262: The Smoke & Mirrors of the Mortgage Industry

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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.

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Welcome to the Mortgage Game
Podcast.

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West Coast Wiley in the house, in
the Dodge Ram recording studio.

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Man, I've been switching up gears
to left, right, and center here.

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I've been doing some in my office.

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I have videos so I can repurpose

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the content.

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That adds bottlenecks, allows me

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to put out less.

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podcasts like this because I can't

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do them spur of the moment when
stuff's in my brain I want to talk

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about it and so I'm going to go
back to sprinkling in in the truck

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and whatnot but I was just
thinking I was like I've done over

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250 podcasts sitting in my truck
think about that right so if

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there's anything in your world
where you're like has to be

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perfect has to be this wearing a
headset about that right so if

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there's anything in your world
where you're like has to be

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perfect has to be this wearing a
headset OK, just let that sink in

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for a moment.

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This podcast you're listening to

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was me driving around trying to
maximize my time, getting my

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coffee in the morning, much like I
am today.

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Right now I'm waiting outside my
kids.

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And first off, this podcast is
brought to you by Americano.

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Oh, so good.

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I'm waiting for my kids playing

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soccer before school.

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So it's like.

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What do I do?
I could go in there and I could

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watch them.

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I watch about, you know, seven

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hours a week of practices, or I
can spend half that time out here

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recording a podcast of stuff
that's fresh in my mind, right?

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So these are like life lessons as
a mortgage broker.

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Maximize the time you have, record
content, do whatever you need to

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do, wherever you need to do it.

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I'm doing it in my truck.

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There you go.

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Enough on that.

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Okay, I want to talk about
something very, very important

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before we get into what today's
podcast is about.

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But this has been on my mind for a
bit, and I'm just seeing it over

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and over again.

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So as you know, I talk to a lot of

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mortgage brokers every single day.

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Some on my team, some not.

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And I'm starting to see a
recurring theme.

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And I'm starting to see it with
also people in my circle around

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me.

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And the theme is this.

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Most people, I'm connecting with
people through Zoom a lot of

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times.

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they're putting on a very strong

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Zoom face, right?
In the moment, I feel like if you

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just shift six inches for a foot
left, right, up, down, there's

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chaos in people's worlds.

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And so I'm sensing this.

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I know 2021 was a banner year for
a lot of people.

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It definitely was for me.

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Everyone was exhausted, a

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different type of exhaustion.

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There was money in your bank

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account.

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You thought you were the best

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mortgage broker ever.

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Your deals were falling on your

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plate.

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You're like, oh, and then you were

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even, if you probably some of you
were those ones complaining,

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there's too many files, right?
Don't you wish you had that world

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back right now?
So you came out of that.

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And then for the next two years,
you quickly realized that you

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actually don't have a mortgage
business.

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Right.

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You were just sort of winging it,

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reacting, answering emails,
picking up your phone, someone

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called and you're like, shit, I
actually don't have a business.

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I need to go back to basics.

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I need to build an actual physical

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business.

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If I was trying to sell my

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business, people would like pretty
embarrassing what I would be

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showing people.

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So that's not what I talk about.

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I want to talk about how we're at,
where we're at mindset, mental

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wise.

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And so mental health is a big

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buzzword.

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It is a big thing.

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It wasn't talked about enough.

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Probably still comes with some

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negative connotation.

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A lot of people don't want to talk

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about it.

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I'm seeing some people struggling

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going through some things all
around me every single day.

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And this is what I want to tell
you.

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I want to tell you that it's okay.

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It's okay.

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You've got the weight of the world
on your shoulders.

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You're in a commission -based
business doing 13 things on a

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never -ending to -do list, never
feeling like you're getting ahead.

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And then you turn over here and
you've got sick kids, health

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issues, taking care of parents,
taking care of spouses, other

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personal relationships, going
well, not going well.

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You're piling things onto your
shoulders because you want to help

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everybody.

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And nobody's helping you.

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You're not helping yourself.

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There's a reason when the plane's

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going down, they tell you to put
the mask on yourself before you

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put it on anyone else.

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And this is me just going, it's

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okay.

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There are people around you, very

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close to you, who will gladly talk
to you and help you.

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And so I heard this stat on a
podcast list too, and I forget,

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but it was something along the
lines of, I don't need someone to

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fix my problems, but if someone
was just there to listen for, and

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it was either five or eight
minutes, three, four, five, eight

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minutes, let's call it eight
minutes.

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Someone there just to listen for
eight minutes resets me.

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Let's me know I'm not alone in
this world.

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Let's me get things off my chest.

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I'm not looking for answers.

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I'm not looking for even feedback
potentially.

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I just want someone there to
listen to me.

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So I'm telling you, there are
people very close to you that have

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no idea where you're at mindset
wise, what you're battling

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internally.

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And I'm like, I'm battling my own

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shit too.

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I don't have a perfect life.

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There's stuff going on all over
the place.

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There's fires.

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I'm like a firefighter.

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It's like spraying shit out
everywhere.

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Trying to just get through the
next day and stay positive and

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believe in the greater good and
just do things my way.

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And it's working, but man, it's
tough.

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So I'm there with you.

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So there's people around you.

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Use those people.

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It's okay.

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Be vulnerable.

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Ask, hey, can I bend your ear for

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five minutes?
So I'm putting this out there.

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If you and I have a connection of
some sort and you need that ear to

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bend.

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You come find me.

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I'm there.

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If it's to help in your mortgage

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business, don't bother.

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Don't reach out.

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I'm not talking that.

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I'm talking just you personally,

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mindset, head wise.

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You want someone outside of your

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own circle, hit me up.

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Okay.

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Now there's a flip side of this as
well.

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The flip side is there are people
in your circle who are going

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through some shit.

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And it'd be really, really cool.

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If you just checked in and it
wasn't like, how are you doing?

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It's like, hey, do you mind if we
jump on a call?

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And then you're like, hey, I just
want to let you know, man, I'm

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here.

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I'm battling some stuff

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internally.

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I've got things and I just got me

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thinking there's probably other
people I know that are going

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through a bunch of shit.

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So this is just me saying, hey, is

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there anything you want to talk
about?

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I'll just I'll sit here and
listen.

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Right.

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Pretty cool.

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You could do that.

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So that's what I want to talk

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about here.

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That's not the podcast, but that's

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just like a thing I wanted to
throw in there.

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I've been wanting to do that for a
while.

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This segment has been brought to
you by Americano.

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All right.

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Now let's get into, let's get into

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what the podcast is actually about
today.

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Okay.

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Not as important as what we just

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talked about though, because that
was some important shit.

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You just need to hear it
sometimes.

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It's okay.

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The sun's coming up tomorrow.

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Nothing's as bad as it seems.

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Nothing's as gray as it seems.

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One foot forward and half the
battle in life is showing up.

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Show up.

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Seriously.

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Show up everywhere.

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Show up for your kids, your

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spouse, your family, your friends.

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Just be there.

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Be there.

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Let them know you're there.

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You can be a fucking tree.

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Just be there.

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Right?
Just you being places, present in

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the moment.

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is half the battle in life okay uh

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let's get into what i talk about
so we're going to talk about so i

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had a broker reach out to me
yesterday and she said and hey if

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you're listening this you know who
you are um a lady i respect she's

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you know a phenomenal mortgage
broker and i've seen the evolution

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of her business and she's like hey
ryan uh i've been hearing rumors

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about your team team wiley and
it's come up a couple times this

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week and i'm like oh shit i hear
rumors all the time let's get into

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what i talk about so we're going
to talk about so i had a broker

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reach out to me yesterday and she
said and hey if you're listening

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this you know who you are um a
lady i respect she's you know a

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phenomenal mortgage broker and
i've seen the evolution of her

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business and she's like hey ryan
uh i've been hearing rumors about

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your team team wiley and it's come
up a couple times this week and

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i'm like oh shit i hear rumors all
the time There's plenty of stuff I

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hear and what's actually the
truth, drastically different.

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I'm like, Kate, what do you got?
She's like, oh, no, it's all good

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stuff.

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I'm like, sweet.

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So what do you, she's like, well,
I've had people ask me about like,

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I'm thinking to join in Team Wiley
and this and that.

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Do you know him?
What do you think of him?

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Oh, yeah, he helped me with my
business and helped me transform

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my business to where it's at
today.

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And he's a great guy and all, but
she's like, I actually didn't know

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what your offer is.

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Like, what is Team Wiley?

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She's like, so I'm calling.

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So tell me about it.

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And I was like, oh, that's
interesting.

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Isn't that refreshing?
You don't know.

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So you go ask.

256
00:08:51,240 --> 00:08:51,600
That's pretty cool.

257
00:08:51,600 --> 00:08:54,600
But another thing was, yeah, I
haven't done a good job of

258
00:08:54,660 --> 00:08:55,580
explaining it because I just
haven't.

259
00:08:55,580 --> 00:08:57,800
I've been too busy building things
and taking care of people and

260
00:08:57,800 --> 00:08:59,240
nurturing and building a team and
just building things.

261
00:08:59,240 --> 00:09:00,700
And so I'm going to talk about it
more.

262
00:09:00,700 --> 00:09:03,400
And so this is but I'm not going
to talk about the regular pitch

263
00:09:03,400 --> 00:09:03,540
stuff.

264
00:09:03,540 --> 00:09:04,340
This isn't about.

265
00:09:04,340 --> 00:09:05,580
So this podcast is I want to I.

266
00:09:05,580 --> 00:09:07,100
110 % without a shadow of a doubt,

267
00:09:07,100 --> 00:09:09,620
believe what we're building is
unlike anything out there in the

268
00:09:09,620 --> 00:09:10,740
industry, not even close.

269
00:09:10,740 --> 00:09:12,260
And so I'm going to break that

270
00:09:12,320 --> 00:09:13,480
down for you.

271
00:09:13,480 --> 00:09:15,380
And this isn't going to be the

272
00:09:15,380 --> 00:09:18,180
same old bullshit you hear
everywhere else.

273
00:09:18,180 --> 00:09:20,680
When I was, I brokered for 13
years, I was with four or five

274
00:09:20,680 --> 00:09:21,420
different mortgage brokerages.

275
00:09:21,420 --> 00:09:23,940
And in those time, I will tell you

276
00:09:23,940 --> 00:09:24,400
right now.

277
00:09:24,400 --> 00:09:26,560
Were there places I were at where

278
00:09:26,560 --> 00:09:29,360
I liked the management?
I liked the broker owner, the team

279
00:09:29,360 --> 00:09:29,560
lead?
100%.

280
00:09:29,560 --> 00:09:31,140
Did I think they were awesome
people?

281
00:09:31,140 --> 00:09:32,000
Without a doubt.

282
00:09:32,000 --> 00:09:33,840
Did I like some of the people I

283
00:09:33,840 --> 00:09:34,720
worked with?
Yes.

284
00:09:34,720 --> 00:09:38,040
Did they have access to lenders
and all this stuff?

285
00:09:38,040 --> 00:09:38,740
Sure.

286
00:09:40,060 --> 00:09:42,440
Was I getting value for my split?

287
00:09:42,440 --> 00:09:42,680
Debatable.

288
00:09:42,960 --> 00:09:46,920
Was my business, without a doubt

289
00:09:46,920 --> 00:09:49,600
though, was my business better off
being there?

290
00:09:49,600 --> 00:09:51,640
Did my volumes increase?
Because what I learned there.

291
00:09:51,640 --> 00:09:53,440
Did I have actual foundational
pieces built into my business

292
00:09:53,440 --> 00:09:56,260
because of the brokerage or the
team I was on?

293
00:09:56,840 --> 00:09:59,340
Hell to the no, to the no, no, no.

294
00:09:59,340 --> 00:10:00,060
Not even close.

295
00:10:00,060 --> 00:10:02,880
And this is my massive pet peeve
with our industry.

296
00:10:03,060 --> 00:10:04,020
I love the Canadian mortgage
industry.

297
00:10:04,020 --> 00:10:05,520
I do.

298
00:10:05,520 --> 00:10:06,800
It's treated me and my family very

299
00:10:06,800 --> 00:10:07,140
well.

300
00:10:07,140 --> 00:10:08,900
I've given a lot to this industry.

301
00:10:09,000 --> 00:10:10,900
I've helped a lot of people.

302
00:10:10,900 --> 00:10:13,160
with zero ask, a lot of brokers, a

303
00:10:13,340 --> 00:10:13,880
lot of clients.

304
00:10:13,880 --> 00:10:14,420
And I love it.

305
00:10:14,420 --> 00:10:15,640
I love it all.

306
00:10:15,920 --> 00:10:18,520
And where I'm at right now is

307
00:10:18,520 --> 00:10:20,280
where I need to be.

308
00:10:20,280 --> 00:10:23,860
And it fills my cup and I have

309
00:10:23,860 --> 00:10:25,740
massive purpose in my life.

310
00:10:25,740 --> 00:10:27,380
So I'm super happy there.

311
00:10:27,380 --> 00:10:33,830
But what's interesting is when you
go and you go do the dog and pony

312
00:10:33,830 --> 00:10:39,030
show with the brokerages you want
to go to, and I went down this

313
00:10:39,030 --> 00:10:42,630
path many times and I've done it
and it's just all the same

314
00:10:42,750 --> 00:10:43,330
recycled bullshit.

315
00:10:45,010 --> 00:10:47,110
Everyone's dressing up the same

316
00:10:47,110 --> 00:10:48,550
thing a little differently.

317
00:10:48,550 --> 00:10:51,030
Sometimes, you know, the pig with

318
00:10:51,030 --> 00:10:51,650
lipstick.

319
00:10:51,650 --> 00:10:54,310
And sometimes, oh, we've got this

320
00:10:54,310 --> 00:10:54,850
over here.

321
00:10:54,850 --> 00:10:56,790
And it's all the same shit.

322
00:10:56,790 --> 00:11:00,450
No one's addressing the elephant
in the room that I like to call

323
00:11:00,880 --> 00:11:03,080
the elephant in the room.

324
00:11:03,080 --> 00:11:04,860
No one's getting in the trenches

325
00:11:05,480 --> 00:11:06,040
with me.

326
00:11:06,040 --> 00:11:07,360
All the brokerages I was at.

327
00:11:07,480 --> 00:11:08,540
It was all high level stuff.

328
00:11:08,540 --> 00:11:09,600
I was talking to another broker

329
00:11:09,660 --> 00:11:09,720
yesterday.

330
00:11:09,720 --> 00:11:11,140
We just joined the team.

331
00:11:11,140 --> 00:11:12,400
I don't want to one call.

332
00:11:12,400 --> 00:11:14,260
He's like, I was just joking

333
00:11:14,620 --> 00:11:18,020
around with a couple other
brokers.

334
00:11:18,020 --> 00:11:21,880
I know we went to a two day thing
at my last brokerage and it's the

335
00:11:21,880 --> 00:11:22,180
same shit.

336
00:11:22,180 --> 00:11:23,160
They're like, okay.

337
00:11:23,160 --> 00:11:26,760
And you get your pen out and you
get your pad out and you're ready

338
00:11:26,760 --> 00:11:33,250
to like write down all these ideas
and this training you're going to

339
00:11:33,250 --> 00:11:33,410
do.

340
00:11:33,410 --> 00:11:35,730
And they come up there and they're

341
00:11:35,730 --> 00:11:38,170
like, yeah, I talked to realtors.

342
00:11:38,170 --> 00:11:39,790
And then that doesn't work.

343
00:11:39,790 --> 00:11:40,630
Talk to FAs.

344
00:11:40,630 --> 00:11:44,230
He's like, so then what do we say?

345
00:11:44,230 --> 00:11:45,990
And then what if they say this?
What do we say?

346
00:11:45,990 --> 00:11:48,290
Like, what are the tactical
things?

347
00:11:48,290 --> 00:11:52,090
And they're like, oh, yeah, just
go do a network.

348
00:11:52,090 --> 00:11:54,420
OK, on to the next speaker.

349
00:11:54,420 --> 00:11:55,440
And you're sitting there going,

350
00:11:55,440 --> 00:11:56,980
fuck, I got nothing.

351
00:11:56,980 --> 00:11:58,520
And that's just an example of what

352
00:11:58,520 --> 00:11:59,720
a brokerage is all the time.

353
00:11:59,720 --> 00:12:00,820
It's a bunch of this high level

354
00:12:00,820 --> 00:12:01,740
chat all over the place.

355
00:12:01,740 --> 00:12:02,760
And I want to preface this by

356
00:12:02,760 --> 00:12:04,740
saying I'm not talking about
underwriting.

357
00:12:04,740 --> 00:12:06,840
Because brokerages, a lot of them
have that dialed in where they

358
00:12:06,840 --> 00:12:08,100
help you structure files and they
help you place deals.

359
00:12:08,100 --> 00:12:10,500
I'm not talking about that because
brokers who are doing any sort of

360
00:12:10,500 --> 00:12:11,660
business don't really need to tap
into that.

361
00:12:11,660 --> 00:12:14,060
And you have other angles you can
go to to figure out where to place

362
00:12:14,180 --> 00:12:16,380
a deal, starting with the BDMs,
the BRM, your underwriter, your

363
00:12:16,380 --> 00:12:17,360
colleagues, other people in the
industry.

364
00:12:17,360 --> 00:12:18,480
You have the people on your team.

365
00:12:18,580 --> 00:12:19,680
You have outlets for that.

366
00:12:19,680 --> 00:12:20,460
I'm not paying a premium.

367
00:12:20,560 --> 00:12:22,320
If I am a broker doing deals, I'm

368
00:12:22,320 --> 00:12:26,800
not paying a premium in my split
to get access to someone I may or

369
00:12:26,800 --> 00:12:30,040
may not talk to about a file once
in a while.

370
00:12:30,040 --> 00:12:33,640
So I take that off the table.

371
00:12:33,640 --> 00:12:35,680
To me, when I brokered, that was

372
00:12:35,800 --> 00:12:36,300
not important.

373
00:12:36,300 --> 00:12:37,500
I will find out where the deal

374
00:12:37,500 --> 00:12:37,660
goes.

375
00:12:37,660 --> 00:12:38,380
It's 2025.

376
00:12:38,380 --> 00:12:42,340
I have access to a lot of
different opportunities with

377
00:12:42,340 --> 00:12:44,500
lender spotlight, to colleagues,
to ninjas I know at certain

378
00:12:44,500 --> 00:12:45,920
lenders, to the lenders
themselves, all that stuff.

379
00:12:45,920 --> 00:12:48,560
So to me, that's value of 10 years
ago in brokering.

380
00:12:48,560 --> 00:12:50,560
It's not value I need today.

381
00:12:50,560 --> 00:12:52,420
And so when I was at my

382
00:12:52,420 --> 00:12:54,520
brokerages, it was always this
high level talk.

383
00:12:54,520 --> 00:12:55,780
And I was always so curious.

384
00:12:55,960 --> 00:12:58,940
How did you get to where you're

385
00:12:58,940 --> 00:13:01,600
at?
The people at the top.

386
00:13:01,600 --> 00:13:05,200
And I'd ask the questions and no
one would know or no one would

387
00:13:05,200 --> 00:13:05,400
share.

388
00:13:05,400 --> 00:13:08,950
But no one would give me the nuts

389
00:13:08,950 --> 00:13:12,490
and bolts, the tactical day -to
-day things, what to say, what to

390
00:13:12,490 --> 00:13:14,810
email, what strategy to use, how
do I implement it?

391
00:13:14,810 --> 00:13:16,790
And you know why?
Because a lot of them don't have

392
00:13:16,790 --> 00:13:18,290
it figured out in their own
business.

393
00:13:18,290 --> 00:13:21,510
So most broker owners, their
number one priority is their own

394
00:13:21,510 --> 00:13:21,950
book.

395
00:13:22,130 --> 00:13:23,250
Massive, massive problem if I'm

396
00:13:23,250 --> 00:13:25,950
joining someone and I need
mentoring and coaching and someone

397
00:13:25,950 --> 00:13:30,230
in the trenches with me because
I'll never be a priority.

398
00:13:30,450 --> 00:13:31,770
It's always their book, their
business.

399
00:13:31,770 --> 00:13:32,910
That's what feeds their family.

400
00:13:32,910 --> 00:13:35,140
Very few of them are actually

401
00:13:35,140 --> 00:13:37,620
making money on a team and a
brokerage.

402
00:13:37,620 --> 00:13:41,260
So that's what feeds that.

403
00:13:41,260 --> 00:13:42,800
That's their cash cow.

404
00:13:42,800 --> 00:13:43,180
Okay.

405
00:13:43,180 --> 00:13:46,120
And then it just so happens they

406
00:13:46,120 --> 00:13:48,580
got their business up to 30, 40,
60, 70, whatever million.

407
00:13:48,580 --> 00:13:52,180
And then people are start going,
Hey, you look like you're doing

408
00:13:52,180 --> 00:13:52,680
good things.

409
00:13:52,680 --> 00:13:53,680
Can I join your team?

410
00:13:53,680 --> 00:13:55,360
And you're like, Hey, that makes
me feel good.

411
00:13:55,360 --> 00:13:56,670
And my strokes, my ego.

412
00:13:56,670 --> 00:13:57,950
And I'm like, yeah, join my team.

413
00:13:57,950 --> 00:14:00,850
And then, but it's like, so what
do you offer?

414
00:14:00,850 --> 00:14:01,750
Well, I don't know.

415
00:14:01,750 --> 00:14:03,070
I'll be there.

416
00:14:03,070 --> 00:14:03,530
I'll mentor you.

417
00:14:03,530 --> 00:14:04,290
What do I do here?

418
00:14:04,290 --> 00:14:04,390
Okay.

419
00:14:04,390 --> 00:14:05,910
Oh, you're good.

420
00:14:05,910 --> 00:14:07,250
And then six months later,
crickets, crickets.

421
00:14:07,250 --> 00:14:07,830
Oh, I need help.

422
00:14:07,830 --> 00:14:10,050
What sort of email should I do?

423
00:14:10,330 --> 00:14:12,390
What sort of email marketing plan
should I have?

424
00:14:12,770 --> 00:14:16,070
How do I mind my database?
What sort of strategy would you

425
00:14:16,070 --> 00:14:18,150
put in place for this type of
client?

426
00:14:18,150 --> 00:14:21,270
How would you approach a room full
of realtors?

427
00:14:21,580 --> 00:14:24,360
What sort of webinar would you do?
What would the hook?

428
00:14:24,360 --> 00:14:25,540
And like nothing.

429
00:14:25,540 --> 00:14:26,740
And it's not because they even

430
00:14:26,740 --> 00:14:29,020
know the answers because a lot of
them don't.

431
00:14:29,020 --> 00:14:31,540
They're just grinding away,
drinking from a firehouse, running

432
00:14:31,700 --> 00:14:31,980
their own business.

433
00:14:31,980 --> 00:14:33,240
don't really have a business.

434
00:14:33,240 --> 00:14:34,580
They hire some help, some
assistance, fulfillment.

435
00:14:34,740 --> 00:14:37,640
And before you know it, you're on
a team with someone who's

436
00:14:37,740 --> 00:14:40,040
successful as a mortgage broker,
but there's no one there to go in

437
00:14:40,160 --> 00:14:42,200
the trenches with you, to actually
coach and mentor you on your

438
00:14:42,200 --> 00:14:44,360
specific needs, your specific,
figure out who your avatar is.

439
00:14:44,360 --> 00:14:46,760
So when you talk about these
brokerages out there, and this is

440
00:14:46,920 --> 00:14:47,920
why I wanted to make this podcast.

441
00:14:48,060 --> 00:14:52,270
I wanted to make it because what

442
00:14:52,270 --> 00:14:53,730
I'm building, is absolutely
unequivocally 1 million percent

443
00:14:53,730 --> 00:14:53,970
different.

444
00:14:53,970 --> 00:14:56,370
It is not the same old bullshit

445
00:14:56,370 --> 00:14:58,750
being packaged up from everybody
where you go talk to people and

446
00:14:58,750 --> 00:15:02,010
go, all right, we got the best
thing and come here and you come

447
00:15:02,010 --> 00:15:03,450
here and we'll give you this and
our culture's this.

448
00:15:03,450 --> 00:15:04,910
Yeah, well, you know what?
Culture's great, but culture

449
00:15:04,910 --> 00:15:07,010
doesn't fucking put food on the
table for my family.

450
00:15:07,010 --> 00:15:10,030
So you have your parties and you
have your stuff and we all sing

451
00:15:10,030 --> 00:15:11,670
Kumbaya and we help each other out
and blah, blah, blah.

452
00:15:11,670 --> 00:15:14,930
How do I have a business though?
I want to make money, money,

453
00:15:14,930 --> 00:15:15,450
money, money.

454
00:15:15,980 --> 00:15:17,100
I want to make money.

455
00:15:17,300 --> 00:15:20,240
And the culture is like number
seven, eight, nine, 10 on the

456
00:15:20,240 --> 00:15:20,380
list.

457
00:15:20,480 --> 00:15:22,340
And so a lot of the brokerages

458
00:15:22,340 --> 00:15:26,520
because they don't have the
tactical training on sales and

459
00:15:26,520 --> 00:15:26,820
marketing.

460
00:15:26,820 --> 00:15:28,300
and what to do in the trenches.

461
00:15:28,320 --> 00:15:30,640
They don't have the wherewithal.

462
00:15:30,640 --> 00:15:33,880
They don't have the skill set to

463
00:15:34,260 --> 00:15:35,060
teach that.

464
00:15:35,060 --> 00:15:36,860
They bamboozle people with the

465
00:15:36,860 --> 00:15:37,800
other stuff.

466
00:15:37,800 --> 00:15:39,560
And they're like, look at our logo

467
00:15:39,560 --> 00:15:40,860
and look at our team event.

468
00:15:40,860 --> 00:15:43,440
We all wear costumes and we go to

469
00:15:43,440 --> 00:15:44,760
this thing.

470
00:15:44,760 --> 00:15:47,160
And that's cool.

471
00:15:47,160 --> 00:15:48,860
Very cool.

472
00:15:48,860 --> 00:15:52,020
But that's not the type of

473
00:15:52,020 --> 00:15:54,420
brokerage or team I want to build.

474
00:15:54,420 --> 00:15:55,480
That's not it.

475
00:15:55,480 --> 00:15:57,460
We're going to have our version of
that.

476
00:15:57,460 --> 00:15:58,280
And we already do.

477
00:15:58,280 --> 00:16:00,080
And we're going to keep doing it.

478
00:16:00,080 --> 00:16:02,300
But that's not why people are
going to join Team Wiley.

479
00:16:02,300 --> 00:16:05,960
They're going to join Team Wiley
because they get me in their

480
00:16:05,960 --> 00:16:08,860
corner doing things with them and
doing things for them.

481
00:16:08,860 --> 00:16:11,540
So I'm going to give you some
examples.

482
00:16:11,540 --> 00:16:13,560
This podcast is brought to you by
Americana.

483
00:16:13,560 --> 00:16:16,720
I could sit here and talk about
the same old shit.

484
00:16:16,720 --> 00:16:22,580
Hey, our $150 fee is the best in
the industry, which it is, by the

485
00:16:22,580 --> 00:16:23,560
way.

486
00:16:24,300 --> 00:16:26,280
Includes all free credit bureaus,

487
00:16:26,280 --> 00:16:26,580
E &O.

488
00:16:26,580 --> 00:16:28,860
You get the VIP club.

489
00:16:28,860 --> 00:16:31,200
You get broker mail, which you can
do drip campaigns.

490
00:16:31,780 --> 00:16:32,580
No cost.

491
00:16:32,580 --> 00:16:32,960
Unlimited list.

492
00:16:32,960 --> 00:16:34,700
You get lender spotlight, the top
access.

493
00:16:34,700 --> 00:16:37,760
You get Canadian Mortgage App, top
access.

494
00:16:37,760 --> 00:16:40,450
You get all this stuff, all
included $150.

495
00:16:40,450 --> 00:16:41,490
No fucking advertising fee.

496
00:16:41,490 --> 00:16:43,610
I still don't know what that is.

497
00:16:43,610 --> 00:16:48,850
But your actual $150 a month, I
could start going down that.

498
00:16:48,850 --> 00:16:50,510
I'm not going to.

499
00:16:50,570 --> 00:16:53,170
I could talk about, hey, we have

500
00:16:53,170 --> 00:16:55,390
this many agents and we got this
volume.

501
00:16:55,390 --> 00:16:57,270
Yeah, yeah, it goes without
saying.

502
00:16:57,270 --> 00:17:01,650
You get access to all the lenders.

503
00:17:01,650 --> 00:17:03,310
You get access to volume bonus

504
00:17:03,310 --> 00:17:03,450
everywhere.

505
00:17:03,450 --> 00:17:06,170
If you do 3 million a year of

506
00:17:06,329 --> 00:17:09,880
Scotia, you get put onto a Scotia
pod with a dedicated BRF that

507
00:17:10,060 --> 00:17:10,440
closes files for you.

508
00:17:10,440 --> 00:17:12,500
You get top volume bonus at

509
00:17:12,500 --> 00:17:12,859
Manulife.

510
00:17:12,859 --> 00:17:14,599
You get top volume bonus at TD.

511
00:17:14,920 --> 00:17:19,579
You get top, like, and the list
goes on and on and on.

512
00:17:19,579 --> 00:17:22,660
I'm not going to talk about that.

513
00:17:22,660 --> 00:17:24,680
I'm not going to talk about that.

514
00:17:24,680 --> 00:17:28,680
I'm going to talk about the stuff
that we actually do with you.

515
00:17:29,740 --> 00:17:31,120
So each of you have a different
business.

516
00:17:31,120 --> 00:17:32,060
You have a completely different
business.

517
00:17:32,160 --> 00:17:34,020
So I will come in and audit your
business.

518
00:17:34,020 --> 00:17:35,140
I'll figure out where you're at
right now.

519
00:17:35,320 --> 00:17:39,660
And I will clear your desk of all
this stuff, all the nonsense of

520
00:17:39,660 --> 00:17:41,080
shit that doesn't matter.

521
00:17:41,080 --> 00:17:42,460
And we will start building the

522
00:17:42,460 --> 00:17:43,980
foundational pieces up.

523
00:17:44,180 --> 00:17:47,460
So every day of the week, there is

524
00:17:47,460 --> 00:17:48,320
some focus training.

525
00:17:48,320 --> 00:17:49,880
And it's the same every Monday.

526
00:17:49,880 --> 00:17:50,460
Email marketing.

527
00:17:50,600 --> 00:17:51,320
Guess what?

528
00:17:51,320 --> 00:17:54,720
We're not going to come in.

529
00:17:54,720 --> 00:17:55,340
So here's the cool part.

530
00:17:55,340 --> 00:17:55,860
This is.

531
00:17:55,860 --> 00:17:58,160
I'm going to like pull back the

532
00:17:58,160 --> 00:18:02,200
business model a bit for you so
you can start to see where my

533
00:18:02,360 --> 00:18:04,620
head's at and why I came this
angle and why I'm so passionate

534
00:18:04,720 --> 00:18:04,880
about it.

535
00:18:04,880 --> 00:18:06,400
So I could sit here and I could

536
00:18:06,400 --> 00:18:09,300
train because I do this training
and strategy hub and I do it.

537
00:18:09,300 --> 00:18:10,700
I've coached over a thousand
brokers.

538
00:18:10,900 --> 00:18:14,320
I've trained them on what to do
for their emails and how to market

539
00:18:14,320 --> 00:18:15,940
to their database every week.

540
00:18:15,940 --> 00:18:16,740
What sort of.

541
00:18:16,740 --> 00:18:18,840
jab, jab, jab, uppercut, jab, jab,
jab, uppercut, value, value,

542
00:18:19,060 --> 00:18:19,880
value, ask, value, value, value,
ask.

543
00:18:19,880 --> 00:18:21,420
And I go through scripts and we
talk and then no one does it.

544
00:18:21,420 --> 00:18:23,420
And that's the downside with
coaching is it's really hard for

545
00:18:23,420 --> 00:18:25,580
me to have massive impact, which
is why I started Team Wiley.

546
00:18:25,580 --> 00:18:27,920
It's why I shut down my one -on
-one coaching.

547
00:18:27,920 --> 00:18:31,060
It's why I stopped taking money at
500 to 750 an hour from people

548
00:18:31,060 --> 00:18:33,060
because I could coach them for
three hours.

549
00:18:33,060 --> 00:18:34,140
Maybe double their business.

550
00:18:34,140 --> 00:18:34,400
Maybe not.

551
00:18:34,400 --> 00:18:35,880
Don't see them again.

552
00:18:35,880 --> 00:18:38,520
I got two, three grand in my

553
00:18:38,520 --> 00:18:38,780
pocket.

554
00:18:38,780 --> 00:18:40,580
They go off and have an awesome

555
00:18:40,580 --> 00:18:42,400
life and their broker owner wins.

556
00:18:42,400 --> 00:18:43,920
Not based on anything they did

557
00:18:43,920 --> 00:18:45,360
outside of their licenses there.

558
00:18:45,360 --> 00:18:48,720
And yet it's because of what I

559
00:18:48,980 --> 00:18:50,640
did, but I'm not getting paid for
that.

560
00:18:50,640 --> 00:18:52,790
And then the people who actually
didn't do the work, they're no

561
00:18:52,790 --> 00:18:53,290
better off.

562
00:18:53,290 --> 00:18:55,050
And that really strikes me to my

563
00:18:55,050 --> 00:18:55,230
core.

564
00:18:55,230 --> 00:18:57,350
So I said, I'm going to fix this.

565
00:18:57,350 --> 00:19:01,130
And so that email marketing, we
could go and train or guess what?

566
00:19:01,130 --> 00:19:02,830
We just do it for you.

567
00:19:02,830 --> 00:19:04,370
So we can train you how to do it

568
00:19:04,370 --> 00:19:06,590
and you could go level your game
up and record videos and fire it

569
00:19:06,590 --> 00:19:06,810
out.

570
00:19:06,810 --> 00:19:09,270
Or we can go build the drip for

571
00:19:09,270 --> 00:19:11,590
you, automate your list for you,
get your zaps working.

572
00:19:11,590 --> 00:19:16,210
So if someone books a call in
County and someone opens

573
00:19:16,310 --> 00:19:18,650
application Finmo or whatever
submission platform you want, by

574
00:19:18,810 --> 00:19:19,990
the way, we don't care.

575
00:19:19,990 --> 00:19:21,310
We're not forcing you.

576
00:19:21,310 --> 00:19:22,190
We're not getting kickbacks from
submission platforms.

577
00:19:22,190 --> 00:19:24,350
So use whatever you like, right?
It's your business.

578
00:19:24,350 --> 00:19:26,050
You're an adult.

579
00:19:26,050 --> 00:19:27,650
You're a business owner, choose,

580
00:19:27,650 --> 00:19:31,050
you know, put your big boy pants
on and choose whatever platform

581
00:19:31,050 --> 00:19:31,330
you want.

582
00:19:31,330 --> 00:19:32,290
I'll never force anything on you.

583
00:19:32,290 --> 00:19:35,710
But if you want to crush your
email marketing and get book

584
00:19:35,710 --> 00:19:39,790
discovery calls from it while you
sleep, then we could train you on

585
00:19:40,520 --> 00:19:41,920
how to do it.

586
00:19:42,340 --> 00:19:44,040
But I already know brokers aren't

587
00:19:44,340 --> 00:19:45,100
going to do it.

588
00:19:45,100 --> 00:19:47,140
So we're just going to do it.

589
00:19:47,140 --> 00:19:48,940
So just as an example, that's what
we do.

590
00:19:48,940 --> 00:19:52,440
Mondays, you come in, we help you
set up the stuff.

591
00:19:52,440 --> 00:19:55,000
We'll actually physically do it
right in front of you.

592
00:19:55,000 --> 00:19:56,400
And I'll write all the emails for
you.

593
00:19:56,400 --> 00:19:58,160
And we'll fire them out for you.

594
00:19:58,160 --> 00:19:59,480
So just click, operate 70 emails

595
00:19:59,480 --> 00:20:01,880
going out a year, like clockwork,
like well -written sales emails.

596
00:20:01,880 --> 00:20:02,920
Right?
So that's just an example.

597
00:20:02,920 --> 00:20:03,080
Okay, cool.

598
00:20:03,080 --> 00:20:03,600
Awesome, Ryan.

599
00:20:03,960 --> 00:20:05,060
No one's doing that.

600
00:20:05,060 --> 00:20:06,240
It doesn't exist.

601
00:20:06,240 --> 00:20:07,080
Where is that happening?
Right here.

602
00:20:07,080 --> 00:20:07,900
That's a bottleneck in your
business.

603
00:20:07,900 --> 00:20:11,200
So we could train you to do it, or
we could just help you do it and

604
00:20:11,200 --> 00:20:11,940
do it for you.

605
00:20:11,940 --> 00:20:13,060
We chose to do that.

606
00:20:13,060 --> 00:20:15,460
So, and here's my thought on it.

607
00:20:15,460 --> 00:20:17,060
I could go run my own mortgage

608
00:20:17,060 --> 00:20:17,200
business.

609
00:20:17,280 --> 00:20:17,540
On 100%.

610
00:20:17,540 --> 00:20:19,140
I could go broker my own deals.

611
00:20:19,140 --> 00:20:21,620
I don't do that, by the way.

612
00:20:21,620 --> 00:20:22,360
I don't.

613
00:20:22,360 --> 00:20:25,020
My energy is on the team.

614
00:20:25,020 --> 00:20:29,260
So number one priority is the
team, not my own book of freaking

615
00:20:29,260 --> 00:20:29,780
business.

616
00:20:29,780 --> 00:20:32,460
And tell me again, oh, I'm getting

617
00:20:32,460 --> 00:20:33,880
jacked up now.

618
00:20:33,880 --> 00:20:35,770
This is the passion I have for.

619
00:20:35,770 --> 00:20:37,370
This is why the industry is
broken.

620
00:20:37,370 --> 00:20:41,850
And I don't want to be, I don't
want Team Wiley to be lumped in

621
00:20:41,850 --> 00:20:44,710
with all the other options out
there because it's not even close.

622
00:20:44,710 --> 00:20:46,990
And I'm trying to pull the curtain
back a bit.

623
00:20:46,990 --> 00:20:49,770
So I gave you an example of the
database marketing.

624
00:20:49,770 --> 00:20:50,910
And then the other one's your
database mining.

625
00:20:50,910 --> 00:20:53,430
We will physically sit there with
you every Wednesday and mine your

626
00:20:53,430 --> 00:20:54,610
database with you.

627
00:20:54,610 --> 00:20:55,970
We have a rate tracker sheet.

628
00:20:55,970 --> 00:20:58,430
We'll help you get the tracker
sheet up, help you get the data

629
00:20:58,430 --> 00:20:58,630
organized.

630
00:20:58,790 --> 00:20:59,950
We'll give you some best practices

631
00:20:59,950 --> 00:21:01,230
to go get the data organized.

632
00:21:01,230 --> 00:21:03,300
And then we're going to sit there.

633
00:21:03,300 --> 00:21:05,980
We're going to mine it for
opportunities to reach out to your

634
00:21:05,980 --> 00:21:12,320
clients and give you emails to
send and this and that and how to

635
00:21:12,600 --> 00:21:15,820
follow up every single week in the
trenches with you.

636
00:21:15,960 --> 00:21:18,140
Are you doing that at your
brokerage?

637
00:21:18,140 --> 00:21:20,040
Hell to the no. Should that be
something?

638
00:21:20,740 --> 00:21:21,800
Hell to the yeah.

639
00:21:21,800 --> 00:21:23,140
Why isn't it?

640
00:21:23,140 --> 00:21:23,840
I don't know.

641
00:21:23,840 --> 00:21:24,260
You tell me.

642
00:21:24,260 --> 00:21:24,660
I don't agree.

643
00:21:24,660 --> 00:21:25,640
I think the standard should be

644
00:21:25,640 --> 00:21:25,760
that.

645
00:21:25,760 --> 00:21:26,380
And so guess what?

646
00:21:26,520 --> 00:21:30,400
I show up every Wednesday in a
Zoom room with a group of agents.

647
00:21:30,400 --> 00:21:31,940
And we mine, not my database, but
there.

648
00:21:32,240 --> 00:21:33,880
But here's why I'm doing this.

649
00:21:33,880 --> 00:21:34,760
This is my business model.

650
00:21:34,760 --> 00:21:38,140
I could go write emails from my
own book of business and get my

651
00:21:38,940 --> 00:21:39,800
own deals.

652
00:21:39,800 --> 00:21:41,840
Take out the fact I don't want to

653
00:21:41,840 --> 00:21:43,100
do that model anymore.

654
00:21:43,940 --> 00:21:45,280
I just mentally don't want to talk

655
00:21:45,280 --> 00:21:45,800
to clients.

656
00:21:45,800 --> 00:21:47,660
I feel like I have bigger fish to

657
00:21:47,720 --> 00:21:47,860
fry.

658
00:21:47,860 --> 00:21:48,400
Take that out.

659
00:21:48,400 --> 00:21:50,500
I could go do that.

660
00:21:50,500 --> 00:21:51,640
I could also mine my own database,

661
00:21:51,640 --> 00:21:52,200
my past database.

662
00:21:52,200 --> 00:21:53,940
And there's deals in there, 100%.

663
00:21:53,940 --> 00:21:57,120
And I could go find them and I
could undo it.

664
00:21:57,120 --> 00:21:57,980
But I don't get any leverage
there.

665
00:21:57,980 --> 00:21:58,500
I get leverage.

666
00:21:59,480 --> 00:22:01,160
If I have a team of 50 agents and

667
00:22:01,160 --> 00:22:05,260
I'm writing the emails and we're
sending out 20 ,000 emails a week,

668
00:22:05,260 --> 00:22:08,760
because I get a small piece of the
action off everyone, right?

669
00:22:08,760 --> 00:22:09,960
That's part of being a team lead.

670
00:22:10,100 --> 00:22:10,500
I'm a team lead.

671
00:22:10,500 --> 00:22:11,800
I'm not at a brokerage.

672
00:22:11,800 --> 00:22:13,620
I don't have, or I'm at a

673
00:22:13,620 --> 00:22:13,720
brokerage.

674
00:22:13,720 --> 00:22:13,820
Sorry.

675
00:22:13,820 --> 00:22:15,260
I don't have a, have a brokerage.

676
00:22:15,260 --> 00:22:16,660
I'm, I have a team under a

677
00:22:16,660 --> 00:22:16,800
brokerage.

678
00:22:16,900 --> 00:22:17,760
And so that's mine, your database.

679
00:22:17,760 --> 00:22:18,340
Sure.

680
00:22:18,340 --> 00:22:19,800
Because when you go close and we

681
00:22:19,800 --> 00:22:21,580
do, I get a piece of action.

682
00:22:21,580 --> 00:22:22,520
but I'm getting leverage from my

683
00:22:22,520 --> 00:22:22,820
time.

684
00:22:22,820 --> 00:22:26,040
And so I'm building in these

685
00:22:26,040 --> 00:22:26,440
things.

686
00:22:26,440 --> 00:22:27,880
Fridays is content creation.

687
00:22:27,880 --> 00:22:33,160
Thursday is advanced budget and
custom proposal building where we

688
00:22:33,160 --> 00:22:34,800
help brokers tell stories through
numbers.

689
00:22:34,800 --> 00:22:36,340
And I give you examples.

690
00:22:36,440 --> 00:22:40,260
We show you how to use the

691
00:22:40,260 --> 00:22:42,420
different calculators based on the
different strategies we're using

692
00:22:42,420 --> 00:22:47,580
with clients at different times to
position it to client, to win the

693
00:22:47,580 --> 00:22:50,080
business and change the
conversation away from price and

694
00:22:50,080 --> 00:22:50,240
product.

695
00:22:50,240 --> 00:22:52,220
and more into a planner and paying

696
00:22:52,220 --> 00:22:53,940
the least amount of interest.

697
00:22:54,060 --> 00:22:54,380
That's Thursdays.

698
00:22:54,380 --> 00:22:55,220
Tuesdays is prospecting.

699
00:22:55,860 --> 00:22:56,740
We don't prospect together.

700
00:22:56,740 --> 00:22:59,340
We build your prospecting plan for
referral partners and that.

701
00:22:59,340 --> 00:23:00,960
You want to run a webinar.

702
00:23:00,960 --> 00:23:01,360
Guess what?

703
00:23:01,360 --> 00:23:03,280
It's your brokerage building you
webinars and slide decks and

704
00:23:03,280 --> 00:23:07,100
helping you build it to what you
want and then outlining how to

705
00:23:07,100 --> 00:23:10,400
present this and then presenting
how to get people to the webinar

706
00:23:10,400 --> 00:23:12,080
and then how to follow up with
those people.

707
00:23:12,300 --> 00:23:13,340
No, that's what we do.

708
00:23:13,340 --> 00:23:15,280
We're doing all these things.

709
00:23:15,280 --> 00:23:17,680
And so this is why I wanted to
just mention this because I'm in

710
00:23:17,680 --> 00:23:17,980
the trenches.

711
00:23:17,980 --> 00:23:19,140
in the trenches.

712
00:23:19,140 --> 00:23:23,280
I don't know even a better way to
say that than if you feel like

713
00:23:23,280 --> 00:23:25,200
you're not getting the value you
want.

714
00:23:25,200 --> 00:23:28,800
you feel like you're not getting
the value you want.

715
00:23:28,800 --> 00:23:31,640
That's a conversation you need to
just figure out.

716
00:23:31,640 --> 00:23:32,260
Maybe it's at your current
brokerage.

717
00:23:32,260 --> 00:23:34,740
But I guess the moral of the story
here is Team Wiley is not even

718
00:23:34,740 --> 00:23:35,660
fucking close to anything that's
being offered.

719
00:23:35,660 --> 00:23:38,880
Because nobody, much like I told
my clients when I brokered, you

720
00:23:38,880 --> 00:23:40,920
want to go there?
Sure.

721
00:23:40,920 --> 00:23:43,640
Guess what?
You don't get me.

722
00:23:43,980 --> 00:23:46,320
And I know what I bring to the
table.

723
00:23:46,320 --> 00:23:49,780
And if I'm in your back pocket and
we're partnered, you are in a

724
00:23:49,780 --> 00:23:51,380
phenomenal spot.

725
00:23:51,380 --> 00:23:54,960
And so you can go on your own and

726
00:23:54,960 --> 00:23:56,660
go do it.

727
00:23:56,660 --> 00:23:59,080
But please do not put me in with

728
00:23:59,080 --> 00:23:59,700
them.

729
00:23:59,700 --> 00:24:01,340
I am not that.

730
00:24:01,340 --> 00:24:02,020
This is way more.

731
00:24:02,020 --> 00:24:03,900
And I just wanted to share an

732
00:24:03,900 --> 00:24:06,560
insight into that a little bit,
the different stuff we're doing.

733
00:24:06,560 --> 00:24:08,880
We're figuring out the bottlenecks
in mortgage brokers business.

734
00:24:08,880 --> 00:24:12,480
We're removing the bottlenecks and
then building in some done for you

735
00:24:12,480 --> 00:24:13,440
stuff in there.

736
00:24:13,440 --> 00:24:14,640
And guess what?

737
00:24:14,640 --> 00:24:16,800
If you want to just check in every
day, we've got accountability

738
00:24:16,980 --> 00:24:17,420
groups.

739
00:24:17,420 --> 00:24:18,340
We've got.

740
00:24:18,340 --> 00:24:21,000
prospecting groups every day for
an hour.

741
00:24:22,280 --> 00:24:26,080
We've got a half hour check -in
every morning where you just drop

742
00:24:26,080 --> 00:24:26,180
in.

743
00:24:26,180 --> 00:24:27,920
And if you want to get centered

744
00:24:27,920 --> 00:24:31,560
for the day, keep your momentum
going, you have a question in the

745
00:24:31,560 --> 00:24:34,560
moment, you get daily access to
me, you get daily access to the

746
00:24:34,560 --> 00:24:35,920
support that I built in.

747
00:24:35,920 --> 00:24:37,220
You get daily access to the team.

748
00:24:37,220 --> 00:24:37,320
Yeah.

749
00:24:37,320 --> 00:24:38,040
So this is it.

750
00:24:38,040 --> 00:24:39,540
I'm done talking about Team Wiley.

751
00:24:40,100 --> 00:24:41,890
It's just, it irritates the fuck

752
00:24:41,890 --> 00:24:42,510
out of me.

753
00:24:42,510 --> 00:24:44,870
When I go and I hear other people

754
00:24:44,870 --> 00:24:49,770
pitch what they got and then I get
lumped in with it, it's not the

755
00:24:49,770 --> 00:24:49,890
case.

756
00:24:49,890 --> 00:24:53,230
There's a lot of bullshit, people

757
00:24:53,230 --> 00:24:55,710
puffing their chests out there.

758
00:24:55,710 --> 00:24:53,610
Our thing does this, our logo,

759
00:24:53,610 --> 00:24:56,030
check out this cool thing.

760
00:24:56,030 --> 00:24:58,990
We've got so much training.

761
00:24:58,990 --> 00:25:00,250
I'm like, yeah, no, you don't.

762
00:25:00,450 --> 00:25:02,150
I love, we can sit down and.

763
00:25:02,150 --> 00:25:02,870
Compare notes.

764
00:25:02,870 --> 00:25:03,910
You don't have training, not the

765
00:25:03,910 --> 00:25:05,510
training we're talking about.

766
00:25:05,510 --> 00:25:07,430
Oh, and by the way, are you

767
00:25:07,430 --> 00:25:12,050
jumping on a one -on -one call?
And can you go into like, right?

768
00:25:12,290 --> 00:25:14,210
So I gotta take a moment here.

769
00:25:14,210 --> 00:25:17,190
This podcast is brought to you by

770
00:25:17,190 --> 00:25:17,470
Americana.

771
00:25:17,470 --> 00:25:17,650
Okay.

772
00:25:17,650 --> 00:25:18,090
That's it, kids.

773
00:25:18,090 --> 00:25:20,250
See, I didn't get into like all

774
00:25:20,250 --> 00:25:23,030
the specifics of what the offer
is.

775
00:25:23,030 --> 00:25:27,490
Oh, and the last thing I'm going
to leave you with, because this

776
00:25:27,490 --> 00:25:29,550
came up in the conversation
yesterday was I'm not.

777
00:25:29,550 --> 00:25:31,410
gouging people on splits.

778
00:25:31,410 --> 00:25:33,410
My splits are beyond fair.

779
00:25:33,410 --> 00:25:38,250
I've had people say they should be
double what I'm paying because I'm

780
00:25:38,250 --> 00:25:39,870
playing the long game.

781
00:25:39,870 --> 00:25:41,290
This isn't a bait and switch.

782
00:25:41,290 --> 00:25:42,890
I'm not going anywhere.

783
00:25:42,890 --> 00:25:46,190
This is a 10, 15, 20 year plan for

784
00:25:46,190 --> 00:25:46,810
me.

785
00:25:46,810 --> 00:25:48,230
I'm taking small pieces here and

786
00:25:48,230 --> 00:25:48,410
there.

787
00:25:48,410 --> 00:25:50,010
showing up every day, giving you

788
00:25:50,010 --> 00:25:52,890
tactical things that actually work
in the trenches, helping you out

789
00:25:52,890 --> 00:25:57,910
in the moment, giving you all that
other warm, fuzzy stuff that

790
00:25:57,910 --> 00:25:58,770
everyone else is offering.

791
00:25:58,770 --> 00:26:00,070
I don't even talk about that

792
00:26:00,070 --> 00:26:02,130
because it's like, yeah, is that
your offer?

793
00:26:02,130 --> 00:26:03,150
Is that what you're offering?
Okay, cool.

794
00:26:03,150 --> 00:26:03,730
You keep trucking.

795
00:26:04,090 --> 00:26:05,370
I'm going to change things here.

796
00:26:05,370 --> 00:26:08,230
And so bringing all that together
at a split that is way more than

797
00:26:08,230 --> 00:26:08,490
fair.

798
00:26:08,490 --> 00:26:10,230
And I've had, because I know the

799
00:26:10,230 --> 00:26:10,490
feedback.

800
00:26:10,770 --> 00:26:11,310
I know.

801
00:26:11,310 --> 00:26:15,610
I know the score of the game on
all this stuff.

802
00:26:15,790 --> 00:26:20,790
I'm not making $20 ,000, $30 ,000
off agents every year and not

803
00:26:20,790 --> 00:26:21,130
showing up.

804
00:26:21,130 --> 00:26:23,140
I'm making much smaller amounts

805
00:26:23,140 --> 00:26:25,780
over and over and building
something long -term so that you

806
00:26:25,780 --> 00:26:28,440
can, this is the last brokerage
you ever join.

807
00:26:28,440 --> 00:26:30,660
I'm the last team lead you ever
have.

808
00:26:30,920 --> 00:26:34,840
And we live happily ever after
together for the next 20 years.

809
00:26:34,840 --> 00:26:35,620
That's the vision.

810
00:26:35,620 --> 00:26:36,900
OK, and we're there.

811
00:26:36,900 --> 00:26:37,520
We're getting there.

812
00:26:37,520 --> 00:26:39,060
We're going to keep evolving.

813
00:26:39,360 --> 00:26:40,820
That's it, kids.

814
00:26:40,820 --> 00:26:41,440
Thank you for listening.

815
00:26:41,440 --> 00:26:43,920
Hopefully you got something from
that.

816
00:26:43,920 --> 00:26:46,540
You can sense my frustration, but
I am changing.

817
00:26:46,540 --> 00:26:49,320
I do want to really change some of
the old bullshit that goes on in

818
00:26:49,320 --> 00:26:49,820
our industry.

819
00:26:49,820 --> 00:26:50,360
And you know what?

820
00:26:50,360 --> 00:26:54,880
Instead of just talk about it, I'm
actually going to do it.

821
00:26:54,880 --> 00:26:55,640
And that's what I'm doing.

822
00:26:55,640 --> 00:26:58,520
OK, that's it, kids.

823
00:26:58,600 --> 00:27:00,780
Enjoy your week.

824
00:27:00,780 --> 00:27:01,100
Peace out.