Feb. 6, 2025
261: Let's F%$ing Go!
In this episode, I share the issue that brokers and agents are having with prospecting, and a refreshingly simple, effective strategy you can do to get more business.
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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, so now I want to distill
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all that information, all the
things I've learned from that, and
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bring it directly to you in a
simple -to -understand way.
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I hope you enjoy.
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All right, welcome to Mortgage
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Game Podcast.
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West Coast Wiley here, coming to
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you live, sick, driving to pick up
my kids from a cooking class,
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which is phenomenal.
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Nine -year -old kid learning to
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cook.
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Two and a half hour cooking
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session every Wednesday.
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I think that's freaking awesome.
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What a great husband that guy will
make, let alone just fend for
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himself.
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Pretty cool.
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I'm going to keep this a little
shorter, a little tighter, simply
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being I'm coughing a lot.
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I'm powering through this.
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And so I don't want you to have to
listen to all that.
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So instead of this being a 20
minute, 25, it'll probably be a 10
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minute.
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It'll be a little shorter, but
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that's okay.
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It'll still be value.
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We're doing a lot of prospecting.
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A lot of the coaching I'm doing, a
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lot of the mentoring, a lot of the
training, a lot of the
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conversation I'm having.
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It's all around prospecting.
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Right.
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A broker came to me the other day
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and she's like, hey, I want to
retire my husband.
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I need to double my business, if
not more.
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What do I do?
Well, there's no magical pill
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here.
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There's no webinar we start
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running.
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There's no paid ad program we
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start running.
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There's no right.
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It comes down to there's only a
couple of ways to get business
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without paid ads.
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It defaults to content and
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conversations with people.
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So prospecting.
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It always, everything comes back
to prospecting.
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You show me your prospecting plan
and what, how consistent you're
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going to be on it.
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And I'll show you what your
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business looks like six months
from now.
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We all know this.
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Come on.
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We know this.
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And if you don't know it, you
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must've been living under a
fricking rock.
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So what's the best way to
prospect?
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Well, we can dance around and we
can send DMs and we can do that.
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And a hundred percent, that'll get
you there.
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But most people quit because it
takes too long.
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The quickest way to cut through
all the fricking noise.
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And I did this in my own business,
and I know how well it worked, and
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it didn't go away.
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But it's pick up the phone.
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Oh, my God, Ryan.
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What?
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Tell me more, Ryan.
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Is there a course you can sell me
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on that?
What do I do?
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Okay, so you pick up the phone,
and you call people, and you ask
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them if they have any questions
about mortgages.
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And then you just have a
conversation.
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But what if they don't answer?
Oh, that's where it gets crazy.
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If they don't answer, guess what?
Don't leave a voicemail.
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I'm going to just lean in.
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I'm going to tell you a secret.
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Call them back.
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Yeah, call them back.
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Like maybe the next day or three
days later, call them back.
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And then what do you say if you
get them?
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Well, then you introduce yourself
and you say, hey, it's been a
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while.
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I'm reaching out.
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Check it in.
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Do you have any questions?
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Do you have any mortgage concerns
about your mortgage next 12
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months?
Anything I can help with?
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I'm here to serve.
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I'm just letting you know I'm
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here.
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Holy shitballs, Ryan.
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That's crazy.
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You should sell that.
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Yeah, I should.
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I should.
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It's Netbar.
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Yeah.
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Pick up the freaking phone and
call.
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There's this broker out in BC I
ran into and we got to chatting
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and she's like, yeah, Ryan.
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And I'm like, what's your
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business?
And her business was, and I forget
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the exact numbers, but it was
something, hey, my business is 20,
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30 million and I hired a coach out
of the US and I paid them $30
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,000.
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I'm 12 months into it now.
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And my business is at the 60, 70,
80 million mark.
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It's like double, triple, if not
more.
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And I'm like, so what's the
training?
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Basically just call.
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I'm like, so what do you just
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touch base with people?
And there are some scripts here
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and there, but you can get by
without the scripts.
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I'm like, so how long do you do
that every day?
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She's like two hours.
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And I'm like, can you have time?
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She's like, yeah, now I have time.
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And I hired fulfillment.
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I have help and blah, blah, blah.
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And I got really super busy, super
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fast.
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And I'm like, so what else do you
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just call?
Anything else?
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Just call.
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Ah, interesting.
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Right.
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It's one of these things.
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I ran a calling company for a
while and it worked really well.
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We got results for people.
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I called for my own database.
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It worked.
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Why did we get away from this?
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Well, I don't know.
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I think we go back to people are
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just really lazier now.
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Lazier than we've ever been.
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I think that goes without saying.
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And I don't know.
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don't know.
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Are you just uncomfortable?
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Are we at the point now?
I think we're at the point.
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So here's the thing.
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I was talking to a couple of
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brokers and I was saying like the
difference between that broker I
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was talking about.
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She's paying $30 ,000 and making
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calls for two hours.
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Guess what the difference is
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between me just telling you to go
do that and me saying, hey, did
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you do it today?
Did you do it today?
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Did you do it today?
And you didn't do it.
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What's the difference?
She had skin in the game.
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She had $2 ,500 a month being
dinged on her credit card in the
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skin in the game.
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She's paying money.
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A lot of people are just showing
up to things where people are
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telling them to do stuff and
there's really not no cost.
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And so you don't have enough
commitment.
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It's just interesting.
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It's very interesting.
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I'm seeing the psychology play out
all around me, all in front of me.
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The path to applications, quick
applications that can close in 30
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to 60 days is at your fingertips
on that device that you spend so
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much time surfing the internet
with, where you could turn around
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and instead make money with.
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And it's just funny, the pain
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point is not there with enough of
you.
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The pain of being poor.
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It doesn't outweigh the pain of
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you being rejected on a itsy bitsy
phone call that you're making.
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And I'm being real here.
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I'm just cutting through.
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And it's like, because I talk to
brokers every day about this.
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And at some point, you just kind
of go, I don't have anything else
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to tell you.
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You've got all the pieces.
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It's up to you to go do the work.
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There's no magical text you can
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send someone, a DM on Instagram, a
video you can make with a value
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add that you can send.
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That stuff will work, but it has
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to work in conjunction with a lot
of other things you're doing.
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And you have to have a long
runway.
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But if you want to get people
having conversations with you,
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real conversations about your
mortgage and about life and about
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connecting with human beings, then
you pick up the phone.
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Right?
Obviously, the calling, you're
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going to get one out of every
three people, you're going to get
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them on the phone.
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So you can't call your database
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once a year.
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That's asinine.
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That's fucking crazy.
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If you're committing to calling,
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you're calling.
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And so I'm going to give you the
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easiest schedule ever to call.
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You call once a quarter.
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If you have 300 people in your
database, you divide that by 12,
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12 weeks and a quarter.
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That's 25 people a week.
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You pick two days of the week.
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I pick Tuesday, Thursday, 25 calls
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a week.
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for three months then you cycle
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back through you start at a no way
ron yeah you start a day and you
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work your way down and you call
and you do 12 calls on tuesday 12
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calls on thursday you have your
calendar open and you book any
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appropriate calls you need where
you need to go deeper on a topic
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with someone in your calendar and
you just go boom.
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And then when you get through the
12 weeks, you start back up a day
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because one out of three calls,
people are going to pick up.
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So then you get them next quarter
if they don't pick up and then you
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get them next quarter if they
don't pick up.
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And that's what you do.
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And that's a regular thing you do
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in your business like clockwork.
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And then guess what?
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You pull up your database and you
put all the data you have.
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We're doing this right now on the
team.
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We're doing this.
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So you pull up all the data that
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you have and you just dump it into
a spreadsheet and You're going to
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have maturity dates that are 2020,
2021.
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You haven't kept up with data.
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You're going to have some that are
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2028, 2029.
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You're going to go through and
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you're going to call every person
on that list.
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And you're going to go, hey, there
might be an opportunity to save
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you a bunch of money on your
mortgage.
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If you've got the current data
correct, then you crunch the
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numbers and you see if there's an
opportunity.
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But if not, you're calling to get
correct data.
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Hey, I remember I closed your
mortgage six years ago.
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I now offer a service called rate
insurance.
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I'm following up with everybody.
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Rates are fluctuating so much.
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In those fluctuations, there's a
lot of times we can save you a
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bunch of money.
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And so this is me reaching out to
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you going, hey, I'd love to track
that for you.
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00:07:59,320 --> 00:07:59,580
No cost.
255
00:07:59,580 --> 00:08:00,400
I just need these pieces of
256
00:08:00,400 --> 00:08:00,620
information.
257
00:08:00,700 --> 00:08:01,460
Mortgage amount and maturity day,
258
00:08:01,460 --> 00:08:04,060
who the lender is, fixed or
variable, what your rate is, bum,
259
00:08:04,060 --> 00:08:04,320
bum, bum.
260
00:08:04,320 --> 00:08:06,000
Approximate mortgage amount,
261
00:08:06,000 --> 00:08:08,000
approximate value of your home.
262
00:08:08,000 --> 00:08:10,060
Thank you very much.
263
00:08:10,060 --> 00:08:11,320
You're on the tracking sheet.
264
00:08:11,320 --> 00:08:14,170
I'm going to be tracking it for
265
00:08:14,170 --> 00:08:14,390
you.
266
00:08:14,390 --> 00:08:15,970
Have a good day.
267
00:08:15,970 --> 00:08:17,410
Phenomenal phone calls to make.
268
00:08:17,410 --> 00:08:18,550
Absolutely phenomenal phone calls
269
00:08:18,610 --> 00:08:18,850
to make.
270
00:08:18,850 --> 00:08:20,490
A, you're checking in with people
271
00:08:20,490 --> 00:08:21,450
like you told them you were going
to.
272
00:08:21,450 --> 00:08:24,970
B, you're tightening up your data
on your spreadsheet so that you
273
00:08:25,130 --> 00:08:26,430
can farm it later for
opportunities.
274
00:08:26,430 --> 00:08:29,170
C, you're going to find deals
doing this and just putting money
275
00:08:29,170 --> 00:08:32,850
in your own bank account as well
as saving other people a lot of
276
00:08:32,990 --> 00:08:33,049
money.
277
00:08:33,049 --> 00:08:34,330
And it's not just rate arbitrage.
278
00:08:34,730 --> 00:08:36,190
A lot of opportunities come out of
that.
279
00:08:36,190 --> 00:08:37,850
And so right when people ying, you
yang.
280
00:08:37,850 --> 00:08:39,169
When people sell, you buy.
281
00:08:39,169 --> 00:08:40,210
When people buy, you sell.
282
00:08:40,210 --> 00:08:44,460
When people tell you phone calls
don't work, blah, blah, blah, they
283
00:08:44,460 --> 00:08:45,580
don't work.
284
00:08:45,580 --> 00:08:47,940
I'm not going to do them.
285
00:08:47,940 --> 00:08:50,200
Guess what you do?
You pick up the phone and you make
286
00:08:51,420 --> 00:08:55,120
phone calls because people are
craving connection unlike any
287
00:08:55,120 --> 00:08:56,440
other time ever.
288
00:08:56,440 --> 00:08:58,700
And so if you make those phone
289
00:08:59,280 --> 00:09:03,100
calls, guess what?
You stand out from doing what?
290
00:09:03,100 --> 00:09:05,580
not from a social post you did,
not from you dancing around doing
291
00:09:05,580 --> 00:09:07,600
something, not from a special
strategy you talked about, nothing
292
00:09:07,600 --> 00:09:10,620
else other than you just picking
up the phone and being a kick -ass
293
00:09:10,620 --> 00:09:14,300
human being, being a kick -ass
mortgage broker and caring about
294
00:09:14,420 --> 00:09:14,460
somebody.
295
00:09:14,460 --> 00:09:16,000
It's crazy what happens when you
296
00:09:16,180 --> 00:09:16,800
do that.
297
00:09:16,800 --> 00:09:17,340
And so...
298
00:09:17,340 --> 00:09:19,260
This podcast was about this.
299
00:09:19,360 --> 00:09:21,000
I was going to talk to you about,
300
00:09:21,000 --> 00:09:21,560
there's tons of things.
301
00:09:21,560 --> 00:09:22,900
I have this whole list because I'm
302
00:09:22,900 --> 00:09:24,980
a little behind on my podcast, but
that's okay.
303
00:09:24,980 --> 00:09:27,180
I'm going to get there.
304
00:09:27,180 --> 00:09:29,200
This is me just telling you,
305
00:09:29,200 --> 00:09:31,500
you've got it in front of you.
306
00:09:31,580 --> 00:09:32,900
Everything you want in your
307
00:09:32,900 --> 00:09:36,350
mortgage career, in your business
is sitting on the computer in
308
00:09:36,350 --> 00:09:41,390
front that you have in your hand
that you might even be watching or
309
00:09:42,090 --> 00:09:43,090
listening this on.
310
00:09:43,090 --> 00:09:46,390
And so if you choose to do it,
311
00:09:46,390 --> 00:09:46,770
that's okay.
312
00:09:46,770 --> 00:09:48,310
There's a saying out there.
313
00:09:48,310 --> 00:09:49,310
If you're not changing.
314
00:09:49,310 --> 00:09:53,630
If you're not going to change the
315
00:09:53,630 --> 00:09:54,850
situation, then you're choosing
the situation.
316
00:09:54,850 --> 00:09:58,750
So if you're not going to change
the situation, I'm telling you,
317
00:09:58,750 --> 00:09:59,930
phone calls will dramatically
change your business.
318
00:09:59,930 --> 00:10:01,750
And you're OK with your current
volumes and the money in your bank
319
00:10:01,750 --> 00:10:03,450
account and the current lead flow
and the current pipeline.
320
00:10:03,450 --> 00:10:06,450
And you bitch about the economy
and inflation and lenders are
321
00:10:06,450 --> 00:10:08,090
kicking our ass and all this other
crap.
322
00:10:08,090 --> 00:10:12,030
And you haven't went out and made
100 phone calls.
323
00:10:12,030 --> 00:10:15,130
Then you're choosing the situation
you're in.
324
00:10:15,130 --> 00:10:16,550
So you have no one else to blame.
325
00:10:16,550 --> 00:10:18,170
It's on a coach, a mentor, a team
326
00:10:18,170 --> 00:10:20,410
lead, broker, owner, the economy,
the lenders, RBC, CIBC, your
327
00:10:20,510 --> 00:10:22,330
clients, because all they care
about is rate.
328
00:10:23,490 --> 00:10:25,400
That's because you haven't changed
the story.
329
00:10:25,400 --> 00:10:25,940
That's all they know.
330
00:10:25,940 --> 00:10:27,480
They're like, they're just sheep
331
00:10:27,480 --> 00:10:28,140
following around.
332
00:10:28,340 --> 00:10:28,940
What's your rate?
333
00:10:28,940 --> 00:10:29,580
What's your rate?
Rate, rate.
334
00:10:29,580 --> 00:10:31,540
I'm a rate robot and I follow
around.
335
00:10:31,540 --> 00:10:34,020
And you're not like, you're not
changing it.
336
00:10:34,020 --> 00:10:35,520
So you're just playing into the
game.
337
00:10:35,520 --> 00:10:37,520
And then it's just this game where
now all of a sudden you're
338
00:10:37,520 --> 00:10:38,180
competing on rate.
339
00:10:38,440 --> 00:10:40,600
And then you start getting in your
340
00:10:40,600 --> 00:10:41,060
head.
341
00:10:41,060 --> 00:10:42,660
You start talking yourself out of
342
00:10:42,660 --> 00:10:42,800
things.
343
00:10:42,800 --> 00:10:44,820
And you start wondering if this is
344
00:10:44,820 --> 00:10:45,620
the right career for you.
345
00:10:45,620 --> 00:10:48,560
And you start going, are my
346
00:10:48,560 --> 00:10:50,020
numbers ever going back to where
they were?
347
00:10:50,020 --> 00:10:52,950
And you start, get back to basics.
348
00:10:52,950 --> 00:10:54,190
Go to basic training.
349
00:10:54,190 --> 00:10:55,310
Right?
You're in the army.
350
00:10:55,430 --> 00:10:59,210
You're in this advanced version of
something in the army.
351
00:10:59,210 --> 00:10:59,790
And it's not working.
352
00:10:59,790 --> 00:11:01,490
And you're just, your fundamentals
353
00:11:01,490 --> 00:11:02,210
aren't there.
354
00:11:02,210 --> 00:11:03,850
Get back to basics.
355
00:11:03,850 --> 00:11:07,330
Basics are picking up the phone
and connecting with people.
356
00:11:07,490 --> 00:11:08,850
I can't say it any other way.
357
00:11:08,990 --> 00:11:09,630
They're craving it.
358
00:11:09,630 --> 00:11:13,490
But while you're doing it, you
might as well be tightening up the
359
00:11:13,490 --> 00:11:14,770
data that you have.
360
00:11:14,770 --> 00:11:17,150
So go and take that gong show of a
361
00:11:17,150 --> 00:11:19,050
dumpster fire out of FiLogix or
Velocity or Finmo or wherever.
362
00:11:19,050 --> 00:11:21,590
Export it out into a spreadsheet
and look at all that cluttered
363
00:11:21,590 --> 00:11:23,970
data that is a mess and gives you
headaches and nightmares and
364
00:11:23,970 --> 00:11:24,110
tremors.
365
00:11:24,110 --> 00:11:25,030
And instead of running away from
366
00:11:25,190 --> 00:11:26,870
it, dive into it and embrace the
suck.
367
00:11:26,870 --> 00:11:27,770
Embrace the hell out of it.
368
00:11:27,770 --> 00:11:29,970
And jump in and make calls.
369
00:11:29,970 --> 00:11:31,930
Your life will change.
370
00:11:31,930 --> 00:11:35,470
Your business will change right
371
00:11:35,470 --> 00:11:35,570
there.
372
00:11:35,570 --> 00:11:36,370
That model right there.
373
00:11:36,370 --> 00:11:39,490
You will have a tight database
that then you can work great
374
00:11:39,790 --> 00:11:40,710
arbitrage opportunities on later.
375
00:11:40,710 --> 00:11:42,670
You would have connected with
376
00:11:42,670 --> 00:11:42,870
people.
377
00:11:42,870 --> 00:11:45,140
You would have got so much
378
00:11:45,140 --> 00:11:47,840
momentum and confidence back, and
you would have realized, wow,
379
00:11:47,840 --> 00:11:50,780
people actually want to hear from
me.
380
00:11:50,900 --> 00:11:51,220
They do.
381
00:11:51,220 --> 00:11:52,600
And something really cool about
382
00:11:52,600 --> 00:11:56,320
someone just calling to ask you if
they can help with no strings
383
00:11:56,320 --> 00:12:00,260
attached, especially where we're
at now in 2025, it seems like no
384
00:12:00,260 --> 00:12:05,380
one gives a fuck, or at least
that's who the people you're
385
00:12:05,380 --> 00:12:07,780
hanging out with, the vibes
they're giving you.
386
00:12:07,780 --> 00:12:10,120
It doesn't have to be that way
with you.
387
00:12:10,120 --> 00:12:15,030
You can spread some love, some
kindness, some care, some joy by
388
00:12:15,030 --> 00:12:17,170
just connecting with people.
389
00:12:17,170 --> 00:12:20,590
All of you have so many unique
390
00:12:20,590 --> 00:12:20,870
personalities.
391
00:12:20,870 --> 00:12:22,730
You don't realize it.
392
00:12:22,730 --> 00:12:24,510
People are craving connection with
you.
393
00:12:25,810 --> 00:12:30,970
You have to get out of your own
head, out of your own way.
394
00:12:30,970 --> 00:12:34,270
You choose the change or you
choose the path you're on, right?
395
00:12:34,270 --> 00:12:37,460
If you don't change, then you're
choosing where you are.
396
00:12:37,460 --> 00:12:40,580
You're gladly putting your hand up
going, I'm cool doing seven mil.
397
00:12:40,580 --> 00:12:42,760
I'm cool making 120 grand eight
years in.
398
00:12:43,420 --> 00:12:44,520
I'm cool doing this.
399
00:12:44,520 --> 00:12:47,140
I'm cool not knowing how I'm going
400
00:12:47,140 --> 00:12:49,980
to feed my family in six months.
401
00:12:49,980 --> 00:12:51,460
I'm okay with it.
402
00:12:51,460 --> 00:12:52,140
You're choosing that.
403
00:12:52,140 --> 00:12:52,700
Okay.
404
00:12:52,700 --> 00:12:53,720
So that's it.
405
00:12:54,020 --> 00:12:57,500
That's what I want to talk on
406
00:12:57,500 --> 00:12:58,480
today.
407
00:12:58,480 --> 00:12:59,440
Hopefully that like jumpstarts you
408
00:12:59,440 --> 00:12:59,940
a bit.
409
00:13:00,080 --> 00:13:00,760
The jumper cables.
410
00:13:00,760 --> 00:13:02,140
Hopefully I'm coming out like
clear.
411
00:13:02,140 --> 00:13:02,800
Like, let's go.
412
00:13:02,940 --> 00:13:03,320
Come on.
413
00:13:03,320 --> 00:13:05,420
Jeez, let's get at it.
414
00:13:05,420 --> 00:13:05,760
It's crazy town.
415
00:13:05,760 --> 00:13:07,480
This business is way easier than
you think.
416
00:13:07,480 --> 00:13:08,920
Come on, stop complicating it.
417
00:13:08,920 --> 00:13:09,840
Let's go, kids.
418
00:13:09,840 --> 00:13:10,780
Peace out.
00:00:06,130 --> 00:00:07,550
Welcome to the mortgage game.
2
00:00:07,790 --> 00:00:09,890
I truly, truly believe that
3
00:00:09,890 --> 00:00:13,390
building a mortgage business, a
successful one, is like playing a
4
00:00:13,390 --> 00:00:13,550
game.
5
00:00:13,550 --> 00:00:15,050
There's winners, there's losers,
6
00:00:15,050 --> 00:00:16,430
there's certain things you try.
7
00:00:16,430 --> 00:00:18,130
Some of us are playing checkers,
8
00:00:18,130 --> 00:00:19,910
while others are playing chess.
9
00:00:19,910 --> 00:00:22,430
I've had the ability to coach and
10
00:00:22,430 --> 00:00:23,570
mentor hundreds of mortgage
brokers.
11
00:00:23,570 --> 00:00:27,930
I myself built a very nice
business, so now I want to distill
12
00:00:27,930 --> 00:00:30,770
all that information, all the
things I've learned from that, and
13
00:00:30,770 --> 00:00:33,190
bring it directly to you in a
simple -to -understand way.
14
00:00:33,190 --> 00:00:34,230
I hope you enjoy.
15
00:00:34,230 --> 00:00:35,570
All right, welcome to Mortgage
16
00:00:37,890 --> 00:00:38,650
Game Podcast.
17
00:00:38,850 --> 00:00:41,270
West Coast Wiley here, coming to
18
00:00:41,270 --> 00:00:46,850
you live, sick, driving to pick up
my kids from a cooking class,
19
00:00:46,850 --> 00:00:47,570
which is phenomenal.
20
00:00:47,570 --> 00:00:49,070
Nine -year -old kid learning to
21
00:00:49,230 --> 00:00:49,350
cook.
22
00:00:49,350 --> 00:00:51,290
Two and a half hour cooking
23
00:00:51,530 --> 00:00:52,110
session every Wednesday.
24
00:00:52,110 --> 00:00:53,850
I think that's freaking awesome.
25
00:00:53,850 --> 00:00:58,530
What a great husband that guy will
make, let alone just fend for
26
00:00:58,530 --> 00:00:58,650
himself.
27
00:00:58,650 --> 00:00:59,810
Pretty cool.
28
00:00:59,810 --> 00:01:03,190
I'm going to keep this a little
shorter, a little tighter, simply
29
00:01:03,190 --> 00:01:04,390
being I'm coughing a lot.
30
00:01:04,390 --> 00:01:06,570
I'm powering through this.
31
00:01:06,570 --> 00:01:10,150
And so I don't want you to have to
listen to all that.
32
00:01:10,150 --> 00:01:12,970
So instead of this being a 20
minute, 25, it'll probably be a 10
33
00:01:12,970 --> 00:01:13,190
minute.
34
00:01:13,190 --> 00:01:14,910
It'll be a little shorter, but
35
00:01:14,910 --> 00:01:15,170
that's okay.
36
00:01:15,170 --> 00:01:16,030
It'll still be value.
37
00:01:16,030 --> 00:01:17,110
We're doing a lot of prospecting.
38
00:01:17,270 --> 00:01:19,630
A lot of the coaching I'm doing, a
39
00:01:19,630 --> 00:01:22,910
lot of the mentoring, a lot of the
training, a lot of the
40
00:01:22,910 --> 00:01:23,510
conversation I'm having.
41
00:01:23,510 --> 00:01:24,130
It's all around prospecting.
42
00:01:24,310 --> 00:01:24,350
Right.
43
00:01:24,350 --> 00:01:26,610
A broker came to me the other day
44
00:01:26,610 --> 00:01:29,940
and she's like, hey, I want to
retire my husband.
45
00:01:29,940 --> 00:01:32,160
I need to double my business, if
not more.
46
00:01:32,160 --> 00:01:34,680
What do I do?
Well, there's no magical pill
47
00:01:34,680 --> 00:01:34,900
here.
48
00:01:34,900 --> 00:01:36,680
There's no webinar we start
49
00:01:36,680 --> 00:01:36,800
running.
50
00:01:36,800 --> 00:01:39,120
There's no paid ad program we
51
00:01:39,120 --> 00:01:39,640
start running.
52
00:01:39,940 --> 00:01:41,040
There's no right.
53
00:01:41,040 --> 00:01:45,960
It comes down to there's only a
couple of ways to get business
54
00:01:45,960 --> 00:01:46,880
without paid ads.
55
00:01:46,880 --> 00:01:47,820
It defaults to content and
56
00:01:47,820 --> 00:01:48,200
conversations with people.
57
00:01:48,200 --> 00:01:48,440
So prospecting.
58
00:01:48,440 --> 00:01:50,900
It always, everything comes back
to prospecting.
59
00:01:50,900 --> 00:01:56,070
You show me your prospecting plan
and what, how consistent you're
60
00:01:56,070 --> 00:01:57,710
going to be on it.
61
00:01:57,710 --> 00:01:59,470
And I'll show you what your
62
00:01:59,470 --> 00:02:02,370
business looks like six months
from now.
63
00:02:02,370 --> 00:02:02,950
We all know this.
64
00:02:02,950 --> 00:02:03,270
Come on.
65
00:02:03,270 --> 00:02:04,030
We know this.
66
00:02:04,030 --> 00:02:05,790
And if you don't know it, you
67
00:02:05,790 --> 00:02:07,490
must've been living under a
fricking rock.
68
00:02:07,670 --> 00:02:08,830
So what's the best way to
prospect?
69
00:02:08,830 --> 00:02:12,330
Well, we can dance around and we
can send DMs and we can do that.
70
00:02:12,330 --> 00:02:14,010
And a hundred percent, that'll get
you there.
71
00:02:14,030 --> 00:02:15,650
But most people quit because it
takes too long.
72
00:02:15,650 --> 00:02:17,770
The quickest way to cut through
all the fricking noise.
73
00:02:17,770 --> 00:02:22,190
And I did this in my own business,
and I know how well it worked, and
74
00:02:22,190 --> 00:02:23,110
it didn't go away.
75
00:02:23,110 --> 00:02:25,130
But it's pick up the phone.
76
00:02:25,130 --> 00:02:25,670
Oh, my God, Ryan.
77
00:02:25,670 --> 00:02:25,810
What?
78
00:02:25,810 --> 00:02:26,810
Tell me more, Ryan.
79
00:02:26,810 --> 00:02:27,990
Is there a course you can sell me
80
00:02:27,990 --> 00:02:29,450
on that?
What do I do?
81
00:02:29,450 --> 00:02:34,690
Okay, so you pick up the phone,
and you call people, and you ask
82
00:02:34,690 --> 00:02:36,010
them if they have any questions
about mortgages.
83
00:02:36,010 --> 00:02:36,990
And then you just have a
conversation.
84
00:02:37,470 --> 00:02:40,830
But what if they don't answer?
Oh, that's where it gets crazy.
85
00:02:41,050 --> 00:02:43,210
If they don't answer, guess what?
Don't leave a voicemail.
86
00:02:43,210 --> 00:02:45,070
I'm going to just lean in.
87
00:02:45,070 --> 00:02:47,930
I'm going to tell you a secret.
88
00:02:47,930 --> 00:02:49,070
Call them back.
89
00:02:49,290 --> 00:02:50,030
Yeah, call them back.
90
00:02:50,030 --> 00:02:54,700
Like maybe the next day or three
days later, call them back.
91
00:02:55,520 --> 00:02:56,700
And then what do you say if you
get them?
92
00:02:56,700 --> 00:03:00,400
Well, then you introduce yourself
and you say, hey, it's been a
93
00:03:00,600 --> 00:03:00,960
while.
94
00:03:00,960 --> 00:03:01,660
I'm reaching out.
95
00:03:01,660 --> 00:03:02,820
Check it in.
96
00:03:02,820 --> 00:03:04,640
Do you have any questions?
97
00:03:04,780 --> 00:03:06,140
Do you have any mortgage concerns
about your mortgage next 12
98
00:03:06,460 --> 00:03:07,720
months?
Anything I can help with?
99
00:03:07,720 --> 00:03:08,540
I'm here to serve.
100
00:03:08,680 --> 00:03:10,180
I'm just letting you know I'm
101
00:03:10,180 --> 00:03:10,500
here.
102
00:03:10,680 --> 00:03:11,280
Holy shitballs, Ryan.
103
00:03:11,440 --> 00:03:11,720
That's crazy.
104
00:03:11,720 --> 00:03:12,580
You should sell that.
105
00:03:12,580 --> 00:03:12,780
Yeah, I should.
106
00:03:12,780 --> 00:03:13,560
I should.
107
00:03:13,560 --> 00:03:14,780
It's Netbar.
108
00:03:14,780 --> 00:03:15,040
Yeah.
109
00:03:15,040 --> 00:03:16,260
Pick up the freaking phone and
call.
110
00:03:16,260 --> 00:03:18,940
There's this broker out in BC I
ran into and we got to chatting
111
00:03:19,880 --> 00:03:22,260
and she's like, yeah, Ryan.
112
00:03:22,560 --> 00:03:23,600
And I'm like, what's your
113
00:03:23,680 --> 00:03:26,540
business?
And her business was, and I forget
114
00:03:26,740 --> 00:03:29,480
the exact numbers, but it was
something, hey, my business is 20,
115
00:03:29,480 --> 00:03:33,720
30 million and I hired a coach out
of the US and I paid them $30
116
00:03:33,840 --> 00:03:33,880
,000.
117
00:03:33,880 --> 00:03:34,960
I'm 12 months into it now.
118
00:03:34,960 --> 00:03:37,260
And my business is at the 60, 70,
80 million mark.
119
00:03:37,260 --> 00:03:38,220
It's like double, triple, if not
more.
120
00:03:38,220 --> 00:03:39,720
And I'm like, so what's the
training?
121
00:03:39,720 --> 00:03:40,280
Basically just call.
122
00:03:40,280 --> 00:03:41,180
I'm like, so what do you just
123
00:03:41,180 --> 00:03:43,360
touch base with people?
And there are some scripts here
124
00:03:43,520 --> 00:03:45,840
and there, but you can get by
without the scripts.
125
00:03:45,840 --> 00:03:49,620
I'm like, so how long do you do
that every day?
126
00:03:49,620 --> 00:03:50,220
She's like two hours.
127
00:03:50,220 --> 00:03:52,150
And I'm like, can you have time?
128
00:03:52,270 --> 00:03:53,250
She's like, yeah, now I have time.
129
00:03:53,250 --> 00:03:53,830
And I hired fulfillment.
130
00:03:53,830 --> 00:03:55,110
I have help and blah, blah, blah.
131
00:03:55,110 --> 00:03:56,390
And I got really super busy, super
132
00:03:56,470 --> 00:03:56,630
fast.
133
00:03:56,630 --> 00:03:58,330
And I'm like, so what else do you
134
00:03:58,330 --> 00:03:58,930
just call?
Anything else?
135
00:03:58,930 --> 00:03:59,190
Just call.
136
00:03:59,190 --> 00:04:00,510
Ah, interesting.
137
00:04:00,510 --> 00:04:00,610
Right.
138
00:04:00,610 --> 00:04:01,290
It's one of these things.
139
00:04:01,410 --> 00:04:03,530
I ran a calling company for a
while and it worked really well.
140
00:04:03,530 --> 00:04:04,590
We got results for people.
141
00:04:04,610 --> 00:04:05,590
I called for my own database.
142
00:04:05,590 --> 00:04:06,430
It worked.
143
00:04:06,430 --> 00:04:08,150
Why did we get away from this?
144
00:04:08,150 --> 00:04:08,710
Well, I don't know.
145
00:04:09,070 --> 00:04:14,090
I think we go back to people are
146
00:04:14,090 --> 00:04:14,710
just really lazier now.
147
00:04:15,050 --> 00:04:16,230
Lazier than we've ever been.
148
00:04:16,230 --> 00:04:17,269
I think that goes without saying.
149
00:04:17,269 --> 00:04:18,510
And I don't know.
150
00:04:18,510 --> 00:04:19,050
don't know.
151
00:04:19,050 --> 00:04:19,709
Are you just uncomfortable?
152
00:04:19,709 --> 00:04:22,430
Are we at the point now?
I think we're at the point.
153
00:04:22,430 --> 00:04:23,770
So here's the thing.
154
00:04:23,770 --> 00:04:24,830
I was talking to a couple of
155
00:04:24,830 --> 00:04:28,330
brokers and I was saying like the
difference between that broker I
156
00:04:28,930 --> 00:04:29,690
was talking about.
157
00:04:29,690 --> 00:04:34,010
She's paying $30 ,000 and making
158
00:04:34,010 --> 00:04:34,390
calls for two hours.
159
00:04:34,390 --> 00:04:36,850
Guess what the difference is
160
00:04:36,850 --> 00:04:39,450
between me just telling you to go
do that and me saying, hey, did
161
00:04:39,450 --> 00:04:40,970
you do it today?
Did you do it today?
162
00:04:40,970 --> 00:04:42,850
Did you do it today?
And you didn't do it.
163
00:04:42,850 --> 00:04:45,640
What's the difference?
She had skin in the game.
164
00:04:45,640 --> 00:04:49,540
She had $2 ,500 a month being
dinged on her credit card in the
165
00:04:49,540 --> 00:04:50,520
skin in the game.
166
00:04:50,520 --> 00:04:51,240
She's paying money.
167
00:04:51,240 --> 00:04:53,620
A lot of people are just showing
up to things where people are
168
00:04:53,620 --> 00:04:54,980
telling them to do stuff and
there's really not no cost.
169
00:04:54,980 --> 00:04:56,160
And so you don't have enough
commitment.
170
00:04:56,160 --> 00:04:57,300
It's just interesting.
171
00:04:57,300 --> 00:04:57,780
It's very interesting.
172
00:04:57,780 --> 00:05:01,560
I'm seeing the psychology play out
all around me, all in front of me.
173
00:05:01,560 --> 00:05:05,040
The path to applications, quick
applications that can close in 30
174
00:05:05,040 --> 00:05:07,520
to 60 days is at your fingertips
on that device that you spend so
175
00:05:07,520 --> 00:05:09,380
much time surfing the internet
with, where you could turn around
176
00:05:10,200 --> 00:05:12,620
and instead make money with.
177
00:05:12,620 --> 00:05:15,780
And it's just funny, the pain
178
00:05:15,780 --> 00:05:17,640
point is not there with enough of
you.
179
00:05:17,640 --> 00:05:18,580
The pain of being poor.
180
00:05:18,580 --> 00:05:20,640
It doesn't outweigh the pain of
181
00:05:20,640 --> 00:05:25,000
you being rejected on a itsy bitsy
phone call that you're making.
182
00:05:25,000 --> 00:05:27,060
And I'm being real here.
183
00:05:27,060 --> 00:05:28,420
I'm just cutting through.
184
00:05:28,420 --> 00:05:32,520
And it's like, because I talk to
brokers every day about this.
185
00:05:32,520 --> 00:05:35,740
And at some point, you just kind
of go, I don't have anything else
186
00:05:35,740 --> 00:05:37,120
to tell you.
187
00:05:37,120 --> 00:05:38,200
You've got all the pieces.
188
00:05:38,200 --> 00:05:42,610
It's up to you to go do the work.
189
00:05:42,610 --> 00:05:44,230
There's no magical text you can
190
00:05:44,230 --> 00:05:48,730
send someone, a DM on Instagram, a
video you can make with a value
191
00:05:48,730 --> 00:05:49,730
add that you can send.
192
00:05:49,910 --> 00:05:51,130
That stuff will work, but it has
193
00:05:51,130 --> 00:05:54,770
to work in conjunction with a lot
of other things you're doing.
194
00:05:54,770 --> 00:05:56,710
And you have to have a long
runway.
195
00:05:56,710 --> 00:06:00,370
But if you want to get people
having conversations with you,
196
00:06:00,370 --> 00:06:02,490
real conversations about your
mortgage and about life and about
197
00:06:02,490 --> 00:06:05,270
connecting with human beings, then
you pick up the phone.
198
00:06:05,270 --> 00:06:08,270
Right?
Obviously, the calling, you're
199
00:06:08,270 --> 00:06:11,780
going to get one out of every
three people, you're going to get
200
00:06:11,780 --> 00:06:12,720
them on the phone.
201
00:06:12,720 --> 00:06:13,820
So you can't call your database
202
00:06:13,820 --> 00:06:14,500
once a year.
203
00:06:14,500 --> 00:06:14,860
That's asinine.
204
00:06:14,860 --> 00:06:15,560
That's fucking crazy.
205
00:06:15,700 --> 00:06:16,680
If you're committing to calling,
206
00:06:16,680 --> 00:06:17,120
you're calling.
207
00:06:17,120 --> 00:06:19,520
And so I'm going to give you the
208
00:06:19,520 --> 00:06:21,560
easiest schedule ever to call.
209
00:06:21,560 --> 00:06:23,280
You call once a quarter.
210
00:06:23,280 --> 00:06:26,700
If you have 300 people in your
database, you divide that by 12,
211
00:06:26,700 --> 00:06:30,140
12 weeks and a quarter.
212
00:06:30,140 --> 00:06:31,400
That's 25 people a week.
213
00:06:31,400 --> 00:06:32,740
You pick two days of the week.
214
00:06:32,740 --> 00:06:33,240
I pick Tuesday, Thursday, 25 calls
215
00:06:33,240 --> 00:06:34,440
a week.
216
00:06:34,440 --> 00:06:36,980
for three months then you cycle
217
00:06:36,980 --> 00:06:42,570
back through you start at a no way
ron yeah you start a day and you
218
00:06:42,570 --> 00:06:45,590
work your way down and you call
and you do 12 calls on tuesday 12
219
00:06:45,590 --> 00:06:48,430
calls on thursday you have your
calendar open and you book any
220
00:06:48,630 --> 00:06:51,830
appropriate calls you need where
you need to go deeper on a topic
221
00:06:51,830 --> 00:06:54,270
with someone in your calendar and
you just go boom.
222
00:06:54,270 --> 00:06:59,210
And then when you get through the
12 weeks, you start back up a day
223
00:06:59,210 --> 00:07:02,270
because one out of three calls,
people are going to pick up.
224
00:07:02,270 --> 00:07:05,150
So then you get them next quarter
if they don't pick up and then you
225
00:07:05,150 --> 00:07:07,430
get them next quarter if they
don't pick up.
226
00:07:07,430 --> 00:07:08,530
And that's what you do.
227
00:07:08,530 --> 00:07:11,370
And that's a regular thing you do
228
00:07:11,370 --> 00:07:12,590
in your business like clockwork.
229
00:07:12,590 --> 00:07:13,230
And then guess what?
230
00:07:13,230 --> 00:07:15,880
You pull up your database and you
put all the data you have.
231
00:07:15,880 --> 00:07:17,600
We're doing this right now on the
team.
232
00:07:17,600 --> 00:07:18,300
We're doing this.
233
00:07:18,320 --> 00:07:20,180
So you pull up all the data that
234
00:07:20,180 --> 00:07:22,760
you have and you just dump it into
a spreadsheet and You're going to
235
00:07:22,760 --> 00:07:23,920
have maturity dates that are 2020,
2021.
236
00:07:23,920 --> 00:07:24,680
You haven't kept up with data.
237
00:07:24,680 --> 00:07:25,800
You're going to have some that are
238
00:07:25,800 --> 00:07:26,160
2028, 2029.
239
00:07:26,340 --> 00:07:27,480
You're going to go through and
240
00:07:27,480 --> 00:07:29,000
you're going to call every person
on that list.
241
00:07:29,000 --> 00:07:32,340
And you're going to go, hey, there
might be an opportunity to save
242
00:07:32,340 --> 00:07:36,000
you a bunch of money on your
mortgage.
243
00:07:36,000 --> 00:07:37,980
If you've got the current data
correct, then you crunch the
244
00:07:37,980 --> 00:07:39,620
numbers and you see if there's an
opportunity.
245
00:07:39,620 --> 00:07:41,720
But if not, you're calling to get
correct data.
246
00:07:41,720 --> 00:07:44,760
Hey, I remember I closed your
mortgage six years ago.
247
00:07:44,760 --> 00:07:49,280
I now offer a service called rate
insurance.
248
00:07:49,280 --> 00:07:50,360
I'm following up with everybody.
249
00:07:50,360 --> 00:07:51,040
Rates are fluctuating so much.
250
00:07:51,040 --> 00:07:54,120
In those fluctuations, there's a
lot of times we can save you a
251
00:07:54,120 --> 00:07:54,400
bunch of money.
252
00:07:54,400 --> 00:07:56,760
And so this is me reaching out to
253
00:07:56,760 --> 00:07:59,320
you going, hey, I'd love to track
that for you.
254
00:07:59,320 --> 00:07:59,580
No cost.
255
00:07:59,580 --> 00:08:00,400
I just need these pieces of
256
00:08:00,400 --> 00:08:00,620
information.
257
00:08:00,700 --> 00:08:01,460
Mortgage amount and maturity day,
258
00:08:01,460 --> 00:08:04,060
who the lender is, fixed or
variable, what your rate is, bum,
259
00:08:04,060 --> 00:08:04,320
bum, bum.
260
00:08:04,320 --> 00:08:06,000
Approximate mortgage amount,
261
00:08:06,000 --> 00:08:08,000
approximate value of your home.
262
00:08:08,000 --> 00:08:10,060
Thank you very much.
263
00:08:10,060 --> 00:08:11,320
You're on the tracking sheet.
264
00:08:11,320 --> 00:08:14,170
I'm going to be tracking it for
265
00:08:14,170 --> 00:08:14,390
you.
266
00:08:14,390 --> 00:08:15,970
Have a good day.
267
00:08:15,970 --> 00:08:17,410
Phenomenal phone calls to make.
268
00:08:17,410 --> 00:08:18,550
Absolutely phenomenal phone calls
269
00:08:18,610 --> 00:08:18,850
to make.
270
00:08:18,850 --> 00:08:20,490
A, you're checking in with people
271
00:08:20,490 --> 00:08:21,450
like you told them you were going
to.
272
00:08:21,450 --> 00:08:24,970
B, you're tightening up your data
on your spreadsheet so that you
273
00:08:25,130 --> 00:08:26,430
can farm it later for
opportunities.
274
00:08:26,430 --> 00:08:29,170
C, you're going to find deals
doing this and just putting money
275
00:08:29,170 --> 00:08:32,850
in your own bank account as well
as saving other people a lot of
276
00:08:32,990 --> 00:08:33,049
money.
277
00:08:33,049 --> 00:08:34,330
And it's not just rate arbitrage.
278
00:08:34,730 --> 00:08:36,190
A lot of opportunities come out of
that.
279
00:08:36,190 --> 00:08:37,850
And so right when people ying, you
yang.
280
00:08:37,850 --> 00:08:39,169
When people sell, you buy.
281
00:08:39,169 --> 00:08:40,210
When people buy, you sell.
282
00:08:40,210 --> 00:08:44,460
When people tell you phone calls
don't work, blah, blah, blah, they
283
00:08:44,460 --> 00:08:45,580
don't work.
284
00:08:45,580 --> 00:08:47,940
I'm not going to do them.
285
00:08:47,940 --> 00:08:50,200
Guess what you do?
You pick up the phone and you make
286
00:08:51,420 --> 00:08:55,120
phone calls because people are
craving connection unlike any
287
00:08:55,120 --> 00:08:56,440
other time ever.
288
00:08:56,440 --> 00:08:58,700
And so if you make those phone
289
00:08:59,280 --> 00:09:03,100
calls, guess what?
You stand out from doing what?
290
00:09:03,100 --> 00:09:05,580
not from a social post you did,
not from you dancing around doing
291
00:09:05,580 --> 00:09:07,600
something, not from a special
strategy you talked about, nothing
292
00:09:07,600 --> 00:09:10,620
else other than you just picking
up the phone and being a kick -ass
293
00:09:10,620 --> 00:09:14,300
human being, being a kick -ass
mortgage broker and caring about
294
00:09:14,420 --> 00:09:14,460
somebody.
295
00:09:14,460 --> 00:09:16,000
It's crazy what happens when you
296
00:09:16,180 --> 00:09:16,800
do that.
297
00:09:16,800 --> 00:09:17,340
And so...
298
00:09:17,340 --> 00:09:19,260
This podcast was about this.
299
00:09:19,360 --> 00:09:21,000
I was going to talk to you about,
300
00:09:21,000 --> 00:09:21,560
there's tons of things.
301
00:09:21,560 --> 00:09:22,900
I have this whole list because I'm
302
00:09:22,900 --> 00:09:24,980
a little behind on my podcast, but
that's okay.
303
00:09:24,980 --> 00:09:27,180
I'm going to get there.
304
00:09:27,180 --> 00:09:29,200
This is me just telling you,
305
00:09:29,200 --> 00:09:31,500
you've got it in front of you.
306
00:09:31,580 --> 00:09:32,900
Everything you want in your
307
00:09:32,900 --> 00:09:36,350
mortgage career, in your business
is sitting on the computer in
308
00:09:36,350 --> 00:09:41,390
front that you have in your hand
that you might even be watching or
309
00:09:42,090 --> 00:09:43,090
listening this on.
310
00:09:43,090 --> 00:09:46,390
And so if you choose to do it,
311
00:09:46,390 --> 00:09:46,770
that's okay.
312
00:09:46,770 --> 00:09:48,310
There's a saying out there.
313
00:09:48,310 --> 00:09:49,310
If you're not changing.
314
00:09:49,310 --> 00:09:53,630
If you're not going to change the
315
00:09:53,630 --> 00:09:54,850
situation, then you're choosing
the situation.
316
00:09:54,850 --> 00:09:58,750
So if you're not going to change
the situation, I'm telling you,
317
00:09:58,750 --> 00:09:59,930
phone calls will dramatically
change your business.
318
00:09:59,930 --> 00:10:01,750
And you're OK with your current
volumes and the money in your bank
319
00:10:01,750 --> 00:10:03,450
account and the current lead flow
and the current pipeline.
320
00:10:03,450 --> 00:10:06,450
And you bitch about the economy
and inflation and lenders are
321
00:10:06,450 --> 00:10:08,090
kicking our ass and all this other
crap.
322
00:10:08,090 --> 00:10:12,030
And you haven't went out and made
100 phone calls.
323
00:10:12,030 --> 00:10:15,130
Then you're choosing the situation
you're in.
324
00:10:15,130 --> 00:10:16,550
So you have no one else to blame.
325
00:10:16,550 --> 00:10:18,170
It's on a coach, a mentor, a team
326
00:10:18,170 --> 00:10:20,410
lead, broker, owner, the economy,
the lenders, RBC, CIBC, your
327
00:10:20,510 --> 00:10:22,330
clients, because all they care
about is rate.
328
00:10:23,490 --> 00:10:25,400
That's because you haven't changed
the story.
329
00:10:25,400 --> 00:10:25,940
That's all they know.
330
00:10:25,940 --> 00:10:27,480
They're like, they're just sheep
331
00:10:27,480 --> 00:10:28,140
following around.
332
00:10:28,340 --> 00:10:28,940
What's your rate?
333
00:10:28,940 --> 00:10:29,580
What's your rate?
Rate, rate.
334
00:10:29,580 --> 00:10:31,540
I'm a rate robot and I follow
around.
335
00:10:31,540 --> 00:10:34,020
And you're not like, you're not
changing it.
336
00:10:34,020 --> 00:10:35,520
So you're just playing into the
game.
337
00:10:35,520 --> 00:10:37,520
And then it's just this game where
now all of a sudden you're
338
00:10:37,520 --> 00:10:38,180
competing on rate.
339
00:10:38,440 --> 00:10:40,600
And then you start getting in your
340
00:10:40,600 --> 00:10:41,060
head.
341
00:10:41,060 --> 00:10:42,660
You start talking yourself out of
342
00:10:42,660 --> 00:10:42,800
things.
343
00:10:42,800 --> 00:10:44,820
And you start wondering if this is
344
00:10:44,820 --> 00:10:45,620
the right career for you.
345
00:10:45,620 --> 00:10:48,560
And you start going, are my
346
00:10:48,560 --> 00:10:50,020
numbers ever going back to where
they were?
347
00:10:50,020 --> 00:10:52,950
And you start, get back to basics.
348
00:10:52,950 --> 00:10:54,190
Go to basic training.
349
00:10:54,190 --> 00:10:55,310
Right?
You're in the army.
350
00:10:55,430 --> 00:10:59,210
You're in this advanced version of
something in the army.
351
00:10:59,210 --> 00:10:59,790
And it's not working.
352
00:10:59,790 --> 00:11:01,490
And you're just, your fundamentals
353
00:11:01,490 --> 00:11:02,210
aren't there.
354
00:11:02,210 --> 00:11:03,850
Get back to basics.
355
00:11:03,850 --> 00:11:07,330
Basics are picking up the phone
and connecting with people.
356
00:11:07,490 --> 00:11:08,850
I can't say it any other way.
357
00:11:08,990 --> 00:11:09,630
They're craving it.
358
00:11:09,630 --> 00:11:13,490
But while you're doing it, you
might as well be tightening up the
359
00:11:13,490 --> 00:11:14,770
data that you have.
360
00:11:14,770 --> 00:11:17,150
So go and take that gong show of a
361
00:11:17,150 --> 00:11:19,050
dumpster fire out of FiLogix or
Velocity or Finmo or wherever.
362
00:11:19,050 --> 00:11:21,590
Export it out into a spreadsheet
and look at all that cluttered
363
00:11:21,590 --> 00:11:23,970
data that is a mess and gives you
headaches and nightmares and
364
00:11:23,970 --> 00:11:24,110
tremors.
365
00:11:24,110 --> 00:11:25,030
And instead of running away from
366
00:11:25,190 --> 00:11:26,870
it, dive into it and embrace the
suck.
367
00:11:26,870 --> 00:11:27,770
Embrace the hell out of it.
368
00:11:27,770 --> 00:11:29,970
And jump in and make calls.
369
00:11:29,970 --> 00:11:31,930
Your life will change.
370
00:11:31,930 --> 00:11:35,470
Your business will change right
371
00:11:35,470 --> 00:11:35,570
there.
372
00:11:35,570 --> 00:11:36,370
That model right there.
373
00:11:36,370 --> 00:11:39,490
You will have a tight database
that then you can work great
374
00:11:39,790 --> 00:11:40,710
arbitrage opportunities on later.
375
00:11:40,710 --> 00:11:42,670
You would have connected with
376
00:11:42,670 --> 00:11:42,870
people.
377
00:11:42,870 --> 00:11:45,140
You would have got so much
378
00:11:45,140 --> 00:11:47,840
momentum and confidence back, and
you would have realized, wow,
379
00:11:47,840 --> 00:11:50,780
people actually want to hear from
me.
380
00:11:50,900 --> 00:11:51,220
They do.
381
00:11:51,220 --> 00:11:52,600
And something really cool about
382
00:11:52,600 --> 00:11:56,320
someone just calling to ask you if
they can help with no strings
383
00:11:56,320 --> 00:12:00,260
attached, especially where we're
at now in 2025, it seems like no
384
00:12:00,260 --> 00:12:05,380
one gives a fuck, or at least
that's who the people you're
385
00:12:05,380 --> 00:12:07,780
hanging out with, the vibes
they're giving you.
386
00:12:07,780 --> 00:12:10,120
It doesn't have to be that way
with you.
387
00:12:10,120 --> 00:12:15,030
You can spread some love, some
kindness, some care, some joy by
388
00:12:15,030 --> 00:12:17,170
just connecting with people.
389
00:12:17,170 --> 00:12:20,590
All of you have so many unique
390
00:12:20,590 --> 00:12:20,870
personalities.
391
00:12:20,870 --> 00:12:22,730
You don't realize it.
392
00:12:22,730 --> 00:12:24,510
People are craving connection with
you.
393
00:12:25,810 --> 00:12:30,970
You have to get out of your own
head, out of your own way.
394
00:12:30,970 --> 00:12:34,270
You choose the change or you
choose the path you're on, right?
395
00:12:34,270 --> 00:12:37,460
If you don't change, then you're
choosing where you are.
396
00:12:37,460 --> 00:12:40,580
You're gladly putting your hand up
going, I'm cool doing seven mil.
397
00:12:40,580 --> 00:12:42,760
I'm cool making 120 grand eight
years in.
398
00:12:43,420 --> 00:12:44,520
I'm cool doing this.
399
00:12:44,520 --> 00:12:47,140
I'm cool not knowing how I'm going
400
00:12:47,140 --> 00:12:49,980
to feed my family in six months.
401
00:12:49,980 --> 00:12:51,460
I'm okay with it.
402
00:12:51,460 --> 00:12:52,140
You're choosing that.
403
00:12:52,140 --> 00:12:52,700
Okay.
404
00:12:52,700 --> 00:12:53,720
So that's it.
405
00:12:54,020 --> 00:12:57,500
That's what I want to talk on
406
00:12:57,500 --> 00:12:58,480
today.
407
00:12:58,480 --> 00:12:59,440
Hopefully that like jumpstarts you
408
00:12:59,440 --> 00:12:59,940
a bit.
409
00:13:00,080 --> 00:13:00,760
The jumper cables.
410
00:13:00,760 --> 00:13:02,140
Hopefully I'm coming out like
clear.
411
00:13:02,140 --> 00:13:02,800
Like, let's go.
412
00:13:02,940 --> 00:13:03,320
Come on.
413
00:13:03,320 --> 00:13:05,420
Jeez, let's get at it.
414
00:13:05,420 --> 00:13:05,760
It's crazy town.
415
00:13:05,760 --> 00:13:07,480
This business is way easier than
you think.
416
00:13:07,480 --> 00:13:08,920
Come on, stop complicating it.
417
00:13:08,920 --> 00:13:09,840
Let's go, kids.
418
00:13:09,840 --> 00:13:10,780
Peace out.
