268: The Secret Mortgage Agent

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers,

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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

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

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

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I hope you enjoy.

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All right.

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Welcome to the Mortgage Game
Podcast.

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West Coast Wiley in the house with
a five on the clock in the

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morning.

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Yeah, that's right.

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A busy day today.

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So what do you do?

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And I knew I had to make a
podcast.

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I didn't have to, but I wanted to.

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I wanted to make a podcast today.

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It was on the schedule, but I
don't put this into the regular

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day because this makes no money.

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Right.

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So the money making tasks are your
nine to five gig.

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Everything else falls in other
times, nighttime, morning time.

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So I woke up a little earlier
today to do the podcast.

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So that's just showing you what
you do, how the sausage is made.

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That mentality should be the same
with yours.

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A couple of things.

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So I launched a Facebook group,

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geez, I don't know, five years
ago.

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God, maybe six years ago now.

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God forbid we need another

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Facebook group.

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We don't.

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We really don't.

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There's too many.

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Some of them good.

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Some of them not so good, but

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either way.

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But I did and I never did anything

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with it.

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And so then I changed it to a

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marketing Facebook group maybe, I
don't know, seven months ago.

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And then I didn't do much with it.

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You know, I didn't do much with it

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because it was the same old stuff
I'm putting in there.

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I didn't feel inspired to have the
group because I talk about

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marketing on the podcast.

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I talk about it.

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in my emails i talk about it in
training i talk about it with the

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team i talk i talk about it all
day long and so it just seemed

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like sort of fake to go start a
group to just put the same stuff

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i'm already talking about in there
with not really creating any type

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of movement and unique
conversations because i'm having

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them in other areas of my life so
i i felt uninspired by doing that

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so we put our heads together me
and courtney and she came up to it

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she's like why don't we do what we
use every single day in the

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business and have been for a long
time and we're extremely

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passionate about, why don't we
bring AI into play with mortgage

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brokers?
And I was like, oh, totally,

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totally.

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So we started a group called AI

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for Mortgage Pros.

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If you don't know what AI is, you

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don't stop listening right now.

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But you know what that is.

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So AI is, we're just at its
infancy and the mortgage industry

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is just at its infancy.

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The regular world, is light years

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ahead already.

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And I can only imagine it's

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evolving quite quickly.

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And if you're going to be one of

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those people that says, I don't
need it, it's too confusing,

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don't, okay, cool.

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Then you keep paying people to do

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stuff for you that you don't need
to pay them.

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Or you could just come into the
group and learn from others and

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save yourself a bunch of time and
money.

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So that's what we're going to do.

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We're just going to create a spot

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where we can all share best
practices and what we're doing.

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We'll lead the charge a little bit
here and there, show how we're

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doing it and how we see other
mortgage brokers doing stuff.

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And then it's just a place to have
safe conversations around

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something that's so new to so many
people.

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So yeah, AI for Mortgage Pros.

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There you go.

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No strings attached.

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Come on in and chat.

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You can find us on Facebook.

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Number two, there's a AMBA

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conference.

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Yeah, that's a mortgage, Alberta

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Mortgage Broker Association, I
believe, conference coming up in

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Calgary, downtown Calgary.

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And I believe that is, don't quote

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me on it.

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Doesn't matter.

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You can look it up.

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I think it's first week of June.

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And so there's a high likelihood I
will be there.

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Um, so hopefully if you're going
to that, uh, it'd be nice to meet

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you.

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So come and say hi.

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Um, but yeah, team Wiley's coming
to Alberta.

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Uh, and so that's all that's been
in wheels have been in motion for

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a while on that.

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Um, and then next to Prairies, uh,

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and I'll be later this year and
next couple of months.

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So we'll be in Ontario, BC, uh,
Alberta and Saskatchewan and

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Manitoba.

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Okay, so I will be at the AMBA

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conference, 95 % chance I'll be
there.

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So please come up and say hi.

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But keep listening to this and

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I'll fill you in.

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Let's get into today's podcast.

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Before we do, though, I need to
mention this is a special sponsor

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today because there is a five on
the clock.

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Today's podcast is brought to you
by Americano.

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Oh, perfect temperature too.

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Great.

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When you're the first one in
there.

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They make the coffee perfect.

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Maybe they don't.

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I'm not sure.

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It tastes good though.

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Okay.

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Let's hear what I want to talk

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about today.

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So have you ever met someone and

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you've known them for six months,
six years, and you're like, shit,

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I didn't know you did that.

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I know I have.

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And then you start and you're
like, it happens all the time.

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I didn't know you were like a
physics engineer.

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I didn't know you're an astronaut.

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That doesn't happen all the time,

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but you get the idea, right?
How many times have you run into

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someone you've known for a long
time or a while, and you didn't

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know they were a realtor?
Very rare, right?

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Realtors put themselves out there.

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Well, I know mortgage brokers do

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not.

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It's a weird dynamic, right?

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When you don't know, if someone's
not in a forward -facing career,

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and they're not relying on
commission, and there's no sales

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component, yeah, 100%.

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I don't know what you did for

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them.

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You know why?

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I didn't ask.

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I'm not expecting you to walk

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around and tell me, hey, I'm a
school teacher.

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Nice to meet you.

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I'm Ryan.

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I'm a school teacher.

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I teach science.

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Thank you.

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Some days I don't want to get out

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of bed.

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Thank you.

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Nice to shake your hand.

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Nice to meet you.

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If you have any kids in my
district, I might teach them,

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maybe not.

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So that's not how that works.

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It's if I ask you.

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But the dynamic flips

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considerably.

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Like considerably.

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Feeding your family relies on
people knowing what you do for a

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living.

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It's crazy.

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And so there's so many parallels
between real estate agents and

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mortgage brokers.

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There are.

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There's a lot.

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Markets up, markets down.

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Like, I don't have to get into it.

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You know, prospect, follow up.

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email, build a brand on social,
stay connected to your center of

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influence, get referral partners,
get yourself seen.

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It's the same shit.

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Brand yourself, be proud of what

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you do, all that stuff.

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I earn 100 % commission, eat what

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you kill, that whole mentality.

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There's so many parallels.

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But how many times do you not know
that a realtor is not a realtor?

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Or sorry, did I say that right?
I think so.

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How many times do you talk to
someone and at some point, they

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get into it.

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It's either you see it on their

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shirt, their jacket, their
sweater.

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You see it on their car.

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You've seen them on social.

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Someone's mentioned they're a
realtor.

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The conversation switches to real
estate.

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And you can just tell they're a
realtor and then it comes up.

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But they're always staying in
front of you.

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Because guess what?
They're not a secret realtor.

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They're not a secret agent.

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There's too many of you.

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Too many of you listening here are
secret mortgage brokers, and I

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don't know why.

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Is it imposter syndrome?

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Well, that's bullshit because
you're already the smartest person

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in the room.

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If you can't hold your way through

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a conversation to a first -time
homebuyer or around, what do you

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think interest rates are going to
do?

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Or what do you think is going on
with this and with the Trump

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tariffs?
You can come up with your plane,

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Jane.

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You should have your go -to stuff.

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Come on.

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Too many of you, I guarantee you,

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I want you to look around.

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This is a question for you.

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Look around your circle.

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Are you 100 % confident that

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everyone in your family knows what
you do for a living?

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That every person you've worked
with in the past 10, 15 years,

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knows what you do for a living.

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And take that with a grain of

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salt, right?
Because I understand you might not

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be able to get, but you're the
core people you hung out with.

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I'm not talking, you know, Phil
down in the photocopying

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department.

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You know, the stapler guy down

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there.

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I'm talking about the people you

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hung out with that you built a
circle with, your work buddies.

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Right?
Do they know what you do for a

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living?
Does every parent... on your kids,

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whatever team, know what you do.

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There's an email list you get.

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Everyone gets emails and
everyone's on the email.

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Even if you're not the coach or
not an admin or you're not a team

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leader, whatever, you can reply
all.

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And in your email signature, you
have what you do.

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And it could be Ryan at Wiley
Mortgages, which was my email.

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With my email signature down
there, with...

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Links to my social proof, my five
-star reviews, right?

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Something like that.

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I'm not saying you reach out and

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you go, hey, guys, I'm a mortgage
person.

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But you can pluck them off one by
one.

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There's also ways you can
advertise within the team stuff,

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right?
I've covered that many times.

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But people need to know what you
do all the time.

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Do you coach a team?
Does every parent know what you

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00:09:17,640 --> 00:09:20,220
do?
I coached my kid's soccer team.

261
00:09:20,220 --> 00:09:25,340
When I got their list going, hey,
you need to go reach out to these

262
00:09:25,340 --> 00:09:28,080
people and give them the schedule.

263
00:09:27,950 --> 00:09:30,530
I sent from my, I wasn't even

264
00:09:30,530 --> 00:09:33,810
doing mortgages at the time.

265
00:09:33,810 --> 00:09:34,990
I wasn't, I was in coaching.

266
00:09:34,990 --> 00:09:36,510
And I responded from my, I still
had Wiley Mortgages.

267
00:09:36,510 --> 00:09:39,210
I replied to all of them, here you
go, I'm Ryan.

268
00:09:40,410 --> 00:09:41,450
I made a video.

269
00:09:41,450 --> 00:09:42,990
Oh my God, a video?

270
00:09:42,990 --> 00:09:43,730
Yeah, a video.

271
00:09:43,730 --> 00:09:45,290
I made a video of myself

272
00:09:45,290 --> 00:09:45,950
introducing who I am.

273
00:09:45,950 --> 00:09:48,050
Blah, blah, blah.

274
00:09:48,050 --> 00:09:50,570
And my email signature had all my
mortgage stuff.

275
00:09:50,570 --> 00:09:54,170
Guess what?
Two parents, not off that email,

276
00:09:54,170 --> 00:09:56,780
but two parents throughout the
journey of the season approached

277
00:09:56,780 --> 00:09:59,420
me and wanted me to talk about
their mortgage.

278
00:09:59,420 --> 00:10:00,280
One was buying a construction
property thing.

279
00:10:00,280 --> 00:10:03,580
They were doctors and they wanted
to go buy.

280
00:10:03,580 --> 00:10:05,380
And I'm like, yeah, not my jam.

281
00:10:06,900 --> 00:10:07,760
I referred it out.

282
00:10:07,760 --> 00:10:11,120
Another one was wanting to talk
about buying an investment

283
00:10:11,120 --> 00:10:11,300
program.

284
00:10:11,300 --> 00:10:14,600
I'm like, that is my jam.

285
00:10:14,600 --> 00:10:16,300
So I talked to them and I referred
it out.

286
00:10:16,300 --> 00:10:16,420
Right.

287
00:10:16,420 --> 00:10:19,540
They knew what I did for a living

288
00:10:19,540 --> 00:10:20,560
because I put myself out there.

289
00:10:20,560 --> 00:10:23,850
And then I also use video every

290
00:10:23,950 --> 00:10:24,090
week.

291
00:10:24,250 --> 00:10:25,850
I'd give an update to the kids on,

292
00:10:25,850 --> 00:10:27,950
hey, great game this week.

293
00:10:28,470 --> 00:10:30,650
And, you know, Max, you played

294
00:10:30,650 --> 00:10:31,170
awesome.

295
00:10:31,170 --> 00:10:35,170
And I was the star of the show.

296
00:10:35,170 --> 00:10:37,410
And I love that tackle you made
and blah, blah, blah.

297
00:10:37,410 --> 00:10:40,550
And OK, next week we got this.

298
00:10:40,550 --> 00:10:41,790
Don't forget, you know, bring your

299
00:10:41,790 --> 00:10:42,810
shin guards and your penny or your
jersey.

300
00:10:42,810 --> 00:10:43,710
Otherwise, you can't play.

301
00:10:43,710 --> 00:10:45,110
Not my rules.

302
00:10:45,110 --> 00:10:46,190
Don't shoot the messenger league
rules.

303
00:10:46,190 --> 00:10:47,430
So don't be that parent.

304
00:10:47,430 --> 00:10:48,190
Make sure they show up.

305
00:10:48,750 --> 00:10:49,970
OK, anyway, like video, right?
Builds instant trust.

306
00:10:49,970 --> 00:10:54,330
Why do you think people use their
bank more than they use mortgage

307
00:10:54,330 --> 00:10:55,230
brokers?
It's not because the bank's

308
00:10:55,230 --> 00:10:55,390
smarter.

309
00:10:55,490 --> 00:10:56,090
They might not even know.

310
00:10:56,090 --> 00:10:59,890
You might be the smartest mortgage
broker out there, but nobody knows

311
00:10:59,970 --> 00:11:01,110
because you're a secret mortgage
broker.

312
00:11:01,270 --> 00:11:01,550
Nobody knows.

313
00:11:01,550 --> 00:11:02,930
I personally know really smart

314
00:11:03,050 --> 00:11:03,190
mortgage brokers.

315
00:11:03,190 --> 00:11:03,950
that make 10 % of what they

316
00:11:03,950 --> 00:11:05,830
should, because they don't tell
people what they do.

317
00:11:05,870 --> 00:11:07,290
They don't want to bother people.

318
00:11:07,290 --> 00:11:09,410
I don't want to bother people.

319
00:11:09,410 --> 00:11:12,310
Okay, then you just live in that
world where you're going to make

320
00:11:12,410 --> 00:11:13,730
your 150 grand a year.

321
00:11:13,730 --> 00:11:15,970
And I'm just, I'm saying, I'm not

322
00:11:16,430 --> 00:11:18,390
saying that in a bad way.

323
00:11:18,390 --> 00:11:20,550
Like that's, oh my God, I'm just

324
00:11:20,550 --> 00:11:24,900
going, they should be making a
million dollars a year.

325
00:11:24,900 --> 00:11:27,560
They should.

326
00:11:27,560 --> 00:11:29,900
With the knowledge they have, they

327
00:11:29,900 --> 00:11:31,420
1000 % should.

328
00:11:31,420 --> 00:11:34,220
And so why do people go to the

329
00:11:34,220 --> 00:11:35,160
bank?
Well, the banks build up trust.

330
00:11:35,160 --> 00:11:39,760
So if we're sitting over here and
we're already in an isolated

331
00:11:39,760 --> 00:11:48,020
world, we're already building a
business on an island and our

332
00:11:48,020 --> 00:11:50,700
competition is the bank.

333
00:11:50,700 --> 00:11:52,480
It's not brokers, but still, when

334
00:11:52,620 --> 00:11:55,340
people say, no, my competition
isn't brokers, that's bullshit.

335
00:11:55,480 --> 00:11:55,980
My competition is everybody.

336
00:11:55,980 --> 00:11:58,020
So I'm just going to put that out

337
00:11:58,840 --> 00:11:59,240
there.

338
00:11:59,380 --> 00:12:00,380
Let's just get past that one.

339
00:12:00,380 --> 00:12:01,480
We have a good market share.

340
00:12:01,480 --> 00:12:05,780
I don't know what it is, 35%, 40%.

341
00:12:05,920 --> 00:12:07,360
So you're kidding yourself if
you're going to say mortgage

342
00:12:07,360 --> 00:12:08,260
brokers aren't your competition.

343
00:12:08,260 --> 00:12:08,540
They are.

344
00:12:08,640 --> 00:12:10,720
Let's just move on past that
point.

345
00:12:10,720 --> 00:12:12,020
That's an old belief system.

346
00:12:12,020 --> 00:12:14,720
Whoever has the deal and I don't

347
00:12:14,720 --> 00:12:16,580
is my competition.

348
00:12:16,580 --> 00:12:18,120
That's just the nature of

349
00:12:18,120 --> 00:12:18,220
competition.

350
00:12:18,220 --> 00:12:18,560
That's sports.

351
00:12:18,560 --> 00:12:21,660
If you are in the league, And
there's 32 teams and I'm one of

352
00:12:21,660 --> 00:12:22,220
the teams.

353
00:12:22,220 --> 00:12:24,020
The other 31 are my competition.

354
00:12:24,020 --> 00:12:28,680
They might be friends that I hang
out with in the summer and off

355
00:12:28,680 --> 00:12:29,980
season and train with them.

356
00:12:30,100 --> 00:12:31,560
They might be buddies I used to

357
00:12:31,560 --> 00:12:33,120
play with on other teams.

358
00:12:33,340 --> 00:12:37,340
But when we're playing our game,

359
00:12:37,340 --> 00:12:37,600
they're competition.

360
00:12:37,600 --> 00:12:38,100
I'm playing to win.

361
00:12:38,100 --> 00:12:40,280
Okay, so everybody's competition.

362
00:12:40,280 --> 00:12:42,820
So why do you think the banks,

363
00:12:42,820 --> 00:12:46,140
which is the main competition, but
why do you think the banks have

364
00:12:46,140 --> 00:12:47,580
larger market share?
Well, they have obviously brand.

365
00:12:47,580 --> 00:12:51,160
which many mortgage brokers have
zero brand.

366
00:12:51,160 --> 00:12:55,180
Okay, well, you're never going to
catch that brand, but they have

367
00:12:55,180 --> 00:12:58,720
trust built in.

368
00:12:58,720 --> 00:13:01,800
So how do we build up the trust?

369
00:13:01,800 --> 00:13:10,260
How do we build up more trust?
Well, people need to see you.

370
00:13:10,260 --> 00:13:14,910
If you're just sending emails to
everybody and being like, and you

371
00:13:14,910 --> 00:13:18,930
don't have a social presence, and
they don't get to see you talk and

372
00:13:18,930 --> 00:13:20,550
your mannerisms and how you like,
because people, neurons start

373
00:13:20,550 --> 00:13:21,010
firing off.

374
00:13:21,010 --> 00:13:22,310
They're like, do I trust that

375
00:13:22,310 --> 00:13:22,950
person?
I trust that person.

376
00:13:22,950 --> 00:13:25,230
Do I trust?
You're looking for someone to like

377
00:13:25,230 --> 00:13:28,590
that's not the big fucking evil
banks, right?

378
00:13:28,590 --> 00:13:32,490
Video helps you not be so secret.

379
00:13:32,490 --> 00:13:34,630
It helps get what you do out

380
00:13:34,630 --> 00:13:34,770
there.

381
00:13:34,770 --> 00:13:37,310
Yet a lot of you don't want to be

382
00:13:37,310 --> 00:13:38,610
on camera.

383
00:13:38,610 --> 00:13:40,730
So then you revert back to hiding

384
00:13:40,730 --> 00:13:44,190
behind email, right?
And then you revert back to just

385
00:13:44,350 --> 00:13:46,310
not telling people what you do and
putting yourself out there.

386
00:13:46,310 --> 00:13:49,850
And so you've got no, I see a lot
of secret brokers and this isn't

387
00:13:49,850 --> 00:13:51,510
just you not going out and telling
people and shaking hands.

388
00:13:51,510 --> 00:13:53,590
Like you should make a challenge.

389
00:13:53,590 --> 00:13:54,450
I challenge everybody.

390
00:13:54,450 --> 00:13:58,510
You should tell one person a day
what you do for a living.

391
00:13:58,510 --> 00:14:00,690
Like, oh my God, is that how low
the bar is?

392
00:14:00,690 --> 00:14:03,310
Tell one person that you're a
mortgage broker, right?

393
00:14:03,430 --> 00:14:03,650
Go do it.

394
00:14:03,650 --> 00:14:04,810
I promise you'll reap the

395
00:14:04,810 --> 00:14:05,650
benefits, but get back on topic
here.

396
00:14:05,770 --> 00:14:06,910
So the secret mortgage broker.

397
00:14:06,910 --> 00:14:08,630
So this, I challenge yourself once

398
00:14:08,630 --> 00:14:10,700
again to look around.

399
00:14:10,700 --> 00:14:12,060
Does every person know, like, why

400
00:14:12,260 --> 00:14:15,020
are we out there trying to
convince strangers on TikTok to

401
00:14:15,020 --> 00:14:15,600
Book a call with us.

402
00:14:15,600 --> 00:14:17,260
God knows what their situation is.

403
00:14:17,260 --> 00:14:21,140
When we have however many people
in our circle and in the bigger

404
00:14:21,140 --> 00:14:23,100
circle and the bigger circle all
around us connected somehow who

405
00:14:23,100 --> 00:14:24,060
don't know what we do.

406
00:14:24,060 --> 00:14:25,900
I've never understood that part.

407
00:14:25,900 --> 00:14:26,580
So I've already went through.

408
00:14:26,580 --> 00:14:28,000
You've got your friends and your

409
00:14:28,000 --> 00:14:30,920
family and past coworkers and
your... school circle and in your

410
00:14:30,920 --> 00:14:34,540
parent circle and your coaching
circle and if you play beer league

411
00:14:34,540 --> 00:14:39,300
hockey or baseball or whatever the
heck you do and if you're in a dog

412
00:14:39,500 --> 00:14:44,700
walking club or you're in a golf
club or you take lessons and

413
00:14:44,700 --> 00:14:49,920
you're like right What do you do
for a living?

414
00:14:49,920 --> 00:14:53,400
Hey, what are you most excited
about right now?

415
00:14:53,400 --> 00:14:56,380
Oh, and then naturally they're
going to ask you, hey, I'm a

416
00:14:56,380 --> 00:14:56,880
mortgage broker.

417
00:14:56,880 --> 00:14:58,300
Have your spiel or anything.

418
00:14:58,300 --> 00:15:03,540
We're not going to get into that,
how you sell yourself in a 30

419
00:15:03,540 --> 00:15:06,300
-second elevator pitch.

420
00:15:06,940 --> 00:15:09,260
We're not going to talk about

421
00:15:09,260 --> 00:15:09,620
that.

422
00:15:09,620 --> 00:15:13,160
We're going to talk about just the

423
00:15:13,160 --> 00:15:16,920
mentality of a lot of secret
brokers out there.

424
00:15:16,920 --> 00:15:18,120
And it hits from different angles.

425
00:15:18,120 --> 00:15:19,540
It hits from social media.

426
00:15:19,540 --> 00:15:24,420
And please, if you're on social
but you're not making videos,

427
00:15:24,420 --> 00:15:26,640
you're not really on social.

428
00:15:26,640 --> 00:15:28,500
I don't know how to tell you.

429
00:15:28,500 --> 00:15:30,360
If you're putting up postcards.

430
00:15:30,360 --> 00:15:33,270
You're paying someone $100 a

431
00:15:33,270 --> 00:15:35,310
month, throw postcards up for you.

432
00:15:35,310 --> 00:15:38,170
And you think like, yeah, I got my

433
00:15:38,170 --> 00:15:39,690
social dialed in.

434
00:15:39,690 --> 00:15:41,930
And deep down, you know you don't.

435
00:15:41,930 --> 00:15:43,230
Deep down, you're just like, I got
that.

436
00:15:43,230 --> 00:15:43,710
It's good.

437
00:15:43,710 --> 00:15:44,490
I'll do that later.

438
00:15:44,490 --> 00:15:49,360
I'm going to go over here and go
into a Facebook group and check

439
00:15:49,360 --> 00:15:50,100
out some stuff instead.

440
00:15:50,100 --> 00:15:52,260
I'm coming at you hard here.

441
00:15:52,260 --> 00:15:53,740
I hope some of you are resonating
with this.

442
00:15:53,740 --> 00:15:56,620
If your profile picture is like a
letter or like a Superman in a

443
00:15:56,620 --> 00:15:57,440
cape, why isn't it you?
Why isn't your face?

444
00:15:57,440 --> 00:15:58,860
Right?
If your face isn't on your

445
00:15:58,860 --> 00:16:00,320
website, like why?
Anytime I see that, I know

446
00:16:00,320 --> 00:16:01,200
mortgage workers who have that.

447
00:16:01,200 --> 00:16:02,780
And I'm like, well, that's not

448
00:16:02,780 --> 00:16:02,920
good.

449
00:16:02,920 --> 00:16:03,620
That's not good.

450
00:16:03,620 --> 00:16:06,820
This person wants my sin number
and trust them with my largest

451
00:16:06,820 --> 00:16:09,220
amount of debt.

452
00:16:09,220 --> 00:16:10,680
And they don't have a face on a

453
00:16:10,680 --> 00:16:12,120
website or their profile.

454
00:16:12,120 --> 00:16:14,540
or no videos on social, like you

455
00:16:14,540 --> 00:16:16,100
drop down massively in my books.

456
00:16:16,100 --> 00:16:18,750
And I'm not like, I'm not just

457
00:16:18,750 --> 00:16:19,610
this outlier person.

458
00:16:19,610 --> 00:16:21,370
I'm like, so if I'm thinking it,

459
00:16:21,630 --> 00:16:23,610
there are millions of other people
thinking it.

460
00:16:23,850 --> 00:16:26,570
If I don't see your face, like the
trust game, right?

461
00:16:26,570 --> 00:16:27,690
This podcast brought to you by
American.

462
00:16:27,690 --> 00:16:28,150
Oh, so good.

463
00:16:28,150 --> 00:16:29,090
It's the trust game.

464
00:16:29,090 --> 00:16:32,950
So like, this is a simple, This is
such a simple game we're at.

465
00:16:32,950 --> 00:16:36,170
Yeah, you complicate the fuck out
of it.

466
00:16:36,170 --> 00:16:37,210
Go and have conversations with
people.

467
00:16:37,210 --> 00:16:37,430
That's it.

468
00:16:37,430 --> 00:16:39,170
If you have no leads, three, four

469
00:16:39,170 --> 00:16:42,830
hours a day, start conversations
with people.

470
00:16:42,830 --> 00:16:44,190
I don't care how.

471
00:16:44,190 --> 00:16:46,310
Don't get caught up in how

472
00:16:47,520 --> 00:16:51,860
exactly, where, what, when do I
do?

473
00:16:51,860 --> 00:16:52,960
Just go do it.

474
00:16:52,960 --> 00:16:55,820
I've given you 18 different ways

475
00:16:55,820 --> 00:16:56,300
to go do it.

476
00:16:56,300 --> 00:16:57,080
It means not enough.

477
00:16:57,080 --> 00:17:00,820
If you don't have business, it
means not enough people.

478
00:17:00,820 --> 00:17:02,400
I'm trying to really dumb down the
formula.

479
00:17:02,400 --> 00:17:08,000
If you don't have enough business,
much like me, if Strategy Hub does

480
00:17:08,000 --> 00:17:11,099
not have enough students, it's
because not enough people know

481
00:17:11,099 --> 00:17:12,609
what we do.

482
00:17:12,609 --> 00:17:16,450
So then we have to go fix that.

483
00:17:16,450 --> 00:17:18,690
And we always want more students.

484
00:17:18,690 --> 00:17:21,230
So we always know what we know.

485
00:17:21,230 --> 00:17:23,290
That's like a big push for us.

486
00:17:23,550 --> 00:17:26,510
We need to get more people to know

487
00:17:27,550 --> 00:17:28,450
what we do.

488
00:17:28,450 --> 00:17:31,030
So how do we do it?

489
00:17:31,030 --> 00:17:31,970
We start conversations.

490
00:17:31,970 --> 00:17:35,150
You do paid ads where you create

491
00:17:35,190 --> 00:17:35,390
content.

492
00:17:35,390 --> 00:17:37,530
We're all three.

493
00:17:37,530 --> 00:17:40,470
Those are the only ways.

494
00:17:40,470 --> 00:17:42,640
to get business right so for you

495
00:17:42,640 --> 00:17:47,060
not enough people know what you do
for a living okay and then once

496
00:17:47,060 --> 00:17:50,700
they do know what you do for a
living you start a conversation

497
00:17:51,000 --> 00:17:55,160
know what you do for a living like
put yourself out there and that's

498
00:17:55,680 --> 00:17:59,320
such a simplistic way of saying it
but your face needs to be out more

499
00:17:59,320 --> 00:18:02,220
people people need to know you're
too secretive and i'm not sure why

500
00:18:02,220 --> 00:18:06,080
and so then we get into mindset
issues So if you're too secretive,

501
00:18:06,080 --> 00:18:09,320
then you're just like, well, I
don't have the confidence to put

502
00:18:09,770 --> 00:18:10,470
myself out there.

503
00:18:10,470 --> 00:18:10,870
Get it.

504
00:18:10,870 --> 00:18:12,770
Totally get it.

505
00:18:12,770 --> 00:18:13,010
Yeah.

506
00:18:13,630 --> 00:18:17,610
It doesn't mean I agree, but I get
it.

507
00:18:17,630 --> 00:18:21,110
If you're like, I don't like, like
I'm self -conscious.

508
00:18:21,850 --> 00:18:22,650
Totally get it.

509
00:18:22,650 --> 00:18:22,790
Yeah.

510
00:18:22,790 --> 00:18:24,710
I don't agree, but I get it.

511
00:18:24,710 --> 00:18:24,990
Got it.

512
00:18:24,990 --> 00:18:26,170
Then I need to look for
inspiration.

513
00:18:26,170 --> 00:18:28,050
I need to change what I'm self
-conscious about.

514
00:18:28,050 --> 00:18:30,070
I need to work on myself.

515
00:18:30,070 --> 00:18:31,090
So what's your work on yourself?

516
00:18:31,430 --> 00:18:33,630
I know some people that are just
not in good shape.

517
00:18:33,630 --> 00:18:37,790
And they've told me, that's why I
don't put myself out there.

518
00:18:37,790 --> 00:18:42,820
And my business and my life is
suffering because of it.

519
00:18:42,820 --> 00:18:44,600
So you don't have a mortgage
business problem.

520
00:18:44,600 --> 00:18:45,560
We've got like other problems
here.

521
00:18:45,560 --> 00:18:46,640
This is all connected.

522
00:18:46,640 --> 00:18:47,280
It's all interconnected here.

523
00:18:47,280 --> 00:18:47,900
So I challenged them.

524
00:18:47,900 --> 00:18:48,260
challenged them.

525
00:18:48,260 --> 00:18:52,060
I said, hey, if you were 20
pounds, were 20 pounds, like less

526
00:18:52,060 --> 00:18:55,700
weight, and you did more in shape,
whatever your definition of, if

527
00:18:55,700 --> 00:18:59,040
that was, Like, how would that,
what do you think would happen?

528
00:18:59,040 --> 00:19:03,960
Oh my God, I'd be like more
comfortable in my home life.

529
00:19:03,960 --> 00:19:04,720
I'd be more confident.

530
00:19:04,720 --> 00:19:07,140
I would put myself out there more

531
00:19:07,140 --> 00:19:08,300
in the business.

532
00:19:08,300 --> 00:19:09,320
And like, like there's stuff here,

533
00:19:09,320 --> 00:19:10,160
right?
See, there's a roadmap.

534
00:19:10,160 --> 00:19:10,720
It's interesting.

535
00:19:10,720 --> 00:19:12,940
And so I'm not saying when I say

536
00:19:12,940 --> 00:19:16,500
you're a secret agent, I'm just
trying to point out, I'm not

537
00:19:16,560 --> 00:19:19,300
going, Hey, go and push through
that wall.

538
00:19:20,060 --> 00:19:23,940
I'm going, why don't we go fix the
other problems instead of putting

539
00:19:23,940 --> 00:19:26,660
band -aids on it?
and go, hey, I'm going to go do 10

540
00:19:26,660 --> 00:19:30,940
opens a day, but I'm still self
-conscious, so I'm never going to

541
00:19:30,940 --> 00:19:31,500
go on video.

542
00:19:31,500 --> 00:19:32,940
And it's a time and a place

543
00:19:32,940 --> 00:19:38,130
because I heard you, Ryan, and so
I'm going to go do it.

544
00:19:38,130 --> 00:19:41,610
I'm going, hey, maybe it's a lot
deeper than that for you.

545
00:19:41,610 --> 00:19:44,550
And I'm just using that as an
example because I know two people

546
00:19:44,550 --> 00:19:48,430
who have shared really close
things with me, and that's the

547
00:19:48,430 --> 00:19:49,310
root of it.

548
00:19:49,310 --> 00:19:53,030
Their business is a fraction of

549
00:19:53,030 --> 00:19:58,110
what it could be because they
don't want to build a brand

550
00:19:56,070 --> 00:19:56,510
online.

551
00:19:56,510 --> 00:20:01,150
fraction of what it could be

552
00:20:01,150 --> 00:20:05,270
because they don't want to build a
brand And they don't want to put

553
00:20:05,390 --> 00:20:05,770
themselves on camera.

554
00:20:05,910 --> 00:20:07,250
And they don't want to go out and

555
00:20:07,250 --> 00:20:10,390
put themselves out there because
they're self -conscious about how

556
00:20:10,390 --> 00:20:11,190
they look.

557
00:20:11,190 --> 00:20:12,350
Whoa, that's deep.

558
00:20:12,830 --> 00:20:15,930
Still at five on the clock in the
morning for me, right?

559
00:20:15,930 --> 00:20:19,250
So this isn't just about like
mortgage tips and strategies.

560
00:20:19,250 --> 00:20:22,950
And like, this is real life shit.

561
00:20:22,950 --> 00:20:24,290
And so whatever your thing is, in

562
00:20:24,290 --> 00:20:26,650
that instance, and then in the
conversation I mentioned, if that

563
00:20:26,750 --> 00:20:27,910
was the case, right.

564
00:20:27,910 --> 00:20:29,150
So what do you think?

565
00:20:29,270 --> 00:20:32,170
So if you go fix, what's the one
problem you can fix that fixes a

566
00:20:32,170 --> 00:20:34,360
lot of other problems?
Well, with this person, when I was

567
00:20:34,360 --> 00:20:36,540
talking to them, we reverse
engineered and it boiled down to

568
00:20:36,540 --> 00:20:36,700
that.

569
00:20:36,700 --> 00:20:38,420
Boiled down to, wow, if I make

570
00:20:38,420 --> 00:20:40,180
better choices here, it opens up
the world over here and solves a

571
00:20:40,180 --> 00:20:42,440
lot of problems and will help me
go work on my brand.

572
00:20:42,440 --> 00:20:44,560
It will make me more confident to
build referral partners, put

573
00:20:44,560 --> 00:20:46,160
myself out in my circles and blah,
blah, blah.

574
00:20:46,160 --> 00:20:49,080
Ah, interesting, right?
So there's a lot of reasons why

575
00:20:49,080 --> 00:20:51,700
you're a secret mortgage agent.

576
00:20:51,700 --> 00:20:56,900
And for those of you who don't

577
00:20:56,900 --> 00:20:59,160
have, you're not self -conscious
of certain things.

578
00:20:59,160 --> 00:20:57,560
Some of you, it goes the other way
and you're just fucking lazy.

579
00:20:57,560 --> 00:21:03,450
And it can't be like, you know how
many people I run into?

580
00:21:03,450 --> 00:21:04,870
I'm going to do it, man.

581
00:21:05,070 --> 00:21:05,910
I got this.

582
00:21:05,910 --> 00:21:06,310
Yeah, let's go.

583
00:21:06,310 --> 00:21:06,650
And like, yeah.

584
00:21:06,650 --> 00:21:09,550
A month later, you're like, yeah,
no, I just, yeah, I didn't.

585
00:21:10,670 --> 00:21:13,110
I'm not doing that.

586
00:21:13,110 --> 00:21:14,730
But I'm doing this thing now.

587
00:21:14,730 --> 00:21:15,090
Okay, cool.

588
00:21:15,090 --> 00:21:18,810
So do people, just let me get back

589
00:21:18,810 --> 00:21:23,330
to, do all those people know what
you do for a living still, though?

590
00:21:23,330 --> 00:21:24,130
They don't know.

591
00:21:24,130 --> 00:21:26,710
Okay, so you're going to go do

592
00:21:26,710 --> 00:21:27,590
that now?
Okay, got it.

593
00:21:27,590 --> 00:21:28,790
You don't need a shiny thing.

594
00:21:28,950 --> 00:21:30,530
If you have advanced mortgage

595
00:21:30,530 --> 00:21:33,760
strategies, you might be like,
Ryan, but the shiny thing is cash

596
00:21:33,760 --> 00:21:36,820
damming and hour of the paycheck
and debt swap and RSP versus

597
00:21:36,820 --> 00:21:37,000
rental.

598
00:21:37,000 --> 00:21:38,860
one property away and all things

599
00:21:38,860 --> 00:21:41,300
to talk about.

600
00:21:41,300 --> 00:21:42,280
Well, those are strategies.

601
00:21:42,280 --> 00:21:45,900
Those are strategies to up your
game, your craft as a mortgage

602
00:21:45,900 --> 00:21:46,340
broker.

603
00:21:46,340 --> 00:21:49,080
Those aren't shiny things.

604
00:21:49,080 --> 00:21:52,440
Shiny things, when I say shiny
things, and I want to break this

605
00:21:52,440 --> 00:21:54,100
down for you because I think some
people misinterpret, however I

606
00:21:54,100 --> 00:21:56,020
said that, hope I said that right,
things.

607
00:21:56,200 --> 00:22:01,440
When I say, hey, and they're off
the next shiny thing, it means

608
00:22:01,940 --> 00:22:03,960
they're just not doing the basic
boring shit that makes money.

609
00:22:03,960 --> 00:22:06,740
And they replace it with a shiny
thing.

610
00:22:06,740 --> 00:22:12,660
But at the end of the day, nothing
they do over with the shiny thing

611
00:22:12,660 --> 00:22:17,800
will make the money because what
they're not realizing is the basic

612
00:22:17,800 --> 00:22:20,060
boring shit that builds a network
and keeps you in front of people

613
00:22:20,100 --> 00:22:21,880
and keeps social media warm, all
those people and keeps them

614
00:22:22,000 --> 00:22:24,590
engaged and keeps your email list
warm.

615
00:22:24,590 --> 00:22:27,110
And all that creates all the
opportunity for the shiny thing.

616
00:22:27,110 --> 00:22:28,350
But everyone skips that step.

617
00:22:28,470 --> 00:22:29,010
Not everyone, but majority.

618
00:22:29,010 --> 00:22:33,030
So I'm all about, I don't like
calling them shiny things because

619
00:22:33,030 --> 00:22:34,530
they're, especially the advanced
mortgage strategies.

620
00:22:34,530 --> 00:22:35,770
Those are strategies that set you
apart from anybody.

621
00:22:35,770 --> 00:22:38,230
And it's awesome stuff you need to
know.

622
00:22:38,230 --> 00:22:41,330
But if you're not doing the boring
work, it's going to fall on deaf

623
00:22:41,330 --> 00:22:44,030
ears, right?
Because you can't, you have all

624
00:22:44,030 --> 00:22:45,930
these things, but there's nobody
to do the things on.

625
00:22:45,930 --> 00:22:46,810
It doesn't make sense.

626
00:22:46,810 --> 00:22:48,930
So let's just break that down, the

627
00:22:48,930 --> 00:22:53,060
clear definitions of it, okay?
So I see a lot of agents cutting

628
00:22:53,060 --> 00:22:53,200
corners.

629
00:22:53,200 --> 00:22:54,640
And instead of just sitting back

630
00:22:55,140 --> 00:22:57,360
going, hey, I'm just going to make
my mission.

631
00:22:57,360 --> 00:23:00,160
I'm going to start there as a
baseline.

632
00:23:00,160 --> 00:23:03,920
I'm going to go back to
prospecting 101.

633
00:23:03,920 --> 00:23:05,100
That should be next accountability
group.

634
00:23:05,100 --> 00:23:05,780
Prospecting 101.

635
00:23:05,780 --> 00:23:06,720
Telling people who know your name

636
00:23:06,720 --> 00:23:11,340
or have seen your name what you do
for a living.

637
00:23:11,340 --> 00:23:12,480
Let's build on that.

638
00:23:13,040 --> 00:23:14,760
You've got all those people I

639
00:23:14,760 --> 00:23:16,140
already told you, those in -person
people.

640
00:23:16,140 --> 00:23:17,780
And then you've got your online
people, right?

641
00:23:17,780 --> 00:23:20,890
People who engage with your
content, people who watch your

642
00:23:20,890 --> 00:23:21,050
stories.

643
00:23:21,050 --> 00:23:22,890
Something we did the other day,

644
00:23:22,890 --> 00:23:24,450
I'm going to share here.

645
00:23:24,450 --> 00:23:26,330
It's a podcast brought to you by

646
00:23:26,330 --> 00:23:27,130
Americana.

647
00:23:27,130 --> 00:23:28,690
I'm just going to share out, I

648
00:23:28,690 --> 00:23:33,870
don't know if it's a hack, but
it's like, I know a lot of people,

649
00:23:33,870 --> 00:23:37,390
you're trying to put reels out for
Instagram and then you put your

650
00:23:37,390 --> 00:23:41,010
stories out, which are the ones
that live for 24 hours and they go

651
00:23:41,010 --> 00:23:41,710
away.

652
00:23:41,710 --> 00:23:46,790
And to me, I still don't have a

653
00:23:46,790 --> 00:23:47,290
clear.

654
00:23:47,290 --> 00:23:48,630
I do, but I don't.

655
00:23:48,630 --> 00:23:52,730
An idea of like what should go
where.

656
00:23:52,730 --> 00:23:56,930
Sometimes I have like a really
good thing I want to put on the

657
00:23:56,930 --> 00:23:57,110
story.

658
00:23:57,110 --> 00:23:59,730
And, but I'm like, oh, that should

659
00:24:00,770 --> 00:24:03,530
live on the real forever too.

660
00:24:03,530 --> 00:24:05,910
But I'm like, but I need a story.

661
00:24:05,910 --> 00:24:10,930
And I'm like, so do I take a
picture of my dog or do I take a

662
00:24:10,930 --> 00:24:15,690
picture of what I'm cooking?
And I'm just like, ah, this is

663
00:24:15,690 --> 00:24:15,950
exhausting.

664
00:24:15,950 --> 00:24:17,650
I'm like, even just thinking about

665
00:24:17,650 --> 00:24:21,070
it, I'm like, is this where I'm at
right now?

666
00:24:21,070 --> 00:24:25,050
Is this my life?
And I'm like, yeah, because if

667
00:24:25,050 --> 00:24:27,170
that's the cost of getting to
where I want to go, if me being

668
00:24:27,170 --> 00:24:30,650
inconvenienced, with trying to
figure out on my camera reel, what

669
00:24:30,650 --> 00:24:35,790
goes where, if that's the cost to,
you know, live, have my family

670
00:24:35,790 --> 00:24:39,370
live a spectacular life.

671
00:24:39,370 --> 00:24:41,330
Yeah, I can make that.

672
00:24:41,330 --> 00:24:42,810
I can 100 % do that.

673
00:24:42,810 --> 00:24:46,230
So then I get out of my own head

674
00:24:46,840 --> 00:24:46,980
again.

675
00:24:46,980 --> 00:24:48,160
I'm like, okay, just go power

676
00:24:48,160 --> 00:24:48,380
through.

677
00:24:48,380 --> 00:24:48,760
Let's go.

678
00:24:48,760 --> 00:24:50,260
So here's for you though.

679
00:24:50,260 --> 00:24:51,500
If you're creating content, do

680
00:24:51,700 --> 00:24:52,040
this.

681
00:24:52,120 --> 00:24:54,740
So if you put a reel out, I know

682
00:24:54,740 --> 00:24:56,000
this is a huge sidebar.

683
00:24:56,000 --> 00:24:56,220
It's okay.

684
00:24:56,220 --> 00:24:57,060
If you put a reel out.

685
00:24:57,220 --> 00:24:58,500
that lives on your grid right so

686
00:24:58,500 --> 00:25:03,640
instead because if you make a 60
second reel let's say and you go

687
00:25:03,640 --> 00:25:06,480
to share that to your stories
after it only lives there for 15

688
00:25:06,480 --> 00:25:08,720
seconds versus if you do it the
other way start recording inside

689
00:25:08,720 --> 00:25:11,260
instagram record the story can be
up to 60 seconds maybe that's

690
00:25:11,260 --> 00:25:14,280
changed by now but i know it's for
sure it's minimum 60 seconds

691
00:25:14,280 --> 00:25:17,190
record it in there you can even
put clickable links on the story

692
00:25:17,190 --> 00:25:19,770
which you can't do on the reel
That will go to like your URL or

693
00:25:19,770 --> 00:25:19,910
whatnot.

694
00:25:19,910 --> 00:25:21,690
Post the story, get the engagement

695
00:25:21,770 --> 00:25:22,410
from whoever's watching it.

696
00:25:22,410 --> 00:25:23,810
And then before it goes away,

697
00:25:23,810 --> 00:25:25,870
actually, as soon as you put it
there, push it into your

698
00:25:25,870 --> 00:25:26,010
highlights.

699
00:25:26,010 --> 00:25:26,650
And then once it's in your

700
00:25:26,650 --> 00:25:27,130
highlights.

701
00:25:27,130 --> 00:25:29,130
then you can make it into a reel

702
00:25:29,130 --> 00:25:30,250
and now it lives on your grid
forever.

703
00:25:30,690 --> 00:25:34,150
And now you've got content, the 24
-hour content on your story for a

704
00:25:34,150 --> 00:25:34,630
full 60 seconds.

705
00:25:34,630 --> 00:25:35,830
And then you also have ongoing

706
00:25:35,830 --> 00:25:37,090
content on your reel.

707
00:25:37,150 --> 00:25:39,350
And then if you're going in and

708
00:25:39,350 --> 00:25:45,400
doing your opens like you should
be doing every day, like I do five

709
00:25:45,400 --> 00:25:46,040
a day minimum.

710
00:25:46,040 --> 00:25:46,920
I don't need to.

711
00:25:47,220 --> 00:25:49,260
I go into who's engaging in my
stuff.

712
00:25:49,260 --> 00:25:54,180
So then you can go into your
stories and see who's watching,

713
00:25:55,480 --> 00:25:56,880
who left a comment, open them.

714
00:25:56,880 --> 00:25:58,900
Thank you for the comment.

715
00:25:59,040 --> 00:25:59,700
Thanks for helping out.

716
00:25:59,700 --> 00:26:00,100
I loved your answer.

717
00:26:00,100 --> 00:26:00,640
I love your comment.

718
00:26:00,740 --> 00:26:01,500
Anyways, I appreciate it.

719
00:26:01,500 --> 00:26:03,760
Whoever liked your stuff, go open
them.

720
00:26:03,760 --> 00:26:05,080
Whoever watched your stuff, go
open them.

721
00:26:05,300 --> 00:26:07,460
But you're feeding your own
engagement by doing it this way.

722
00:26:07,460 --> 00:26:11,040
So if you were already going to do
a reel, throw it into a story,

723
00:26:11,360 --> 00:26:13,640
then a highlight, then back to the
reel.

724
00:26:13,640 --> 00:26:16,560
So when the dust settles, you're
where you were at anyways.

725
00:26:16,560 --> 00:26:18,780
But you created all this
engagement for you to go open.

726
00:26:18,780 --> 00:26:20,800
Yeah, that's how the game's
played, kids.

727
00:26:20,800 --> 00:26:23,300
That's how you do it smarter.

728
00:26:23,300 --> 00:26:26,440
Okay, so back to the topic, we're

729
00:26:26,440 --> 00:26:29,780
almost on this podcast, secret
mortgage agent.

730
00:26:29,780 --> 00:26:32,540
So I mentioned this many, many
times before, I'm going to keep

731
00:26:32,540 --> 00:26:36,120
talking about it, because too many
of you are trying to build this

732
00:26:36,120 --> 00:26:38,160
referral based business, which is
based on trust.

733
00:26:38,160 --> 00:26:39,720
And you're trying to get clients
to refer you back.

734
00:26:40,350 --> 00:26:43,230
And you're trying to get referral
partners to refer you back.

735
00:26:43,230 --> 00:26:48,490
And you're trying to get people in
your center of influence to refer

736
00:26:48,490 --> 00:26:48,950
you back.

737
00:26:48,950 --> 00:26:50,870
Nobody fucking knows what you do.

738
00:26:50,870 --> 00:26:51,110
Like, duh.

739
00:26:51,110 --> 00:26:52,170
Go tell them.

740
00:26:52,170 --> 00:26:54,290
Stay in front all the time.

741
00:26:54,290 --> 00:26:54,550
Be everywhere.

742
00:26:54,550 --> 00:26:57,880
Just because you put one video out
every three days does not mean

743
00:26:57,880 --> 00:26:58,260
everybody saw it.

744
00:26:58,260 --> 00:26:59,480
Put out three videos a day.

745
00:26:59,480 --> 00:27:00,960
Your chances go up.

746
00:27:00,960 --> 00:27:01,720
I don't know.

747
00:27:01,720 --> 00:27:03,700
Do you disagree with me?
I don't have business.

748
00:27:03,700 --> 00:27:05,540
I know I either need to pay ads.

749
00:27:05,540 --> 00:27:06,800
I'm not going to do.

750
00:27:06,800 --> 00:27:07,540
Make content or start
conversations.

751
00:27:07,540 --> 00:27:08,980
And I need more business, Ryan.

752
00:27:08,980 --> 00:27:09,180
Okay.

753
00:27:09,180 --> 00:27:13,420
How much content are you making?
I'm making three reels a week.

754
00:27:13,420 --> 00:27:13,560
Okay.

755
00:27:13,560 --> 00:27:16,000
I got something for you.

756
00:27:16,000 --> 00:27:18,340
I'm going to give you a secret
here.

757
00:27:18,340 --> 00:27:19,600
Go make one a day.

758
00:27:19,600 --> 00:27:21,400
Go make six a week.

759
00:27:21,400 --> 00:27:21,620
Really?
Yeah.

760
00:27:21,620 --> 00:27:23,400
More people will know what you do.

761
00:27:23,400 --> 00:27:24,260
Don't tell anyone, though.

762
00:27:24,260 --> 00:27:25,280
That's my own secret.

763
00:27:25,280 --> 00:27:27,180
I'm going to sell a course on it.

764
00:27:27,180 --> 00:27:30,560
How many people are you having
conversations with this week?

765
00:27:30,800 --> 00:27:32,020
Oh, I called 20 people.

766
00:27:32,020 --> 00:27:32,280
Cool.

767
00:27:32,280 --> 00:27:32,400
Okay.

768
00:27:32,480 --> 00:27:32,540
Okay.

769
00:27:32,540 --> 00:27:34,740
This is my secret number two.

770
00:27:34,740 --> 00:27:35,200
Call 40 people.

771
00:27:35,200 --> 00:27:36,280
And then when that doesn't work,
call 80 people.

772
00:27:36,280 --> 00:27:36,520
Yeah, 80.

773
00:27:36,520 --> 00:27:38,560
There's a rule of 100.

774
00:27:38,560 --> 00:27:40,560
Spend 100 bucks a day on ads.

775
00:27:40,560 --> 00:27:41,320
Talk to, start 100 conversations

776
00:27:41,320 --> 00:27:42,500
or do 100 minutes of content.

777
00:27:42,500 --> 00:27:43,540
Choose, pick your poison.

778
00:27:43,540 --> 00:27:44,240
Pick your lane.

779
00:27:44,240 --> 00:27:44,920
Pick one.

780
00:27:44,920 --> 00:27:49,600
Which one are you going to pick?
But it's right in front of you.

781
00:27:49,600 --> 00:27:53,240
So I can tell from personal
experience, and we all know this,

782
00:27:53,240 --> 00:27:58,240
when you get out there and you get
the momentum going and it's, and I

783
00:27:58,240 --> 00:28:01,360
was going to say easier said than
done, but it's not.

784
00:28:01,360 --> 00:28:03,100
It doesn't get easier than that.

785
00:28:03,100 --> 00:28:07,680
Stop being in the bushes, hiding

786
00:28:07,680 --> 00:28:07,880
out.

787
00:28:07,880 --> 00:28:08,960
People walk by.

788
00:28:09,930 --> 00:28:11,170
Need a mortgage?
Hey, hey.

789
00:28:11,170 --> 00:28:13,370
Oh, no, no, no. Okay, okay, okay,
okay, okay.

790
00:28:13,370 --> 00:28:14,470
Hey, do you need a...

791
00:28:14,470 --> 00:28:15,090
Sorry, sorry, sorry.

792
00:28:15,090 --> 00:28:17,550
I shouldn't have said mortgage
because I'm Canadian and I don't

793
00:28:17,550 --> 00:28:18,570
want to offend anybody.

794
00:28:18,570 --> 00:28:20,650
Hey, do you need help getting the

795
00:28:20,650 --> 00:28:27,130
money for a house?
Is that a mortgage?

796
00:28:27,130 --> 00:28:27,630
Yeah, yeah.

797
00:28:27,630 --> 00:28:30,170
Are you a mortgage broker?

798
00:28:30,510 --> 00:28:31,590
Depends who's asking.

799
00:28:31,590 --> 00:28:34,450
Like, come on, come on.

800
00:28:34,450 --> 00:28:37,930
I want to shake people sometimes.

801
00:28:37,930 --> 00:28:42,840
So it comes down to this.

802
00:28:42,840 --> 00:28:48,080
I have conversations daily,
mortgage brokers, and we always go

803
00:28:48,220 --> 00:28:49,100
back to basics.

804
00:28:49,100 --> 00:28:52,060
I'm like, what are you doing?

805
00:28:52,480 --> 00:28:55,840
And everyone's looking for the
next secret thing, the next

806
00:28:55,840 --> 00:28:58,580
formula, the next thing on top of
the thing.

807
00:28:58,580 --> 00:29:01,400
And I always back to basics.

808
00:29:02,000 --> 00:29:05,000
I'm never going to get away from

809
00:29:05,000 --> 00:29:06,340
this ever.

810
00:29:06,340 --> 00:29:08,460
You're going to listen to this

811
00:29:08,580 --> 00:29:10,060
podcast a year from now.

812
00:29:11,200 --> 00:29:12,800
You're going to hear me talk about

813
00:29:12,800 --> 00:29:14,500
the same shit.

814
00:29:14,500 --> 00:29:15,760
Did you talk to people?

815
00:29:15,760 --> 00:29:19,540
What did you say?
It doesn't matter really what you

816
00:29:19,540 --> 00:29:19,860
say.

817
00:29:19,860 --> 00:29:21,280
Did you talk to people?

818
00:29:21,380 --> 00:29:22,920
Did you start conversations?
Did you make content?

819
00:29:22,920 --> 00:29:25,420
Did you make content?
Did you talk to people?

820
00:29:25,420 --> 00:29:29,040
Which bucket are you spending your
time in?

821
00:29:29,040 --> 00:29:30,820
Just keep doing it.

822
00:29:30,820 --> 00:29:33,760
I don't know how to do it.

823
00:29:33,760 --> 00:29:34,140
It's confusing.

824
00:29:34,140 --> 00:29:36,140
Go figure it out.

825
00:29:36,140 --> 00:29:38,380
Go figure it out.

826
00:29:38,380 --> 00:29:40,080
Much like you tell your kids.

827
00:29:40,380 --> 00:29:42,160
Go figure it out.

828
00:29:42,160 --> 00:29:42,300
Right?

829
00:29:42,300 --> 00:29:44,140
You don't lay it out for your
kids.

830
00:29:44,140 --> 00:29:47,980
I'm not laying it out for you,
although I have.

831
00:29:47,980 --> 00:29:48,580
I have.

832
00:29:48,580 --> 00:29:50,960
And it doesn't work as well.

833
00:29:51,300 --> 00:29:55,340
The more I lay out for people, the
less they feel they've earned it.

834
00:29:55,340 --> 00:29:57,060
So I got to be more general.

835
00:29:57,060 --> 00:29:58,800
But anyways, you get the idea.

836
00:29:58,800 --> 00:30:00,080
You get the point.

837
00:30:00,080 --> 00:30:00,700
Secret mortgage agent.

838
00:30:00,700 --> 00:30:01,400
Go back to realtors.

839
00:30:01,400 --> 00:30:02,360
You know they're a realtor.

840
00:30:02,360 --> 00:30:03,760
Go get that vibe and energy,
right?

841
00:30:03,760 --> 00:30:04,600
Realtors are always auditioning
for stuff.

842
00:30:04,600 --> 00:30:06,660
They have to build up trust with
people.

843
00:30:06,660 --> 00:30:10,370
But they have to build up less
trust.

844
00:30:10,370 --> 00:30:14,190
Being a realtor is more of a
popularity game.

845
00:30:14,190 --> 00:30:18,770
We have to build up trust because
it's people's finances.

846
00:30:18,890 --> 00:30:20,370
So we need to be less secretive.

847
00:30:20,370 --> 00:30:21,610
We need to break down those

848
00:30:21,610 --> 00:30:23,690
barriers and get them to know us
versus our biggest competition,

849
00:30:23,690 --> 00:30:26,610
which is the bet.

850
00:30:26,670 --> 00:30:26,830
That's it.

851
00:30:26,830 --> 00:30:27,350
I'm done.

852
00:30:27,350 --> 00:30:31,350
I got to get on with my day.

853
00:30:31,350 --> 00:30:33,090
Enjoy your day.

854
00:30:33,410 --> 00:30:33,850
Peace out, everyone.