March 13, 2025
266: How to Weaponize Your Calendar
In this episode, I share why you need to stop overcomplicating your business and instead use simple streamlined processes, including how to leverage your calendar as a powerful productivity tool.
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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 here in traffic,
Dodge Ram Studio, on the way to
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pick up my son from EcoCooks,
which is like a weekly thing where
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it's two hours.
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They teach these kids.
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They give them a budget.
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They have to shop.
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They have to prep.
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They teach them the origin of
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food.
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They teach them.
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you know, the farmers, the
ecosystem behind the food, how it
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gets to your table, what you do
after with it, how to actually
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cook and saute.
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And it's pretty cool.
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Eight weeks in, he's good now.
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This is the last one.
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Anyways, just filling in.
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Yeah, it's pretty cool.
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So once again, I'm doing this
podcast, I'm finding time, right?
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I could just be driving, listening
to music, or I could be doing
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this.
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So I've chosen to do this for you.
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to add ideas in my head and things
I want to talk about.
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None of this is scripted ever.
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270 episodes.
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I don't even know how many hours
that is. 85 hours of just talking.
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It's kind of crazy to say that out
loud.
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Anyways, there's no reason you
can't do whatever you do when
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you're driving here.
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I usually do content when I'm
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driving.
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Talk this, do this.
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You could be... doing opens on
your phone, on Instagram.
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You could be responding back to
people.
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You should be doing your five
texts.
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There's tons of stuff you can do
in these little slivers of time we
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have through the day instead of
just doing the norm.
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That's not what the podcast is
about, though, is it?
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No, this podcast is about...
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So I'm just going to share a
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couple of tips and tricks that I
used in my mortgage career and
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we're using now with Team Wiley
stuff.
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Even in Strategy Hub, we're
pushing this a lot.
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And I understand how... chaotic, I
don't know if chaotic is the word,
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how unorganized you are.
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I was unorganized, but I was
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organized more than the average
broker.
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But the thing is with me is a lot
of people love organization.
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They just, they love the checklist
where you just keep going, oh, the
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checklist, the next one, the next
one.
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They get just a feeling of
gratitude, maybe not gratitude,
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gratification for doing that.
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Totally get it.
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Awesome.
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I gave myself such little easy
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things to do that nothing seemed
like a big challenge to me.
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And so a lot of you are out there
and you're learning and you're
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taking notes and you got scripts
and you got processes or you don't
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have processes and you're just
kind of winging things and a
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little all over the place.
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I'm starting to look under the
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hood of a lot of people's
businesses and I'm realizing it's
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basically just banging around in
your coconut the whole time.
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And then you're just hoping you
get to it or remember to get to
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it.
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So I'm just going to give you some
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basic structure around this, like
the simplest thing.
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And sure, could you have cello
boards and SOPs and, you know,
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these booklets that outline all
the things and these video like,
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sure, absolutely.
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You could have all that.
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That sounds like a nightmare to
me.
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It does.
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This business isn't complicated.
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There are a lot of hats you have
to wear in departments, but we
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overcomplicate the fuck out of it.
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We do.
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You could just do two things and
accomplish someone else doing
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eight things, right, for what you
need it for.
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And so I'm going to give you a
couple examples.
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And so we recently just went
through content creation on
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Friday.
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And you build the process.
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Okay, I have an idea.
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And how do I get that idea into a
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fully edited video that is cross
-posted on three platforms, let's
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say.
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And how do I take that idea and
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take it from there?
And then build an email around it.
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And then how do I build a blog
around it?
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So how do I like do all that?
So in your head, if someone asked
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you with a gun to your head, you
would say all the things.
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But when it comes to the day
you're supposedly going to make
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the video, which is every day or
every second day or you batch it
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out or whatever, you sort of sit
there and you go, I kind of know
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what to do.
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Can't remember.
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I had it written down somewhere.
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It's on a sheet.
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It's on a Google Doc.
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It's over here in my email.
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And you're kind of just scrambling
all over the place.
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So I came up with the simplest way
of just making sure, A, it gets
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done, doesn't get missed.
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And B, you know what to do.
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And you're not wasting time
looking for all the parts of the
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puzzle to put together.
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And so in that example, I gave you
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of content creation.
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So it's like, okay, pick an idea.
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And then what do you do with the
idea?
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Well, how do I pick the idea?
Well, look at my calendar.
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I'm just giving you an example.
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I look at my calendar and I find
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calls I've had and I pull out some
there and I put in a structure of
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problem solution outcome and I
open up Google Docs and I go into
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voice memo with the under tools
and I just start brain dumping
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problem solution outcome based on
the Smith family phone call I just
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had.
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And they called me with the
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problem of they were stressed out.
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They couldn't send their kid to
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any more hockey because finances
were tight and they had to make a
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judgment call.
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And they're extremely stressed
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out.
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They have equity in their home.
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They thought they'd be further
along.
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The solution was I jumped on a 15,
20 -minute call.
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It looked like to me we could do a
debt consolidation.
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I laid out a proposal for them.
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We could save them $700 a month.
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The outcome is they're extremely
happy.
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They are using the equity, which
is dead money in their home, to
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improve their quality of life now
instead of waiting until later.
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So I brain dumped that out on
Google Docs.
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And then I take that from Google
Docs and I put it into ChatGPT or
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Gemini or Grok or whatever, some
sort of AI software.
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And I go, hey, can you summarize
this in a problem solution
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outcome?
And put it in point form so I can
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use it as a reference for an
Instagram reel.
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And I want to make the reel 45 to
90 seconds long.
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Okay.
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And it goes, I'm just going to put
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it out.
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Then I have that beside me on the
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screen.
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I put my camera up and I start
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recording.
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And then after I go, can you
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summarize that email to ChatGPT
and put it into a description?
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So it puts in a description for
Instagram and I take that out and
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I audio, I voice memo that into my
Instagram description.
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And then I ask it, what's the best
title?
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And four to six words, it gives me
a title.
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I put that on on Instagram and
blah, blah, blah.
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So that whole thing I just walked
you through, plus how to edit,
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plus all this stuff, plus a
reference point for maybe sheets I
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have on ideas I've had in the past
or whatever.
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I lay all that out in the
description.
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A, I have to put, if it's on the
calendar, it doesn't exist.
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If it's on the calendar, man, I'm
getting jacked up again.
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I've got to slow down.
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If it's not in the calendar, it's
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not going to get done.
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And you're going to have every
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great intention in the world to
get your task list done every
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week, this never -ending task list
you keep adding on to.
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And eventually, stuff will start
falling through the cracks.
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Eventually, you won't be able to
lie in bed at night.
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And remember everything.
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And it's just cycling around your
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brain like a windstorm.
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And you're never going to be able
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to keep up.
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And you're always going to forget.
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So guess what?
Put in your calendar.
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So if you're going to do a video
and you're going to do it three
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days a week, commit to the day.
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So let's just say it's Tuesday,
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Wednesday, Thursday.
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Should be doing it every day.
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But let's just say it's those
days.
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You're going to put, what time are
you going to put it?
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Put it in and commit.
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If it's on the calendar, it
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doesn't exist.
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So I'm going to put it in.
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I'm going to put it in from 8 a
.m.
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to 8 .45.
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Tuesday, Wednesday, Thursday.
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Repeat every week.
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Tuesday, Wednesday, Thursday.
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And then when I go into that email
or go into the calendar in the
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description, I'm going to lay out
my process.
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I'm going to have everything I
just mapped out for you.
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Look at my calendar, pick my
topic.
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And I might have, if I have a
topic sheet with topics I already
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have from somewhere, guess what?
That's going to be hyperlinked in
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there.
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If there's somewhere I have to log
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in a URL to go to, to complete
whatever's in the calendar task,
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then I have the URL in the
description, hyperlinked, and I
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have my login and my password in
there.
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So anything I need to get the task
done is inside the calendar
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description.
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So guess what?
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It's all baked into my calendar.
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Now, all these processes all
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around you, the follow -ups you do
on Monday with your realtor lead
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tracker sheet, the follow -ups you
do with buyer and seller agents on
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Wednesdays from any file you're
on, the follow -ups you do, the
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reach -outs to referral partners,
the anything, everything,
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anywhere.
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The content, it's all in your
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calendar, on repeat, time blocked
with all the links, all the
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resources.
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So you can remove any excuse you
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have.
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You could be on an island of
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Mexico on your phone.
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You don't have your three screens
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in front of you.
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You don't have your laptop with
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passwords memorized.
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You can do everything you need in
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your calendar off of your phone.
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If you set your business up this
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way, you can set it, forget it.
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You can now.
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Understand it's in the calendar,
my process, all the things I've
248
00:08:18,270 --> 00:08:19,150
always wanted to do.
249
00:08:19,430 --> 00:08:19,750
Anything.
250
00:08:19,750 --> 00:08:21,770
I'm doing database mining, rate
arbitrage this day.
251
00:08:21,770 --> 00:08:26,770
I'm going to put it in on repeat
every week, every semi -weekly,
252
00:08:26,770 --> 00:08:28,250
every month, whatever.
253
00:08:28,250 --> 00:08:31,850
I'm going to check in on renewals.
254
00:08:32,010 --> 00:08:35,030
Whatever I'm doing, I'm going to
link the information in there.
255
00:08:35,030 --> 00:08:35,890
I do this for birthdays.
256
00:08:35,890 --> 00:08:37,030
Please, if you're emailing people
257
00:08:37,030 --> 00:08:39,210
on their birthday, that generic
thing that goes out.
258
00:08:39,210 --> 00:08:39,730
And you know, like.
259
00:08:39,830 --> 00:08:40,870
I could take two stances here.
260
00:08:40,870 --> 00:08:44,490
I could go, good for you for
remembering.
261
00:08:44,490 --> 00:08:45,890
Good for you for at least sending
something.
262
00:08:45,890 --> 00:08:48,550
Or it could be like, how freaking
lazy are you?
263
00:08:48,670 --> 00:08:52,760
Is that what you're doing?
How do you feel when you get
264
00:08:52,760 --> 00:08:54,280
those?
I get those from some realtor
265
00:08:54,280 --> 00:08:54,460
partners.
266
00:08:54,460 --> 00:08:55,560
And I'm like, lame.
267
00:08:55,560 --> 00:08:59,720
You could have called me, could
have texted me.
268
00:08:59,720 --> 00:09:01,060
You could have left a voicemail.
269
00:09:01,060 --> 00:09:02,960
You could have done something that
270
00:09:02,960 --> 00:09:07,700
took you 20 seconds, not something
you did one minute eight years
271
00:09:07,700 --> 00:09:08,000
ago.
272
00:09:08,000 --> 00:09:10,440
And then you send me this bullshit
273
00:09:10,440 --> 00:09:11,860
card with a fake birthday card.
274
00:09:12,060 --> 00:09:14,220
taking it and you're like, hey,
275
00:09:14,360 --> 00:09:14,580
happy birthday.
276
00:09:14,580 --> 00:09:16,380
If referrals are the best thing,
277
00:09:16,380 --> 00:09:17,340
I'm always here.
278
00:09:17,340 --> 00:09:19,100
Like, come on.
279
00:09:19,100 --> 00:09:22,240
So what do you do?
At compliance, well, right now you
280
00:09:22,240 --> 00:09:25,100
should pull all your data and put
the birthdays in your calendar.
281
00:09:25,100 --> 00:09:26,700
At compliance, you can put
birthdays in your calendar.
282
00:09:26,700 --> 00:09:29,980
I always put them at 5 a .m.
283
00:09:29,980 --> 00:09:32,300
So when my calendar baked in, I
284
00:09:32,300 --> 00:09:33,420
have all the birthdays for that
day.
285
00:09:33,420 --> 00:09:35,420
Guess what?
I have their email, their name,
286
00:09:35,420 --> 00:09:37,180
their email, and I have their
phone number.
287
00:09:37,360 --> 00:09:38,740
So I can text, email, call,
whatever.
288
00:09:38,740 --> 00:09:40,560
And I just fire that out.
289
00:09:40,560 --> 00:09:41,800
And I usually do voice memo.
290
00:09:41,800 --> 00:09:43,100
Hey, happy birthday, Jim.
291
00:09:43,100 --> 00:09:43,940
Happy birthday, man.
292
00:09:43,940 --> 00:09:45,780
It's been a while since we
chatted.
293
00:09:45,780 --> 00:09:46,400
I hope all well.
294
00:09:46,400 --> 00:09:49,120
I hope Gene's treating you well.
295
00:09:49,120 --> 00:09:52,040
I hope you're going out for a big
dinner.
296
00:09:52,040 --> 00:09:56,460
Anyways, if you got some cool
going on, let me know.
297
00:09:56,620 --> 00:09:57,760
Otherwise, happy birthday.
298
00:09:58,680 --> 00:10:00,460
Sometimes I sing happy birthday to
299
00:10:00,460 --> 00:10:01,000
you.
300
00:10:01,300 --> 00:10:02,100
Happy birthday to you.
301
00:10:02,100 --> 00:10:02,580
Happy birthday, dear Jim.
302
00:10:02,580 --> 00:10:03,100
Happy birthday to you.
303
00:10:03,100 --> 00:10:04,440
It's Ryan Wiley, Mortgage Broker.
304
00:10:04,440 --> 00:10:05,300
Have a good day.
305
00:10:05,300 --> 00:10:05,720
And boom.
306
00:10:05,720 --> 00:10:06,460
Now, is that memorable?
307
00:10:06,460 --> 00:10:06,720
Fuck yeah.
308
00:10:06,720 --> 00:10:07,840
That cost me any money?
309
00:10:07,840 --> 00:10:09,900
Fuck no. Is there a wow factor?
Fuck yeah.
310
00:10:09,900 --> 00:10:11,500
It's the fuck yeah, fuck no show.
311
00:10:11,700 --> 00:10:12,100
Right?
312
00:10:12,100 --> 00:10:12,840
Yeah, do that.
313
00:10:13,220 --> 00:10:14,040
Don't be lazy.
314
00:10:14,040 --> 00:10:15,480
Put it in the calendar.
315
00:10:15,480 --> 00:10:16,440
You never miss it.
316
00:10:16,440 --> 00:10:18,060
Just as an example.
317
00:10:18,280 --> 00:10:19,790
So as I go through all these
318
00:10:19,810 --> 00:10:22,830
things, I'm looking, I'm looking
around and there's a lot of people
319
00:10:22,830 --> 00:10:24,650
that have Google Doc Sheets on top
of Google Doc Sheets, which
320
00:10:24,650 --> 00:10:27,070
really, you should have one master
resource sheet that has
321
00:10:27,070 --> 00:10:27,150
everything.
322
00:10:27,150 --> 00:10:27,830
So this is... outside of the
323
00:10:27,830 --> 00:10:30,290
calendar thing, because this
master sheet could be inside all
324
00:10:30,350 --> 00:10:31,010
of your calendar descriptions.
325
00:10:31,370 --> 00:10:34,850
So if you've got scripts for DMs,
326
00:10:34,850 --> 00:10:41,270
if you've got content ideas, if
you've got scripts for calls, if
327
00:10:41,270 --> 00:10:45,770
you have a prospecting sheet, if
you have a rate tracker, if you
328
00:10:46,070 --> 00:10:50,320
have any training that you thought
was interesting, if you have a
329
00:10:50,320 --> 00:10:53,800
green screen video you liked on
YouTube, hyperlink it on your
330
00:10:53,800 --> 00:10:54,480
master resource sheet.
331
00:10:54,480 --> 00:10:57,420
Call it how to green screen on
332
00:10:57,660 --> 00:10:59,100
Instagram and hyperlink it.
333
00:10:59,100 --> 00:11:00,400
So you're not scrambling going,
334
00:11:00,400 --> 00:11:01,700
what's that thing?
What's that thing?
335
00:11:02,060 --> 00:11:04,300
You start building this resource
folder, this one page that lives
336
00:11:04,300 --> 00:11:06,640
forever with all the things you
need and you can categorize it
337
00:11:06,640 --> 00:11:06,740
accordingly.
338
00:11:06,740 --> 00:11:09,100
It's your one -stop shop to run
339
00:11:09,100 --> 00:11:09,640
your mortgage business.
340
00:11:09,640 --> 00:11:12,520
You're not going off to all these
341
00:11:12,520 --> 00:11:13,400
different things.
342
00:11:13,400 --> 00:11:15,480
If you have budgets, you can have
343
00:11:15,480 --> 00:11:17,180
the master on there.
344
00:11:17,180 --> 00:11:19,220
You can have, right?
345
00:11:19,220 --> 00:11:21,780
So this is where we go.
346
00:11:21,780 --> 00:11:24,480
We just have to like, a lot of you
347
00:11:24,480 --> 00:11:25,660
are there.
348
00:11:25,740 --> 00:11:28,300
Some of you have blown this out of
349
00:11:28,300 --> 00:11:28,860
the water.
350
00:11:28,860 --> 00:11:30,340
Some of you are.
351
00:11:30,340 --> 00:11:32,580
way too organized, right?
You're way too organized because
352
00:11:32,580 --> 00:11:35,340
you're doing all the organizing
because you don't want to go do
353
00:11:35,440 --> 00:11:35,560
the prospecting.
354
00:11:35,560 --> 00:11:38,420
And so you're like, I have it.
355
00:11:38,420 --> 00:11:38,960
Everything's tidy.
356
00:11:39,380 --> 00:11:41,880
And I got my scripts and all the
357
00:11:41,880 --> 00:11:42,260
emails gone.
358
00:11:42,260 --> 00:11:43,420
You're like, you're like Ned
359
00:11:43,420 --> 00:11:44,360
Flanders skipping around.
360
00:11:44,500 --> 00:11:45,600
Hey, how's it going?
361
00:11:45,600 --> 00:11:46,700
Got my checklist, got my thing.
362
00:11:46,700 --> 00:11:47,500
How's your lead pipeline?
363
00:11:47,500 --> 00:11:50,440
Whoa, we don't talk about that.
364
00:11:50,440 --> 00:11:51,420
Fight club.
365
00:11:51,420 --> 00:11:52,480
The market's down, man.
366
00:11:52,480 --> 00:11:53,000
The market's down.
367
00:11:53,000 --> 00:11:55,280
Markets down, lenders are crushing
me, blah, blah, blah.
368
00:11:55,280 --> 00:11:56,660
But I got automated emails going
out.
369
00:11:56,660 --> 00:12:00,200
I've got this, right?
You're just, you're tinkering too
370
00:12:00,200 --> 00:12:00,400
much.
371
00:12:00,400 --> 00:12:01,700
It's a fine line there.
372
00:12:01,700 --> 00:12:05,280
So I feel like I rode the middle
there, but maybe even more to less
373
00:12:05,280 --> 00:12:05,400
tinkering.
374
00:12:05,400 --> 00:12:06,680
I'm like, man, and I, cause I
375
00:12:06,680 --> 00:12:08,460
would always catch myself cause
it's super easy to tinker.
376
00:12:08,460 --> 00:12:12,240
You get in there and you're like,
Ooh, I'm going to put a logo on
377
00:12:12,240 --> 00:12:12,780
this.
378
00:12:13,360 --> 00:12:16,580
Ooh, I'm going to put a footer on
379
00:12:16,580 --> 00:12:16,800
this.
380
00:12:16,800 --> 00:12:17,440
presentation thing.
381
00:12:17,440 --> 00:12:18,840
I'm going to put that down there.
382
00:12:18,840 --> 00:12:20,840
And guess what?
383
00:12:20,840 --> 00:12:22,860
I'm going to put my phone number
and my email address in the
384
00:12:22,860 --> 00:12:25,980
footer, and it's going to be with
my logo colors.
385
00:12:25,980 --> 00:12:26,720
Yeah, I'm good.
386
00:12:26,720 --> 00:12:30,780
Like, is it moving the needle?
387
00:12:30,940 --> 00:12:33,780
Hell to the no. That's just you
being super anal about things.
388
00:12:34,300 --> 00:12:37,760
And if you're doing that in your
spare time and whatever is a
389
00:12:37,760 --> 00:12:38,220
hobby, sure.
390
00:12:38,730 --> 00:12:41,210
But if you're doing it during
391
00:12:41,590 --> 00:12:43,670
business hours, tricking yourself
into thinking you're actually
392
00:12:43,670 --> 00:12:46,870
doing work, that's not the case.
393
00:12:47,010 --> 00:12:49,470
And this is why I could do so many
394
00:12:49,470 --> 00:12:50,990
mortgages when I was brokering.
395
00:12:50,990 --> 00:12:54,550
in so little time is because I
396
00:12:54,690 --> 00:12:54,990
wasn't tinkering.
397
00:12:54,990 --> 00:12:57,710
I had things, they worked, they
398
00:12:57,710 --> 00:12:58,130
didn't break.
399
00:12:58,270 --> 00:12:59,010
We used the same checklist to
400
00:12:59,010 --> 00:13:01,150
track all of our documents for 10
plus years.
401
00:13:01,530 --> 00:13:03,930
We had printed out sheets tracking
10 to 15 files a month.
402
00:13:03,930 --> 00:13:07,650
Our fulfillment would have a stack
of 25 files on the go, printed
403
00:13:07,650 --> 00:13:09,450
out, easy to track.
404
00:13:09,730 --> 00:13:10,970
I'm just saying because we didn't,
405
00:13:10,970 --> 00:13:11,350
like there's this.
406
00:13:11,350 --> 00:13:12,590
ai and software and apps and
407
00:13:12,590 --> 00:13:15,970
paperless and it's like this sexy
sexy stuff sure but it comes at a
408
00:13:15,970 --> 00:13:18,990
cost and some of you have knocked
it out of the park where you've
409
00:13:18,990 --> 00:13:22,250
went extremely paperless which is
awesome and you've got it dialed
410
00:13:22,250 --> 00:13:26,190
in and you geek out and all the
stuff and it's that's really cool
411
00:13:26,190 --> 00:13:28,830
and i have respect for all that
saying it doesn't have to be
412
00:13:28,830 --> 00:13:32,250
there's majority of you are in no
man's land in the middle you're
413
00:13:32,250 --> 00:13:36,430
tinkering away on things that does
not move the needle I had this
414
00:13:36,430 --> 00:13:38,080
conversation with a broker today.
415
00:13:38,080 --> 00:13:39,860
If you're listening to this, you
416
00:13:39,860 --> 00:13:42,000
know who you are.
417
00:13:42,160 --> 00:13:44,880
And I firmly believe it was your
418
00:13:44,880 --> 00:13:45,040
words.
419
00:13:45,040 --> 00:13:47,120
I just kind of reframed it.
420
00:13:47,120 --> 00:13:51,620
Very strict with my life, with
where I spend time and energy and
421
00:13:51,620 --> 00:13:53,460
who I'm helping.
422
00:13:53,460 --> 00:13:56,260
If it's not moving the needle on
423
00:13:56,260 --> 00:14:00,980
my mindset in a positive way, if
it's not moving the needle with
424
00:14:00,980 --> 00:14:03,940
friendships and relationships, or
it's not moving a needle in my
425
00:14:04,200 --> 00:14:08,000
bank account, chances are I'm not
going to do it.
426
00:14:08,000 --> 00:14:11,680
You're going to get a big hell to
the no. Right.
427
00:14:11,680 --> 00:14:13,980
As you start getting pulled in
directions and you start building
428
00:14:13,980 --> 00:14:16,900
things and, you know, be selfish
with your time because you should.
429
00:14:16,900 --> 00:14:18,180
You only have one life here.
430
00:14:18,180 --> 00:14:19,320
Let's live it like I'm not here to
431
00:14:19,320 --> 00:14:20,380
spread it out for everybody.
432
00:14:20,380 --> 00:14:21,500
You have to start doing that.
433
00:14:21,500 --> 00:14:25,020
If you're not moving the needle in
one of those things.
434
00:14:25,020 --> 00:14:26,240
That's like, what are we doing
here?
435
00:14:26,240 --> 00:14:28,480
And I'm very, very, very strict my
time.
436
00:14:28,480 --> 00:14:29,960
And we're having these
conversations inside the
437
00:14:29,960 --> 00:14:30,160
businesses.
438
00:14:30,720 --> 00:14:32,080
It's our strategy hub and VIP club
439
00:14:32,080 --> 00:14:32,980
and team Wiley.
440
00:14:32,980 --> 00:14:33,580
And it's always like.
441
00:14:33,580 --> 00:14:36,780
Does it move the needle or is it
just another thing to give someone
442
00:14:36,780 --> 00:14:41,580
to do?
Does it actually help them to move
443
00:14:41,580 --> 00:14:44,500
the needle?
And we just come down to that
444
00:14:44,500 --> 00:14:45,220
super basic.
445
00:14:45,220 --> 00:14:47,560
And a lot of times it's us just
446
00:14:47,560 --> 00:14:50,260
tearing a sheet up going, nope,
cool idea.
447
00:14:50,260 --> 00:14:51,600
Sounded great.
448
00:14:51,600 --> 00:14:52,520
Does it move the needle?
449
00:14:52,520 --> 00:14:53,340
It could.
450
00:14:53,340 --> 00:14:55,840
Does it move it enough to justify
451
00:14:55,840 --> 00:14:58,780
the resources and the time versus
what else we could be doing?
452
00:14:58,780 --> 00:14:59,520
No, not even close.
453
00:14:59,520 --> 00:15:00,100
Okay, shut it down.
454
00:15:00,100 --> 00:15:03,440
So we come up with ideas all the
time.
455
00:15:03,440 --> 00:15:04,800
Same for Team Wiley, same for
Stroud.
456
00:15:04,800 --> 00:15:07,240
We come up with ideas all the
freaking time.
457
00:15:07,240 --> 00:15:08,200
That's how my brain operates.
458
00:15:08,200 --> 00:15:09,460
That's how Jason's brain operates.
459
00:15:09,460 --> 00:15:11,540
Even Courtney, to some degree, now
she's like, just because she's
460
00:15:11,540 --> 00:15:15,200
been around it for so long, it's
how we're wired now.
461
00:15:15,200 --> 00:15:16,800
And like, but previously, I would
run with it.
462
00:15:16,800 --> 00:15:19,380
And then I'd run with it.
463
00:15:19,480 --> 00:15:19,920
And then I'd tinker.
464
00:15:19,920 --> 00:15:21,040
And then I'd tinker.
465
00:15:21,140 --> 00:15:21,900
And I'd tinker.
466
00:15:21,900 --> 00:15:24,160
And now it's like, does it work?
Yep, do more.
467
00:15:24,160 --> 00:15:25,160
Okay, let's tinker.
468
00:15:25,160 --> 00:15:25,900
Nope, do more.
469
00:15:25,900 --> 00:15:27,560
Okay, I want to tinker a little
bit.
470
00:15:27,560 --> 00:15:29,280
Nope, do more of the stuff that's
working.
471
00:15:29,280 --> 00:15:32,180
Before we move on to anything,
what is already working?
472
00:15:32,180 --> 00:15:33,720
So same with you.
473
00:15:33,720 --> 00:15:35,560
And this is where I'm getting back
474
00:15:35,920 --> 00:15:36,360
to.
475
00:15:36,360 --> 00:15:37,660
Simplifying your world.
476
00:15:37,660 --> 00:15:38,080
Complicated is easy.
477
00:15:38,080 --> 00:15:39,400
Simple is hard.
478
00:15:39,400 --> 00:15:40,360
One of my favorite sayings out
there.
479
00:15:40,360 --> 00:15:41,460
Everyone's complicating the fuck
out of this.
480
00:15:41,560 --> 00:15:42,680
Another example.
481
00:15:42,680 --> 00:15:45,420
We had a conversation in a
482
00:15:45,420 --> 00:15:45,780
coaching group.
483
00:15:46,060 --> 00:15:47,260
And we're talking about
484
00:15:47,260 --> 00:15:47,440
prospecting.
485
00:15:47,440 --> 00:15:49,040
And it was basically like, yeah,
486
00:15:49,040 --> 00:15:49,700
go do this.
487
00:15:49,700 --> 00:15:50,800
Send a DM.
488
00:15:50,800 --> 00:15:52,640
Reach out to everyone you know.
489
00:15:52,640 --> 00:15:54,280
And tell them what you do.
490
00:15:54,420 --> 00:15:55,600
Just remind them what you do.
491
00:15:55,600 --> 00:15:57,510
Ask them if they have a question.
492
00:15:57,670 --> 00:15:57,750
Okay.
493
00:15:57,750 --> 00:15:58,130
And then what?
494
00:15:58,130 --> 00:16:00,050
What if they come back and they
say something?
495
00:16:00,290 --> 00:16:01,050
I don't know.
496
00:16:01,050 --> 00:16:02,770
Have a conversation like a human
497
00:16:02,770 --> 00:16:04,490
being?
Like, I don't know.
498
00:16:04,490 --> 00:16:06,330
Like, what would you do?
Like, oh, yeah.
499
00:16:06,330 --> 00:16:06,870
Yeah, that's true.
500
00:16:06,870 --> 00:16:07,050
Okay.
501
00:16:07,050 --> 00:16:07,250
Yeah.
502
00:16:07,250 --> 00:16:09,470
And then if they come back, yeah,
503
00:16:09,590 --> 00:16:09,910
you, yeah.
504
00:16:10,270 --> 00:16:10,430
Right.
505
00:16:10,430 --> 00:16:14,790
Oh, go and talk to 20 people a
day.
506
00:16:14,790 --> 00:16:17,030
We had this conversation today and
it was, I'm going to touch on this
507
00:16:17,030 --> 00:16:18,710
a little and then we'll wrap this
up shortly.
508
00:16:18,710 --> 00:16:19,650
But it was.
509
00:16:19,650 --> 00:16:21,790
If leads is your number one
510
00:16:21,790 --> 00:16:24,590
problem, I'm going to go back to
things I've said over and over.
511
00:16:24,590 --> 00:16:26,490
I'm like, this is the world
around.
512
00:16:26,490 --> 00:16:29,730
I'm seeing it clear as day, clear
than I've ever seen it before.
513
00:16:29,730 --> 00:16:33,410
The people that do just the same
things over and over again,
514
00:16:33,410 --> 00:16:34,850
they're the ones winning.
515
00:16:34,950 --> 00:16:37,630
So if you need leads, you either
516
00:16:37,630 --> 00:16:42,630
pay for them, you create content
to build a brand and get people to
517
00:16:42,630 --> 00:16:45,550
reach out to you, or you start
conversations.
518
00:16:45,990 --> 00:16:48,870
You're not going to pay for leads.
519
00:16:48,870 --> 00:16:51,470
A lot of you aren't going to do
520
00:16:51,470 --> 00:16:51,650
content.
521
00:16:51,650 --> 00:16:52,550
And I say content.
522
00:16:52,550 --> 00:16:55,180
I mean like two, three posts a day
across four or five platforms.
523
00:16:55,180 --> 00:16:57,240
I mean like you actually go do
content, not just Mickey Mouse
524
00:16:57,400 --> 00:16:58,100
stuff one off.
525
00:16:58,660 --> 00:16:59,880
So let's just say you're not doing
526
00:16:59,880 --> 00:17:00,240
that.
527
00:17:00,240 --> 00:17:02,100
Okay, then you start
528
00:17:02,840 --> 00:17:03,120
conversations.
529
00:17:03,120 --> 00:17:05,060
So your goal is, and it could be
530
00:17:05,060 --> 00:17:06,680
people who already know you.
531
00:17:06,680 --> 00:17:08,260
You're just starting a
532
00:17:08,380 --> 00:17:10,940
conversation with someone who
didn't think they'd be talking to
533
00:17:10,940 --> 00:17:11,380
you that day.
534
00:17:11,480 --> 00:17:13,540
And if you're not doing that, then
535
00:17:13,540 --> 00:17:16,400
what are you doing?
And if you need business, it's
536
00:17:16,400 --> 00:17:17,339
really that simple.
537
00:17:17,339 --> 00:17:17,940
Who do you talk to?
538
00:17:17,940 --> 00:17:18,280
Doesn't matter.
539
00:17:18,280 --> 00:17:18,400
Right?
540
00:17:18,400 --> 00:17:19,099
I can give you ideas.
541
00:17:19,099 --> 00:17:19,920
Referral partners, direct -to
542
00:17:20,260 --> 00:17:22,390
-consumer, friends and family,
past coworkers, people connected
543
00:17:22,390 --> 00:17:23,329
on Instagram, on Facebook, on
LinkedIn.
544
00:17:23,329 --> 00:17:24,910
But everyone's like, nah, they
don't want to hear from me.
545
00:17:25,089 --> 00:17:27,829
Nah, I don't know.
546
00:17:27,829 --> 00:17:28,550
Nah, it doesn't work.
547
00:17:28,550 --> 00:17:30,130
Okay, yeah, you're right.
548
00:17:30,130 --> 00:17:32,090
Even though I'm seeing it work
549
00:17:32,090 --> 00:17:34,990
right in front of me all the time.
550
00:17:34,990 --> 00:17:37,630
We always get back to this, don't
551
00:17:37,630 --> 00:17:39,050
we?
The same old stuff.
552
00:17:39,050 --> 00:17:42,330
Tried not to, but I'm just
extremely passionate about it.
553
00:17:42,490 --> 00:17:44,650
like just the boring business.
554
00:17:44,650 --> 00:17:45,210
So there you go.
555
00:17:45,210 --> 00:17:48,410
You got some tidbits there, how to
basically bake your processes into
556
00:17:48,410 --> 00:17:50,130
your calendar and help maybe
organize all the chaos, all the
557
00:17:50,130 --> 00:17:51,990
stuff you've learned, all the
little pieces of information you
558
00:17:52,190 --> 00:17:52,410
have around.
559
00:17:52,410 --> 00:17:53,930
If they're scattered on pieces of
560
00:17:53,930 --> 00:17:57,010
paper across your desk, go build
your one master resource sheet.
561
00:17:57,010 --> 00:18:00,770
And then if you're confused and
you're not getting stuff done,
562
00:18:00,970 --> 00:18:03,710
even though you know you should be
doing it, put it in the calendar.
563
00:18:04,090 --> 00:18:05,590
And then guess what happens?
It's Thursday.
564
00:18:05,590 --> 00:18:06,170
It's 8 a .m.
565
00:18:06,170 --> 00:18:07,430
You look at your calendar.
566
00:18:07,430 --> 00:18:08,890
It says prospect for an hour.
567
00:18:08,890 --> 00:18:09,770
Here's the list I'm prospecting.
568
00:18:09,770 --> 00:18:11,450
This is what I'm saying.
569
00:18:11,450 --> 00:18:11,910
Here's the script.
570
00:18:11,910 --> 00:18:14,030
This is where I'm doing it with.
571
00:18:14,030 --> 00:18:15,630
And this is how I track it.
572
00:18:15,630 --> 00:18:17,450
Then you just have to do it.
573
00:18:17,830 --> 00:18:20,060
And if you don't do it, we'll
574
00:18:20,060 --> 00:18:22,360
shame on you.
575
00:18:22,540 --> 00:18:24,580
But it's not anybody else's fault.
576
00:18:25,020 --> 00:18:28,800
You don't have to keep coming up
with excuses anymore.
577
00:18:28,800 --> 00:18:31,240
I was looking to see who I was
going to know.
578
00:18:31,240 --> 00:18:32,100
The list is in there.
579
00:18:32,100 --> 00:18:33,160
You should have that done.
580
00:18:33,680 --> 00:18:35,680
It's homework, right?
And if you know you're going to be
581
00:18:35,680 --> 00:18:36,800
prospecting and calling on
Tuesday, Wednesday, Thursday, and
582
00:18:36,800 --> 00:18:42,600
you don't have a list built, then
it should be as a reminder in
583
00:18:44,000 --> 00:18:46,520
Monday to remind you to get the
list.
584
00:18:46,520 --> 00:18:48,650
So you can bake this stuff in your
calendar.
585
00:18:48,850 --> 00:18:49,730
It's pretty interesting what
happens.
586
00:18:49,830 --> 00:18:52,150
You help stick to the thing,
right?
587
00:18:52,150 --> 00:18:57,230
Lock yourself in a freaking room
and just follow the processes in
588
00:18:57,230 --> 00:18:58,630
your calendar.
589
00:18:58,630 --> 00:18:59,650
So there you go.
590
00:18:59,650 --> 00:19:00,350
That's it, kids.
591
00:19:00,550 --> 00:19:01,990
This is a shorter one.
592
00:19:01,990 --> 00:19:03,870
Hope you got some from this.
593
00:19:03,870 --> 00:19:05,430
These are like simple tidbits
594
00:19:05,430 --> 00:19:05,850
that...
595
00:19:05,850 --> 00:19:08,410
I'm pulling the curtain back on my
596
00:19:08,410 --> 00:19:12,390
mortgage business and allowed me
to just do things that I don't see
597
00:19:12,390 --> 00:19:13,150
a lot of brokers doing.
598
00:19:13,150 --> 00:19:14,730
Get out of your own way is what it
599
00:19:14,730 --> 00:19:17,150
is, right?
And shut your brain off and just
600
00:19:17,590 --> 00:19:18,050
do it.
601
00:19:18,050 --> 00:19:19,130
So that's it, kids.
602
00:19:19,130 --> 00:19:21,450
Enjoy the rest of your night.
603
00:19:21,450 --> 00:19:22,310
Mortgage Game Podcast.
604
00:19:22,650 --> 00:19:23,090
Peace out.
00:00:06,110 --> 00:00:07,550
Welcome to the mortgage game.
2
00:00:07,790 --> 00:00:09,890
I truly, truly believe that
3
00:00:09,890 --> 00:00:13,370
building a mortgage business, a
successful one, is like playing a
4
00:00:13,370 --> 00:00:13,530
game.
5
00:00:13,530 --> 00:00:15,050
There's winners, there's losers,
6
00:00:15,050 --> 00:00:16,430
there's certain things you try.
7
00:00:16,430 --> 00:00:18,130
Some of us are playing checkers,
8
00:00:18,130 --> 00:00:19,910
while others are playing chess.
9
00:00:19,910 --> 00:00:22,410
I've had the ability to coach and
10
00:00:22,410 --> 00:00:23,570
mentor hundreds of mortgage
brokers.
11
00:00:23,570 --> 00:00:27,930
I myself built a very nice
business, so now I want to distill
12
00:00:27,930 --> 00:00:30,770
all that information, all the
things I've learned from that, and
13
00:00:30,770 --> 00:00:33,190
bring it directly to you in a
simple -to -understand way.
14
00:00:33,190 --> 00:00:34,230
I hope you enjoy.
15
00:00:34,230 --> 00:00:34,930
All right.
16
00:00:34,930 --> 00:00:38,650
Welcome to the Mortgage Game
Podcast.
17
00:00:38,690 --> 00:00:43,810
West Coast Wiley here in traffic,
Dodge Ram Studio, on the way to
18
00:00:44,090 --> 00:00:47,330
pick up my son from EcoCooks,
which is like a weekly thing where
19
00:00:47,330 --> 00:00:48,410
it's two hours.
20
00:00:48,410 --> 00:00:50,490
They teach these kids.
21
00:00:50,490 --> 00:00:51,910
They give them a budget.
22
00:00:51,910 --> 00:00:53,630
They have to shop.
23
00:00:53,630 --> 00:00:54,250
They have to prep.
24
00:00:54,250 --> 00:00:55,350
They teach them the origin of
25
00:00:55,350 --> 00:00:55,450
food.
26
00:00:55,450 --> 00:00:56,170
They teach them.
27
00:00:56,170 --> 00:00:58,390
you know, the farmers, the
ecosystem behind the food, how it
28
00:00:58,650 --> 00:01:01,170
gets to your table, what you do
after with it, how to actually
29
00:01:01,170 --> 00:01:01,910
cook and saute.
30
00:01:01,910 --> 00:01:02,850
And it's pretty cool.
31
00:01:03,110 --> 00:01:04,349
Eight weeks in, he's good now.
32
00:01:04,610 --> 00:01:06,470
This is the last one.
33
00:01:06,470 --> 00:01:07,470
Anyways, just filling in.
34
00:01:07,470 --> 00:01:07,970
Yeah, it's pretty cool.
35
00:01:07,970 --> 00:01:12,190
So once again, I'm doing this
podcast, I'm finding time, right?
36
00:01:12,330 --> 00:01:16,290
I could just be driving, listening
to music, or I could be doing
37
00:01:16,290 --> 00:01:16,450
this.
38
00:01:16,450 --> 00:01:18,930
So I've chosen to do this for you.
39
00:01:18,930 --> 00:01:22,730
to add ideas in my head and things
I want to talk about.
40
00:01:23,930 --> 00:01:25,450
None of this is scripted ever.
41
00:01:25,450 --> 00:01:25,730
270 episodes.
42
00:01:25,730 --> 00:01:30,290
I don't even know how many hours
that is. 85 hours of just talking.
43
00:01:31,490 --> 00:01:32,890
It's kind of crazy to say that out
loud.
44
00:01:32,890 --> 00:01:36,890
Anyways, there's no reason you
can't do whatever you do when
45
00:01:36,890 --> 00:01:37,230
you're driving here.
46
00:01:37,230 --> 00:01:39,530
I usually do content when I'm
47
00:01:39,530 --> 00:01:39,750
driving.
48
00:01:39,750 --> 00:01:41,490
Talk this, do this.
49
00:01:41,490 --> 00:01:43,990
You could be... doing opens on
your phone, on Instagram.
50
00:01:43,990 --> 00:01:46,670
You could be responding back to
people.
51
00:01:46,670 --> 00:01:49,110
You should be doing your five
texts.
52
00:01:49,110 --> 00:01:52,150
There's tons of stuff you can do
in these little slivers of time we
53
00:01:52,150 --> 00:01:54,770
have through the day instead of
just doing the norm.
54
00:01:54,770 --> 00:01:57,330
That's not what the podcast is
about, though, is it?
55
00:01:57,330 --> 00:01:58,350
No, this podcast is about...
56
00:01:58,350 --> 00:01:59,790
So I'm just going to share a
57
00:02:00,330 --> 00:02:03,850
couple of tips and tricks that I
used in my mortgage career and
58
00:02:03,850 --> 00:02:06,110
we're using now with Team Wiley
stuff.
59
00:02:06,110 --> 00:02:07,390
Even in Strategy Hub, we're
pushing this a lot.
60
00:02:07,390 --> 00:02:10,370
And I understand how... chaotic, I
don't know if chaotic is the word,
61
00:02:10,370 --> 00:02:12,230
how unorganized you are.
62
00:02:12,810 --> 00:02:14,530
I was unorganized, but I was
63
00:02:14,530 --> 00:02:15,950
organized more than the average
broker.
64
00:02:15,950 --> 00:02:22,160
But the thing is with me is a lot
of people love organization.
65
00:02:22,160 --> 00:02:28,840
They just, they love the checklist
where you just keep going, oh, the
66
00:02:28,840 --> 00:02:30,740
checklist, the next one, the next
one.
67
00:02:30,740 --> 00:02:32,600
They get just a feeling of
gratitude, maybe not gratitude,
68
00:02:32,600 --> 00:02:34,000
gratification for doing that.
69
00:02:34,000 --> 00:02:34,800
Totally get it.
70
00:02:34,800 --> 00:02:35,020
Awesome.
71
00:02:35,020 --> 00:02:35,840
I gave myself such little easy
72
00:02:35,840 --> 00:02:38,040
things to do that nothing seemed
like a big challenge to me.
73
00:02:38,040 --> 00:02:42,580
And so a lot of you are out there
and you're learning and you're
74
00:02:42,740 --> 00:02:47,360
taking notes and you got scripts
and you got processes or you don't
75
00:02:47,360 --> 00:02:50,440
have processes and you're just
kind of winging things and a
76
00:02:50,440 --> 00:02:51,120
little all over the place.
77
00:02:51,120 --> 00:02:52,180
I'm starting to look under the
78
00:02:52,180 --> 00:02:55,080
hood of a lot of people's
businesses and I'm realizing it's
79
00:02:55,080 --> 00:02:57,300
basically just banging around in
your coconut the whole time.
80
00:02:57,300 --> 00:02:59,740
And then you're just hoping you
get to it or remember to get to
81
00:02:59,740 --> 00:02:59,840
it.
82
00:02:59,840 --> 00:03:00,960
So I'm just going to give you some
83
00:03:00,960 --> 00:03:03,780
basic structure around this, like
the simplest thing.
84
00:03:03,780 --> 00:03:07,120
And sure, could you have cello
boards and SOPs and, you know,
85
00:03:07,120 --> 00:03:09,380
these booklets that outline all
the things and these video like,
86
00:03:09,380 --> 00:03:09,680
sure, absolutely.
87
00:03:09,760 --> 00:03:10,180
You could have all that.
88
00:03:10,180 --> 00:03:12,380
That sounds like a nightmare to
me.
89
00:03:12,380 --> 00:03:12,760
It does.
90
00:03:12,760 --> 00:03:14,180
This business isn't complicated.
91
00:03:14,180 --> 00:03:18,700
There are a lot of hats you have
to wear in departments, but we
92
00:03:18,700 --> 00:03:20,480
overcomplicate the fuck out of it.
93
00:03:20,480 --> 00:03:21,020
We do.
94
00:03:21,020 --> 00:03:24,700
You could just do two things and
accomplish someone else doing
95
00:03:24,700 --> 00:03:27,100
eight things, right, for what you
need it for.
96
00:03:27,100 --> 00:03:30,240
And so I'm going to give you a
couple examples.
97
00:03:30,240 --> 00:03:33,760
And so we recently just went
through content creation on
98
00:03:33,760 --> 00:03:33,900
Friday.
99
00:03:33,900 --> 00:03:35,320
And you build the process.
100
00:03:35,320 --> 00:03:36,990
Okay, I have an idea.
101
00:03:36,990 --> 00:03:40,590
And how do I get that idea into a
102
00:03:40,750 --> 00:03:43,010
fully edited video that is cross
-posted on three platforms, let's
103
00:03:43,010 --> 00:03:43,070
say.
104
00:03:43,070 --> 00:03:45,970
And how do I take that idea and
105
00:03:45,970 --> 00:03:49,810
take it from there?
And then build an email around it.
106
00:03:49,810 --> 00:03:51,610
And then how do I build a blog
around it?
107
00:03:51,910 --> 00:03:56,450
So how do I like do all that?
So in your head, if someone asked
108
00:03:56,450 --> 00:03:59,570
you with a gun to your head, you
would say all the things.
109
00:03:59,570 --> 00:04:02,130
But when it comes to the day
you're supposedly going to make
110
00:04:02,130 --> 00:04:04,570
the video, which is every day or
every second day or you batch it
111
00:04:04,710 --> 00:04:07,190
out or whatever, you sort of sit
there and you go, I kind of know
112
00:04:07,190 --> 00:04:07,830
what to do.
113
00:04:07,830 --> 00:04:08,030
Can't remember.
114
00:04:08,030 --> 00:04:09,330
I had it written down somewhere.
115
00:04:09,330 --> 00:04:10,490
It's on a sheet.
116
00:04:10,490 --> 00:04:11,770
It's on a Google Doc.
117
00:04:11,770 --> 00:04:13,370
It's over here in my email.
118
00:04:13,370 --> 00:04:16,209
And you're kind of just scrambling
all over the place.
119
00:04:16,209 --> 00:04:19,170
So I came up with the simplest way
of just making sure, A, it gets
120
00:04:19,170 --> 00:04:20,730
done, doesn't get missed.
121
00:04:20,730 --> 00:04:21,850
And B, you know what to do.
122
00:04:22,110 --> 00:04:24,590
And you're not wasting time
looking for all the parts of the
123
00:04:24,590 --> 00:04:25,350
puzzle to put together.
124
00:04:25,770 --> 00:04:27,550
And so in that example, I gave you
125
00:04:27,550 --> 00:04:27,910
of content creation.
126
00:04:27,910 --> 00:04:29,910
So it's like, okay, pick an idea.
127
00:04:29,910 --> 00:04:32,930
And then what do you do with the
idea?
128
00:04:32,930 --> 00:04:37,270
Well, how do I pick the idea?
Well, look at my calendar.
129
00:04:37,550 --> 00:04:38,710
I'm just giving you an example.
130
00:04:38,710 --> 00:04:41,070
I look at my calendar and I find
131
00:04:41,070 --> 00:04:45,370
calls I've had and I pull out some
there and I put in a structure of
132
00:04:45,370 --> 00:04:49,150
problem solution outcome and I
open up Google Docs and I go into
133
00:04:49,150 --> 00:04:50,570
voice memo with the under tools
and I just start brain dumping
134
00:04:50,570 --> 00:04:52,630
problem solution outcome based on
the Smith family phone call I just
135
00:04:52,630 --> 00:04:52,710
had.
136
00:04:52,710 --> 00:04:54,390
And they called me with the
137
00:04:54,390 --> 00:04:56,770
problem of they were stressed out.
138
00:04:56,770 --> 00:04:57,770
They couldn't send their kid to
139
00:04:57,770 --> 00:05:00,370
any more hockey because finances
were tight and they had to make a
140
00:05:00,370 --> 00:05:00,630
judgment call.
141
00:05:00,630 --> 00:05:02,050
And they're extremely stressed
142
00:05:02,050 --> 00:05:02,470
out.
143
00:05:02,470 --> 00:05:04,110
They have equity in their home.
144
00:05:04,110 --> 00:05:05,250
They thought they'd be further
along.
145
00:05:05,250 --> 00:05:08,370
The solution was I jumped on a 15,
20 -minute call.
146
00:05:08,370 --> 00:05:10,780
It looked like to me we could do a
debt consolidation.
147
00:05:10,780 --> 00:05:12,660
I laid out a proposal for them.
148
00:05:12,660 --> 00:05:14,020
We could save them $700 a month.
149
00:05:14,020 --> 00:05:15,440
The outcome is they're extremely
happy.
150
00:05:15,440 --> 00:05:17,800
They are using the equity, which
is dead money in their home, to
151
00:05:17,800 --> 00:05:19,780
improve their quality of life now
instead of waiting until later.
152
00:05:19,780 --> 00:05:21,940
So I brain dumped that out on
Google Docs.
153
00:05:21,940 --> 00:05:24,840
And then I take that from Google
Docs and I put it into ChatGPT or
154
00:05:24,840 --> 00:05:26,720
Gemini or Grok or whatever, some
sort of AI software.
155
00:05:26,720 --> 00:05:29,920
And I go, hey, can you summarize
this in a problem solution
156
00:05:29,920 --> 00:05:32,760
outcome?
And put it in point form so I can
157
00:05:32,760 --> 00:05:34,340
use it as a reference for an
Instagram reel.
158
00:05:34,500 --> 00:05:36,420
And I want to make the reel 45 to
90 seconds long.
159
00:05:36,420 --> 00:05:36,640
Okay.
160
00:05:36,820 --> 00:05:38,500
And it goes, I'm just going to put
161
00:05:38,500 --> 00:05:39,420
it out.
162
00:05:39,420 --> 00:05:40,840
Then I have that beside me on the
163
00:05:40,840 --> 00:05:40,900
screen.
164
00:05:40,900 --> 00:05:43,420
I put my camera up and I start
165
00:05:43,420 --> 00:05:43,580
recording.
166
00:05:43,580 --> 00:05:47,080
And then after I go, can you
167
00:05:47,080 --> 00:05:48,740
summarize that email to ChatGPT
and put it into a description?
168
00:05:48,740 --> 00:05:52,360
So it puts in a description for
Instagram and I take that out and
169
00:05:52,360 --> 00:05:54,740
I audio, I voice memo that into my
Instagram description.
170
00:05:54,740 --> 00:05:56,880
And then I ask it, what's the best
title?
171
00:05:56,880 --> 00:05:59,120
And four to six words, it gives me
a title.
172
00:05:59,120 --> 00:06:00,920
I put that on on Instagram and
blah, blah, blah.
173
00:06:00,920 --> 00:06:02,560
So that whole thing I just walked
you through, plus how to edit,
174
00:06:02,560 --> 00:06:05,680
plus all this stuff, plus a
reference point for maybe sheets I
175
00:06:05,680 --> 00:06:08,040
have on ideas I've had in the past
or whatever.
176
00:06:08,040 --> 00:06:09,480
I lay all that out in the
description.
177
00:06:09,480 --> 00:06:11,620
A, I have to put, if it's on the
calendar, it doesn't exist.
178
00:06:11,620 --> 00:06:13,980
If it's on the calendar, man, I'm
getting jacked up again.
179
00:06:13,980 --> 00:06:14,860
I've got to slow down.
180
00:06:14,860 --> 00:06:15,840
If it's not in the calendar, it's
181
00:06:15,840 --> 00:06:17,100
not going to get done.
182
00:06:17,100 --> 00:06:18,240
And you're going to have every
183
00:06:18,380 --> 00:06:20,480
great intention in the world to
get your task list done every
184
00:06:20,480 --> 00:06:23,060
week, this never -ending task list
you keep adding on to.
185
00:06:23,060 --> 00:06:25,780
And eventually, stuff will start
falling through the cracks.
186
00:06:25,780 --> 00:06:28,440
Eventually, you won't be able to
lie in bed at night.
187
00:06:28,440 --> 00:06:29,020
And remember everything.
188
00:06:29,020 --> 00:06:30,800
And it's just cycling around your
189
00:06:30,860 --> 00:06:31,360
brain like a windstorm.
190
00:06:31,360 --> 00:06:33,500
And you're never going to be able
191
00:06:33,500 --> 00:06:34,520
to keep up.
192
00:06:34,660 --> 00:06:36,120
And you're always going to forget.
193
00:06:36,120 --> 00:06:37,800
So guess what?
Put in your calendar.
194
00:06:37,800 --> 00:06:42,160
So if you're going to do a video
and you're going to do it three
195
00:06:42,160 --> 00:06:43,900
days a week, commit to the day.
196
00:06:43,900 --> 00:06:46,480
So let's just say it's Tuesday,
197
00:06:46,480 --> 00:06:47,060
Wednesday, Thursday.
198
00:06:47,340 --> 00:06:48,880
Should be doing it every day.
199
00:06:48,880 --> 00:06:51,580
But let's just say it's those
days.
200
00:06:51,900 --> 00:06:55,600
You're going to put, what time are
you going to put it?
201
00:06:55,600 --> 00:06:56,160
Put it in and commit.
202
00:06:56,160 --> 00:06:57,890
If it's on the calendar, it
203
00:06:57,890 --> 00:06:58,130
doesn't exist.
204
00:06:58,130 --> 00:07:00,470
So I'm going to put it in.
205
00:07:00,910 --> 00:07:02,250
I'm going to put it in from 8 a
.m.
206
00:07:02,250 --> 00:07:03,930
to 8 .45.
207
00:07:03,930 --> 00:07:04,330
Tuesday, Wednesday, Thursday.
208
00:07:04,330 --> 00:07:04,970
Repeat every week.
209
00:07:04,970 --> 00:07:06,030
Tuesday, Wednesday, Thursday.
210
00:07:06,030 --> 00:07:09,190
And then when I go into that email
or go into the calendar in the
211
00:07:09,190 --> 00:07:11,470
description, I'm going to lay out
my process.
212
00:07:11,470 --> 00:07:13,390
I'm going to have everything I
just mapped out for you.
213
00:07:13,550 --> 00:07:14,770
Look at my calendar, pick my
topic.
214
00:07:14,770 --> 00:07:17,130
And I might have, if I have a
topic sheet with topics I already
215
00:07:17,130 --> 00:07:18,370
have from somewhere, guess what?
That's going to be hyperlinked in
216
00:07:18,370 --> 00:07:18,470
there.
217
00:07:18,470 --> 00:07:19,510
If there's somewhere I have to log
218
00:07:19,510 --> 00:07:21,350
in a URL to go to, to complete
whatever's in the calendar task,
219
00:07:21,350 --> 00:07:23,250
then I have the URL in the
description, hyperlinked, and I
220
00:07:23,570 --> 00:07:26,590
have my login and my password in
there.
221
00:07:26,670 --> 00:07:29,430
So anything I need to get the task
done is inside the calendar
222
00:07:29,430 --> 00:07:29,590
description.
223
00:07:29,590 --> 00:07:31,090
So guess what?
224
00:07:31,090 --> 00:07:32,330
It's all baked into my calendar.
225
00:07:32,330 --> 00:07:34,050
Now, all these processes all
226
00:07:34,050 --> 00:07:36,210
around you, the follow -ups you do
on Monday with your realtor lead
227
00:07:36,210 --> 00:07:38,130
tracker sheet, the follow -ups you
do with buyer and seller agents on
228
00:07:38,130 --> 00:07:41,230
Wednesdays from any file you're
on, the follow -ups you do, the
229
00:07:41,350 --> 00:07:42,770
reach -outs to referral partners,
the anything, everything,
230
00:07:42,930 --> 00:07:43,230
anywhere.
231
00:07:43,230 --> 00:07:44,570
The content, it's all in your
232
00:07:44,570 --> 00:07:48,210
calendar, on repeat, time blocked
with all the links, all the
233
00:07:48,210 --> 00:07:48,290
resources.
234
00:07:48,290 --> 00:07:51,830
So you can remove any excuse you
235
00:07:51,830 --> 00:07:52,250
have.
236
00:07:52,250 --> 00:07:54,550
You could be on an island of
237
00:07:54,550 --> 00:07:55,510
Mexico on your phone.
238
00:07:55,510 --> 00:07:58,050
You don't have your three screens
239
00:07:58,050 --> 00:07:59,090
in front of you.
240
00:07:59,090 --> 00:08:02,690
You don't have your laptop with
241
00:08:02,930 --> 00:08:03,770
passwords memorized.
242
00:08:03,770 --> 00:08:06,210
You can do everything you need in
243
00:08:06,410 --> 00:08:09,610
your calendar off of your phone.
244
00:08:09,610 --> 00:08:11,790
If you set your business up this
245
00:08:11,790 --> 00:08:14,110
way, you can set it, forget it.
246
00:08:14,330 --> 00:08:15,310
You can now.
247
00:08:15,310 --> 00:08:18,270
Understand it's in the calendar,
my process, all the things I've
248
00:08:18,270 --> 00:08:19,150
always wanted to do.
249
00:08:19,430 --> 00:08:19,750
Anything.
250
00:08:19,750 --> 00:08:21,770
I'm doing database mining, rate
arbitrage this day.
251
00:08:21,770 --> 00:08:26,770
I'm going to put it in on repeat
every week, every semi -weekly,
252
00:08:26,770 --> 00:08:28,250
every month, whatever.
253
00:08:28,250 --> 00:08:31,850
I'm going to check in on renewals.
254
00:08:32,010 --> 00:08:35,030
Whatever I'm doing, I'm going to
link the information in there.
255
00:08:35,030 --> 00:08:35,890
I do this for birthdays.
256
00:08:35,890 --> 00:08:37,030
Please, if you're emailing people
257
00:08:37,030 --> 00:08:39,210
on their birthday, that generic
thing that goes out.
258
00:08:39,210 --> 00:08:39,730
And you know, like.
259
00:08:39,830 --> 00:08:40,870
I could take two stances here.
260
00:08:40,870 --> 00:08:44,490
I could go, good for you for
remembering.
261
00:08:44,490 --> 00:08:45,890
Good for you for at least sending
something.
262
00:08:45,890 --> 00:08:48,550
Or it could be like, how freaking
lazy are you?
263
00:08:48,670 --> 00:08:52,760
Is that what you're doing?
How do you feel when you get
264
00:08:52,760 --> 00:08:54,280
those?
I get those from some realtor
265
00:08:54,280 --> 00:08:54,460
partners.
266
00:08:54,460 --> 00:08:55,560
And I'm like, lame.
267
00:08:55,560 --> 00:08:59,720
You could have called me, could
have texted me.
268
00:08:59,720 --> 00:09:01,060
You could have left a voicemail.
269
00:09:01,060 --> 00:09:02,960
You could have done something that
270
00:09:02,960 --> 00:09:07,700
took you 20 seconds, not something
you did one minute eight years
271
00:09:07,700 --> 00:09:08,000
ago.
272
00:09:08,000 --> 00:09:10,440
And then you send me this bullshit
273
00:09:10,440 --> 00:09:11,860
card with a fake birthday card.
274
00:09:12,060 --> 00:09:14,220
taking it and you're like, hey,
275
00:09:14,360 --> 00:09:14,580
happy birthday.
276
00:09:14,580 --> 00:09:16,380
If referrals are the best thing,
277
00:09:16,380 --> 00:09:17,340
I'm always here.
278
00:09:17,340 --> 00:09:19,100
Like, come on.
279
00:09:19,100 --> 00:09:22,240
So what do you do?
At compliance, well, right now you
280
00:09:22,240 --> 00:09:25,100
should pull all your data and put
the birthdays in your calendar.
281
00:09:25,100 --> 00:09:26,700
At compliance, you can put
birthdays in your calendar.
282
00:09:26,700 --> 00:09:29,980
I always put them at 5 a .m.
283
00:09:29,980 --> 00:09:32,300
So when my calendar baked in, I
284
00:09:32,300 --> 00:09:33,420
have all the birthdays for that
day.
285
00:09:33,420 --> 00:09:35,420
Guess what?
I have their email, their name,
286
00:09:35,420 --> 00:09:37,180
their email, and I have their
phone number.
287
00:09:37,360 --> 00:09:38,740
So I can text, email, call,
whatever.
288
00:09:38,740 --> 00:09:40,560
And I just fire that out.
289
00:09:40,560 --> 00:09:41,800
And I usually do voice memo.
290
00:09:41,800 --> 00:09:43,100
Hey, happy birthday, Jim.
291
00:09:43,100 --> 00:09:43,940
Happy birthday, man.
292
00:09:43,940 --> 00:09:45,780
It's been a while since we
chatted.
293
00:09:45,780 --> 00:09:46,400
I hope all well.
294
00:09:46,400 --> 00:09:49,120
I hope Gene's treating you well.
295
00:09:49,120 --> 00:09:52,040
I hope you're going out for a big
dinner.
296
00:09:52,040 --> 00:09:56,460
Anyways, if you got some cool
going on, let me know.
297
00:09:56,620 --> 00:09:57,760
Otherwise, happy birthday.
298
00:09:58,680 --> 00:10:00,460
Sometimes I sing happy birthday to
299
00:10:00,460 --> 00:10:01,000
you.
300
00:10:01,300 --> 00:10:02,100
Happy birthday to you.
301
00:10:02,100 --> 00:10:02,580
Happy birthday, dear Jim.
302
00:10:02,580 --> 00:10:03,100
Happy birthday to you.
303
00:10:03,100 --> 00:10:04,440
It's Ryan Wiley, Mortgage Broker.
304
00:10:04,440 --> 00:10:05,300
Have a good day.
305
00:10:05,300 --> 00:10:05,720
And boom.
306
00:10:05,720 --> 00:10:06,460
Now, is that memorable?
307
00:10:06,460 --> 00:10:06,720
Fuck yeah.
308
00:10:06,720 --> 00:10:07,840
That cost me any money?
309
00:10:07,840 --> 00:10:09,900
Fuck no. Is there a wow factor?
Fuck yeah.
310
00:10:09,900 --> 00:10:11,500
It's the fuck yeah, fuck no show.
311
00:10:11,700 --> 00:10:12,100
Right?
312
00:10:12,100 --> 00:10:12,840
Yeah, do that.
313
00:10:13,220 --> 00:10:14,040
Don't be lazy.
314
00:10:14,040 --> 00:10:15,480
Put it in the calendar.
315
00:10:15,480 --> 00:10:16,440
You never miss it.
316
00:10:16,440 --> 00:10:18,060
Just as an example.
317
00:10:18,280 --> 00:10:19,790
So as I go through all these
318
00:10:19,810 --> 00:10:22,830
things, I'm looking, I'm looking
around and there's a lot of people
319
00:10:22,830 --> 00:10:24,650
that have Google Doc Sheets on top
of Google Doc Sheets, which
320
00:10:24,650 --> 00:10:27,070
really, you should have one master
resource sheet that has
321
00:10:27,070 --> 00:10:27,150
everything.
322
00:10:27,150 --> 00:10:27,830
So this is... outside of the
323
00:10:27,830 --> 00:10:30,290
calendar thing, because this
master sheet could be inside all
324
00:10:30,350 --> 00:10:31,010
of your calendar descriptions.
325
00:10:31,370 --> 00:10:34,850
So if you've got scripts for DMs,
326
00:10:34,850 --> 00:10:41,270
if you've got content ideas, if
you've got scripts for calls, if
327
00:10:41,270 --> 00:10:45,770
you have a prospecting sheet, if
you have a rate tracker, if you
328
00:10:46,070 --> 00:10:50,320
have any training that you thought
was interesting, if you have a
329
00:10:50,320 --> 00:10:53,800
green screen video you liked on
YouTube, hyperlink it on your
330
00:10:53,800 --> 00:10:54,480
master resource sheet.
331
00:10:54,480 --> 00:10:57,420
Call it how to green screen on
332
00:10:57,660 --> 00:10:59,100
Instagram and hyperlink it.
333
00:10:59,100 --> 00:11:00,400
So you're not scrambling going,
334
00:11:00,400 --> 00:11:01,700
what's that thing?
What's that thing?
335
00:11:02,060 --> 00:11:04,300
You start building this resource
folder, this one page that lives
336
00:11:04,300 --> 00:11:06,640
forever with all the things you
need and you can categorize it
337
00:11:06,640 --> 00:11:06,740
accordingly.
338
00:11:06,740 --> 00:11:09,100
It's your one -stop shop to run
339
00:11:09,100 --> 00:11:09,640
your mortgage business.
340
00:11:09,640 --> 00:11:12,520
You're not going off to all these
341
00:11:12,520 --> 00:11:13,400
different things.
342
00:11:13,400 --> 00:11:15,480
If you have budgets, you can have
343
00:11:15,480 --> 00:11:17,180
the master on there.
344
00:11:17,180 --> 00:11:19,220
You can have, right?
345
00:11:19,220 --> 00:11:21,780
So this is where we go.
346
00:11:21,780 --> 00:11:24,480
We just have to like, a lot of you
347
00:11:24,480 --> 00:11:25,660
are there.
348
00:11:25,740 --> 00:11:28,300
Some of you have blown this out of
349
00:11:28,300 --> 00:11:28,860
the water.
350
00:11:28,860 --> 00:11:30,340
Some of you are.
351
00:11:30,340 --> 00:11:32,580
way too organized, right?
You're way too organized because
352
00:11:32,580 --> 00:11:35,340
you're doing all the organizing
because you don't want to go do
353
00:11:35,440 --> 00:11:35,560
the prospecting.
354
00:11:35,560 --> 00:11:38,420
And so you're like, I have it.
355
00:11:38,420 --> 00:11:38,960
Everything's tidy.
356
00:11:39,380 --> 00:11:41,880
And I got my scripts and all the
357
00:11:41,880 --> 00:11:42,260
emails gone.
358
00:11:42,260 --> 00:11:43,420
You're like, you're like Ned
359
00:11:43,420 --> 00:11:44,360
Flanders skipping around.
360
00:11:44,500 --> 00:11:45,600
Hey, how's it going?
361
00:11:45,600 --> 00:11:46,700
Got my checklist, got my thing.
362
00:11:46,700 --> 00:11:47,500
How's your lead pipeline?
363
00:11:47,500 --> 00:11:50,440
Whoa, we don't talk about that.
364
00:11:50,440 --> 00:11:51,420
Fight club.
365
00:11:51,420 --> 00:11:52,480
The market's down, man.
366
00:11:52,480 --> 00:11:53,000
The market's down.
367
00:11:53,000 --> 00:11:55,280
Markets down, lenders are crushing
me, blah, blah, blah.
368
00:11:55,280 --> 00:11:56,660
But I got automated emails going
out.
369
00:11:56,660 --> 00:12:00,200
I've got this, right?
You're just, you're tinkering too
370
00:12:00,200 --> 00:12:00,400
much.
371
00:12:00,400 --> 00:12:01,700
It's a fine line there.
372
00:12:01,700 --> 00:12:05,280
So I feel like I rode the middle
there, but maybe even more to less
373
00:12:05,280 --> 00:12:05,400
tinkering.
374
00:12:05,400 --> 00:12:06,680
I'm like, man, and I, cause I
375
00:12:06,680 --> 00:12:08,460
would always catch myself cause
it's super easy to tinker.
376
00:12:08,460 --> 00:12:12,240
You get in there and you're like,
Ooh, I'm going to put a logo on
377
00:12:12,240 --> 00:12:12,780
this.
378
00:12:13,360 --> 00:12:16,580
Ooh, I'm going to put a footer on
379
00:12:16,580 --> 00:12:16,800
this.
380
00:12:16,800 --> 00:12:17,440
presentation thing.
381
00:12:17,440 --> 00:12:18,840
I'm going to put that down there.
382
00:12:18,840 --> 00:12:20,840
And guess what?
383
00:12:20,840 --> 00:12:22,860
I'm going to put my phone number
and my email address in the
384
00:12:22,860 --> 00:12:25,980
footer, and it's going to be with
my logo colors.
385
00:12:25,980 --> 00:12:26,720
Yeah, I'm good.
386
00:12:26,720 --> 00:12:30,780
Like, is it moving the needle?
387
00:12:30,940 --> 00:12:33,780
Hell to the no. That's just you
being super anal about things.
388
00:12:34,300 --> 00:12:37,760
And if you're doing that in your
spare time and whatever is a
389
00:12:37,760 --> 00:12:38,220
hobby, sure.
390
00:12:38,730 --> 00:12:41,210
But if you're doing it during
391
00:12:41,590 --> 00:12:43,670
business hours, tricking yourself
into thinking you're actually
392
00:12:43,670 --> 00:12:46,870
doing work, that's not the case.
393
00:12:47,010 --> 00:12:49,470
And this is why I could do so many
394
00:12:49,470 --> 00:12:50,990
mortgages when I was brokering.
395
00:12:50,990 --> 00:12:54,550
in so little time is because I
396
00:12:54,690 --> 00:12:54,990
wasn't tinkering.
397
00:12:54,990 --> 00:12:57,710
I had things, they worked, they
398
00:12:57,710 --> 00:12:58,130
didn't break.
399
00:12:58,270 --> 00:12:59,010
We used the same checklist to
400
00:12:59,010 --> 00:13:01,150
track all of our documents for 10
plus years.
401
00:13:01,530 --> 00:13:03,930
We had printed out sheets tracking
10 to 15 files a month.
402
00:13:03,930 --> 00:13:07,650
Our fulfillment would have a stack
of 25 files on the go, printed
403
00:13:07,650 --> 00:13:09,450
out, easy to track.
404
00:13:09,730 --> 00:13:10,970
I'm just saying because we didn't,
405
00:13:10,970 --> 00:13:11,350
like there's this.
406
00:13:11,350 --> 00:13:12,590
ai and software and apps and
407
00:13:12,590 --> 00:13:15,970
paperless and it's like this sexy
sexy stuff sure but it comes at a
408
00:13:15,970 --> 00:13:18,990
cost and some of you have knocked
it out of the park where you've
409
00:13:18,990 --> 00:13:22,250
went extremely paperless which is
awesome and you've got it dialed
410
00:13:22,250 --> 00:13:26,190
in and you geek out and all the
stuff and it's that's really cool
411
00:13:26,190 --> 00:13:28,830
and i have respect for all that
saying it doesn't have to be
412
00:13:28,830 --> 00:13:32,250
there's majority of you are in no
man's land in the middle you're
413
00:13:32,250 --> 00:13:36,430
tinkering away on things that does
not move the needle I had this
414
00:13:36,430 --> 00:13:38,080
conversation with a broker today.
415
00:13:38,080 --> 00:13:39,860
If you're listening to this, you
416
00:13:39,860 --> 00:13:42,000
know who you are.
417
00:13:42,160 --> 00:13:44,880
And I firmly believe it was your
418
00:13:44,880 --> 00:13:45,040
words.
419
00:13:45,040 --> 00:13:47,120
I just kind of reframed it.
420
00:13:47,120 --> 00:13:51,620
Very strict with my life, with
where I spend time and energy and
421
00:13:51,620 --> 00:13:53,460
who I'm helping.
422
00:13:53,460 --> 00:13:56,260
If it's not moving the needle on
423
00:13:56,260 --> 00:14:00,980
my mindset in a positive way, if
it's not moving the needle with
424
00:14:00,980 --> 00:14:03,940
friendships and relationships, or
it's not moving a needle in my
425
00:14:04,200 --> 00:14:08,000
bank account, chances are I'm not
going to do it.
426
00:14:08,000 --> 00:14:11,680
You're going to get a big hell to
the no. Right.
427
00:14:11,680 --> 00:14:13,980
As you start getting pulled in
directions and you start building
428
00:14:13,980 --> 00:14:16,900
things and, you know, be selfish
with your time because you should.
429
00:14:16,900 --> 00:14:18,180
You only have one life here.
430
00:14:18,180 --> 00:14:19,320
Let's live it like I'm not here to
431
00:14:19,320 --> 00:14:20,380
spread it out for everybody.
432
00:14:20,380 --> 00:14:21,500
You have to start doing that.
433
00:14:21,500 --> 00:14:25,020
If you're not moving the needle in
one of those things.
434
00:14:25,020 --> 00:14:26,240
That's like, what are we doing
here?
435
00:14:26,240 --> 00:14:28,480
And I'm very, very, very strict my
time.
436
00:14:28,480 --> 00:14:29,960
And we're having these
conversations inside the
437
00:14:29,960 --> 00:14:30,160
businesses.
438
00:14:30,720 --> 00:14:32,080
It's our strategy hub and VIP club
439
00:14:32,080 --> 00:14:32,980
and team Wiley.
440
00:14:32,980 --> 00:14:33,580
And it's always like.
441
00:14:33,580 --> 00:14:36,780
Does it move the needle or is it
just another thing to give someone
442
00:14:36,780 --> 00:14:41,580
to do?
Does it actually help them to move
443
00:14:41,580 --> 00:14:44,500
the needle?
And we just come down to that
444
00:14:44,500 --> 00:14:45,220
super basic.
445
00:14:45,220 --> 00:14:47,560
And a lot of times it's us just
446
00:14:47,560 --> 00:14:50,260
tearing a sheet up going, nope,
cool idea.
447
00:14:50,260 --> 00:14:51,600
Sounded great.
448
00:14:51,600 --> 00:14:52,520
Does it move the needle?
449
00:14:52,520 --> 00:14:53,340
It could.
450
00:14:53,340 --> 00:14:55,840
Does it move it enough to justify
451
00:14:55,840 --> 00:14:58,780
the resources and the time versus
what else we could be doing?
452
00:14:58,780 --> 00:14:59,520
No, not even close.
453
00:14:59,520 --> 00:15:00,100
Okay, shut it down.
454
00:15:00,100 --> 00:15:03,440
So we come up with ideas all the
time.
455
00:15:03,440 --> 00:15:04,800
Same for Team Wiley, same for
Stroud.
456
00:15:04,800 --> 00:15:07,240
We come up with ideas all the
freaking time.
457
00:15:07,240 --> 00:15:08,200
That's how my brain operates.
458
00:15:08,200 --> 00:15:09,460
That's how Jason's brain operates.
459
00:15:09,460 --> 00:15:11,540
Even Courtney, to some degree, now
she's like, just because she's
460
00:15:11,540 --> 00:15:15,200
been around it for so long, it's
how we're wired now.
461
00:15:15,200 --> 00:15:16,800
And like, but previously, I would
run with it.
462
00:15:16,800 --> 00:15:19,380
And then I'd run with it.
463
00:15:19,480 --> 00:15:19,920
And then I'd tinker.
464
00:15:19,920 --> 00:15:21,040
And then I'd tinker.
465
00:15:21,140 --> 00:15:21,900
And I'd tinker.
466
00:15:21,900 --> 00:15:24,160
And now it's like, does it work?
Yep, do more.
467
00:15:24,160 --> 00:15:25,160
Okay, let's tinker.
468
00:15:25,160 --> 00:15:25,900
Nope, do more.
469
00:15:25,900 --> 00:15:27,560
Okay, I want to tinker a little
bit.
470
00:15:27,560 --> 00:15:29,280
Nope, do more of the stuff that's
working.
471
00:15:29,280 --> 00:15:32,180
Before we move on to anything,
what is already working?
472
00:15:32,180 --> 00:15:33,720
So same with you.
473
00:15:33,720 --> 00:15:35,560
And this is where I'm getting back
474
00:15:35,920 --> 00:15:36,360
to.
475
00:15:36,360 --> 00:15:37,660
Simplifying your world.
476
00:15:37,660 --> 00:15:38,080
Complicated is easy.
477
00:15:38,080 --> 00:15:39,400
Simple is hard.
478
00:15:39,400 --> 00:15:40,360
One of my favorite sayings out
there.
479
00:15:40,360 --> 00:15:41,460
Everyone's complicating the fuck
out of this.
480
00:15:41,560 --> 00:15:42,680
Another example.
481
00:15:42,680 --> 00:15:45,420
We had a conversation in a
482
00:15:45,420 --> 00:15:45,780
coaching group.
483
00:15:46,060 --> 00:15:47,260
And we're talking about
484
00:15:47,260 --> 00:15:47,440
prospecting.
485
00:15:47,440 --> 00:15:49,040
And it was basically like, yeah,
486
00:15:49,040 --> 00:15:49,700
go do this.
487
00:15:49,700 --> 00:15:50,800
Send a DM.
488
00:15:50,800 --> 00:15:52,640
Reach out to everyone you know.
489
00:15:52,640 --> 00:15:54,280
And tell them what you do.
490
00:15:54,420 --> 00:15:55,600
Just remind them what you do.
491
00:15:55,600 --> 00:15:57,510
Ask them if they have a question.
492
00:15:57,670 --> 00:15:57,750
Okay.
493
00:15:57,750 --> 00:15:58,130
And then what?
494
00:15:58,130 --> 00:16:00,050
What if they come back and they
say something?
495
00:16:00,290 --> 00:16:01,050
I don't know.
496
00:16:01,050 --> 00:16:02,770
Have a conversation like a human
497
00:16:02,770 --> 00:16:04,490
being?
Like, I don't know.
498
00:16:04,490 --> 00:16:06,330
Like, what would you do?
Like, oh, yeah.
499
00:16:06,330 --> 00:16:06,870
Yeah, that's true.
500
00:16:06,870 --> 00:16:07,050
Okay.
501
00:16:07,050 --> 00:16:07,250
Yeah.
502
00:16:07,250 --> 00:16:09,470
And then if they come back, yeah,
503
00:16:09,590 --> 00:16:09,910
you, yeah.
504
00:16:10,270 --> 00:16:10,430
Right.
505
00:16:10,430 --> 00:16:14,790
Oh, go and talk to 20 people a
day.
506
00:16:14,790 --> 00:16:17,030
We had this conversation today and
it was, I'm going to touch on this
507
00:16:17,030 --> 00:16:18,710
a little and then we'll wrap this
up shortly.
508
00:16:18,710 --> 00:16:19,650
But it was.
509
00:16:19,650 --> 00:16:21,790
If leads is your number one
510
00:16:21,790 --> 00:16:24,590
problem, I'm going to go back to
things I've said over and over.
511
00:16:24,590 --> 00:16:26,490
I'm like, this is the world
around.
512
00:16:26,490 --> 00:16:29,730
I'm seeing it clear as day, clear
than I've ever seen it before.
513
00:16:29,730 --> 00:16:33,410
The people that do just the same
things over and over again,
514
00:16:33,410 --> 00:16:34,850
they're the ones winning.
515
00:16:34,950 --> 00:16:37,630
So if you need leads, you either
516
00:16:37,630 --> 00:16:42,630
pay for them, you create content
to build a brand and get people to
517
00:16:42,630 --> 00:16:45,550
reach out to you, or you start
conversations.
518
00:16:45,990 --> 00:16:48,870
You're not going to pay for leads.
519
00:16:48,870 --> 00:16:51,470
A lot of you aren't going to do
520
00:16:51,470 --> 00:16:51,650
content.
521
00:16:51,650 --> 00:16:52,550
And I say content.
522
00:16:52,550 --> 00:16:55,180
I mean like two, three posts a day
across four or five platforms.
523
00:16:55,180 --> 00:16:57,240
I mean like you actually go do
content, not just Mickey Mouse
524
00:16:57,400 --> 00:16:58,100
stuff one off.
525
00:16:58,660 --> 00:16:59,880
So let's just say you're not doing
526
00:16:59,880 --> 00:17:00,240
that.
527
00:17:00,240 --> 00:17:02,100
Okay, then you start
528
00:17:02,840 --> 00:17:03,120
conversations.
529
00:17:03,120 --> 00:17:05,060
So your goal is, and it could be
530
00:17:05,060 --> 00:17:06,680
people who already know you.
531
00:17:06,680 --> 00:17:08,260
You're just starting a
532
00:17:08,380 --> 00:17:10,940
conversation with someone who
didn't think they'd be talking to
533
00:17:10,940 --> 00:17:11,380
you that day.
534
00:17:11,480 --> 00:17:13,540
And if you're not doing that, then
535
00:17:13,540 --> 00:17:16,400
what are you doing?
And if you need business, it's
536
00:17:16,400 --> 00:17:17,339
really that simple.
537
00:17:17,339 --> 00:17:17,940
Who do you talk to?
538
00:17:17,940 --> 00:17:18,280
Doesn't matter.
539
00:17:18,280 --> 00:17:18,400
Right?
540
00:17:18,400 --> 00:17:19,099
I can give you ideas.
541
00:17:19,099 --> 00:17:19,920
Referral partners, direct -to
542
00:17:20,260 --> 00:17:22,390
-consumer, friends and family,
past coworkers, people connected
543
00:17:22,390 --> 00:17:23,329
on Instagram, on Facebook, on
LinkedIn.
544
00:17:23,329 --> 00:17:24,910
But everyone's like, nah, they
don't want to hear from me.
545
00:17:25,089 --> 00:17:27,829
Nah, I don't know.
546
00:17:27,829 --> 00:17:28,550
Nah, it doesn't work.
547
00:17:28,550 --> 00:17:30,130
Okay, yeah, you're right.
548
00:17:30,130 --> 00:17:32,090
Even though I'm seeing it work
549
00:17:32,090 --> 00:17:34,990
right in front of me all the time.
550
00:17:34,990 --> 00:17:37,630
We always get back to this, don't
551
00:17:37,630 --> 00:17:39,050
we?
The same old stuff.
552
00:17:39,050 --> 00:17:42,330
Tried not to, but I'm just
extremely passionate about it.
553
00:17:42,490 --> 00:17:44,650
like just the boring business.
554
00:17:44,650 --> 00:17:45,210
So there you go.
555
00:17:45,210 --> 00:17:48,410
You got some tidbits there, how to
basically bake your processes into
556
00:17:48,410 --> 00:17:50,130
your calendar and help maybe
organize all the chaos, all the
557
00:17:50,130 --> 00:17:51,990
stuff you've learned, all the
little pieces of information you
558
00:17:52,190 --> 00:17:52,410
have around.
559
00:17:52,410 --> 00:17:53,930
If they're scattered on pieces of
560
00:17:53,930 --> 00:17:57,010
paper across your desk, go build
your one master resource sheet.
561
00:17:57,010 --> 00:18:00,770
And then if you're confused and
you're not getting stuff done,
562
00:18:00,970 --> 00:18:03,710
even though you know you should be
doing it, put it in the calendar.
563
00:18:04,090 --> 00:18:05,590
And then guess what happens?
It's Thursday.
564
00:18:05,590 --> 00:18:06,170
It's 8 a .m.
565
00:18:06,170 --> 00:18:07,430
You look at your calendar.
566
00:18:07,430 --> 00:18:08,890
It says prospect for an hour.
567
00:18:08,890 --> 00:18:09,770
Here's the list I'm prospecting.
568
00:18:09,770 --> 00:18:11,450
This is what I'm saying.
569
00:18:11,450 --> 00:18:11,910
Here's the script.
570
00:18:11,910 --> 00:18:14,030
This is where I'm doing it with.
571
00:18:14,030 --> 00:18:15,630
And this is how I track it.
572
00:18:15,630 --> 00:18:17,450
Then you just have to do it.
573
00:18:17,830 --> 00:18:20,060
And if you don't do it, we'll
574
00:18:20,060 --> 00:18:22,360
shame on you.
575
00:18:22,540 --> 00:18:24,580
But it's not anybody else's fault.
576
00:18:25,020 --> 00:18:28,800
You don't have to keep coming up
with excuses anymore.
577
00:18:28,800 --> 00:18:31,240
I was looking to see who I was
going to know.
578
00:18:31,240 --> 00:18:32,100
The list is in there.
579
00:18:32,100 --> 00:18:33,160
You should have that done.
580
00:18:33,680 --> 00:18:35,680
It's homework, right?
And if you know you're going to be
581
00:18:35,680 --> 00:18:36,800
prospecting and calling on
Tuesday, Wednesday, Thursday, and
582
00:18:36,800 --> 00:18:42,600
you don't have a list built, then
it should be as a reminder in
583
00:18:44,000 --> 00:18:46,520
Monday to remind you to get the
list.
584
00:18:46,520 --> 00:18:48,650
So you can bake this stuff in your
calendar.
585
00:18:48,850 --> 00:18:49,730
It's pretty interesting what
happens.
586
00:18:49,830 --> 00:18:52,150
You help stick to the thing,
right?
587
00:18:52,150 --> 00:18:57,230
Lock yourself in a freaking room
and just follow the processes in
588
00:18:57,230 --> 00:18:58,630
your calendar.
589
00:18:58,630 --> 00:18:59,650
So there you go.
590
00:18:59,650 --> 00:19:00,350
That's it, kids.
591
00:19:00,550 --> 00:19:01,990
This is a shorter one.
592
00:19:01,990 --> 00:19:03,870
Hope you got some from this.
593
00:19:03,870 --> 00:19:05,430
These are like simple tidbits
594
00:19:05,430 --> 00:19:05,850
that...
595
00:19:05,850 --> 00:19:08,410
I'm pulling the curtain back on my
596
00:19:08,410 --> 00:19:12,390
mortgage business and allowed me
to just do things that I don't see
597
00:19:12,390 --> 00:19:13,150
a lot of brokers doing.
598
00:19:13,150 --> 00:19:14,730
Get out of your own way is what it
599
00:19:14,730 --> 00:19:17,150
is, right?
And shut your brain off and just
600
00:19:17,590 --> 00:19:18,050
do it.
601
00:19:18,050 --> 00:19:19,130
So that's it, kids.
602
00:19:19,130 --> 00:19:21,450
Enjoy the rest of your night.
603
00:19:21,450 --> 00:19:22,310
Mortgage Game Podcast.
604
00:19:22,650 --> 00:19:23,090
Peace out.
