265: Ask Yourself This One Question...

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers,

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business, so now I want to distill

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all that information, all the
things I've learned from that, and

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bring it directly to you in a
simple -to -understand way.

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I hope you enjoy.

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All right, welcome to the Mortgage

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Game Podcast.

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West Coast Wiley in the Dodge Ram

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studio once again, coming to you
live.

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This podcast is brought to you by
Americano.

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They got an early shout out today.

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Here we go.

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Okay, let's get into it.

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So this is one of those things.

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Once again, there's a couple
topics I'm going to talk about

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here.

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But once again, My kids are in

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soccer practice.

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It's an hour thing.

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And then they've got, and for
those of you going, no, you should

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be watching your kids.

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Well, they have three soccer

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things today.

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So I'm going to get my fill.

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Okay.

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So I could go in and sit into the

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practice and shoot the shit with
the parents and do all that.

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And just so happens these parents
are fricking awesome.

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But I'm not, I'm going to record
this podcast and then I'm going to

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go in.

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I'm going to watch the last 23

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minutes.

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I'm going to get them in the truck

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and then we're going to drive to
the next game.

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Because there's a game literally
right after across town.

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So for those of you who have
excuses, where you're like, I

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can't do social, I can't prospect
through DMs, I can't, I don't have

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time, I don't have time.

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It is a Saturday morning right

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now.

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It is 730.

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And I'm sitting in my truck
recording this podcast for you.

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So no excuses.

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Like, it's just like you find

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time.

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You do.

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If it's something you're
passionate about, if it's

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something you believe is a
priority in your business, you

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just find the time.

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So someone asked me the other day,

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hey, Ryan, you've been in the game
for a while.

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When, what era would you rather
start as a mortgage broker?

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You've seen close to 15 years now.

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What era would you start?

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And it's not even, I didn't have
to hesitate.

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I'm like, now.

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If I, I'd rather be a new mortgage

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broker now.

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than a new mortgage broker 15

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years ago, 10 years ago, five
years ago.

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Not even close.

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And the reason being is, man, it's

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so much easier for you to get in
front of people.

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much easier for you to get in
front of people.

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This isn't what the podcast is
about anyways.

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It was just a question I remember
someone asked me on the spot here.

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It's so easy for you to get in
front of people now.

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Whereas before it wasn't like with
social media, right?

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You can build your entire business
in your pajamas.

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Like it's just bonkers to me.

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And so like back in the day, like

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I, it was the old thing, put a
suit on, go out, meet people,

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knock on doors, put yourself out
there.

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That's not me.

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I'm not that guy.

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I did it.

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I hated every second of it.

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Didn't like doing it.

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Go around, join networking events

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and join, wear the fricking name
tag bullshit and walk around and

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it's awkward as fuck.

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And everyone's, no one wants to be

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there.

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And let's be honest, a lot of

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those people at those events, I'll
just throw it, put it out there.

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There's some quirky individuals,
right?

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And it's usually like, it's just
like, it's not my jam, but that's

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the old school way of doing it.

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And that was the only way because

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like social media wasn't really a
thing.

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And so now it's insane how quickly
you can get business as a new

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broker.

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You don't need to know everything.

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You need to have someone, a
mentor, underwriting coach, team

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leader.

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You need someone that knows how to

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structure files, where to put
them, teach you on the fly on

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deals.

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You need to learn 30 % of what it

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is and then get out there and
start building a brand.

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You don't even need to know all
that information before you start

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building a brand.

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You can just get out there and

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start talking and just be
consistent.

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It's just, I'm seeing new agents
right now pop up and then I get

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them on a phone call and I'm like,
so how many deals do you?

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Oh yeah, my first year was not
great.

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I have 13 deals.

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Now I'm like, that's really good.

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And then there's agents doing even
way more than on their first year.

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And I'm like, well, where are you
getting it from?

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They're like, yeah, usually social
media, people are reaching out and

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they're like, oh, you're so
consistent and I love it.

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And I'm like, yeah, that's the
world we're in.

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And so for those of you that think
social media doesn't work, I don't

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know what to tell you.

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I'm living proof that it works.

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As an example, the old way of
building a mortgage team was going

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to all the conferences and going
to the blah, blah, blah, blah, and

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then like cold calling people.

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And how many of you listening here

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have been hit up from salespeople
from different networks and

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brokerages?
Hey, just checking in.

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How you doing?
We should grab lunch.

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There's sales forces within
brokerages.

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There's networks.

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We've all, they're just crushing

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LinkedIn, getting all your
information, doing cold outreach.

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And then they switch to a text or
call game.

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And then they just pummel you
there.

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And then they want to take you for
lunch.

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And then they tell you how awesome
all their shit is.

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And then you get in and it's
really not what you thought.

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But that's another story.

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So that's the old way of building

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it.

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So I'm building a team.

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I'm not going to things.

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I went to one.

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Last year, I'll probably go to one
or two, but it's not to build the

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team.

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It's just, it'll be to see the

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people on the team, on my own
team.

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That's really what it's for.

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It's not to go get other people

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because I'm not out talking sales.

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I'm just not that guy.

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And so I'm doing all this from my
office and through social media in

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five months with 34 agents on the
team.

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And so across BC, Alberta,
Ontario, and soon to be prairies.

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Just saying.

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That's in five months.

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No sales.

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People come to us because we're

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just showing them what we do.

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And then we jump on a call.

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So why can't you do that for your
business?

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Okay.

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Anyway, so we're going to switch

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gears here because we can beat
that horse forever.

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But this podcast is brought to you
by Americana.

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Just the answer to my question is
now.

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I don't care about it's harder to
put deals together.

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Especially if you're starting out
now, you don't know any different.

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Right.

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So people who were fattened up on

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all the commissions before and the
deals and they spend three hours

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and they get paid five, six,
seven, eight K. And then now

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they're like, oh, deals are hard.

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Yeah, it is.

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So can we just stop talking about
it and just do it?

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It's not changing.

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This isn't going away.

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It's the new thing.

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And lenders behind the scenes,

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they're going through some stuff.

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You don't see it.

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I see it.

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I know what they're going through.

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They're going through some back
end pressure on a lot of things

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and they're trying to figure out
and they're getting the lay of the

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land of the brokered.

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side, the broker community is

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changing on the fly for these
lenders and they're trying to

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adapt to it.

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I'm not going to get into what

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that is, but everyone's going
through a shit storm right now

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trying to figure stuff out.

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But if you're new, you're coming

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in, you're like, I don't know any
better.

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This is awesome.

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If social media, I can look bigger

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than I am and get people talking
to me.

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You couldn't do that before.

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Absolutely.

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It's way harder, way, way, way,
way harder.

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Now it's the easiest time ever to
start a business.

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There are teenagers.

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turning into millionaires off of a

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platform.

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But you're a 30, 40, 50 -year

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-old, and you can't do that?
It's crazy.

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So let's shift gears.

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Okay, so this question was asked

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to me in a different form, I don't
know, maybe 10 years ago.

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And it was like, whoa, punch in
the gut.

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And then I saw this question on
social somewhere in the last, I

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can't remember.

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And I was like, Yeah, that's the

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question.

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That's the question.

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And the question was this.

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This was like, just stayed with me

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for many, many, many years.

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And it's what got me to do the

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things I knew I needed to do.

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And the question was along the

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lines of this.

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How many of you know what to do to

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go get the business?
How many of you know what to do,

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but are not doing it?
Right.

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So I was in a room with, I don't
know, probably seven or eight

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brokers.

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And this top dog broker came in

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and he was talking to us.

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And he looked around the room and

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he was like, he was there to sort
of like get us going.

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Because we weren't, you know, he
was just like, hey, why the fuck

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are you doing business type thing?
And he asked, how many here know

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what to do but aren't doing it?
Put your hand up.

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Right?
Only two people put their hand up.

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And then he went to the other
people and started interrogating

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them onto...

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What are your volumes?

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And like, is that the business you
wanted?

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No, no. Put your hand up then.

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It was one of those situations.

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And it was a punch to the gut
because it was like sitting there.

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If you just ask me, what do I need
to do?

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If I ask you right now, what do
you need to do to grow your

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business or to solve whatever the
problem is in your business?

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What do you need to do?
You'll list out a laundry list of

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things.

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Okay.

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So you're not doing it though.

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Yeah.

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00:08:47,660 --> 00:08:52,440
So keep your hand up, right?
Your hand should be up to answer

257
00:08:52,440 --> 00:08:52,860
that question.

258
00:08:52,860 --> 00:08:54,240
So it's just an interesting thing,

259
00:08:54,360 --> 00:08:57,100
a way to... I always need these
frameworks on stuff, things I can

260
00:08:57,460 --> 00:08:59,380
go back to in the moment to help
quickly correct my mindset on

261
00:08:59,380 --> 00:08:59,660
things.

262
00:08:59,660 --> 00:09:00,740
And how do I build a coaching

263
00:09:00,740 --> 00:09:01,640
business?
How do I build a mortgage team?

264
00:09:01,640 --> 00:09:02,520
How do I do?
I know the answers.

265
00:09:02,520 --> 00:09:03,200
So go do it.

266
00:09:03,200 --> 00:09:03,380
Right.

267
00:09:03,380 --> 00:09:05,980
So it brings me to my next point.

268
00:09:05,980 --> 00:09:06,540
That's just a real question you

269
00:09:06,540 --> 00:09:07,020
should be asking yourself.

270
00:09:08,180 --> 00:09:09,640
How many of you know, but aren't

271
00:09:09,640 --> 00:09:13,340
doing or choosing not to do it?
I can tell you probably 90 % of

272
00:09:13,600 --> 00:09:16,020
you are just choosing not to, you
know what to do.

273
00:09:16,200 --> 00:09:16,520
Okay.

274
00:09:16,520 --> 00:09:17,740
A lot of people looking for

275
00:09:17,740 --> 00:09:20,120
shortcuts out there.

276
00:09:20,120 --> 00:09:21,320
There are no shortcuts.

277
00:09:21,320 --> 00:09:26,700
There are zero shortcuts, right?
Take seven to 12 months to get

278
00:09:26,700 --> 00:09:31,140
that good referral partner to work
with you.

279
00:09:31,140 --> 00:09:36,200
Seven to 12 months, not of you
message them and then the seven,

280
00:09:36,200 --> 00:09:40,540
12 months to send you a deal every
week or every second week, you're

281
00:09:40,540 --> 00:09:42,680
sending them something, staying in
touch, adding value.

282
00:09:42,680 --> 00:09:43,780
And then they send you a lead.

283
00:09:43,780 --> 00:09:44,760
right that's the expectation so um

284
00:09:44,760 --> 00:09:47,920
brings me my next one this is a
big one this is so we use an

285
00:09:47,920 --> 00:09:52,980
acronym tnt i haven't really
talked about this a lot um there

286
00:09:52,980 --> 00:09:56,860
this was a story that was told to
me and i my memory is not super

287
00:09:56,860 --> 00:10:00,780
awesome on certain things way back
when some things stick with me

288
00:10:00,780 --> 00:10:04,320
some things don't so this story i
know the the framework of the

289
00:10:04,320 --> 00:10:07,500
story was how the little guy just
keeps on getting on how the That

290
00:10:07,500 --> 00:10:09,500
player makes the team that doesn't
have all the talent.

291
00:10:09,500 --> 00:10:11,440
And so it comes down to this.

292
00:10:11,440 --> 00:10:13,020
I'm not framing this right, but

293
00:10:13,220 --> 00:10:15,420
I'm going to bring it back to you
here.

294
00:10:15,420 --> 00:10:18,920
There are things I'm going to list
out things, just basic things,

295
00:10:18,920 --> 00:10:21,400
following up with people, being
consistent on social, being

296
00:10:21,400 --> 00:10:25,540
following up to your referral
partners, following up, like just

297
00:10:25,540 --> 00:10:26,260
following up.

298
00:10:26,260 --> 00:10:28,460
I've done a podcast on it.

299
00:10:28,460 --> 00:10:29,820
It's just like that alone.

300
00:10:29,820 --> 00:10:31,000
You can have a massive shift in

301
00:10:31,000 --> 00:10:31,960
your business.

302
00:10:31,960 --> 00:10:33,380
All these things all around us,

303
00:10:33,380 --> 00:10:36,660
this is why I say it's the best
time to be a mortgage broker.

304
00:10:36,660 --> 00:10:39,180
A new mortgage broker, and I just
think a mortgage broker in

305
00:10:39,180 --> 00:10:41,120
general, is right now.

306
00:10:41,120 --> 00:10:44,400
I think this is a phenomenal time

307
00:10:44,400 --> 00:10:47,640
because you can build a $50
million business.

308
00:10:47,640 --> 00:10:51,720
You can go make a half million
dollars in your pajamas, and you

309
00:10:51,820 --> 00:10:53,180
can build it all on this.

310
00:10:53,180 --> 00:10:53,640
TNT takes no talent.

311
00:10:53,640 --> 00:10:57,020
There are things you can do in
your business.

312
00:10:57,020 --> 00:11:00,060
If I write TNT in a whiteboard,
imagine that, and then I just

313
00:11:00,060 --> 00:11:01,840
start branching off.

314
00:11:01,840 --> 00:11:03,140
all the things.

315
00:11:03,140 --> 00:11:04,860
You don't need talent to make
phone calls.

316
00:11:04,860 --> 00:11:08,200
You don't need talent to be a good
individual, a good human and check

317
00:11:08,200 --> 00:11:08,900
in on people.

318
00:11:08,900 --> 00:11:11,320
You don't need talent to follow up

319
00:11:11,320 --> 00:11:15,030
on emails, to do the things you
said you were going to do.

320
00:11:15,030 --> 00:11:15,970
Do the obvious, I call it.

321
00:11:15,970 --> 00:11:18,390
You don't need talent to introduce

322
00:11:18,390 --> 00:11:21,070
yourself to BDMs, to ask people if
they have anyone in their circle

323
00:11:21,070 --> 00:11:22,550
that could use your services.

324
00:11:22,550 --> 00:11:24,130
Doesn't take any talent.

325
00:11:24,130 --> 00:11:27,130
To remind people what you do for a
living.

326
00:11:27,290 --> 00:11:27,990
Doesn't take any talent to click
record.

327
00:11:27,990 --> 00:11:30,530
Record something and send it out
to the universe.

328
00:11:30,530 --> 00:11:32,470
Something you learned that day.

329
00:11:32,710 --> 00:11:36,230
Doesn't take any talent to be

330
00:11:36,230 --> 00:11:36,650
vulnerable.

331
00:11:36,650 --> 00:11:37,350
Just be yourself.

332
00:11:37,350 --> 00:11:38,470
Does it take talent to be
yourself?

333
00:11:38,470 --> 00:11:40,310
Like, really?
I see a lot of posers out there.

334
00:11:40,310 --> 00:11:41,290
Just be yourself, man.

335
00:11:41,550 --> 00:11:42,990
People will find you.

336
00:11:42,990 --> 00:11:43,350
They will.

337
00:11:43,350 --> 00:11:45,250
Doesn't take any talent to...

338
00:11:45,510 --> 00:11:48,650
Reach out to referral partners
that you think could benefit your

339
00:11:48,650 --> 00:11:49,650
business and you could benefit
theirs.

340
00:11:49,650 --> 00:11:53,490
It doesn't take any talent to go
for coffee with someone, to

341
00:11:53,650 --> 00:11:54,790
connect belly to belly, eye to
eye.

342
00:11:54,790 --> 00:11:58,530
It doesn't take any talent to pick
the phone up and ask someone for

343
00:11:58,530 --> 00:11:58,670
help.

344
00:11:58,670 --> 00:12:03,230
I'm not talking a lead source.

345
00:12:03,550 --> 00:12:06,350
I'm talking a colleague, a BDM, a
mentor.

346
00:12:06,350 --> 00:12:07,390
Like that takes no talent.

347
00:12:07,390 --> 00:12:09,870
So there's all these things all

348
00:12:09,870 --> 00:12:13,580
around you every single second of
the day that take zero talent and

349
00:12:13,580 --> 00:12:19,260
have nothing to do with how long
you've been a broker.

350
00:12:19,260 --> 00:12:19,660
Nothing to do.

351
00:12:19,660 --> 00:12:23,840
I wish I could do a challenge

352
00:12:23,840 --> 00:12:28,440
where, you know, those where they
take a millionaire and they drop

353
00:12:28,440 --> 00:12:31,760
them in a city with nothing and
they go, go.

354
00:12:31,760 --> 00:12:33,980
I wish I could do that on mortgage
brokering.

355
00:12:33,980 --> 00:12:35,640
I'm like, go, drop me somewhere.

356
00:12:36,180 --> 00:12:41,180
And go and I'd build a $50 million

357
00:12:41,180 --> 00:12:43,760
business in the first 12 months.

358
00:12:43,760 --> 00:12:44,420
Without a doubt.

359
00:12:44,420 --> 00:12:45,360
I wouldn't go learn stuff.

360
00:12:45,360 --> 00:12:46,960
I wouldn't be doing that.

361
00:12:46,960 --> 00:12:48,480
I would do all the TNT.

362
00:12:48,480 --> 00:12:51,160
Just think that.

363
00:12:51,160 --> 00:12:51,520
TNT.

364
00:12:51,520 --> 00:12:52,660
Takes no talent.

365
00:12:52,820 --> 00:12:55,300
Takes no talent to do all those.

366
00:12:55,300 --> 00:12:56,680
And there's many, many more things

367
00:12:56,680 --> 00:12:59,300
I didn't even mention there.

368
00:13:01,040 --> 00:13:04,200
So the purpose of this is a lot of

369
00:13:04,200 --> 00:13:08,880
you are just in your own way.

370
00:13:08,880 --> 00:13:10,900
This podcast is brought to you by

371
00:13:10,900 --> 00:13:11,240
Americana.

372
00:13:11,240 --> 00:13:11,700
Right.

373
00:13:11,700 --> 00:13:13,920
I've said this many times.

374
00:13:13,920 --> 00:13:15,580
It's not the lenders.

375
00:13:15,580 --> 00:13:18,100
It's not the interest rates, not
the banks.

376
00:13:18,100 --> 00:13:18,560
It's not.

377
00:13:18,560 --> 00:13:23,040
It's harder to get a deal done.

378
00:13:23,040 --> 00:13:23,540
Oh, muffin.

379
00:13:23,700 --> 00:13:24,360
It's so hard.

380
00:13:24,360 --> 00:13:24,620
So hard.

381
00:13:24,620 --> 00:13:27,100
So what do we do, man?

382
00:13:27,100 --> 00:13:28,200
Come to me with solutions.

383
00:13:28,200 --> 00:13:29,660
What do we do?

384
00:13:29,660 --> 00:13:31,080
Do we sit and bitch and whine
about it?

385
00:13:31,220 --> 00:13:35,560
Like if your kid came to you, what
would you say to them?

386
00:13:35,720 --> 00:13:36,800
It's our job.

387
00:13:36,800 --> 00:13:40,020
It's not our job to be our kid's

388
00:13:40,020 --> 00:13:40,760
best friend.

389
00:13:40,760 --> 00:13:41,760
This is my own philosophy.

390
00:13:43,040 --> 00:13:43,740
It's not yours.

391
00:13:44,320 --> 00:13:47,700
It's my job to prepare them for

392
00:13:47,700 --> 00:13:49,320
the fucking world that's coming.

393
00:13:49,320 --> 00:13:51,140
Be a provider, give them a safe

394
00:13:51,240 --> 00:13:55,320
place, make them feel love, and
get them ready for the real

395
00:13:55,440 --> 00:13:55,640
fucking world.

396
00:13:55,640 --> 00:13:57,460
So when they come to me and they

397
00:13:57,460 --> 00:14:01,100
start complaining about shit, do I
be like, yeah, you're right.

398
00:14:01,100 --> 00:14:01,280
It's okay.

399
00:14:01,280 --> 00:14:03,940
It's like, hell no. I'm like,

400
00:14:03,940 --> 00:14:04,260
yeah.

401
00:14:04,260 --> 00:14:04,540
Now what?

402
00:14:04,540 --> 00:14:04,680
Cool.

403
00:14:04,680 --> 00:14:05,160
Now what?

404
00:14:05,160 --> 00:14:10,940
What are we going to do?
Jagger, Holt, those are my kids.

405
00:14:11,360 --> 00:14:14,960
What are we going to do?
Are we going to sit and whine and

406
00:14:14,960 --> 00:14:21,180
be a bystander and sit over here
and follow other people?

407
00:14:21,180 --> 00:14:24,020
Or are we going to stand up, own
it?

408
00:14:24,020 --> 00:14:24,880
We made a mistake.

409
00:14:25,260 --> 00:14:25,540
Yeah, it's hard.

410
00:14:25,540 --> 00:14:30,180
Okay, now let's just stop saying
that and let's carry, there's a

411
00:14:30,180 --> 00:14:31,780
brick wall in front of us.

412
00:14:31,980 --> 00:14:33,280
What are we going to do?

413
00:14:34,140 --> 00:14:38,070
Are we going to punch through it?
Are we going to step around it and

414
00:14:38,070 --> 00:14:39,730
then keep going?
I don't give a shit.

415
00:14:40,130 --> 00:14:41,850
But we're not just going to stand
still.

416
00:14:41,850 --> 00:14:44,990
And a lot of you are just standing
still.

417
00:14:45,290 --> 00:14:47,390
And a lot of you are actually
walking backwards.

418
00:14:47,390 --> 00:14:49,510
I can see it.

419
00:14:49,510 --> 00:14:50,550
So I don't know.

420
00:14:50,550 --> 00:14:54,790
I don't know what the message is,
what it needs to be.

421
00:14:54,790 --> 00:14:57,590
But that's also not my fight to
fight.

422
00:14:57,690 --> 00:15:03,250
I'm just giving you my perspective
on things from what I see it.

423
00:15:03,890 --> 00:15:08,590
And yeah, it's hard to get deals
done.

424
00:15:08,590 --> 00:15:08,710
Okay.

425
00:15:08,710 --> 00:15:12,590
I don't want to hear it anymore.

426
00:15:12,590 --> 00:15:12,710
Whatever.

427
00:15:12,710 --> 00:15:14,050
Let's carry on.

428
00:15:14,050 --> 00:15:16,510
Like, what are we going to do?
That's it.

429
00:15:16,510 --> 00:15:17,350
I shift like solution.

430
00:15:17,350 --> 00:15:18,670
Don't come to me with problems.

431
00:15:18,670 --> 00:15:19,890
Come to me with solutions.

432
00:15:20,210 --> 00:15:20,890
Tell me the problem.

433
00:15:20,890 --> 00:15:23,130
Tell me a solution.

434
00:15:23,130 --> 00:15:25,450
It doesn't have to be the right

435
00:15:25,450 --> 00:15:25,730
one.

436
00:15:26,070 --> 00:15:27,790
But come to me with solutions.

437
00:15:27,790 --> 00:15:29,970
That's what I tell my kids.

438
00:15:29,970 --> 00:15:30,210
Right?

439
00:15:30,210 --> 00:15:30,470
Great.

440
00:15:30,470 --> 00:15:30,630
Awesome.

441
00:15:30,630 --> 00:15:33,670
So now we just wasted three
minutes of my time by telling me

442
00:15:33,670 --> 00:15:34,410
all this.

443
00:15:34,410 --> 00:15:35,510
And we're no further off.

444
00:15:35,510 --> 00:15:38,190
My principal, which drove me nuts
in grade five and six, four, five

445
00:15:38,190 --> 00:15:40,070
and six, drove me nuts.

446
00:15:40,070 --> 00:15:42,030
I was like, no, that's not the

447
00:15:42,030 --> 00:15:42,130
way.

448
00:15:42,130 --> 00:15:43,490
It has to be different than that.

449
00:15:43,490 --> 00:15:46,450
I remember, I told you memory's
good on something.

450
00:15:46,450 --> 00:15:49,610
He's like, Ryan, you're either
part of the problem or you're part

451
00:15:49,610 --> 00:15:50,490
of the solution.

452
00:15:50,690 --> 00:15:51,490
I'm like, that's such bullshit.

453
00:15:52,410 --> 00:15:55,990
Can I be in the middle?
Like even when I was in grade

454
00:15:55,990 --> 00:15:59,590
four, five, six, I was like, no,
man, there's situations where I

455
00:16:00,090 --> 00:16:03,030
can be because I was always trying
to like work things.

456
00:16:03,030 --> 00:16:09,320
And it's like, so in this, you're
part of the problem or the

457
00:16:09,320 --> 00:16:09,440
solution.

458
00:16:09,440 --> 00:16:10,080
That's where I go.

459
00:16:10,360 --> 00:16:11,980
So TNT takes no talent.

460
00:16:11,980 --> 00:16:14,020
I want to be, I want those people

461
00:16:14,020 --> 00:16:15,900
on my team.

462
00:16:15,900 --> 00:16:17,540
I want those people that make

463
00:16:17,540 --> 00:16:19,040
their bed every day and gets them
into a routine.

464
00:16:19,400 --> 00:16:23,360
I want those people that when
they're on a sports team, they

465
00:16:23,360 --> 00:16:25,860
pick their jersey up.

466
00:16:26,040 --> 00:16:27,720
They, they put it up, they hang

467
00:16:27,720 --> 00:16:28,880
where it's supposed to go.

468
00:16:28,880 --> 00:16:29,980
I want, takes no talent.

469
00:16:29,980 --> 00:16:34,740
I want the people that in practice
drills don't cut lines.

470
00:16:34,740 --> 00:16:35,440
They don't.

471
00:16:35,440 --> 00:16:37,000
Like miss out on the exercise.

472
00:16:37,480 --> 00:16:39,680
I see kids in my soccer practice
all the time.

473
00:16:39,680 --> 00:16:41,180
I'll get on my kid for that.

474
00:16:41,180 --> 00:16:42,900
Like more than other stuff.

475
00:16:42,900 --> 00:16:43,820
You're rough in a game.

476
00:16:43,820 --> 00:16:45,080
Don't care.

477
00:16:45,080 --> 00:16:47,620
You didn't do, you were supposed
to do 10 pushups and you did eight

478
00:16:47,620 --> 00:16:48,860
and three of them suck.

479
00:16:48,860 --> 00:16:50,360
We got a problem because how you

480
00:16:51,420 --> 00:16:52,520
practice is how you play.

481
00:16:52,520 --> 00:16:53,580
It's cliche, but it's true.

482
00:16:53,640 --> 00:16:57,560
What the things you do when no
one's looking, that's what defines

483
00:16:57,560 --> 00:16:57,780
you.

484
00:16:57,780 --> 00:16:59,060
That will end up being your thing.

485
00:16:59,060 --> 00:17:01,340
How you practice is how you play.

486
00:17:01,400 --> 00:17:02,220
And a lot of you aren't really

487
00:17:02,220 --> 00:17:04,119
practicing that well.

488
00:17:04,119 --> 00:17:07,300
You're out tricking people into

489
00:17:07,300 --> 00:17:09,140
thinking you're practicing,
tricking yourself into thinking

490
00:17:09,300 --> 00:17:10,339
you're doing things good.

491
00:17:10,339 --> 00:17:12,180
And I don't know what you're doing

492
00:17:12,180 --> 00:17:13,400
on the computer.

493
00:17:13,400 --> 00:17:15,440
And I don't know who you're

494
00:17:15,440 --> 00:17:15,720
talking to.

495
00:17:15,720 --> 00:17:17,400
I don't know what you're saying.

496
00:17:17,400 --> 00:17:20,260
But all of a sudden, poof, six
hours of your day are gone.

497
00:17:20,260 --> 00:17:22,200
And what did mommy or daddy or
what did you do?

498
00:17:22,200 --> 00:17:23,800
Fuck, sweet fuck all.

499
00:17:23,800 --> 00:17:25,020
Oh, man, it's getting spicy in

500
00:17:25,020 --> 00:17:25,480
here again.

501
00:17:25,480 --> 00:17:29,180
I got to tone this down.

502
00:17:29,180 --> 00:17:31,640
So we covered a couple of things.

503
00:17:31,760 --> 00:17:33,240
What I thought was the best time

504
00:17:33,240 --> 00:17:35,400
to be a broker, I think it's now,
right?

505
00:17:35,400 --> 00:17:36,000
That's my opinion.

506
00:17:36,000 --> 00:17:38,500
You can't convince me otherwise

507
00:17:38,500 --> 00:17:43,420
with how quickly, like I said, I
just go back to, I see teenagers

508
00:17:43,420 --> 00:17:44,620
turning into millionaires from a
social platform.

509
00:17:44,620 --> 00:17:48,520
And you're telling me a grown -ass
adult can't go build a brand about

510
00:17:48,520 --> 00:17:49,400
being a mortgage broker.

511
00:17:49,400 --> 00:17:51,880
on Instagram or build YouTube and

512
00:17:52,920 --> 00:17:54,280
get people to build trust.

513
00:17:54,280 --> 00:17:56,360
You're telling me you can't do

514
00:17:56,360 --> 00:18:01,200
that, but a fucking 12 -year -old
over here can do that and sell

515
00:18:01,200 --> 00:18:01,400
backpacks.

516
00:18:01,400 --> 00:18:02,920
Like, come on.

517
00:18:02,920 --> 00:18:03,180
Really?
Come on.

518
00:18:03,180 --> 00:18:07,500
So now that becomes, if you're a
mortgage broker in today's world,

519
00:18:07,500 --> 00:18:12,560
and I have people on my team that
don't want to do social, and

520
00:18:12,560 --> 00:18:12,920
that's super cool.

521
00:18:12,920 --> 00:18:13,540
I don't care.

522
00:18:13,540 --> 00:18:14,600
I'm not going to sit there.

523
00:18:14,600 --> 00:18:15,820
Say, you got to do it.

524
00:18:15,820 --> 00:18:16,540
You do what you do.

525
00:18:16,720 --> 00:18:18,000
We provide certain things for you

526
00:18:18,680 --> 00:18:21,280
and then you choose to use them or
not.

527
00:18:21,280 --> 00:18:21,480
Whatever.

528
00:18:21,480 --> 00:18:22,580
It doesn't matter to me.

529
00:18:22,580 --> 00:18:25,720
There's certain people that have
other business models.

530
00:18:25,720 --> 00:18:27,720
I totally get it.

531
00:18:27,720 --> 00:18:28,380
Totally get it.

532
00:18:28,380 --> 00:18:31,980
But if I'm a broker in today's day
and age, the skill set, this is

533
00:18:31,980 --> 00:18:32,400
more important.

534
00:18:32,400 --> 00:18:33,780
Understanding how to be consistent

535
00:18:33,780 --> 00:18:37,600
and comfortable on camera and
being a storyteller and building a

536
00:18:37,780 --> 00:18:38,160
brand.

537
00:18:38,160 --> 00:18:39,960
That's more important than

538
00:18:39,960 --> 00:18:40,900
structuring a file.

539
00:18:40,900 --> 00:18:43,120
1 ,000%.

540
00:18:43,120 --> 00:18:45,380
And it's not because I can get
help on that.

541
00:18:45,440 --> 00:18:48,280
I can get help how to structure a
file.

542
00:18:48,280 --> 00:18:53,140
I can send an email, make a phone
call, send a text.

543
00:18:53,140 --> 00:18:55,400
I can get help on that.

544
00:18:55,400 --> 00:18:59,380
I can't get help on my face being

545
00:18:59,380 --> 00:19:03,320
out there on Instagram talking
about mortgages to get people to

546
00:19:03,320 --> 00:19:05,900
like and trust me to book a
discovery call with me.

547
00:19:05,900 --> 00:19:07,680
I can't get help with that.

548
00:19:07,680 --> 00:19:14,400
I can hire people to put up these

549
00:19:14,400 --> 00:19:17,300
postcard things that don't do
anything, but I need to be on

550
00:19:17,320 --> 00:19:19,020
video on social or just don't be
on it.

551
00:19:19,020 --> 00:19:20,780
Just wasting your time.

552
00:19:20,780 --> 00:19:23,660
So that's what I'm saying.

553
00:19:23,780 --> 00:19:26,060
This is more important than you
structuring files.

554
00:19:26,060 --> 00:19:29,100
So this, as a business owner, 2025
and moving forward, and even the

555
00:19:29,100 --> 00:19:32,040
past couple of years, this has to
be a big thing, learning social

556
00:19:32,040 --> 00:19:32,180
media.

557
00:19:32,180 --> 00:19:33,220
It always comes back to this,

558
00:19:33,220 --> 00:19:34,040
doesn't it?
The social thing.

559
00:19:34,040 --> 00:19:36,680
I talked to a broker yesterday and
you know who you are.

560
00:19:37,880 --> 00:19:41,020
I won't mention you by name, but
you know who you are.

561
00:19:41,020 --> 00:19:43,980
I talked to you and he's a new
broker.

562
00:19:43,980 --> 00:19:46,800
He's been about a year.

563
00:19:46,800 --> 00:19:48,400
He reached out.

564
00:19:48,400 --> 00:19:50,540
He's like, Hey, I want to join
team Wiley.

565
00:19:50,540 --> 00:19:53,360
I'm like, you're not ready, man.

566
00:19:53,360 --> 00:19:58,120
X, Y, Z. You're not ready.

567
00:19:58,120 --> 00:20:00,780
You need to go learn a bunch of
stuff still.

568
00:20:01,160 --> 00:20:04,140
And then come back to me in six
months.

569
00:20:04,140 --> 00:20:05,060
He's like, got it.

570
00:20:05,060 --> 00:20:06,480
But we checked out his social

571
00:20:06,640 --> 00:20:06,760
stuff.

572
00:20:06,760 --> 00:20:07,880
He's doing deals.

573
00:20:07,880 --> 00:20:11,940
He's doing, I think this year he's
got three or 4 million done.

574
00:20:11,940 --> 00:20:16,440
And he's, I think if I believe in
his 10th month.

575
00:20:16,440 --> 00:20:17,220
Something like that.

576
00:20:17,220 --> 00:20:19,020
First six months is really just

577
00:20:19,020 --> 00:20:21,080
learning a bunch of stuff.

578
00:20:21,080 --> 00:20:23,030
But he went out and built a brand

579
00:20:23,030 --> 00:20:23,610
on social.

580
00:20:23,610 --> 00:20:23,950
on social.

581
00:20:23,950 --> 00:20:25,450
I went and looked.

582
00:20:25,450 --> 00:20:27,670
I looked at it.

583
00:20:27,670 --> 00:20:28,890
I'm like, man, this is great.

584
00:20:28,890 --> 00:20:30,530
This is freaking awesome.

585
00:20:30,530 --> 00:20:32,650
He's like, yeah, people know me
now.

586
00:20:32,650 --> 00:20:35,050
And people are reaching out for
him.

587
00:20:35,050 --> 00:20:38,290
And he's like, I don't know why
people don't.

588
00:20:38,290 --> 00:20:40,290
I'm like, yeah, don't tell anyone.

589
00:20:40,290 --> 00:20:42,910
Let them suffer in silence, as

590
00:20:42,910 --> 00:20:43,150
they say.

591
00:20:43,150 --> 00:20:43,850
And he's like, yeah.

592
00:20:44,050 --> 00:20:50,110
And so he's out hustling at a
second job, working in a mall at a

593
00:20:50,110 --> 00:20:50,410
Freedom Mobile.

594
00:20:50,530 --> 00:20:52,530
working 20, 30 hours a week.

595
00:20:52,530 --> 00:20:55,970
And then he gets leads from there.

596
00:20:55,970 --> 00:20:57,170
And they puts them into his email

597
00:20:57,170 --> 00:20:57,290
list.

598
00:20:57,290 --> 00:20:57,930
He's listening to the podcast.

599
00:20:57,930 --> 00:20:59,570
He's like, right, I listen to the
podcast.

600
00:20:59,570 --> 00:21:00,570
I'm just doing what you're saying.

601
00:21:00,570 --> 00:21:02,510
And then I put them on my email

602
00:21:02,510 --> 00:21:03,490
list and I market to him there.

603
00:21:03,490 --> 00:21:04,590
And then I do my social.

604
00:21:04,650 --> 00:21:07,130
And he's like, that's where my
deals are coming from.

605
00:21:07,130 --> 00:21:08,270
And I'm like, ah, go figure, eh?
Interesting.

606
00:21:08,270 --> 00:21:09,150
But he's a newer agent.

607
00:21:09,150 --> 00:21:09,310
So phenomenal.

608
00:21:09,310 --> 00:21:12,150
I know agents who have been in the
game for 10 years who haven't

609
00:21:12,150 --> 00:21:14,070
closed 4 million already.

610
00:21:14,410 --> 00:21:14,690
Right?

611
00:21:14,690 --> 00:21:15,410
It's one of those interesting
things.

612
00:21:15,410 --> 00:21:16,030
So that's it, kids.

613
00:21:16,030 --> 00:21:16,970
TNT, TNT, Dynamite.

614
00:21:17,570 --> 00:21:19,930
It's ACDC song for those of you
who don't know.

615
00:21:19,930 --> 00:21:22,250
For those of you who do, how about
that, eh?

616
00:21:22,250 --> 00:21:22,970
A little pop culture reference.

617
00:21:22,970 --> 00:21:23,670
Takes no talent.

618
00:21:23,670 --> 00:21:27,890
You should be writing that
somewhere on a board in front of

619
00:21:28,970 --> 00:21:29,290
you.

620
00:21:29,290 --> 00:21:30,470
If you ever need to get centered,

621
00:21:30,530 --> 00:21:31,110
you get off.

622
00:21:31,210 --> 00:21:33,870
Like how many of you know what to

623
00:21:33,870 --> 00:21:35,650
do in your business but are not
doing it?

624
00:21:35,650 --> 00:21:36,290
Put your hand up.

625
00:21:36,290 --> 00:21:36,650
And then TNT.

626
00:21:36,650 --> 00:21:37,230
That should set you right.

627
00:21:37,230 --> 00:21:38,830
It did me for many years.

628
00:21:38,830 --> 00:21:41,050
I was like, takes no talent.

629
00:21:41,050 --> 00:21:43,850
Just do the things that take no

630
00:21:43,910 --> 00:21:44,570
talent, Ryan.

631
00:21:44,570 --> 00:21:45,930
I don't need to go learn anymore.

632
00:21:45,930 --> 00:21:46,590
I don't.

633
00:21:46,590 --> 00:21:48,610
If I'm going to learn, I'm going

634
00:21:49,560 --> 00:21:51,580
to go learn how to build a brand
on social.

635
00:21:51,580 --> 00:21:53,320
So last thing, because I think
this is very important.

636
00:21:53,320 --> 00:21:54,460
First, podcast brought to you by
Americana.

637
00:21:54,460 --> 00:21:55,140
This came up in conversation this
week.

638
00:21:55,140 --> 00:21:57,180
And it was, hey, Ryan, should I go
build social right now?

639
00:21:57,180 --> 00:21:58,840
I'm a newer, I've been a year and
I haven't really done much.

640
00:21:58,840 --> 00:22:01,900
Should I go build my brand there?
The answer is yes, but not now.

641
00:22:01,900 --> 00:22:04,560
Yes, but now you're like, Ryan,
I'm really confused because you're

642
00:22:04,560 --> 00:22:07,120
saying, go do this, go do that.

643
00:22:07,120 --> 00:22:09,880
No, he has another plan.

644
00:22:09,880 --> 00:22:11,200
I gave him a four -step plan to go
execute.

645
00:22:11,200 --> 00:22:14,780
Go do that before you go do this.

646
00:22:15,300 --> 00:22:16,580
But in the meantime, in the

647
00:22:17,200 --> 00:22:22,350
meantime, you should become a
student of the game.

648
00:22:22,350 --> 00:22:24,710
If you believe social media can
make you millions of dollars and

649
00:22:24,710 --> 00:22:27,830
it will, if you believe or
whatever it is you think can do

650
00:22:27,830 --> 00:22:30,130
that, go become a student of the
game.

651
00:22:30,130 --> 00:22:33,630
So instead of TV, at nighttime
instead of whatever the hell

652
00:22:33,970 --> 00:22:35,810
you're doing, scrolling, doom
scrolling, they call it, whatever

653
00:22:35,810 --> 00:22:38,330
you're doing, that's just like
you're checking out and you're

654
00:22:38,330 --> 00:22:38,830
just like chilling out.

655
00:22:38,830 --> 00:22:39,950
Go and learn about that.

656
00:22:39,950 --> 00:22:41,590
Go and watch you.

657
00:22:41,590 --> 00:22:43,700
This is what I do.

658
00:22:43,700 --> 00:22:44,600
I'm like, I geek out.

659
00:22:44,600 --> 00:22:46,020
And during the week, I watch no TV

660
00:22:46,100 --> 00:22:47,040
unless it's an Oilers game.

661
00:22:47,040 --> 00:22:49,880
I watch no TV and I just start

662
00:22:49,880 --> 00:22:50,040
learning.

663
00:22:50,040 --> 00:22:53,260
And it's like, hey, I'm going to

664
00:22:53,960 --> 00:22:54,640
go learn this.

665
00:22:54,640 --> 00:22:55,560
And yesterday, I'll give an

666
00:22:55,560 --> 00:22:55,720
example.

667
00:22:55,720 --> 00:22:57,580
Yesterday, I spent an hour and a

668
00:22:57,580 --> 00:22:57,960
half.

669
00:22:58,420 --> 00:22:59,740
Of time I did not want to.

670
00:22:59,740 --> 00:23:04,020
Learning how to use the remix
feature to do reaction videos on

671
00:23:04,020 --> 00:23:04,200
Instagram.

672
00:23:04,200 --> 00:23:06,420
I can't believe those words just

673
00:23:06,420 --> 00:23:07,860
left my mouth.

674
00:23:07,960 --> 00:23:08,560
I can't believe it.

675
00:23:08,560 --> 00:23:10,940
In that row, I can't believe it.

676
00:23:11,220 --> 00:23:11,700
But I did.

677
00:23:11,700 --> 00:23:12,280
And did I learn?
Yes.

678
00:23:12,280 --> 00:23:14,000
Something that maybe should have
taken me 15 minutes took me an

679
00:23:14,000 --> 00:23:14,700
hour and a half.

680
00:23:14,700 --> 00:23:17,060
But I locked myself in a room and

681
00:23:17,180 --> 00:23:18,020
I figured it out.

682
00:23:18,020 --> 00:23:18,560
So guess what?

683
00:23:18,560 --> 00:23:19,640
I'm smarter on social today than I
was yesterday.

684
00:23:19,640 --> 00:23:20,680
I have a new skill set.

685
00:23:20,680 --> 00:23:22,800
Now I have a new way to record

686
00:23:22,800 --> 00:23:24,820
content that will resonate with
people and just show a different

687
00:23:25,460 --> 00:23:28,020
angle, which will help build my
brand.

688
00:23:28,020 --> 00:23:30,620
See where I'm going?
So instead of you watching the

689
00:23:30,620 --> 00:23:33,320
Netflix stuff and all this, which
is cool, but you're no better off.

690
00:23:33,320 --> 00:23:34,920
Just think about that for a
moment.

691
00:23:34,920 --> 00:23:36,580
It's not like you shut off.

692
00:23:36,580 --> 00:23:37,000
You're an entrepreneur.

693
00:23:37,000 --> 00:23:39,750
There are no nine to five hours.

694
00:23:39,750 --> 00:23:41,610
You just don't go.

695
00:23:41,610 --> 00:23:45,110
Because your brain's always going,
especially if you want to up your

696
00:23:45,110 --> 00:23:46,390
game, turn it into a hobby.

697
00:23:46,390 --> 00:23:47,810
All the hobbies you have, I got

698
00:23:47,810 --> 00:23:53,470
rid of and I replaced with stuff
for my business.

699
00:23:53,470 --> 00:23:55,150
I got rid of fantasy football,
which was, I loved it.

700
00:23:55,150 --> 00:23:56,050
It was awesome.

701
00:23:56,050 --> 00:23:57,850
But I was like, how can I be

702
00:23:57,850 --> 00:24:01,930
struggling as a business owner
over here and then go and spend an

703
00:24:02,110 --> 00:24:04,110
hour on my fantasy football when I
should be learning an hour on a

704
00:24:04,110 --> 00:24:07,790
skill set that's going to go help
make money for my family?

705
00:24:08,560 --> 00:24:09,400
That's my mentality.

706
00:24:09,400 --> 00:24:10,240
That should be yours.

707
00:24:10,500 --> 00:24:11,620
Anyways, that's it, kids.

708
00:24:11,620 --> 00:24:13,620
This is The Mortgage Game.

709
00:24:13,620 --> 00:24:15,020
Thanks for listening.

710
00:24:15,020 --> 00:24:16,740
Peace out till next week.