258: 5 Questions I Get Asked Every Week

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business.

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

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

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understand way.

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I hope you enjoy.

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Okay, welcome to this week's
episode of the Mortgage Game

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Podcast.

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West Coast Wiley in the house

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coming to you live on video now,
not just sitting in my truck

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anymore.

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We had a good run.

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We definitely did.

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If you've listened to the podcast,

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you get it.

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So let's get into it.

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So this week, I'm going to cover
five questions I get asked all the

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frickin' time.

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And I'm not saying that's a bad

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thing.

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Keep the questions coming because

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it allows me to make videos and
podcasts and stuff like this.

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There's probably about 20
questions and I'll get those in

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other segments.

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But for this, I've carved out five

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questions.

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I get asked all like weekly.

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I get asked and I don't mind
answering them, but I figure, hey,

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let's just put them on here on
YouTube, on the podcast, and let's

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go from there.

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So let's get into it.

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Number one, Ryan, what database
should I use?

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What type of, sorry, CRM should I
use?

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Ah, that old question.

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Then the old answer is that the

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answer you hear everyone says, the
one you're going to use.

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Well, sure.

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Okay.

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Yes, I agree.

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That's a cliche answer, but I

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totally get it.

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Cliches work in a lot of

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scenarios.

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I'm going to go a little deeper on

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that though.

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Okay.

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So if I'm brokering and I'm coming
back, and so here's my philosophy

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on this.

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Like most of the stuff you've been

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following me long enough, you
know, like I don't sit on the

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fence on shit.

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I just don't.

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I go one way or the other and I'll
back it up with my reasoning and

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I'll show you stats and I won't
just throw stuff out there and go,

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yeah, that's what I think.

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Sometimes once in a while, but

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most times I will back it up with
information and reasoning as to

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why I have that opinion.

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So what CRM would I use?

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Well, I personally think, before I
tell you what I would use, I

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personally think a lot of mortgage
brokers are overcomplicating their

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business and they feel better
about themselves because they have

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their CRM set up.

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And they feel like because they

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have one and they've got some
automation built in and you don't

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need all that.

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I'm just telling you, you do not

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need that.

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I ran a mortgage business for 12,

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13 years and we did not have a
CRM.

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We had an Excel spreadsheet.

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It's an Excel spreadsheet.

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And I know a lot of top producers,
but that's all they use.

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It's not connected to anything.

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It's not connected to a submission

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platform.

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It's not connected where emails go

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out.

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I always come back to how many

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deals are you doing?
Seriously, we were doing between

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100, 180 files depending on where
we were at a year.

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I ran a spreadsheet and we email
marketed out we email marketed out

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of BombBomb.

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That was my favorite software to

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use with video marketing.

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We could build drip campaigns.

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You don't need these fancy CRMs.

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And I know there's ones that say

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they're simple.

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And I know there's ones that say,

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hey, we do this and we do
automation.

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Sure, but you don't need it.

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And a lot of times you're just

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putting yourself on this massive
learning curve.

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You're setting up all these steps
in your process that you really

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don't need.

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And so for me, my answer is, what

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CR your language you use?
I'm not going to go, whatever one

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you use.

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I'm just going to say an Excel

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spreadsheet.

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I don't want to pay for something

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else.

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And I'm not saying I'm cheap here

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because I'm not.

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I'll spend money to make money all

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day long.

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But the spreadsheet does the job

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and you can make it as robust as
you like.

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spreadsheet does the job and you
can make it as robust as you like.

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And you can't convince me that
someone running 20 files a year,

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40 files a year, 80, 100, 150,
180, because I live that world,

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that you need a CRM to do all that
and that it actually makes your

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life easier.

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Quite contrary.

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that and that it actually makes
your life easier.

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Quite contrary.

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Don't believe it.

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Till proven If someone wants to
have a debate on by the reach out

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to me.

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otherwise.

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that, way, You know where to find
I'll me.

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gladly do that.

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I just think there's a lot of

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services out there that are
promoting things and they're like,

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we're hey, going to solve your
business.

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No CRM is going to solve your
business.

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No CRM is going to make your
business go from here to here.

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It's just not how it works.

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It's like a catalog.

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That's all it is.

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It just holds data.

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And so you can get the ones where
they overcomplicate and it's part

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of a submission platform because
they want you to get on the

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submission platform.

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So they build these inferior

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products to kind of layer around
the submission platform so they

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use the submission platform.

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You can't go anywhere else and

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they force you to use it because
they get beeps on the back end and

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they get kickbacks from the
lenders.

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I'm just going to use whatever
submission platform I choose, and

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I'm going to use an Excel
spreadsheet.

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That's question number one.

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Okay, question number two.

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Ryan, how do I know who my avatar
is?

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First off, what is an avatar?
An avatar is your ideal client.

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before Okay, I tell how do you
you, know who my avatar is?

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First what is off, an avatar?
An avatar is your ideal client.

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Okay, before I tell you, how do
you know who your avatar is?

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You need to know what an avatar
is.

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If I said to you, who's that
perfect client you want to work

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with?
Think back to all the clients

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you've worked with.

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Who is it?

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Give them a name, right?
Tom and Sally Smith.

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That was mine.

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Tom and Sally Smith.

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So how do you know your avatar?
I'm going to explain who mine was,

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and then I'm going to give you
some tips because it's different

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for everybody.

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If you are brand new, sorry, I'll

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explain who mine was.

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Tom and Sally Smith, provable

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income, household income of 250
plus, white collar professionals,

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appreciated another professional,
myself, taking care of their

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mortgage and other financing
situations around their mortgage.

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White glove concierge style would
pay a premium to work with me

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because I'm never going to be the
lowest rate.

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We're never going to be the lowest
rate, by the way.

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Insured deals, blah, blah.

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Okay.

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Yeah.

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For the most part, uninsured

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files, we will not be the lowest
rate.

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So you need to come up with
something else.

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So that was my ideal person, not a
price shopper, not a rate shopper.

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I want someone that appreciate,
valued their time, right?

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And white collar professionals,
they value their time.

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They've got young kids,
potentially they're being, they're

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trying to climb the corporate
ladder.

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They're like, they just don't have
time to like go and source all

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this shit out.

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And then to realize maybe they

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didn't know what they were doing.

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And they understand someone else

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who's educated in the skill set
and spend time upping their game

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to have that person in your corner
at guess what zero cost maybe a

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premium on the interest rate but
we're going to make that back in

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other ways that was my avatar so
who how do you know who your

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avatar is well if you're newer to
the industry you should not make

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that decision right now you need
to go why you need to go get

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exposure to a bunch of different
deals.

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Commercial, residential, B,
private, all day, self-employed, A

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stuff, like everything.

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You need to go get investors.

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Go get it all.

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And then you'll quickly decide

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probably, I don't know how many
files it'll be.

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It might take you two years.

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It might take you 30 files.

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I don't know.

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You'll start to realize which

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files feel warm and fuzzy to you
that you want to work with.

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And so this is what I will tell
you.

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If you are still in the business
and you have been however long,

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you've been in the business for a
decent amount of time, five years,

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10 years, 15 years, and you don't
have an avatar dialed in, you're

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doing something wrong.

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And I get it.

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I get it.

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I understand.

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A lot of you, you're trying to
take on anything that comes to you

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right now, especially when times
are a little tougher.

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Applications are a little harder
to piece together, a little harder

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to get people on the phone to
actually see if they'll give you

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an application.

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So you're just taking everything.

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You're scrambling.

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So my mentality on that is if

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you're trying to be everything to
everyone, you're being nothing.

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You can't be everything to
everyone.

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You just, it's impossible.

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It's impossible for you.

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You might as well be that
restaurant.

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You know, those restaurants where
they have 72 dishes on the nine

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pages of the menu and you are, you
open it and you're like, Oh God, I

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already know none of this is going
to be good.

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Like you already know versus the
place you go and they have like,

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we have 12 things.

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They're going to knock out of the

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park, all 12 things.

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So you need to figure out who that

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person is and you reverse engineer
where you go find those people.

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And I get it.

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If you do all day private and you

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do all these things, like think
about the logic here for you to

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know all the guidelines for all
those different lenders to knock

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that out of the park, all the
relationships you have to manage

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with all those different lenders
and BDMs and underwriters.

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It's a moving target in some of
those areas with B lenders and

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privates, and everything's always
changing.

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The A stuff stays a little more of
the same.

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For you to stay on top of all
that, that's exhausting.

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And for you to be phenomenal at
it, even if you get a deal done,

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let's say A client is who you
prefer working but you get with,

256
00:08:33,302 --> 00:08:34,780
some B And let's deals.

257
00:08:35,919 --> 00:08:37,860
say a client is who you prefer

258
00:08:37,860 --> 00:08:39,734
working with, but you get some B
deals.

259
00:08:39,734 --> 00:08:43,187
And let's say you get it done at a
B lender, just because someone

260
00:08:43,187 --> 00:08:47,065
gave you an approval doesn't mean
that was the right spot for that

261
00:08:47,065 --> 00:08:47,250
client.

262
00:08:47,350 --> 00:08:49,420
So this happened to me in my

263
00:08:49,419 --> 00:08:49,769
mortgage career.

264
00:08:49,769 --> 00:08:50,766
I'd get the deal done.

265
00:08:50,866 --> 00:08:52,861
EQ Bank, I believe it was.

266
00:08:52,861 --> 00:08:54,298
And I'd compare notes with an

267
00:08:54,298 --> 00:08:55,579
actual B person who was a
specialist.

268
00:08:55,579 --> 00:08:59,530
And they're like, oh no, Ryan, you
should have went And here, that's

269
00:08:59,530 --> 00:09:00,943
here, why you here.

270
00:09:00,843 --> 00:09:02,157
cost your client six Client didn

271
00:09:02,257 --> 00:09:02,929
who grand.

272
00:09:02,929 --> 00:09:04,088
was a And they're specialist.

273
00:09:04,088 --> 00:09:04,750
oh you like, should have no, Ryan,
went here.

274
00:09:04,585 --> 00:09:04,891
here, here, And that's why you
cost your client six grand.

275
00:09:04,866 --> 00:09:05,691
Client didn't have a clue.

276
00:09:05,691 --> 00:09:06,976
I was like, oh man, damn.

277
00:09:06,976 --> 00:09:07,969
So instead I referred out that
business.

278
00:09:07,969 --> 00:09:11,201
So I could go focus on my avatar,
referred out, I took 25%.

279
00:09:11,201 --> 00:09:14,103
And that's what I'm telling
everyone I coach to go do is do

280
00:09:14,103 --> 00:09:14,222
that.

281
00:09:14,222 --> 00:09:16,279
And then it allows me to identify

282
00:09:16,279 --> 00:09:17,051
my avatar.

283
00:09:16,951 --> 00:09:18,965
I only want to work with the same

284
00:09:18,965 --> 00:09:20,231
people over and over.

285
00:09:20,231 --> 00:09:21,469
If you're dealing with all three

286
00:09:21,569 --> 00:09:24,253
of those categories, I know
there's more categories than that,

287
00:09:24,253 --> 00:09:24,919
but I'm putting them in those
three categories of A, B, and

288
00:09:24,743 --> 00:09:24,943
private.

289
00:09:24,777 --> 00:09:24,937
You're dealing with three

290
00:09:24,895 --> 00:09:25,041
different types of personalities.

291
00:09:25,008 --> 00:09:25,185
You're dealing with three

292
00:09:25,149 --> 00:09:25,320
different types of income,
documentation, provability,

293
00:09:25,210 --> 00:09:25,522
situations, credit scores, all of
that.

294
00:09:25,522 --> 00:09:28,443
It's just a bunch of shit coming
in and you're looking through it

295
00:09:28,427 --> 00:09:30,710
all trying to figure your way.

296
00:09:30,610 --> 00:09:31,945
Is this the lender?

297
00:09:31,945 --> 00:09:34,608
Is that what I want?
And it's exhausting and you're

298
00:09:34,608 --> 00:09:36,492
never going to knock it on the
park.

299
00:09:36,492 --> 00:09:39,566
You're never going to be amazing
at it.

300
00:09:39,566 --> 00:09:42,698
If you have an underwriter who
knows the answers to all of that

301
00:09:42,698 --> 00:09:45,375
stuff, there's an argument to be
made that you just bring it in,

302
00:09:45,375 --> 00:09:46,468
let them sift through it.

303
00:09:46,368 --> 00:09:47,586
You handle a discovery call, let

304
00:09:47,586 --> 00:09:50,025
them sift through it, and then
they place the deal.

305
00:09:50,125 --> 00:09:50,426
Sure.

306
00:09:50,326 --> 00:09:51,772
To find those types of people,

307
00:09:51,772 --> 00:09:54,250
those Swiss army knife
underwriters, you're going to have

308
00:09:54,250 --> 00:09:56,264
to pay them a lot of money.

309
00:09:56,164 --> 00:09:58,307
And B, what type of business are

310
00:09:58,407 --> 00:10:03,073
you running?
Most mortgage brokers are one man

311
00:10:03,073 --> 00:10:04,638
or one woman band shows.

312
00:10:04,638 --> 00:10:06,789
They only need so many deals.

313
00:10:06,789 --> 00:10:10,978
Most people want to earn two, 300K
a year, work 30, 40 hours a week,

314
00:10:10,978 --> 00:10:11,620
call her a day.

315
00:10:11,620 --> 00:10:12,821
You're trying to build something

316
00:10:12,821 --> 00:10:13,783
bigger and robust and you have
opportunities.

317
00:10:13,783 --> 00:10:14,399
I get it, totally.

318
00:10:14,399 --> 00:10:15,284
But for the majority of the

319
00:10:15,284 --> 00:10:17,507
industry, pick your avatar and
reverse engineer.

320
00:10:17,507 --> 00:10:21,700
So for me, when I said Tom and
Sally Smith, and I named it Tom

321
00:10:21,700 --> 00:10:23,846
and Sally Smith, where do I find
more Tom and Sally Smiths?

322
00:10:23,946 --> 00:10:26,342
Well, I need to find people who
have access and trust already

323
00:10:26,242 --> 00:10:28,247
built up with Tom and Sally Smith.

324
00:10:28,147 --> 00:10:29,737
I'm not going to sit there and try

325
00:10:29,737 --> 00:10:31,527
to go directly to Tom and Sally
Smith.

326
00:10:31,509 --> 00:10:32,048
That's a longer play.

327
00:10:32,048 --> 00:10:33,044
Today's social media world, I

328
00:10:32,944 --> 00:10:33,952
didn't do social media.

329
00:10:33,952 --> 00:10:35,408
Biggest mistake in my mortgage

330
00:10:35,408 --> 00:10:35,800
career.

331
00:10:35,800 --> 00:10:37,791
But if I was brokering now, I

332
00:10:37,891 --> 00:10:42,120
would have that plan in place to
put that social media out for

333
00:10:42,220 --> 00:10:42,896
those avatars.

334
00:10:42,896 --> 00:10:44,935
But my quickest way to get that

335
00:10:44,935 --> 00:10:47,808
type of avatar business is to find
referral partners who already have

336
00:10:47,808 --> 00:10:47,952
it.

337
00:10:47,952 --> 00:10:48,728
So is that FA?

338
00:10:48,820 --> 00:10:50,963
Is that accountants?
Is it realtors in certain

339
00:10:50,963 --> 00:10:52,182
situations, certain cities,
certain neighborhoods?

340
00:10:52,282 --> 00:10:54,162
That becomes the equation now.

341
00:10:54,162 --> 00:10:56,411
So it's a different puzzle I have

342
00:10:56,411 --> 00:10:56,881
to solve.

343
00:10:56,881 --> 00:10:58,556
The puzzle I have to solve is

344
00:10:58,556 --> 00:11:02,645
where do I find my avatar?
Because once I find it, my life is

345
00:11:02,745 --> 00:11:03,232
easy.

346
00:11:03,132 --> 00:11:04,790
I'm dealing with three lenders.

347
00:11:04,790 --> 00:11:06,837
I'm dealing with the same
situation.

348
00:11:06,837 --> 00:11:09,633
Every client of mine is going on
the same client journey.

349
00:11:09,633 --> 00:11:11,994
If you have A clients, B clients,
private clients, because of how

350
00:11:11,994 --> 00:11:15,420
the lenders interact with you and
how they price deals and how they

351
00:11:15,420 --> 00:11:18,796
want to see the file versus A
lenders where you send everything

352
00:11:18,796 --> 00:11:21,460
in and then you already know what
they're going to come back with.

353
00:11:21,460 --> 00:11:23,737
Your clients are going on three
different client journeys.

354
00:11:23,837 --> 00:11:24,692
That's crazy town.

355
00:11:24,692 --> 00:11:26,317
Your staff who might be helping

356
00:11:26,317 --> 00:11:29,018
you fulfillment, they're going on
three different journeys with you.

357
00:11:29,018 --> 00:11:31,749
It's so easy if you just dial in
one type of avatar.

358
00:11:31,749 --> 00:11:33,918
And then that's the puzzle piece
now.

359
00:11:34,018 --> 00:11:38,093
Instead of you learning all the
lender guidelines and

360
00:11:37,993 --> 00:11:39,751
relationships and sifting through
all the different personalities

361
00:11:39,751 --> 00:11:40,924
you're working with, that's the
puzzle.

362
00:11:40,924 --> 00:11:42,126
The puzzle over here is way
easier.

363
00:11:42,126 --> 00:11:43,529
Just go find Tom and Sally Smith.

364
00:11:43,529 --> 00:11:44,339
So that's what I did.

365
00:11:44,439 --> 00:11:45,149
There you go.

366
00:11:45,149 --> 00:11:46,167
That's number two.

367
00:11:46,067 --> 00:11:49,083
Number three, Ryan, what kind of
realtor should I work with?

368
00:11:49,083 --> 00:11:50,706
I'm going to blow your mind here.

369
00:11:50,606 --> 00:11:51,063
Blow your mind.

370
00:11:51,063 --> 00:11:53,064
Producing not new agents.

371
00:11:52,964 --> 00:11:55,778
ones, if you're a new agent, Yeah,

372
00:11:55,778 --> 00:11:59,071
if you're a broker, mortgage
broker, two weeks in, do not go

373
00:11:59,071 --> 00:11:59,879
find a new realtor.

374
00:11:59,879 --> 00:12:01,631
It's just a waste of time.

375
00:12:01,631 --> 00:12:04,266
You only want to work with people
who have business.

376
00:12:04,266 --> 00:12:05,594
They need to have business.

377
00:12:05,694 --> 00:12:08,009
So for it us, we was, needed buyer

378
00:12:08,009 --> 00:12:11,076
agents, ideally buyer agents who
were doing $150,000 to $500,000

379
00:12:11,076 --> 00:12:11,592
gross revenue.

380
00:12:11,592 --> 00:12:13,544
That told me they were serious

381
00:12:13,544 --> 00:12:14,842
about their business.

382
00:12:14,942 --> 00:12:16,372
They had enough files coming in.

383
00:12:16,372 --> 00:12:17,902
They had a database they were
working.

384
00:12:18,002 --> 00:12:20,237
They had relationships built in
the community.

385
00:12:20,237 --> 00:12:21,466
I don't want listing agents.

386
00:12:21,466 --> 00:12:23,171
Listing agents, for me, they just

387
00:12:23,171 --> 00:12:23,997
do listings.

388
00:12:23,997 --> 00:12:25,658
They're on the next one.

389
00:12:25,658 --> 00:12:27,697
Their clients aren't typically
buying.

390
00:12:27,597 --> 00:12:29,867
They are, but it's harder to get
in there.

391
00:12:29,867 --> 00:12:33,047
Their main focus is just getting
the listing, throwing a sign up

392
00:12:33,047 --> 00:12:34,960
onto but the it's next harder to
one.

393
00:12:34,960 --> 00:12:35,867
get in there.

394
00:12:35,967 --> 00:12:37,453
Their main focus is just getting

395
00:12:37,453 --> 00:12:43,031
the listing, throwing a sign up
onto the next one.

396
00:12:43,031 --> 00:12:48,880
Whereas buyer agents, they're
continuously working that

397
00:12:48,804 --> 00:12:50,220
relationship and all their clients
need to be pre-approved before

398
00:12:50,280 --> 00:12:52,827
they work with them.

399
00:12:52,894 --> 00:12:53,360
Whereas listing agents don't have

400
00:12:53,309 --> 00:12:55,295
to be pre-approved.

401
00:12:55,253 --> 00:12:55,300
If you're in a listing

402
00:12:56,280 --> 00:12:57,925
presentation as a realtor, you're
not like, okay, you're pitching

403
00:12:57,773 --> 00:12:58,980
just to get the job to put a sign
up.

404
00:12:58,889 --> 00:13:01,600
And you're not I need to make sure
you're going, you're selling my

405
00:13:04,620 --> 00:13:04,926
Yeah, pre-approved.

406
00:13:04,801 --> 00:13:04,941
Well, home.

407
00:13:04,937 --> 00:13:06,962
but what are you doing next?
You buying a home?

408
00:13:06,924 --> 00:13:09,233
Like I need to, that's no, not
part of their pitch.

409
00:13:09,233 --> 00:13:10,988
So I don't want to build
relationships with those people

410
00:13:10,925 --> 00:13:13,350
because I want the ones that need
them to be pre-approved.

411
00:13:13,350 --> 00:13:15,780
So I need a buyer agent, $150,000,
$500,000.

412
00:13:15,680 --> 00:13:16,440
That was for me.

413
00:13:16,540 --> 00:13:17,860
So where do you find these

414
00:13:17,854 --> 00:13:19,682
realtors?
How do you find out if they're

415
00:13:19,682 --> 00:13:20,900
producing?
Well, this is training we're going

416
00:13:20,900 --> 00:13:22,665
to be doing pretty soon in
accountability group.

417
00:13:22,765 --> 00:13:24,322
But I'll give you some tidbits to
it.

418
00:13:24,253 --> 00:13:24,731
Go do a Google search.

419
00:13:24,665 --> 00:13:25,611
Search up, we did this last week,

420
00:13:25,581 --> 00:13:26,671
search up Regina Realtors,
wherever you live.

421
00:13:26,671 --> 00:13:27,347
Realtors are going to come up.

422
00:13:27,383 --> 00:13:28,713
They're going to have all the

423
00:13:28,713 --> 00:13:29,151
reviews there.

424
00:13:29,087 --> 00:13:31,159
I would only work with a realtor

425
00:13:31,159 --> 00:13:34,259
if they have 10 Google reviews or
more.

426
00:13:34,159 --> 00:13:36,524
If they don't, that's step one.

427
00:13:36,524 --> 00:13:38,756
If they don't, it tells me they

428
00:13:38,756 --> 00:13:40,717
don't have their shit together.

429
00:13:40,717 --> 00:13:41,812
They're not serious.

430
00:13:41,712 --> 00:13:43,535
They don't have enough business.

431
00:13:43,535 --> 00:13:44,485
Any realtor that knows what

432
00:13:44,485 --> 00:13:50,100
they're doing and is that avatar
realtor I want to work with,

433
00:13:50,029 --> 00:13:50,100
they've got reviews.

434
00:13:50,071 --> 00:13:50,100
They understand the power of

435
00:13:53,940 --> 00:13:54,210
social proof.

436
00:13:54,103 --> 00:13:54,744
And then number two, because I

437
00:13:54,683 --> 00:13:55,271
would only they understand the
power of social proof.

438
00:13:55,310 --> 00:13:56,160
And then number two, because I
would only prospect realtors

439
00:13:56,053 --> 00:13:57,642
through social media, I would also
call and text, but I want to align

440
00:13:57,642 --> 00:13:58,126
our brands together.

441
00:13:58,226 --> 00:14:00,163
And I would be building my brand

442
00:14:00,163 --> 00:14:01,395
on social media.

443
00:14:01,395 --> 00:14:02,870
And let's just say it's Instagram,

444
00:14:02,870 --> 00:14:04,062
I'm going to be building it on.

445
00:14:04,062 --> 00:14:05,582
If I was a broker, that's where I

446
00:14:05,582 --> 00:14:06,116
would go.

447
00:14:06,116 --> 00:14:07,185
I want to make sure that realtor

448
00:14:07,185 --> 00:14:11,297
that has 10 Google reviews also
has a brand on Instagram and they

449
00:14:11,297 --> 00:14:15,499
are highly active with videos and
they're on there all the time and

450
00:14:15,499 --> 00:14:17,303
they get it.

451
00:14:17,303 --> 00:14:19,656
Because when I reach out to them

452
00:14:19,756 --> 00:14:23,229
and they see that I'm the same,
already we have something in line.

453
00:14:23,229 --> 00:14:24,763
Our brands can support each other.

454
00:14:24,763 --> 00:14:26,087
We're in doing things.

455
00:14:26,088 --> 00:14:28,109
We have the same morals about our
business.

456
00:14:28,209 --> 00:14:29,852
I can be like, you understand
content's important.

457
00:14:29,852 --> 00:14:30,480
I understand.

458
00:14:30,480 --> 00:14:31,885
Like, let's do some things

459
00:14:31,885 --> 00:14:32,031
together.

460
00:14:32,131 --> 00:14:34,260
So those are the two things I do.

461
00:14:34,260 --> 00:14:34,538
Okay.

462
00:14:34,538 --> 00:14:36,341
The Google reviews, I search and

463
00:14:36,341 --> 00:14:39,117
that, and then you get into how do
you prospect?

464
00:14:39,117 --> 00:14:41,677
I'm not answering that question
right here.

465
00:14:41,677 --> 00:14:41,802
Okay.

466
00:14:41,802 --> 00:14:44,117
I know you want me to not going

467
00:14:44,117 --> 00:14:44,430
to.

468
00:14:44,430 --> 00:14:44,680
Okay.

469
00:14:44,680 --> 00:14:45,500
That's number three.

470
00:14:45,500 --> 00:14:45,837
Number four.

471
00:14:45,837 --> 00:14:48,062
How do I know if my brokerage is
the right fit?

472
00:14:48,055 --> 00:14:50,424
Whoa, loaded question, but I get
that all the time.

473
00:14:50,417 --> 00:14:53,247
I think a lot of brokers are, A, I
think starting to see that the

474
00:14:53,247 --> 00:14:54,341
brokerage they're at isn't
perfect.

475
00:14:54,341 --> 00:14:58,024
But then on the flip side, I know
there's a lot of brokers that are,

476
00:14:58,124 --> 00:14:59,780
because business is down a bit,
you start trying to point fingers

477
00:15:00,760 --> 00:15:03,122
around and you're pointing them,
hey, instead of in the mirror,

478
00:15:03,122 --> 00:15:06,934
like this guy or this girl, the
reason I'm not doing the shit I

479
00:15:06,934 --> 00:15:09,741
need to do, I'm going to start
pointing out like, what am I

480
00:15:09,741 --> 00:15:12,084
getting from my brokerage?
And so I'm saying you should do

481
00:15:12,084 --> 00:15:12,273
that.

482
00:15:12,273 --> 00:15:14,478
You should still do that.

483
00:15:14,478 --> 00:15:16,400
But I'm not saying it leave.

484
00:15:16,400 --> 00:15:18,936
The grass is not always greener on

485
00:15:18,936 --> 00:15:20,013
the other side.

486
00:15:20,013 --> 00:15:22,187
So A, you need to have access to

487
00:15:22,187 --> 00:15:24,777
the lenders that you can submit
your deals through.

488
00:15:24,777 --> 00:15:27,871
If it's Scotia, TD, and a
monoline, whoever, you need to

489
00:15:27,871 --> 00:15:28,508
have direct access.

490
00:15:28,508 --> 00:15:30,080
If you don't have direct access,

491
00:15:30,160 --> 00:15:31,000
there's a problem.

492
00:15:31,000 --> 00:15:32,332
If you're not allowed to talk to

493
00:15:32,332 --> 00:15:33,170
the underwriters, massive problem.

494
00:15:33,170 --> 00:15:34,252
It means something's being hidden

495
00:15:34,236 --> 00:15:34,900
from you.

496
00:15:35,140 --> 00:15:36,787
If you're not allowed to submit

497
00:15:36,787 --> 00:15:40,644
your own deals, I get that if
you're a newer agent because they

498
00:15:40,644 --> 00:15:42,051
want to protect the relationship.

499
00:15:42,051 --> 00:15:45,799
But at some point, if you're doing

500
00:15:45,799 --> 00:15:49,304
business and you still can't
submit your own deals and it's

501
00:15:49,304 --> 00:15:52,275
going through someone else, then
there's a problem.

502
00:15:52,275 --> 00:15:58,063
Much like if you're not getting
access to all the pay that the

503
00:15:58,063 --> 00:16:00,807
lender's paying, there's a problem
unless you signed an agreement

504
00:16:00,807 --> 00:16:03,551
saying you didn't need that.

505
00:16:03,551 --> 00:16:05,288
With Scotiabank as an example, you

506
00:16:05,288 --> 00:16:11,099
get finder's fee, you get volume
bonus, and there's an efficiency

507
00:16:10,999 --> 00:16:15,073
bonus that comes out of up to
another 10 basis points.

508
00:16:15,173 --> 00:16:16,960
That's paid retroactive on all
your files.

509
00:16:16,960 --> 00:16:18,848
If you're not getting that, you
need to inquire.

510
00:16:18,848 --> 00:16:21,307
If it's something you signed on
knowingly at the beginning, sure,

511
00:16:21,307 --> 00:16:22,347
that's your own fault.

512
00:16:22,347 --> 00:16:24,619
But if you didn't know about that,

513
00:16:24,619 --> 00:16:26,048
it's sort of been hidden under the
rug.

514
00:16:26,048 --> 00:16:27,213
Well, there's a problem there.

515
00:16:27,213 --> 00:16:27,319
Okay.

516
00:16:27,319 --> 00:16:28,431
Also, I like asking questions.

517
00:16:28,431 --> 00:16:30,260
So I'm not going to ask questions

518
00:16:30,260 --> 00:16:32,460
with people at my brokerage.

519
00:16:32,460 --> 00:16:34,960
I'm going to ask questions of

520
00:16:35,060 --> 00:16:38,259
people, mortgage brokers, I admire
as business models and them as

521
00:16:38,259 --> 00:16:38,482
people.

522
00:16:38,482 --> 00:16:40,102
I'm going to talk to them about

523
00:16:40,102 --> 00:16:40,660
their brokerage.

524
00:16:40,760 --> 00:16:42,760
I'm going to go, what are you

525
00:16:42,760 --> 00:16:43,686
getting?
What's in your split?

526
00:16:43,686 --> 00:16:47,462
What do you get access to?
What's your $150 fee or $180 fee

527
00:16:47,462 --> 00:16:49,784
or $350, $500 fee?
What do you get for that?

528
00:16:49,784 --> 00:16:51,372
I'm going to go do some work.

529
00:16:51,372 --> 00:16:53,260
And so I'm telling you, this is

530
00:16:53,820 --> 00:16:56,786
one of the things that will be
your highest and best use of your

531
00:16:56,786 --> 00:16:58,980
time is doing some detective work
on that level.

532
00:16:59,080 --> 00:17:04,301
Because there are a lot of
brokers, talk to a lot of brokers.

533
00:17:04,301 --> 00:17:08,713
There are a lot of brokers who are
in spots where they shouldn't be.

534
00:17:08,713 --> 00:17:12,348
Early in my career, not early in
my career, mid-career, doing 40,

535
00:17:12,348 --> 00:17:12,991
50 million.

536
00:17:12,891 --> 00:17:14,194
I'm on an 85, 15 split.

537
00:17:14,194 --> 00:17:15,497
I didn't know any different.

538
00:17:15,497 --> 00:17:16,803
I was like, yeah.

539
00:17:16,803 --> 00:17:19,691
I started to talk and they're
like, oh God, Ryan, you should be

540
00:17:19,692 --> 00:17:20,877
like 90, 10 minimum.

541
00:17:20,877 --> 00:17:22,941
And I went and checked and there

542
00:17:23,040 --> 00:17:27,012
was a grid and I was supposed to
be, but they didn't tell me.

543
00:17:27,012 --> 00:17:28,547
And they were waiting for me to
come there.

544
00:17:28,545 --> 00:17:31,171
And meanwhile, I lost an extra 40K
there in commission.

545
00:17:31,271 --> 00:17:33,860
And I was like, this just feels
wrong.

546
00:17:33,860 --> 00:17:37,446
And I can't even articulate what
I'm getting for my And I money.

547
00:17:37,446 --> 00:17:39,774
it was my just, own And I can't
fault.

548
00:17:39,774 --> 00:17:42,495
even articulate what I'm getting
for my money.

549
00:17:42,495 --> 00:17:45,325
And I just, it was my own fault
though.

550
00:17:45,225 --> 00:17:45,921
I recognized it.

551
00:17:45,921 --> 00:17:47,926
And then I did something about it

552
00:17:47,926 --> 00:17:48,959
and I made a switch.

553
00:17:48,959 --> 00:17:51,422
And so if your spidey senses start

554
00:17:51,422 --> 00:17:54,003
tingling, your woman's intuition
starts kicking in, whatever,

555
00:17:54,003 --> 00:17:54,672
whatever, whatever.

556
00:17:54,672 --> 00:17:56,584
I'm not saying the grass is

557
00:17:56,584 --> 00:17:59,740
greener, but you owe it to
yourself to do the due diligence

558
00:17:59,740 --> 00:18:01,000
as a responsible business owner.

559
00:18:01,000 --> 00:18:02,813
So that's a loaded question from

560
00:18:02,813 --> 00:18:02,970
here.

561
00:18:02,970 --> 00:18:05,571
How do I know my brokerage is a

562
00:18:05,571 --> 00:18:08,367
fit?
I can tell you how I know it's not

563
00:18:08,367 --> 00:18:08,814
a fit.

564
00:18:08,814 --> 00:18:11,720
And a lot of it are those things I

565
00:18:12,900 --> 00:18:13,204
said.

566
00:18:13,204 --> 00:18:15,107
But I also know a lot of brokers

567
00:18:15,107 --> 00:18:18,673
who are staying where they're at
on an inferior split and not

568
00:18:18,573 --> 00:18:20,377
getting the value they need
because their relationship they

569
00:18:20,477 --> 00:18:22,181
have with the broker owner.

570
00:18:22,281 --> 00:18:23,585
And they're putting a lot of

571
00:18:23,685 --> 00:18:24,270
weight in that.

572
00:18:24,270 --> 00:18:25,640
And I'm not saying you shouldn't,

573
00:18:25,800 --> 00:18:28,814
but I'm saying that relationship
is costing you and the broker

574
00:18:28,814 --> 00:18:29,768
owner knows it.

575
00:18:29,768 --> 00:18:30,547
They know it.

576
00:18:30,447 --> 00:18:34,260
They know you could go across the
street and get a better deal and

577
00:18:34,260 --> 00:18:35,224
more value for your money.

578
00:18:35,124 --> 00:18:36,140
But they're leveraging the taking

579
00:18:36,160 --> 00:18:38,825
you out for golf and the fancy
stuff and the tickets to this and

580
00:18:38,825 --> 00:18:39,177
checking in.

581
00:18:39,177 --> 00:18:40,539
They're going, hey, that's costing

582
00:18:40,539 --> 00:18:41,890
you an extra 20K a year.

583
00:18:41,990 --> 00:18:43,056
So I'll gladly do it.

584
00:18:43,056 --> 00:18:43,670
Okay.

585
00:18:43,670 --> 00:18:44,358
Just from my perspective, I get to

586
00:18:44,319 --> 00:18:44,437
see all angles.

587
00:18:44,416 --> 00:18:44,575
That's pretty cool perspective.

588
00:18:44,555 --> 00:18:44,605
Okay.

589
00:18:44,565 --> 00:18:44,953
That's number That's number four.

590
00:18:44,792 --> 00:18:46,639
And number five, last question for
this video, Ryan, how do I get

591
00:18:46,639 --> 00:18:50,069
more deals from my database?
Ryan, how do I get more deals from

592
00:18:50,069 --> 00:18:51,672
my database?
There's not a magic pill.

593
00:18:51,672 --> 00:18:52,473
There's not for this.

594
00:18:52,473 --> 00:18:54,248
There's like a marketing business

595
00:18:54,248 --> 00:18:55,107
plan here.

596
00:18:55,107 --> 00:18:59,117
This is a plan you have to put

597
00:18:59,117 --> 00:19:01,055
into place and then execute and be
extremely, extremely diligent on.

598
00:19:01,055 --> 00:19:04,396
But I'm going to give you some
things you need to do.

599
00:19:04,396 --> 00:19:07,961
So the first thing I always ask
people is, okay, and this is in no

600
00:19:07,957 --> 00:19:08,257
specific order.

601
00:19:08,257 --> 00:19:08,832
Where's your list?

602
00:19:08,832 --> 00:19:09,521
Ah, it's over here.

603
00:19:09,521 --> 00:19:09,693
Okay.

604
00:19:09,693 --> 00:19:11,487
What software do you use to market
to your database?

605
00:19:11,487 --> 00:19:11,894
Okay.

606
00:19:11,894 --> 00:19:13,453
Is that the best software to

607
00:19:13,453 --> 00:19:14,899
market?
We used BombBomb at the time.

608
00:19:14,899 --> 00:19:18,864
We used the VIP club once a month
and BombBomb once a week.

609
00:19:18,864 --> 00:19:22,630
Because BombBomb, I don't want an
inferior CRM I have because it's

610
00:19:22,630 --> 00:19:25,422
attached to my summation platform
or it's over here that I want to

611
00:19:25,422 --> 00:19:28,238
send out really good looking
emails with videos in there where

612
00:19:28,238 --> 00:19:29,700
I can build drip campaigns of
videos.

613
00:19:29,700 --> 00:19:32,699
And I can do it at the click of a
button.

614
00:19:32,699 --> 00:19:33,915
It's super easy.

615
00:19:33,915 --> 00:19:36,441
And I have an app on my phone and

616
00:19:36,441 --> 00:19:39,929
they have a widget in my Gmail and
I open it.

617
00:19:39,929 --> 00:19:40,655
I start recording.

618
00:19:40,655 --> 00:19:42,427
Just go boom, boom, boom, boom,

619
00:19:42,427 --> 00:19:43,461
boom, boom, boom.

620
00:19:43,561 --> 00:19:43,768
Out.

621
00:19:43,668 --> 00:19:44,151
Done.

622
00:19:44,251 --> 00:19:46,633
I don't want to have to be hosting

623
00:19:46,633 --> 00:19:47,873
stuff and this and that.

624
00:19:47,873 --> 00:19:48,318
Crazy town.

625
00:19:48,318 --> 00:19:51,711
I'm going to use the marketing for
your database, which should be

626
00:19:51,611 --> 00:19:55,163
once a week, by the way.

627
00:19:55,163 --> 00:19:55,163
Just saying.

628
00:19:55,163 --> 00:20:00,226
The marketing for your database is
where you're going to make the

629
00:20:00,126 --> 00:20:00,507
most money.

630
00:20:00,507 --> 00:20:01,954
That's where you'll make the most

631
00:20:01,954 --> 00:20:03,208
money in this business.

632
00:20:03,208 --> 00:20:06,493
It's going to be one or two for

633
00:20:06,493 --> 00:20:06,585
you.

634
00:20:06,585 --> 00:20:09,562
So you should have the best

635
00:20:09,562 --> 00:20:15,887
software to deliver email with the
best looking email with the

636
00:20:15,887 --> 00:20:16,189
easiest to use.

637
00:20:16,189 --> 00:20:17,182
Why am I going to jam, lose

638
00:20:17,133 --> 00:20:19,484
efforts and do something else that
wasn't built to do that?

639
00:20:19,484 --> 00:20:19,912
It's crazy, Tim.

640
00:20:19,912 --> 00:20:21,547
So A, you need to market to your

641
00:20:21,547 --> 00:20:25,326
database and it has to be more
than once a month the more you

642
00:20:25,326 --> 00:20:31,728
market the more the smtp server is
going to recognize that you're a

643
00:20:31,728 --> 00:20:35,731
trusted source is going to put you
more in their inbox instead of

644
00:20:35,731 --> 00:20:39,900
their spam and then the client's
going to see you more in their

645
00:20:39,900 --> 00:20:43,303
inbox and guess what the more
you're in their inbox providing

646
00:20:43,403 --> 00:20:48,597
value timing is everything in life
and so if you're relying on your

647
00:20:48,597 --> 00:20:53,127
one email going out a month, if
you're not doing one email a

648
00:20:53,127 --> 00:20:56,338
month, oh God, I don't even know
what you're doing.

649
00:20:56,338 --> 00:20:57,345
Maybe you're beyond help.

650
00:20:57,345 --> 00:20:57,738
I don't know.

651
00:20:57,738 --> 00:20:58,307
Probably not.

652
00:20:58,307 --> 00:20:59,117
You can always help everybody, but

653
00:20:59,117 --> 00:20:59,266
come on.

654
00:20:59,266 --> 00:20:59,641
Come on, really?

655
00:20:59,641 --> 00:21:00,220
You can't complain.

656
00:21:00,197 --> 00:21:01,257
I hope you're not complaining

657
00:21:01,255 --> 00:21:02,833
about business and your market's
down, interest rates are high, and

658
00:21:02,833 --> 00:21:03,425
you can't find deals.

659
00:21:03,425 --> 00:21:03,675
Like really?

660
00:21:03,672 --> 00:21:04,760
I just shake you.

661
00:21:04,920 --> 00:21:05,763
We're not going to do that.

662
00:21:05,692 --> 00:21:07,689
So you need to market at least
once a week.

663
00:21:07,689 --> 00:21:11,290
If you're doing once a month,
putting a lot of pressure.

664
00:21:11,290 --> 00:21:15,798
So let's say you have this perfect
email you want to send out.

665
00:21:15,798 --> 00:21:18,827
It's like, Oh, this email and you
fired off your database.

666
00:21:18,827 --> 00:21:19,269
Whoa.

667
00:21:19,269 --> 00:21:20,888
Did it make it through the inbox?

668
00:21:20,888 --> 00:21:21,186
Okay, cool.

669
00:21:21,182 --> 00:21:21,529
Step one.

670
00:21:21,526 --> 00:21:25,400
Did they open the email?
Did they see the email or did it

671
00:21:25,400 --> 00:21:28,630
get pushed down their inbox and
they're on vacation or they're on

672
00:21:28,630 --> 00:21:32,487
your own second page or your way
down here or whatever?

673
00:21:32,487 --> 00:21:34,720
I never go to a zero inbox.

674
00:21:35,460 --> 00:21:36,654
I think that's bonkers when people

675
00:21:36,554 --> 00:21:39,242
do that, by the way, but that's so
stressful every day.

676
00:21:39,242 --> 00:21:41,686
I just have like, it's always
going, right?

677
00:21:41,586 --> 00:21:42,462
So what if they missed?
Okay.

678
00:21:42,462 --> 00:21:43,753
So let's say they saw it.

679
00:21:43,753 --> 00:21:43,888
Okay.

680
00:21:43,888 --> 00:21:45,764
Did they open it?
Was your subject line catchy

681
00:21:45,764 --> 00:21:46,827
enough?
Was it October newsletter?

682
00:21:46,827 --> 00:21:47,624
Who's opening that?
Really?

683
00:21:47,624 --> 00:21:48,088
Come on.

684
00:21:48,088 --> 00:21:50,382
We've got to be better than that.

685
00:21:50,382 --> 00:21:51,351
So did they even open it?
Okay.

686
00:21:51,351 --> 00:21:52,575
Let's say they opened it.

687
00:21:52,575 --> 00:21:53,952
Was what you had in there

688
00:21:53,952 --> 00:21:55,975
compelling enough?
See how all the things you have to

689
00:21:55,975 --> 00:21:59,272
get right here?
Let's say you got those up to that

690
00:21:59,272 --> 00:21:59,407
point.

691
00:21:59,407 --> 00:22:01,429
What you said in there, was it

692
00:22:01,429 --> 00:22:03,274
compelling enough?
Did it spark an interest?

693
00:22:03,274 --> 00:22:04,765
Were you even asking them for
something?

694
00:22:04,765 --> 00:22:07,938
Or were you just giving them
boring market stats about a bunch

695
00:22:07,938 --> 00:22:11,097
of shit?
And just like, paragraph, stuff on

696
00:22:10,997 --> 00:22:11,940
stuff on stuff.

697
00:22:11,840 --> 00:22:13,565
And you're just, hey, database

698
00:22:13,565 --> 00:22:14,788
marketing doesn't work.

699
00:22:14,788 --> 00:22:16,513
Well, yeah, because what you send

700
00:22:16,513 --> 00:22:16,873
sucks.

701
00:22:16,873 --> 00:22:17,863
Let's be honest.

702
00:22:17,863 --> 00:22:19,180
Let's just be real.

703
00:22:19,180 --> 00:22:20,754
That's why it doesn't work.

704
00:22:20,654 --> 00:22:22,102
Should be value, value, value,
ask.

705
00:22:22,102 --> 00:22:23,151
Value, value, ask.

706
00:22:23,251 --> 00:22:25,510
If it's not working for you,

707
00:22:25,510 --> 00:22:28,722
because you're not good at it, the
skill set you need to learn.

708
00:22:28,722 --> 00:22:32,032
So let's say they open it and
let's say what you said was

709
00:22:32,032 --> 00:22:32,082
awesome.

710
00:22:32,079 --> 00:22:33,358
Did you have a call to action?

711
00:22:33,358 --> 00:22:36,611
What was your call to action?
Was it reach out to me if you have

712
00:22:36,611 --> 00:22:38,794
questions?
That's not a call to action,

713
00:22:38,794 --> 00:22:40,469
right?
Did you have the big calendar

714
00:22:40,469 --> 00:22:44,618
button in there, right?
Direct access to your calendar, 15

715
00:22:44,618 --> 00:22:46,745
minute, no strings attached call.

716
00:22:46,745 --> 00:22:48,707
Is that like, you see the, and

717
00:22:48,707 --> 00:22:52,173
then what if everything you said
was awesome and it made sense, but

718
00:22:52,173 --> 00:22:54,991
what if they just didn't need a
mortgage at that time, or it

719
00:22:54,991 --> 00:22:57,142
wasn't relevant to what you were
saying to their situation.

720
00:22:57,142 --> 00:22:59,949
But let's say it was three weeks
later or three weeks earlier.

721
00:23:00,049 --> 00:23:03,586
Well, because you're only emailing
once a month and you need to get

722
00:23:03,586 --> 00:23:08,859
eight things right for it to line
up to show you it was working, you

723
00:23:08,859 --> 00:23:11,932
missed the mark and you missed the
timing.

724
00:23:11,932 --> 00:23:15,275
Timing's everything in life.

725
00:23:15,275 --> 00:23:17,550
So that's why you email once a

726
00:23:17,550 --> 00:23:19,692
week, right?
Now you take away the excuse of, I

727
00:23:19,692 --> 00:23:20,954
didn't get the right timing.

728
00:23:20,954 --> 00:23:22,322
They didn't need, no, because I'm

729
00:23:22,322 --> 00:23:22,620
always there.

730
00:23:22,620 --> 00:23:24,286
I'm always in the inbox.

731
00:23:24,286 --> 00:23:25,215
I have to be.

732
00:23:25,215 --> 00:23:25,859
So that's one.

733
00:23:25,859 --> 00:23:27,364
You're just not doing enough.

734
00:23:27,364 --> 00:23:28,509
Then you have data mining.

735
00:23:28,609 --> 00:23:30,546
How do you get business from your
database?

736
00:23:30,546 --> 00:23:31,854
That's the question.

737
00:23:31,854 --> 00:23:33,300
Are you mining your database?

738
00:23:33,300 --> 00:23:36,659
Are you looking for opportunities
with past clients, people you

739
00:23:36,659 --> 00:23:39,585
pre-approved, people that clients
you did deals with, clients you

740
00:23:39,585 --> 00:23:44,210
did deal with a while ago?
Are you looking at their other

741
00:23:44,310 --> 00:23:47,638
properties?
Are you looking for variable rate

742
00:23:47,638 --> 00:23:50,147
spread arbitrage?
Are you looking at where poster

743
00:23:50,147 --> 00:23:52,939
rates are in the market?
And it means IRD penalties are

744
00:23:52,839 --> 00:23:54,722
actually three-month interest
penalties for fixed rates.

745
00:23:54,722 --> 00:23:58,220
Are you looking for people with
six interest rate because now you

746
00:23:58,220 --> 00:24:01,968
have five available, doing the
math, reaching out, hey, I've got

747
00:24:01,968 --> 00:24:02,682
an opportunity.

748
00:24:02,682 --> 00:24:04,540
Like, are you doing that?

749
00:24:04,540 --> 00:24:05,444
That's how you do it.

750
00:24:05,444 --> 00:24:06,548
So more email marketing in a

751
00:24:06,548 --> 00:24:07,870
really good platform to email.

752
00:24:07,837 --> 00:24:09,920
And that's specific to getting

753
00:24:09,850 --> 00:24:11,957
business through email, not
something that's jammed into some

754
00:24:11,957 --> 00:24:16,392
other funky CRM you're using,
trying to make it be a Swiss army

755
00:24:16,492 --> 00:24:19,139
knife for all the things because
you're just too cheap.

756
00:24:19,139 --> 00:24:19,820
Don't do that.

757
00:24:19,880 --> 00:24:21,220
You're going to make more money

758
00:24:21,320 --> 00:24:24,662
from this than you will from a
CRM, hands down, a marketing CRM.

759
00:24:24,662 --> 00:24:26,139
And then more of it.

760
00:24:26,139 --> 00:24:27,617
And then are you mining your

761
00:24:27,717 --> 00:24:28,581
database with sniper rifle
opportunities?

762
00:24:28,581 --> 00:24:30,384
And then last but not least, list
management.

763
00:24:30,384 --> 00:24:33,276
Are you managing your database?
What I mean by that is, are you

764
00:24:33,276 --> 00:24:34,971
constantly adding the email
addresses in?

765
00:24:34,971 --> 00:24:36,191
Like weekly, the bare minimum
monthly?

766
00:24:36,191 --> 00:24:39,508
Are you going around everywhere in
your world looking for these email

767
00:24:39,508 --> 00:24:41,441
addresses and exporting them out
through CSV file and uploading

768
00:24:41,441 --> 00:24:43,830
them in and keep on topping up
your master list or even having

769
00:24:43,830 --> 00:24:47,183
zap set up to come from your
calendar over your submission

770
00:24:47,183 --> 00:24:47,725
agent over.

771
00:24:47,625 --> 00:24:48,827
If you're just having from

772
00:24:48,827 --> 00:24:51,898
calendar over to master list,
you're missing out because the

773
00:24:51,898 --> 00:24:54,803
people are doing an application
and there's a co-applicant.

774
00:24:54,703 --> 00:24:58,210
You're not going to get that on
the calendar.

775
00:24:58,110 --> 00:25:00,812
So you need to have it coming from
your submission agent.

776
00:25:00,812 --> 00:25:03,897
And if you don't have that zap set
up, that's okay.

777
00:25:03,898 --> 00:25:04,589
That's cool.

778
00:25:04,489 --> 00:25:06,181
Then you need to just go in and

779
00:25:06,181 --> 00:25:09,804
have a calendar reminder to go do
a CSV export, CSV export out of

780
00:25:09,804 --> 00:25:13,583
there and then upload it to your
master list.

781
00:25:13,583 --> 00:25:15,686
So you should have ongoing list
management.

782
00:25:15,686 --> 00:25:17,058
So between ongoing list
management, more marketing, using

783
00:25:17,058 --> 00:25:19,460
a really good platform and
database mining for sniper rifle

784
00:25:19,460 --> 00:25:22,459
opportunities, that's how you get
business out of your database.

785
00:25:22,459 --> 00:25:25,052
I know that because I was the king
of doing all that.

786
00:25:25,052 --> 00:25:27,034
So that's the answer to that
question.

787
00:25:27,034 --> 00:25:28,120
So that's it, kids.

788
00:25:28,200 --> 00:25:29,658
That's all I got for you this

789
00:25:29,658 --> 00:25:30,060
week.

790
00:25:30,060 --> 00:25:30,915
There's more to come.

791
00:25:30,915 --> 00:25:31,820
Keep tuning in.

792
00:25:32,120 --> 00:25:33,540
If you like what you're hearing

793
00:25:33,419 --> 00:25:35,460
here, you are on YouTube,
subscribe more to the channel,

794
00:25:36,480 --> 00:25:36,769
please.

795
00:25:36,769 --> 00:25:37,155
We love that.

796
00:25:37,155 --> 00:25:39,068
It gives me fuel to fire, keeps me
going.

797
00:25:39,068 --> 00:25:42,176
Otherwise, we'll see you next week
on the Mortgage Game Podcast.

798
00:25:42,176 --> 00:25:43,002
That's it, kids.

799
00:25:43,002 --> 00:25:43,777
Peace out.