263: The Secret Weapon Behind My Success as a Broker

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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.

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Bright and early in the morning.

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Americano in hand.

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Let's get at it.

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And hey, there was a game last
night.

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So depending when you're listening
to this, you might be listening to

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this three years ago.

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You're like, what game is he

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talking about?
I'm talking about 2025.

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There's one thing with this
podcast.

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I went back.

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This podcast has been on for four

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to five years, I believe.

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I've had like 250, 60 episodes,

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whatever, trying to get one out a
week.

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It's about four or five years.

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The information from the first

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three, the first five, the first
50, the first 100, that

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information is still relevant.

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So if you're listening to this and

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it's 2028, this podcast is still
the perfect podcast for you to

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listen to.

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OK, I try to not make information.

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I try to make it evergreen so that
unless there's like a specific

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strategy in that moment in time,
OK, then you can skirt over.

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But 95 percent of the content in
these podcasts, doesn't matter

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what year you listen to.

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If you're anything like me, I go,

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oh, this one's old.

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It's an old strategy.

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It's an old thing.

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I don't want to listen to it.

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It's like, no, no, I'm telling you
right now that all the stuff I

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talk about will still work no
matter what year it is.

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Unless there's been a drastic
change in something.

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But last night was the Canada
-Sweden game, and it was a great

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game.

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was a great game.

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It's been eight years since we've
had best -on -best hockey, people

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representing their country.

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The NHL put the kibosh to that.

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Next year, we've got the Olympics,
so this is a warm -up tournament

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for that.

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So the point of me saying this is,

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if you are not even a hockey fan,
if you watched that last night,

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and there's a big Canada -USA game
coming up in a couple days, If

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that doesn't get you going, then
yeah, you're just not a hockey

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fan, which is cool.

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Nothing wrong with that either.

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Okay, let's get into it.

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This podcast is brought to you by

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Americano.

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So good.

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Okay, so I'm going to talk about
my number one superpower as a

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mortgage broker and currently with
what I'm doing.

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This is the number one thing I see
mortgage brokers lacking in.

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Without a doubt, it's not even
close.

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It's this.

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You've heard me talk about a lot

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of different things.

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I've got a bunch of superpowers.

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We all do.

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We all have superpowers.

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I just talk about mine because
I've worked on them for many

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years.

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And sometimes you got it,

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sometimes you don't.

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And sometimes you go learn it and

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you earn it.

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Oh, that rhymes.

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That's a new one.

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We're going to use that one.

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You learn it and then you earn it.

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And so I'm going to break this

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down for you because if you get
this right, your mortgage business

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changes.

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And it's a superpower that all of

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you can have.

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It's not something that, oh, no,

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I'm just not good.

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You know, I'm not well spoken.

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I'm not good on camera, which
those are all things you can fix.

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I don't have gift to the gab.

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I'm an introvert.

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You hear me talk about, hey, be a
specialist, not a generalist.

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Well, to be a specialist, you have
to go learn a skill.

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And then you have to market that
and find an avatar.

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And yeah, and that's 100 % what
you should do.

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But what I'm going to talk about
today is something that if just

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all of you did this.

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You all have the ability to have

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this as your superpower.

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If you just did this, there is no

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way, absolutely no way that your
business isn't far better off,

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two, three, four X better by just
doing this.

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But we don't.

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And I'm not going to tell you

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anything you don't know, but I'm
going to give you specific

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examples.

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And so my, one of my biggest

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superpowers, and this was.

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Probably my number one superpower,

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if you were to ask people around
me, they'd be like, well, Ryan,

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you gave people confidence.

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That was a big thing.

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I was really good at that, but
that took a lot of time to learn

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that skill, to give people the
confidence to put offers in, that

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they were in good hands, that the
strategy will work, that it makes

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sense of their situation.

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A lot of my clients told me they

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just felt empowered and felt
confident and working with me, and

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that's why they partnered with me.

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And so that's not what I'm talking

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about.

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That was one of my superpowers.

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But it's the ability to be
consistent.

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Yeah, it's like, whoa, mind blown.

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Ryan, you're amazing.

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That's such cool advice.

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Yeah, you're right.

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Yeah, all of you have the ability
to be consistent.

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But you're not.

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You are well below average on that

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superpower.

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And it's the one superpower that

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if you turn on and focus on every
single day, over and over.

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You don't need to do other things.

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A lot of you have this business

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sitting right there that if you
just showed up every day and did

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those boring things in your
business over and over, you'd win.

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So I'm just going to give you some
examples.

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And so I consistently did webinars
over and over again.

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I consistently emailed my database
over and over again.

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I consistently... stayed in front
of my referral partners and stayed

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connected to them and broke bread
with them and called them and gave

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them updates on leads every
Monday.

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If you did that, it's amazing what
you can do.

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I was talking to a broker
yesterday, a good producing

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broker.

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He's got two, three, four realtors

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that are sending business.

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He's got another three, four

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realtors that send them straggler
business.

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So I'm like, okay, let's build a
plan around like, Let's build a

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fence around those seven to eight
realtors.

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Instead of going and finding new
realtors, why don't we squeeze

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deals out of these?
And let's just implement these

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three things.

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Let's every Monday, let's send

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them a link to a lead tracker
sheet, which shows all the deals,

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all the leads they've sent us and
where we're at.

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A simple Google sheet spreadsheet,
a unique link to them.

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They can't edit and they get it
every Monday morning.

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It's the same link.

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And it's just, boom, here you go.

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Lead tracker.

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Update on leads, subject line,

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lead tracker, you go in, name,
person, last contact, what they're

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at, what the next point of contact
is.

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That's it.

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Like, okay, that's weekly.

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And then monthly, if something
better than just calling and

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shooting the shit is jumping on a
Zoom call and shooting the shit

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and then asking each other three
questions, recording it, chop it

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up and give it back to them in
reels.

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That's fully edited.

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And they can pop out on their

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social.

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So you're catching up.

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Plus, you're also giving them
content for their social.

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Makes it look like they're on a
podcast.

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Don't use Zoom, by the way.

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Use Riverside .fm.

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You can do that and it'll edit it
out with AI for free.

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Riverside .fm.

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Use the coupon code RyanRocks.

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Just kidding.

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I don't have a coupon code.

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And then quarterly, break bread.

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Drive to where they are.

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Meet them for lunch, for dinner.

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Break bread, get to know them,

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belly to belly, see the whites of
their eyes, connect with them.

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It's crazy how many brokers I talk
to who have never sat down in

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person and connected with a
referral partner, yet we want them

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to send their trusted clients to
us and vouch for us and

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potentially put 50K a year in our
bank account from referrals.

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But we haven't actually made an
effort to go sit down and break

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bread with them.

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Like that just fucking baffles me.

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It's just so crazy.

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I would meet my referral partners

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every quarter and I would drive
into Toronto and I would stack

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them on top of each other and I'd
go break bread and connect.

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Do you think your business is
better or not doing that

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consistently?
So that's a weekly, monthly, and

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quarterly thing you can do.

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to squeeze out.

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A, protect your current referral
partners.

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Never assume you're their person
forever.

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You got to keep putting the effort
in.

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It's just because you get deals
done.

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A lot of people get deals done.

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You got to be different.

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The reason you're not getting as
many deals as you should be from

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your referral partners is because
your relationship isn't good

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enough.

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And why not?

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Because you haven't consistently
put energy and effort into it.

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Duh.

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Go do that.

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Okay, so I'd consistently do that.

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And then I'd consistently update

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clients and referral partners
where we're at on the file every

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day while we're waiting for
approvals.

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And then I'd consistently
introduce myself to listing

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agents, buyer agents on every file
that gets touched.

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And then I'd consistently get all
their email addresses and I'd put

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it into an email drip and I'd drip
on them with email marketing.

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And then I'd consistently make a
podcast.

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That's what I'm doing now.

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And I make one, we're four or five

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years in, 260.

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Consistency.

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And then I email my list minimum
once a week, consistently.

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And then anyone who follows me on
social, I follow them back and I

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open them and I thank them for the
follow with a voice memo.

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Not recorded, just like, hey, Tom,
appreciate the follow, man.

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Checked out your profile.

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Looks like you're doing some good

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stuff.

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Stay consistent.

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I love it.

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If you have any content ideas or

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questions, hit me up.

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Enjoy your day.

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That's it.

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Consistently do that.

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So I'm consistently putting stuff
all around, dropping breadcrumbs.

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And so here's the dilemma that a
lot of you have.

257
00:09:42,100 --> 00:09:47,560
I'm here to tell you, and you're
going to have to believe some of

258
00:09:47,720 --> 00:09:50,520
the stuff I'm talking about.

259
00:09:50,520 --> 00:09:51,080
Hey, shocker.

260
00:09:51,080 --> 00:09:54,280
I do know what I'm talking about.

261
00:09:54,280 --> 00:09:55,100
I'm just making up stuff.

262
00:09:55,100 --> 00:09:57,460
I wonder if this would work.

263
00:09:57,460 --> 00:10:01,000
I wonder if we did this, if that

264
00:10:01,100 --> 00:10:03,830
would, no, no, no. I don't talk
like that.

265
00:10:03,830 --> 00:10:07,710
It's the only thing I ever talk
about is stuff that is working or

266
00:10:08,250 --> 00:10:09,810
has worked and will continue to
work.

267
00:10:09,810 --> 00:10:11,730
And it's because I've either done
it myself.

268
00:10:11,730 --> 00:10:14,250
I'm doing it right now on my team.

269
00:10:14,250 --> 00:10:17,570
I'm doing it right now in strategy

270
00:10:17,690 --> 00:10:18,010
hub.

271
00:10:18,010 --> 00:10:19,490
I'm doing it right now somewhere,

272
00:10:19,490 --> 00:10:21,850
or I know people doing it and I've
looked under the hood at what

273
00:10:21,850 --> 00:10:22,050
they're doing.

274
00:10:22,050 --> 00:10:23,010
And I'm like, yep, that's working.

275
00:10:23,010 --> 00:10:27,510
So if you were just average at all
the things around you, But your

276
00:10:27,510 --> 00:10:28,810
consistency level was like 99%.

277
00:10:28,810 --> 00:10:30,440
But you consistently reached out

278
00:10:30,440 --> 00:10:31,840
to people, but you sent them a
boring text.

279
00:10:31,980 --> 00:10:34,340
Instead of asking, yeah, you're
just going, hey, how you doing,

280
00:10:34,340 --> 00:10:35,440
Tom?
Which is like the worst text you

281
00:10:35,440 --> 00:10:35,640
sent.

282
00:10:35,640 --> 00:10:37,180
If you consistently just do that

283
00:10:37,180 --> 00:10:40,640
over and over again, you will be
far better off than trying to come

284
00:10:40,720 --> 00:10:42,880
up with these awesome things to
say, sporadically sending them out

285
00:10:42,880 --> 00:10:43,480
once in a while.

286
00:10:43,480 --> 00:10:45,100
If you emailed your database,

287
00:10:45,100 --> 00:10:49,060
maybe not once a week, maybe twice
a month, over and over again, even

288
00:10:49,060 --> 00:10:53,580
if your emails suck, and I get a
lot of your guys' emails and they

289
00:10:53,580 --> 00:10:53,800
suck.

290
00:10:53,800 --> 00:10:56,560
And so even if you keep sending

291
00:10:56,560 --> 00:11:02,260
those shitty ass emails, you will
stay top of mind because you'll be

292
00:11:02,260 --> 00:11:07,360
in the inbox and maybe they read
it, maybe they don't, maybe it's

293
00:11:07,360 --> 00:11:11,320
just an average email, right?
You don't have to be.

294
00:11:11,320 --> 00:11:12,800
This amazing person in all these
things.

295
00:11:12,800 --> 00:11:16,780
If you turn your camera on and
commit for one year to record a

296
00:11:16,780 --> 00:11:20,640
video, doesn't matter where you
are, in your vehicle, at your

297
00:11:20,640 --> 00:11:21,620
desk, walking the dog, doesn't
matter.

298
00:11:21,620 --> 00:11:27,640
And you just talk about what you
did that day in your business, in

299
00:11:27,640 --> 00:11:29,100
your own words.

300
00:11:29,100 --> 00:11:32,100
And you acted as if you were

301
00:11:32,100 --> 00:11:36,800
building up this collection of
videos that someday you were going

302
00:11:36,800 --> 00:11:39,660
to store in a time vault and then
open up later and look at.

303
00:11:40,640 --> 00:11:46,020
but instead you actually post it
on social and put it across three

304
00:11:46,020 --> 00:11:46,200
platforms.

305
00:11:46,200 --> 00:11:49,300
If you consistently did that for a

306
00:11:49,300 --> 00:11:50,900
year, your business, without a
doubt, would be drastically

307
00:11:50,980 --> 00:11:51,140
different.

308
00:11:51,140 --> 00:11:52,200
If you consistently stayed in

309
00:11:52,200 --> 00:11:56,100
touch with your clients, and it
can be something as simple as

310
00:11:56,100 --> 00:11:58,020
calling them once a quarter.

311
00:11:58,200 --> 00:11:59,000
Yeah, calling them.

312
00:11:59,000 --> 00:12:01,980
A lot of you have a database of
clients.

313
00:12:01,980 --> 00:12:04,440
Let's call it 300.

314
00:12:04,680 --> 00:12:06,420
Well, if you're going to call them

315
00:12:06,420 --> 00:12:10,620
once a quarter, There's 12 weeks
and a quarter, give or take, let's

316
00:12:10,620 --> 00:12:10,960
say.

317
00:12:10,960 --> 00:12:13,620
300 divided by 12 is 25 a week.

318
00:12:13,620 --> 00:12:15,160
Call them on Tuesdays and
Thursdays.

319
00:12:15,280 --> 00:12:16,600
Calls 12 people Tuesday, 12 people
Thursday.

320
00:12:16,600 --> 00:12:18,280
Start at A and cycle your way
through.

321
00:12:18,280 --> 00:12:21,740
When you get them on the call, if
they pick up, you're like, hey,

322
00:12:21,740 --> 00:12:25,130
I'm just updating the information
I have on your mortgage because I

323
00:12:25,130 --> 00:12:28,290
track it and I look for
opportunities to save you money.

324
00:12:28,290 --> 00:12:33,930
I just want to make sure what I
got is right or can you confirm

325
00:12:33,930 --> 00:12:39,030
what you got?
If you don't have in front of you,

326
00:12:39,030 --> 00:12:42,150
I'm also going to send you a
follow -up email.

327
00:12:42,150 --> 00:12:45,510
I'm just going to ask you for four
points of information.

328
00:12:45,510 --> 00:12:48,010
If you can get that to me, then
I'll track your information.

329
00:12:48,470 --> 00:12:50,150
That way you're updating your
data, plus you're staying in

330
00:12:50,150 --> 00:12:50,410
touch.

331
00:12:50,880 --> 00:12:52,780
Oh, while I have you here, do you

332
00:12:52,780 --> 00:12:56,520
have any mortgage questions?
Do you think that would work?

333
00:12:56,520 --> 00:12:57,880
Yeah. 100 million percent.

334
00:12:57,880 --> 00:13:00,060
12 calls on Tuesday, 12 calls on

335
00:13:00,060 --> 00:13:00,960
Thursday forever.

336
00:13:00,960 --> 00:13:02,860
After 12 weeks, you're back up to

337
00:13:02,860 --> 00:13:05,120
A's, then B's, then C's, then D's,
reaching out, connecting with

338
00:13:05,300 --> 00:13:05,680
people.

339
00:13:05,680 --> 00:13:07,200
There's all these ripple effects

340
00:13:07,260 --> 00:13:09,320
of all this stuff too.

341
00:13:09,320 --> 00:13:10,220
You being consistent in your

342
00:13:10,220 --> 00:13:11,220
business is a muscle.

343
00:13:11,220 --> 00:13:12,320
It works that muscle that deep

344
00:13:12,320 --> 00:13:13,640
down, you start going, oh, wow, I
actually have a business.

345
00:13:13,640 --> 00:13:14,500
Oh, wow, I actually have stuff
here.

346
00:13:14,500 --> 00:13:17,030
And then you start realizing, wow,
I don't need to do the X, Y, and

347
00:13:17,070 --> 00:13:17,850
Z. I just need to do this.

348
00:13:17,850 --> 00:13:19,110
I can layer on that other stuff

349
00:13:19,110 --> 00:13:19,270
after.

350
00:13:19,270 --> 00:13:22,410
But this is the foundation of my

351
00:13:22,410 --> 00:13:22,490
business.

352
00:13:22,490 --> 00:13:23,150
And here's the cool part.

353
00:13:23,210 --> 00:13:26,410
You coming in as a brand new
broker, if you're a newer broker,

354
00:13:26,410 --> 00:13:28,150
we've never been in a better time
for you to be a broker.

355
00:13:28,150 --> 00:13:31,730
You can catch up very quickly.

356
00:13:31,730 --> 00:13:36,010
Your lead pipeline can get full.

357
00:13:36,010 --> 00:13:36,870
very quickly.

358
00:13:39,550 --> 00:13:42,270
You don't have to be an

359
00:13:42,270 --> 00:13:46,000
experienced broker with a big
email list with a lot of contacts.

360
00:13:46,140 --> 00:13:47,580
You can catch up.

361
00:13:47,680 --> 00:13:49,240
And you know why?

362
00:13:49,400 --> 00:13:50,560
Because a couple of reasons.

363
00:13:50,560 --> 00:13:51,400
Brokers are lazy.

364
00:13:51,400 --> 00:13:54,620
Anyone who's made money in this
industry is extremely lazy.

365
00:13:54,620 --> 00:13:58,860
You can come in and be uber
consistent, even if you're average

366
00:13:58,860 --> 00:14:02,460
at what you're doing, and
absolutely crush other brokers

367
00:14:02,460 --> 00:14:06,100
who've been in the game five to 20
years.

368
00:14:06,100 --> 00:14:08,780
Because majority of them aren't
consistent at anything.

369
00:14:09,060 --> 00:14:10,420
And so that's an exciting thing.

370
00:14:10,420 --> 00:14:12,660
And then when you layer on social

371
00:14:12,660 --> 00:14:14,720
media, and you've got free
advertising, right?

372
00:14:14,720 --> 00:14:18,940
In what other world can you get
access to people who don't know

373
00:14:18,940 --> 00:14:23,500
you at zero cost?
And quickly, social media is a

374
00:14:23,500 --> 00:14:23,940
front page.

375
00:14:23,940 --> 00:14:25,280
news ad on the biggest paper in

376
00:14:25,280 --> 00:14:27,580
your area for free.

377
00:14:27,580 --> 00:14:28,680
It's got access to it.

378
00:14:28,680 --> 00:14:30,560
You can run your whole business
from your phone.

379
00:14:30,560 --> 00:14:34,700
You don't need a fancy computer
and three screens.

380
00:14:34,700 --> 00:14:37,980
It's nice to have, but your lead
generation, your consistency and

381
00:14:37,980 --> 00:14:40,680
all that, your social media,
you're following up with people,

382
00:14:40,680 --> 00:14:40,940
DM tax.

383
00:14:40,940 --> 00:14:42,980
You can build your mortgage

384
00:14:43,060 --> 00:14:43,660
business in your pajamas.

385
00:14:44,260 --> 00:14:45,180
It's crazy.

386
00:14:45,180 --> 00:14:45,560
Be consistent.

387
00:14:45,560 --> 00:14:49,660
And the people I see that are

388
00:14:49,660 --> 00:14:50,060
crushing it.

389
00:14:50,060 --> 00:14:50,620
are consistent.

390
00:14:50,620 --> 00:14:52,500
There's a common theme there.

391
00:14:52,500 --> 00:14:53,900
They're very, very, very

392
00:14:53,900 --> 00:14:54,420
consistent.

393
00:14:54,420 --> 00:14:56,500
It's a superpower.

394
00:14:56,500 --> 00:15:01,620
And all of you have the ability to
do it, but you don't.

395
00:15:01,620 --> 00:15:06,960
And that's why I'm like, man, if
I'm a new broker, this is pretty

396
00:15:06,960 --> 00:15:10,460
exciting because nobody will be a
bit more consistent than me.

397
00:15:10,460 --> 00:15:10,700
Check mark.

398
00:15:10,700 --> 00:15:12,940
I don't have to know what I'm

399
00:15:12,940 --> 00:15:14,180
talking about mortgages.

400
00:15:15,100 --> 00:15:15,820
No, you don't.

401
00:15:15,820 --> 00:15:19,900
You need to know enough about
enough.

402
00:15:19,900 --> 00:15:24,920
And then you figure it out behind
the scenes.

403
00:15:24,920 --> 00:15:32,200
I don't need to know everything.

404
00:15:32,200 --> 00:15:35,180
I need to know just enough because

405
00:15:35,180 --> 00:15:37,100
I'm going to be so consistent.

406
00:15:37,100 --> 00:15:37,480
Checkmark.

407
00:15:38,180 --> 00:15:40,000
Nothing's going to fall through
the cracks.

408
00:15:40,000 --> 00:15:40,200
Checkmark.

409
00:15:40,200 --> 00:15:41,680
I'm going to be consistent.

410
00:15:41,680 --> 00:15:45,560
I'm going to lead by example with
my referral partners.

411
00:15:45,560 --> 00:15:48,120
My referral partners are, most of
them are commission -based.

412
00:15:48,120 --> 00:15:51,220
Pretty much all my referral
partners are commission -based.

413
00:15:51,220 --> 00:15:52,340
They get the hustle.

414
00:15:52,340 --> 00:15:54,480
So if they see me being consistent

415
00:15:54,480 --> 00:16:00,600
and they know that's what they
should be doing or that's what

416
00:16:00,600 --> 00:16:05,440
they do, Do you think they're
going to have instant respect for

417
00:16:05,440 --> 00:16:05,540
me?
Yeah.

418
00:16:05,540 --> 00:16:11,140
If I've reached out to referral
partners and asking for them to

419
00:16:12,960 --> 00:16:17,420
sit down and meet with me and I
text and DM them and I've done it

420
00:16:17,420 --> 00:16:19,340
six times and they haven't
responded at all and I just keep

421
00:16:19,340 --> 00:16:22,140
going until they tell me to fuck
off.

422
00:16:22,140 --> 00:16:26,840
Do you think I am annoying them?
They can just tell me to stop.

423
00:16:26,840 --> 00:16:29,420
Or do you think I'm building up
certain levels of respect?

424
00:16:29,420 --> 00:16:29,580
Yeah.

425
00:16:29,580 --> 00:16:31,600
Because it's all stuff deep down

426
00:16:31,600 --> 00:16:32,600
they know they should do.

427
00:16:32,600 --> 00:16:34,180
At the very minimum, they're going

428
00:16:34,180 --> 00:16:35,040
to respect what you're doing.

429
00:16:35,040 --> 00:16:37,200
And it doesn't even matter what

430
00:16:37,200 --> 00:16:37,700
you're saying.

431
00:16:37,700 --> 00:16:40,260
You're staying in front of them.

432
00:16:40,260 --> 00:16:43,700
If you are good at saying certain
things and understanding problems

433
00:16:43,700 --> 00:16:46,180
of theirs and giving them
solutions and showing, not telling

434
00:16:46,440 --> 00:16:47,800
things, much better.

435
00:16:47,800 --> 00:16:49,260
Yes, awesome.

436
00:16:49,260 --> 00:16:51,200
It's like gas on the fire.

437
00:16:51,200 --> 00:16:52,580
But I'm telling you, you don't

438
00:16:52,580 --> 00:16:55,320
even need to go figure that out.

439
00:16:55,320 --> 00:16:57,680
You need to wake up every day and

440
00:16:57,680 --> 00:16:59,700
go, how can I be consistently
average at everything I do?

441
00:16:59,700 --> 00:17:04,030
And if I just do that, that's a
foundation for my business that no

442
00:17:04,470 --> 00:17:10,710
one can take away, will be worth a
lot of money, and I can start

443
00:17:10,710 --> 00:17:11,470
stacking on other things.

444
00:17:11,470 --> 00:17:15,770
Why am I going to go learn how to

445
00:17:15,770 --> 00:17:18,690
edit videos on my social when I'm
not making one video minimum a day

446
00:17:18,690 --> 00:17:21,890
on three platforms?
Why in the hell would I spend my

447
00:17:21,890 --> 00:17:23,810
time learning to edit videos?
Right?

448
00:17:23,810 --> 00:17:25,190
I've never understood that part.

449
00:17:25,190 --> 00:17:26,990
Well, I get it because it's easier

450
00:17:26,990 --> 00:17:29,210
to feel like you're doing
something, accomplishing something

451
00:17:29,950 --> 00:17:32,650
instead of putting yourself out
there and actually building your

452
00:17:32,650 --> 00:17:32,830
brand.

453
00:17:32,830 --> 00:17:34,270
You'd rather tinker behind the

454
00:17:34,270 --> 00:17:35,050
scenes on stuff.

455
00:17:35,050 --> 00:17:37,030
We got a lot of tinkerers out

456
00:17:37,030 --> 00:17:40,390
there where you fill up your
calendar with these to -do things.

457
00:17:40,390 --> 00:17:43,510
Sidebar, if you want to learn how
to edit videos, you want to learn

458
00:17:43,510 --> 00:17:45,310
any of those skillset stuff, go to
Udemne.

459
00:17:45,510 --> 00:17:48,270
I think it's U -D -E -M.

460
00:17:48,410 --> 00:17:49,010
U -D -E -M.

461
00:17:49,010 --> 00:17:50,410
And why?
Just Google it.

462
00:17:50,410 --> 00:17:53,130
They have all courses on there
ranging from like nine bucks to 29

463
00:17:53,130 --> 00:17:54,510
bucks with like reviews on there
of the course.

464
00:17:54,610 --> 00:18:00,540
But it's like, hey, here, learn
how to do this in two hours.

465
00:18:00,540 --> 00:18:02,860
And you pay them 19 bucks and then
boom.

466
00:18:02,860 --> 00:18:04,200
Or you can go to YouTube.

467
00:18:04,200 --> 00:18:04,440
Sidebar.

468
00:18:04,440 --> 00:18:06,220
This podcast is brought to you by
Americano.

469
00:18:06,220 --> 00:18:11,580
So most of the things that came to
me in the mortgage world came to

470
00:18:11,580 --> 00:18:12,720
me from just being consistent.

471
00:18:12,720 --> 00:18:13,960
That's it.

472
00:18:13,960 --> 00:18:17,700
There are certain days I put stuff
out.

473
00:18:17,700 --> 00:18:20,900
It's not as good as it could be.

474
00:18:20,900 --> 00:18:21,980
And I'll give you an example.

475
00:18:21,980 --> 00:18:23,720
I make this podcast.

476
00:18:23,720 --> 00:18:28,760
So the last podcast I made on

477
00:18:28,760 --> 00:18:32,270
this, I recorded 12 minutes, then
it kicks me off.

478
00:18:32,270 --> 00:18:35,170
And then I went back in six
minutes and then the software

479
00:18:35,170 --> 00:18:36,190
kicked me off.

480
00:18:36,190 --> 00:18:39,090
And I don't know if my internet

481
00:18:39,090 --> 00:18:39,810
wasn't good.

482
00:18:39,810 --> 00:18:41,650
I was in the truck.

483
00:18:41,650 --> 00:18:43,990
I was too close to the house.

484
00:18:43,990 --> 00:18:45,050
I was in the driveway.

485
00:18:45,050 --> 00:18:48,090
I was like, oh my God.

486
00:18:48,270 --> 00:18:50,050
And so I was like, man, what do I

487
00:18:50,130 --> 00:18:50,790
do here?
I've spent 20 minutes recording.

488
00:18:50,790 --> 00:18:52,030
I went into it twice.

489
00:18:52,030 --> 00:18:53,450
I only record these one time.

490
00:18:53,450 --> 00:18:56,750
I don't go in and edit them.

491
00:18:56,750 --> 00:18:58,650
I don't do any of that.

492
00:18:58,650 --> 00:18:59,390
I don't redo them.

493
00:18:59,390 --> 00:19:01,210
Oh, I could have said this better.

494
00:19:01,210 --> 00:19:03,190
I don't do that.

495
00:19:03,190 --> 00:19:04,230
But in this instance, I couldn't

496
00:19:04,230 --> 00:19:05,130
even get the one done.

497
00:19:05,130 --> 00:19:05,770
So what do I do?

498
00:19:05,770 --> 00:19:07,250
Well, it was getting later at
night.

499
00:19:07,250 --> 00:19:08,710
So I just shut that down.

500
00:19:08,710 --> 00:19:11,550
But then I was stewing in bed.

501
00:19:11,550 --> 00:19:17,630
So the first thing I did in the
morning was I woke up and I went

502
00:19:17,630 --> 00:19:18,810
and did the podcast.

503
00:19:18,810 --> 00:19:20,890
Did I have to do that?

504
00:19:20,890 --> 00:19:25,120
No. Did someone put money in my
bank account because I did that?

505
00:19:25,260 --> 00:19:28,400
fuck no did someone pat me on the
back and go good job ryan thank

506
00:19:31,040 --> 00:19:37,320
you so much like oh you're amazing
good no did i like was there can i

507
00:19:37,320 --> 00:19:39,840
draw a straight line from me
consistently getting that done to

508
00:19:39,840 --> 00:19:42,040
me like something i got right all
of us have these crazy

509
00:19:42,740 --> 00:19:44,640
expectations when we go do
something we should get this back

510
00:19:44,640 --> 00:19:46,220
you need to first remove that and
realize no one owes you fucking

511
00:19:46,220 --> 00:19:46,300
anything.

512
00:19:46,300 --> 00:19:47,320
A referral partner does not owe

513
00:19:47,480 --> 00:19:49,540
you business, does not owe you
leads.

514
00:19:49,540 --> 00:19:51,660
You reaching out and prospecting,
they don't owe you a response.

515
00:19:51,660 --> 00:19:52,860
You haven't done anything.

516
00:19:52,860 --> 00:19:54,320
They don't owe you jack shit.

517
00:19:54,320 --> 00:19:56,760
You are doing a podcast, you doing
a YouTube video, you putting

518
00:19:57,060 --> 00:19:57,800
content out on social.

519
00:19:57,800 --> 00:19:58,700
The algorithm doesn't owe you

520
00:19:58,700 --> 00:19:58,900
anything.

521
00:19:58,980 --> 00:19:59,460
Nobody owes you anything.

522
00:19:59,460 --> 00:20:02,380
There's no formula where if I go
do this, I get this.

523
00:20:02,380 --> 00:20:06,040
The formula is if I do this and
never stop, as long as I believe

524
00:20:06,040 --> 00:20:06,880
in this, I will win.

525
00:20:06,880 --> 00:20:08,540
That's what you have to wrap your

526
00:20:08,540 --> 00:20:08,820
head around.

527
00:20:08,820 --> 00:20:10,820
So what is the thing you know you

528
00:20:10,820 --> 00:20:12,140
should be doing?
I listed some very basic things in

529
00:20:12,140 --> 00:20:13,960
there that I know most of you just
aren't doing.

530
00:20:13,960 --> 00:20:19,080
And then you look at your lead
pipeline and you're like, I don't

531
00:20:19,080 --> 00:20:19,680
have business.

532
00:20:19,680 --> 00:20:21,540
This business is hard.

533
00:20:21,540 --> 00:20:24,040
The banks are kicking my ass.

534
00:20:24,040 --> 00:20:25,280
Interest rates, the economy,

535
00:20:25,280 --> 00:20:25,500
inflation.

536
00:20:25,500 --> 00:20:27,240
Sorry, hon, not getting paid this

537
00:20:27,240 --> 00:20:30,400
month as much because the economy,
everything's down.

538
00:20:30,400 --> 00:20:31,380
No mortgage brokers are doing
business.

539
00:20:31,380 --> 00:20:32,340
Everyone's books are down.

540
00:20:32,340 --> 00:20:35,440
Like all the same shit narrative.

541
00:20:35,440 --> 00:20:38,140
You'll consistently come up with
stories.

542
00:20:38,140 --> 00:20:42,700
So you're good at that, but you're
not good at consistently doing

543
00:20:42,700 --> 00:20:44,380
things that help your business.

544
00:20:44,380 --> 00:20:44,580
right?

545
00:20:44,580 --> 00:20:49,520
Because I don't know if you're
looking for a pat on the back.

546
00:20:49,520 --> 00:20:52,140
Oh, you had a good shift today,
hon.

547
00:20:52,140 --> 00:20:54,380
Well, good job, muffin.

548
00:20:54,380 --> 00:20:56,060
You spent four hours prospecting.

549
00:20:56,060 --> 00:20:57,840
Here's a cookie.

550
00:20:57,840 --> 00:20:58,600
Good job.

551
00:20:58,600 --> 00:21:04,160
Oh, aren't you a good dog?
Like that's how I talk to my dog,

552
00:21:04,160 --> 00:21:05,140
right?
Like they need that.

553
00:21:05,140 --> 00:21:07,540
We don't need that.

554
00:21:07,540 --> 00:21:09,800
It's like, it's part of the gig.

555
00:21:10,060 --> 00:21:12,020
It's what you signed up for.

556
00:21:12,480 --> 00:21:14,860
Go be consistent and go be

557
00:21:15,080 --> 00:21:15,340
average.

558
00:21:15,340 --> 00:21:17,140
at whatever you're doing.

559
00:21:17,140 --> 00:21:20,800
And then once I'm consistently
average on my email marketing, on

560
00:21:20,800 --> 00:21:24,300
mining my database, on updating my
referral partners, on building

561
00:21:24,300 --> 00:21:27,140
relationships with my referral
partners, on keeping everyone

562
00:21:27,140 --> 00:21:32,060
updated, on opening up five people
a day that don't know me and

563
00:21:32,060 --> 00:21:34,880
aren't expecting it, on calling my
database and checking in and

564
00:21:34,880 --> 00:21:35,500
getting new data.

565
00:21:35,780 --> 00:21:38,000
As soon as I'm consistent on all

566
00:21:38,000 --> 00:21:42,100
that, then what I do is I go get
better at what I'm doing.

567
00:21:42,100 --> 00:21:43,860
I go, okay, I'm sending emails.

568
00:21:43,860 --> 00:21:45,660
Maybe I just write better emails.

569
00:21:46,170 --> 00:21:50,890
So now let's go learn how to write
better emails and let's send more

570
00:21:50,890 --> 00:21:51,390
emails.

571
00:21:51,590 --> 00:21:55,550
And then I'm going to reach out to

572
00:21:55,550 --> 00:22:01,250
my referral partners and I'm going
to go, okay, how do I create that

573
00:22:01,890 --> 00:22:04,690
relationship and even get better
at it?

574
00:22:04,690 --> 00:22:09,170
Is it supporting their events?
Is it helping them create more

575
00:22:09,330 --> 00:22:11,330
content?
Why don't I ask them, how can I

576
00:22:11,330 --> 00:22:12,690
help you?
Whoa, mind blown.

577
00:22:12,690 --> 00:22:15,400
So go get consistently average at
everything.

578
00:22:15,580 --> 00:22:16,240
And raise your expectations.

579
00:22:16,240 --> 00:22:17,360
Most of you, your expectations of

580
00:22:17,360 --> 00:22:19,200
yourself and your business,
yourself and your business,

581
00:22:19,200 --> 00:22:19,940
they're so low.

582
00:22:20,040 --> 00:22:20,980
They're so low.

583
00:22:20,980 --> 00:22:24,400
You need to raise your standards,
your standard of excellence,

584
00:22:24,400 --> 00:22:28,260
whatever you want to call it,
whatever buzzword you want.

585
00:22:28,500 --> 00:22:30,960
You need to raise your standards
and realize you're running a

586
00:22:30,960 --> 00:22:31,880
fucking business.

587
00:22:31,880 --> 00:22:32,100
right?

588
00:22:32,520 --> 00:22:35,080
You go start a restaurant or
whatever, and you got to drop a

589
00:22:35,080 --> 00:22:38,400
hundred K in on equipment and
supplies and staff.

590
00:22:38,400 --> 00:22:43,960
And then you have to get the print
media and you're nervous and you

591
00:22:43,960 --> 00:22:45,420
get the menu set.

592
00:22:45,420 --> 00:22:48,100
And are they going to come?

593
00:22:48,100 --> 00:22:52,880
And what happens if no one comes,
all this food I throw out, get my

594
00:22:52,880 --> 00:22:56,920
suppliers, get my like, Oh my God,
you people can run a mortgage

595
00:22:56,920 --> 00:22:59,700
business in your fucking
underwear, but you don't off your

596
00:22:59,700 --> 00:23:00,020
phone.

597
00:23:00,020 --> 00:23:01,020
you don't off your phone.

598
00:23:01,160 --> 00:23:02,460
Everything you want is sitting
right there.

599
00:23:02,460 --> 00:23:03,500
It's sitting there.

600
00:23:03,500 --> 00:23:04,020
So go be consistent.

601
00:23:04,020 --> 00:23:05,060
That's it, okay?
That's it, kids.

602
00:23:05,060 --> 00:23:07,790
This podcast is brought to you by
Americano.

603
00:23:07,790 --> 00:23:09,530
Hopefully that resonated with you.

604
00:23:09,530 --> 00:23:11,190
That was my number one superpower,

605
00:23:11,190 --> 00:23:14,350
still is my number one superpower,
is I consistently show up.

606
00:23:14,350 --> 00:23:15,590
I show up.

607
00:23:15,590 --> 00:23:16,910
And I'll tell you right now, there

608
00:23:16,910 --> 00:23:20,190
are hundreds of times I don't want
to do this podcast.

609
00:23:20,190 --> 00:23:22,750
There are hundreds of times I
don't want to make a reel.

610
00:23:22,870 --> 00:23:26,610
Hundreds of times, I don't want to
fire an email out.

611
00:23:26,610 --> 00:23:31,610
There's times I don't want to show
up to team calls for Team Wiley.

612
00:23:32,130 --> 00:23:35,420
There's times I don't want to do
things.

613
00:23:35,420 --> 00:23:46,000
So what do I do?
I show up and I power through and

614
00:23:46,000 --> 00:23:51,360
I do it because I believe if I do
that, I win long term and I have

615
00:23:51,360 --> 00:23:51,840
no expectation.

616
00:23:51,840 --> 00:23:54,780
Just because I showed up, no one

617
00:23:54,780 --> 00:23:55,240
owes me anything.

618
00:23:55,240 --> 00:23:56,880
So get over yourself.

619
00:23:56,880 --> 00:23:57,800
Raise your standards.

620
00:23:57,800 --> 00:23:58,100
Be consistent.

621
00:23:58,100 --> 00:23:59,260
That's it kids.

622
00:23:59,260 --> 00:24:00,720
Enjoy your week.

623
00:24:00,720 --> 00:24:01,320
Peace out.