a mortgage broker.

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You either get more clients or you
get more business from those those

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clients.

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Like as an example, let's say

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you're a store, you're a
restaurant.

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The only way to make money is to
get more people to come in.

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you're a you're store, a
restaurant.

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The only way to make money is to
get more people to come in.

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Right?
So instead of 10 people a day

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coming you get 20 people a day,
in, or you get the 10 people who

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are coming in to up their average
check from 10 to $20.

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We have a smaller opportunity as a
mortgage broker to get more money

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from And people.

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I'm gonna walk you through it.

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There's two parts.

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I'm gonna break down the three

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ways you get leads.

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So one of the ways that we can get

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more money, and I'm not saying
more money from people, more

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mortgage volume, okay?
They're not giving us money.

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So more mortgage volume can come
like this.

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Someone comes to you and they, and
this is stuff you have to figure

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out.

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This stuff I figured out in my

250
00:08:49,835 --> 00:08:49,840
career.

251
00:08:49,836 --> 00:08:55,472
I'm sharing with you.

252
00:08:55,472 --> 00:08:56,805
This is like, we're giving you a
blueprint to just like bypass a

253
00:08:56,805 --> 00:08:57,320
bunch of years of shit.

254
00:09:05,220 --> 00:09:05,533
Someone comes to you and they're

255
00:09:05,504 --> 00:09:06,007
like, hey, Ryan, I want to sell my
home and buy one.

256
00:09:05,988 --> 00:09:06,459
Can you get me a mortgage?
Perfect.

257
00:09:06,459 --> 00:09:07,832
I'm going to map that out for you.

258
00:09:07,832 --> 00:09:09,547
I'm going to map out selling your

259
00:09:09,547 --> 00:09:10,569
home, paying out your mortgage.

260
00:09:10,569 --> 00:09:11,835
Maybe we poured it.

261
00:09:11,835 --> 00:09:12,377
Maybe we don't.

262
00:09:12,377 --> 00:09:14,730
You're going to have your realtor

263
00:09:14,830 --> 00:09:18,440
fees, your exit costs, and you're
going to have this money left

264
00:09:18,440 --> 00:09:18,605
over.

265
00:09:18,605 --> 00:09:20,584
We're going to shift that money

266
00:09:20,584 --> 00:09:22,410
over here and I'm going to show
you what you're qualified You're

267
00:09:22,410 --> 00:09:22,560
for.

268
00:09:22,620 --> 00:09:23,528
going to have your realtor your

269
00:09:23,528 --> 00:09:25,990
exit fees, and you're costs, going
to have this money left We're

270
00:09:25,990 --> 00:09:26,128
over.

271
00:09:26,128 --> 00:09:27,372
going to shift that money over And

272
00:09:27,368 --> 00:09:27,689
I'm here.

273
00:09:27,689 --> 00:09:29,853
going to show you what you're

274
00:09:29,853 --> 00:09:30,107
qualified for.

275
00:09:30,107 --> 00:09:31,046
I'm going to build that.

276
00:09:31,039 --> 00:09:32,140
I'm going to build out that
scenario for you.

277
00:09:32,780 --> 00:09:34,752
And I'm going to make a custom
video, a custom proposal, walking

278
00:09:34,752 --> 00:09:35,260
you through that all.

279
00:09:35,280 --> 00:09:37,043
But behind the scenes, I'm also

280
00:09:37,043 --> 00:09:41,200
going to go, hey, what if we
didn't take the 500K that you had

281
00:09:41,540 --> 00:09:43,712
sitting here and bring that over
here and put that all into the new

282
00:09:43,688 --> 00:09:43,758
home.

283
00:09:43,758 --> 00:09:44,817
What if we left 150 out and bought

284
00:09:44,788 --> 00:09:45,105
an investment property?
What if we did that?

285
00:09:45,087 --> 00:09:45,681
What if we did something else with
the 150?

286
00:09:45,539 --> 00:09:46,219
For my scenario, I'm going to go,
what if we bought a $400,000,

287
00:09:46,079 --> 00:09:46,769
$500,000 rental, put 25% down, we
attach a HELOC to it right away,

288
00:09:46,612 --> 00:09:48,227
we get access to 5% right away on
that, that helps cover expenses or

289
00:09:48,085 --> 00:09:49,586
incidentals or unknown costs when
we set it up that way.

290
00:09:49,586 --> 00:09:51,695
And now, of course, your carrying
costs on the principal residence

291
00:09:51,695 --> 00:09:56,290
can be a little bit higher because
we're keeping $150 back or $125

292
00:09:56,290 --> 00:09:58,220
back or whatever we're doing.

293
00:09:58,220 --> 00:09:59,711
But I'm going to build that

294
00:09:59,711 --> 00:10:03,639
scenario and I'm going to show you
if we sold that home and

295
00:10:03,639 --> 00:10:05,062
appreciated a 2-3% per year, very
minimal.

296
00:10:05,062 --> 00:10:06,530
And we pay it all over extra
costs.

297
00:10:06,530 --> 00:10:07,884
We even pay capital gains.

298
00:10:07,884 --> 00:10:10,780
In 12 years, I'm going to show you

299
00:10:10,840 --> 00:10:11,594
how you can be mortgage-free.

300
00:10:11,594 --> 00:10:13,783
I did this over and over again.

301
00:10:13,683 --> 00:10:17,732
So that's a way to get more
mortgage volume out of one client.

302
00:10:17,632 --> 00:10:19,815
Client came to you saying, I want
one mortgage here.

303
00:10:19,815 --> 00:10:23,200
And I said, what if we go get you
another one as well?

304
00:10:23,200 --> 00:10:27,205
Because we're going to get where
you want to go faster.

305
00:10:27,205 --> 00:10:28,900
Okay, so that's one way of doing
that.

306
00:10:28,800 --> 00:10:30,830
Are there other ways of doing
that?

307
00:10:30,830 --> 00:10:32,270
Yeah, heck yeah.

308
00:10:32,270 --> 00:10:33,221
It's how you're positioning things

309
00:10:33,221 --> 00:10:34,045
to people.

310
00:10:34,045 --> 00:10:35,946
And so every time someone comes to

311
00:10:35,946 --> 00:10:38,692
you as a client, you can take
their order and go, yep, 10% down,

312
00:10:38,692 --> 00:10:39,501
okay, got it, blah, blah, blah.

313
00:10:39,501 --> 00:10:41,436
Or you can present these

314
00:10:41,436 --> 00:10:42,233
opportunities to them.

315
00:10:42,333 --> 00:10:44,427
We're showing them tax savings,

316
00:10:44,427 --> 00:10:46,900
we're showing them debt
restructure where you're showing

317
00:10:46,900 --> 00:10:49,036
them debt restructure, where
you're showing them other

318
00:10:48,936 --> 00:10:51,863
opportunities, which in turn will
get them to buy more real estate

319
00:10:51,863 --> 00:10:52,558
at some point.

320
00:10:52,558 --> 00:10:54,102
You're setting them up for future

321
00:10:54,102 --> 00:10:54,323
success.

322
00:10:54,323 --> 00:10:54,470
Okay.

323
00:10:54,470 --> 00:10:56,605
So, but that's really far and few
between.

324
00:10:56,605 --> 00:10:59,771
There's only so many opportunities
there where you can squeeze out

325
00:10:59,771 --> 00:11:01,004
more business from that person.

326
00:11:01,004 --> 00:11:01,673
That person could refer you

327
00:11:01,673 --> 00:11:03,323
business, but that's not what I'm
talking about.

328
00:11:03,307 --> 00:11:06,521
I'm talking about that person came
to you looking for a half million

329
00:11:06,521 --> 00:11:06,834
dollar mortgage.

330
00:11:06,834 --> 00:11:09,697
How do we get them more money?

331
00:11:09,697 --> 00:11:12,797
How do we get a bigger mortgage?
Far and few between.

332
00:11:12,797 --> 00:11:15,064
There's only so many people that
A, qualify.

333
00:11:15,064 --> 00:11:16,420
B, can wrap their head around.

334
00:11:16,840 --> 00:11:18,202
C, it actually makes sense for

335
00:11:18,202 --> 00:11:19,363
them to do that.

336
00:11:19,363 --> 00:11:19,689
Okay.

337
00:11:19,589 --> 00:11:23,717
So the other side of that is how
do you get more people in the

338
00:11:23,717 --> 00:11:24,049
restaurant?
Right.

339
00:11:24,049 --> 00:11:25,980
So that's really the one that you
control a lot of.

340
00:11:25,920 --> 00:11:28,462
How do you get the average check
size up in a restaurant?

341
00:11:28,462 --> 00:11:29,947
Here and there, you can get that.

342
00:11:29,947 --> 00:11:30,892
Offering the gravy.

343
00:11:30,893 --> 00:11:34,455
Do you want to upgrade here
instead of a single on your drink?

344
00:11:34,355 --> 00:11:36,287
Do you want a double?
It's $1.99 more.

345
00:11:36,187 --> 00:11:38,182
Do you want gravy with those
fries?

346
00:11:38,182 --> 00:11:41,008
Do you want whatever that is?
Hey, I wouldn't recommend that.

347
00:11:40,908 --> 00:11:42,128
Doesn't go well with that.

348
00:11:42,228 --> 00:11:42,956
How about this?

349
00:11:42,956 --> 00:11:43,294
That experience.

350
00:11:43,278 --> 00:11:44,704
But in the mortgage world, there's

351
00:11:44,704 --> 00:11:45,364
only so much.

352
00:11:45,348 --> 00:11:46,284
So now the question becomes, the

353
00:11:46,268 --> 00:11:50,153
only way I make money is if I get
more people in the restaurant, for

354
00:11:50,153 --> 00:11:51,364
the most part.

355
00:11:51,364 --> 00:11:53,180
I can squeeze out more

356
00:11:53,180 --> 00:11:55,580
opportunities, but for the most
part, I need to get people in the

357
00:11:55,680 --> 00:11:56,030
restaurant.

358
00:11:56,030 --> 00:11:57,446
And this is where the majority of

359
00:11:57,446 --> 00:11:59,707
you are failing, because you're
not getting enough people in the

360
00:11:59,707 --> 00:11:59,840
restaurant.

361
00:11:59,840 --> 00:12:01,369
And I'm going to tell you the

362
00:12:01,369 --> 00:12:04,254
three ways to get people in the
restaurant.

363
00:12:04,254 --> 00:12:05,922
You have to decide what you want
to do.

364
00:12:05,922 --> 00:12:09,589
If your business is not where it
needs to be right now, not where

365
00:12:09,689 --> 00:12:13,284
you thought it would be, not where
it needs to be for you to keep on

366
00:12:13,284 --> 00:12:15,000
this career or to feed your
family, or like if you're behind

367
00:12:15,340 --> 00:12:18,138
and you don't even know if you
want to do this anymore, you're

368
00:12:18,138 --> 00:12:20,390
completely stressed out, your
volumes have, you know, jumped

369
00:12:20,390 --> 00:12:22,920
down 50%, 75%, whatever, because
not enough people know what you

370
00:12:22,901 --> 00:12:23,400
do.

371
00:12:23,560 --> 00:12:23,877
That's it.

372
00:12:23,877 --> 00:12:26,887
That one statement, not enough
people know what you do.

373
00:12:26,887 --> 00:12:30,643
Okay, this podcast brought to you
by americano it's a hot one today

374
00:12:30,643 --> 00:12:34,723
inside the the americano and
outside don't know why i have a

375
00:12:34,723 --> 00:12:38,231
hoodie on that's okay okay i'm not
gonna take it off so here's what

376
00:12:38,231 --> 00:12:41,146
we do now if we if we've
determined that not enough people

377
00:12:41,146 --> 00:12:45,017
know what i do there's no other
reason there's no other reason.

378
00:12:45,017 --> 00:12:46,589
There's no other reason.

379
00:12:46,589 --> 00:12:47,943
I know dum-dums in this industry

380
00:12:47,943 --> 00:12:49,174
that make a million dollars a
year.

381
00:12:49,274 --> 00:12:50,035
Complete dum-dums.

382
00:12:50,035 --> 00:12:51,256
They don't understand all the

383
00:12:51,256 --> 00:12:51,728
lender guidelines.

384
00:12:51,828 --> 00:12:53,066
You don't have to.

385
00:12:53,066 --> 00:12:55,112
They don't know all the mortgage
stuff out there.

386
00:12:55,212 --> 00:12:58,155
They don't know how to underwrite
every single file in every single

387
00:12:58,155 --> 00:12:58,476
way.

388
00:12:58,476 --> 00:12:59,502
They don't know how to dowrite

389
00:12:59,503 --> 00:13:02,753
every single file in every single
They don't know how to do any way.

390
00:13:02,753 --> 00:13:03,131
of that.

391
00:13:03,131 --> 00:13:03,950
But guess what?

392
00:13:03,950 --> 00:13:07,483
They are really good at getting
people to know who they are.

393
00:13:07,383 --> 00:13:09,977
They're really good at doing
consistent, basic things every

394
00:13:09,877 --> 00:13:10,140
day.

395
00:13:10,240 --> 00:13:13,194
And there's sort of I a, don't

396
00:13:13,194 --> 00:13:19,124
know what you'd call it, but
there's a nice, I don't know how

397
00:13:19,124 --> 00:13:25,310
to say this, but because they're
not super smart, their brain shuts

398
00:13:25,310 --> 00:13:31,289
off and they just keep doing the
basic things like, oh, I'm just

399
00:13:31,289 --> 00:13:33,044
going to go do this today.

400
00:13:33,044 --> 00:13:35,624
But it works and it keeps bringing

401
00:13:35,624 --> 00:13:37,809
a business and everyone else is
dancing around trying to think

402
00:13:37,809 --> 00:13:41,002
there's like some secret thing to
do, but there's not.

403
00:13:41,002 --> 00:13:43,873
And so once they figure that out,
you'll be better off.

404
00:13:43,773 --> 00:13:51,217
And so I'm going to share with you
three ways to get people into the

405
00:13:51,102 --> 00:13:51,260
restaurant.

406
00:13:51,187 --> 00:13:54,810
And then you have to decide which

407
00:13:54,810 --> 00:13:56,385
journey you want to go on for
that.

408
00:13:56,308 --> 00:14:03,433
So number one, to get people in
the restaurant, to get people to

409
00:14:03,275 --> 00:14:03,700
know what you do for a living.

410
00:14:03,558 --> 00:14:05,755
How do you get more eyeballs on

411
00:14:05,571 --> 00:14:05,837
your business?
There's only three ways.

412
00:14:05,661 --> 00:14:05,855
You have to pick which one you're
going to do.

413
00:14:05,813 --> 00:14:05,860
You can do a combination.

414
00:14:06,760 --> 00:14:06,880
Sure.

415
00:14:06,880 --> 00:14:12,528
You can run ads.

416
00:14:12,506 --> 00:14:12,706
Okay.

417
00:14:12,562 --> 00:14:12,900
Do you want to run ads?
to run ads?

418
00:14:12,862 --> 00:14:16,575
Do you want to run ads for
mortgage leads?

419
00:14:16,451 --> 00:14:24,423
Do you want to run?
That's expensive.

420
00:14:24,368 --> 00:14:25,821
That's a whole nother science
there, but I'm just going to go

421
00:14:25,821 --> 00:14:27,237
over these three ways and we'll
break them down and we'll go

422
00:14:27,237 --> 00:14:28,676
deeper on a couple of them.

423
00:14:28,676 --> 00:14:29,449
You can run ads.

424
00:14:29,449 --> 00:14:31,200
You can make a lot of content.

425
00:14:31,200 --> 00:14:31,874
Make content about stuff.

426
00:14:31,874 --> 00:14:33,113
All the things you do.

427
00:14:33,013 --> 00:14:34,567
Being a mortgage broker, what you

428
00:14:34,567 --> 00:14:35,189
do.

429
00:14:35,189 --> 00:14:36,122
Number three, one-to-one

430
00:14:36,122 --> 00:14:36,743
conversations.

431
00:14:36,743 --> 00:14:37,210
That's it.

432
00:14:37,210 --> 00:14:39,729
No other way, three ways to get
business.

433
00:14:39,729 --> 00:14:41,966
The one-to-one conversations could
be one-to-one with a referral

434
00:14:41,866 --> 00:14:44,660
partner, which in turn will
hopefully refer you business, but

435
00:14:44,660 --> 00:14:47,513
you need to have that one-on-one
conversation with them, right?

436
00:14:47,513 --> 00:14:49,290
So to repeat, two ways to make
money.

437
00:14:49,290 --> 00:14:50,870
One, more customers, more clients.

438
00:14:50,870 --> 00:14:52,856
Number two, get those clients to

439
00:14:52,856 --> 00:14:53,653
ask for more money.

440
00:14:53,653 --> 00:14:54,929
That's hard to do.

441
00:14:55,029 --> 00:14:56,284
Certain situations, it's not for
everybody.

442
00:14:56,284 --> 00:14:58,547
Doesn't make sense for a lot of
people.

443
00:14:58,547 --> 00:15:01,055
So we divert back to 90% of the
time, it is get more clients.

444
00:15:01,055 --> 00:15:04,853
Only way to make money in this
business, get more clients, right?

445
00:15:04,853 --> 00:15:08,585
So as soon as you wrap your head
around this, you should be like,

446
00:15:08,585 --> 00:15:09,829
okay, Ryan, get more clients,
check.

447
00:15:09,829 --> 00:15:12,612
Now, how do I get more clients?
Run ads, make a lot of content

448
00:15:12,612 --> 00:15:13,676
about stuff, or one-on-one
conversations.

449
00:15:13,676 --> 00:15:14,068
That's it.

450
00:15:14,068 --> 00:15:14,404
Three ways.

451
00:15:14,404 --> 00:15:16,184
Pick your way.

452
00:15:16,184 --> 00:15:17,546
Ads are pretty much off the table

453
00:15:17,546 --> 00:15:18,117
for majority of you.

454
00:15:18,117 --> 00:15:19,803
So now we go into the others.

455
00:15:19,803 --> 00:15:20,109
Content.

456
00:15:20,109 --> 00:15:21,864
So talk to a lot of brokers.

457
00:15:21,864 --> 00:15:23,948
And first thing I ask is this.

458
00:15:23,848 --> 00:15:25,069
This podcast brought to you by

459
00:15:25,069 --> 00:15:25,680
Americano.

460
00:15:26,140 --> 00:15:28,881
I told you there's going to be a

461
00:15:28,981 --> 00:15:30,141
lot of And brokers.

462
00:15:30,241 --> 00:15:33,776
first thing I ask is this podcast

463
00:15:33,876 --> 00:15:36,682
this, brought to you by Americano.

464
00:15:36,582 --> 00:15:40,641
I told you there's going to be a

465
00:15:40,641 --> 00:15:41,853
lot of this stuff.

466
00:15:41,853 --> 00:15:43,123
How's the lead pipeline?

467
00:15:43,123 --> 00:15:45,366
What's the number one problem?
What's the number one problem?

468
00:15:45,366 --> 00:15:47,808
It's always leads, leads, leads,
leads, leads, leads, leads.

469
00:15:47,708 --> 00:15:50,564
And it's not, I'm not saying
qualify.

470
00:15:50,564 --> 00:15:54,391
I'm just going leads, leads,
leads.

471
00:15:54,491 --> 00:16:01,154
People who want to book a call
with me to talk about mortgages,

472
00:16:01,154 --> 00:16:02,928
that's considered a lead.

473
00:16:02,928 --> 00:16:03,140
Okay.

474
00:16:04,080 --> 00:16:05,488
Biggest problem people have.

475
00:16:05,488 --> 00:16:05,657
Perfect.

476
00:16:05,657 --> 00:16:09,096
So we've identified the biggest
problem in your business right

477
00:16:08,996 --> 00:16:09,143
now.

478
00:16:09,143 --> 00:16:10,394
It's not my client journey.

479
00:16:10,394 --> 00:16:11,646
That could still be a problem.

480
00:16:11,646 --> 00:16:13,540
It's not, I don't understand the

481
00:16:13,540 --> 00:16:14,074
mortgage products.

482
00:16:14,074 --> 00:16:16,665
That could still be a problem.

483
00:16:16,665 --> 00:16:18,871
It's not, I don't send out a lot
of emails.

484
00:16:18,971 --> 00:16:21,964
That could be a problem, but
that's not the biggest problem.

485
00:16:21,964 --> 00:16:22,905
The biggest problem is leads,
right?

486
00:16:22,905 --> 00:16:24,281
Without leads, nothing else
matters.

487
00:16:24,381 --> 00:16:24,989
Nothing else matters.

488
00:16:24,989 --> 00:16:26,800
I forget who sings that.

489
00:16:26,920 --> 00:16:31,440
It's either a band or Shanae
O'Connor, but I'm butchering both

490
00:16:32,240 --> 00:16:33,295
of those, I believe.

491
00:16:33,295 --> 00:16:33,492
Okay.

492
00:16:33,492 --> 00:16:38,673
So now that we know that, I So now
that we know what do we do?

493
00:16:38,673 --> 00:16:39,098
believe.

494
00:16:39,098 --> 00:16:39,311
Okay.

495
00:16:39,311 --> 00:16:42,533
I asked these brokers, that, Well,
okay.

496
00:16:42,533 --> 00:16:44,635
what are you doing for the first
four hours of your day?

497
00:16:44,706 --> 00:16:45,061
Like if you don't have leads,
three, if you're pipeline, if you

498
00:16:45,118 --> 00:16:45,615
have the business going on three,
four hours a day, and I'm just

499
00:16:45,587 --> 00:16:49,331
throwing that out there, it should
be even more, but many hours of

500
00:16:49,331 --> 00:16:51,663
your day should be about doing
what?

501
00:16:51,663 --> 00:16:53,921
Either running ads, which we've
already already said no. So that's

502
00:16:53,921 --> 00:16:57,225
either creating content or having
one-on-one conversations or a

503
00:16:57,225 --> 00:16:58,126
combo of both.

504
00:16:58,126 --> 00:17:00,071
The goal, like I'm trying to

505
00:16:59,971 --> 00:17:03,248
really break down your mindset
here for a lot of you because you

506
00:17:03,248 --> 00:17:04,297
think there's like this magic
pill.

507
00:17:04,297 --> 00:17:07,814
A lot of people do out there.

508
00:17:07,714 --> 00:17:10,557
There's a magic course you can

509
00:17:10,557 --> 00:17:10,964
take.

510
00:17:10,964 --> 00:17:13,010
There's a magic course you can

511
00:17:13,007 --> 00:17:13,402
take.

512
00:17:13,402 --> 00:17:15,080
There's a magic thing you can do

513
00:17:14,981 --> 00:17:17,263
that just people are like, ah, can
you do my mortgage?

514
00:17:17,263 --> 00:17:19,824
I saw a reel of you.

515
00:17:19,824 --> 00:17:21,137
Can you do my mortgage?

516
00:17:21,137 --> 00:17:22,503
Like, right?
Like you post postcards three

517
00:17:22,503 --> 00:17:23,890
times a week on Instagram.

518
00:17:23,890 --> 00:17:25,407
Can, will you do my mortgage?

519
00:17:25,407 --> 00:17:27,718
Like, it doesn't happen that way.

520
00:17:27,718 --> 00:17:28,642
But it could.

521
00:17:28,642 --> 00:17:30,368
Here's the thing.

522
00:17:30,368 --> 00:17:32,398
Content, content, content.

523
00:17:32,398 --> 00:17:38,957
So Gary V, how do you know he's
one of my favorite guys on social?

524
00:17:38,857 --> 00:17:42,578
He's like, man, the simplest
business model out there is you

525
00:17:42,578 --> 00:17:49,062
make 5, 8, 10 videos and piece of
content a day for your business,

526
00:17:49,017 --> 00:17:52,620
and you fire it out on the
platforms, and you just keep doing

527
00:17:52,582 --> 00:17:52,620
that and you never stop until you
have too much business.

528
00:17:52,605 --> 00:17:52,620
It's like the algorithm will work
in your favor.

529
00:17:57,500 --> 00:17:59,082
People will start commenting and
liking you will find your people

530
00:17:59,182 --> 00:18:01,275
and he goes, what is the content
you do talk about what you do in a

531
00:18:01,275 --> 00:18:02,841
day, talk about stuff like that
doesn't have to be this buttoned

532
00:18:02,820 --> 00:18:03,000
up.

533
00:18:03,000 --> 00:18:05,512
Hey, so fixed first variable.

534
00:18:05,512 --> 00:18:07,538
Fixed is when your payment doesn't
change.

535
00:18:07,538 --> 00:18:11,701
And variable is like, ah, so much
that's overdone now.

536
00:18:11,701 --> 00:18:14,753
Pick up, much like I do.

537
00:18:14,653 --> 00:18:17,501
A lot of the stuff you see me do,

538
00:18:17,501 --> 00:18:18,010
it's I'm driving.

539
00:18:18,010 --> 00:18:19,175
I'm here in the car.

540
00:18:19,175 --> 00:18:19,961
I'm downstairs.

541
00:18:19,961 --> 00:18:20,813
I'm walking around.

542
00:18:20,813 --> 00:18:21,789
I'm in the kitchen.

543
00:18:21,789 --> 00:18:22,387
I'm cooking.

544
00:18:22,387 --> 00:18:24,312
I'm just like talking about things
coming in my head.

545
00:18:24,170 --> 00:18:24,962
I'm like, yeah, I have this
client.

546
00:18:24,962 --> 00:18:26,073
Blah, blah, blah.

547
00:18:26,073 --> 00:18:28,132
They came to me and they didn't

548
00:18:28,132 --> 00:18:30,364
realize they need a bridge loan.

549
00:18:30,364 --> 00:18:33,747
So like, what's a bridge loan?

550
00:18:33,747 --> 00:18:38,539
And I was like, started to explain
to them, you need that money to

551
00:18:38,539 --> 00:18:40,326
cover this, to cover that.

552
00:18:40,326 --> 00:18:42,948
But the lender you're with doesn't

553
00:18:42,948 --> 00:18:45,319
offer a bridge loan.

554
00:18:45,319 --> 00:18:47,990
So unfortunately, you didn't know

555
00:18:47,990 --> 00:18:50,425
that when you signed that
paperwork.

556
00:18:50,425 --> 00:18:52,294
But now here we are.

557
00:18:52,394 --> 00:18:53,804
The good news is I can hook you

558
00:18:53,804 --> 00:18:53,935
up.

559
00:18:53,935 --> 00:18:57,352
I can hook you up with a lender

560
00:18:57,352 --> 00:19:00,443
that will get that bridge loan.

561
00:19:00,443 --> 00:19:02,334
And I'll walk you through it.

562
00:19:02,334 --> 00:19:04,905
And we'll actually include all the
costs, the carrying costs.

563
00:19:04,805 --> 00:19:08,556
I'll work at a daily per diem on
it and include it in your budget.

564
00:19:08,556 --> 00:19:12,024
So you'll know going in and
there'll be enough money to close

565
00:19:12,024 --> 00:19:13,488
and you want zero stress.

566
00:19:13,488 --> 00:19:14,585
How does that sound?

567
00:19:14,585 --> 00:19:16,720
Right?
So that's a client I talked to.

568
00:19:16,720 --> 00:19:17,929
They just didn't know.

569
00:19:17,929 --> 00:19:18,072
Boom.

570
00:19:18,172 --> 00:19:19,566
That's a video right there.

571
00:19:19,566 --> 00:19:20,562
What I just made.

572
00:19:20,562 --> 00:19:21,800
That is a video right there.

573
00:19:21,700 --> 00:19:23,193
And you fire it off.

574
00:19:23,193 --> 00:19:26,014
And so Gary V is like, just throw
these out.

575
00:19:26,014 --> 00:19:29,208
And he's probably the biggest
creator of content out there.

576
00:19:29,208 --> 00:19:33,320
And in all the industries, all the
people that have taken his

577
00:19:33,680 --> 00:19:35,024
information and trained and
coached with him, like they've

578
00:19:35,024 --> 00:19:36,195
went off to do very good things.

579
00:19:36,095 --> 00:19:37,955
And so this isn't just me saying

580
00:19:37,955 --> 00:19:41,120
it, because I do it to some
degree, but we're going to be

581
00:19:41,580 --> 00:19:42,063
ramping that up.

582
00:19:42,025 --> 00:19:43,158
So I realized just make content

583
00:19:43,158 --> 00:19:43,923
over and over.

584
00:19:43,923 --> 00:19:44,528
You either have one-on-one

585
00:19:44,528 --> 00:19:49,152
conversations or you make content.

586
00:19:49,046 --> 00:19:49,504
You have no other option.

587
00:19:49,398 --> 00:19:49,997
You have zero option.

588
00:19:49,891 --> 00:19:50,536
And emailing someone is not a

589
00:19:50,477 --> 00:19:50,527
conversation.

590
00:19:50,501 --> 00:19:50,701
Right?

591
00:19:50,641 --> 00:19:51,451
DMs, texts, phone calls, in
person, those are conversations.

592
00:19:51,416 --> 00:19:52,434
You need the email part.

593
00:19:52,434 --> 00:19:54,312
Because that opens up the door for

594
00:19:54,212 --> 00:19:54,395
conversations.

595
00:19:54,395 --> 00:19:56,600
I have to open up the window, by

596
00:19:56,700 --> 00:19:58,681
the way, because it's getting hot
in here.

597
00:19:58,681 --> 00:19:59,393
There you go.

598
00:19:59,393 --> 00:20:01,175
That's what happens when you wear

599
00:20:01,275 --> 00:20:03,123
a hoodie, and now it's like 25 out
or something.

600
00:20:03,223 --> 00:20:04,584
It doesn't make sense sometimes
what I'm doing here.

601
00:20:04,584 --> 00:20:06,360
This podcast is brought to you by
Hot Americano.

602
00:20:06,360 --> 00:20:08,520
so we've already determined Okay,
that to make more money in your

603
00:20:08,620 --> 00:20:09,818
you need business, Hot clients.

604
00:20:09,809 --> 00:20:10,009
Okay.

605
00:20:10,000 --> 00:20:10,095
Bye.

606
00:20:10,095 --> 00:20:10,145
Americano.

607
00:20:10,143 --> 00:20:11,775
So we've already determined that
to make more money in your

608
00:20:11,766 --> 00:20:12,842
business, you need clients.

609
00:20:12,842 --> 00:20:13,805
We've already determined there's

610
00:20:13,805 --> 00:20:15,036
only three ways to get clients.

611
00:20:15,036 --> 00:20:15,411
Ads, one-on-one.

612
00:20:15,411 --> 00:20:16,360
Ads, one-on-one, or content.

613
00:20:16,350 --> 00:20:17,109
Cut out ads.

614
00:20:17,109 --> 00:20:18,496
Now it's either content or talk to
people one-on-one.

615
00:20:18,486 --> 00:20:18,686
Okay.

616
00:20:18,676 --> 00:20:20,970
So now you go, okay, I will tell

617
00:20:20,870 --> 00:20:21,208
you this.

618
00:20:21,208 --> 00:20:22,967
I do a combination of both, right?

619
00:20:23,067 --> 00:20:26,553
The content, I will spend an hour
to an hour and a half a day doing

620
00:20:26,653 --> 00:20:26,923
content.

621
00:20:26,823 --> 00:20:29,597
And you're like, but I need to be

622
00:20:29,597 --> 00:20:30,275
working my business.

623
00:20:30,275 --> 00:20:30,697
But do you?

624
00:20:30,797 --> 00:20:31,910
Really?
What are you doing?

625
00:20:31,910 --> 00:20:33,334
I thought you needed business.

626
00:20:33,334 --> 00:20:34,761
I thought you needed deals.

627
00:20:34,861 --> 00:20:36,042
Then wake up earlier.

628
00:20:36,042 --> 00:20:36,784
Go to bed later.

629
00:20:36,784 --> 00:20:37,862
Stop watching Stop TV.

630
00:20:37,862 --> 00:20:38,873
doing fantasy freaking football.

631
00:20:38,873 --> 00:20:40,226
Stop your co-ed slow pitch team.

632
00:20:40,226 --> 00:20:40,350
Right?

633
00:20:40,350 --> 00:20:41,530
Do whatever it is.

634
00:20:41,530 --> 00:20:42,090
Cut it off.

635
00:20:42,090 --> 00:20:44,893
If you're getting serious about
your business, what do you do?

636
00:20:44,893 --> 00:20:46,051
So content and that.

637
00:20:46,051 --> 00:20:49,040
So there's no reason that, and I

638
00:20:49,300 --> 00:20:51,860
talked, Hey, have you opened five
people a day?

639
00:20:51,860 --> 00:20:54,002
Yeah, I did.

640
00:20:54,002 --> 00:20:58,140
And then I kind of stopped.

641
00:20:58,840 --> 00:21:02,613
Why'd you stop?
Like, there's no way it doesn't

642
00:21:02,613 --> 00:21:06,280
work, but then we're onto
something else.

643
00:21:06,180 --> 00:21:08,430
And so this is on you.

644
00:21:08,430 --> 00:21:10,831
The reason your business is where

645
00:21:10,785 --> 00:21:13,400
it is, is first off, people don't
know who don't know who you are.

646
00:21:13,400 --> 00:21:13,640
They don't.

647
00:21:13,640 --> 00:21:14,550
And that's your fault.

648
00:21:14,518 --> 00:21:15,270
That's no one else's fault.

649
00:21:15,270 --> 00:21:15,813
It's not social media.

650
00:21:15,813 --> 00:21:17,121
It's not your team lead.

651
00:21:17,121 --> 00:21:18,235
It's not your broker owner.

652
00:21:18,235 --> 00:21:19,760
It's not your network.

653
00:21:19,761 --> 00:21:20,809
It's not your spouse, your

654
00:21:20,809 --> 00:21:21,005
friends.

655
00:21:21,005 --> 00:21:25,300
You have kids in the house.

656
00:21:25,128 --> 00:21:25,440
You have figured out, you know how
many times I've went into, and

657
00:21:25,418 --> 00:21:26,251
this goes back to my mortgage
career.

658
00:21:26,251 --> 00:21:27,410
Kids are in the house.

659
00:21:27,402 --> 00:21:27,938
Oh, it's 11.

660
00:21:28,029 --> 00:21:31,152
How many calls I took in my truck,
either the heat on because it's

661
00:21:31,152 --> 00:21:39,180
wintertime or the air conditioning
on because it's summertime, be in

662
00:21:39,180 --> 00:21:39,625
parking lots.

663
00:21:39,625 --> 00:21:40,832
I've been taking calls.

664
00:21:40,832 --> 00:21:41,341
Hustle, hustle.

665
00:21:41,341 --> 00:21:43,028
We got soft.

666
00:21:43,028 --> 00:21:43,793
Everyone's gotten soft.

667
00:21:43,793 --> 00:21:44,728
You are too soft.

668
00:21:44,728 --> 00:21:47,907
Your business, no one knows who
you are.

669
00:21:48,007 --> 00:21:52,040
Didn't want to go down this road.

670
00:21:52,040 --> 00:21:53,948
I wanted to more keep it light and

671
00:21:53,948 --> 00:21:54,012
fluffy.

672
00:21:54,012 --> 00:21:56,560
And that's what we're going to go

673
00:21:56,560 --> 00:21:56,840
back to here.

674
00:21:56,840 --> 00:21:58,038
But you have to determine, right?

675
00:21:58,038 --> 00:22:00,772
And the one-on-one, that can mean
many things.

676
00:22:00,772 --> 00:22:02,410
That could mean you're networking,
getting out.

677
00:22:02,410 --> 00:22:03,947
That could be, once again, calling
people.

678
00:22:03,947 --> 00:22:06,140
Once again, texting people every
day.

679
00:22:12,720 --> 00:22:13,052
Once again, sending DMs.

680
00:22:13,009 --> 00:22:13,650
Like, does everybody on Instagram,

681
00:22:13,510 --> 00:22:21,064
Facebook, LinkedIn that you're
connected to, do they know who you

682
00:22:20,964 --> 00:22:23,412
are and what you do?
And did you remind them of it?

683
00:22:23,395 --> 00:22:24,175
They're already connected to you.

684
00:22:24,175 --> 00:22:25,689
So they kind of know who you are,

685
00:22:25,689 --> 00:22:27,858
if not really know who you are,
but go remind them.

686
00:22:27,958 --> 00:22:31,766
That's all you should be doing is
reminding people what you do for a

687
00:22:31,666 --> 00:22:33,215
living, right?
Over and over again.

688
00:22:33,315 --> 00:22:36,036
And it's not like you're the only
person doing this.

689
00:22:36,036 --> 00:22:39,464
They're getting hit from 18
different ways on a bunch of

690
00:22:39,464 --> 00:22:40,118
different things.

691
00:22:40,018 --> 00:22:43,235
So it's not like, oh, there's Ryan

692
00:22:41,904 --> 00:22:47,442
again, telling me stuff everywhere
you go over the past couple

693
00:22:47,442 --> 00:22:50,543
months, probably three months, me
just being hanging out soccer

694
00:22:50,543 --> 00:22:51,743
field with soccer parents.

695
00:22:51,739 --> 00:22:53,300
People have come up to me and

696
00:22:53,420 --> 00:22:55,280
they're like, we'd start getting
in conversations.

697
00:22:55,280 --> 00:22:58,870
And I always ask people, what do
you do for a living?

698
00:22:58,870 --> 00:22:59,123
Right.

699
00:22:59,123 --> 00:23:00,525
I always lead that question of

700
00:23:00,495 --> 00:23:04,000
what do you do for a living?
Because it opens them up to go,

701
00:23:03,987 --> 00:23:07,008
well, what do you do?
And I go, I was a mortgage broker

702
00:23:07,008 --> 00:23:08,352
for a long time.

703
00:23:08,352 --> 00:23:10,872
And now I coach mortgage brokers

704
00:23:10,872 --> 00:23:12,418
on how to run a business.

705
00:23:12,418 --> 00:23:14,408
And I have my own team now of

706
00:23:14,408 --> 00:23:15,020
coaching people.

707
00:23:15,640 --> 00:23:19,204
And they're like, oh, that's so

708
00:23:19,204 --> 00:23:19,851
cool.

709
00:23:19,951 --> 00:23:21,999
Hey, what about our scenario?

710
00:23:21,899 --> 00:23:24,696
And I go, yeah, I do this, this,
this, this.

711
00:23:24,696 --> 00:23:26,628
Just yesterday, referred out, I
was talking to you about, I got a

712
00:23:26,628 --> 00:23:26,869
call.

713
00:23:26,869 --> 00:23:28,593
He's like, man, what you told me

714
00:23:28,593 --> 00:23:31,229
in five minutes, my mortgage
broker, who I told you I know,

715
00:23:31,229 --> 00:23:32,900
didn't tell me any of that.

716
00:23:32,893 --> 00:23:34,971
And I'm like, yeah, this is how

717
00:23:34,871 --> 00:23:35,835
you should structure it.

718
00:23:35,835 --> 00:23:38,380
This will make you mortgage free

719
00:23:38,480 --> 00:23:40,009
10 years faster.

720
00:23:40,009 --> 00:23:42,580
And you're buying a mortgage or

721
00:23:43,100 --> 00:23:46,569
they're turning their home into a
rental.

722
00:23:46,469 --> 00:23:49,183
And they want to buy another
principal residence.

723
00:23:49,183 --> 00:23:51,043
And I'm like, just use the cash
damming strategy.

724
00:23:51,043 --> 00:23:51,472
Boom, boom.

725
00:23:51,472 --> 00:23:54,117
This is how the cycle of how it

726
00:23:54,117 --> 00:23:54,235
works.

727
00:23:54,335 --> 00:23:55,415
It's like you blew my freaking

728
00:23:55,415 --> 00:23:55,769
mind, man.

729
00:23:55,869 --> 00:23:56,890
Can you do our mortgage?

730
00:23:56,890 --> 00:23:59,347
I said, no, I don't do mortgages
anymore.

731
00:23:59,247 --> 00:24:03,493
And this would have been probably
$20,000 in mortgages, if not a

732
00:24:03,493 --> 00:24:03,927
little more.

733
00:24:03,927 --> 00:24:06,080
Oh, no, more than that.

734
00:24:06,080 --> 00:24:06,280
Sorry.

735
00:24:06,377 --> 00:24:07,064
Yeah, more than that.

736
00:24:07,064 --> 00:24:08,196
Two or 2 million mortgages.

737
00:24:08,196 --> 00:24:09,525
Yeah, let's call it that.

738
00:24:09,525 --> 00:24:09,820
Anyways, $20,000.

739
00:24:09,820 --> 00:24:10,916
And I referred that out.

740
00:24:10,916 --> 00:24:12,686
So I'm like, yeah, talk to this
guy.

741
00:24:12,686 --> 00:24:13,996
He's a rock star out.

742
00:24:13,996 --> 00:24:15,908
He'll take care of you.

743
00:24:15,908 --> 00:24:16,902
Boom, boom, boom.

744
00:24:16,902 --> 00:24:20,066
Did that three other times just

745
00:24:20,066 --> 00:24:22,176
from talking to people one-on-one
at soccer.

746
00:24:22,176 --> 00:24:24,150
And they're like, Hey, my morning.

747
00:24:24,150 --> 00:24:24,273
Hey.

748
00:24:24,273 --> 00:24:26,001
And I'm like, yeah, I referred
them out.

749
00:24:26,001 --> 00:24:28,462
And all three of them are working
on deals.

750
00:24:28,362 --> 00:24:30,718
That's five deals in the last
three months of me just talking to

751
00:24:30,718 --> 00:24:31,219
people.

752
00:24:31,219 --> 00:24:31,344
Right.

753
00:24:31,344 --> 00:24:33,390
But here's the thing I have up my
sleeve.

754
00:24:33,390 --> 00:24:34,596
I have different strategies that I
use.

755
00:24:34,596 --> 00:24:37,160
So when I have a conversation with
someone, I can take, I can start

756
00:24:37,160 --> 00:24:40,469
asking different questions because
I've leveled up my game and I've

757
00:24:40,469 --> 00:24:41,264
learned questions to ask.

758
00:24:41,264 --> 00:24:43,471
Like, did you think of this?

759
00:24:43,471 --> 00:24:43,637
No.

760
00:24:43,637 --> 00:24:43,857
Okay.

761
00:24:43,857 --> 00:24:45,542
Did you think of that?
No.

762
00:24:45,542 --> 00:24:45,919
Okay.

763
00:24:46,019 --> 00:24:46,451
That's interesting.

764
00:24:46,351 --> 00:24:47,754
Well, what didn't you like about
that?

765
00:24:47,754 --> 00:24:48,563
Right?
I'm having one-on-one

766
00:24:48,563 --> 00:24:48,617
conversations.

767
00:24:48,717 --> 00:24:50,253
So I'm not even a mortgage broker

768
00:24:50,253 --> 00:24:52,642
and I'm getting mortgage leads,
but I'm out there.

769
00:24:52,642 --> 00:24:53,590
I'm out there talking to people.

770
00:24:53,690 --> 00:24:54,869
Everyone in your daily, everyone

771
00:24:54,869 --> 00:24:55,635
should know what you do.

772
00:24:55,735 --> 00:24:57,474
Do you wear a shirt, a hat, a

773
00:24:57,474 --> 00:25:00,175
hoodie, a golf shirt, a jacket
that is branded to you?

774
00:25:00,275 --> 00:25:01,476
If not, why?
I don't get that.

775
00:25:01,476 --> 00:25:03,757
I've never understood why you
wouldn't wear that.

776
00:25:03,757 --> 00:25:09,180
Do you think it's cheesy?
Would you rather just wear a suit

777
00:25:09,161 --> 00:25:12,081
where you look like a penguin and
you look like same as everyone

778
00:25:12,081 --> 00:25:13,183
else?
And then I do mortgages, right?

779
00:25:13,008 --> 00:25:14,580
Have your brand there because
people will ask you.

780
00:25:14,700 --> 00:25:15,498
I was sitting with this hat.

781
00:25:15,498 --> 00:25:16,649
Actually, no, not this hat.

782
00:25:16,649 --> 00:25:19,708
I had this on a hoodie and I was
sitting at a brew pub with my wife

783
00:25:19,702 --> 00:25:20,129
this summer.

784
00:25:20,129 --> 00:25:23,401
And the guy beside me is like,

785
00:25:23,401 --> 00:25:26,486
hey, you have a podcast?
And I'm like, yeah.

786
00:25:26,486 --> 00:25:28,866
He's like, what's it?
I go, it's about mortgages and

787
00:25:28,966 --> 00:25:29,388
mortgage brokers.

788
00:25:29,388 --> 00:25:31,565
He's like, I have a mortgage.

789
00:25:31,565 --> 00:25:34,573
I'm like, I'm not a practicing
broker anymore.

790
00:25:34,573 --> 00:25:38,481
He's like, ah, he's like, I've
asked you a couple questions

791
00:25:38,568 --> 00:25:38,768
anyways.

792
00:25:38,655 --> 00:25:39,089
I'm like, sure.

793
00:25:39,076 --> 00:25:41,549
But the hoodie got it, right?
And so I got into it.

794
00:25:41,549 --> 00:25:42,748
Couldn't help that guy.

795
00:25:42,748 --> 00:25:44,829
There was something I just helped

796
00:25:44,829 --> 00:25:46,695
him answer Couldn't help that it.

797
00:25:46,595 --> 00:25:47,668
There was something, guy.

798
00:25:47,668 --> 00:25:50,017
I just helped him answer
questions, but it opens up

799
00:25:50,017 --> 00:25:50,364
conversations.

800
00:25:50,364 --> 00:25:52,131
This is stuff like this one-on-one

801
00:25:52,031 --> 00:25:52,447
stuff.

802
00:25:52,447 --> 00:25:54,600
You need to be proud of what you

803
00:25:54,600 --> 00:25:54,736
do.

804
00:25:54,736 --> 00:25:56,708
And if you're not, get out.

805
00:25:56,708 --> 00:25:58,272
This is only for the serious, this
industry.

806
00:25:58,372 --> 00:26:01,121
It's not dip your toe in, it's go
all in.

807
00:26:01,121 --> 00:26:01,729
Ooh, that rhymes.

808
00:26:01,729 --> 00:26:04,097
It's not dip your toe in, it's go

809
00:26:04,097 --> 00:26:04,500
all in.

810
00:26:04,483 --> 00:26:05,870
Maybe it doesn't rhyme.

811
00:26:05,870 --> 00:26:06,817
I'm not sure.

812
00:26:06,817 --> 00:26:09,466
I'm not a music but you get and

813
00:26:09,466 --> 00:26:11,041
guy, then it's not dip it.

814
00:26:11,041 --> 00:26:12,871
your So, toe in it's go all in uh

815
00:26:12,771 --> 00:26:16,541
maybe it doesn't rhyme i'm not
sure not a music guy but you get

816
00:26:16,641 --> 00:26:21,262
it so and then it's content like
and i know a lot of you are trying

817
00:26:21,262 --> 00:26:26,940
social media and then you stop and
a lot of you are saying it doesn't

818
00:26:26,940 --> 00:26:30,748
work which is complete bullshit
and a lot of you are saying like

819
00:26:30,848 --> 00:26:36,190
and it's as easy as picking up
your phone so i'm not here to give

820
00:26:36,190 --> 00:26:41,201
you systems and processes exactly
you have to go figure out a lot of

821
00:26:41,201 --> 00:26:41,460
this.

822
00:26:41,460 --> 00:26:44,259
As I tell everyone, I coach and

823
00:26:44,259 --> 00:26:44,588
train.

824
00:26:44,588 --> 00:26:45,452
I'm the lighthouse.

825
00:26:45,452 --> 00:26:47,712
I'm this big light, but you're the
tugboat.

826
00:26:47,712 --> 00:26:52,566
You're zigzagging to try to get to
me, but you just keep following

827
00:26:52,566 --> 00:26:53,106
the light.

828
00:26:53,106 --> 00:26:54,932
Keep listening to podcasts, keep

829
00:26:54,932 --> 00:26:58,647
coming into the training, keep,
you know, sign up and doing what

830
00:26:58,647 --> 00:26:59,348
we're doing.

831
00:26:59,248 --> 00:27:00,751
But I can't give you the, Oh,

832
00:27:00,751 --> 00:27:04,084
here, let me sit beside you and
touch this button and click over

833
00:27:03,984 --> 00:27:05,217
And some of here.

834
00:27:05,217 --> 00:27:06,860
you need And some of that.

835
00:27:06,860 --> 00:27:10,408
you don't give you let the, me Oh,
sit here, beside you and touch

836
00:27:10,408 --> 00:27:12,600
this button and click over here.

837
00:27:12,673 --> 00:27:13,825
And some of you need that.

838
00:27:13,925 --> 00:27:16,725
And some of you don't, you're just
taking a, yeah, I got it.

839
00:27:16,625 --> 00:27:16,825
Yeah.

840
00:27:16,809 --> 00:27:17,039
Yeah.

841
00:27:17,039 --> 00:27:17,177
Right.

842
00:27:17,177 --> 00:27:17,499
Stop talking.

843
00:27:17,499 --> 00:27:22,114
I'm going to go, I'm going to go
with this version of it.

844
00:27:22,114 --> 00:27:22,256
Right.

845
00:27:22,256 --> 00:27:24,500
But I want you to start wrapping

846
00:27:24,500 --> 00:27:25,236
your head around what you need to
do in a day.

847
00:27:25,088 --> 00:27:26,307
And it's not like, there's so
much, if I look to your calendar

848
00:27:26,307 --> 00:27:30,122
and I usually do, let's cut out
this, this, this, this, this, and

849
00:27:30,122 --> 00:27:31,511
let's go have one-on-one
conversations or make content.

850
00:27:31,511 --> 00:27:32,630
What do I say?
I don't know.

851
00:27:32,730 --> 00:27:34,541
Turn your camera on.

852
00:27:34,541 --> 00:27:35,646
Start talking about your day.

853
00:27:35,546 --> 00:27:36,945
Fire it out.

854
00:27:36,945 --> 00:27:37,129
Right?

855
00:27:37,129 --> 00:27:38,025
Good things will happen.

856
00:27:37,925 --> 00:27:39,960
Do that five times a day.

857
00:27:39,920 --> 00:27:41,985
Reels, on Meta, Instagram,
Facebook, together out, on

858
00:27:41,885 --> 00:27:44,220
LinkedIn, if you think your
avatars are on there, fire it out

859
00:27:44,500 --> 00:27:44,732
on those three platforms.

860
00:27:44,574 --> 00:27:44,694
Some people love TikTok.

861
00:27:44,656 --> 00:27:44,766
I don't like TikTok that much.

862
00:27:44,722 --> 00:27:44,842
It's too wide, but a lot more

863
00:27:44,806 --> 00:27:45,000
people are going on TikTok.

864
00:27:44,889 --> 00:27:45,000
So it might make more sense.

865
00:27:44,977 --> 00:27:45,518
It doesn't matter.

866
00:27:45,518 --> 00:27:46,642
Just do all the time.

867
00:27:46,642 --> 00:27:50,011
And if you're not comfortable on
camera, well, I don't know what to

868
00:27:50,011 --> 00:27:51,048
tell you.

869
00:27:51,048 --> 00:27:52,592
You're going to have to get

870
00:27:52,592 --> 00:27:52,984
comfortable on camera.

871
00:27:52,984 --> 00:27:54,945
It's like, you're going to have to

872
00:27:54,945 --> 00:27:56,122
up your game.

873
00:27:56,122 --> 00:27:56,900
It's like telling someone who

874
00:27:56,900 --> 00:27:57,477
plays hockey.

875
00:27:57,477 --> 00:27:59,142
Well, like a kid, we're moving in

876
00:27:59,142 --> 00:28:00,743
from non-contact hitting at a
certain age to contact.

877
00:28:00,743 --> 00:28:03,644
I don't like contact because
that's where we're going right

878
00:28:03,644 --> 00:28:03,787
now.

879
00:28:03,787 --> 00:28:04,861
Oh, that's a good analogy.

880
00:28:04,961 --> 00:28:06,436
It's where we're going as an
industry.

881
00:28:06,436 --> 00:28:09,800
You need to be comfortable on
video because you need more

882
00:28:09,840 --> 00:28:11,258
eyeballs on what you do.

883
00:28:11,258 --> 00:28:12,458
And so with your, your client

884
00:28:12,558 --> 00:28:14,719
journey with videos, with your
custom proposals with videos to

885
00:28:14,719 --> 00:28:19,000
help save your time, instead of
all these calls back and forth to

886
00:28:19,000 --> 00:28:21,799
clients, and then your social
media to build a brand on social,

887
00:28:21,899 --> 00:28:23,165
you need to be on video.

888
00:28:23,165 --> 00:28:24,874
So are you the kid that likes the

889
00:28:24,715 --> 00:28:25,185
non-contact hockey yet?
The only other hockey to play now

890
00:28:25,018 --> 00:28:25,219
is contact.

891
00:28:25,034 --> 00:28:25,330
And you're like, I don't like it.

892
00:28:25,290 --> 00:28:25,592
Well, you're going to have to
freaking stop playing hockey then.

893
00:28:25,566 --> 00:28:27,403
Go play another sport or start
learning how to hit right, how to

894
00:28:27,403 --> 00:28:30,309
absorb a hit, how to give a hit,
where to find the comfort spots on

895
00:28:30,380 --> 00:28:31,887
the ice, right?
Where to like keep your head on a

896
00:28:31,858 --> 00:28:34,231
swivel, where to recognize when
someone's coming in, where to not

897
00:28:34,231 --> 00:28:36,840
take a pass or how to pass the
puck someone so they don't get

898
00:28:37,380 --> 00:28:37,531
hit.

899
00:28:37,531 --> 00:28:38,990
Like this is skill set you need to

900
00:28:38,990 --> 00:28:40,097
learn how to be comfortable on
camera.

901
00:28:40,097 --> 00:28:40,449
Right.

902
00:28:40,449 --> 00:28:41,683
Something you have to do.

903
00:28:41,683 --> 00:28:44,838
And then the one-to-one stuff is
like all around you every day.

904
00:28:44,838 --> 00:28:47,350
You should be talking to people
about mortgages.

905
00:28:47,316 --> 00:28:48,220
And so I'm getting texts now.

906
00:28:48,980 --> 00:28:51,320
Should we talk to people about

907
00:28:51,320 --> 00:28:53,620
getting mortgages?
That's it.

908
00:28:53,840 --> 00:28:55,132
Should be looking around, talking
to people?

909
00:28:55,132 --> 00:29:00,776
And if you're sitting in your
office and that's it, then you

910
00:29:00,676 --> 00:29:01,952
only have one option.

911
00:29:01,952 --> 00:29:03,303
You have, well, a couple options.

912
00:29:03,203 --> 00:29:06,234
Jump on the phone, you text
people, you DM people.

913
00:29:06,234 --> 00:29:07,950
Why aren't you DMing 20 people a
day?

914
00:29:07,932 --> 00:29:09,200
Hey, I'm checking in.

915
00:29:09,200 --> 00:29:09,628
Here's a video.

916
00:29:09,628 --> 00:29:11,657
This is what I do for a living.

917
00:29:11,657 --> 00:29:12,257
How's it going?

918
00:29:12,234 --> 00:29:14,294
And they go, that's awesome.

919
00:29:14,294 --> 00:29:14,461
Great.

920
00:29:14,461 --> 00:29:15,756
Yeah, yeah, we're great.

921
00:29:15,756 --> 00:29:17,674
And then you follow up a week

922
00:29:17,574 --> 00:29:17,624
later.

923
00:29:17,621 --> 00:29:18,700
Hey, Bank Canada just made the

924
00:29:18,780 --> 00:29:19,011
announcement.

925
00:29:19,011 --> 00:29:20,053
Did that impact you at all?

926
00:29:20,053 --> 00:29:20,400
Just checking.

927
00:29:20,620 --> 00:29:21,658
Do you want some information?

928
00:29:21,658 --> 00:29:22,840
You want me to crunch some
numbers?

929
00:29:22,804 --> 00:29:23,256
Okay, perfect.

930
00:29:23,256 --> 00:29:23,667
Sounds good.

931
00:29:23,667 --> 00:29:24,697
Boom, boom, boom.

932
00:29:24,598 --> 00:29:26,523
And you're just staying in touch.

933
00:29:26,523 --> 00:29:30,633
Because I keep going back to what
else are you doing?

934
00:29:30,633 --> 00:29:31,856
Right?
So hopefully this helps.

935
00:29:31,856 --> 00:29:33,982
Man, this is longer than I hoped
it would be.

936
00:29:33,982 --> 00:29:37,963
Like, I really want these to be 15
minutes, but they seem to be going

937
00:29:37,963 --> 00:29:38,071
longer.

938
00:29:38,071 --> 00:29:39,481
And the reason they're going

939
00:29:39,481 --> 00:29:40,815
longer is this.

940
00:29:40,815 --> 00:29:41,673
It's your fault.

941
00:29:41,673 --> 00:29:44,722
Because I'm having these
conversations and seeing things

942
00:29:44,822 --> 00:29:47,580
behind the scenes with mortgage
brokers.

943
00:29:47,580 --> 00:29:51,251
And I want to take some of you and
just shake you you like that.

944
00:29:51,251 --> 00:29:52,600
I want to shake you.

945
00:29:52,600 --> 00:29:54,200
I want to shut your brain off.

946
00:29:54,200 --> 00:29:55,343
I want to lock you in.

947
00:29:55,343 --> 00:29:56,985
You know, they'd send people away

948
00:29:56,985 --> 00:30:01,524
to retreats for like yoga and all
that stuff and they disconnect

949
00:30:01,524 --> 00:30:01,692
them.

950
00:30:01,692 --> 00:30:03,472
I wanna send you there, but I

951
00:30:03,372 --> 00:30:05,055
wanna disconnect you from all the
distractions you have and just

952
00:30:05,055 --> 00:30:09,108
focus on business, like a 30-day
retreat where we just completely

953
00:30:09,108 --> 00:30:10,539
transform your business.

954
00:30:10,539 --> 00:30:12,506
That's not happening, by the way.

955
00:30:12,506 --> 00:30:13,400
I'm not doing that.

956
00:30:13,400 --> 00:30:14,616
Although that sounds pretty cool.

957
00:30:14,616 --> 00:30:15,680
It's not happening.

958
00:30:15,680 --> 00:30:17,200
Okay, there you go, kids.

959
00:30:17,280 --> 00:30:17,821
Hopefully that helps.

960
00:30:17,816 --> 00:30:18,548
One-on-one or content, that's it.

961
00:30:18,647 --> 00:30:21,662
So when you're like, I don't have
business, how do I create

962
00:30:21,662 --> 00:30:22,746
one-on-one conversations with
people or go create content?

963
00:30:22,746 --> 00:30:25,381
And don't say, go make an email
and send that out.

964
00:30:25,381 --> 00:30:26,487
That's like after those things.

965
00:30:26,487 --> 00:30:27,268
That's not as important.

966
00:30:27,268 --> 00:30:30,820
The email is very important.

967
00:30:30,900 --> 00:30:31,540
You'll get business from that.

968
00:30:31,620 --> 00:30:32,155
You'll get conversations.

969
00:30:32,155 --> 00:30:33,063
But that's after.

970
00:30:33,063 --> 00:30:34,400
The belly-to-belly, one-on-one
conversations through text or

971
00:30:34,460 --> 00:30:35,133
phone call or in person.

972
00:30:35,133 --> 00:30:38,648
Plus content as well will get you

973
00:30:38,648 --> 00:30:40,877
where you want to go.

974
00:30:40,877 --> 00:30:41,632
That's it, kids.

975
00:30:41,632 --> 00:30:42,620
Love you.

976
00:30:42,740 --> 00:30:44,128
See you on the inside.

977
00:30:44,228 --> 00:30:44,695
Peace out.

978
00:30:44,695 --> 00:30:46,066
We'll see you next time.