264: 2 Massive Mistakes Brokers Make 99% of the Time

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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 coming at you
live from a parking lot.

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Yes, indeed.

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A parking lot.

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My kids go in.

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They play so much soccer.

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So much soccer.

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I can't watch every practice.

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So I usually sit out half of it
and then go in for the other half.

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But when I'm, I'm not just sitting
here and doing nothing.

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I'm sitting here doing podcasts or
following up with people on

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Instagram or emailing people back,
or I'm just following up, people

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back, or I'm just following up,
staying connected, staying in

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touch, staying, keeping the
tentacles out there.

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Or I could sit there and watch
practice for an hour and a half,

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or I can come here and do
productive things and then go in,

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right.

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And watch the game at the end.

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So that's what I'm doing.

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Okay.

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Okay.

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Talk about a couple of things

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here.

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And these are things that are

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just.

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Man, I'm just always, my brain's

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always, always, always firing off
around all these things.

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And I'm seeing them happen live
time around me, in front of me.

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I'm seeing people, I'm seeing
people not do it.

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And there's two massive, massive
mistakes I see people make all the

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time.

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I see brokers make all the time,

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more specifically.

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Before we get into that, this

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podcast is brought to you by
Americano.

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Oh, they want a couple shout outs
today.

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It's going to be a couple of those
just warning you.

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So mistake number one, I have like
a list of 50 mistakes, but these

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are two big mistakes.

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Mistake number one.

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So I'll talk to a broker and we'll
be like, okay, let's identify your

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VIP referral partners.

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Let's see who those are.

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And, oh, I got these three people.

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They send me a lot of deals.

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Okay, cool.

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And are there other people that,

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stragglers, they've sent you
stuff.

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you know they're doing other
business you're not getting

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introduced to all their clients
just some once in a while you

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don't really know what's going on
you've maybe had a phone call

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maybe lunch maybe coffee with them
uh you see them around maybe a

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little bit but like those type how
many of those um we've got four or

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five okay so they could
potentially be vips yeah 100 okay

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so what should what do you want to
talk about today uh i want to talk

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about i want to build a system to
go and get other realtors.

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Okay.

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Well, there is no system for that.

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There's a process you could follow
over and over again.

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And then six to 12 months later,
you'll potentially have some

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really good realtors giving you a
shot.

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Is that what you mean?
Because people think you sent a

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text out to a realtor and you're
like, yeah, why didn't they?

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No one responded.

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This doesn't work.

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It's like you sent one text, go
send a thousand and then come back

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and talk to me.

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But let's get back to the point.

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So do you think, so then I always
pose this question, do you think

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your time is better suited trying
to connect with people who don't

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know you and get them to trust you
with one of their clients or their

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database?
Or do you think your time is

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better suited building the
relationship with those eight

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realtors, the three you currently
already have locked down, so to

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speak, and the other four or five
who already know you and have

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already maybe even sent you a lead
or two or a deal?

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Where do you think your time is
best spent?

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Yeah.

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Okay.

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And so a lot of us, we're out
there.

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We're trying to go meet new
people.

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And this isn't just referral
partners.

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You're putting all this energy to
try to get strangers to work with

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you, strangers to partner with
you, which is awesome because you

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do have to do that.

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At some point in your career, you

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have to do that.

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The longer you get in your career,

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if you actually build a business,
You don't have to do that.

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Maybe one off here and there, but
you really don't.

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You'll just start having a lot of
people refer you business if you

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set up your business right.

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Okay, but early on, you have to do

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this.

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And so it's shocking to me how

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many brokers don't look around
their current world and go, I'm

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just going to tighten all this up.

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And then if you don't like what

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that looks like, if you don't like
the answers you're getting, if you

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don't like the business you're
getting, then you go out.

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But before you go and start
knocking on strangers' doors via

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phone call, DM, whatever, focus on
the people around you.

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This is your clients.

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This is your current referral

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partners, the people you've met
somewhere.

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that you met at a conference, that
you met on a real estate team,

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that you, right?
So it's so bizarre to me.

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to me.

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This is just because all of our

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brains work differently.

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My brain always, always, always

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goes to who do I know around me?
Who have I already had?

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I've got a fingerprint on them
somewhere.

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I'm going to go do that.

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So a lot of you are out there

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scrambling.

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going, I don't have business.

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It's always going to be that way.

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There's always going to be 90 % of

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you going, I don't have business.

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And what?

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Okay.

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Have you called your database?

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Right?
Have you emailed them every week?

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Have you called your database?
I'm not even talking referral

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partners.

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I'm talking clients.

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I'm trying to get strangers off
the street to work with you on

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their mortgage.

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You're putting energy in over

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there, which cool.

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Yes.

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I love that you're doing that.

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But before you do that, prioritize

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your energy.

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It needs to go to the people who

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know your name.

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Have you call your database once a

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quarter?
They pick up the phone one out of

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every three times if you're lucky.

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So that means if you call them

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four times a year, you're going to
talk to them one and a quarter.

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Talk to them one to two times a
year.

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That.

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You calling your database,

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checking in, and there's other
better ways to check in.

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Listen to another episode.

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I walked through that, I think two

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or three back.

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That is better, way better time

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spent than trying to get complete
strangers to work with you.

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And now don't forget, when you're
connecting with your database,

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they have friends.

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They have family members.

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You.

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are better off connecting, asking

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if they need help, and then asking
for their help.

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Hey, I track people's mortgages.

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I'm here to make sure you're not

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paying more than you should be on
your mortgage.

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And so I'm just confirming the
information I have is correct

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because sometimes the data just
gets mixed up or it's not accurate

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because I don't know what's
happening.

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I haven't talked to you in a
while.

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Duh.

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So, hey, do you know what your

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mortgage is?
No.

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Okay.

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I'm going to send you an email

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with the info and then I'll track
it for you.

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Okay.

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So that's why I'm calling.

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Do you have any mortgage questions
for me, by the way?

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Well, I gotcha.

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Blah, blah, blah.

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Yeah.

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Oh, what do we do?

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No. Or no, I don't.

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Or yeah, we were thinking about

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doing that.

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Like these are how these calls go

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down.

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And then guess what?

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The end of the call.

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Hey, before I let you go.

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I'd love if you could make an
introduction.

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Is there anyone in your world that
you think would benefit from my

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services?
I love an intro.

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Why wouldn't you ask that?
When people ask you that, how do

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you feel?
If you did a good job, I'm like,

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oh yeah, man, 100%.

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You just triggered.

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I want to help.

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People want to help.

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More people want to help you than
not.

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But you need to flip the switch in
their brain on.

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They're not walking around going,
How can I get Ryan a mortgage?

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How can I get Ryan?
How can I get more clients to run?

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They're not doing that.

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But in the moment, if you call me

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and the experience I had with you
was really good, and you ask me,

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you come at me with value, and
then you flip it on the end and

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you ask for help, I'm going to be
like, oh, yeah.

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And right in the way, my brain
just does a full 360 around it.

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I start scraping my brain for any
mortgage or real estate

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conversations I've had or I know.

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And then for... A short amount of

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time after that call, I don't know
how long, it could be weeks, could

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be days.

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If something comes up, you're top

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of mind -ish.

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So tell me that there's a better

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use of your time, right?
I have feelings around where to

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use your time and in your business
and whatnot.

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And you trying to get strangers to
work with you versus that, I don't

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understand that calculation.

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I don't understand how people

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default to that.

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The people who've already trusted

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you.

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given you at least you've given

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them free advice on a phone call
you've they've given you a sin

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number and pulled credit and run
that you know controlled the

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largest debt in their lives this
podcast is brought to you by

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americano i wish i could reach
through this podcast and like grab

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you and shake you and then like
pull you over to your database and

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pick up your phone and dial and
given you a sin number and pulled

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credit and run that you know
controlled the largest debt in

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their lives this podcast is
brought to you by wish i could

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reach through this podcast and
like grab you and shake you and

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then like pull you over to your
database and pick up your phone

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and dial and Like make the call
using an AI software in your

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voice.

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Like I wish I, and just, and do

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300 of those.

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And then you'll be like, oh yeah,

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Ryan, I get it now.

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I get it now.

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This is just what I'm going to do.

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And then referral partners.

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You've got these referral partners
who are sitting there who have

257
00:09:40,840 --> 00:09:44,420
tried you out or for whatever
reason, you're not their guy or

258
00:09:44,420 --> 00:09:44,820
girl.

259
00:09:44,820 --> 00:09:45,760
Well, guess what?

260
00:09:45,760 --> 00:09:50,420
Guess what problem you have?
Guess what happened there?

261
00:09:50,420 --> 00:09:52,440
I'll give you three seconds to
guess.

262
00:09:52,440 --> 00:09:53,700
One steamboat, two steamboat,
three steamboat.

263
00:09:53,700 --> 00:09:55,320
Your relationship's not good
enough.

264
00:09:55,320 --> 00:09:59,060
Your relationship with the people
that are sending you all the deals

265
00:09:59,060 --> 00:09:59,880
is really good.

266
00:09:59,880 --> 00:10:02,780
Don't sleep on that though.

267
00:10:02,780 --> 00:10:04,480
Do not sleep on that relationship.

268
00:10:04,480 --> 00:10:07,300
You need to keep building a fence

269
00:10:07,480 --> 00:10:12,160
around those VIP, I'm using air
quotes, VIP brokers.

270
00:10:12,160 --> 00:10:17,700
the three that are sending you a
lot of deals, don't just take for

271
00:10:17,940 --> 00:10:19,340
granted that you're the person.

272
00:10:19,340 --> 00:10:20,860
You still need to keep that

273
00:10:20,860 --> 00:10:21,780
relationship going.

274
00:10:21,780 --> 00:10:22,840
However, whatever version you have

275
00:10:22,840 --> 00:10:23,180
of that.

276
00:10:23,180 --> 00:10:25,240
I have a thing that I do.

277
00:10:25,240 --> 00:10:29,000
I've went over it on other
podcasts, but if we have time,

278
00:10:29,000 --> 00:10:30,280
I'll talk about it.

279
00:10:30,280 --> 00:10:34,440
That works 1 ,000 ,000 % and

280
00:10:34,440 --> 00:10:40,040
brokers on my team are using it
and it's working extremely well

281
00:10:40,040 --> 00:10:44,260
where they're like, Ryan, I got
two applications today.

282
00:10:44,260 --> 00:10:45,400
I'm like, go figure.

283
00:10:45,400 --> 00:10:45,980
Go fucking figure.

284
00:10:45,980 --> 00:10:47,180
Really?
Like, I'm not shocked.

285
00:10:47,180 --> 00:10:50,000
I'm just like, And they're like,
yeah, I get it.

286
00:10:50,000 --> 00:10:52,280
I'm like, yeah, go do that.

287
00:10:52,280 --> 00:10:54,420
Go do this and then do that.

288
00:10:54,420 --> 00:10:55,560
Oh, it worked.

289
00:10:55,560 --> 00:10:56,140
Really interesting.

290
00:10:56,680 --> 00:11:00,760
So you're telling me that the
realtor that sent you two clients

291
00:11:00,760 --> 00:11:04,100
in the past 12 months and you've
known them for 18 months and you

292
00:11:04,100 --> 00:11:07,080
know, they're doing other business
because you can see it.

293
00:11:07,080 --> 00:11:08,640
You just know they're doing work
that you calling them.

294
00:11:08,640 --> 00:11:12,520
connecting with them and saying,
hey, I want to take you out for

295
00:11:12,520 --> 00:11:12,680
lunch.

296
00:11:12,800 --> 00:11:15,600
And then you go for lunch and you

297
00:11:15,600 --> 00:11:18,120
break bread in your belly to
belly, see the whites of their

298
00:11:18,120 --> 00:11:20,480
eyes, you connect on a level, your
relationship.

299
00:11:20,540 --> 00:11:22,060
They send you two live deals.

300
00:11:22,680 --> 00:11:23,040
Really?

301
00:11:23,040 --> 00:11:23,500
Go figure.

302
00:11:23,500 --> 00:11:23,900
Interesting.

303
00:11:24,840 --> 00:11:27,360
Right?
It's one of those things.

304
00:11:27,420 --> 00:11:29,460
So before you start spending your
energy over there with referral

305
00:11:29,700 --> 00:11:35,800
partners who don't have a fucking
clue who you are, go look in your

306
00:11:35,800 --> 00:11:37,680
world of who knows your name.

307
00:11:37,880 --> 00:11:41,200
So you've got your VIP and then

308
00:11:41,200 --> 00:11:47,940
you have your not so VIP, but they
could be VIP.

309
00:11:47,940 --> 00:11:51,180
So identify the eight and then
build a plan around it.

310
00:11:51,180 --> 00:11:51,580
Build a plan.

311
00:11:51,580 --> 00:11:52,640
Use your common sense brain.

312
00:11:52,640 --> 00:11:53,440
How do I make my relationships
better?

313
00:11:53,440 --> 00:11:54,260
I don't know.

314
00:11:54,260 --> 00:11:56,760
Put some effort in.

315
00:11:57,150 --> 00:11:58,530
Act like you care.

316
00:11:58,530 --> 00:11:59,830
Like I said, I've got things to do

317
00:11:59,830 --> 00:12:03,330
that we do there, but that's not
what I want this podcast to be

318
00:12:03,330 --> 00:12:03,430
about.

319
00:12:03,430 --> 00:12:05,210
You can go find that in other

320
00:12:05,210 --> 00:12:05,310
stuff.

321
00:12:05,310 --> 00:12:06,930
Maybe if we have time, I'll talk

322
00:12:06,930 --> 00:12:07,890
about it.

323
00:12:07,890 --> 00:12:10,510
It's super simple stuff, but it

324
00:12:10,990 --> 00:12:14,410
works very, very well.

325
00:12:15,730 --> 00:12:17,270
But why don't we do that?

326
00:12:17,270 --> 00:12:20,790
Right?
So it's so intriguing to me that,

327
00:12:20,790 --> 00:12:24,670
so intriguing to me that, and then
guess what?

328
00:12:24,670 --> 00:12:28,620
You have your VIP realtors, your
three or four.

329
00:12:28,620 --> 00:12:32,720
Have you ever asked them?
Because realtors, no realtors.

330
00:12:32,720 --> 00:12:34,080
I don't know if you know that or
not.

331
00:12:34,080 --> 00:12:34,840
Realtors, no other realtors.

332
00:12:35,040 --> 00:12:36,620
Have you ever asked the people who

333
00:12:36,620 --> 00:12:37,580
already trust you with their
clients?

334
00:12:37,580 --> 00:12:37,680
Hey.

335
00:12:37,680 --> 00:12:40,480
Do you have like another rockstar

336
00:12:40,600 --> 00:12:43,300
agent like you?
You know my personality.

337
00:12:43,300 --> 00:12:47,420
Do you know who I jive with?
You know what I do.

338
00:12:47,420 --> 00:12:48,900
You and I, we're good.

339
00:12:48,900 --> 00:12:51,120
You're like, is there someone else

340
00:12:51,120 --> 00:12:53,060
you know?
Would you mind making an intro for

341
00:12:53,060 --> 00:12:54,280
me?
Right?

342
00:12:54,280 --> 00:12:55,660
Why wouldn't you ask that?
That's always baffled me too.

343
00:12:56,180 --> 00:12:57,720
I was doing that all the time.

344
00:12:57,720 --> 00:12:58,800
All the freaking time.

345
00:12:58,800 --> 00:12:59,540
Because it worked both ways.

346
00:12:59,540 --> 00:13:00,480
I would always get introductions,

347
00:13:00,540 --> 00:13:03,000
but I would also not get
introductions to the nut bars

348
00:13:03,000 --> 00:13:07,620
because I'd be like, no nut bars.

349
00:13:07,620 --> 00:13:08,100
I don't want any nut bars, okay?

350
00:13:08,100 --> 00:13:11,300
You folks are a quirky breed, the
realtors, and they know that.

351
00:13:11,300 --> 00:13:14,740
And this is how I talk to my
realtor.

352
00:13:15,680 --> 00:13:17,480
You guys are a quirky breed, man.

353
00:13:17,480 --> 00:13:19,700
And so I don't want the nut bars.

354
00:13:19,700 --> 00:13:23,600
Can you save me that time, right?
So it's going to save me time not

355
00:13:23,600 --> 00:13:25,830
prospecting nut bars.

356
00:13:25,830 --> 00:13:28,030
They're going to just cut through

357
00:13:28,030 --> 00:13:28,450
that noise.

358
00:13:28,610 --> 00:13:31,690
So that was mistake number one.

359
00:13:31,690 --> 00:13:33,350
But this podcast is brought to you
by Americana.

360
00:13:33,350 --> 00:13:37,630
See how I just change up my
monotone voice to like different

361
00:13:37,630 --> 00:13:40,550
types of monotone voice with all
these different characters.

362
00:13:40,550 --> 00:13:41,550
It's such a talent.

363
00:13:42,490 --> 00:13:44,530
Okay, so mistake number two now.

364
00:13:44,970 --> 00:13:49,630
So mistake number one is trying to
get strangers to work with you

365
00:13:50,370 --> 00:13:53,290
when you haven't even exhausted
your current circle.

366
00:13:53,290 --> 00:13:56,630
Okay, clients and referral
partners and ask people.

367
00:13:56,630 --> 00:14:00,030
Don't forget, like if you're not
asking people, once again, I want

368
00:14:00,030 --> 00:14:00,910
to shake you.

369
00:14:00,910 --> 00:14:02,690
Ask people want to help.

370
00:14:02,690 --> 00:14:06,890
If they like you, they want to
help you.

371
00:14:06,890 --> 00:14:08,030
It's that simple equation.

372
00:14:08,230 --> 00:14:11,490
People like you, they want to help

373
00:14:11,490 --> 00:14:13,250
you, but you have to flip the
switch on in their brain.

374
00:14:13,250 --> 00:14:15,610
Why would they be walking around
thinking how they can help your

375
00:14:15,610 --> 00:14:16,510
business?
They're not wired like that.

376
00:14:16,510 --> 00:14:17,010
Nobody is.

377
00:14:17,110 --> 00:14:17,730
So flip the switch on.

378
00:14:17,730 --> 00:14:20,270
For a moment's time, flip the
switch on.

379
00:14:21,110 --> 00:14:22,890
Guess what?
The switch is going to get flipped

380
00:14:24,300 --> 00:14:25,120
off again.

381
00:14:25,120 --> 00:14:26,620
The breakers, it's going to break.

382
00:14:26,620 --> 00:14:27,400
It's going to flip.

383
00:14:27,400 --> 00:14:31,700
So there you go.

384
00:14:31,700 --> 00:14:32,000
Mistake number two.

385
00:14:32,000 --> 00:14:33,780
If you just did this, what I'm

386
00:14:33,780 --> 00:14:37,300
telling you here, like, and you
committed to doing this, you can

387
00:14:37,300 --> 00:14:37,780
change your business.

388
00:14:38,340 --> 00:14:39,880
And mistake number two, same

389
00:14:39,880 --> 00:14:40,040
thing.

390
00:14:40,460 --> 00:14:43,100
It's shocking how many people drop

391
00:14:43,100 --> 00:14:43,740
the ball on this.

392
00:14:43,740 --> 00:14:44,800
And it's basic, basic, basic,

393
00:14:44,800 --> 00:14:45,300
basic shit.

394
00:14:45,300 --> 00:14:47,080
Lack of follow -up.

395
00:14:47,640 --> 00:14:50,520
Yeah, following up in every
situation, situation, personal and

396
00:14:50,970 --> 00:14:51,950
business, the follow -up.

397
00:14:51,950 --> 00:14:53,690
He or she who follows up wins the

398
00:14:53,690 --> 00:14:56,990
game, right?
You meet a realtor for lunch, you

399
00:14:57,970 --> 00:14:58,910
follow up.

400
00:14:58,910 --> 00:15:00,350
Thanks for the launch.

401
00:15:00,350 --> 00:15:02,250
It was so nice connecting with
you.

402
00:15:02,250 --> 00:15:06,710
I love what you're doing with the
XYZ.

403
00:15:06,710 --> 00:15:07,950
Anyways, I'm going to keep in
touch.

404
00:15:07,950 --> 00:15:12,430
I'm not going to be like, We'll
keep until like, I'm just giving

405
00:15:12,430 --> 00:15:13,410
you like lame.

406
00:15:13,410 --> 00:15:13,990
They're pretty lame examples.

407
00:15:13,990 --> 00:15:17,150
I gave you there, but like just
something as basic.

408
00:15:17,150 --> 00:15:19,730
And then guess what?
I'm going to text that person

409
00:15:19,730 --> 00:15:21,710
again, but I'm not going to be
like, how's business?

410
00:15:21,710 --> 00:15:24,150
How are you doing?
Do you have a good weekend?

411
00:15:24,150 --> 00:15:25,670
Like, don't text me that either.

412
00:15:27,090 --> 00:15:28,470
I hate getting those texts.

413
00:15:28,470 --> 00:15:30,950
It's like, ah, and I usually don't
respond.

414
00:15:31,130 --> 00:15:33,310
And then they just think I don't
like them.

415
00:15:33,310 --> 00:15:36,870
It's like, no, your fucking
question was lame as shit.

416
00:15:37,310 --> 00:15:39,730
And it's a waste of my time.

417
00:15:39,730 --> 00:15:42,710
So ask me something right to the

418
00:15:42,710 --> 00:15:42,850
point.

419
00:15:42,850 --> 00:15:46,590
Did you get that drip campaign set

420
00:15:46,590 --> 00:15:53,160
up?
Did you put into, how is the new

421
00:15:53,160 --> 00:15:55,620
lead generation campaign we talked
about?

422
00:15:55,620 --> 00:15:59,080
How is it working?
Are you getting the conversions

423
00:15:59,080 --> 00:16:04,760
that you wanted to get?
Don't be the person, and this is,

424
00:16:04,760 --> 00:16:10,340
geez, now I'm going off topic
here, but it's okay.

425
00:16:10,400 --> 00:16:13,200
We're going to bring it back to
follow up.

426
00:16:13,200 --> 00:16:18,040
But don't be the person at the
party that's going around just

427
00:16:18,040 --> 00:16:19,820
going, what do you do?
Hey, what's your name?

428
00:16:19,820 --> 00:16:22,270
What do you do?
Like, Oh my gosh.

429
00:16:22,270 --> 00:16:24,490
It's like jazz it up a bit.

430
00:16:24,490 --> 00:16:25,310
Like, Hey, is there anything

431
00:16:25,370 --> 00:16:27,890
exciting you're working on right
now?

432
00:16:27,890 --> 00:16:28,870
Say that to a stranger.

433
00:16:29,210 --> 00:16:29,690
Oh yeah.

434
00:16:29,690 --> 00:16:31,250
Like all of a sudden it's about
them.

435
00:16:31,250 --> 00:16:34,430
They're going to, I'm going to
Dave, you asked me that.

436
00:16:34,430 --> 00:16:36,710
I'm like, Oh yeah.

437
00:16:36,710 --> 00:16:38,490
Build the mortgage team.

438
00:16:38,630 --> 00:16:42,450
I fricking, I don't think I've
ever been happier than where I am

439
00:16:42,530 --> 00:16:42,850
right now.

440
00:16:42,850 --> 00:16:44,070
And like, someone did ask me this.

441
00:16:44,070 --> 00:16:46,290
It was actually at a, it was at a
neighborhood party.

442
00:16:46,290 --> 00:16:48,410
And then he actually asked that.

443
00:16:48,610 --> 00:16:50,830
He said, and I've only met the guy

444
00:16:50,830 --> 00:16:52,930
once before at the previous year's
party.

445
00:16:52,930 --> 00:16:57,210
And he always stands out because
he always asks the most

446
00:16:57,210 --> 00:16:58,170
interesting questions.

447
00:16:58,170 --> 00:17:00,090
And he's a smart dude running a

448
00:17:00,090 --> 00:17:01,110
very successful company.

449
00:17:01,110 --> 00:17:02,030
He's the CEO.

450
00:17:02,030 --> 00:17:02,610
He's doing phenomenal.

451
00:17:02,610 --> 00:17:04,369
And I thought that trigger right

452
00:17:04,369 --> 00:17:07,430
there, he asked that the way he
asked the question.

453
00:17:07,430 --> 00:17:09,310
And he asked, what's the most
exciting thing you're working on

454
00:17:09,310 --> 00:17:09,990
right now, is what he said.

455
00:17:09,990 --> 00:17:11,150
And I was like, wow.

456
00:17:11,150 --> 00:17:12,130
What an intelligent question.

457
00:17:12,130 --> 00:17:13,609
Because everyone else was boring

458
00:17:13,609 --> 00:17:14,810
the fuck out of me.

459
00:17:14,810 --> 00:17:17,089
And he asked that.

460
00:17:17,089 --> 00:17:19,760
And I was like, dude, you're OK.

461
00:17:19,900 --> 00:17:20,839
OK, you're my people.

462
00:17:20,839 --> 00:17:21,819
Let's talk.

463
00:17:21,819 --> 00:17:24,380
And I chat with him for half hour.

464
00:17:24,380 --> 00:17:26,720
And then I flipped the script on
him.

465
00:17:27,760 --> 00:17:31,680
And I started talking about what
he and I'm like, oh, my God.

466
00:17:31,680 --> 00:17:33,820
And what he was working on would
actually what he's built would

467
00:17:33,820 --> 00:17:34,400
benefit all mortgage brokers.

468
00:17:34,400 --> 00:17:36,060
It's kind of crazy.

469
00:17:36,060 --> 00:17:40,520
But it was one of the coolest
things I've ever talked to someone

470
00:17:40,520 --> 00:17:41,920
about.

471
00:17:41,920 --> 00:17:42,920
But I'll start with that question.

472
00:17:42,920 --> 00:17:43,900
So that's a sidebar, but that's
okay.

473
00:17:43,920 --> 00:17:44,620
That was a good sidebar.

474
00:17:44,720 --> 00:17:46,440
I'm proud of that sidebar.

475
00:17:46,440 --> 00:17:48,720
I can live with that.

476
00:17:48,720 --> 00:17:50,780
I feel you got value there.

477
00:17:50,780 --> 00:17:52,100
Just please don't be those people.

478
00:17:52,100 --> 00:17:54,600
Send out the lame question stuff.

479
00:17:54,600 --> 00:17:58,360
But the follow -up, the power of
the follow -up, the power of the

480
00:17:58,360 --> 00:17:58,620
follow -up.

481
00:17:58,620 --> 00:18:01,420
If you show up to a webinar, guess

482
00:18:01,420 --> 00:18:06,400
what happens after the webinar?
Now I've got my singing voice on.

483
00:18:06,400 --> 00:18:07,780
This podcast is brought to you by
Americana.

484
00:18:07,780 --> 00:18:12,720
After the webinar, you're going to
get a recording of the webinar.

485
00:18:12,720 --> 00:18:15,260
And I'm going to give you a video
talking about one of the slides in

486
00:18:15,690 --> 00:18:16,250
the webinar.

487
00:18:16,250 --> 00:18:19,650
And then guess what happens three

488
00:18:19,650 --> 00:18:22,350
days later after the webinar?
You're going to get another email,

489
00:18:22,510 --> 00:18:22,790
email number two.

490
00:18:22,790 --> 00:18:26,270
And it's going to be a case study

491
00:18:26,650 --> 00:18:28,270
of someone who I helped with
whatever the webinar was about.

492
00:18:28,590 --> 00:18:30,110
What their problem was, the
solution I presented, and then

493
00:18:30,110 --> 00:18:30,810
what the outcome was.

494
00:18:30,810 --> 00:18:31,110
problem, solution, outcome,

495
00:18:31,110 --> 00:18:34,150
framework, and with a call to
action to do what I need them to

496
00:18:34,150 --> 00:18:38,270
do, which is book a call on my
calendar.

497
00:18:38,450 --> 00:18:41,150
And then guess what?
Three days later, they're going to

498
00:18:41,150 --> 00:18:41,790
get another email.

499
00:18:41,790 --> 00:18:43,970
And it's going to be the same.

500
00:18:43,970 --> 00:18:48,110
It's going to be a case study
showing.

501
00:18:48,110 --> 00:18:50,510
And guess what?
I'm also going to have in there a

502
00:18:50,810 --> 00:18:51,250
testimonial.

503
00:18:51,250 --> 00:18:53,190
I don't know why I'm singing.

504
00:18:53,190 --> 00:18:54,710
I don't know why I'm singing.

505
00:18:54,710 --> 00:18:56,110
But yeah, follow up, follow up.

506
00:18:56,110 --> 00:18:57,570
So that's a webinar.

507
00:18:57,570 --> 00:18:58,530
And then guess what?

508
00:18:58,530 --> 00:18:59,810
Guess what?
Drum roll plays.

509
00:18:59,810 --> 00:19:00,590
It doesn't stop there.

510
00:19:00,590 --> 00:19:02,330
But I get them the three emails

511
00:19:02,330 --> 00:19:04,030
after the webinar about stuff
about the webinar.

512
00:19:04,030 --> 00:19:10,190
And then I take their email and
their name and I zap them over to

513
00:19:10,190 --> 00:19:12,010
my master list.

514
00:19:12,010 --> 00:19:13,790
And it triggers them going through

515
00:19:14,470 --> 00:19:18,890
my master drip, which is about
talking about a wider version of

516
00:19:18,890 --> 00:19:19,310
things.

517
00:19:20,290 --> 00:19:22,910
And I'm going to get them

518
00:19:22,910 --> 00:19:23,030
eventually.

519
00:19:23,030 --> 00:19:24,430
And that's I'm talking to you.

520
00:19:24,430 --> 00:19:25,870
This is like the mortgage.

521
00:19:25,870 --> 00:19:27,330
This is for a mortgage broker.

522
00:19:27,330 --> 00:19:28,470
This is the model.

523
00:19:29,310 --> 00:19:30,390
So that's the follow -up.

524
00:19:30,390 --> 00:19:33,030
If you follow up, the money's not
made in the show.

525
00:19:33,030 --> 00:19:35,890
It's made in the follow -up.

526
00:19:35,890 --> 00:19:37,770
Money's not made on your discovery

527
00:19:37,770 --> 00:19:37,970
call.

528
00:19:38,290 --> 00:19:40,730
It's made in the follow -up,

529
00:19:40,730 --> 00:19:42,310
right?
Staying in touch, following up all

530
00:19:42,310 --> 00:19:46,850
around you, letting people know
you listen to what they said.

531
00:19:46,850 --> 00:19:48,550
Hey, I'm just checking in.

532
00:19:48,550 --> 00:19:49,350
Everybody, it seems like everybody

533
00:19:49,530 --> 00:19:50,130
out there is fucking
scatterbrained.

534
00:19:50,130 --> 00:19:52,290
There's a bunch of people winging
life.

535
00:19:52,290 --> 00:19:56,410
running around and i don't know if
i'm just seeing it that way i

536
00:19:56,410 --> 00:19:59,790
don't know if it's evolved to that
i don't know if i'm just i got

537
00:19:59,790 --> 00:20:01,410
like certain goggles on i'm
looking around but everyone feels

538
00:20:01,410 --> 00:20:04,770
like everybody is scatterbrained
and they're just like drinking

539
00:20:05,350 --> 00:20:10,370
from fire hoses left right and
center from personal and business

540
00:20:10,470 --> 00:20:12,720
and life and health and mindset
and depression and and then the

541
00:20:12,720 --> 00:20:18,980
good stuff and just like it's just
like it's like one big costco

542
00:20:18,980 --> 00:20:23,680
that's what it feels like And so
you following up with people in

543
00:20:23,680 --> 00:20:25,860
whatever realm all around you,
you're doing them a favor.

544
00:20:25,860 --> 00:20:28,220
You're keeping their thoughts
organized around mortgages.

545
00:20:28,220 --> 00:20:30,020
You're literally doing them a
favor.

546
00:20:30,020 --> 00:20:32,580
You're like a reminder that goes
off on their phone.

547
00:20:32,580 --> 00:20:34,720
Oh, yeah, it's the mortgage guy.

548
00:20:34,720 --> 00:20:36,240
The mortgage girl is followed up.

549
00:20:36,240 --> 00:20:38,900
They're asking that question.

550
00:20:38,900 --> 00:20:41,480
They want to see if I need help or

551
00:20:41,850 --> 00:20:42,850
they're seeing where the thing is.

552
00:20:42,950 --> 00:20:44,430
And they're wondering if we want

553
00:20:44,430 --> 00:20:44,530
to.

554
00:20:44,530 --> 00:20:44,810
Yeah.

555
00:20:44,810 --> 00:20:46,370
Oh, yeah, yeah, yeah.

556
00:20:46,370 --> 00:20:46,570
Totally.

557
00:20:46,670 --> 00:20:47,810
So want to do it.

558
00:20:47,810 --> 00:20:47,910
Yeah.

559
00:20:47,910 --> 00:20:49,470
Thank you for following up.

560
00:20:49,470 --> 00:20:51,290
People do that to me.

561
00:20:51,290 --> 00:20:53,130
I'm like, oh man, I appreciate the
follow up.

562
00:20:53,130 --> 00:20:54,850
I really do.

563
00:20:55,030 --> 00:20:57,610
You're like a reminder for me.

564
00:20:57,610 --> 00:21:02,230
I'm not like, what the hell?
The nerve of you to follow up with

565
00:21:02,230 --> 00:21:02,370
me.

566
00:21:02,370 --> 00:21:04,610
What the heck?

567
00:21:04,930 --> 00:21:05,790
Sending me an email.

568
00:21:05,790 --> 00:21:07,150
I am offended.

569
00:21:07,150 --> 00:21:09,790
Like you piece of shit.

570
00:21:09,790 --> 00:21:12,560
I got a potty mouth this morning.

571
00:21:12,560 --> 00:21:14,800
Like, how dare you stay in touch
with me?

572
00:21:14,800 --> 00:21:15,420
Send me a text.

573
00:21:15,420 --> 00:21:17,000
And then you send me a voice memo

574
00:21:17,000 --> 00:21:19,240
explaining something you're doing
and how you help someone else.

575
00:21:19,240 --> 00:21:24,780
I don't want to hear how you're
helping people and you showing me.

576
00:21:24,780 --> 00:21:27,080
And then you send me a video.

577
00:21:27,080 --> 00:21:29,580
Did you seriously just send me a

578
00:21:29,580 --> 00:21:33,780
video where you broke down how you
saved another family $17 ,000?

579
00:21:33,780 --> 00:21:35,360
Like the nerve of you to send that
to me.

580
00:21:35,360 --> 00:21:40,040
Why the hell do you think I'd want
to see that?

581
00:21:40,040 --> 00:21:44,770
Man, like really?
Is that what you're thinking?

582
00:21:44,770 --> 00:21:45,410
Follow up.

583
00:21:45,410 --> 00:21:47,150
Like it's all around you.

584
00:21:47,410 --> 00:21:48,370
There's breadcrumbs everywhere.

585
00:21:48,370 --> 00:21:51,610
But you're trying to go get these

586
00:21:51,610 --> 00:21:52,270
out.

587
00:21:52,270 --> 00:21:56,950
And then you, so a lot of you are

588
00:21:56,950 --> 00:21:58,130
doing these awesome things.

589
00:21:58,130 --> 00:22:00,230
You're putting yourself out there.

590
00:22:00,250 --> 00:22:01,570
You're boom, boom, boom, boom,
boom, boom, boom.

591
00:22:01,570 --> 00:22:02,970
But then it's like silence.

592
00:22:02,970 --> 00:22:03,670
Think about it.

593
00:22:03,810 --> 00:22:05,350
When you are, I've got a bunch of
mortgage brokers prospecting

594
00:22:05,350 --> 00:22:05,850
realtors right now.

595
00:22:05,850 --> 00:22:07,250
So I'm going to give you a couple

596
00:22:07,250 --> 00:22:08,210
of examples.

597
00:22:08,430 --> 00:22:10,070
Before I do though, this podcast,

598
00:22:10,070 --> 00:22:12,300
don't know if you know, it's
brought to you by Americana.

599
00:22:12,820 --> 00:22:13,760
they gave me a venti.

600
00:22:13,900 --> 00:22:13,980
Okay.

601
00:22:13,980 --> 00:22:15,640
I got a drink before it gets cold.

602
00:22:15,820 --> 00:22:16,920
Like this isn't my fault.

603
00:22:16,920 --> 00:22:19,040
Um, and they pay for the show.

604
00:22:19,400 --> 00:22:22,160
Like it's a big budget here.

605
00:22:22,160 --> 00:22:25,220
Um, so they're prospecting
realtors and they started with

606
00:22:25,220 --> 00:22:30,680
phone calls and they shifted gears
to DMS cause people weren't

607
00:22:30,680 --> 00:22:34,960
picking up the calls and that's
just the story they're telling

608
00:22:36,400 --> 00:22:37,300
themselves, but whatever.

609
00:22:37,300 --> 00:22:38,800
And they sent it out.

610
00:22:38,800 --> 00:22:42,500
I remember we talked after and I'm
like, they're like, yeah, I didn't

611
00:22:42,500 --> 00:22:44,260
get anyone.

612
00:22:44,260 --> 00:22:45,480
I said, okay.

613
00:22:45,480 --> 00:22:48,920
Like, and then what did you do?
I didn't, uh, yeah, I didn't do

614
00:22:48,920 --> 00:22:49,220
anything.

615
00:22:49,220 --> 00:22:51,160
Okay, so you thought because you

616
00:22:51,160 --> 00:22:55,460
typed out two -sentence texts and
then you copied that, then you

617
00:22:55,460 --> 00:22:58,680
pasted that somewhere else and
then you sent it.

618
00:22:58,680 --> 00:23:02,560
Like, do you think they owe you
something?

619
00:23:02,560 --> 00:23:05,840
Like, shit, you send that to me?
I'm like, I'm not responding.

620
00:23:05,840 --> 00:23:06,820
I'm like, that's like step one of
50.

621
00:23:06,820 --> 00:23:11,230
I got to keep following up with
them, right?

622
00:23:11,230 --> 00:23:14,050
I'm going to hit them with a voice
memo.

623
00:23:14,050 --> 00:23:17,810
I'm going to hit them with a
video.

624
00:23:17,810 --> 00:23:18,570
I'm going to have public service
now.

625
00:23:18,570 --> 00:23:19,570
I'm going to show stuff in my
process.

626
00:23:19,570 --> 00:23:21,310
I'm going to show my screen in a
video.

627
00:23:21,310 --> 00:23:23,170
I'm going to record and I'm going
to be scrolling through.

628
00:23:23,370 --> 00:23:27,850
I'm like, hey, just want to let
you know, I just pre -approved.

629
00:23:27,850 --> 00:23:31,190
These clients came to me thinking
they were pre -approved for 500

630
00:23:31,190 --> 00:23:31,350
was the cap.

631
00:23:31,350 --> 00:23:32,130
And when I reworked the numbers

632
00:23:32,290 --> 00:23:35,070
and we restructured some of their
debt, I now got them to 560 and

633
00:23:35,070 --> 00:23:36,630
they can afford it.

634
00:23:37,730 --> 00:23:39,230
And so this is what I do.

635
00:23:39,230 --> 00:23:40,510
You know, and these clients are
happy now.

636
00:23:40,690 --> 00:23:41,190
They can actually.

637
00:23:41,190 --> 00:23:43,750
find properties in that price

638
00:23:43,750 --> 00:23:43,910
range.

639
00:23:43,910 --> 00:23:45,330
So I'm just letting you know,

640
00:23:45,330 --> 00:23:48,290
that's how I take care.

641
00:23:48,290 --> 00:23:50,930
I would take care of your clients.

642
00:23:50,930 --> 00:23:52,270
Anyways, have a great day and
boom.

643
00:23:52,270 --> 00:23:54,750
And that could be a recorded video
that you fire off.

644
00:23:54,750 --> 00:23:57,650
And that's number two, three,
four, five DM text, whatever to

645
00:23:57,650 --> 00:23:58,550
the referral partner.

646
00:23:58,550 --> 00:24:00,010
So over and over and over again,

647
00:24:00,010 --> 00:24:00,250
follow up.

648
00:24:00,370 --> 00:24:01,450
Do you think realtors who are in

649
00:24:01,450 --> 00:24:03,150
the same game, same commission
game, they're like their

650
00:24:03,150 --> 00:24:07,390
businesses or our industries are
very much aligned in a lot of

651
00:24:07,550 --> 00:24:09,110
ways, definitely in how we earn
money.

652
00:24:09,110 --> 00:24:10,710
They're taught to follow up with
people.

653
00:24:10,710 --> 00:24:14,130
It's hammered into their brain way
more than the mortgage industry.

654
00:24:14,130 --> 00:24:15,710
We dropped the ball on that.

655
00:24:15,710 --> 00:24:16,530
And so they don't.

656
00:24:16,530 --> 00:24:19,890
But do they do it?
Heck no. But they know how the

657
00:24:20,530 --> 00:24:21,650
game is played.

658
00:24:22,230 --> 00:24:24,990
They know what they need to do.

659
00:24:24,990 --> 00:24:27,350
They're just lazy.

660
00:24:27,350 --> 00:24:28,670
They don't want to do it.

661
00:24:29,030 --> 00:24:29,390
But they know.

662
00:24:29,390 --> 00:24:30,650
So when you do it to them, if you

663
00:24:30,650 --> 00:24:31,670
just drop off, they're like, oh,
yeah, another mortgage broker

664
00:24:31,670 --> 00:24:32,030
coming in.

665
00:24:32,030 --> 00:24:33,270
I already know what's going to

666
00:24:33,270 --> 00:24:34,130
happen.

667
00:24:34,130 --> 00:24:35,430
They're going to keep.

668
00:24:35,430 --> 00:24:35,650
And like.

669
00:24:35,650 --> 00:24:37,630
It doesn't take you time and

670
00:24:37,750 --> 00:24:39,890
energy to make these videos and to
send them out like it's seconds.

671
00:24:39,890 --> 00:24:40,930
Right?
So you're building up respect when

672
00:24:40,930 --> 00:24:42,810
your follow -up game is on point
with referral partners and you're

673
00:24:42,810 --> 00:24:43,990
trying to get their business.

674
00:24:43,990 --> 00:24:45,930
You're trying to get your foot in

675
00:24:45,930 --> 00:24:47,810
the door and get into their world.

676
00:24:47,810 --> 00:24:49,210
Your follow -up game is how you

677
00:24:49,210 --> 00:24:50,010
show them that.

678
00:24:50,010 --> 00:24:51,450
If your follow -up game was on

679
00:24:51,450 --> 00:24:52,410
point, there's no way.

680
00:24:52,410 --> 00:24:54,350
You don't build up the opportunity

681
00:24:54,350 --> 00:24:55,370
to connect with a bunch of
realtors.

682
00:24:55,990 --> 00:24:58,790
What you do after you meet them, I
don't know, depends how good you

683
00:24:58,790 --> 00:24:59,330
are, whatever you're pitching.

684
00:24:59,450 --> 00:25:00,090
We're not talking about that, but

685
00:25:00,090 --> 00:25:01,410
you're just trying to get a
meeting.

686
00:25:01,410 --> 00:25:03,250
No one's going to send you a lead.

687
00:25:03,250 --> 00:25:04,670
And if they do, I'm a little

688
00:25:04,670 --> 00:25:04,910
worried.

689
00:25:04,910 --> 00:25:07,350
From that, they're going to want

690
00:25:07,550 --> 00:25:08,150
to meet you.

691
00:25:08,150 --> 00:25:10,110
But saying, you're building up

692
00:25:10,110 --> 00:25:10,730
respect with people.

693
00:25:10,730 --> 00:25:12,090
They're like, yeah, wow.

694
00:25:12,090 --> 00:25:15,450
Hey, I'm going to keep, I'm just
letting you know, I'm going to

695
00:25:15,590 --> 00:25:19,910
keep staying in touch with you
until you tell me to piss off.

696
00:25:19,910 --> 00:25:22,860
And I'm doing that because I want
to show you how persistent I am

697
00:25:22,860 --> 00:25:25,700
and what I would do with your
clients as well.

698
00:25:25,700 --> 00:25:28,040
Right?
So anyways, on to this week, this

699
00:25:28,040 --> 00:25:28,660
is what I learned.

700
00:25:28,660 --> 00:25:30,700
I learned about this other

701
00:25:31,360 --> 00:25:32,120
mortgage product.

702
00:25:32,120 --> 00:25:33,500
It's actually something I've known

703
00:25:33,740 --> 00:25:35,860
about for a long time and other
clients taking advantage of it.

704
00:25:35,860 --> 00:25:36,640
It's called the home renovation
loan.

705
00:25:36,640 --> 00:25:39,460
And it's actually, I'm not going
to say purchase plus improvement,

706
00:25:39,460 --> 00:25:42,500
but it allows your clients, like,
do you have any clients that are

707
00:25:42,500 --> 00:25:46,420
like capped at like 600 and
they're not seeing anything?

708
00:25:46,420 --> 00:25:48,800
Well, what if you looked at?
for five or 525 and they could get

709
00:25:48,800 --> 00:25:51,440
75 to a hundred thousand dollars
of renovations and they could roll

710
00:25:51,440 --> 00:25:52,760
that in the mortgage.

711
00:25:52,760 --> 00:25:56,080
Would that open up the amount?

712
00:25:56,320 --> 00:25:57,560
So I've done that.

713
00:25:57,560 --> 00:26:00,820
And so this is what it looks like.

714
00:26:00,820 --> 00:26:02,720
Like that's a video I sent.

715
00:26:02,720 --> 00:26:04,940
That's a voice memo I leave.

716
00:26:04,940 --> 00:26:07,140
Like, would that help any of your
clients jump off the fence?

717
00:26:07,140 --> 00:26:09,360
Like just telling them about that.

718
00:26:09,360 --> 00:26:11,540
That's the type of follow -up you

719
00:26:11,540 --> 00:26:11,720
do.

720
00:26:11,720 --> 00:26:12,060
Okay.

721
00:26:12,060 --> 00:26:17,800
This podcast is getting a little
long, so I'm going to shut this

722
00:26:17,800 --> 00:26:21,180
down shortly here, but I have
other things to follow up.

723
00:26:21,180 --> 00:26:22,920
Like there's other areas all
around you personally in business.

724
00:26:23,000 --> 00:26:26,620
is just stopping in the moment, in
the day, looking at your texts,

725
00:26:26,620 --> 00:26:28,920
scrolling up and down, looking at
your DMs, who I need to connect

726
00:26:28,920 --> 00:26:29,880
with, who I need to connect with.

727
00:26:29,880 --> 00:26:32,020
And you have to do it in those,

728
00:26:32,100 --> 00:26:35,740
the times like I'm doing right
now, where I could sit there and

729
00:26:35,740 --> 00:26:39,700
do nothing or I could come out and
be productive.

730
00:26:39,700 --> 00:26:41,840
And so if I wasn't making this
podcast, I find these slivers of

731
00:26:41,840 --> 00:26:42,880
time within my day.

732
00:26:42,880 --> 00:26:44,700
If I wasn't making this podcast,

733
00:26:44,700 --> 00:26:48,640
you're going to hear the truck
start here because I'm going to go

734
00:26:48,640 --> 00:26:48,900
inside.

735
00:26:48,900 --> 00:26:50,320
I just got to drive a little bit.

736
00:26:50,320 --> 00:26:54,060
If I wasn't making this podcast, I
would be following up with people.

737
00:26:54,200 --> 00:26:56,020
I would be sending voice memos.

738
00:26:56,020 --> 00:26:57,140
I'd be thanking people for

739
00:26:57,140 --> 00:26:59,060
following me on Instagram with
voice memos.

740
00:26:59,060 --> 00:27:00,320
I would be connecting with people,
looking through.

741
00:27:00,320 --> 00:27:01,440
I'd be checking out emails.

742
00:27:01,540 --> 00:27:02,960
I'd be, hey, since our last

743
00:27:03,720 --> 00:27:05,080
conversation, has anything changed
in your world?

744
00:27:05,080 --> 00:27:06,900
Are you still doing this?
Are you still doing that?

745
00:27:06,900 --> 00:27:08,040
Are you still seeing the results
you like?

746
00:27:08,040 --> 00:27:10,900
Are you blah, blah, blah?
Mental notes of everyone I'm

747
00:27:10,900 --> 00:27:12,180
talking to, all the conversations,
all the synergy.

748
00:27:12,180 --> 00:27:12,420
everything.

749
00:27:12,420 --> 00:27:14,350
I'm just going to stay connected

750
00:27:14,350 --> 00:27:15,690
in the moment with it.

751
00:27:15,690 --> 00:27:17,290
So I'm going to shut this down

752
00:27:17,290 --> 00:27:19,830
just because I don't like these
podcasts getting longer than this.

753
00:27:19,830 --> 00:27:22,310
That is the beauty of these is I
usually get in and out a little

754
00:27:22,310 --> 00:27:22,470
quicker.

755
00:27:22,550 --> 00:27:24,030
I started to ramble on with voices

756
00:27:24,030 --> 00:27:24,350
and singing.

757
00:27:24,350 --> 00:27:25,870
So shut this down, Ryan.

758
00:27:25,870 --> 00:27:26,410
That's it, kids.

759
00:27:26,410 --> 00:27:27,370
That's the mortgage game.

760
00:27:27,370 --> 00:27:27,970
Until next week.

761
00:27:28,110 --> 00:27:28,750
Enjoy your weekend.

762
00:27:28,750 --> 00:27:29,230
Peace out.