256: Behind the Scenes of the Mortgage Industry

1
00:00:00,000 --> 00:00:04,046
Welcome to the mortgage game.

2
00:00:03,946 --> 00:00:07,576
I truly, truly believe that

3
00:00:07,576 --> 00:00:13,312
building a mortgage business, a
successful one, is like playing a

4
00:00:13,312 --> 00:00:13,366
game.

5
00:00:13,466 --> 00:00:14,843
There's winners, there's losers,

6
00:00:14,943 --> 00:00:16,530
there's certain things you try.

7
00:00:16,630 --> 00:00:18,067
Some of us are playing checkers

8
00:00:18,067 --> 00:00:20,093
while others are playing chess.

9
00:00:20,193 --> 00:00:22,291
I've had the ability to coach and

10
00:00:22,291 --> 00:00:23,893
mentor hundreds of mortgage
brokers.

11
00:00:23,893 --> 00:00:26,340
I myself built a very nice
business.

12
00:00:26,340 --> 00:00:29,673
So now I want to distill all that
information, all the things I've

13
00:00:29,573 --> 00:00:33,406
learned from that and bring it
directly to you in a simple to

14
00:00:33,406 --> 00:00:33,874
understand way.

15
00:00:33,874 --> 00:00:35,652
I hope you enjoy.

16
00:00:35,752 --> 00:00:36,120
Hello, everyone.

17
00:00:36,120 --> 00:00:39,255
Welcome to this week's episode of

18
00:00:39,255 --> 00:00:39,576
Commission Breath.

19
00:00:39,576 --> 00:00:41,662
Brandon Love here with Tom Moffitt

20
00:00:41,662 --> 00:00:43,208
and our good buddy and partner
Ryan Wiley.

21
00:00:43,208 --> 00:00:46,915
Ryan was one of my first coaches
jumping into the mortgage space

22
00:00:46,915 --> 00:00:51,340
and I learned a ton from him and
it's great to come full circle and

23
00:00:51,340 --> 00:00:52,964
be collaborating on stuff with
Tango now.

24
00:00:52,964 --> 00:00:57,113
In today's episode we're going to
pull back the curtain on a bunch

25
00:00:57,113 --> 00:00:58,726
of stuff we want to chat about.

26
00:00:58,726 --> 00:00:59,640
What's going on in the coaching

27
00:00:59,640 --> 00:01:02,168
space, what's going on with other
brokerages, what's going with Team

28
00:01:02,268 --> 00:01:03,049
Wiley, social media.

29
00:01:03,049 --> 00:01:05,009
We're going to kind of bob and

30
00:01:05,009 --> 00:01:07,871
weave through a bunch of different
topic points, but we've got a

31
00:01:07,871 --> 00:01:09,990
master here to come along for the
journey.

32
00:01:10,090 --> 00:01:11,550
So thanks for joining us, Ryan.

33
00:01:11,550 --> 00:01:12,174
Hey, thanks Ryan.

34
00:01:12,174 --> 00:01:12,861
Hey, thanks guys.

35
00:01:12,861 --> 00:01:14,070
Always a pleasure, man.

36
00:01:14,070 --> 00:01:15,001
I love seeing you guys' faces.

37
00:01:15,001 --> 00:01:16,066
Thanks for having me.

38
00:01:16,066 --> 00:01:17,599
So what's keeping you busy today,
Ryan?

39
00:01:17,599 --> 00:01:18,793
What is key?
Oh my goodness.

40
00:01:18,793 --> 00:01:19,260
Open-ended question.

41
00:01:19,840 --> 00:01:21,136
I know the answer.

42
00:01:21,136 --> 00:01:21,424
Yeah.

43
00:01:21,524 --> 00:01:23,080
Over the past two, three years,

44
00:01:23,080 --> 00:01:28,536
I've really been focusing on just
distilling down what I do every

45
00:01:28,536 --> 00:01:28,736
day.

46
00:01:28,829 --> 00:01:30,130
And right now it's in three

47
00:01:30,122 --> 00:01:30,507
things.

48
00:01:30,507 --> 00:01:31,815
And it's going to stay these three

49
00:01:31,815 --> 00:01:32,917
things for the foreseeable future.

50
00:01:32,917 --> 00:01:34,709
So we've got Strategy Hub, which

51
00:01:34,709 --> 00:01:35,597
co-founder with Jason Henneberry.

52
00:01:35,597 --> 00:01:38,233
We can talk more about that later.

53
00:01:38,233 --> 00:01:39,667
That's a training platform.

54
00:01:39,567 --> 00:01:42,344
We have over 500 students in that

55
00:01:42,344 --> 00:01:45,250
right now, which we're jacked
about because it's only been one

56
00:01:45,250 --> 00:01:45,470
year.

57
00:01:45,470 --> 00:01:46,900
It hasn't been one year yet.

58
00:01:46,900 --> 00:01:49,542
Number two with the VIP Club,
that's our database marketing

59
00:01:49,508 --> 00:01:50,621
company I've had for probably
five, six years.

60
00:01:50,570 --> 00:01:52,591
Jason is a partner with me on that
as well.

61
00:01:52,591 --> 00:01:56,325
And we have, I think we're in the
7,800 agent range and that's

62
00:01:56,325 --> 00:01:57,788
monthly emails we send out on your
behalf.

63
00:01:57,788 --> 00:02:01,190
And then number three is the most
recent And that's one.

64
00:02:01,190 --> 00:02:03,553
monthly emails we send out on your
And behalf.

65
00:02:03,553 --> 00:02:04,714
then number three is the most
recent one.

66
00:02:04,577 --> 00:02:04,924
And that is Team Wiley.

67
00:02:04,829 --> 00:02:05,110
I have officially launched my own

68
00:02:05,081 --> 00:02:05,635
mortgage team, as you guys know,
because it's under your brokerage.

69
00:02:05,635 --> 00:02:06,179
Go figure.

70
00:02:06,179 --> 00:02:07,967
We're very happy you decided to

71
00:02:08,067 --> 00:02:09,598
make us your home.

72
00:02:09,598 --> 00:02:10,610
I'm happy too.

73
00:02:10,610 --> 00:02:14,483
We're excited to see the things
you've got cooking because it's

74
00:02:14,583 --> 00:02:19,503
definitely a unique model compared
to what the Canadian broker space

75
00:02:19,503 --> 00:02:20,340
is used to.

76
00:02:20,700 --> 00:02:22,880
And I'm just curious, like you've

77
00:02:22,880 --> 00:02:25,936
had all of these ventures after
brokering, you've got Strategy

78
00:02:25,936 --> 00:02:28,992
Hub, you've got VIP Club, mostly
coaching based, like what made you

79
00:02:28,992 --> 00:02:31,308
veer into the team based aspect
side of things?

80
00:02:31,308 --> 00:02:32,875
Well, I wanted to solve two
problems.

81
00:02:32,975 --> 00:02:37,806
One was a problem for me and one
was a problem for other brokers.

82
00:02:37,806 --> 00:02:41,753
Talked to a lot of brokers and
over the years, what's the number

83
00:02:41,853 --> 00:02:45,857
one problem at your brokerage?
I ask that question all the time.

84
00:02:45,857 --> 00:02:49,057
And you get some of the typical
answers like, I don't get access

85
00:02:49,057 --> 00:02:50,313
to lenders or this or that.

86
00:02:50,313 --> 00:02:51,948
And those are one-offs here and

87
00:02:51,948 --> 00:02:52,248
there.

88
00:02:52,248 --> 00:02:53,105
But the biggest problem, the

89
00:02:53,105 --> 00:02:55,160
biggest answer I got, the most
common answer I got is, Ryan, I

90
00:02:55,160 --> 00:02:57,906
don't know how to get from 10
million to 29.

91
00:02:57,906 --> 00:03:00,580
I don't know how to get from 15 to
30.

92
00:03:00,680 --> 00:03:03,584
Or I'm at 50, but I'm working 70
hours.

93
00:03:03,584 --> 00:03:07,439
How do I pull back my time?
There's no one at the brokerage

94
00:03:07,439 --> 00:03:09,880
that can help me with that.

95
00:03:09,880 --> 00:03:13,270
And so they might have a mentor

96
00:03:13,270 --> 00:03:16,783
there, but that mentor can only go
so deep because typically the

97
00:03:16,783 --> 00:03:19,613
mentors or the team lead to the
broker owners running their own

98
00:03:19,613 --> 00:03:20,484
book of business.

99
00:03:20,484 --> 00:03:22,312
So they're a competing broker and

100
00:03:22,312 --> 00:03:23,788
they're being pulled in 18 million
directions.

101
00:03:23,788 --> 00:03:27,479
And they might not even have the
skill set to articulate to you how

102
00:03:27,479 --> 00:03:31,026
to get in the day to day from 10
million to 25 million.

103
00:03:31,026 --> 00:03:34,381
Whereas for the past couple of
years, that's all I've been doing.

104
00:03:34,381 --> 00:03:37,374
I've been coaching hundreds and
hundreds and hundreds of brokers

105
00:03:37,374 --> 00:03:39,201
on how to do that.

106
00:03:39,201 --> 00:03:41,759
So I'm sitting here going, geez, I

107
00:03:41,759 --> 00:03:42,672
can solve that problem.

108
00:03:42,672 --> 00:03:44,528
Part two of that was the problem.

109
00:03:44,528 --> 00:03:48,272
It's that, and then I don't think
I'm getting enough value for my

110
00:03:48,272 --> 00:03:48,497
split.

111
00:03:48,497 --> 00:03:50,580
And that's a combo of your split

112
00:03:50,580 --> 00:03:51,775
to the house.

113
00:03:51,775 --> 00:03:53,348
So if you're 80-20, 20 goes to the

114
00:03:53,348 --> 00:03:55,574
house, what am I getting for my 20
points?

115
00:03:55,574 --> 00:03:57,281
And then also the monthly fee.

116
00:03:57,281 --> 00:03:59,056
I'm paying this monthly fee, this

117
00:03:59,056 --> 00:03:59,397
advertising fee.

118
00:03:59,397 --> 00:04:02,492
I don't really know what I get

119
00:04:02,492 --> 00:04:03,396
from that.

120
00:04:03,296 --> 00:04:04,301
I'm not sure.

121
00:04:04,301 --> 00:04:07,417
Is it a desk fee?
I'm really not entirely sure.

122
00:04:07,417 --> 00:04:09,729
So there's not enough value,
perceived value from the agent,

123
00:04:09,729 --> 00:04:11,675
and they don't have the
handholding or mentorship to know

124
00:04:11,675 --> 00:04:13,432
how to grow their business.

125
00:04:13,432 --> 00:04:15,892
So those two problems, I'm like, I

126
00:04:15,892 --> 00:04:16,946
can solve that.

127
00:04:16,946 --> 00:04:17,789
I can do that.

128
00:04:17,789 --> 00:04:19,491
I'm going to start my own team.

129
00:04:19,491 --> 00:04:21,470
And then the second problem I'm

130
00:04:21,570 --> 00:04:23,520
solving, I said there was two.

131
00:04:23,740 --> 00:04:25,391
One was perceived value packaged

132
00:04:25,291 --> 00:04:25,693
with mentorship.

133
00:04:25,693 --> 00:04:27,221
I'm going to solve that.

134
00:04:27,221 --> 00:04:30,262
Part two was a me problem, was I'm
coaching people one-on-one and

135
00:04:30,262 --> 00:04:33,025
people are paying me $500 an hour.

136
00:04:32,925 --> 00:04:35,083
And I have a lineup of people and

137
00:04:35,083 --> 00:04:36,742
I coach them for three hours.

138
00:04:36,742 --> 00:04:39,259
And then they go off and they go,

139
00:04:39,359 --> 00:04:43,782
they just go, they go out there
and they start doing their thing

140
00:04:43,882 --> 00:04:45,938
and they may or may not come back.

141
00:04:45,938 --> 00:04:49,551
But if they would have come back

142
00:04:49,551 --> 00:04:52,052
three months later, then I can
show them more.

143
00:04:52,052 --> 00:04:54,013
But sometimes life happens, you
don't come back.

144
00:04:54,013 --> 00:04:56,638
And then maybe they go from 10 to
17 million.

145
00:04:56,638 --> 00:04:58,260
Well, who benefits from that long
term?

146
00:04:58,340 --> 00:05:01,032
Long term, it's the broker owner
who did nothing in that scenario

147
00:05:01,032 --> 00:05:03,783
outside of give them a place to
hang their license and answer a

148
00:05:03,778 --> 00:05:06,121
phone call or a text once in a
while or an email.

149
00:05:06,021 --> 00:05:08,555
And so I'm like, geez, I should
benefit from that.

150
00:05:08,555 --> 00:05:12,854
If I'm going to show you how to go
from 10 to 25 million, I want to

151
00:05:12,854 --> 00:05:15,153
benefit from that long term.

152
00:05:15,153 --> 00:05:18,431
And I can actually show you how to

153
00:05:18,431 --> 00:05:21,888
get even higher than that because
you're going to be forced in the

154
00:05:21,888 --> 00:05:24,080
nicest way possible to work and
collaborate with me ongoing, which

155
00:05:24,080 --> 00:05:26,491
you'll want to because it's part
of the package deal.

156
00:05:26,491 --> 00:05:28,887
So by starting Team Wiley, it's
something that does not exist in

157
00:05:28,887 --> 00:05:29,181
our industry.

158
00:05:29,169 --> 00:05:29,927
Nobody has this model.

159
00:05:29,827 --> 00:05:30,860
If you do, hit me up.

160
00:05:30,860 --> 00:05:32,457
I'd love to see what you're doing,

161
00:05:32,457 --> 00:05:32,893
but nobody does.

162
00:05:32,893 --> 00:05:34,039
Some people have training, but

163
00:05:34,039 --> 00:05:35,131
it's usually around underwriting.

164
00:05:35,131 --> 00:05:37,096
And even if you have some sales

165
00:05:37,096 --> 00:05:41,019
training, I don't know how good it
is, but even if you have sales

166
00:05:41,019 --> 00:05:43,512
training, no one's coming into
your business one-on-one with

167
00:05:43,512 --> 00:05:45,505
mentoring, showing you what to do.

168
00:05:45,505 --> 00:05:47,499
if Do this, do this, do this.

169
00:05:47,499 --> 00:05:48,242
I'm here.

170
00:05:48,142 --> 00:05:49,364
You're at the front of the line.

171
00:05:49,364 --> 00:05:51,306
So that's the model there is
something we're trying

172
00:05:51,406 --> 00:05:51,670
experimenting.

173
00:05:51,570 --> 00:05:53,150
I know it's going to work.

174
00:05:53,150 --> 00:05:55,839
This is a 10, 15, 20 year play.

175
00:05:55,839 --> 00:05:57,466
This will work and it will disrupt

176
00:05:57,466 --> 00:05:58,568
a little bit of what's going on
there.

177
00:05:58,568 --> 00:06:02,799
I'm in a unique position where I
can actually deliver all of that.

178
00:06:02,699 --> 00:06:04,989
And at the't have your own have
your own business.

179
00:06:05,089 --> 00:06:05,460
Yeah.

180
00:06:05,360 --> 00:06:07,280
So at the end of the day, sales

181
00:06:07,280 --> 00:06:07,950
and marketing is everything.

182
00:06:07,950 --> 00:06:09,626
Like without it, you don't have

183
00:06:09,626 --> 00:06:11,391
the leads coming in.

184
00:06:11,391 --> 00:06:13,026
You're not closing any loans.

185
00:06:12,926 --> 00:06:15,075
So I see that gap in the industry
as well.

186
00:06:15,075 --> 00:06:18,257
Like you alluded to the fact that
a lot of broker owners and team

187
00:06:18,357 --> 00:06:20,311
leads, they might be successful in
their business because they've

188
00:06:20,311 --> 00:06:22,434
been around for 15, 20 years.

189
00:06:22,434 --> 00:06:23,343
They have their own book of

190
00:06:23,343 --> 00:06:25,712
business with their past The leads
clients.

191
00:06:25,712 --> 00:06:27,590
just kind of flow in for They
close it them.

192
00:06:27,590 --> 00:06:29,510
when they come They haven for in.

193
00:06:29,446 --> 00:06:30,393
20 They 15, have their years.

194
00:06:30,393 --> 00:06:32,353
own book of business with their
past clients.

195
00:06:32,353 --> 00:06:34,796
The leads just kind of flow in for
them.

196
00:06:34,796 --> 00:06:36,326
They close it when they come in.

197
00:06:36,326 --> 00:06:37,830
They haven't prospected in years.

198
00:06:37,830 --> 00:06:41,249
So that side of the business is
really missing from that aspect.

199
00:06:41,249 --> 00:06:44,520
Or you have someone signed up to
your team or your brokerage or

200
00:06:44,520 --> 00:06:44,995
whatever, because they came there
thinking they were going to get

201
00:06:44,824 --> 00:06:45,122
all this gory support.

202
00:06:44,958 --> 00:06:45,306
And then little did they know that

203
00:06:45,141 --> 00:06:45,496
the broker owner is running their
And book.

204
00:06:45,298 --> 00:06:46,290
then you're like, I thought oh,
you were going to get all this

205
00:06:46,275 --> 00:06:46,553
gory support.

206
00:06:46,553 --> 00:06:47,830
And then little did they know that

207
00:06:47,830 --> 00:06:49,143
the broker owners run in their
book.

208
00:06:49,143 --> 00:06:52,635
And then you're like, Oh, I
thought you were going to be

209
00:06:52,635 --> 00:06:53,120
around.

210
00:06:53,120 --> 00:06:55,826
I'll help you package a deal here

211
00:06:55,826 --> 00:06:56,419
and there.

212
00:06:56,419 --> 00:06:56,567
Yeah.

213
00:06:56,567 --> 00:06:58,940
But how do I get business?
Oh yeah.

214
00:06:58,940 --> 00:07:00,418
No, just talk to people, just talk
to people.

215
00:07:00,405 --> 00:07:01,052
And that's a common theme.

216
00:07:01,002 --> 00:07:03,320
And so there's a lot of people at

217
00:07:03,181 --> 00:07:03,992
brokerages in bad scenarios that
are being let down in that

218
00:07:03,984 --> 00:07:04,184
scenario.

219
00:07:04,006 --> 00:07:04,374
They're coming in with unrealistic

220
00:07:04,235 --> 00:07:04,923
expectations because it was set
astronomically high and the team

221
00:07:04,784 --> 00:07:05,351
was never going to be able to
deliver.

222
00:07:05,243 --> 00:07:07,105
Or you have broker owners who are
great and they're great people.

223
00:07:07,105 --> 00:07:08,069
They're all great people.

224
00:07:08,069 --> 00:07:09,185
Most of them are good people.

225
00:07:09,185 --> 00:07:10,608
They're not doing it on purpose.

226
00:07:10,608 --> 00:07:11,907
They just have to run their life.

227
00:07:11,907 --> 00:07:14,934
But you come in and then they go,
oh, don't worry, I'll take care of

228
00:07:14,934 --> 00:07:15,266
you.

229
00:07:15,366 --> 00:07:16,594
And then they bring in a mentor.

230
00:07:16,594 --> 00:07:17,907
They bring in a mentor.

231
00:07:17,907 --> 00:07:19,837
I like the air quotes today.

232
00:07:19,837 --> 00:07:24,450
I they're going to add 10 basis
points or five basis points.

233
00:07:24,450 --> 00:07:28,115
will, oh, We're going to take that
off and they're going to mentor

234
00:07:28,115 --> 00:07:28,403
you.

235
00:07:28,403 --> 00:07:29,769
The mentor doesn't know what

236
00:07:29,769 --> 00:07:31,037
they're doing half the time.

237
00:07:31,037 --> 00:07:32,612
They don't even have their own

238
00:07:32,612 --> 00:07:33,698
book of business that they're
running.

239
00:07:33,695 --> 00:07:34,988
They don't know what they're
doing.

240
00:07:34,988 --> 00:07:35,490
They're not qualified.

241
00:07:35,590 --> 00:07:36,883
They might be qualified to package

242
00:07:36,883 --> 00:07:39,148
a send to a but I'm deal, not
talking lender, about that.

243
00:07:39,048 --> 00:07:41,021
Talking about lead gen gen
marketing, sales, soft sales like

244
00:07:41,021 --> 00:07:42,720
building out your process skills,
and helping build a team.

245
00:07:42,820 --> 00:07:49,670
systems, I'm not talking about
lender guidelines and packaging

246
00:07:49,636 --> 00:07:49,720
You can hire people to do that.

247
00:07:49,688 --> 00:07:49,720
deals.

248
00:07:49,692 --> 00:07:51,640
Talk about all the other stuff.

249
00:07:51,472 --> 00:07:51,637
So it's this janky thing that's

250
00:07:51,606 --> 00:07:53,760
built up with a lot of agents
running around in the industry,

251
00:07:53,725 --> 00:07:56,157
not having a clue how to build
their business.

252
00:07:55,992 --> 00:07:57,260
And so I want to solve that for a
select few.

253
00:07:57,218 --> 00:08:02,581
Yeah, that's the thing I found is
a lot of people are just kind of

254
00:08:02,559 --> 00:08:02,740
nomadic wandering kind of lost out
there in the industry.

255
00:08:02,695 --> 00:08:11,117
that's the thing I found is a lot
of people are just kind of nomadic

256
00:08:11,076 --> 00:08:11,200
wandering kind of lost out there
in the industry.

257
00:08:11,219 --> 00:08:17,330
And the thing I like about your
model is, you know, obviously,

258
00:08:17,291 --> 00:08:22,457
you're taking a split from people
because you're providing this

259
00:08:22,457 --> 00:08:23,009
value to them.

260
00:08:22,897 --> 00:08:23,726
But on the brokerage side of

261
00:08:23,714 --> 00:08:25,003
things, once you bring someone
from 10 to 20 million, their split

262
00:08:25,103 --> 00:08:27,379
changes within the brokerage and
they actually make that money back

263
00:08:27,279 --> 00:08:29,016
up again by getting a better split
going that way.

264
00:08:29,016 --> 00:08:31,612
So effectively, you're creating
value for yourself and them at the

265
00:08:31,612 --> 00:08:31,932
same time.

266
00:08:31,932 --> 00:08:34,556
And it works out to be as long as

267
00:08:34,556 --> 00:08:31,100
they follow the plan, it's
effectively no cost to to them.

268
00:08:31,100 --> 00:08:31,420
Bingo.

269
00:08:31,420 --> 00:08:31,548
Yeah.

270
00:08:31,548 --> 00:08:32,316
You win, I win.

271
00:08:32,316 --> 00:08:34,428
You come in, we take three steps

272
00:08:34,428 --> 00:08:35,452
back to take 10 forward.

273
00:08:35,452 --> 00:08:37,451
We'll get you up to, as you

274
00:08:37,451 --> 00:08:40,481
pointed out, some people are going
to come in on an 85-15 split

275
00:08:40,481 --> 00:08:42,960
because of where they're at in the
tier.

276
00:08:43,059 --> 00:08:45,512
So with our coaching and
mentoring, they're going to move

277
00:08:45,512 --> 00:08:49,177
up and now they might be a 90-10
and that five basis point

278
00:08:49,177 --> 00:08:50,854
difference, I'm taken care of.

279
00:08:50,854 --> 00:08:51,885
So you're essentially free rolling

280
00:08:51,885 --> 00:08:54,109
it as they call, playing with the
house's money after that.

281
00:08:54,109 --> 00:08:58,789
And then you get me and my team in
your corner for the rest of your

282
00:08:58,789 --> 00:08:58,987
career.

283
00:08:58,987 --> 00:09:00,919
So yeah, great way to put it, man.

284
00:09:01,019 --> 00:09:03,909
I never actually thought about it
at that angle.

285
00:09:03,909 --> 00:09:05,486
So I like that.

286
00:09:05,386 --> 00:09:07,261
There's a new twist for you.

287
00:09:07,261 --> 00:09:07,542
Yeah.

288
00:09:07,542 --> 00:09:08,245
Oh yeah.

289
00:09:08,245 --> 00:09:09,088
We'll be seeing that.

290
00:09:09,188 --> 00:09:10,916
He's going to look side of like

291
00:09:10,916 --> 00:09:14,118
the agents maybe we can talk about
your agents that you have on your

292
00:09:14,118 --> 00:09:17,103
team what's the main focus for
them obviously might differ for

293
00:09:17,103 --> 00:09:19,939
each agent but the general
consensus like what's the main

294
00:09:19,939 --> 00:09:23,133
focus for to look side of like the
agents maybe we can talk about

295
00:09:23,233 --> 00:09:28,273
your agents that you have on your
team what's the main focus for

296
00:09:28,240 --> 00:09:30,460
them obviously might differ for
each agent but the general

297
00:09:32,560 --> 00:09:33,584
consensus like what's the main
focus for them to get more leads

298
00:09:33,548 --> 00:09:35,794
today what are you focusing on for
them yep so there's a of core

299
00:09:35,694 --> 00:09:37,793
foundations you need built in your
mortgage a of core foundations you

300
00:09:37,793 --> 00:09:40,880
need built in your mortgage
business, and you're not going to

301
00:09:41,060 --> 00:09:44,000
get them all built right away.

302
00:09:44,000 --> 00:09:47,481
But we look under the hood as soon

303
00:09:47,481 --> 00:09:53,888
as you join the team and we want
to identify where the holes in the

304
00:09:53,888 --> 00:09:56,226
boat are, right?
You've got your client journey.

305
00:09:56,226 --> 00:09:58,014
Everyone needs a really good
client journey.

306
00:09:58,014 --> 00:10:00,278
So you know what you're doing in a
file.

307
00:10:00,278 --> 00:09:46,611
The client knows what they're
doing.

308
00:09:46,611 --> 00:09:52,703
So that's one thing we're going to
help you build out over time.

309
00:09:52,703 --> 00:09:55,607
Your email marketing plan, 95% of
brokers absolutely suck at this

310
00:09:55,607 --> 00:09:57,807
and are missing out on massive
opportunities.

311
00:09:57,807 --> 00:10:00,657
And so we're going to help you
build an email marketing plan.

312
00:10:00,657 --> 00:10:01,685
Building your brand on social
media.

313
00:10:01,685 --> 00:10:04,123
We're going to help you with that
as well, with consistent content

314
00:10:04,123 --> 00:10:05,718
and putting best practices into
place.

315
00:10:05,718 --> 00:10:05,452
Crushing your discovery call,
learning that what to say, just

316
00:10:05,452 --> 00:10:08,645
because you get 10 leads doesn't
mean you're going to close any of

317
00:10:08,645 --> 00:10:08,845
them.

318
00:10:08,839 --> 00:10:10,388
So how do you stand out from the

319
00:10:10,388 --> 00:10:11,260
bank?
We're going to put some advanced

320
00:10:11,260 --> 00:10:14,020
mortgage strategies in front of
you and coach you up on those so

321
00:10:14,020 --> 00:10:15,615
you're not competing on price and
product.

322
00:10:15,615 --> 00:10:18,460
But the first thing out of the
gate that we're going to do is

323
00:10:18,428 --> 00:10:19,502
we're going to track your time.

324
00:10:19,402 --> 00:10:20,814
We're going to go, what are your

325
00:10:20,814 --> 00:10:22,226
daily non-negotiables?
What are the daily things you do

326
00:10:22,226 --> 00:10:26,030
that no matter how busy you get,
you're working 12 files, which

327
00:10:26,030 --> 00:10:27,558
very rarely people are.

328
00:10:27,558 --> 00:10:28,780
You're working 12 files.

329
00:10:28,780 --> 00:10:30,982
What's that half hour, 45 minutes?
What's the lifeline of your

330
00:10:30,982 --> 00:10:33,487
business, the daily habits you put
in there?

331
00:10:33,487 --> 00:10:35,261
And so we map those out for
people.

332
00:10:35,261 --> 00:10:37,419
We go, do this, do this, do this.

333
00:10:37,419 --> 00:10:39,347
And we literally whiteboard it

334
00:10:39,347 --> 00:10:39,604
out.

335
00:10:39,704 --> 00:10:42,847
And it's specific for each person

336
00:10:42,847 --> 00:10:44,687
because each person yeah they have
like they're more inclined they

337
00:10:44,687 --> 00:10:46,716
have more referral partners that
are more entrenched with some need

338
00:10:46,716 --> 00:10:48,362
more referral partners some need
to build a better relationship

339
00:10:48,362 --> 00:10:50,915
with the current people who send
in those one-two straggler deals

340
00:10:50,915 --> 00:10:53,596
every year and so what do we do
there and then some people are

341
00:10:53,596 --> 00:10:55,668
just getting started on social
some people have content already

342
00:10:55,668 --> 00:10:58,133
so what do we do there?
And then some people are just

343
00:10:58,133 --> 00:10:59,398
getting started on social.

344
00:10:59,398 --> 00:11:00,463
Some people have content already.

345
00:11:00,463 --> 00:11:04,092
Well, how do we leverage that in
the relationships you build?

346
00:11:04,092 --> 00:11:07,265
So we put together, that's the
first thing we do.

347
00:11:07,365 --> 00:11:11,035
It's a one-on-one call with me and
we build out the daily

348
00:11:11,035 --> 00:11:13,727
non-negotiable list that's custom
built for you and your business.

349
00:11:13,727 --> 00:11:13,968
Yeah.

350
00:11:14,068 --> 00:11:15,354
You're speaking our You're

351
00:11:15,354 --> 00:11:16,197
speaking our language, man.

352
00:11:16,197 --> 00:11:17,397
We've been speaking about that a

353
00:11:17,397 --> 00:11:18,665
lot lately and we're lucky.

354
00:11:18,765 --> 00:11:20,182
We're fortunate enough that we're

355
00:11:20,082 --> 00:11:22,527
always spitballing ideas and
bouncing off each other.

356
00:11:22,527 --> 00:11:25,680
And we have each other as
accountability partner, but not

357
00:11:25,680 --> 00:11:26,460
everyone has that.

358
00:11:26,460 --> 00:11:28,475
And that's the key element that's

359
00:11:28,475 --> 00:11:29,775
missing right now.

360
00:11:29,775 --> 00:11:31,708
I didn't realize you guys went

361
00:11:31,708 --> 00:11:35,710
that deep in the fact that you'll
go through their actual referral

362
00:11:35,710 --> 00:11:35,917
partners.

363
00:11:35,917 --> 00:11:37,421
And obviously, you're just giving

364
00:11:37,421 --> 00:11:40,687
one example, but you're seeing how
many leads each partner has sent

365
00:11:40,687 --> 00:11:41,972
and where their main lead source
is.

366
00:11:41,971 --> 00:11:42,933
So I think that's pretty cool.

367
00:11:42,931 --> 00:11:44,125
Yeah, a lot of people are trying

368
00:11:44,057 --> 00:11:45,481
to get these new referral partners
out there where you have people

369
00:11:45,481 --> 00:11:46,343
who are already sending you
business.

370
00:11:46,342 --> 00:11:47,369
And so let's call it 10 agents.

371
00:11:47,369 --> 00:11:48,660
And maybe two of them are sending

372
00:11:48,900 --> 00:11:50,147
you majority of their business.

373
00:11:50,147 --> 00:11:52,017
I was talking to a broker a couple

374
00:11:52,017 --> 00:11:55,263
of weeks ago and he's like, I lost
my top referral partner, seven

375
00:11:55,263 --> 00:11:56,720
deals she sent me last year.

376
00:11:56,820 --> 00:11:57,934
I'm like, why?

377
00:11:57,934 --> 00:11:59,317
It's like, I called her and asked
why.

378
00:11:59,216 --> 00:12:01,803
And she's like, you stopped
reaching out to me to go for

379
00:12:01,703 --> 00:12:01,952
coffee.

380
00:12:01,952 --> 00:12:03,198
We never talked anymore.

381
00:12:03,198 --> 00:12:04,954
So I found someone else.

382
00:12:04,954 --> 00:12:06,124
He's like, but I closed every

383
00:12:06,124 --> 00:12:06,337
deal.

384
00:12:06,337 --> 00:12:08,302
She's like, yeah, but I found

385
00:12:08,302 --> 00:12:09,897
another person who can close every
deal.

386
00:12:09,897 --> 00:12:11,492
So the relationship part was
missed.

387
00:12:11,492 --> 00:12:14,466
And so you've got these realtors,
let's call them realtors for now,

388
00:12:14,466 --> 00:12:17,677
realtors around you that send you
a lot of business.

389
00:12:17,577 --> 00:12:21,140
Well, we need to build a fence
around them with a VIP plan.

390
00:12:21,140 --> 00:12:24,243
So what is our plan?
So I have a seven point plan.

391
00:12:24,343 --> 00:12:26,746
It's like, let's put this in
motion just for the VIP.

392
00:12:26,746 --> 00:12:29,815
And then we have some people that
send us one lead a month, one lead

393
00:12:29,815 --> 00:12:30,782
every two months.

394
00:12:30,782 --> 00:12:33,563
Do they have the capability to

395
00:12:33,563 --> 00:12:36,197
send us more?
Do they do enough volume that they

396
00:12:36,197 --> 00:12:38,576
can send us more?
If the answer is yes, and we give

397
00:12:38,576 --> 00:12:40,966
you ways to figure that out, if
the answer is yes, then let's add

398
00:12:40,962 --> 00:12:42,817
them into our VIP plan for our
referral partners.

399
00:12:42,817 --> 00:12:45,512
And let's put them into those
three, four, five, seven things we

400
00:12:45,512 --> 00:12:46,516
do to nurture the current
realtors.

401
00:12:46,516 --> 00:12:49,347
Before we go prospect new people,
let's take care of the ones that

402
00:12:49,247 --> 00:12:49,970
already love us.

403
00:12:50,070 --> 00:12:51,750
It's like, let's go around to our

404
00:12:51,850 --> 00:12:54,107
family members before we start
telling strangers we love them and

405
00:12:54,107 --> 00:12:55,366
let's make sure they're taken care
of.

406
00:12:55,366 --> 00:12:57,180
I feel like we made that mistake
too.

407
00:12:57,180 --> 00:13:02,920
I know I did in my book last year
where I tried to go and get a

408
00:13:02,920 --> 00:13:03,775
bunch of new partners.

409
00:13:03,775 --> 00:13:05,484
I had a few really good ones and

410
00:13:05,484 --> 00:13:07,011
then they kind of fell off.

411
00:13:07,011 --> 00:13:08,340
It was because I wasn't taking

412
00:13:08,340 --> 00:13:09,067
them for drinks.

413
00:13:09,067 --> 00:13:10,400
I wasn't doing all the steps

414
00:13:10,480 --> 00:13:14,307
because I was trying to get more
and then trying to do other things

415
00:13:14,307 --> 00:13:15,003
in the business.

416
00:13:15,003 --> 00:13:17,190
And I kind of forgot the hand that

417
00:13:17,090 --> 00:13:18,133
was feeding my family.

418
00:13:18,133 --> 00:13:20,362
And then this year I became really

419
00:13:20,362 --> 00:13:21,040
aware of it.

420
00:13:21,240 --> 00:13:22,908
I got like super deep with a few

421
00:13:22,908 --> 00:13:25,100
people and my life is so much
easier now.

422
00:13:25,600 --> 00:13:26,899
last year life is so much easier
now.

423
00:13:26,899 --> 00:13:29,335
I just have a few partners that
send me all of their deals.

424
00:13:29,335 --> 00:13:32,093
Everything funds and it's like
actually enjoyable to work with

425
00:13:32,093 --> 00:13:32,301
them.

426
00:13:32,301 --> 00:13:34,070
And it's a radically different

427
00:13:34,070 --> 00:13:35,221
experience working this year.

428
00:13:35,221 --> 00:13:36,807
That's a good point, man.

429
00:13:36,907 --> 00:13:39,725
And that's why a lot of brokers,
man.

430
00:13:39,625 --> 00:13:42,982
And that's why a lot of brokers,
the ones that shit on real, I

431
00:13:42,982 --> 00:13:44,349
don't want to work with realtors.

432
00:13:44,349 --> 00:13:45,979
It's like, you're working with the

433
00:13:45,979 --> 00:13:46,400
wrong ones.

434
00:13:46,400 --> 00:13:47,107
Find the great ones.

435
00:13:47,077 --> 00:13:47,584
It's spectacular.

436
00:13:47,584 --> 00:13:48,625
You end up becoming good friends

437
00:13:48,625 --> 00:13:49,035
with them.

438
00:13:49,035 --> 00:13:50,179
Your families meet, you support

439
00:13:50,179 --> 00:13:51,127
their business and vice versa.

440
00:13:51,127 --> 00:13:52,602
There's a lot of really good

441
00:13:52,602 --> 00:13:55,936
synergy, a lot of good business
ideas, a lot of good stuff comes

442
00:13:55,936 --> 00:13:56,460
from it.

443
00:13:56,460 --> 00:13:57,754
It's just you've been working with

444
00:13:57,754 --> 00:13:58,358
the wrong realtors.

445
00:13:58,358 --> 00:13:59,512
Yeah, I've been thinking about

446
00:13:59,503 --> 00:14:00,937
that a lot lately too.

447
00:14:00,937 --> 00:14:02,819
And I think the upfront work to

448
00:14:02,819 --> 00:14:04,651
not just taking on any meeting
with any realtor is something you

449
00:14:04,651 --> 00:14:05,357
should consider too.

450
00:14:05,357 --> 00:14:06,670
I was taking on meetings with

451
00:14:06,670 --> 00:14:10,926
every realtor I could find just so
I can build up this huge list

452
00:14:10,926 --> 00:14:11,648
similar to And Brandon.

453
00:14:11,648 --> 00:14:13,954
I think if I can go back and I

454
00:14:13,954 --> 00:14:15,252
wanted to build up my every
realtor I could find just so I can

455
00:14:15,252 --> 00:14:16,960
build up this huge list similar to
Brandon.

456
00:14:16,960 --> 00:14:22,486
And I think if I can go back and I
wanted to build up my list again,

457
00:14:22,486 --> 00:14:26,167
I would probably do some upfront
research and see if that person

458
00:14:26,067 --> 00:14:28,640
actually produces and use my time
more wiser and rather go a mile

459
00:14:27,098 --> 00:14:27,928
deep than a mile wide.

460
00:14:27,928 --> 00:14:28,919
Quality over quantity, right?

461
00:14:28,919 --> 00:14:30,986
I'll give you guys two things to
do for the listeners listening.

462
00:14:31,086 --> 00:14:34,209
Two things to do if you want to
vet a realtor.

463
00:14:34,209 --> 00:14:40,234
There's lots of things you can do,
but these are two things I do and

464
00:14:40,234 --> 00:14:44,039
coach on doing is number one, make
sure they have minimum 20 Google

465
00:14:44,039 --> 00:14:45,560
reviews, right?
Realtors do less ends than

466
00:14:45,560 --> 00:14:45,941
mortgage brokers.

467
00:14:45,941 --> 00:14:48,055
So like if we have 50, it shows

468
00:14:48,055 --> 00:14:49,040
you're pretty decent.

469
00:14:48,997 --> 00:14:50,092
The equivalent's about 20 with a

470
00:14:50,092 --> 00:14:50,292
realtor.

471
00:14:50,288 --> 00:14:52,552
So 20 of those, if they don't have

472
00:14:52,545 --> 00:14:54,933
a Google review page set up, I run
for the hills.

473
00:14:54,933 --> 00:14:57,280
It tells me they're not serious
about their business.

474
00:14:57,280 --> 00:15:01,303
And then once they have, I see the
reviews, then I go check them

475
00:15:01,303 --> 00:15:01,641
online.

476
00:15:01,641 --> 00:15:03,263
And I go check out their Instagram

477
00:15:03,263 --> 00:15:03,939
or their Facebook.

478
00:15:03,939 --> 00:15:04,729
And on Instagram, I'm looking and

479
00:15:04,703 --> 00:15:05,022
I'm seeing how consistent, A, does
it look like you have your shit

480
00:15:04,991 --> 00:15:05,240
together?
Does it look like you're serious

481
00:15:05,199 --> 00:15:05,720
about your brand you're putting
energy into it and then how often

482
00:15:05,559 --> 00:15:07,265
are you posting and are you making
videos are you just doing

483
00:15:07,265 --> 00:15:09,316
postcards and thinking that social
media or are you making videos and

484
00:15:09,316 --> 00:15:12,139
I want to see that you're
consistently putting videos out

485
00:15:12,139 --> 00:15:15,875
there and if I have that and
you're doing stories you're doing

486
00:15:15,875 --> 00:15:19,961
all that now I go okay I know
you're doing volume I know you're

487
00:15:19,961 --> 00:15:22,507
doing it you're And you're doing
stories, you're doing all that.

488
00:15:22,507 --> 00:15:24,837
Now I go, okay, I know you're
doing volume.

489
00:15:24,837 --> 00:15:26,266
I know you're doing it.

490
00:15:26,266 --> 00:15:26,674
You're serious.

491
00:15:26,674 --> 00:15:29,259
You're going to appreciate the way
I'm going to prospect you the

492
00:15:29,259 --> 00:15:31,869
consistent way I'm going to
prospect you with custom videos,

493
00:15:31,869 --> 00:15:35,604
reaching out through social,
they'll have like a mutual respect

494
00:15:35,604 --> 00:15:35,922
there.

495
00:15:35,922 --> 00:15:37,868
And I just know.

496
00:15:37,768 --> 00:15:41,283
And so those are the two simple
things that you can whittle that

497
00:15:41,283 --> 00:15:42,649
list down to.

498
00:15:42,649 --> 00:15:43,612
I like that filter.

499
00:15:43,612 --> 00:15:46,757
And I think it's good to kind of
like the idea of sharpening the ax

500
00:15:46,757 --> 00:15:48,575
for longer than it takes to chop
down the tree.

501
00:15:48,575 --> 00:15:52,692
I think a lot of the times people
are like, it's so hard to get a

502
00:15:52,692 --> 00:15:52,811
meeting.

503
00:15:52,811 --> 00:15:54,550
I'm just going to take all these

504
00:15:54,550 --> 00:15:54,700
meetings.

505
00:15:54,700 --> 00:15:56,410
And if your brand's banking new,

506
00:15:56,410 --> 00:16:00,330
sure, do the 150 meetings because
you're going to get so good at

507
00:16:00,330 --> 00:16:00,890
your pitch.

508
00:16:00,890 --> 00:16:02,553
But once you're good at your

509
00:16:02,553 --> 00:16:06,178
pitch, you got to pivot and go
towards finding the quality.

510
00:16:06,178 --> 00:16:07,446
Find the the quality.

511
00:16:07,446 --> 00:16:09,558
And another thing brokers miss out

512
00:16:09,558 --> 00:16:12,143
on is they forget this isn't a
forever thing.

513
00:16:12,143 --> 00:16:15,177
You only need to find five rock
stars.

514
00:16:15,177 --> 00:16:17,900
Like once you have your rock
stars, then you lock them into

515
00:16:17,900 --> 00:16:20,980
your VIP plan where you're just
taking care of them with all the

516
00:16:20,980 --> 00:16:21,970
things you're doing.

517
00:16:21,970 --> 00:16:22,667
And then you're done.

518
00:16:22,551 --> 00:16:22,809
You don't have to prospect
realtors.

519
00:16:22,780 --> 00:16:23,782
And if your social is good and
decent, realtors will start coming

520
00:16:23,782 --> 00:16:25,047
to you and you could sort of sift
through and filter them out and

521
00:16:24,930 --> 00:16:27,182
choose if you want to take someone
else on.

522
00:16:27,082 --> 00:16:30,261
So this is only a moment in time
plan.

523
00:16:30,261 --> 00:16:34,859
So if you were to go back on day
one, Ryan, would you focus on

524
00:16:34,859 --> 00:16:37,983
realtors or would you focus on
social first?

525
00:16:37,983 --> 00:16:38,942
Realtors, without a doubt.

526
00:16:38,942 --> 00:16:40,285
Instant offense, quickest way to,

527
00:16:40,385 --> 00:16:42,865
I'm going to leverage their trust
they've already built in other

528
00:16:42,865 --> 00:16:45,021
databases, in their database, in
their client base, their marketing

529
00:16:45,021 --> 00:16:46,659
dollars, their hours, kissing
babies, shaking hands.

530
00:16:46,659 --> 00:16:47,716
I want to leverage that.

531
00:16:47,716 --> 00:16:50,160
So now all I need to do is, I

532
00:16:50,160 --> 00:16:52,126
don't even have to be a really
good mortgage broker.

533
00:16:52,126 --> 00:16:53,743
All I have to do is be really good
at relationships.

534
00:16:53,743 --> 00:16:56,673
And so now my focus is not knowing
all these things I need to know as

535
00:16:56,673 --> 00:16:57,274
a broker.

536
00:16:57,274 --> 00:16:59,406
It's how do I get that realtor to

537
00:16:59,406 --> 00:17:02,385
like me and want to trust me and
send me a lead.

538
00:17:02,385 --> 00:17:04,892
That's where my focus goes to
building relationships with

539
00:17:04,892 --> 00:17:05,309
realtors.

540
00:17:05,309 --> 00:17:07,388
And then behind the scenes, I'm

541
00:17:07,289 --> 00:17:10,364
sharpening my axe, as you say, and
I'm getting better at being a

542
00:17:10,364 --> 00:17:14,097
mortgage broker, but I'm not
trying to be a mortgage broker, a

543
00:17:14,097 --> 00:17:16,249
really good one, and then go
prospect.

544
00:17:16,249 --> 00:17:17,818
I'm going to focus on
relationships.

545
00:17:17,718 --> 00:17:19,392
So I would do both at the same
time.

546
00:17:19,392 --> 00:17:21,122
But first and foremost, I would
prospect realtors.

547
00:17:21,122 --> 00:17:21,345
Gotcha.

548
00:17:21,345 --> 00:17:22,883
You wouldn't say, okay, you know

549
00:17:22,883 --> 00:17:26,376
what, I'm just going to maybe put
the social on hold, just focus on

550
00:17:26,376 --> 00:17:29,068
realtors, get to maybe a certain
volume or a certain handful of

551
00:17:29,068 --> 00:17:31,480
core realtors, then start social?
You're saying you would do it

552
00:17:31,480 --> 00:17:32,895
alongside that and go all in on
both?

553
00:17:32,895 --> 00:17:34,130
Yeah, I've got time.

554
00:17:34,130 --> 00:17:35,551
You're telling me I just started.

555
00:17:35,551 --> 00:17:37,647
What else am I doing?
What's my day look like?

556
00:17:37,647 --> 00:17:40,389
I'm going to do a post, minimum
one post a day.

557
00:17:40,389 --> 00:17:43,136
I'll do it on Facebook, Instagram,
maybe LinkedIn.

558
00:17:43,036 --> 00:17:44,000
I'm not sure.

559
00:17:43,900 --> 00:17:45,790
I'll probably just start Facebook,

560
00:17:45,690 --> 00:17:45,875
Instagram.

561
00:17:45,875 --> 00:17:47,109
It's very cohesive there.

562
00:17:47,109 --> 00:17:48,282
Easy to do.

563
00:17:48,282 --> 00:17:50,938
I'll do a couple of stories a day.

564
00:17:50,938 --> 00:17:55,447
I'll pump that out consistently
over and over and over again with

565
00:17:55,547 --> 00:17:57,527
show, don't tell videos, just
explaining what I'm doing in the

566
00:17:57,527 --> 00:17:59,255
day, showing how I'm helping
people, stories over and over and

567
00:17:59,255 --> 00:17:59,310
over.

568
00:17:59,310 --> 00:18:00,858
And I'll prospect realtors behind

569
00:18:00,858 --> 00:18:02,129
the scenes as well with custom
videos through DM.

570
00:18:02,129 --> 00:18:06,403
And that model there, there's no
way that model doesn't work.

571
00:18:06,403 --> 00:18:07,489
There's no way.

572
00:18:07,489 --> 00:18:09,218
I'm seeing it work right now with

573
00:18:09,118 --> 00:18:12,292
agents who are one year in the
game going to close 25 million in

574
00:18:12,292 --> 00:18:13,060
their first year.

575
00:18:13,060 --> 00:18:14,443
And that's what they're doing.

576
00:18:14,443 --> 00:18:19,240
Yeah, I think as long as you're
consistent, you can get to that 10

577
00:18:19,340 --> 00:18:20,978
to 25 million out the gates.

578
00:18:20,978 --> 00:18:21,785
It's not rocket science.

579
00:18:21,785 --> 00:18:24,123
You just have to stick to the
plan.

580
00:18:24,023 --> 00:18:27,233
And the problem is that people do
two months of the plan and then

581
00:18:27,133 --> 00:18:30,633
they're like, oh fuck, I don't
feel like doing the plan today.

582
00:18:30,633 --> 00:18:32,725
And then it kind of gets a bad
habit.

583
00:18:32,625 --> 00:18:33,468
It falls apart.

584
00:18:33,568 --> 00:18:35,920
And three months later, they're

585
00:18:36,660 --> 00:18:38,491
like, okay, I'm going to stick to
the plan now.

586
00:18:38,491 --> 00:18:41,889
And it's kind of like going into
the gym or, or anything like that.

587
00:18:41,789 --> 00:18:44,777
If you're not consistent with it,
you never hold onto the results.

588
00:18:44,777 --> 00:18:47,288
You might see it for a glimmer.

589
00:18:47,288 --> 00:18:48,856
I might look good on the beach,

590
00:18:48,856 --> 00:18:51,605
but in the middle of the winter,
beer belly is probably back again.

591
00:18:51,605 --> 00:18:54,187
That's just the reality of life if
you're not consistent with it.

592
00:18:54,187 --> 00:18:55,512
Yeah, you got it, man.

593
00:18:55,512 --> 00:18:57,046
We all know this too, right?

594
00:18:57,046 --> 00:18:59,552
It's not like we're coming up with
crazy things.

595
00:18:59,452 --> 00:19:01,991
We just have to be reminded and we
all know.

596
00:19:02,091 --> 00:19:04,810
So you asked me what I do.

597
00:19:04,810 --> 00:19:05,655
That's what I do, man.

598
00:19:05,655 --> 00:19:09,660
And I just get used to rejection
and I would just make sure I

599
00:19:09,658 --> 00:19:10,797
understand my why that's powerful
enough.

600
00:19:10,697 --> 00:19:11,144
Push through.

601
00:19:11,242 --> 00:19:12,775
So obviously we're throwing out a

602
00:19:12,775 --> 00:19:16,900
lot of ideas of what people we're
throwing out a lot of ideas of

603
00:19:17,000 --> 00:19:20,409
what people should be doing and
there's no shortage of people

604
00:19:20,409 --> 00:19:22,844
telling you what to do in this
space.

605
00:19:22,844 --> 00:19:24,172
I don't know.

606
00:19:24,172 --> 00:19:25,207
Everyone here has probably noticed

607
00:19:25,207 --> 00:19:28,120
that there's a ton of different
coaching options that's popped up

608
00:19:28,120 --> 00:19:29,210
with different courses, different
offerings.

609
00:19:29,210 --> 00:19:31,077
What are you kind of seeing in
this space?

610
00:19:31,077 --> 00:19:31,659
That's quality.

611
00:19:31,659 --> 00:19:32,760
What are you seeing?

612
00:19:33,000 --> 00:19:35,140
That's maybe a little bit more
fluffy.

613
00:19:35,029 --> 00:19:37,190
Why are you seeing this mass
influx of people starting to offer

614
00:19:37,190 --> 00:19:37,550
coaching?
Yeah.

615
00:19:37,550 --> 00:19:37,910
Oh yeah.

616
00:19:37,910 --> 00:19:40,863
It's funny when volumes dip down,

617
00:19:40,863 --> 00:19:42,419
everyone thinks they're a coach,
right?

618
00:19:42,405 --> 00:19:44,227
It's like there are phenomenal
coaches in the industry, but

619
00:19:44,227 --> 00:19:45,549
there's also a lot of, right,
whatever.

620
00:19:45,549 --> 00:19:47,906
I'm not here to go, hey, they're
not good and they're good.

621
00:19:47,906 --> 00:19:50,525
But it is just interesting when
volumes go down, instead of

622
00:19:50,525 --> 00:19:53,657
focusing on how to get more
business in your own book, you go,

623
00:19:53,557 --> 00:19:54,964
I'm going to teach other people.

624
00:19:54,964 --> 00:19:55,866
It's like, well, it's that old

625
00:19:55,866 --> 00:19:56,066
thing.

626
00:19:56,038 --> 00:19:57,111
Like if the leads are that good,

627
00:19:57,111 --> 00:19:58,522
why don't you just work them
yourself?

628
00:19:58,522 --> 00:20:00,060
Why are you selling them?
Right.

629
00:19:59,960 --> 00:20:01,554
It's kind of that same thing.

630
00:20:01,454 --> 00:20:01,895
It's interesting.

631
00:20:01,895 --> 00:20:03,160
So obviously, Scott Peckford
exited the coaching industry.

632
00:20:03,160 --> 00:20:03,600
Phenomenal coach.

633
00:20:03,600 --> 00:20:04,370
When it started, Bricks.

634
00:20:04,370 --> 00:20:04,975
He's building that.

635
00:20:04,975 --> 00:20:06,680
And I believe he's coming back I

636
00:20:06,680 --> 00:20:06,900
in.

637
00:20:07,000 --> 00:20:08,746
knew in a matter of time, and he

638
00:20:08,746 --> 00:20:09,052
should.

639
00:20:09,052 --> 00:20:10,425
He's good for the industry.

640
00:20:10,325 --> 00:20:11,447
We're better off with him in it.

641
00:20:11,447 --> 00:20:12,683
Jim Terlucas is coming in.

642
00:20:12,683 --> 00:20:13,858
He's always been there.

643
00:20:13,858 --> 00:20:15,791
I did some things with him and

644
00:20:15,791 --> 00:20:16,689
he's coming in.

645
00:20:16,689 --> 00:20:18,377
I think him and Scott are doing

646
00:20:18,377 --> 00:20:19,541
stuff, which is great.

647
00:20:19,541 --> 00:20:19,957
He's phenomenal.

648
00:20:20,057 --> 00:20:21,203
You can learn from him.

649
00:20:21,203 --> 00:20:23,448
He's like that old school guy, got

650
00:20:23,448 --> 00:20:27,559
it down the words, how to crush
the discovery call, how to find,

651
00:20:27,459 --> 00:20:30,331
you know, sniper rifle into your
database type stuff, social media

652
00:20:30,331 --> 00:20:31,049
over here.

653
00:20:28,249 --> 00:20:29,828
They're like oil and water, right?

654
00:20:29,828 --> 00:20:33,893
So that's like, I'd love to have
an open debate with Jim on that

655
00:20:33,893 --> 00:20:36,375
about the merits of social media,
running a business versus what

656
00:20:36,375 --> 00:20:37,237
he's doing.

657
00:20:37,237 --> 00:20:38,925
He's got a very unique model, but

658
00:20:38,925 --> 00:20:40,017
he's a phenomenal coach.

659
00:20:40,017 --> 00:20:41,064
I've seen his training.

660
00:20:41,064 --> 00:20:43,967
It was part of what I was doing at
one point.

661
00:20:43,967 --> 00:20:44,382
He's great.

662
00:20:44,382 --> 00:20:45,764
You've got Dustin Woodhouse.

663
00:20:45,664 --> 00:20:47,033
I don't know what he's doing.

664
00:20:47,033 --> 00:20:49,003
I think he's either going to go

665
00:20:49,003 --> 00:20:49,224
brokering.

666
00:20:49,224 --> 00:20:51,290
I think he's coaching, maybe not

667
00:20:51,290 --> 00:20:54,954
coaching, maybe more of a
platform, speaking on stages and

668
00:20:54,954 --> 00:20:59,479
stuff like that, because I know
that's really up his alley and

669
00:20:59,479 --> 00:21:02,086
he's really good at it.

670
00:21:02,086 --> 00:21:04,602
Not sure exactly what he's doing

671
00:21:04,602 --> 00:21:06,824
there, but all that is good.

672
00:21:06,824 --> 00:21:07,619
Everybody in the industry, and

673
00:21:07,484 --> 00:21:10,460
it's a very small industry, having
those guys in there, they need to

674
00:21:10,460 --> 00:21:14,084
be in there because agents have, I
want you to have all these

675
00:21:14,084 --> 00:21:14,220
options.

676
00:21:14,220 --> 00:21:15,648
I need you to have different

677
00:21:15,648 --> 00:21:17,866
voices to go learn from and
different things.

678
00:21:17,866 --> 00:21:19,913
And it's all part of the journey
of you becoming an awesome

679
00:21:20,013 --> 00:21:21,477
mortgage agent and making money
for your family.

680
00:21:21,477 --> 00:21:23,907
Outside of that, I know there's
some one-off stuff going on.

681
00:21:23,907 --> 00:21:31,811
Nothing I would actually say is
worth doing, but all that stuff

682
00:21:31,811 --> 00:21:32,049
there.

683
00:21:32,149 --> 00:21:33,312
And then you've got like the

684
00:21:33,312 --> 00:21:34,079
underwriting coaching and whatnot.

685
00:21:33,928 --> 00:21:34,754
And you've got Jill Mullering who

686
00:21:34,763 --> 00:21:35,284
does that, the mortgage nerd with
Newbie Group.

687
00:21:35,384 --> 00:21:36,264
And she's really good.

688
00:21:36,164 --> 00:21:37,924
She has more in her brain on

689
00:21:37,924 --> 00:21:39,154
underwriting than a lot of us
combined.

690
00:21:39,154 --> 00:21:39,734
She's great.

691
00:21:39,734 --> 00:21:41,474
Her coaching is always going to be

692
00:21:41,474 --> 00:21:41,648
there.

693
00:21:41,648 --> 00:21:43,040
I think it's an exciting time.

694
00:21:43,040 --> 00:21:43,620
We were there.

695
00:21:43,620 --> 00:21:44,781
Things kind of dwindled down a

696
00:21:44,881 --> 00:21:45,313
little bit.

697
00:21:45,313 --> 00:21:46,653
And now we're coming back where

698
00:21:46,653 --> 00:21:47,505
there's people coming out.

699
00:21:47,505 --> 00:21:49,336
I think it's an exciting time.

700
00:21:49,336 --> 00:21:51,472
And I'm super excited to see what
everyone's doing.

701
00:21:51,472 --> 00:21:55,037
Yeah, I think it's good to have
the variety there because everyone

702
00:21:55,037 --> 00:21:58,339
has their own little niche and
their expertise in certain things.

703
00:21:58,339 --> 00:22:01,302
Like you talked about with Jim and
the old school approach and that

704
00:22:01,302 --> 00:22:01,965
versus social.

705
00:22:01,965 --> 00:22:03,622
Like, I think it's good to have

706
00:22:03,622 --> 00:22:06,957
all these different options, but I
do agree you see all these other

707
00:22:06,957 --> 00:22:09,948
ones that pop up for a couple
months at a time.

708
00:22:09,896 --> 00:22:11,748
You're like, I wonder why this is
like happening right now when

709
00:22:11,748 --> 00:22:13,644
everything is very quiet in the
mortgage industry.

710
00:22:13,644 --> 00:22:15,829
Like, that's just the first
thought that comes to my head.

711
00:22:15,829 --> 00:22:17,558
Maybe they're slow in their own
book.

712
00:22:17,558 --> 00:22:21,240
And so they're thinking of how can
I make more money this way?

713
00:22:21,240 --> 00:22:22,597
So it's funny you thought that
too.

714
00:22:22,497 --> 00:22:23,855
Everyone wants like the residual
income coming in.

715
00:22:23,855 --> 00:22:25,288
I have a course now, which is
cool.

716
00:22:25,188 --> 00:22:27,580
I get I can respect someone trying
things.

717
00:22:27,480 --> 00:22:30,916
And then, you know, you've got
schools with Hermosi coming out.

718
00:22:30,916 --> 00:22:35,039
And so a lot of people think they
can go build this community of

719
00:22:35,039 --> 00:22:36,994
people that are going to pay them
money.

720
00:22:36,994 --> 00:22:37,483
It's easy.

721
00:22:37,483 --> 00:22:37,623
easy.

722
00:22:37,623 --> 00:22:39,020
Yeah, it's not easy.

723
00:22:39,560 --> 00:22:41,181
We have a community of over 500

724
00:22:41,181 --> 00:22:41,292
people.

725
00:22:41,292 --> 00:22:43,069
Each of them are paying us

726
00:22:42,969 --> 00:22:43,136
monthly.

727
00:22:43,136 --> 00:22:44,466
It's a lot of freaking work and

728
00:22:44,466 --> 00:22:45,940
you have to continuously deliver.

729
00:22:45,940 --> 00:22:46,677
It's a lot.

730
00:22:46,677 --> 00:22:51,640
And so I just sort of laugh and
go, I hope you make it because I'm

731
00:22:51,940 --> 00:22:53,007
all about supporting
entrepreneurs.

732
00:22:53,007 --> 00:22:55,797
But it's way harder than you think
it is.

733
00:22:55,797 --> 00:22:57,144
To deal with yourself.

734
00:22:57,110 --> 00:22:58,728
And we found too that like, we've

735
00:22:58,728 --> 00:23:01,439
been guilty of this ourselves
where we try doing Leadvine and

736
00:23:01,439 --> 00:23:04,012
doing different programs outside
of doing our own book.

737
00:23:04,012 --> 00:23:07,616
And we thought our book will keep
humming along at the same time.

738
00:23:07,616 --> 00:23:10,922
But the reality was it actually
doing that shit really hurt our

739
00:23:10,922 --> 00:23:14,120
book for a couple of months to the
point where we were like, shit, we

740
00:23:14,120 --> 00:23:16,492
got to kill this thing now before
it goes too far.

741
00:23:16,492 --> 00:23:19,601
And we ended up killing our golden
egg trying to get something new

742
00:23:19,601 --> 00:23:19,778
rolling.

743
00:23:19,778 --> 00:23:21,016
And ignore your referral partners

744
00:23:21,016 --> 00:23:23,394
that were putting food on the
table, like you referenced

745
00:23:23,394 --> 00:23:23,919
earlier, right?
Exactly.

746
00:23:23,919 --> 00:23:26,985
Because you're like, ooh, like
your highest and best use of your

747
00:23:26,985 --> 00:23:29,569
time, if you're an agent, is
without a doubt in your own book.

748
00:23:29,569 --> 00:23:30,645
Without a doubt.

749
00:23:30,645 --> 00:23:30,898
Yeah.

750
00:23:30,898 --> 00:23:32,656
There's no argument you can give
me there.

751
00:23:32,610 --> 00:23:32,840
It is.

752
00:23:32,840 --> 00:23:34,501
But if you want to scratch an itch

753
00:23:34,501 --> 00:23:36,553
and do something off the side of
your desk, sure.

754
00:23:36,553 --> 00:23:38,142
But call it what it is.

755
00:23:38,142 --> 00:23:40,287
If you're a broker owner or if

756
00:23:40,287 --> 00:23:43,291
you're a team lead and you're
running a book of business, I've

757
00:23:43,291 --> 00:23:45,405
talked to a lot of team leads like
this.

758
00:23:45,401 --> 00:23:48,291
If I could go back in time, they
said I would scrap the team model,

759
00:23:48,291 --> 00:23:50,257
but I can't because I don't want
to let people down.

760
00:23:50,257 --> 00:23:52,747
But I work double the hours and
make half the money.

761
00:23:52,747 --> 00:23:53,189
That's true.

762
00:23:53,182 --> 00:23:54,813
Double the hours and make half the

763
00:23:54,813 --> 00:23:55,867
money with running a team.

764
00:23:55,867 --> 00:23:57,442
And the same thing with running a

765
00:23:57,442 --> 00:24:01,058
team and the same thing with
running a course off the side

766
00:24:01,058 --> 00:24:03,000
here's what happened a lot of
people watch scott peckford build

767
00:24:02,978 --> 00:24:05,115
from island b and his podcast and
the facebook group and he did

768
00:24:05,115 --> 00:24:08,321
courses and he did a lot of this
stuff and he makes it look easy

769
00:24:08,321 --> 00:24:11,513
right he has a special talent
right he's very good at that he's

770
00:24:11,513 --> 00:24:14,180
very good at the marketing like
he's built platforms he's very

771
00:24:14,340 --> 00:24:15,273
good at the marketing.

772
00:24:15,273 --> 00:24:16,056
Like he's built platforms.

773
00:24:16,056 --> 00:24:17,203
He's very good at that.

774
00:24:17,203 --> 00:24:18,944
And I think a lot of people have,

775
00:24:18,923 --> 00:24:22,818
cause I know I could list off a
name of people.

776
00:24:22,818 --> 00:24:27,840
I'm not going to, but have dipped
their toe in and tried it.

777
00:24:27,772 --> 00:24:30,600
And then they're like, oh shit, no
one showed up or that was hard or

778
00:24:30,600 --> 00:24:33,498
I can't deliver or, oh, I got to
do that again tomorrow.

779
00:24:33,498 --> 00:24:33,751
Yeah.

780
00:24:33,751 --> 00:24:35,287
So Scott was the first guy.

781
00:24:35,287 --> 00:24:36,688
He was the trailblazer in there.

782
00:24:36,688 --> 00:24:38,529
He was so good at it.

783
00:24:38,529 --> 00:24:39,571
He made it look so easy.

784
00:24:39,571 --> 00:24:40,858
And then I've been in there and

785
00:24:40,837 --> 00:24:43,952
now I'm learning and I learned
some things from him and I taught

786
00:24:43,952 --> 00:24:44,697
him some things.

787
00:24:44,697 --> 00:24:46,160
And I'm like, yeah, I already know

788
00:24:46,160 --> 00:24:50,681
it's not easy, but it's an all in
thing, which is why I'm all in.

789
00:24:50,681 --> 00:24:52,198
And I have been for a while.

790
00:24:52,298 --> 00:24:52,608
Yeah.

791
00:24:52,508 --> 00:24:55,276
And And you're kind of a unique
case where you exited like your

792
00:24:55,276 --> 00:24:56,011
personal book at its peak.

793
00:24:56,011 --> 00:24:57,723
Correct me if I'm wrong, but I

794
00:24:57,723 --> 00:25:00,912
think you were just over a hundred
mil at the time of exiting

795
00:25:00,912 --> 00:25:01,176
personal brokering.

796
00:25:01,176 --> 00:25:02,827
Yeah. 90 Yeah. 90 mil, 90 mil.

797
00:25:02,820 --> 00:25:02,917
Yeah.

798
00:25:02,917 --> 00:25:04,223
So what was the reasoning behind

799
00:25:04,223 --> 00:25:06,439
you wanting to make that shift
when you're making the most money

800
00:25:06,439 --> 00:25:07,202
ever at that point?
Quite easy.

801
00:25:07,201 --> 00:25:09,113
I didn't want to get out of bed in
the morning.

802
00:25:09,113 --> 00:25:10,960
And so I wanted to get out three
years before that.

803
00:25:10,960 --> 00:25:13,012
And my wife could see I was very
unhappy, very stressful.

804
00:25:13,012 --> 00:25:14,321
And being a broker is stressful.

805
00:25:14,321 --> 00:25:15,543
It is stressful, right?

806
00:25:15,443 --> 00:25:17,280
Especially at that volume and
you're pumping out 180 deals a

807
00:25:17,280 --> 00:25:19,373
year and really stressful, even
though I had fulfillment, which

808
00:25:19,373 --> 00:25:21,355
was fine and she was fulfillment.

809
00:25:21,355 --> 00:25:22,658
But she said, just for three

810
00:25:22,658 --> 00:25:24,547
years, can you buckle down?
Because I had a lot of ventures.

811
00:25:24,489 --> 00:25:26,017
I did a lot of things from client
caller to some mini little

812
00:25:26,017 --> 00:25:29,605
coaching course stuff to ran an
Amazon store to running a Facebook

813
00:25:29,605 --> 00:25:30,226
ad agency.

814
00:25:30,226 --> 00:25:31,480
I got all these things.

815
00:25:31,480 --> 00:25:33,820
Like I was trying to get out of
the broker space.

816
00:25:33,820 --> 00:25:35,289
And she's like, Ryan, you're so
good at it.

817
00:25:35,289 --> 00:25:36,454
Your clients love you.

818
00:25:36,454 --> 00:25:38,320
Can you just commit for three

819
00:25:38,320 --> 00:25:41,805
years, make a bunch of money for
the family and then go do what

820
00:25:41,766 --> 00:25:42,492
makes you happy.

821
00:25:42,492 --> 00:25:43,177
And I was like, deal.

822
00:25:43,277 --> 00:25:44,708
And I shut down everything else.

823
00:25:44,670 --> 00:25:45,638
And the only thing I kept going,

824
00:25:45,638 --> 00:25:47,251
which was five years ago, or the
only thing I started was my

825
00:25:47,251 --> 00:25:47,301
podcast.

826
00:25:47,291 --> 00:25:48,380
So that scratched the itch for me

827
00:25:48,700 --> 00:25:50,924
was one day I just started a
podcast, me driving around a

828
00:25:50,924 --> 00:25:51,304
vehicle.

829
00:25:51,404 --> 00:25:52,552
Five years ago, I started that.

830
00:25:52,552 --> 00:25:55,056
At the same time, I started a
Facebook group, but I didn't do

831
00:25:55,056 --> 00:25:56,152
anything with the Facebook group.

832
00:25:56,252 --> 00:25:57,247
I did nothing.

833
00:25:57,247 --> 00:25:58,263
I wish I did.

834
00:25:58,363 --> 00:25:59,580
It was a marketing Facebook group,

835
00:25:59,680 --> 00:26:00,581
but I did with the podcast.

836
00:26:00,681 --> 00:26:01,161
And here we are.

837
00:26:01,161 --> 00:26:04,381
I just relaunched the Facebook
group, which it'll be a big

838
00:26:04,381 --> 00:26:05,881
marketing community for mortgage
brokers in Canada.

839
00:26:05,881 --> 00:26:07,335
But yeah, that's what it was.

840
00:26:07,335 --> 00:26:09,926
And then it was easy for me to

841
00:26:09,826 --> 00:26:13,475
jump ship because I was already,
it was part of my master plan to

842
00:26:13,475 --> 00:26:13,853
get out.

843
00:26:13,853 --> 00:26:15,665
And I know with every fiber in me,

844
00:26:15,665 --> 00:26:17,505
doing what I'm doing now,
coaching, mentoring agents, and

845
00:26:17,505 --> 00:26:19,474
then having my own team, like I'm
good.

846
00:26:19,474 --> 00:26:21,685
I feel like my cup is full.

847
00:26:21,685 --> 00:26:23,321
I wake up, I know who I'm serving.

848
00:26:23,321 --> 00:26:25,545
I know what I was put on this
planet to do.

849
00:26:25,545 --> 00:26:27,639
I'm looking nothing but straight
ahead.

850
00:26:27,281 --> 00:26:27,639
No side.

851
00:26:27,739 --> 00:26:29,032
I'm not getting diverted with any

852
00:26:29,032 --> 00:26:29,197
ideas.

853
00:26:29,197 --> 00:26:30,357
It's do, do, do.

854
00:26:30,358 --> 00:26:31,076
I just deflect.

855
00:26:31,076 --> 00:26:32,623
It's a very peaceful feeling to

856
00:26:32,623 --> 00:26:32,844
have.

857
00:26:32,844 --> 00:26:34,757
I'm at peace with a lot of things.

858
00:26:34,757 --> 00:26:35,485
It's really cool.

859
00:26:35,485 --> 00:26:35,849
I'm there.

860
00:26:35,849 --> 00:26:38,157
And the team Wiley was the final
piece of the puzzle.

861
00:26:38,157 --> 00:26:38,628
That's awesome.

862
00:26:38,628 --> 00:26:40,979
I love that because so many times

863
00:26:40,979 --> 00:26:47,534
you see people who get to, you
know, that volume and all of a

864
00:26:47,504 --> 00:26:51,254
sudden the golden handcuffs are on
and they're like, oh, I'm going to

865
00:26:51,254 --> 00:26:51,815
do another three years.

866
00:26:51,812 --> 00:26:53,270
I'm going to add another three

867
00:26:53,270 --> 00:26:53,994
years after that.

868
00:26:53,894 --> 00:26:55,180
And it's just, they end up hating

869
00:26:55,720 --> 00:26:57,859
their life and never find that
next fulfilling step because the

870
00:26:57,859 --> 00:26:58,708
money's so good.

871
00:26:58,703 --> 00:26:59,520
So it's quite impressive that

872
00:26:59,620 --> 00:27:02,341
you're actually willing to just
wash your hands, leave that on the

873
00:27:02,341 --> 00:27:04,795
table and go to the next thing.

874
00:27:04,795 --> 00:27:06,605
So kudos to you for that.

875
00:27:06,605 --> 00:27:09,843
Well, that's the nice part the
nice part about this industry.

876
00:27:09,843 --> 00:27:11,926
Like you don't have to be in it
forever.

877
00:27:12,026 --> 00:27:14,519
You can literally, you know, get
whatever the number is that you

878
00:27:14,519 --> 00:27:14,923
want.

879
00:27:14,923 --> 00:27:16,340
Like Brandon and I, we actually

880
00:27:16,340 --> 00:27:18,683
are on our own personal financial
independence journey where we want

881
00:27:18,683 --> 00:27:21,695
to just make a shit ton of money
and not necessarily retire, but

882
00:27:21,795 --> 00:27:25,821
know that we can, if we ever
wanted to pivot from our own

883
00:27:25,821 --> 00:27:27,278
personal book of business.

884
00:27:27,278 --> 00:27:29,574
And I think that's the cool part

885
00:27:29,574 --> 00:27:34,060
about this industry is you can
make as much money as you want.

886
00:27:34,060 --> 00:27:36,508
You don't have to be here for a 30
year career.

887
00:27:36,508 --> 00:27:40,557
You can crush it in 10 years, make
your money and then decide to do

888
00:27:40,457 --> 00:27:40,900
something else.

889
00:27:40,900 --> 00:27:40,955
Bingo.

890
00:27:40,955 --> 00:27:41,897
And so, yep.

891
00:27:41,897 --> 00:27:44,271
And for the record, I went from a

892
00:27:44,171 --> 00:27:45,739
million dollars in earnings that
year down to 150.

893
00:27:45,739 --> 00:27:45,935
Damn.

894
00:27:45,935 --> 00:27:46,000
Right.

895
00:27:46,000 --> 00:27:50,062
A lot of people are like, what?
And so if that doesn't tell you

896
00:27:49,962 --> 00:27:53,083
how committed I am, I don't know
what else does, man.

897
00:27:53,083 --> 00:27:54,540
I don't know.

898
00:27:54,540 --> 00:27:56,186
I'm assuming you're not there at

899
00:27:56,286 --> 00:27:58,491
this point though, but kudos to
you for that's a huge draw, man.

900
00:27:58,491 --> 00:27:59,953
That's 10% of what you're earning.

901
00:28:00,053 --> 00:28:02,446
Yeah, it was, but I knew I had to

902
00:28:02,446 --> 00:28:03,276
take 15 steps back.

903
00:28:03,276 --> 00:28:05,693
But even more than that was my own

904
00:28:05,693 --> 00:28:11,696
mental health, how I was showing
up for my wife and my kids, my own

905
00:28:11,796 --> 00:28:12,238
personal health.

906
00:28:12,238 --> 00:28:14,209
You know, when I was going through

907
00:28:14,209 --> 00:28:17,573
that, that point where I'm
crushing all those out, A, my

908
00:28:17,573 --> 00:28:18,438
fitness wasn't on point.

909
00:28:18,438 --> 00:28:20,804
B, my nutrition, I was drinking

910
00:28:20,804 --> 00:28:24,522
more than I probably should have,
you know, having wine every night

911
00:28:24,522 --> 00:28:27,453
and kind of rationalizing it with
it's wine time and blah, blah,

912
00:28:27,453 --> 00:28:27,783
blah.

913
00:28:27,783 --> 00:28:30,381
And then short temper with my

914
00:28:30,381 --> 00:28:34,270
kids, not being as present as I
should be not being there for my

915
00:28:34,270 --> 00:28:34,476
wife.

916
00:28:34,476 --> 00:28:35,819
And she's my best friend and just

917
00:28:35,819 --> 00:28:37,560
stuff like that.

918
00:28:37,580 --> 00:28:40,086
And when I got that off and I got

919
00:28:40,086 --> 00:28:43,377
direction on what my purposes and
who I serve, it was like, ah, and

920
00:28:43,377 --> 00:28:45,472
now it's like everything for me is
fricking dialed in.

921
00:28:45,372 --> 00:28:46,460
I am good to go.

922
00:28:46,460 --> 00:28:47,834
So you think there's a way,

923
00:28:47,834 --> 00:28:50,616
obviously you can reduce the
amount of stress you have as a

924
00:28:50,616 --> 00:28:53,881
broker, but do you think there's a
way where you can essentially So

925
00:28:53,881 --> 00:28:56,226
you you can essentially take
yourself out of the day-to-day

926
00:28:56,226 --> 00:28:58,870
files and have your team of, you
have your underwriter,

927
00:28:58,870 --> 00:29:00,218
fulfillment, client care
specialist, however you want to

928
00:29:00,218 --> 00:29:01,027
structure your team.

929
00:29:01,027 --> 00:29:03,037
Do you think there's a way to do

930
00:29:03,037 --> 00:29:03,777
that?
Or do you think you're always

931
00:29:03,777 --> 00:29:05,428
going to be dragged into the
files?

932
00:29:05,428 --> 00:29:05,883
That's a good question.

933
00:29:05,983 --> 00:29:07,859
I think there's a couple of ways

934
00:29:07,859 --> 00:29:08,926
you can play that.

935
00:29:08,926 --> 00:29:10,218
Obviously, if you're a one-man

936
00:29:10,218 --> 00:29:11,361
band or one-woman band, you need
fulfillment.

937
00:29:11,361 --> 00:29:14,917
Like, come on, like down payment
docs, you don't become a better

938
00:29:14,917 --> 00:29:15,793
person grinding through down
payment docs.

939
00:29:15,793 --> 00:29:19,615
Like, you don't come out of that
going like skipping down the road,

940
00:29:19,615 --> 00:29:22,799
like you're on the yellow brick
road to do off to see the wizard.

941
00:29:22,797 --> 00:29:23,666
You're not doing that.

942
00:29:23,657 --> 00:29:25,067
Like it just beats you down doing

943
00:29:25,067 --> 00:29:25,400
that stuff.

944
00:29:25,400 --> 00:29:26,177
So you need fulfillment.

945
00:29:26,277 --> 00:29:28,935
And then when you have that, that
was when I was able to go from

946
00:29:28,935 --> 00:29:30,816
like 20 to 59, it was because of
fulfillment.

947
00:29:30,816 --> 00:29:33,985
And that's where the 12 hour
broker came from.

948
00:29:33,885 --> 00:29:37,764
So I was working 12 hours a week
doing that cycle volume because I

949
00:29:37,764 --> 00:29:38,539
had help.

950
00:29:38,539 --> 00:29:41,173
So I could have just pressed pause

951
00:29:41,073 --> 00:29:41,164
there.

952
00:29:41,164 --> 00:29:43,623
I could have said this was great.

953
00:29:43,623 --> 00:29:47,610
And that was very not stressful,
but I decided to churn my book

954
00:29:47,610 --> 00:29:47,966
more.

955
00:29:47,966 --> 00:29:50,557
And also COVID was coming in and

956
00:29:50,457 --> 00:29:52,236
rates are going down.

957
00:29:52,236 --> 00:29:54,685
So where we were at in the

958
00:29:54,685 --> 00:29:55,642
environment, my volume just
spiked.

959
00:29:55,642 --> 00:30:00,461
But if I could go back, it would
be the 40, 50 million, 12 hours a

960
00:30:00,461 --> 00:30:03,368
week, one fulfillment, dialed in
with a webinar, dialed in with

961
00:30:03,368 --> 00:30:04,072
email marketing.

962
00:30:04,072 --> 00:30:06,538
I would be dialed in with social

963
00:30:06,538 --> 00:30:11,680
and I would just be talking about
things all the time, but I'd be at

964
00:30:12,020 --> 00:30:12,796
12 hours a week.

965
00:30:12,796 --> 00:30:15,006
And I would only have to put out

966
00:30:15,006 --> 00:30:15,962
so many fires.

967
00:30:16,062 --> 00:30:18,513
I'd only have to put out one or

968
00:30:18,413 --> 00:30:21,135
two fires, three fires a month as
opposed to, right?

969
00:30:21,135 --> 00:30:22,794
So it was all relative.

970
00:30:22,794 --> 00:30:24,345
My stress levels were relative to

971
00:30:24,345 --> 00:30:25,359
the volume.

972
00:30:25,359 --> 00:30:27,421
Could I get another person in to

973
00:30:27,421 --> 00:30:27,759
manage?
Sure.

974
00:30:27,659 --> 00:30:29,620
But I know brokers who have done
that.

975
00:30:29,620 --> 00:30:32,426
I know brokers who had my model
went to 200 million, 100 million.

976
00:30:32,426 --> 00:30:35,906
Now they have a team of four or
five and now they have different

977
00:30:35,906 --> 00:30:36,279
stress levels.

978
00:30:36,279 --> 00:30:37,546
It's not the file they're putting

979
00:30:37,546 --> 00:30:40,380
out fires that is hiring someone,
trusting them, training them,

980
00:30:40,380 --> 00:30:44,688
coaching them, and then still
mentoring them and then putting

981
00:30:44,688 --> 00:30:46,435
out their own fires.

982
00:30:46,435 --> 00:30:48,531
And now you're an HR specialist.

983
00:30:48,531 --> 00:30:51,445
So the stress is always going to
be there.

984
00:30:51,445 --> 00:30:53,396
It's just which stress do you
want, right?

985
00:30:53,396 --> 00:30:56,463
Do you want the COF stress and the
client freaking out and the lawyer

986
00:30:56,463 --> 00:30:58,917
going, we don't have funds on the
day of closing and what's going on

987
00:30:58,917 --> 00:31:01,241
stress?
Or do you want the stress of

988
00:31:01,141 --> 00:31:05,428
hiring and firing people and
dealing with all that and running

989
00:31:05,428 --> 00:31:07,340
and like building a business?
I mean, if I had to pick, I'd go

990
00:31:07,340 --> 00:31:09,280
with option two, but if I had to
pick, I'd go with neither.

991
00:31:09,234 --> 00:31:10,990
But I do get what you're saying.

992
00:31:10,988 --> 00:31:12,326
I think like there's that kind of

993
00:31:12,326 --> 00:31:15,825
happy volume that you can hit and
just kind of have like that luxury

994
00:31:15,825 --> 00:31:18,748
lifestyle around having enough
income coming in from the files

995
00:31:18,648 --> 00:31:19,307
you're closing to.

996
00:31:19,307 --> 00:31:21,195
I think the hardest part is trying

997
00:31:21,195 --> 00:31:25,202
to find that and dialing in your
client journey to make sure you

998
00:31:25,202 --> 00:31:25,958
can get there.

999
00:31:25,958 --> 00:31:26,336
Yep.

1000
00:31:26,336 --> 00:31:27,596
Different answer for everyone too.

1001
00:31:27,596 --> 00:31:27,848
For sure.

1002
00:31:27,848 --> 00:31:31,631
And I think there's also a sweet
spot where, you know, you get to a

1003
00:31:31,631 --> 00:31:34,734
hundred to 200 million, you add
all these people.

1004
00:31:34,634 --> 00:31:37,651
By the time you're all said and
done with salaries and all that

1005
00:31:37,651 --> 00:31:39,755
jazz, it might actually be the
same amount of money that's left

1006
00:31:39,755 --> 00:31:40,520
over.

1007
00:31:41,040 --> 00:31:42,688
So then you have to identify, are

1008
00:31:42,688 --> 00:31:44,336
you building this for the money
side of it?

1009
00:31:44,336 --> 00:31:45,788
Are you building this for ego
side?

1010
00:31:45,788 --> 00:31:49,060
What is the why for this?
And I think a lot of the time that

1011
00:31:49,060 --> 00:31:51,532
shines a light on actually where
your priorities are.

1012
00:31:51,532 --> 00:31:52,988
Yeah, I know.

1013
00:31:52,888 --> 00:31:54,323
It's interesting you say that

1014
00:31:54,323 --> 00:31:56,750
because the number I gave you,
that was net.

1015
00:31:56,750 --> 00:31:58,250
That's how I netted out on my last
year.

1016
00:31:58,250 --> 00:32:02,007
I know brokers who have teams of
four or five and you think they're

1017
00:32:02,007 --> 00:32:05,817
crushing it and their volumes are
crushing it, but they're netting

1018
00:32:05,717 --> 00:32:07,020
out four or 500K.

1019
00:32:07,120 --> 00:32:08,955
And you might think that's great,

1020
00:32:09,055 --> 00:32:12,298
but their volumes are like 130,
140, 150, and they're netting out.

1021
00:32:12,298 --> 00:32:15,290
That's what I was netting out when
I was doing 50 mil, running eight

1022
00:32:15,190 --> 00:32:17,380
files a month with fulfillment who
takes majority of the work off my

1023
00:32:17,380 --> 00:32:17,651
plate.

1024
00:32:17,651 --> 00:32:19,209
I'm working 10, 12 hours a week,

1025
00:32:19,209 --> 00:32:20,834
netting out four or 500 K a year.

1026
00:32:20,834 --> 00:32:22,700
That's a glorious thing versus you

1027
00:32:22,700 --> 00:32:27,239
build a 120 empire and you back
out all the stuff, even a hundred

1028
00:32:27,239 --> 00:32:27,388
mil.

1029
00:32:27,388 --> 00:32:28,232
Like, yeah.

1030
00:32:28,132 --> 00:32:29,769
So it's what you net.

1031
00:32:29,769 --> 00:32:32,061
A lot of people live in the gross

1032
00:32:32,061 --> 00:32:35,072
world and we've been conditioned
to tell people what we earn volume

1033
00:32:35,072 --> 00:32:37,974
wise and blah, blah, blah, pump
our chests out.

1034
00:32:37,974 --> 00:32:40,100
And what are you doing?
And I'm at this volume, but it's

1035
00:32:40,100 --> 00:32:42,696
like, dude, what are you netting
out, man?

1036
00:32:42,696 --> 00:32:43,408
Yeah.

1037
00:32:43,408 --> 00:32:45,542
What are you netting out?

1038
00:32:45,542 --> 00:32:49,100
Like, and what's your stress
level?

1039
00:32:49,200 --> 00:32:52,867
And just because you're earning
that much, your volume's there,

1040
00:32:52,867 --> 00:32:54,669
where you're earning that much
money.

1041
00:32:54,669 --> 00:32:57,570
I'll tell you right now, you look
about 60 pounds overweight.

1042
00:32:57,570 --> 00:32:58,620
You don't seem happy.

1043
00:32:58,620 --> 00:33:00,812
And like, you're going through

1044
00:33:00,812 --> 00:33:03,859
some shit at home with the family,
but you're doing a hundred

1045
00:33:03,859 --> 00:33:04,030
million.

1046
00:33:04,030 --> 00:33:05,172
Oh, good for you.

1047
00:33:05,172 --> 00:33:06,314
Like that's quite the sacrifice.

1048
00:33:06,314 --> 00:33:06,600
Yeah.

1049
00:33:06,600 --> 00:33:06,800
Yeah.

1050
00:33:06,780 --> 00:33:07,902
You're going to lose 50% of that

1051
00:33:07,902 --> 00:33:09,430
additional gains when you you get
your divorce.

1052
00:33:09,430 --> 00:33:09,688
Right.

1053
00:33:09,688 --> 00:33:10,781
We all make choices.

1054
00:33:10,781 --> 00:33:12,839
So I was very cognizant of that.

1055
00:33:12,839 --> 00:33:14,828
And that's how I built my mall.

1056
00:33:14,828 --> 00:33:18,322
And it was like, I'm not letting
anything get into the fortress I

1057
00:33:18,422 --> 00:33:18,910
have at home.

1058
00:33:18,910 --> 00:33:20,217
And it was, it was getting there.

1059
00:33:20,217 --> 00:33:21,723
So I had to get out.

1060
00:33:21,720 --> 00:33:23,701
So we we started off this episode

1061
00:33:23,701 --> 00:33:25,473
talking about team structures,
team leads, different aspects in

1062
00:33:25,473 --> 00:33:26,241
the mortgage brokerage space.

1063
00:33:26,241 --> 00:33:27,837
For our listeners, some people

1064
00:33:27,837 --> 00:33:31,372
might be wondering if they're in a
good setup or if they have a good

1065
00:33:31,372 --> 00:33:32,505
team structure with where they're
at.

1066
00:33:32,505 --> 00:33:35,483
What are some things that you
would say are like the most

1067
00:33:35,483 --> 00:33:39,380
important line items that they
should be looking at when it comes

1068
00:33:39,980 --> 00:33:41,741
to joining a brokerage or moving
to a new brokerage?

1069
00:33:41,741 --> 00:33:42,983
Well, geez, there's some very
obvious ones.

1070
00:33:42,983 --> 00:33:45,752
One is if you don't get access to
your underwriters and BDMs, if you

1071
00:33:45,752 --> 00:33:47,158
can't submit deals directly,
there's a problem.

1072
00:33:47,158 --> 00:33:49,738
There's a reason you don't have
access to those people.

1073
00:33:49,738 --> 00:33:51,316
It's probably because you're not
being paid volume bonus.

1074
00:33:51,413 --> 00:33:52,202
This is still happening, kids.

1075
00:33:52,199 --> 00:33:53,111
Still happening, unfortunately.

1076
00:33:53,111 --> 00:33:54,304
I remember when I was...

1077
00:33:54,304 --> 00:33:55,896
People told me, hey, ryan go start

1078
00:33:55,896 --> 00:33:58,275
a team and then people come in
under their team and you do all

1079
00:33:58,275 --> 00:34:01,220
this work and you get them on your
team and then they work for 75

1080
00:34:01,320 --> 00:34:04,692
basis finders fee from scotia and
guess what you keep the volume

1081
00:34:04,692 --> 00:34:07,816
bonus it's your team and they
signed up for that and i'm like

1082
00:34:07,816 --> 00:34:10,713
what i'm like i keep the volume
bonus why well because you're

1083
00:34:10,713 --> 00:34:14,699
doing all the work and i'm'm like,
what work am I doing?

1084
00:34:14,699 --> 00:34:18,094
They're the ones getting the deal,
putting the deal.

1085
00:34:18,094 --> 00:34:19,824
And I'm just maybe mentoring them.

1086
00:34:19,824 --> 00:34:21,263
That's a mentality.

1087
00:34:21,163 --> 00:34:26,199
There's a mentality, but don't let
them talk to the BRM.

1088
00:34:26,199 --> 00:34:28,757
I've had BRMs call when I had a
team.

1089
00:34:28,757 --> 00:34:31,252
It's a very small team, mind you,
one or two agents.

1090
00:34:31,252 --> 00:34:36,380
When I had a team, I had BDMs call
me and go, hey, Ryan, I'm about to

1091
00:34:36,380 --> 00:34:40,407
talk to this agent can i mention
volume bonus and i'm like yeah i'm

1092
00:34:40,407 --> 00:34:43,885
like really are we still doing
that yeah so if you don't have

1093
00:34:43,885 --> 00:34:46,510
access to your bdm your
underwriting you have submitted

1094
00:34:46,409 --> 00:34:48,760
that's like red flag 101 red flag
number one okay yeah we had one

1095
00:34:48,760 --> 00:34:51,280
yeah we had one of those
conversations like two weeks ago

1096
00:34:51,280 --> 00:34:54,340
literally two weeks ago a bdm
asked that same question i'm like

1097
00:34:54,340 --> 00:34:55,882
yes man they can know the volume
bonus.

1098
00:34:55,882 --> 00:34:56,779
We disclose it it all.

1099
00:34:56,779 --> 00:34:57,770
Another one is the scorecard,

1100
00:34:57,770 --> 00:35:00,419
which I think like I know at
Tango, we divide up the Scotia

1101
00:35:00,419 --> 00:35:02,659
scorecard between all the agents
on the team.

1102
00:35:02,659 --> 00:35:04,161
I think Bricks does as well.

1103
00:35:04,261 --> 00:35:05,598
But I think that's one in

1104
00:35:05,575 --> 00:35:08,120
particular that a lot of teams and
brokerages keep to themselves just

1105
00:35:08,120 --> 00:35:13,032
because of the admin side of
trying to split all of it up?

1106
00:35:13,032 --> 00:35:16,490
I'm not opposed to you keeping the
volume not opposed to you keeping

1107
00:35:16,390 --> 00:35:16,940
the volume bonus.

1108
00:35:17,000 --> 00:35:20,860
I'm not opposed to you keeping the

1109
00:35:20,860 --> 00:35:23,176
efficiency bonus, but it has to be
outlined up front and signed off

1110
00:35:23,176 --> 00:35:23,321
on.

1111
00:35:23,321 --> 00:35:26,759
And agents are coming into this

1112
00:35:26,859 --> 00:35:29,946
with eyes wide open, knowing
exactly in a moment where I go,

1113
00:35:29,946 --> 00:35:31,172
what do you earn?
What's your split?

1114
00:35:31,172 --> 00:35:34,329
And forget that whole other 5%
franchise staying on top that's

1115
00:35:34,329 --> 00:35:35,337
kind of hidden in everywhere.

1116
00:35:35,337 --> 00:35:36,718
What is your net split?

1117
00:35:36,818 --> 00:35:38,717
What do you actually get that on?
You should be able to articulate

1118
00:35:38,717 --> 00:35:38,979
that.

1119
00:35:38,979 --> 00:35:41,860
If you can't on the spot, there's

1120
00:35:42,100 --> 00:35:43,290
a problem.

1121
00:35:43,290 --> 00:35:45,595
But at some point, it's your

1122
00:35:45,595 --> 00:35:47,677
responsibility as your own
business owner.

1123
00:35:47,677 --> 00:35:49,387
It's not the brokerage, the team
lead.

1124
00:35:49,387 --> 00:35:51,581
They're running a business and
you're just falling in line.

1125
00:35:51,581 --> 00:35:54,121
What's status quo?
I have to go find out.

1126
00:35:54,121 --> 00:35:57,299
It's crazy that we have to keep
having that conversation, but I'll

1127
00:35:57,299 --> 00:35:58,198
gladly do it.

1128
00:35:58,198 --> 00:35:59,788
Hopefully it's one person we save.

1129
00:35:59,788 --> 00:36:03,572
And there's been a lot of broker
owners earning a lot of money off

1130
00:36:03,472 --> 00:36:06,722
the backs of agents in this
industry for a long freaking time.

1131
00:36:06,722 --> 00:36:10,437
And they're not doing it on the up
and up.

1132
00:36:10,437 --> 00:36:11,850
And it's crazy.

1133
00:36:11,750 --> 00:36:13,777
Or my favorite is this.

1134
00:36:13,777 --> 00:36:15,030
You have a tiered system.

1135
00:36:15,030 --> 00:36:17,268
This is a good one for everybody

1136
00:36:17,268 --> 00:36:17,437
listening.

1137
00:36:17,437 --> 00:36:19,160
You have a tiered system within

1138
00:36:19,160 --> 00:36:21,394
your brokerage, which is very
normal.

1139
00:36:21,294 --> 00:36:28,393
Hey, I'm 75, 25 because I do 5
million.

1140
00:36:28,489 --> 00:36:31,273
When I get to 10 million, I'm 80,
20 and so on and so on up the

1141
00:36:31,273 --> 00:36:31,420
plan.

1142
00:36:31,420 --> 00:36:32,202
The brokerage should be proactive

1143
00:36:32,202 --> 00:36:34,261
and reaching out to you and going,
congratulations, you made it.

1144
00:36:34,261 --> 00:36:35,990
You've now on the next tier.

1145
00:36:35,990 --> 00:36:36,999
But they don't.

1146
00:36:36,999 --> 00:36:38,007
Majority of them don't.

1147
00:36:38,007 --> 00:36:40,449
They sit there and wait for you to

1148
00:36:40,449 --> 00:36:40,581
come.

1149
00:36:40,581 --> 00:36:41,967
Months after, work up the courage

1150
00:36:41,967 --> 00:36:45,218
to walk into the office or send
the email or set up a call to then

1151
00:36:45,181 --> 00:36:46,807
get on there and go, hey, I'm at
volume, but right?

1152
00:36:46,807 --> 00:36:50,406
It shouldn't be that way where you
have to go and fight for the money

1153
00:36:50,406 --> 00:36:51,411
you signed up for.

1154
00:36:51,411 --> 00:36:52,306
It's crazy.

1155
00:36:52,306 --> 00:36:55,919
So I would go check and make sure
whatever your volume is, where

1156
00:36:55,919 --> 00:36:57,889
does it fall in line on the tier,
right?

1157
00:36:57,889 --> 00:37:00,502
You might have moved up a notch
and not even realize it.

1158
00:37:00,602 --> 00:37:02,244
I'd go and ask for your
commissions by retroactive.

1159
00:37:02,244 --> 00:37:02,506
Yeah.

1160
00:37:02,506 --> 00:37:03,933
Like every pay Like every pay

1161
00:37:03,933 --> 00:37:07,789
period, we send all of the agents
their year to date commissions and

1162
00:37:07,789 --> 00:37:10,443
it shows them exactly where
they've got different sources from

1163
00:37:10,443 --> 00:37:11,202
volume, et cetera.

1164
00:37:11,202 --> 00:37:14,151
So you can see exactly, okay, I've

1165
00:37:14,151 --> 00:37:17,920
done $10 million and then you're
at your next level there.

1166
00:37:17,920 --> 00:37:19,384
It's crystal clear that way.

1167
00:37:19,384 --> 00:37:19,708
And I found this before, it

1168
00:37:19,708 --> 00:37:22,516
probably drives Tom a little
crazy, but I'm very nitpicky on

1169
00:37:22,516 --> 00:37:25,358
like tracking the basis points
that come in the books, doing all

1170
00:37:25,358 --> 00:37:28,365
the spreadsheets, just because
over the years, I found so much

1171
00:37:28,465 --> 00:37:32,060
money that would have been left on
the table, just from bonuses not

1172
00:37:32,060 --> 00:37:35,580
being paid out or missed by maybe
the lender or maybe the brokerage

1173
00:37:35,580 --> 00:37:37,776
collected the money, he couldn't
quite figure out how to disperse

1174
00:37:37,776 --> 00:37:37,837
it.

1175
00:37:37,837 --> 00:37:39,713
So it just got ignored and life

1176
00:37:39,713 --> 00:37:41,154
moved But by combing on.

1177
00:37:41,154 --> 00:37:42,920
through the books't quite figure

1178
00:37:42,920 --> 00:37:44,817
out how to disperse So it just it.

1179
00:37:44,818 --> 00:37:45,864
got ignored and life moved on.

1180
00:37:45,864 --> 00:37:47,303
But by combing through the books
there, I was always able to find

1181
00:37:47,303 --> 00:37:48,285
money for us.

1182
00:37:48,285 --> 00:37:48,939
Yep, reconcile.

1183
00:37:48,939 --> 00:37:51,279
That should be something in your
calendar.

1184
00:37:51,179 --> 00:37:54,012
Once a month, you reconcile
because just because you got paid

1185
00:37:54,012 --> 00:37:58,036
X, I need to reverse engineer and
make sure I got what I was

1186
00:37:58,036 --> 00:37:58,704
supposed to get.

1187
00:37:58,704 --> 00:37:59,972
So go into your submission

1188
00:37:59,972 --> 00:38:03,535
platform, find out the beeps you
were supposed to be paid, look at

1189
00:38:03,535 --> 00:38:04,818
your pay stub.

1190
00:38:04,818 --> 00:38:06,572
And it's either the lender paid

1191
00:38:06,672 --> 00:38:10,307
the brokerage wrong, or the
brokerage got the money and then

1192
00:38:10,307 --> 00:38:11,102
paid you wrong.

1193
00:38:11,102 --> 00:38:12,210
It's no one's fault.

1194
00:38:12,210 --> 00:38:14,530
It's usually, it's just human
error here or there.

1195
00:38:14,630 --> 00:38:17,140
But this happened in over a 10
month period.

1196
00:38:17,640 --> 00:38:21,719
I went back and looked and I was
out over 30K.

1197
00:38:21,719 --> 00:38:26,412
And I went back to the lender and
majority of it was one lender.

1198
00:38:26,412 --> 00:38:29,803
And I went back and looked and I
was out over 30K and I went back

1199
00:38:29,803 --> 00:38:32,693
to the lender and majority of it
was one lender.

1200
00:38:32,693 --> 00:38:36,403
And I went back and said, Hey,
these are the files.

1201
00:38:36,403 --> 00:38:39,727
And it took me, I remember it was
a whole plane ride back from

1202
00:38:39,727 --> 00:38:40,666
Toronto to Kelowna.

1203
00:38:40,666 --> 00:38:43,316
So when me and my wife came out to

1204
00:38:43,316 --> 00:38:46,432
Kelowna to test it out and check
it out on the way back, she's

1205
00:38:46,432 --> 00:38:49,163
like, can you please just, I think
we're missing money.

1206
00:38:49,063 --> 00:38:50,240
I said, okay, I'll do it.

1207
00:38:50,240 --> 00:38:52,579
So on a four and a half hour plane

1208
00:38:52,669 --> 00:38:56,460
ride back, I reconciled all the
stuff and I came up with $30,000.

1209
00:38:56,460 --> 00:39:00,160
And so I wrote out the email,
guess what the lender's response

1210
00:39:00,160 --> 00:39:00,660
was?
My bad.

1211
00:39:00,660 --> 00:39:01,160
Okay, cool.

1212
00:39:01,160 --> 00:39:03,728
I don't know what I was expecting

1213
00:39:03,728 --> 00:39:06,440
to be honest, but I got paid.

1214
00:39:06,440 --> 00:39:08,962
I think all the trade records

1215
00:39:08,962 --> 00:39:12,560
started to come in, like on that
ledger, like scrolling through

1216
00:39:12,960 --> 00:39:13,884
pages of stuff.

1217
00:39:13,884 --> 00:39:16,060
And I was like, oh my God.

1218
00:39:16,060 --> 00:39:20,274
And then some of it was the
brokerage paid me wrong on some

1219
00:39:20,274 --> 00:39:20,512
instances.

1220
00:39:20,512 --> 00:39:22,714
So I had to go track that down.

1221
00:39:22,714 --> 00:39:24,817
But if I don't do that, that's me.

1222
00:39:24,817 --> 00:39:26,933
I have to do that, right?

1223
00:39:26,933 --> 00:39:27,936
That's my...

1224
00:39:27,936 --> 00:39:29,976
Yeah, it comes down to Yeah, it

1225
00:39:29,976 --> 00:39:30,996
comes down to the agent.

1226
00:39:30,996 --> 00:39:33,640
You do have to have some onus on

1227
00:39:34,180 --> 00:39:34,350
it.

1228
00:39:34,350 --> 00:39:37,074
But some of it is like, it depends

1229
00:39:37,074 --> 00:39:39,405
on the pay stub as an example.

1230
00:39:39,405 --> 00:39:40,880
Like the first brokerage I was

1231
00:39:40,900 --> 00:39:42,935
with, the pay stub was not
transparent as to like where the

1232
00:39:42,935 --> 00:39:43,278
money flowed.

1233
00:39:43,278 --> 00:39:44,992
You spoke of the network split

1234
00:39:44,992 --> 00:39:46,508
before it gets to the actual team
lead.

1235
00:39:46,508 --> 00:39:50,782
And I had no idea I was being
charged 5% on the house on top of

1236
00:39:50,782 --> 00:39:53,058
everything before it got to my net
split.

1237
00:39:53,058 --> 00:39:54,920
I had no idea.

1238
00:39:55,540 --> 00:39:57,511
I'm like, why is my net pay lower

1239
00:39:57,411 --> 00:40:00,709
than what my actual split is?
And it took me a while to figure

1240
00:40:00,709 --> 00:40:02,706
out because I was a new agent.

1241
00:40:02,706 --> 00:40:05,253
I had no idea until maybe like a

1242
00:40:05,353 --> 00:40:05,873
year in.

1243
00:40:05,873 --> 00:40:06,906
It was crazy.

1244
00:40:06,906 --> 00:40:08,077
It's still out there.

1245
00:40:08,077 --> 00:40:09,523
I didn't realize that either.

1246
00:40:09,523 --> 00:40:11,705
And I was a new either.

1247
00:40:11,605 --> 00:40:12,961
And I was a new agent.

1248
00:40:12,961 --> 00:40:15,077
I had no idea until maybe like a
year It in.

1249
00:40:15,077 --> 00:40:15,777
was crazy.

1250
00:40:15,677 --> 00:40:16,990
It's still out there.

1251
00:40:16,990 --> 00:40:18,448
I didn't realize that either.

1252
00:40:18,448 --> 00:40:20,125
And I was a producing agent.

1253
00:40:20,125 --> 00:40:22,587
And I was like, the math's not
adding up.

1254
00:40:22,587 --> 00:40:24,319
We're off not a lot, but we're off
a little bit.

1255
00:40:24,319 --> 00:40:25,451
And I was like, this is crazy that
it's not articulated with my 5%

1256
00:40:25,310 --> 00:40:25,566
plus tax off clearly itemized on
there.

1257
00:40:25,536 --> 00:40:27,174
Like, where's that money going?
I had to do all this gypsy math.

1258
00:40:27,174 --> 00:40:28,826
And I was like, this shouldn't be
this way.

1259
00:40:28,826 --> 00:40:30,666
It's like 2020 something mortgage
world.

1260
00:40:30,566 --> 00:40:32,057
I'm like, oh my God.

1261
00:40:32,057 --> 00:40:33,325
And I'm just like, I just never

1262
00:40:33,325 --> 00:40:37,653
felt my interests were being taken
care of in that type of scenario

1263
00:40:37,653 --> 00:40:39,760
when I got to fight and claw and
unravel and investigate and all

1264
00:40:39,860 --> 00:40:40,397
that for that.

1265
00:40:40,397 --> 00:40:42,999
I'm like, there's gotta be an

1266
00:40:42,999 --> 00:40:43,463
easier way.

1267
00:40:43,463 --> 00:40:45,947
Why can't I just say everything?

1268
00:40:45,947 --> 00:40:47,747
Like you said, I'll ask an agent.

1269
00:40:47,747 --> 00:40:49,947
I'm talking to agents now all the

1270
00:40:49,947 --> 00:40:50,147
time.

1271
00:40:50,147 --> 00:40:51,677
Part of the conversation always

1272
00:40:51,677 --> 00:40:53,054
gets to what's your split.

1273
00:40:53,054 --> 00:40:55,217
And they're like, 80, 20, 90, 10.

1274
00:40:55,217 --> 00:40:55,873
Okay, cool.

1275
00:40:55,873 --> 00:40:57,430
Is that before or after?

1276
00:40:57,430 --> 00:40:59,789
And I'm like, let's pull up a pay
stub.

1277
00:40:59,789 --> 00:41:01,439
Let's look, let's do the math.

1278
00:41:01,439 --> 00:41:03,236
And they're like, oh my God, I've

1279
00:41:03,132 --> 00:41:03,349
already found people.

1280
00:41:03,349 --> 00:41:03,926
They're like, oh, I guess I'm

1281
00:41:03,926 --> 00:41:04,239
85-15, not 90-10.

1282
00:41:04,239 --> 00:41:04,728
And I'm like, oh, contraire,

1283
00:41:04,672 --> 00:41:04,841
you're not 85-15.

1284
00:41:04,841 --> 00:41:05,204
You're 84.35, 15.65 because it's

1285
00:41:05,178 --> 00:41:05,420
5% plus tax.

1286
00:41:05,418 --> 00:41:05,998
But they didn't know that because

1287
00:41:05,996 --> 00:41:07,709
it's not there and they're going
around telling everyone they're

1288
00:41:07,709 --> 00:41:09,504
90-10 or they're thinking they're
90-10 when really they're netting

1289
00:41:09,404 --> 00:41:10,166
out less than 85-15.

1290
00:41:10,166 --> 00:41:11,737
Yeah, it's not there and they're

1291
00:41:11,737 --> 00:41:14,083
going around telling everyone
they're 90 10 or they're thinking

1292
00:41:14,083 --> 00:41:16,462
they're 90 10 when really they're
netting out less than 85 50 yeah

1293
00:41:16,462 --> 00:41:18,665
it's wild and then you have the
flip side too and you have

1294
00:41:18,665 --> 00:41:20,992
scenarios where there's a lot of
really really they're netting out

1295
00:41:20,992 --> 00:41:24,120
less than 85 50 yeah it's wild and
then you have the flip side too

1296
00:41:24,120 --> 00:41:26,213
and you have scenarios where
there's a lot of really honest

1297
00:41:26,213 --> 00:41:29,320
transparent people who are paying
out all these volume bonuses and

1298
00:41:29,820 --> 00:41:34,951
stuff like that i remember the
first time i got a volume bonus i

1299
00:41:35,051 --> 00:41:39,451
messaged scott it was when i was
at bricks and i was like hey man

1300
00:41:39,551 --> 00:41:42,760
like it's kind of awkward but like
you guys paid me too much.

1301
00:41:42,760 --> 00:41:43,452
Like I'm just getting started.

1302
00:41:43,552 --> 00:41:44,464
So I'm happy to take it.

1303
00:41:44,464 --> 00:41:45,848
But like, there's an error been
made.

1304
00:41:45,848 --> 00:41:48,347
I don't want to be that guy to
never come clean about it.

1305
00:41:48,347 --> 00:41:49,933
And he's like, it's a volume
bonus.

1306
00:41:49,933 --> 00:41:51,144
I'm like, what are you talking
about?

1307
00:41:51,044 --> 00:41:52,413
Like what's the efficiency?
efficiency?

1308
00:41:52,313 --> 00:41:52,413
Oh, it was a volume.

1309
00:41:52,313 --> 00:41:53,380
It was a volume bonus.

1310
00:41:53,380 --> 00:41:55,193
it was a It was a volume bonus.

1311
00:41:55,193 --> 00:41:56,485
That was Island B mortgage pros.

1312
00:41:56,485 --> 00:41:56,588
Yeah.

1313
00:41:56,688 --> 00:41:56,945
Undertango.

1314
00:41:56,845 --> 00:41:57,564
Funny how Under Yeah.

1315
00:41:57,564 --> 00:41:57,718
Yeah.

1316
00:41:57,718 --> 00:41:57,924
Tango.

1317
00:41:57,924 --> 00:41:59,100
Funny how everything comes full

1318
00:41:59,100 --> 00:41:59,400
circle.

1319
00:41:59,400 --> 00:42:00,580
So there you go.

1320
00:42:00,480 --> 00:42:02,100
Those are a couple of tidbits.

1321
00:42:02,100 --> 00:42:03,068
There's obviously more, but we

1322
00:42:03,068 --> 00:42:06,836
only got so many hours in the day,
but those are some big ones.

1323
00:42:06,836 --> 00:42:07,229
Okay.

1324
00:42:07,229 --> 00:42:08,550
So you obviously have a

1325
00:42:08,550 --> 00:42:11,418
partnership with us through the
Tango world and that's tied back

1326
00:42:11,418 --> 00:42:13,878
to your other partner, Jason
Henneberry, who you're working

1327
00:42:13,878 --> 00:42:16,160
with on VIP Club, Strategy Hub,
and probably have some other stuff

1328
00:42:16,160 --> 00:42:16,800
cooking as well.

1329
00:42:16,800 --> 00:42:19,253
So why don't we chat a little bit

1330
00:42:19,253 --> 00:42:20,727
about your partnership?
Because Tom and I are big fans of

1331
00:42:20,722 --> 00:42:22,957
forming these alliances in the
industry that create like one plus

1332
00:42:22,957 --> 00:42:23,880
one equals three scenarios.

1333
00:42:23,960 --> 00:42:24,047
Yeah.

1334
00:42:24,047 --> 00:42:24,178
Yeah.

1335
00:42:24,178 --> 00:42:25,290
I can't say enough, man.

1336
00:42:25,136 --> 00:42:25,675
So everyone here, you're
listening.

1337
00:42:25,671 --> 00:42:25,863
If you don't know Jason
Henneberry, as you showed, he

1338
00:42:25,838 --> 00:42:26,249
created Lender Spotlight,
phenomenal piece of software.

1339
00:42:26,249 --> 00:42:26,594
He's a builder.

1340
00:42:26,515 --> 00:42:26,783
He's an architect.

1341
00:42:26,757 --> 00:42:27,027
He's an operator.

1342
00:42:26,975 --> 00:42:27,784
He runs Tango Financial with Dean

1343
00:42:27,629 --> 00:42:28,356
Larson and 400 agents, 4 billion
volume plus.

1344
00:42:28,331 --> 00:42:29,785
No one ever leaves Tango, by the
way, which is crazy.

1345
00:42:29,785 --> 00:42:30,787
They just don't leave.

1346
00:42:30,787 --> 00:42:31,907
And so you guys started a

1347
00:42:31,907 --> 00:42:32,833
brokerage there, Tango Ontario.

1348
00:42:32,733 --> 00:42:33,936
You're partnered with Dean and

1349
00:42:33,936 --> 00:42:34,134
Jason.

1350
00:42:34,134 --> 00:42:37,200
I'm bringing Team Wiley in under

1351
00:42:37,200 --> 00:42:38,288
that brokerage in Ontario.

1352
00:42:38,288 --> 00:42:42,240
Like I told you, I'm at peace

1353
00:42:42,240 --> 00:42:43,095
right now.

1354
00:42:43,095 --> 00:42:44,710
I've never been this aligned on

1355
00:42:44,710 --> 00:42:46,705
everything in my life and it's
phenomenal.

1356
00:42:46,705 --> 00:42:50,139
And a lot of it has to do with
Hennaberry.

1357
00:42:50,139 --> 00:42:54,264
He is a guy I cold called and
offered an opportunity to with VIP

1358
00:42:54,264 --> 00:42:54,560
club.

1359
00:42:54,560 --> 00:42:57,076
And I'd been using his doc assist,

1360
00:42:57,076 --> 00:42:59,662
one of his services before, but I
didn't really know him.

1361
00:42:59,662 --> 00:43:03,884
And I called, called him with an
opportunity and he jumped on it

1362
00:43:03,984 --> 00:43:06,189
and we became partners.

1363
00:43:06,189 --> 00:43:07,233
And I quickly saw how he operated.

1364
00:43:07,224 --> 00:43:09,450
And then I was sort of like,
didn't know what I was going to do

1365
00:43:09,450 --> 00:43:10,783
in the coaching space as much.

1366
00:43:10,783 --> 00:43:12,928
And he had started a strategy hub

1367
00:43:12,928 --> 00:43:15,709
and he pitched an idea to me.

1368
00:43:15,709 --> 00:43:17,550
And I was like, that actually

1369
00:43:17,550 --> 00:43:19,856
checks a lot of the boxes.

1370
00:43:19,756 --> 00:43:21,824
So then I came in and partnered

1371
00:43:21,924 --> 00:43:22,898
with him in strategy hub.

1372
00:43:22,798 --> 00:43:24,119
That was about a little less than

1373
00:43:24,114 --> 00:43:26,302
a year ago, became partners there.

1374
00:43:26,202 --> 00:43:27,900
And now we've spent time together

1375
00:43:28,360 --> 00:43:30,526
and travel together and done all
these things.

1376
00:43:30,526 --> 00:43:36,272
And now mortgage team is
inevitably coming under his

1377
00:43:36,272 --> 00:43:39,509
brokerage and your guys brokerage.

1378
00:43:39,509 --> 00:43:42,207
And so, yeah, with him, I know

1379
00:43:42,207 --> 00:43:43,047
what I'm getting.

1380
00:43:43,047 --> 00:43:43,980
I love it.

1381
00:43:43,980 --> 00:43:45,631
We have similar strengths, but we
also, we have other things we're

1382
00:43:45,535 --> 00:43:45,939
good at.

1383
00:43:45,894 --> 00:43:46,313
And he is an operator.

1384
00:43:46,313 --> 00:43:47,368
He checks a lot of boxes.

1385
00:43:47,350 --> 00:43:48,094
First and foremost, he's a family

1386
00:43:48,075 --> 00:43:48,127
guy.

1387
00:43:48,127 --> 00:43:48,879
I'm a family guy above everything

1388
00:43:48,879 --> 00:43:49,079
else.

1389
00:43:48,982 --> 00:43:49,493
And that's easy to say.

1390
00:43:49,397 --> 00:43:50,316
It's very cliche, but I actually
fulfill that.

1391
00:43:50,316 --> 00:43:51,882
So to see moral compass is set,
right?

1392
00:43:51,882 --> 00:43:52,841
He's wired the right way.

1393
00:43:48,283 --> 00:43:48,879
He's been building phenomenal

1394
00:43:48,879 --> 00:43:49,597
relationships in the industry for
so many years.

1395
00:43:49,501 --> 00:43:50,114
He plays the long game.

1396
00:43:50,114 --> 00:43:51,629
I'll come to him with a thing.

1397
00:43:51,629 --> 00:43:54,139
Hey, what do we do?
And he's like, we got this.

1398
00:43:54,139 --> 00:43:54,577
It's calm.

1399
00:43:54,577 --> 00:43:56,137
He's like, yeah, we're going to do

1400
00:43:56,137 --> 00:43:56,337
this.

1401
00:43:56,332 --> 00:43:57,556
And we're going to do that.

1402
00:43:57,551 --> 00:43:57,794
It's okay.

1403
00:43:57,794 --> 00:43:59,155
And I'm like, oh, okay.

1404
00:43:59,155 --> 00:43:59,479
Yeah.

1405
00:43:59,479 --> 00:43:59,609
Yeah.

1406
00:43:59,609 --> 00:44:02,663
And so he puts me at ease and at
peace with a lot of things there

1407
00:44:02,663 --> 00:44:02,764
too.

1408
00:44:02,764 --> 00:44:03,627
And I'm like, okay.

1409
00:44:03,627 --> 00:44:05,860
And then he does what he says he's
going to do.

1410
00:44:05,980 --> 00:44:08,302
I've never met someone so busy
where he's like, oh yeah, I'll get

1411
00:44:08,302 --> 00:44:08,965
that to you.

1412
00:44:08,965 --> 00:44:09,779
I'm thinking that's like three

1413
00:44:09,779 --> 00:44:09,887
days.

1414
00:44:09,887 --> 00:44:11,388
And like 10 minutes later, I get

1415
00:44:11,432 --> 00:44:12,532
an email with the thing he said.

1416
00:44:12,412 --> 00:44:13,240
And I'm like, that's refreshing.

1417
00:44:13,280 --> 00:44:15,536
Someone does what they say they're
going to do.

1418
00:44:15,536 --> 00:44:16,422
I'm like, that's cool.

1419
00:44:16,422 --> 00:44:16,229
So on a lot of different levels,

1420
00:44:16,229 --> 00:44:21,840
and then he's just like a good
dude and we get along.

1421
00:44:24,200 --> 00:44:25,180
He's wired the right way for me.

1422
00:44:26,880 --> 00:44:28,278
And my wife loves him.

1423
00:44:28,278 --> 00:44:30,520
He's stayed at our house.

1424
00:44:30,540 --> 00:44:31,152
So it's all those things.

1425
00:44:31,152 --> 00:44:32,479
So he's a phenomenal partner.

1426
00:44:32,479 --> 00:44:33,276
Everything I'm doing from Team

1427
00:44:33,276 --> 00:44:35,571
Wiley to Strategy Hub to VIP Club,
we're all moving in the same

1428
00:44:35,571 --> 00:44:35,798
direction.

1429
00:44:35,798 --> 00:44:37,989
And that's what I want.

1430
00:44:37,989 --> 00:44:38,140
Yeah.

1431
00:44:38,140 --> 00:44:40,788
Isn't it crazy how it all sprung

1432
00:44:40,788 --> 00:44:44,625
from one phone call?
My first phone call in the call in

1433
00:44:44,625 --> 00:44:48,239
the industry was to Scott Beckford
to say, Hey, I've got an idea to

1434
00:44:48,239 --> 00:44:49,046
start a calling company.

1435
00:44:49,046 --> 00:44:50,110
He's like, that's on my whiteboard

1436
00:44:50,110 --> 00:44:50,920
right now.

1437
00:44:50,920 --> 00:44:51,740
Let's do it.

1438
00:44:51,740 --> 00:44:52,433
So we did it.

1439
00:44:52,433 --> 00:44:53,316
We got investors.

1440
00:44:53,316 --> 00:44:54,198
We pitched it.

1441
00:44:54,198 --> 00:44:56,027
All of a sudden we're traveling

1442
00:44:56,027 --> 00:44:57,540
across Canada, pitching it.

1443
00:44:58,540 --> 00:45:01,245
And then we make a bunch of calls.

1444
00:45:01,245 --> 00:45:02,792
And then I buy VIP club.

1445
00:45:02,792 --> 00:45:04,606
And then my next cold call like

1446
00:45:04,506 --> 00:45:07,800
that is to Henneberry to partner
with me on VIP because I don't

1447
00:45:07,745 --> 00:45:08,940
know what I'm doing.

1448
00:45:08,940 --> 00:45:10,540
And so it's funny.

1449
00:45:10,540 --> 00:45:13,913
Those two, they lean into the next
one.

1450
00:45:13,813 --> 00:45:16,809
They came from cold calls for me
putting myself out there and

1451
00:45:16,909 --> 00:45:18,187
going, hey, with an opportunity.

1452
00:45:18,187 --> 00:45:19,720
It's just crazy how that works.

1453
00:45:19,720 --> 00:45:21,320
So yeah, now here we are.

1454
00:45:21,320 --> 00:45:23,700
And I wouldn't be where I am

1455
00:45:23,980 --> 00:45:24,737
without him.

1456
00:45:24,737 --> 00:45:26,733
And you guys are partnered with

1457
00:45:26,733 --> 00:45:26,871
him.

1458
00:45:26,971 --> 00:45:28,417
So you see it firsthand.

1459
00:45:28,317 --> 00:45:29,349
But yeah, he's awesome.

1460
00:45:29,449 --> 00:45:31,127
So not enough good things to say

1461
00:45:31,127 --> 00:45:31,797
about him.

1462
00:45:31,797 --> 00:45:33,359
I could keep going, but I won't.

1463
00:45:33,359 --> 00:45:33,638
Short podcast.

1464
00:45:33,638 --> 00:45:34,028
But yeah, phenomenal.

1465
00:45:34,028 --> 00:45:35,902
Great business partner to have.

1466
00:45:35,902 --> 00:45:37,293
Yeah, we've noticed the same.

1467
00:45:37,293 --> 00:45:41,776
It's funny you said the point of
just getting things done have yeah

1468
00:45:41,776 --> 00:45:44,645
we've noticed the same it's funny
you said the point of just getting

1469
00:45:44,645 --> 00:45:47,293
things done so quickly because we
had the same thought we're like

1470
00:45:47,293 --> 00:45:51,339
how the fuck does this guy get so
much shit at the end of the day

1471
00:45:51,239 --> 00:45:54,510
it's a rain you know as get so
much shit at the end of the day

1472
00:45:54,510 --> 00:45:58,120
it's a rain you know as it like on
the phone with you yeah i'll send

1473
00:45:58,120 --> 00:46:01,844
that to you and typically if i'm
on the phone with you said yeah

1474
00:46:01,844 --> 00:46:04,415
i'll send that i rethink about it
later that night or the next

1475
00:46:04,388 --> 00:46:07,120
morning they go oh yeah i'm gonna
do that nope his thing comes in

1476
00:46:07,220 --> 00:46:08,879
and i'm like, Whoa, that's a
superpower.

1477
00:46:08,879 --> 00:46:10,207
Yeah, it is a superpower.

1478
00:46:10,207 --> 00:46:11,110
Yeah, good stuff.

1479
00:46:11,110 --> 00:46:13,623
Well, Ryan, thank you so much for
coming on today.

1480
00:46:13,623 --> 00:46:17,680
I know we touched on a lot of
different points.

1481
00:46:18,080 --> 00:46:22,891
So a lot of the podcasts, we like
to do a little recap at the end,

1482
00:46:22,891 --> 00:46:25,921
this one, there's quite a bit to
recap.

1483
00:46:25,921 --> 00:46:28,660
So I'm just going to touch on some
highlights that I had.

1484
00:46:28,660 --> 00:46:31,895
Really, I loved seeing sort of how
you transitioned and made that

1485
00:46:31,995 --> 00:46:35,417
lifestyle design choice in your
personal life to get out of the

1486
00:46:35,417 --> 00:46:38,267
book of business and focus on what
actually fulfilled you.

1487
00:46:38,367 --> 00:46:41,480
And obviously, I love what you're
doing with the team side and

1488
00:46:41,480 --> 00:46:44,787
showing people what they're
missing and how to get to that

1489
00:46:44,788 --> 00:46:47,782
next level, finding the right
partners, picking up the phone and

1490
00:46:47,682 --> 00:46:48,608
getting those relationships out
there.

1491
00:46:48,608 --> 00:46:51,432
And then just appreciate you
shining a light on some of the

1492
00:46:51,332 --> 00:46:54,078
hidden nuances and mysteries in
the space and sort of what gets

1493
00:46:54,078 --> 00:46:56,089
tucked in the corners or hidden
behind the curtain.

1494
00:46:55,989 --> 00:46:59,647
So thank you for coming on and
shining a light on those today.

1495
00:46:59,647 --> 00:47:00,866
Yeah, you got it, man.

1496
00:47:00,866 --> 00:47:02,001
I appreciate you having me.

1497
00:47:02,001 --> 00:47:03,792
I have one last thing to say.

1498
00:47:03,792 --> 00:47:05,151
If you are a mortgage agent, you

1499
00:47:05,151 --> 00:47:08,569
have a team, a franchise, a you
want to start a a a brokerage,

1500
00:47:08,669 --> 00:47:10,643
brokerage, team, franchise, you
want to start a team, doesn't

1501
00:47:10,643 --> 00:47:11,144
matter.

1502
00:47:11,144 --> 00:47:12,834
You have the best model going.

1503
00:47:12,834 --> 00:47:15,861
But if you are one of those people
and you don't think you're getting

1504
00:47:15,861 --> 00:47:19,768
the value where you're at, you
can't put your finger on the value

1505
00:47:19,768 --> 00:47:21,010
you're getting.

1506
00:47:21,110 --> 00:47:22,270
There's not enough transparency.

1507
00:47:22,270 --> 00:47:25,630
Or if you're stuck and you just
don't know how to up your game,

1508
00:47:25,630 --> 00:47:28,956
how to get from the next level for
your mortgage business, or you're

1509
00:47:28,856 --> 00:47:29,226
just curious.

1510
00:47:29,226 --> 00:47:31,074
You're like, hmm, it's probably in

1511
00:47:31,074 --> 00:47:33,733
my best interest to just hear
what's going on over there.

1512
00:47:33,733 --> 00:47:37,992
Go check out IamRyanWiley.com or
go to my link in my bio on

1513
00:47:37,992 --> 00:47:42,899
Instagram and you'll see there'll
be something up there by the time

1514
00:47:42,899 --> 00:47:43,880
this is up.

1515
00:47:44,600 --> 00:47:46,273
There'll be a webinar, 15, 20

1516
00:47:46,273 --> 00:47:49,376
minute webinar walking you through
what team Wiley is all about.

1517
00:47:49,376 --> 00:47:49,731
And if you even qualify.

1518
00:47:49,731 --> 00:47:50,298
Okay.

1519
00:47:50,298 --> 00:47:52,412
So that's all I got to say.

1520
00:47:52,312 --> 00:47:53,108
And broker owners out there,

1521
00:47:53,108 --> 00:47:53,798
you've been warned.

1522
00:47:53,898 --> 00:47:55,762
It's time to up your fricking game

1523
00:47:55,762 --> 00:47:57,034
because I'm coming.

1524
00:47:57,034 --> 00:47:58,375
I'm going to eat your lunch.

1525
00:47:58,275 --> 00:48:00,261
Up your fucking game boys.

1526
00:48:00,361 --> 00:48:00,757
Let's go.

1527
00:48:00,757 --> 00:48:01,005
Love it.

1528
00:48:01,005 --> 00:48:02,660
Love Love it.

1529
00:48:02,660 --> 00:48:04,531
I'm fired up.

1530
00:48:04,631 --> 00:48:05,422
Let's go, man.

1531
00:48:05,422 --> 00:48:05,956
Let's go.

1532
00:48:05,956 --> 00:48:06,491
Game time.