255: How to Build Your VIP Realtor Plan

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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.

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Welcome to the Mortgage Game

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Podcast.

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West Coast Wiley here in the

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house.

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Actually in my house.

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Yes, I'm in my house recording.

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If you're watching the video,

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obviously you're like, yeah, of
course I know you're in the house,

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right?
I normally do this in my truck

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down by the beach.

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I chose not to today because I

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wanted to reference a couple
things and I just can't have that

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set up in the truck.

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And so here we are.

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I've got my marker that I hold in
my hand when I'm fidgeting.

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We all have our things.

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Stress ball, whatever it is.

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We have the Americano.

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Let's get into it.

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What are we talking about this
week?

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This is a topic, man.

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This is one of those things.

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Everyone's out there trying to
look for new shiny things,

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partners.

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I need more partners.

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I need more FAs.

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I need more accounts.

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I need more FAs.

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I need more accounts.

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I need more realtors.

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I need more, more, more, more,

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more.

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New, new, new, new, new, new, new.

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Ah, okay.

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Before we do that, before we do

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anything in our mortgage business,
even if you're crushing out 100

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million, 50 million, 30 million,
10 million, whatever, before we go

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do anything, please, please,
please, please, please, please.

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Let's take care of the ones around
us.

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Let's dance with the one you
brought to the dance.

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Okay?
So we have referral partners all

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around us that are sending us
business.

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Let's go show them the love.

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Everything is built on

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relationship.

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You do not have to be the best

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mortgage broker to make a lot of
money, but you need to be really

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good at relationships and you need
to have some best practices put in

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place.

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And if it's not in your calendar,

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it does not exist.

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This can't just be stuff banging

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around.

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Oh yeah, I called that person.

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Oh yeah, I've talked to them.

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Oh yeah, we're going to go out for

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a drink.

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Oh yeah.

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Like you'll just lose sight of it.

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And so remember you're running a

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business so that you need some
sort of structure.

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I'm not a structure guy.

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I need to flow and go and here we

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go.

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As soon as I see to-do lists, I'm

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like, oh my God.

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I can't do that.

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If I wake up and there's a huge
to-do list, I have general things

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I need to do.

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But if it's every 10 minutes, it

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is a checklist like my wife's that
way she needs that she thrives on

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she loves checking things off it's
just in her dna and i'm like i

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can't do that there's no way i can
do that but you need to put

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something in place so i'm going to
run through six seven eight ten

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different things that you should
be doing for your referral

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partners this is going to help you
build a fence around your current

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partners this is going to help you
build a fence around your current

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partners.

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This is going to help you get more

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business from referral partners.

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This is going to help you just sit

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back and clearly identify who's
actually sending you deals.

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Like, do you know?
Do you like, I know when I ran

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through this, my business, there
were certain realtors I was

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spending a lot of time with.

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And then when I actually mapped it

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out, I was like, oh my God, you're
not sending nearly as much

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business.

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And then I had, as I thought, it's

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just I talk to you a lot and I
like you.

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And then there was other realtors
who were like steady eddies who

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were quiet in the corner sending
leads in.

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And I was like, oh my God, I
didn't realize that, A. B, I've

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not been giving you the energy you
deserve.

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That's my bad.

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I have to fix that because you are

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putting food on the table for my
family and I'm not giving you the

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treatment back.

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And so I was doing some training

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on this earlier and a broker said,
Ryan, I lost my biggest referral

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partner.

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Seven deals last year, lost her.

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Why'd you lose her?
Well, I called her and asked her,

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hey, like, why haven't we sent
deals?

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She's like, you don't call me
anymore.

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We used to go for coffee all the
time.

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She's like, I found someone else.

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He's like, but I closed every

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deal.

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I was like, like I'd nothing

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close.

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Like I'd put deals together.

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She's like, yeah, I found someone
else that does that too.

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But like, I'm more connected with
now.

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He's like, oh man, that was like
30, 40 K a year gone because I

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wasn't checking in, wasn't going
for coffee.

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I seemed disinterested and I was
onto the next thing.

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I was onto the next realtor.

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Less expensive lesson learned,

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right?
Seriously.

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So that's why I did this
accountability group.

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That's why I'm doing training on
this.

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This is why I'm doing a podcast
about it.

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This is that stuff that we're just
forgetting.

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A lot of you knock it out of the
park, which is great.

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But a lot of you are missing the
mark on this.

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So before I go prospect new people
and always thinking new people are

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going to change my business, I
need to squeeze as much juice out

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of the orange with my current
relationships.

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They already like me.

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They already trust me.

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And I guarantee you have some of
those realtors.

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And when I say realtors, I mean,
it can be anything.

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Insert referral partner.

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I'm just going to talk about

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realtors, though.

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But it doesn't matter who it is.

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But I guarantee there are some of
you that have realtors that aren't

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sending you all their business.

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That's a fact.

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So how do you change that?
It's easier to change that than it

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is to go get a brand new person to
start sending you all their stuff.

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That's an uphill battle.

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One worth fighting.

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It's the right realtor, one worth
going on that journey.

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But before we go on that journey,
let's take care of the people,

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right?
Let's show the love.

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It's like all the people around
you in your world that love you.

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Just because you live in the same
household doesn't mean you don't

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need to tell the people around you
that you love them.

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And thank you for that.

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And thank you for doing that and

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show gratitude and connect with
them.

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We're human beings.

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We need to connect.

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And those who are best at
connecting with people are going

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to win.

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It's not because you're the best

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mortgage broker.

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Anyone can close a mortgage.

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Someone told me this way long ago,
maybe eight, nine years ago.

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He's like, Ryan, get over
yourself.

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Anyone can close mortgages.

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Like, what else do you do?

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And I'm like, oh my God, you're
right.

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I thought I was this magical
person that was closing these

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deals.

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And once in a while it is, you

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are.

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You pull a rabbit out of a hat and

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you're like, yeah, I'm really
good.

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And you should be.

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You should like celebrate that.

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But there are a lot of other times
where you're like, you're just

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crushing mort.

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You're doing mortgage.

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A lot of people, thousands of
brokers can do that.

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So now why should they send you
business?

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Right?
You take care of their clients,

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you close deals.

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Okay.

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But then what?
Ah, because it's our relationship.

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It all comes back to
relationships.

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Okay.

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So let's go into it.

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So I'm going to walk you through
some things that I did.

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I'm going to walk through the
things I know other mortgage

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brokers are doing.

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You need to pick pieces of this

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and do what you like, but, and
then you have to put in the

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calendar and then you have to
actually execute on it.

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That's, I don't know which one's
more important, the calendar, the

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executing, the actual coming up
with a plan.

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So I call this a VIP realtor plan.

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You need to build your version and

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then like put it into play so we
had top top top producers i mean

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hundreds of millions of dollar
producers in the accountability

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group going yeah realized it and
then boom when it executed like it

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and then boom when it executed
like that day next day reported

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back oh my god oh my god oh my god
i'm like if they're doing it and

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these are ones who are like, have
their shit together and are

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running a really solid business
and still dropping the ball.

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Now, what does everyone else do?
What are the 3 million to 20

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million?
Like, and I hate to throw numbers

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out there because it only means so
much.

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Let's get into it.

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So first off, and I'm just going

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to go through.

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These are ideas for you.

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You pick out what you like a
weekly video now this is the only

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thing that's not one-to-one this
is a one-to-many right so

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obviously if you have a realtor
list if you have vip realtors they

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need to get a weekly value-add
video from you they don't need to

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but you should they'd appreciate
it their clients would appreciate

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it it's great content repurpose
one of your pieces of content by

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the way and send it to them right
but if you are setting that to

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your five most of your realtor
list you're going to have like

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three to five people some of you
have five to seven i would go with

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the people that send you the most
business they go on the vip list

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and then i go with the other
people who you know have more

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business, but don't send it all to
you.

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And I put them on the VIP.

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I'd start there.

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Less is more.

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Smaller the list, the better.

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And then eventually, if you're
still prospecting realtors, I'd

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identify top producing realtors.

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I'll give you a tip on how to do

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that at the end.

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And then I would put a couple of

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those on the VIP list.

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But I'm going to start with the

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people who are putting food on the
table right now and sending me

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leads.

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Okay.

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So a weekly video.

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But if I'm already sending this to

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00:08:43,448 --> 00:08:44,493
my, I'm going to say five realtor
partners.

255
00:08:44,493 --> 00:08:47,580
If I'm already sending this to my
VIP five, I might as well add on

256
00:08:47,580 --> 00:08:50,469
all the other realtors emails I
have because it's a one to many.

257
00:08:50,369 --> 00:08:50,648
Okay.

258
00:08:50,648 --> 00:08:52,392
I'm going to get that out.

259
00:08:52,392 --> 00:08:54,359
Best use of time.

260
00:08:54,259 --> 00:08:56,994
You can have 15 minutes a week.

261
00:08:56,994 --> 00:08:57,181
Boom.

262
00:08:57,181 --> 00:08:57,740
Out.

263
00:08:57,740 --> 00:08:58,300
Done.

264
00:08:58,340 --> 00:08:58,809
Number two.

265
00:08:58,809 --> 00:08:59,631
And these are no specific order.

266
00:08:59,631 --> 00:09:00,687
This is an update on leads.

267
00:09:00,687 --> 00:09:01,508
So we should track leads.

268
00:09:01,508 --> 00:09:02,271
Each individual lead.

269
00:09:02,271 --> 00:09:03,134
So we'd have a folder.

270
00:09:03,134 --> 00:09:04,071
This folder would be realtor

271
00:09:04,068 --> 00:09:04,216
leads.

272
00:09:04,216 --> 00:09:05,445
And then you click into the

273
00:09:05,445 --> 00:09:05,593
folder.

274
00:09:05,593 --> 00:09:06,380
It's on Google Drive.

275
00:09:06,380 --> 00:09:08,264
And each realtor would be in
there.

276
00:09:08,264 --> 00:09:10,347
Tom, Sally, Fred, Jennifer, boom,
boom, boom.

277
00:09:10,347 --> 00:09:11,382
And it'd just be a spreadsheet.

278
00:09:11,382 --> 00:09:12,460
And inside the spreadsheet was

279
00:09:12,580 --> 00:09:15,426
when the lead came in, the name of
the lead, when you contacted, what

280
00:09:15,426 --> 00:09:17,402
stage you're at, what your
follow-up was, just letting them

281
00:09:17,387 --> 00:09:17,709
know.

282
00:09:17,709 --> 00:09:19,300
It keeps you accountable for your

283
00:09:19,380 --> 00:09:20,100
leads, where you're at stages.

284
00:09:20,060 --> 00:09:21,084
Now, every Monday, you send the

285
00:09:21,084 --> 00:09:24,560
link to the realtor, subject line,
weekly update on leads, pop in,

286
00:09:26,240 --> 00:09:29,065
email, hey, Tom, here's an update
on the leads.

287
00:09:29,065 --> 00:09:29,922
Hope this helps.

288
00:09:30,022 --> 00:09:32,576
Let me know if you have questions.

289
00:09:32,576 --> 00:09:35,754
And it's just a link, hyperlinked
to their spreadsheet.

290
00:09:35,754 --> 00:09:39,669
A lot of times you're updating the
clients on these You're updating

291
00:09:39,669 --> 00:09:40,240
leads.

292
00:09:41,080 --> 00:09:43,085
the realtor updating the clients

293
00:09:43,085 --> 00:09:44,995
on these You're updating leads.

294
00:09:45,095 --> 00:09:48,752
the realtor story on the leads

295
00:09:48,752 --> 00:09:51,000
during the pre-approval journey,
the approval journey, but that's

296
00:09:50,900 --> 00:09:51,087
okay.

297
00:09:51,087 --> 00:09:52,960
Every Monday, you know what this

298
00:09:52,960 --> 00:09:54,218
does?
It shows you've got your shit

299
00:09:54,218 --> 00:09:54,407
together.

300
00:09:54,507 --> 00:09:56,049
It shows you're running a

301
00:09:56,049 --> 00:09:56,365
business.

302
00:09:56,365 --> 00:09:57,439
It shows you're being

303
00:09:57,439 --> 00:09:58,007
professional.

304
00:09:58,007 --> 00:09:59,036
You're tracking things.

305
00:09:59,036 --> 00:09:59,738
Nothing falls.

306
00:09:59,638 --> 00:10:01,245
It's building confidence up and

307
00:10:01,245 --> 00:10:03,352
they're going to expect it every
Monday.

308
00:10:03,352 --> 00:10:05,515
If they open it or respond, it
doesn't matter.

309
00:10:05,515 --> 00:10:11,374
They're expecting every Monday
because they know you got it.

310
00:10:11,474 --> 00:10:16,186
And there's a certain stress that
is relieved from them going, oh, I

311
00:10:16,286 --> 00:10:18,518
just know I can throw the lead in
there.

312
00:10:18,418 --> 00:10:19,140
He's tracking it.

313
00:10:19,140 --> 00:10:21,880
He shows me what he's doing.

314
00:10:21,780 --> 00:10:25,239
If I want to pop in once in a
while to see where we're at, I

315
00:10:25,093 --> 00:10:25,380
know someone's got it covered.

316
00:10:25,333 --> 00:10:25,380
Okay.

317
00:10:25,380 --> 00:10:26,466
So it's weekly update on leads.

318
00:10:26,466 --> 00:10:28,552
Any leads that come in, but I i

319
00:10:28,552 --> 00:10:32,154
want to with a big asterisk you're
not sending all your realtor leads

320
00:10:32,154 --> 00:10:35,827
in there each person has their
individual one you make the link

321
00:10:35,927 --> 00:10:41,145
google how to do this right you
make the link share make it only

322
00:10:41,145 --> 00:10:44,617
person anyone with the link gets
it and make sure they're just a

323
00:10:44,611 --> 00:10:47,261
viewer not an editor okay so there
you go.

324
00:10:47,261 --> 00:10:48,900
Another one goes without saying,
how about a monthly call?

325
00:10:49,260 --> 00:10:50,912
Whoa, what are you going to talk
about?

326
00:10:50,912 --> 00:10:52,839
Talk shop, something to have in
the industry, connect with

327
00:10:52,839 --> 00:10:55,299
someone, whatever the relationship
is, but you need to put in the

328
00:10:55,247 --> 00:10:55,306
calendar.

329
00:10:55,306 --> 00:10:56,226
Everything I'm saying here goes in

330
00:10:56,226 --> 00:10:56,530
the calendar.

331
00:10:56,530 --> 00:10:57,078
Your weekly Monday, reoccurring,

332
00:10:57,078 --> 00:10:58,538
boom, 15 minutes it takes, fire it
out.

333
00:10:58,538 --> 00:11:01,657
Weekly video, you put it on
Thursday, we send it on Friday.

334
00:11:01,657 --> 00:11:04,000
Monthly call to check in,
whatever, whatever time, and

335
00:11:04,000 --> 00:11:04,432
that's a text.

336
00:11:04,432 --> 00:11:06,456
Hey, I want to, let's jump on a

337
00:11:06,456 --> 00:11:06,674
call.

338
00:11:06,674 --> 00:11:07,928
Here's an interesting thing we

339
00:11:07,928 --> 00:11:09,236
learned in the accountability
group.

340
00:11:09,236 --> 00:11:13,309
One person does, hey, I'm going
to, my touch point is I'm going to

341
00:11:13,309 --> 00:11:16,400
drive an hour and a half to you.

342
00:11:16,400 --> 00:11:17,835
I'm going to meet you.

343
00:11:17,835 --> 00:11:22,139
And we are going to, we're going
to chat and catch up, but we're

344
00:11:22,139 --> 00:11:23,826
also going to create content.

345
00:11:23,826 --> 00:11:26,358
We're going to ask each other

346
00:11:26,358 --> 00:11:26,780
questions.

347
00:11:27,620 --> 00:11:29,692
We're going to create content and

348
00:11:29,692 --> 00:11:33,327
we're both going to use that for
our social.

349
00:11:33,327 --> 00:11:37,616
And then I peace out and I drive
an hour and a half home.

350
00:11:37,616 --> 00:11:40,388
Think of the wow factor with that.

351
00:11:40,388 --> 00:11:40,866
That's pretty cool.

352
00:11:40,866 --> 00:11:45,005
So then we mentioned that in the
accountability group, because that

353
00:11:45,005 --> 00:11:46,775
was one of the agents.

354
00:11:46,875 --> 00:11:48,806
And then another agent, a top

355
00:11:48,706 --> 00:11:49,169
producing agent.

356
00:11:49,169 --> 00:11:51,408
So the reason I keep saying top

357
00:11:51,408 --> 00:11:54,388
producing agent is because the top
producing agents, really, I think

358
00:11:54,387 --> 00:11:55,332
they're the most serious about
their business.

359
00:11:55,332 --> 00:12:00,188
And it's kind of like if they're
doing it, if they're in the weeds,

360
00:12:00,188 --> 00:12:02,703
they're in the grassroots stuff
doing this, why aren't you?

361
00:12:02,703 --> 00:12:04,429
What are you doing?
They're crushing all these more.

362
00:12:04,429 --> 00:12:07,338
Why can't you be doing that stuff?
If they're doing it, they're not

363
00:12:07,438 --> 00:12:08,661
too big for it, is what I'm
saying.

364
00:12:08,761 --> 00:12:11,222
So she took this idea and she
checks in on Zoom calls with her

365
00:12:11,200 --> 00:12:11,969
referral partner.

366
00:12:11,869 --> 00:12:13,340
So she reached out that day and

367
00:12:13,340 --> 00:12:14,936
the accountability group said,
hey, let's jump on a Zoom call.

368
00:12:14,901 --> 00:12:15,922
So they chit-chatted for their
half-hour catch-up, whatever it

369
00:12:15,886 --> 00:12:17,601
was, probably talking about the
first-time homebuyer changes and

370
00:12:17,601 --> 00:12:18,487
all that stuff.

371
00:12:18,387 --> 00:12:20,168
And then she's like, hey, I have

372
00:12:20,168 --> 00:12:20,483
an idea.

373
00:12:20,483 --> 00:12:22,845
The last 10 minutes, I'm going to

374
00:12:22,845 --> 00:12:22,965
record.

375
00:12:22,965 --> 00:12:24,991
I'm going to ask you a couple of

376
00:12:24,991 --> 00:12:25,527
questions.

377
00:12:25,627 --> 00:12:27,375
I'm going to ask you, what do you

378
00:12:27,375 --> 00:12:31,718
think of the new news coming in?
What do you see it in?

379
00:12:31,718 --> 00:12:34,796
How do you think that's going to
impact people?

380
00:12:34,796 --> 00:12:38,289
And I'm going to ask you, explain
a stressful situation that one of

381
00:12:38,189 --> 00:12:42,243
your clients was having and how
you solved it and vice versa.

382
00:12:42,243 --> 00:12:45,640
So I'm going to, and we're just
going to record it.

383
00:12:45,640 --> 00:12:48,107
I'm going to fire you off the
recording and then you can slice

384
00:12:48,107 --> 00:12:48,995
it up into three, four reels.

385
00:12:48,995 --> 00:12:52,256
And that's your content.

386
00:12:52,256 --> 00:12:55,882
She's like, my referral partner,
we did it yesterday over the moon.

387
00:12:55,882 --> 00:12:59,068
So happy, so excited, was like
very thankful, very grateful.

388
00:12:59,068 --> 00:13:01,413
So you got your connection, plus
you're helping their business with

389
00:13:01,513 --> 00:13:01,762
content.

390
00:13:01,662 --> 00:13:02,924
It shows you care, right?

391
00:13:02,924 --> 00:13:05,883
Like there's, it doesn't cost you
a dollar to do this.

392
00:13:05,883 --> 00:13:08,882
So you should take that at one
idea and fricking run with it.

393
00:13:08,882 --> 00:13:10,890
Reach out to your referral
partners, the VIP people that have

394
00:13:10,890 --> 00:13:13,154
been sending you business, or, you
know, have more business and go,

395
00:13:13,154 --> 00:13:14,589
Hey, I want to connect with you on
a 15-minute Zoom.

396
00:13:14,589 --> 00:13:15,546
And then boom, surprise them.

397
00:13:15,538 --> 00:13:16,404
Don't tell them, hey, on the back

398
00:13:16,404 --> 00:13:18,040
end of it, we're going to do
content.

399
00:13:18,080 --> 00:13:21,937
And then because they're going to
be like, ah, no, no, no, no. My

400
00:13:21,937 --> 00:13:24,540
makeup and I got to get, nope,
show up.

401
00:13:24,540 --> 00:13:27,228
And then you're going to go, hey,
I have an idea.

402
00:13:27,228 --> 00:13:28,213
We're on the Zoom call.

403
00:13:28,113 --> 00:13:28,555
I'll click record.

404
00:13:28,555 --> 00:13:29,903
I'm going to ask you these three
questions.

405
00:13:29,903 --> 00:13:31,525
So take a second to prep yourself.

406
00:13:31,425 --> 00:13:32,581
And then let's record.

407
00:13:32,581 --> 00:13:36,253
And I'll send you the recording
recording when you've got content

408
00:13:36,253 --> 00:13:41,770
i have content awesome and i'll
put it on my social and maybe you

409
00:13:41,870 --> 00:13:46,900
give them questions to ask you at
the very minimum or maybe not and

410
00:13:46,800 --> 00:13:50,550
it's just like hey i'll put this
on my social me asking you

411
00:13:50,550 --> 00:13:54,244
question i'll go here here's what
you know and then include them in

412
00:13:54,244 --> 00:13:57,009
the mention at Tom Realtor said
about this, right?

413
00:13:57,009 --> 00:13:58,849
And that's content free.

414
00:13:58,849 --> 00:14:00,642
Looks like you're on a podcast.

415
00:14:00,642 --> 00:14:01,511
So cool.

416
00:14:01,511 --> 00:14:02,371
Such a great idea.

417
00:14:02,371 --> 00:14:02,628
Phenomenal.

418
00:14:02,628 --> 00:14:03,688
Wasn't my idea.

419
00:14:03,688 --> 00:14:06,720
Took that from the accountability
group, which is why I love those

420
00:14:06,860 --> 00:14:07,852
accountability groups so much.

421
00:14:07,852 --> 00:14:09,545
They go so many different angles

422
00:14:09,545 --> 00:14:12,498
and some people have said it's the
best thing they've ever been a

423
00:14:12,482 --> 00:14:14,608
part of and they keep coming back
over and over and over again.

424
00:14:14,608 --> 00:14:17,226
And I'm going to keep doing it
because I really, really like

425
00:14:17,141 --> 00:14:17,341
them.

426
00:14:17,313 --> 00:14:17,701
Okay, next one.

427
00:14:17,701 --> 00:14:19,814
So that should go without saying.

428
00:14:19,814 --> 00:14:21,150
And that goes in the calendar.

429
00:14:21,150 --> 00:14:22,723
Next one is a quarterly lunch or
dinner.

430
00:14:22,723 --> 00:14:28,724
You learn a lot about people when
you break bread with them.

431
00:14:28,663 --> 00:14:29,179
You do.

432
00:14:29,079 --> 00:14:30,294
You learn how they show up on

433
00:14:30,294 --> 00:14:30,494
time.

434
00:14:30,433 --> 00:14:31,038
Are they looking around?

435
00:14:31,023 --> 00:14:32,792
Do they have their phone on the Do
they have their phone on the

436
00:14:32,792 --> 00:14:33,660
table?
How do they treat the staff?

437
00:14:33,660 --> 00:14:36,265
How do they treat the hostess?
How do they like what you learn

438
00:14:36,265 --> 00:14:39,239
the mannerisms you learn like the
reading, like you just learn those

439
00:14:39,239 --> 00:14:43,104
things where you're just like,
okay, you start, you start to see

440
00:14:43,104 --> 00:14:45,441
if they're your people or not.

441
00:14:45,441 --> 00:14:47,865
You drive to wherever they are.

442
00:14:47,865 --> 00:14:51,240
You put it in your calendar, you
type it out, you go, Hey, I'm

443
00:14:51,640 --> 00:14:54,100
going to take you out.

444
00:14:54,054 --> 00:14:55,014
I'm coming to you.

445
00:14:55,114 --> 00:14:56,020
Wherever it is, I'm coming to you.

446
00:14:56,012 --> 00:14:56,780
Let's go.

447
00:14:56,780 --> 00:14:58,253
You connect with them on a
different level.

448
00:14:58,253 --> 00:15:01,279
I know this is like basic stuff,
but a lot of you are doing it.

449
00:15:01,279 --> 00:15:02,605
Some of you are doing it.

450
00:15:02,605 --> 00:15:03,874
It could be golf, whatever that

451
00:15:03,874 --> 00:15:04,220
is.

452
00:15:04,580 --> 00:15:05,710
Whatever your thing is should be a

453
00:15:05,710 --> 00:15:08,300
quarterly thing where you go to
them and you pick up the tab.

454
00:15:08,300 --> 00:15:10,849
It morphs into each of you start
picking up tabs.

455
00:15:10,749 --> 00:15:12,720
But for the time being, it starts
with that.

456
00:15:13,740 --> 00:15:16,622
And understand if budget's tight,
put it on the credit card.

457
00:15:16,622 --> 00:15:20,002
There's no better use of your time
than belly to belly with a

458
00:15:19,902 --> 00:15:24,891
referral partner who has people
who trust them and are willing to

459
00:15:22,180 --> 00:15:25,542
refer you 5, 10, 15 deals a year.

460
00:15:25,542 --> 00:15:27,260
The ROI on that's insane.

461
00:15:27,260 --> 00:15:28,589
Remember, you only need five
people.

462
00:15:28,589 --> 00:15:30,451
Once you're prospecting, you find
your rock stars.

463
00:15:30,452 --> 00:15:33,642
Maybe you need a little more, but
for me, it was five.

464
00:15:33,642 --> 00:15:36,324
When you have your five rock
stars, you're done prospecting.

465
00:15:36,224 --> 00:15:38,833
Then you just implement this plan
on those five rock stars.

466
00:15:38,833 --> 00:15:39,749
Daily comments on social.

467
00:15:39,749 --> 00:15:41,026
Once again, pretty basic.

468
00:15:40,926 --> 00:15:41,798
Yeah, you're already on social.

469
00:15:41,898 --> 00:15:43,096
And you're on liking and

470
00:15:42,996 --> 00:15:44,847
commenting on other people's shit
that have no impact in your

471
00:15:44,847 --> 00:15:45,173
business.

472
00:15:45,173 --> 00:15:46,731
Why not put your VIP realtors in

473
00:15:46,731 --> 00:15:48,961
there and go onto their profile
and start consuming their content

474
00:15:48,947 --> 00:15:51,296
and liking and commenting
thoughtful comments and go on

475
00:15:51,396 --> 00:15:52,740
their stories and start consuming
their content and liking and

476
00:15:53,440 --> 00:15:55,041
commenting, thoughtful comments,
and go on their stories and do the

477
00:15:54,941 --> 00:15:55,399
same.

478
00:15:55,399 --> 00:15:57,436
Stay in front of them and support

479
00:15:57,436 --> 00:15:57,633
their business.

480
00:15:57,633 --> 00:15:58,222
Why?

481
00:15:58,222 --> 00:15:59,989
I ask you, why would you not do
that?

482
00:15:59,989 --> 00:16:03,431
You're already on there doing
stuff, wasting time and not moving

483
00:16:03,431 --> 00:16:04,558
the needle anywhere.

484
00:16:04,558 --> 00:16:06,680
Go support the ones supporting

485
00:16:06,661 --> 00:16:06,680
you.

486
00:16:12,380 --> 00:16:13,747
Not going to spend any more time

487
00:16:13,747 --> 00:16:14,473
on that one.

488
00:16:14,473 --> 00:16:14,644
Next one.

489
00:16:14,644 --> 00:16:16,010
Once a year, create a moment of
wow.

490
00:16:16,010 --> 00:16:17,321
What's your moment of wow?
You have to decide.

491
00:16:17,292 --> 00:16:19,591
Is there anything from me buying
his kid Connor McDavid rookie card

492
00:16:19,591 --> 00:16:22,546
seven years ago?
30 bucks, send to the house, the

493
00:16:22,646 --> 00:16:23,629
kid's name, boom.

494
00:16:23,629 --> 00:16:27,471
That was a guy who was sending me

495
00:16:27,471 --> 00:16:31,331
a couple of deals, sent me all his
deals after that.

496
00:16:31,331 --> 00:16:33,296
Another one sent on the phone with
him, not feeling great, but

497
00:16:33,196 --> 00:16:36,129
hungry, while in the morning,
lying about his wife, wants eggs

498
00:16:36,029 --> 00:16:40,561
banded, around the store, around
the car, they were maybe gonna go,

499
00:16:40,461 --> 00:16:43,081
I said, hold tight.

500
00:16:42,981 --> 00:16:46,591
I went and ordered, skipped the

501
00:16:46,591 --> 00:16:49,775
dishes, it was there in 30, 45
minutes.

502
00:16:49,775 --> 00:16:51,809
Showed up, boom, eggs banded.

503
00:16:51,809 --> 00:16:53,473
He's like, dude, that's awesome.

504
00:16:53,473 --> 00:16:53,988
That's awesome.

505
00:16:53,988 --> 00:16:56,786
Certain type of books, babies

506
00:16:56,786 --> 00:16:58,400
weren't sleeping at night.

507
00:16:58,400 --> 00:16:59,293
I knew this.

508
00:16:59,293 --> 00:17:03,360
So I'd send him a book from
Amazon.

509
00:17:03,360 --> 00:17:05,401
I'd use Amazon early in my career
because it didn't cost a lot of

510
00:17:05,348 --> 00:17:05,617
money.

511
00:17:05,617 --> 00:17:06,756
It would get there really quick

512
00:17:06,656 --> 00:17:09,239
and I could get big bang for my
buck on the wow.

513
00:17:09,138 --> 00:17:10,300
Could be taking them out to
events.

514
00:17:10,300 --> 00:17:14,684
I've taken them out to sporting
events and concerts, whatever,

515
00:17:14,684 --> 00:17:14,944
whatever.

516
00:17:14,944 --> 00:17:16,951
Invite them to poker nights.

517
00:17:16,951 --> 00:17:20,501
It've taken them out to sporting
events and concerts, whatever,

518
00:17:20,501 --> 00:17:20,704
whatever.

519
00:17:20,704 --> 00:17:22,810
Invite them to poker It doesn't

520
00:17:22,810 --> 00:17:23,488
nights.

521
00:17:23,488 --> 00:17:24,766
Whatever matter.

522
00:17:24,766 --> 00:17:26,484
it you pick is, your moment of
wow.

523
00:17:26,484 --> 00:17:28,373
But you need But to do all
something.

524
00:17:28,272 --> 00:17:31,749
you need to slow this, down and
realize an opportunity.

525
00:17:31,749 --> 00:17:33,860
Right?
Stop spending that energy on

526
00:17:33,760 --> 00:17:36,474
people who don't even know you
exist.

527
00:17:36,474 --> 00:17:38,159
Get to that later.

528
00:17:38,159 --> 00:17:39,801
Take care of the ones.

529
00:17:39,801 --> 00:17:41,475
Right?
Trying to impress all these other

530
00:17:41,375 --> 00:17:42,364
people out there.

531
00:17:42,364 --> 00:17:43,184
You have people sitting there

532
00:17:43,184 --> 00:17:44,587
like, hey, hey, what about me?
What about me?

533
00:17:44,487 --> 00:17:48,280
And they start to feel like
unwanted a bit.

534
00:17:48,280 --> 00:17:50,988
And like, hey, like, hey, I've
sent you business.

535
00:17:50,988 --> 00:17:53,048
Like, hey, what's going on?
Okay, moving on.

536
00:17:53,148 --> 00:17:55,202
I gave you some bonus things.

537
00:17:55,202 --> 00:17:57,175
A couple of things show up to

538
00:17:57,175 --> 00:17:57,700
their events.

539
00:17:57,660 --> 00:17:58,680
If they have events, like, come

540
00:17:58,580 --> 00:17:59,979
on, that's once again, low hanging
fruit.

541
00:17:59,879 --> 00:18:01,860
Chances are some of your clients
are going to be there.

542
00:18:02,540 --> 00:18:05,830
So it's like they're footing the
bill for this thing.

543
00:18:05,930 --> 00:18:09,164
You're showing up getting to
network with clients you've closed

544
00:18:09,164 --> 00:18:10,836
deals with and bring your family,
right?

545
00:18:10,736 --> 00:18:12,612
Your family should be included as
much of this as possible.

546
00:18:12,612 --> 00:18:14,876
Um, like, cause why not?
Why wouldn't you, they don't want

547
00:18:14,876 --> 00:18:16,332
to go and then sure, get it.

548
00:18:16,332 --> 00:18:17,788
But it's like, we roll as a

549
00:18:17,788 --> 00:18:18,012
family.

550
00:18:18,012 --> 00:18:18,628
So that's for us.

551
00:18:18,628 --> 00:18:20,269
It's like, we roll together.

552
00:18:20,269 --> 00:18:20,597
That's it.

553
00:18:20,597 --> 00:18:21,219
Wiley's are coming.

554
00:18:21,206 --> 00:18:22,658
It's all of us, all or none.

555
00:18:22,658 --> 00:18:24,110
That's our model.

556
00:18:23,979 --> 00:18:24,726
That's not our's not our motto but

557
00:18:24,621 --> 00:18:29,721
you get it uh this is a one right
here this is you could do right

558
00:18:29,523 --> 00:18:35,527
now you could pause this podcast
and go do this right now and gain

559
00:18:35,495 --> 00:18:35,900
massive reciprocity go leave a
review go and leave a review for a

560
00:18:35,761 --> 00:18:44,580
realtor as long as it's warranted
go i'm going to give you another

561
00:18:44,580 --> 00:18:46,260
tip that we learned in the
accountability group is a ninja

562
00:18:46,220 --> 00:18:52,206
move that i had not done before or
thought of but for this one go

563
00:18:52,106 --> 00:18:55,792
leave a review and make it very
thoughtful i love working with

564
00:18:55,792 --> 00:18:58,655
this realtor because of this this
this i've seen firsthand how they

565
00:18:58,755 --> 00:19:02,979
take care of blah blah blah they
stand out they bubble out their

566
00:19:02,879 --> 00:19:04,541
attention to detail they They care
so much.

567
00:19:04,541 --> 00:19:05,860
They treat you like family.

568
00:19:07,040 --> 00:19:08,060
All my clients have always been

569
00:19:08,060 --> 00:19:08,400
super happy.

570
00:19:08,400 --> 00:19:09,079
Blah, blah, blah.

571
00:19:09,078 --> 00:19:09,278
Post.

572
00:19:09,377 --> 00:19:10,735
Guess what happens after that?

573
00:19:10,735 --> 00:19:11,985
They get an email.

574
00:19:11,985 --> 00:19:14,320
And then on that email, it's like,

575
00:19:14,320 --> 00:19:17,411
whoa, what are they going to do?
They're going to reach out.

576
00:19:17,411 --> 00:19:17,818
Thank you.

577
00:19:17,818 --> 00:19:19,889
And then a lot of times they'll

578
00:19:19,889 --> 00:19:21,362
leave you one back.

579
00:19:21,362 --> 00:19:22,300
Two ninja moves.

580
00:19:22,300 --> 00:19:25,984
When you have reviews being, if
you don't have reviews, by the

581
00:19:25,984 --> 00:19:27,771
way, go freaking set that up.

582
00:19:27,771 --> 00:19:29,076
Google places, go Google it.

583
00:19:29,076 --> 00:19:30,680
You need that.

584
00:19:30,680 --> 00:19:31,354
Come on.

585
00:19:31,354 --> 00:19:34,051
Once you have realtors leaving you
reviews, then you take those, you

586
00:19:34,051 --> 00:19:35,797
put them on a PDF.

587
00:19:35,797 --> 00:19:37,914
You have like your three, four or

588
00:19:38,014 --> 00:19:41,365
five reviews from your realtor
saying things about you, why

589
00:19:41,365 --> 00:19:43,973
people should use you and how
you've helped their clients.

590
00:19:43,973 --> 00:19:45,456
Print that out and keep that.

591
00:19:45,456 --> 00:19:46,401
What do you do with that?

592
00:19:46,401 --> 00:19:48,669
I'm going to put that on social.

593
00:19:48,669 --> 00:19:51,263
I'm going to use that when I'm

594
00:19:51,263 --> 00:19:56,987
prospecting other realtors i'm i'm
going to go here here's what other

595
00:19:56,987 --> 00:20:01,375
good producing realtors are saying
about me i'm just throwing here

596
00:20:01,375 --> 00:20:06,280
just want to show you like i'm
good at what i do but don't take

597
00:20:06,280 --> 00:20:08,976
my word take their word here you
go it's all documented ah that's a

598
00:20:08,968 --> 00:20:10,438
ninja move i got a couple more for
you.

599
00:20:10,438 --> 00:20:11,058
Maybe one more.

600
00:20:11,058 --> 00:20:11,245
Yeah.

601
00:20:11,245 --> 00:20:12,547
Losing my train of thought here.

602
00:20:12,547 --> 00:20:12,671
Okay.

603
00:20:12,671 --> 00:20:15,696
That's time for this podcast
brought to you by Americano.

604
00:20:15,696 --> 00:20:18,443
Sorry, I have one more ninja move
for you on that.

605
00:20:18,443 --> 00:20:20,464
And this was something that
someone did explain the

606
00:20:20,464 --> 00:20:23,207
accountability group and it
produced his top referral partner.

607
00:20:23,207 --> 00:20:25,106
It's sitting in front of you right
now.

608
00:20:25,106 --> 00:20:27,778
So every transaction, real estate
transaction, like a purchase

609
00:20:27,778 --> 00:20:31,700
transaction, there's a buyer agent
and a listing agent for the most

610
00:20:31,740 --> 00:20:31,940
part.

611
00:20:31,895 --> 00:20:33,673
Sometimes you know them, sometimes

612
00:20:33,673 --> 00:20:33,975
you don't.

613
00:20:34,075 --> 00:20:35,184
You should be introducing yourself

614
00:20:35,184 --> 00:20:35,889
to each, non-negotiable, every
deal.

615
00:20:35,889 --> 00:20:36,430
I'm Ryan Wiley.

616
00:20:36,352 --> 00:20:36,980
That's not the Ninja move.

617
00:20:37,020 --> 00:20:37,515
I'm Ryan Wiley, mortgage I'm
agent.

618
00:20:37,515 --> 00:20:39,571
working with your client or I'm
Ryan That's Wiley.

619
00:20:39,571 --> 00:20:41,649
not the ninja I'm move.

620
00:20:41,749 --> 00:20:42,747
Ryan mortgage Wiley, I'm agent.

621
00:20:42,847 --> 00:20:46,265
working with your client or I'm
working with a client who is on

622
00:20:46,265 --> 00:20:47,780
the other side of this transaction
listing agent.

623
00:20:49,240 --> 00:20:51,645
Just introducing myself, letting
you know we're on schedule to

624
00:20:51,645 --> 00:20:51,863
close.

625
00:20:51,963 --> 00:20:53,120
I give weekly updates, by the way,

626
00:20:53,540 --> 00:20:54,992
to the agents that you don't know
there.

627
00:20:54,992 --> 00:20:56,713
That's another tip you should be
doing.

628
00:20:56,713 --> 00:20:58,131
Low-hanging fruit doesn't cost
anything.

629
00:20:58,131 --> 00:21:01,133
They will respond to you on that
because you're telling them their

630
00:21:01,133 --> 00:21:02,720
paycheck is on schedule versus you
reaching out and them not knowing

631
00:21:03,040 --> 00:21:03,192
you.

632
00:21:03,192 --> 00:21:04,005
It's all warm and fuzzy.

633
00:21:04,005 --> 00:21:05,865
Go and maximize the warm and
fuzzy.

634
00:21:05,865 --> 00:21:06,950
The water's warm.

635
00:21:06,950 --> 00:21:08,637
Get in the water because when it's

636
00:21:08,637 --> 00:21:11,546
over, three months go by, the
water's cold now so then you're

637
00:21:11,546 --> 00:21:14,048
jumping in cold water it's easier
going in the warm so what this

638
00:21:14,048 --> 00:21:16,471
agent did is when he liked a
realtor who was on the buyer's

639
00:21:16,471 --> 00:21:20,407
side um he would go and leave a
review for them hey i just worked

640
00:21:20,407 --> 00:21:24,092
with this realtor and explained
boom boom, their process was

641
00:21:24,092 --> 00:21:24,272
awesome.

642
00:21:24,272 --> 00:21:27,065
They did this extra for the

643
00:21:27,065 --> 00:21:27,358
client.

644
00:21:27,358 --> 00:21:29,262
Didn't have to, but they did.

645
00:21:29,262 --> 00:21:33,816
And my clients really appreciated
it.

646
00:21:33,816 --> 00:21:35,856
And they stood out and I work with
a lot of realtors.

647
00:21:35,856 --> 00:21:39,722
And I'm just telling you this
person, blah, blah, blah, blah,

648
00:21:39,722 --> 00:21:40,818
blah, fired off.

649
00:21:40,818 --> 00:21:43,480
That person reached out right away

650
00:21:43,480 --> 00:21:45,147
and said, wow, that's great.

651
00:21:45,147 --> 00:21:48,865
I liked working with you too.

652
00:21:48,865 --> 00:21:49,374
Let's meet.

653
00:21:49,474 --> 00:21:51,296
And then they met and the realtor

654
00:21:51,296 --> 00:21:54,829
was like, I like hanging out with
people who are like-minded and it

655
00:21:54,929 --> 00:21:57,119
looks like we're running our
businesses a lot.

656
00:21:57,119 --> 00:22:00,057
Like let's start doing business.

657
00:22:00,057 --> 00:22:02,195
It's now his top referral partner.

658
00:22:02,295 --> 00:22:02,828
Go figure.

659
00:22:02,828 --> 00:22:04,640
Go freaking figure.

660
00:22:04,638 --> 00:22:04,880
Oh my God.

661
00:22:04,779 --> 00:22:05,248
So yeah, so easy right there.

662
00:22:05,189 --> 00:22:05,550
Make a list of this stuff.

663
00:22:05,530 --> 00:22:05,884
Write it down.

664
00:22:05,699 --> 00:22:05,932
Come on.

665
00:22:05,897 --> 00:22:06,080
Let's go kids.

666
00:22:06,080 --> 00:22:08,160
A couple other easy ones here.

667
00:22:08,160 --> 00:22:09,520
Make sure you know your VIP

668
00:22:09,520 --> 00:22:12,640
realtors, their spouse's name and
their kid's name.

669
00:22:12,960 --> 00:22:15,093
You start a conversation like
that.

670
00:22:15,093 --> 00:22:17,627
This is basic stuff, but you
should be doing it.

671
00:22:17,627 --> 00:22:19,694
Hey, how's Sally doing?
And hey, when people come to me

672
00:22:19,694 --> 00:22:21,351
and they're like, hey, did you and
Jen go?

673
00:22:21,351 --> 00:22:25,851
It's not just, did you go?
It's like, did you and Jen enjoy

674
00:22:25,851 --> 00:22:28,795
your time?
Or hey, the Jagger and Holt, how

675
00:22:28,795 --> 00:22:31,208
was that soccer tournament they
went?

676
00:22:31,208 --> 00:22:33,746
I'm like, ah, you got my
attention.

677
00:22:33,646 --> 00:22:35,882
And now I know you're paying
attention.

678
00:22:35,882 --> 00:22:37,828
And you've put me there.

679
00:22:37,927 --> 00:22:40,227
There's a lot of noise out there

680
00:22:40,227 --> 00:22:41,551
in the universe.

681
00:22:41,551 --> 00:22:43,937
And when you do that, you cut

682
00:22:43,937 --> 00:22:44,804
through it.

683
00:22:44,804 --> 00:22:46,540
You cut through the noise.

684
00:22:46,540 --> 00:22:47,691
Know that stuff.

685
00:22:47,691 --> 00:22:48,736
You should.

686
00:22:48,736 --> 00:22:51,247
Put in your phone, inside the
contact card.

687
00:22:51,247 --> 00:22:53,548
Last but not least, you have it.

688
00:22:53,548 --> 00:22:56,193
There's a date when you two

689
00:22:56,193 --> 00:22:57,788
started referring business back
and forth.

690
00:22:57,788 --> 00:23:01,615
Mark that in your calendar, have
it as an annual repeat.

691
00:23:01,615 --> 00:23:03,562
And that is Tom and Ryan
anniversary.

692
00:23:03,662 --> 00:23:03,944
Right.

693
00:23:03,844 --> 00:23:05,653
And then guess what happens when

694
00:23:05,653 --> 00:23:07,819
that year comes up, you're
reaching out, Hey, happy

695
00:23:07,719 --> 00:23:07,896
anniversary.

696
00:23:07,896 --> 00:23:09,431
It's our, it's our two year

697
00:23:09,431 --> 00:23:10,606
anniversary of working together.

698
00:23:10,606 --> 00:23:11,659
Let's go get a drink and

699
00:23:11,659 --> 00:23:11,712
celebrate.

700
00:23:11,712 --> 00:23:11,869
Right?

701
00:23:11,869 --> 00:23:14,853
Like it becomes a moment to
celebrate, but it's not a moment

702
00:23:14,853 --> 00:23:16,924
unless you remember the moment and
it's in the calendar.

703
00:23:16,924 --> 00:23:19,710
I know some of you don't like
working with the calendars.

704
00:23:19,710 --> 00:23:22,104
Well, I don't know what you're
going to do that.

705
00:23:22,104 --> 00:23:25,845
You're going to write on a piece
of paper, fold it up, put it in

706
00:23:25,845 --> 00:23:28,163
your back pocket and just keep
wearing the same pants forever.

707
00:23:28,063 --> 00:23:30,604
So you can keep looking at it.

708
00:23:30,604 --> 00:23:31,990
I don't know.

709
00:23:32,090 --> 00:23:35,455
This is what you do though.

710
00:23:35,355 --> 00:23:37,128
It's pretty cool when you reach

711
00:23:37,128 --> 00:23:39,655
out and you're like, happy hey,
fifth year anniversary.

712
00:23:39,755 --> 00:23:42,871
It just cements the relationship
psychologically with them that's a

713
00:23:42,771 --> 00:23:43,360
long time.

714
00:23:43,360 --> 00:23:45,854
too, going, wow, Oh my God, time

715
00:23:45,854 --> 00:23:47,378
goes by so fast.

716
00:23:47,278 --> 00:23:48,339
Yeah, yeah, let's celebrate.

717
00:23:48,339 --> 00:23:49,613
And then you get together and
celebrate.

718
00:23:49,613 --> 00:23:50,462
Pretty cool.

719
00:23:50,562 --> 00:23:51,934
So to do all this, pretty steps

720
00:23:51,934 --> 00:23:54,392
you have to one identify your top
referral partners your top two

721
00:23:54,392 --> 00:23:56,894
three four five whatever that is
maybe a little more it's up to you

722
00:23:56,894 --> 00:23:58,924
number two write them down write
down who these people are number

723
00:23:58,924 --> 00:24:02,382
three build out your vip plan take
notes from what i just said and

724
00:24:02,382 --> 00:24:04,700
map out what your things are.

725
00:24:04,840 --> 00:24:05,938
I've got so many other things, but

726
00:24:05,938 --> 00:24:07,819
we're not going to go into them
all.

727
00:24:07,819 --> 00:24:09,709
But map out what those key things
are that you would actually do.

728
00:24:09,709 --> 00:24:11,600
And then number four, take a wild
guess what that is.

729
00:24:12,120 --> 00:24:15,324
I'm holding my fingers up if
you're just listening, not

730
00:24:15,324 --> 00:24:15,520
watching.

731
00:24:15,600 --> 00:24:17,236
Put it in the in the calendar.

732
00:24:17,236 --> 00:24:21,177
Yeah, put it in the freaking
calendar.

733
00:24:21,177 --> 00:24:22,200
Come on.

734
00:24:22,260 --> 00:24:23,503
This is, we got this.

735
00:24:23,503 --> 00:24:24,746
You got this.

736
00:24:24,746 --> 00:24:27,486
Okay, so there you go, kids.

737
00:24:27,486 --> 00:24:29,317
That's how you build a VIP realtor
plan.

738
00:24:29,317 --> 00:24:31,661
Something you should do, something
you should think about.

739
00:24:31,661 --> 00:24:36,750
And if you, for one second, think,
no, they're just going to keep

740
00:24:36,650 --> 00:24:37,800
sending me everything.

741
00:24:37,980 --> 00:24:40,263
They're going to not, like, come

742
00:24:40,263 --> 00:24:43,080
on, someone's going to come sneak
in there.

743
00:24:43,080 --> 00:24:44,600
Eat your lunch at some point.

744
00:24:44,600 --> 00:24:51,807
But also, is that what you're

745
00:24:51,780 --> 00:24:52,791
hanging that relationship on?
Like, no, no, no, no, no, no.

746
00:24:52,791 --> 00:24:53,393
Like, like, seriously, is that
your answer?

747
00:24:53,389 --> 00:24:53,715
And it's not.

748
00:24:53,688 --> 00:24:53,922
Yeah, you're right.

749
00:24:53,918 --> 00:24:54,515
I enjoy spending time with them.

750
00:24:54,615 --> 00:24:55,379
We should support each other's

751
00:24:55,312 --> 00:24:55,512
business.

752
00:24:55,445 --> 00:24:56,310
I should connect on a different

753
00:24:56,309 --> 00:24:56,509
level.

754
00:24:56,476 --> 00:24:56,825
We are human beings.

755
00:24:56,808 --> 00:24:57,582
It's much more than business.

756
00:24:57,682 --> 00:24:58,153
Like you build that.

757
00:24:58,153 --> 00:24:59,351
That should be your answer.

758
00:24:59,351 --> 00:25:01,918
Like, yeah, I have done a good

759
00:25:01,918 --> 00:25:02,066
job.

760
00:25:02,066 --> 00:25:03,099
That's how I would leave.

761
00:25:02,999 --> 00:25:09,980
Hey man, I've done a great job of
staying in touch.

762
00:25:09,829 --> 00:25:10,239
I want to change that.

763
00:25:10,101 --> 00:25:10,621
And so it starts with me taking

764
00:25:10,483 --> 00:25:15,240
you out for lunch.

765
00:25:15,166 --> 00:25:15,240
We're going to do that, right?

766
00:25:15,224 --> 00:25:19,221
And you get to know them a lot
better.

767
00:25:19,221 --> 00:25:20,185
But anyways, you get it.

768
00:25:20,185 --> 00:25:21,008
There you go.

769
00:25:21,008 --> 00:25:22,715
We're running accountability
groups all the time.

770
00:25:22,715 --> 00:25:26,512
If you ever want to keep up to
date on what's going on with what

771
00:25:26,512 --> 00:25:27,777
I'm doing, let's go to
IamRyanWiley.com.

772
00:25:27,777 --> 00:25:29,415
IamRyanWiley.com because that's
who I am.

773
00:25:29,415 --> 00:25:31,235
And I just launched Team Wiley.

774
00:25:31,235 --> 00:25:32,925
And so that'll be up there in the

775
00:25:32,925 --> 00:25:34,516
next day or two.

776
00:25:34,516 --> 00:25:37,608
If it's not already up there, go

777
00:25:37,608 --> 00:25:39,803
check out, watch the video.

778
00:25:39,803 --> 00:25:42,084
I'm showing you what I do, but I

779
00:25:42,084 --> 00:25:43,465
only want you to watch that.

780
00:25:43,465 --> 00:25:45,240
I'm not even going to tell you.

781
00:25:45,240 --> 00:25:45,990
Go watch yourself.

782
00:25:45,990 --> 00:25:46,240
Okay.

783
00:25:46,240 --> 00:25:46,740
Peace out, everyone.

784
00:25:46,740 --> 00:25:47,240
See you later.