269: The Niche Broker... 27M, 20-Hour Weeks, & 8 Vacations

1
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 --> 00:00:39,490
Welcome to episode of the Mortgage
Game podcast.

17
00:00:39,490 --> 00:00:40,670
West Coast Wiley here.

18
00:00:40,670 --> 00:00:43,970
And I have a special guest today

19
00:00:43,970 --> 00:00:45,270
coming to you live.

20
00:00:45,270 --> 00:00:47,370
We've got Sylvia Ho.

21
00:00:47,370 --> 00:00:48,010
Hello, Sylvia.

22
00:00:48,030 --> 00:00:48,870
Hello, hello.

23
00:00:48,870 --> 00:00:49,490
Hello.

24
00:00:49,490 --> 00:00:54,350
So Sylvia, we figured we'd have

25
00:00:54,810 --> 00:00:59,510
her on because Sylvia is the cash
dam, cash damming or cash dam

26
00:00:59,510 --> 00:00:59,810
queen.

27
00:00:59,810 --> 00:01:01,650
What are we going with?

28
00:01:01,650 --> 00:01:02,820
Cash damming queen.

29
00:01:02,820 --> 00:01:03,180
How about that?

30
00:01:03,180 --> 00:01:04,140
Cash damming queen.

31
00:01:04,140 --> 00:01:04,319
Okay.

32
00:01:04,500 --> 00:01:07,720
So we wanted to have you on
because I'm going to start with

33
00:01:07,720 --> 00:01:08,700
where your business is at today.

34
00:01:08,700 --> 00:01:10,340
We're just going to get into it

35
00:01:10,340 --> 00:01:11,120
with where your business is at
today.

36
00:01:11,120 --> 00:01:13,200
And then we'll frame it with where
you were before.

37
00:01:13,460 --> 00:01:14,760
And then we'll have a chat.

38
00:01:14,760 --> 00:01:16,340
I really want anyone listening

39
00:01:16,340 --> 00:01:16,900
here more than ever.

40
00:01:16,900 --> 00:01:18,480
brokers are getting absolutely

41
00:01:18,480 --> 00:01:24,010
crushed by the banks with the
traditional type of brokering, the

42
00:01:24,010 --> 00:01:25,650
brokering of 10 years ago.

43
00:01:25,650 --> 00:01:27,570
And so Sylvia recognized this many

44
00:01:27,570 --> 00:01:28,130
years ago.

45
00:01:28,130 --> 00:01:30,150
She came up with a different

46
00:01:30,150 --> 00:01:33,230
business model and it has since
evolved.

47
00:01:33,230 --> 00:01:36,330
And so that's what we want to talk
to you about today.

48
00:01:36,330 --> 00:01:39,110
And I want some of you just have
some takeaways, some takeaways of,

49
00:01:39,110 --> 00:01:40,270
hey, if she can do it, I can do
it.

50
00:01:40,270 --> 00:01:42,730
Maybe I should look a little
differently and plan a little

51
00:01:42,730 --> 00:01:42,910
differently.

52
00:01:43,050 --> 00:01:44,570
So let's get into it, Sylvia.

53
00:01:44,570 --> 00:01:45,630
You focus on cash jamming,
correct?

54
00:01:45,630 --> 00:01:46,030
Yep.

55
00:01:46,030 --> 00:01:46,370
Yep.

56
00:01:46,370 --> 00:01:48,590
That's all I focus on.

57
00:01:48,590 --> 00:01:51,220
on. And so 2024, can you walk me

58
00:01:51,220 --> 00:01:54,620
through the last calendar year
with just the focus of cash

59
00:01:54,900 --> 00:01:56,800
jamming, what you were able to
accomplish?

60
00:01:56,800 --> 00:01:56,960
Yeah.

61
00:01:56,960 --> 00:01:59,600
So 2024 last year, my goodness,

62
00:01:59,600 --> 00:02:02,300
it's like, feels like a long time
ago.

63
00:02:02,300 --> 00:02:04,760
Last year, all I did was rental
cash damming.

64
00:02:04,760 --> 00:02:06,040
I prospected for clients.

65
00:02:06,180 --> 00:02:07,100
I charged them a fee.

66
00:02:07,100 --> 00:02:10,180
I helped them get their proper
setup on their mortgage.

67
00:02:10,180 --> 00:02:14,020
And I helped them through setting
up rental cash damming.

68
00:02:14,020 --> 00:02:14,700
And that's it.

69
00:02:14,980 --> 00:02:16,620
That was my simple model.

70
00:02:16,620 --> 00:02:19,040
And I loved it because there was
no stress.

71
00:02:19,040 --> 00:02:20,580
There was no stress involved.

72
00:02:20,580 --> 00:02:22,960
It was, hey.

73
00:02:22,960 --> 00:02:29,020
You want to do rental cash dummy?
You want to learn about it?

74
00:02:29,020 --> 00:02:29,920
That's great.

75
00:02:29,920 --> 00:02:31,440
Okay, here's my fee.

76
00:02:31,440 --> 00:02:31,920
Pay it.

77
00:02:31,920 --> 00:02:33,160
Okay, let's onboard you.

78
00:02:33,760 --> 00:02:34,680
Let's have a one -hour
conversation.

79
00:02:34,680 --> 00:02:35,520
Let's figure out your numbers.

80
00:02:35,520 --> 00:02:36,340
Let's do some analysis.

81
00:02:36,340 --> 00:02:39,340
Let's do a cash flow analysis, a
mortgage analysis.

82
00:02:39,520 --> 00:02:43,540
Do you have the right product?
Okay, if you don't have the right

83
00:02:43,540 --> 00:02:46,440
product, then I'll put on my
mortgage agent hat.

84
00:02:46,440 --> 00:02:48,920
And then from there, I get them
the right product.

85
00:02:48,920 --> 00:02:49,980
It closes 30 days later.

86
00:02:50,020 --> 00:02:51,020
And then now we onboard for rental

87
00:02:51,220 --> 00:02:51,500
cash dummy.

88
00:02:51,500 --> 00:02:51,720
Very simple.

89
00:02:51,720 --> 00:02:52,140
That's it.

90
00:02:52,140 --> 00:02:52,700
That's it.

91
00:02:52,940 --> 00:02:53,760
It's just me.

92
00:02:53,760 --> 00:02:54,680
I have one teammate, but they

93
00:02:54,680 --> 00:02:56,060
handle the mortgage side of
things.

94
00:02:56,060 --> 00:02:58,500
I take care of the rental cash
debbie side of things.

95
00:02:59,220 --> 00:03:03,780
And so you niched out completely
and you made a conscious decision

96
00:03:03,780 --> 00:03:04,980
to do that.

97
00:03:04,980 --> 00:03:07,300
What sort of volumes did you do

98
00:03:07,360 --> 00:03:09,640
last year?
Yeah, so my volumes in 2024

99
00:03:09,640 --> 00:03:12,200
dropped significantly from a
mortgage perspective from 2023 to

100
00:03:12,200 --> 00:03:15,700
2024, because all I did was just
focus on rental cash damming.

101
00:03:15,900 --> 00:03:18,480
So from a mortgage volume
perspective, I would say about 26,

102
00:03:18,640 --> 00:03:19,400
27 mil.

103
00:03:19,400 --> 00:03:20,000
Okay.

104
00:03:20,000 --> 00:03:22,960
And that commission and consulting
fees combined.

105
00:03:22,960 --> 00:03:25,700
And here's the drum roll, please.

106
00:03:25,700 --> 00:03:27,500
How many vacations did you take in

107
00:03:27,500 --> 00:03:29,620
2024?
My family and I, we took eight

108
00:03:29,620 --> 00:03:29,940
vacations.

109
00:03:29,940 --> 00:03:30,960
It was incredible.

110
00:03:30,960 --> 00:03:33,400
Every month and a half we were
off.

111
00:03:33,760 --> 00:03:39,060
And when I say off, my friends, I
honestly mean off.

112
00:03:39,060 --> 00:03:41,980
Like I'm not answering phone
calls.

113
00:03:41,980 --> 00:03:43,740
I'm not answering emails.

114
00:03:43,740 --> 00:03:47,180
I'm not talking to realtors.

115
00:03:47,180 --> 00:03:49,540
I'm not talking to clients.

116
00:03:50,640 --> 00:03:53,400
I'm not talking to lenders.

117
00:03:53,400 --> 00:03:54,440
I'm not talking to underwriters.

118
00:03:54,440 --> 00:03:56,360
I'm not talking to BDMs.

119
00:03:56,360 --> 00:03:58,740
It's just me and my family.

120
00:03:58,740 --> 00:04:02,520
Every month and a half we were

121
00:04:02,620 --> 00:04:03,500
taking off last year.

122
00:04:03,600 --> 00:04:04,100
And I'm like.

123
00:04:04,100 --> 00:04:05,020
I love this.

124
00:04:05,020 --> 00:04:05,880
I really, really, really do.

125
00:04:05,880 --> 00:04:07,820
Well, yeah, you're, you know,
quarter million bucks, give or

126
00:04:08,000 --> 00:04:08,340
take.

127
00:04:08,340 --> 00:04:09,780
And eight weeks of vacation,

128
00:04:09,780 --> 00:04:12,820
working with clients where you're
not competing against other people

129
00:04:12,820 --> 00:04:14,260
or banks or so question for you.

130
00:04:14,400 --> 00:04:16,670
I have a bunch of questions here.

131
00:04:16,670 --> 00:04:21,170
But first, what did you do?
So someone comes in your world.

132
00:04:21,170 --> 00:04:25,310
from prior clients or whatnot, and
they're not cash damming.

133
00:04:25,310 --> 00:04:28,190
So what did you do with those
clients?

134
00:04:28,190 --> 00:04:37,150
Well, at first I, so if a client
came to me and they're like, hey,

135
00:04:37,150 --> 00:04:38,890
Sylvia, I'm just looking for
mortgage help.

136
00:04:38,890 --> 00:04:42,390
I would analyze to see if there's
an opportunity to talk to them

137
00:04:42,390 --> 00:04:43,110
about rental cash damming.

138
00:04:43,110 --> 00:04:44,630
And if it was no opportunity where

139
00:04:44,630 --> 00:04:51,070
it was just a straight mortgage, I
would say, I'm sorry, I'm not in

140
00:04:51,070 --> 00:04:51,450
that business anymore.

141
00:04:51,450 --> 00:04:52,690
how would business go and as i

142
00:04:52,690 --> 00:04:56,650
talked to other colleagues in this
business they're like sylvia

143
00:04:56,650 --> 00:05:01,910
you're crazy like why would you
let that business go and i go i

144
00:05:01,910 --> 00:05:07,970
don't know like i i just want to
stay in my lane like ryan you've

145
00:05:08,070 --> 00:05:11,460
taught me all about you know
staying in your lane and there's

146
00:05:11,460 --> 00:05:17,960
always lots of shiny objects like
things to focus on things to do

147
00:05:17,960 --> 00:05:21,840
right but it's a muscle just to
stay in your lane and so i had to

148
00:05:21,840 --> 00:05:24,420
say no to that business because
For me to like really understand

149
00:05:24,420 --> 00:05:28,240
this new line of work or this new
focus, I had to just focus on

150
00:05:28,240 --> 00:05:28,500
that.

151
00:05:28,500 --> 00:05:30,240
So I let the business go.

152
00:05:30,240 --> 00:05:34,340
People said I was crazy and I
probably left a lot of money on

153
00:05:34,340 --> 00:05:34,980
the table.

154
00:05:34,980 --> 00:05:35,540
But I don't know.

155
00:05:35,540 --> 00:05:39,790
I don't know if you can put a
price tag to peace of mind that

156
00:05:39,790 --> 00:05:42,790
you're like, hey, this is what I'm
doing.

157
00:05:42,790 --> 00:05:47,150
I'm just staying in this lane and
I'm charting along this one lane.

158
00:05:47,150 --> 00:05:48,210
I don't know.

159
00:05:48,210 --> 00:05:48,750
Yeah.

160
00:05:48,750 --> 00:05:49,750
So I don't know.

161
00:05:49,750 --> 00:05:51,370
Does that answer the question?

162
00:05:51,370 --> 00:05:51,650
Yeah.

163
00:05:51,650 --> 00:05:52,950
No. Hey, it's one of those things.

164
00:05:52,950 --> 00:05:56,190
If you start taking that on, it's
like, where's the line?

165
00:05:56,190 --> 00:05:58,390
Where's the line being drawn?
Because at some point you're going

166
00:05:58,390 --> 00:06:00,970
to get pulled back in and you're
really doing it not because you

167
00:06:00,970 --> 00:06:01,210
like it.

168
00:06:01,210 --> 00:06:03,030
You're doing it for a paycheck.

169
00:06:03,030 --> 00:06:06,920
When in all reality, you could
just figure out how to go find

170
00:06:06,920 --> 00:06:10,880
more of your rental cash damning
type clients who probably

171
00:06:10,880 --> 00:06:13,000
appreciate you a hell of a lot
more.

172
00:06:13,000 --> 00:06:13,360
Interesting.

173
00:06:13,500 --> 00:06:15,660
And so take me back before, or

174
00:06:15,660 --> 00:06:18,160
actually I have a question, a
small question here first.

175
00:06:18,160 --> 00:06:21,360
How many, how long did it take you
to become an expert, enough of an

176
00:06:21,360 --> 00:06:23,980
expert at cash damming before you
realized you could actually run a

177
00:06:23,980 --> 00:06:24,840
whole business solely off cash
damming?

178
00:06:24,840 --> 00:06:27,360
Like when was that aha moment?
Was it 10 hours, 50 hours, three

179
00:06:27,360 --> 00:06:30,040
months?
Like, can you even think about

180
00:06:30,040 --> 00:06:34,500
that?
is a strategy that is very simple

181
00:06:34,500 --> 00:06:35,700
on the surface.

182
00:06:35,700 --> 00:06:37,260
But we all know that, you know,

183
00:06:37,500 --> 00:06:39,980
something simple is not
necessarily that way.

184
00:06:39,980 --> 00:06:41,600
Like there's a lot more layers
involved.

185
00:06:41,600 --> 00:06:46,140
Even today, like it's been, I
started in 2023.

186
00:06:46,140 --> 00:06:50,080
So it's been about two years that
I've just been solely focusing on

187
00:06:50,080 --> 00:06:51,180
rental cash damming.

188
00:06:51,180 --> 00:06:53,020
And even to this day, I'm still

189
00:06:53,020 --> 00:06:53,860
learning new things.

190
00:06:53,860 --> 00:06:54,020
Right.

191
00:06:54,020 --> 00:06:58,120
So it's just like in the mortgage
business, you're constantly

192
00:06:58,120 --> 00:07:07,690
learning new things all the time,
even though even if like I've been

193
00:07:07,690 --> 00:07:11,270
in the mortgage business for 24
years, I'm still learning things.

194
00:07:11,270 --> 00:07:12,030
Right.

195
00:07:12,030 --> 00:07:15,930
So I don't know if you can truly

196
00:07:15,930 --> 00:07:19,250
say, I understand it all.

197
00:07:19,250 --> 00:07:21,910
I know I'm really good at it.

198
00:07:21,910 --> 00:07:24,010
I am really good at it.

199
00:07:24,010 --> 00:07:25,110
I can run different scenarios.

200
00:07:25,110 --> 00:07:28,450
Like I've, I've ran over 400
different scenarios in just one

201
00:07:28,450 --> 00:07:28,610
year.

202
00:07:28,750 --> 00:07:31,450
Like it's pretty, like I was

203
00:07:31,710 --> 00:07:35,470
looking at my numbers and I was
like, wow, really Sylvia, did you

204
00:07:35,470 --> 00:07:36,910
really do that?
But yeah, I did.

205
00:07:36,910 --> 00:07:38,190
And, and it's a learning process.

206
00:07:38,190 --> 00:07:38,270
Okay.

207
00:07:38,270 --> 00:07:42,270
So you can't say, oh, in two
weeks, oh, I learned how to do

208
00:07:42,270 --> 00:07:42,750
this.

209
00:07:42,750 --> 00:07:46,710
I can do a cartwheel now, or I

210
00:07:46,710 --> 00:07:48,990
could just ride a bike and now I'm
fine.

211
00:07:49,400 --> 00:07:49,720
Right.

212
00:07:49,720 --> 00:07:51,220
there's there's more so does that

213
00:07:51,220 --> 00:07:55,380
answer that question yeah yeah
yeah no it gives me enough i i

214
00:07:55,380 --> 00:07:59,820
think the thing i admire about you
and your situation is you're 24

215
00:07:59,820 --> 00:08:02,260
years in the game um you reinvent
yourself and then you reinvent

216
00:08:02,260 --> 00:08:06,640
yourself again and we'll get to
that first reinvention but then

217
00:08:06,640 --> 00:08:10,220
you reinvent yourself into the
niche of cash damming and then you

218
00:08:10,220 --> 00:08:12,260
realize like yeah yeah yeah no it
gives me enough i i think the

219
00:08:12,260 --> 00:08:14,720
thing i admire about you and your
situation is you're 24 years in

220
00:08:14,860 --> 00:08:18,910
the game um you reinvent yourself
and then you reinvent yourself

221
00:08:18,910 --> 00:08:21,330
again and we'll get to that first
reinvention but then you reinvent

222
00:08:21,330 --> 00:08:24,150
yourself into the niche of cash
damming and then you realize like

223
00:08:24,150 --> 00:08:26,470
I don't know what I'm doing.

224
00:08:26,470 --> 00:08:29,770
I'm going to figure it out.

225
00:08:29,770 --> 00:08:33,590
And now I know what I'm doing, but
I'm still going to figure it out.

226
00:08:33,590 --> 00:08:36,309
And you're still on the learning
curve and you're not like, you're

227
00:08:36,309 --> 00:08:20,210
not telling yourself, I got it.

228
00:08:20,210 --> 00:08:20,510
I'm good.

229
00:08:20,510 --> 00:08:21,790
You're still, I see you in the
calls.

230
00:08:21,790 --> 00:08:23,310
You're still showing up the calls.

231
00:08:23,310 --> 00:08:24,970
You're still asking questions.

232
00:08:24,970 --> 00:08:29,630
You're still helping other people
answer questions and you're two

233
00:08:29,630 --> 00:08:30,530
years into it.

234
00:08:30,530 --> 00:08:31,110
So that's.

235
00:08:31,110 --> 00:08:34,210
I admire that because you could
easily just go can't teach an old

236
00:08:34,210 --> 00:08:34,690
dog new tricks.

237
00:08:34,690 --> 00:08:37,520
Not that you are an old dog, but

238
00:08:37,520 --> 00:08:38,600
it's one of those things right
now.

239
00:08:38,600 --> 00:08:39,140
I got it figured out.

240
00:08:39,260 --> 00:08:39,460
We're good.

241
00:08:39,460 --> 00:08:39,880
My clients are good.

242
00:08:39,880 --> 00:08:40,740
You're like, hell no. And you're

243
00:08:40,740 --> 00:08:43,620
actually like paying money to
learn how to do the thing and

244
00:08:43,620 --> 00:08:44,640
you're not slowing down.

245
00:08:44,640 --> 00:08:45,900
So I think that's so cool.

246
00:08:46,000 --> 00:08:49,440
A lot of people should look at
that and be like, heck, if she's

247
00:08:49,440 --> 00:08:50,360
doing that two decades in.

248
00:08:50,360 --> 00:08:52,040
Like, what am I doing?

249
00:08:52,040 --> 00:08:55,540
What's my excuse for not wanting
to up my game?

250
00:08:55,540 --> 00:08:58,630
So that's my takeaway on that.

251
00:08:58,630 --> 00:09:00,590
Let's go back to before 2024 and

252
00:09:00,590 --> 00:09:02,470
2023, back when you and I first
met in coaching and whatnot.

253
00:09:02,470 --> 00:09:05,650
So you were a mortgage broker and
then you decided to, I said,

254
00:09:05,650 --> 00:09:06,030
reinvent yourself.

255
00:09:06,030 --> 00:09:08,050
Can you walk me through that first

256
00:09:08,330 --> 00:09:08,710
reinvention?
Yeah.

257
00:09:08,710 --> 00:09:12,830
So I think the whole reinvention
thing came when you were coaching

258
00:09:12,830 --> 00:09:13,390
me.

259
00:09:13,390 --> 00:09:15,570
And this is more than two years

260
00:09:15,570 --> 00:09:16,250
ago, Ryan.

261
00:09:16,490 --> 00:09:19,210
This was like four years ago.

262
00:09:19,490 --> 00:09:22,050
And you taught me OPA, right?
Yeah, one property away for anyone

263
00:09:22,370 --> 00:09:22,570
listening.

264
00:09:22,630 --> 00:09:24,210
Anyway, Anyway, for those who

265
00:09:24,210 --> 00:09:25,130
don't know.

266
00:09:25,530 --> 00:09:27,010
So Ryan teaches how to, why don't

267
00:09:27,010 --> 00:09:28,750
you tell what OPA is?
And then I'll continue.

268
00:09:29,390 --> 00:09:32,750
Yeah, Yeah, I showed people how to
buy their first investment

269
00:09:32,750 --> 00:09:33,170
property.

270
00:09:33,170 --> 00:09:36,150
The tagline was, you're one

271
00:09:36,150 --> 00:09:37,150
property away from changing your
life.

272
00:09:37,150 --> 00:09:38,570
And that's what I did.

273
00:09:38,570 --> 00:09:40,450
I showed people I'll do a standard

274
00:09:40,450 --> 00:09:40,610
refi.

275
00:09:40,610 --> 00:09:43,690
People come to me with a renewal.

276
00:09:43,690 --> 00:09:49,010
And before you knew it, they'd
commit to, they don't want to do

277
00:09:49,010 --> 00:09:53,270
anything outside of pay their
mortgage down.

278
00:09:53,270 --> 00:09:56,750
So then I'd go, hey, why don't you
look at this?

279
00:09:56,750 --> 00:10:04,230
Refi, buy a rental, sell it in 10
to 15 years, pay your exit costs,

280
00:10:04,330 --> 00:10:05,950
capital gains, pay off your
principal residence.

281
00:10:05,950 --> 00:10:07,630
If you do that or not, it doesn't
matter.

282
00:10:07,830 --> 00:10:10,270
But that's the concept.

283
00:10:10,270 --> 00:10:12,370
Let's leverage, put yourself the

284
00:10:12,370 --> 00:10:14,070
money to work for you, that debt
equity.

285
00:10:14,090 --> 00:10:16,390
And so I built the whole thing
around that.

286
00:10:16,390 --> 00:10:19,050
So that's when I started to teach
that to other brokers.

287
00:10:19,050 --> 00:10:21,850
And that's where you took that and
ran with it, with your own

288
00:10:21,850 --> 00:10:22,130
program.

289
00:10:22,130 --> 00:10:22,290
Yeah.

290
00:10:22,290 --> 00:10:22,350
Yeah.

291
00:10:22,350 --> 00:10:24,650
So I, I ran with that, uh, loved

292
00:10:24,650 --> 00:10:24,750
it.

293
00:10:24,750 --> 00:10:26,990
And it really gave me a different

294
00:10:26,990 --> 00:10:29,290
perspective on mortgage brokering
that we don't have to just do

295
00:10:29,290 --> 00:10:30,630
like, Oh, what you want your first
time?

296
00:10:30,630 --> 00:10:30,990
Well, sure.

297
00:10:31,090 --> 00:10:31,390
I'll do it.

298
00:10:31,390 --> 00:10:33,330
Oh, wait, you're doing a switch.

299
00:10:33,330 --> 00:10:33,690
Sure.

300
00:10:33,930 --> 00:10:34,350
I'll do it.

301
00:10:34,350 --> 00:10:35,970
Like, Oh, what be lending?

302
00:10:35,970 --> 00:10:36,110
Sure.

303
00:10:36,110 --> 00:10:36,910
I'll do it.

304
00:10:36,910 --> 00:10:37,750
Oh, private.

305
00:10:37,750 --> 00:10:38,630
I'll absolutely do it.

306
00:10:38,630 --> 00:10:41,630
And like, I used to be that
broker, um, not that broker

307
00:10:41,630 --> 00:10:41,770
anymore.

308
00:10:41,770 --> 00:10:43,990
And because I just didn't feel joy

309
00:10:43,990 --> 00:10:44,310
in that.

310
00:10:44,310 --> 00:10:44,470
Right.

311
00:10:44,470 --> 00:10:46,370
Maybe when I was earlier on in my
years.

312
00:10:46,370 --> 00:10:46,590
OK, fine.

313
00:10:46,590 --> 00:10:48,190
But now, as I progress through my

314
00:10:48,190 --> 00:10:50,950
career as a mortgage agent, I I
really loved your concept, Ryan,

315
00:10:50,950 --> 00:10:53,430
the concept that you taught me
about, you know, specializing with

316
00:10:53,720 --> 00:10:54,060
OPA.

317
00:10:54,280 --> 00:10:56,000
And that's where I'm like, OK, I'm

318
00:10:56,340 --> 00:10:57,860
not doing anything else except
OPA.

319
00:10:57,860 --> 00:10:58,460
That's it.

320
00:10:58,460 --> 00:10:59,720
That's all I did.

321
00:10:59,720 --> 00:11:04,080
So so that was the first kind of
transformation in my business

322
00:11:04,320 --> 00:11:04,880
where I'm like.

323
00:11:04,880 --> 00:11:05,760
unless you're buying a rental

324
00:11:05,860 --> 00:11:06,640
property, I'm not doing it.

325
00:11:06,740 --> 00:11:06,860
Right.

326
00:11:06,920 --> 00:11:07,820
And that was, that was hard,
right.

327
00:11:07,820 --> 00:11:10,360
To say no to like first time home
buyers and other business, but

328
00:11:10,440 --> 00:11:11,920
man, that was tough business.

329
00:11:12,060 --> 00:11:13,680
And I'm like, okay, I'll let other

330
00:11:13,680 --> 00:11:15,340
people do that business.

331
00:11:15,340 --> 00:11:19,120
I got to focus on what I love, my

332
00:11:19,120 --> 00:11:21,760
joy, which was.

333
00:11:21,760 --> 00:11:23,560
teaching people how to invest in

334
00:11:23,560 --> 00:11:25,160
real estate and buy rental
properties.

335
00:11:25,860 --> 00:11:28,960
And it comes down to my own
personal story.

336
00:11:28,960 --> 00:11:30,300
Like I'm a landlord myself.

337
00:11:30,300 --> 00:11:33,800
My mom taught me how to get into

338
00:11:33,800 --> 00:11:36,320
landlord business, right?
Like when I bought my first

339
00:11:36,320 --> 00:11:39,140
property, I just graduated from
university and my mom was a real

340
00:11:39,140 --> 00:11:39,940
estate agent.

341
00:11:39,940 --> 00:11:43,180
She took me to go see this house

342
00:11:43,300 --> 00:11:44,600
and she's like, Sylvia, this is
perfect.

343
00:11:44,600 --> 00:11:45,720
Let's buy it.

344
00:11:45,720 --> 00:11:47,480
And I'm like, who's buying it?

345
00:11:47,890 --> 00:11:49,130
And I'm like, you are.

346
00:11:49,130 --> 00:11:53,550
I'm like, well, I can't buy this

347
00:11:53,550 --> 00:11:54,170
place, mom.

348
00:11:54,270 --> 00:11:55,770
Like I had $50 ,000 of student

349
00:11:55,770 --> 00:11:55,970
loans.

350
00:11:55,970 --> 00:11:57,090
And then she's like, don't worry

351
00:11:57,090 --> 00:11:57,590
about it.

352
00:11:57,710 --> 00:11:58,890
We'll figure it out.

353
00:11:58,890 --> 00:12:01,390
We'll find a mortgage agent and
get it done, right?

354
00:12:01,390 --> 00:12:02,290
I got my job.

355
00:12:02,550 --> 00:12:03,770
I borrowed the 5 % down payment.

356
00:12:03,770 --> 00:12:07,070
I did a 40 -year AM, right?
High ratio, right?

357
00:12:07,070 --> 00:12:07,770
Borrowed down payment.

358
00:12:07,770 --> 00:12:10,230
I just needed to come up with a

359
00:12:10,230 --> 00:12:10,530
closing cost.

360
00:12:10,530 --> 00:12:11,550
And that was it.

361
00:12:11,670 --> 00:12:13,750
And that's how I got into real
estate.

362
00:12:13,750 --> 00:12:16,130
And then from there, I had that
one property.

363
00:12:16,350 --> 00:12:19,770
I've grown in the number of
properties that I own as a

364
00:12:19,770 --> 00:12:19,970
landlord.

365
00:12:19,970 --> 00:12:21,490
I own seven properties.

366
00:12:21,490 --> 00:12:23,570
I'm proud to say that because the
reason I want to own properties is

367
00:12:23,570 --> 00:12:24,850
for my kids and my grandkids.

368
00:12:24,850 --> 00:12:26,210
We live here in the Toronto area.

369
00:12:26,390 --> 00:12:30,330
It's way too expensive for them to
buy by the time my 13 -year -old

370
00:12:30,330 --> 00:12:32,090
becomes 30 and is ready to buy.

371
00:12:32,090 --> 00:12:34,470
It's going to be New York City.

372
00:12:34,470 --> 00:12:36,510
That's the norm, right?
So when you opened up my eyes to

373
00:12:36,510 --> 00:12:41,170
Opa, I was like, I want to help
other families, just like how my

374
00:12:41,170 --> 00:12:41,790
mom helped me.

375
00:12:41,790 --> 00:12:42,270
Very cool.

376
00:12:42,270 --> 00:12:42,810
Very cool.

377
00:12:42,810 --> 00:12:45,770
That was phase one of the change

378
00:12:45,770 --> 00:12:46,910
of subspecializing.

379
00:12:47,030 --> 00:12:48,810
Yeah, there's more to it, but I'll

380
00:12:48,810 --> 00:12:49,490
let you ask your questions.

381
00:12:49,490 --> 00:12:51,970
The cool part is you decide, and

382
00:12:51,970 --> 00:12:55,590
this is what a mistake most
mortgage brokers are making,

383
00:12:55,590 --> 00:12:59,190
right?
99 % of mortgage brokers are

384
00:13:00,640 --> 00:13:02,780
making is they haven't identified
who they want to serve.

385
00:13:02,780 --> 00:13:05,460
And so because they haven't
identified who they want to serve,

386
00:13:05,460 --> 00:13:07,820
they're trying to be everything to
everyone.

387
00:13:07,820 --> 00:13:13,100
And then it's really hard to be
passionate, get out of bed in the

388
00:13:13,100 --> 00:13:15,380
morning and keep that going, that
candle lit for so many hours, so

389
00:13:15,380 --> 00:13:18,400
many days, so many years talking
about stuff you don't really care

390
00:13:18,400 --> 00:13:18,680
about.

391
00:13:18,680 --> 00:13:20,380
And at some point, I think you

392
00:13:20,380 --> 00:13:23,220
piece that together and it was
just you and me being introduced

393
00:13:23,220 --> 00:13:26,500
and you hearing my story and what
I was doing, you were like, ooh.

394
00:13:26,500 --> 00:13:28,060
I want that.

395
00:13:28,060 --> 00:13:29,900
That's like, now that gets me out

396
00:13:29,900 --> 00:13:30,940
of bed.

397
00:13:30,940 --> 00:13:35,220
So the fact that you piece that

398
00:13:35,220 --> 00:13:42,760
together and then took it to the
next level of the cash damming, so

399
00:13:42,760 --> 00:13:45,900
cool because you've identified who
you want to serve and you're

400
00:13:45,900 --> 00:13:47,580
saying no to everybody else.

401
00:13:47,580 --> 00:13:49,900
And that's a gutsy thing to do.

402
00:13:49,900 --> 00:13:53,140
I'm not sure most people can do
that, but you're living proof.

403
00:13:53,140 --> 00:13:53,460
It works.

404
00:13:53,460 --> 00:13:56,280
And in your first year of fully

405
00:13:56,280 --> 00:13:58,780
committed to it, with 26, 27
million in comp and eight

406
00:13:58,780 --> 00:13:58,940
vacations.

407
00:13:58,940 --> 00:13:59,910
Heck yeah.

408
00:13:59,910 --> 00:14:00,930
Is that working?
Heck yeah.

409
00:14:00,930 --> 00:14:04,050
And I can already tell from
talking to you now versus knowing

410
00:14:04,050 --> 00:14:09,050
the Sylvia before, like your
stress levels back then, what sort

411
00:14:09,290 --> 00:14:12,550
of team did you have?
What sort of team structure did

412
00:14:12,550 --> 00:14:14,990
you have?
So I had two full -time

413
00:14:14,990 --> 00:14:17,510
underwriters and I had it in mid
-person.

414
00:14:17,510 --> 00:14:19,690
So it was us for a team of four.

415
00:14:19,690 --> 00:14:20,530
We did really well.

416
00:14:20,530 --> 00:14:21,910
We did really, really well with
the whole OPA program.

417
00:14:21,990 --> 00:14:24,120
It was a good oiled machine.

418
00:14:24,340 --> 00:14:25,260
But I got burnt out.

419
00:14:25,260 --> 00:14:25,340
Right.

420
00:14:25,340 --> 00:14:27,760
Like, what was I doing?

421
00:14:27,760 --> 00:14:28,620
Like 4850 in volume.

422
00:14:28,620 --> 00:14:29,960
With three staff that you were on.

423
00:14:29,960 --> 00:14:33,060
Were they on payroll?
They were on payroll.

424
00:14:33,060 --> 00:14:34,280
Yeah, that's right there.

425
00:14:34,280 --> 00:14:35,740
That's like every month, right?

426
00:14:35,740 --> 00:14:38,640
Or every two weeks, just ding,
ding, ding.

427
00:14:38,640 --> 00:14:44,480
I just felt like I was working to
make sure I could pay their

428
00:14:44,480 --> 00:14:44,880
payroll.

429
00:14:44,900 --> 00:14:46,740
And it was stressful.

430
00:14:46,740 --> 00:14:49,660
Yeah, the commissions came in, the
clients came in, the product

431
00:14:49,660 --> 00:14:49,940
worked.

432
00:14:49,940 --> 00:14:51,800
It was great.

433
00:14:51,960 --> 00:14:53,960
But I was stressed.

434
00:14:53,960 --> 00:14:56,440
I was like, I can't keep doing

435
00:14:56,440 --> 00:14:56,800
this.

436
00:14:57,060 --> 00:14:59,000
This is not going to work.

437
00:14:59,000 --> 00:15:01,860
And then that is when rates
started going up.

438
00:15:01,860 --> 00:15:06,440
And when rates go up, we all know
people are not buying investment

439
00:15:06,440 --> 00:15:06,840
properties anymore.

440
00:15:06,840 --> 00:15:07,660
They can barely pay their owner

441
00:15:07,660 --> 00:15:08,180
occupied home.

442
00:15:08,180 --> 00:15:08,280
Right.

443
00:15:08,280 --> 00:15:13,160
So 2022, give or take right now.

444
00:15:13,160 --> 00:15:13,720
Yeah.

445
00:15:13,720 --> 00:15:14,560
The third, fourth quarter.

446
00:15:14,560 --> 00:15:14,700
Yeah.

447
00:15:14,700 --> 00:15:14,880
Yeah.

448
00:15:14,880 --> 00:15:15,240
Yeah.

449
00:15:15,420 --> 00:15:17,480
And it was it was pretty bad.

450
00:15:17,480 --> 00:15:20,720
And to be honest, I was pretty

451
00:15:20,720 --> 00:15:20,900
depressed.

452
00:15:20,900 --> 00:15:23,740
I was just like, I I don't know

453
00:15:25,120 --> 00:15:27,220
how I'm going to do this.

454
00:15:28,560 --> 00:15:29,080
Right.

455
00:15:29,080 --> 00:15:33,220
And that's where I was like, OK.

456
00:15:33,220 --> 00:15:36,160
I need to do that adjustment.

457
00:15:36,160 --> 00:15:39,300
And I think you call it, I
recession -proofed my business,

458
00:15:39,300 --> 00:15:39,440
right?
No.

459
00:15:39,440 --> 00:15:39,740
Right.

460
00:15:40,000 --> 00:15:42,480
Where I made that adjustment, I

461
00:15:42,480 --> 00:15:43,600
let my team go.

462
00:15:43,600 --> 00:15:44,280
They're gone.

463
00:15:44,440 --> 00:15:48,160
I have one admin person right now
who does like just my mortgage

464
00:15:48,160 --> 00:15:49,940
stuff, but she's on per piecemeal,
not a salaried individual.

465
00:15:49,940 --> 00:15:52,180
And that was 2022, 2023.

466
00:15:52,180 --> 00:15:54,420
So the first six months in 2023,

467
00:15:54,500 --> 00:15:55,640
that's where I'm like, okay.

468
00:15:55,640 --> 00:15:57,660
I'm going to do cash damming.

469
00:15:57,660 --> 00:16:00,940
I need to figure this out.

470
00:16:01,060 --> 00:16:02,580
Strategy Hub, Jason taught me and

471
00:16:02,580 --> 00:16:05,020
I'm like, okay, I'm going to learn
this really, really well.

472
00:16:05,020 --> 00:16:11,030
And I started getting my foot wet
and yeah, it was, it was that,

473
00:16:11,030 --> 00:16:11,910
that was the transition.

474
00:16:11,910 --> 00:16:12,690
So yeah.

475
00:16:12,830 --> 00:16:16,210
So it's been June of this year.

476
00:16:16,210 --> 00:16:18,810
It'll be two years.

477
00:16:18,810 --> 00:16:20,730
And I'm loving what I'm doing,
Ryan.

478
00:16:20,870 --> 00:16:23,570
Like I'm, I track what I do now.

479
00:16:23,570 --> 00:16:25,290
And I'm working 80 hours a month.

480
00:16:25,290 --> 00:16:26,590
That's 20 hours a week.

481
00:16:26,590 --> 00:16:28,830
So you're working 20 hours a week,

482
00:16:28,830 --> 00:16:33,390
taking the vacations, working with
clients you want to work with, not

483
00:16:33,390 --> 00:16:37,170
competing on rate and getting
crushed by the banks.

484
00:16:37,170 --> 00:16:39,290
I love that you're, it's easier
said than done.

485
00:16:39,290 --> 00:16:43,710
We always hear like the only
constant is change and your

486
00:16:44,130 --> 00:16:44,970
business needs to evolve.

487
00:16:44,970 --> 00:16:47,930
You are living proof of you

488
00:16:48,150 --> 00:16:51,630
evolving your business real time
with what's going on out there.

489
00:16:51,630 --> 00:16:55,610
A lot of other brokers are sitting
there using the same old tricks.

490
00:16:55,610 --> 00:16:59,350
I'm going to win this on customer
service.

491
00:16:59,610 --> 00:17:01,390
And I answer the phone when people
call.

492
00:17:01,390 --> 00:17:03,370
And I'm like, I'm Ned Flanders.

493
00:17:03,900 --> 00:17:05,540
People just like me and work with

494
00:17:05,540 --> 00:17:05,660
me.

495
00:17:05,660 --> 00:17:09,859
And it's like, oh, God, that is

496
00:17:09,859 --> 00:17:12,319
you're going to get crushed.

497
00:17:12,420 --> 00:17:14,319
Your lunch is going to get eaten

498
00:17:14,460 --> 00:17:16,500
if that is your model.

499
00:17:16,500 --> 00:17:19,260
And we're just at the beginning of

500
00:17:19,260 --> 00:17:19,560
it.

501
00:17:19,640 --> 00:17:22,020
So I love that you evolved it and

502
00:17:22,020 --> 00:17:22,540
you took.

503
00:17:22,540 --> 00:17:25,440
three steps back and you went into

504
00:17:25,440 --> 00:17:25,700
learn mode.

505
00:17:25,700 --> 00:17:28,380
You went into like reinventing

506
00:17:28,380 --> 00:17:30,200
yourself is what you did.

507
00:17:30,320 --> 00:17:31,660
That's pretty cool.

508
00:17:31,660 --> 00:17:35,800
Like if you think about it, you're
letting staff go, you're letting

509
00:17:35,800 --> 00:17:36,400
the volumes go.

510
00:17:36,400 --> 00:17:37,520
You're clearly identifying your

511
00:17:37,520 --> 00:17:39,460
avatar and who you want to serve.

512
00:17:39,660 --> 00:17:41,960
And now you're coming, this is you

513
00:17:41,960 --> 00:17:46,740
coming out of the other side of it
and you're just getting started.

514
00:17:46,740 --> 00:17:48,560
Your stress levels are down.

515
00:17:48,560 --> 00:17:49,680
I'm guessing you're probably more

516
00:17:49,680 --> 00:17:51,400
present for your husband and your
kids.

517
00:17:51,400 --> 00:17:51,900
Yeah, yeah.

518
00:17:51,900 --> 00:17:52,040
Right?

519
00:17:52,040 --> 00:17:54,500
And they probably, just eight
vacations.

520
00:17:54,500 --> 00:17:58,640
You're doing more of what Sylvia
wants to do, working with the

521
00:17:58,640 --> 00:17:58,980
people.

522
00:17:58,980 --> 00:18:01,180
Like, it's like, oh my goodness.

523
00:18:01,180 --> 00:18:02,080
So, so cool.

524
00:18:02,080 --> 00:18:03,380
I have mad respect.

525
00:18:03,380 --> 00:18:05,020
I have mad respect for what you're
doing.

526
00:18:05,020 --> 00:18:09,080
So do you have anything else you
want to add in there before I

527
00:18:09,340 --> 00:18:13,480
switch gears a little?
I think the thing that I learned

528
00:18:13,480 --> 00:18:16,740
from you, Ryan, through all the
years that you've coached me is

529
00:18:16,740 --> 00:18:20,600
the fact that It is the
specialization, you know, and

530
00:18:20,600 --> 00:18:24,920
doing the same thing over and over
again and simplifying it.

531
00:18:24,920 --> 00:18:25,060
Right.

532
00:18:25,060 --> 00:18:25,940
I think as mortgage agents, we

533
00:18:25,940 --> 00:18:26,440
make things too.

534
00:18:26,440 --> 00:18:28,080
We make things complicated.

535
00:18:28,080 --> 00:18:30,710
Do you agree?
We make things complicated.

536
00:18:30,710 --> 00:18:30,850
Right.

537
00:18:30,850 --> 00:18:32,530
When you're like, it's really like

538
00:18:32,530 --> 00:18:36,410
I love how you when you coach me,
like you're always like, well,

539
00:18:36,410 --> 00:18:36,830
it's just this.

540
00:18:36,830 --> 00:18:37,550
Just do this.

541
00:18:37,550 --> 00:18:42,930
just do this that's it that's it
let's just do this and i'm like

542
00:18:42,930 --> 00:18:47,350
really you're like yeah just just
do this and then i'm like oh okay

543
00:18:47,350 --> 00:18:49,830
ryan's right it worked okay got it
okay just do this right and just

544
00:18:50,350 --> 00:18:55,510
do more of that yeah exactly
exactly do do more of the same

545
00:18:55,510 --> 00:18:59,640
thing right but make sure the
thing that you're doing is the

546
00:18:59,780 --> 00:19:04,140
thing that you love to do yeah
yeah yeah and then go find more

547
00:19:04,140 --> 00:19:10,180
people that you want to do the
thing with um so do more of that

548
00:19:10,180 --> 00:19:15,540
exactly exactly do do more of the
same thing right but make sure the

549
00:19:15,540 --> 00:19:18,180
thing that you're doing is the
thing that you love to do and then

550
00:19:18,180 --> 00:19:22,660
go find more people that you want
to do the thing with um so Yeah.

551
00:19:22,660 --> 00:19:24,020
So let me ask you this.

552
00:19:24,020 --> 00:19:28,620
You've got, you had referral

553
00:19:28,620 --> 00:19:29,360
partners before.

554
00:19:29,360 --> 00:19:32,480
They were referring you business.

555
00:19:32,480 --> 00:19:36,660
Now that you've shifted gears to
this sort of avatar with rental

556
00:19:38,200 --> 00:19:42,440
cash jamming, are those referral
partners, are they still, like, is

557
00:19:42,440 --> 00:19:46,920
it resonating with them?
Do you still have relationships

558
00:19:46,920 --> 00:19:49,200
with them?
Are they still sending some

559
00:19:49,300 --> 00:19:51,840
business in?
Like, where do you stand with your

560
00:19:51,840 --> 00:19:53,400
past referral partners?
Yeah, that's very interesting that

561
00:19:53,500 --> 00:19:54,000
you asked me.

562
00:19:54,000 --> 00:19:56,980
My 24 years of doing mortgages,

563
00:19:56,980 --> 00:19:58,480
I... was only past referrals from
past clients.

564
00:19:58,480 --> 00:20:01,440
I did not have a database of real
estate agents that I worked with

565
00:20:01,440 --> 00:20:03,600
where I was smoothing, building
relationships, having

566
00:20:03,600 --> 00:20:03,960
conversations.

567
00:20:03,960 --> 00:20:06,360
I don't even know one real estate

568
00:20:06,360 --> 00:20:08,360
agent that refers to me business.

569
00:20:08,360 --> 00:20:11,200
I think my, yeah, so I didn't have

570
00:20:11,200 --> 00:20:11,480
that.

571
00:20:11,480 --> 00:20:12,840
My business is solely built on

572
00:20:12,840 --> 00:20:14,260
past clients referring people to
me.

573
00:20:14,260 --> 00:20:15,200
I remember this one call.

574
00:20:15,200 --> 00:20:15,780
It was so funny.

575
00:20:15,780 --> 00:20:22,740
I got onto the call with this one
client and I'm like, yeah, I can

576
00:20:22,740 --> 00:20:08,540
definitely help you, but hold on
for a second.

577
00:20:08,540 --> 00:20:11,480
Like, how did you get my contact
details?

578
00:20:11,480 --> 00:20:14,020
And she's like, oh, it was a
referral from a friend.

579
00:20:14,020 --> 00:20:15,580
And I was like, oh, could I have
their name?

580
00:20:15,580 --> 00:20:20,360
Cause I like to thank them.

581
00:20:20,360 --> 00:20:22,820
And cause I only work on referrals

582
00:20:22,820 --> 00:20:22,920
only.

583
00:20:22,920 --> 00:20:26,560
And all I can hear was her.

584
00:20:26,560 --> 00:20:29,140
typing away in the background,
trying to find a name that was

585
00:20:29,140 --> 00:20:30,760
related to me.

586
00:20:30,760 --> 00:20:33,120
And I don't even know if she was

587
00:20:33,120 --> 00:20:34,500
making it up or not.

588
00:20:34,500 --> 00:20:38,000
And I'm not saying this to boast.

589
00:20:38,000 --> 00:20:41,720
I'm just saying that as mortgage
agents, we want to spend our time

590
00:20:41,720 --> 00:20:41,840
wisely.

591
00:20:41,840 --> 00:20:43,540
We want to spend our time not with

592
00:20:43,540 --> 00:20:45,420
the rate shoppers, but with the
individuals that truly value the

593
00:20:45,420 --> 00:20:48,440
experience and the knowledge and
the advice that you give.

594
00:20:48,440 --> 00:20:48,620
Right.

595
00:20:48,620 --> 00:20:52,960
So if this lady was a rate

596
00:20:53,260 --> 00:20:59,830
shopper, then I would have been,
you know what, I'm not the right

597
00:20:59,830 --> 00:21:01,330
person for you.

598
00:21:01,330 --> 00:21:04,010
I would recommend, you know, going

599
00:21:04,010 --> 00:21:06,090
to your branch.

600
00:21:06,090 --> 00:21:06,430
Right.

601
00:21:06,430 --> 00:21:13,570
But she really wanted to work with
me and we got her mortgage done.

602
00:21:13,570 --> 00:21:14,350
That's fine.

603
00:21:14,350 --> 00:21:14,550
Right.

604
00:21:14,550 --> 00:21:20,290
But but yeah, so going back to
that question about referrals, I I

605
00:21:20,290 --> 00:21:23,300
don't even have like a database
that.

606
00:21:23,300 --> 00:21:26,440
So you didn't even have to make
that transition.

607
00:21:26,440 --> 00:21:27,180
It wasn't like, okay.

608
00:21:27,180 --> 00:21:29,160
So you truly recession proof, you

609
00:21:29,160 --> 00:21:30,740
have a recession proof business
right now.

610
00:21:30,740 --> 00:21:34,620
You're not relying on people
putting new capital in to buy new

611
00:21:34,620 --> 00:21:34,800
investment properties.

612
00:21:34,800 --> 00:21:35,460
If they do, that's great.

613
00:21:35,460 --> 00:21:38,960
And you walk them through that,
but you can go get the business

614
00:21:38,960 --> 00:21:39,940
with just optimizing people's
current portfolios.

615
00:21:39,940 --> 00:21:40,840
or their basement suite or their
one rental.

616
00:21:40,840 --> 00:21:44,620
You're not relying on realtors to
send you business because if the

617
00:21:44,620 --> 00:21:48,040
market's down, they're down, which
means less referrals.

618
00:21:48,040 --> 00:21:48,800
I love it.

619
00:21:48,800 --> 00:21:51,180
You have full control of

620
00:21:51,180 --> 00:21:54,560
everything right now on your terms
with an ocean of clients out there

621
00:21:54,560 --> 00:21:55,780
that you could take advantage of.

622
00:21:55,780 --> 00:21:56,820
So let's shift gears to the

623
00:21:56,980 --> 00:21:57,220
marketing.

624
00:21:57,220 --> 00:21:58,680
Let's talk about, let's get a

625
00:21:58,840 --> 00:21:59,580
little tactical here.

626
00:21:59,580 --> 00:22:02,580
Where do you get your, I know it's

627
00:22:02,580 --> 00:22:05,080
a very broad question, but let's
just start with that.

628
00:22:05,080 --> 00:22:07,040
Where do you get your current cash
damning clients from?

629
00:22:07,040 --> 00:22:11,520
So I just started tracking where
I'm getting my clients from.

630
00:22:11,520 --> 00:22:17,240
I wasn't very good at tracking it
in the last 18, 20 months.

631
00:22:17,240 --> 00:22:18,340
So I just started tracking it.

632
00:22:18,420 --> 00:22:19,300
Right now, what I do is.

633
00:22:19,300 --> 00:22:21,660
Just like what you taught me,
webinars, right?

634
00:22:21,860 --> 00:22:21,900
Great.

635
00:22:21,900 --> 00:22:23,280
So you do a webinar.

636
00:22:23,600 --> 00:22:26,040
And is that a live webinar or a
recorded webinar?

637
00:22:26,040 --> 00:22:29,640
So I have both, right?
So I do live webinars.

638
00:22:30,020 --> 00:22:32,940
How do you get people to the live
webinar?

639
00:22:32,940 --> 00:22:35,720
do you get people to the live
webinar?

640
00:22:35,720 --> 00:22:37,460
Just through email marketing.

641
00:22:37,460 --> 00:22:38,620
through email marketing.

642
00:22:38,620 --> 00:22:40,160
So email marketing, people sign up
for the webinar.

643
00:22:40,160 --> 00:22:46,200
After they watch the webinar, is
the webinar, what, 30, 45 minutes,

644
00:22:46,200 --> 00:22:47,840
something like that?
Give or take.

645
00:22:48,560 --> 00:22:49,080
Okay.

646
00:22:49,080 --> 00:22:50,620
It's a live webinar.

647
00:22:50,620 --> 00:22:52,500
You get them from your database.

648
00:22:52,500 --> 00:22:54,100
that you've built up over your

649
00:22:54,200 --> 00:22:54,380
career.

650
00:22:54,380 --> 00:22:56,440
And then after they show up to the

651
00:22:56,440 --> 00:22:58,260
webinar, is there ongoing post
-marketing after that?

652
00:22:58,260 --> 00:23:00,140
Oh, yeah, yeah, yeah.

653
00:23:00,140 --> 00:23:02,450
So afterwards, they go into my

654
00:23:02,450 --> 00:23:03,830
weekly drip campaign email.

655
00:23:03,830 --> 00:23:05,630
So something that I've been

656
00:23:05,630 --> 00:23:09,610
getting better at and I can still
improve on is to constantly write

657
00:23:09,610 --> 00:23:14,430
content for my email, right?
It's not an easy muscle to learn

658
00:23:14,430 --> 00:23:15,730
when you don't.

659
00:23:15,730 --> 00:23:18,410
when you've never done it before,

660
00:23:18,410 --> 00:23:21,550
right?
But for me, I've been learning how

661
00:23:21,550 --> 00:23:22,550
to write that content.

662
00:23:22,550 --> 00:23:26,970
And I get that content from my

663
00:23:26,970 --> 00:23:28,770
conversations with prospects that
I talk to.

664
00:23:28,770 --> 00:23:30,050
I talk to.

665
00:23:30,050 --> 00:23:30,690
With them.

666
00:23:30,690 --> 00:23:34,650
And then so the goal is to have
them go to the webinar.

667
00:23:34,650 --> 00:23:37,910
get nurtured in a drip campaign,
talking about the webinar and cash

668
00:23:37,910 --> 00:23:38,150
damming.

669
00:23:38,430 --> 00:23:41,290
You're not switching gears and

670
00:23:41,290 --> 00:23:45,930
going, hey, let's talk about
reverse mortgages in this email.

671
00:23:45,930 --> 00:23:47,710
It's all focused on cash damming.

672
00:23:47,710 --> 00:23:50,330
It's all focused on helping

673
00:23:50,330 --> 00:23:51,410
landlords save money.

674
00:23:51,410 --> 00:23:54,190
Okay, that's a great hook.

675
00:23:54,190 --> 00:23:55,180
Helping landlords save money.

676
00:23:55,180 --> 00:23:57,860
And so to get people to the

677
00:23:58,040 --> 00:24:00,620
webinar, the thing I, the hardest
part for us getting people to our

678
00:24:00,620 --> 00:24:00,780
webinars.

679
00:24:00,780 --> 00:24:02,420
people would sign up, it was

680
00:24:02,420 --> 00:24:04,360
getting them to show up.

681
00:24:04,360 --> 00:24:06,640
And so it was really the 48 hours

682
00:24:06,640 --> 00:24:07,880
leading up to the webinar where we
had to like roll our sleeves up

683
00:24:07,880 --> 00:24:10,640
and call and text and email and
like, hey, are you coming?

684
00:24:10,640 --> 00:24:12,260
Are you coming?
Are you coming?

685
00:24:12,260 --> 00:24:16,520
Do you have anything in place up
front, like more organic roll your

686
00:24:16,520 --> 00:24:20,980
sleeve up work or are you relying
on the software to just stay in

687
00:24:20,980 --> 00:24:23,400
touch?
So definitely the software to send

688
00:24:23,400 --> 00:24:26,600
those reminder emails, you know,
48 hours, 72 hours, 48 hours, 24

689
00:24:26,600 --> 00:24:29,000
hours, you know.

690
00:24:29,000 --> 00:24:31,260
Any text messages go out?

691
00:24:31,440 --> 00:24:32,980
I could never figure it out.

692
00:24:33,220 --> 00:24:33,420
Okay.

693
00:24:33,420 --> 00:24:36,220
I would love to figure it out,
right?

694
00:24:36,640 --> 00:24:39,860
If you can show me, that'd be
great.

695
00:24:39,860 --> 00:24:41,700
What software do you use for the
webinar?

696
00:24:41,700 --> 00:24:44,140
For the webinar.

697
00:24:44,140 --> 00:24:49,820
So I used to use Webinar Jam and

698
00:24:49,820 --> 00:24:50,780
then the whatever webinar.

699
00:24:50,780 --> 00:24:51,080
Yeah.

700
00:24:51,080 --> 00:24:52,570
And then I switched to Zoom.

701
00:24:52,570 --> 00:24:56,670
And then I, I think I just do it

702
00:24:56,670 --> 00:24:58,070
on Zoom now.

703
00:24:58,070 --> 00:24:58,950
Oh yeah.

704
00:24:58,950 --> 00:25:04,810
So my webinars are just on Zoom,
just as a regular meeting.

705
00:25:04,810 --> 00:25:07,070
So it's not a, it's not the
upgraded, you know, webinar

706
00:25:07,070 --> 00:25:07,490
version of Zoom.

707
00:25:07,490 --> 00:25:08,830
I just have a Zoom meeting.

708
00:25:08,830 --> 00:25:09,430
Hey, come in.

709
00:25:09,960 --> 00:25:11,820
People don't turn on their videos

710
00:25:12,080 --> 00:25:12,380
anyways.

711
00:25:12,380 --> 00:25:15,080
It's just me talking to like a

712
00:25:15,080 --> 00:25:16,120
bunch of black screens.

713
00:25:16,120 --> 00:25:19,440
So yeah, and then it gets recorded

714
00:25:19,440 --> 00:25:19,820
from there.

715
00:25:19,820 --> 00:25:22,540
And then after it gets recorded, I

716
00:25:22,660 --> 00:25:26,880
will update my website with the
most updated recording.

717
00:25:27,200 --> 00:25:29,060
And so now it's on demand.

718
00:25:29,060 --> 00:25:31,400
So do people, if they want to opt

719
00:25:31,400 --> 00:25:34,640
in to watch the recording, are you
capturing email address for that?

720
00:25:34,640 --> 00:25:35,100
Yeah, absolutely.

721
00:25:35,100 --> 00:25:35,220
Gotcha.

722
00:25:35,220 --> 00:25:37,550
And so then they end up in the
drip anyways.

723
00:25:37,550 --> 00:25:37,670
Okay.

724
00:25:37,670 --> 00:25:38,430
and back it up.

725
00:25:38,430 --> 00:25:40,210
And for those listening, there was
a nuance there.

726
00:25:40,210 --> 00:25:42,970
I want to make sure you understand
she's using Zoom and then there's

727
00:25:42,970 --> 00:25:44,770
to use the webinar version of
Zoom.

728
00:25:44,770 --> 00:25:47,730
It's an upgrade and it's anywhere
from one to 150 a month.

729
00:25:47,730 --> 00:25:51,830
She's sticking at just a regular
meeting Zoom link, which keeps the

730
00:25:51,830 --> 00:25:53,790
cost low and it's working.

731
00:25:53,790 --> 00:25:55,670
So if you're on the fence, because

732
00:25:55,670 --> 00:26:01,960
I get that question all the time,
are you on the fence of I need

733
00:26:01,960 --> 00:26:03,440
this?
Start with the meeting.

734
00:26:03,620 --> 00:26:08,320
and work your way up if you think
it's costing you revenue, but

735
00:26:08,320 --> 00:26:13,260
start like with the bare bones of
what you need to get this done.

736
00:26:13,260 --> 00:26:13,380
Yeah.

737
00:26:13,380 --> 00:26:13,600
Okay.

738
00:26:13,600 --> 00:26:14,340
So you have that.

739
00:26:14,340 --> 00:26:15,480
So let me, let's go through, let's

740
00:26:15,720 --> 00:26:19,120
say someone is your call to action
after the webinar, or what is your

741
00:26:19,120 --> 00:26:23,080
call to action after the webinar?
Yeah, book a call with me.

742
00:26:23,500 --> 00:26:30,080
So they get direct access to your
calendar from the webinar?

743
00:26:30,080 --> 00:26:30,240
Yep.

744
00:26:30,240 --> 00:26:31,540
And if they watch the recorded

745
00:26:31,540 --> 00:26:34,280
version, See, these are those
tactical things no one talks

746
00:26:34,280 --> 00:26:37,080
about, which I love your sharing.

747
00:26:37,080 --> 00:26:39,240
If they get the recorded version,

748
00:26:39,240 --> 00:26:42,680
is there a link to your calendar
in there as well?

749
00:26:42,680 --> 00:26:44,100
So they can book a call.

750
00:26:44,100 --> 00:26:45,720
So now they book a call.

751
00:26:45,720 --> 00:26:48,320
How long is the call typically?
What do you have it scheduled for?

752
00:26:48,320 --> 00:26:51,600
Yeah, so the discovery call, as
you would call it, right?

753
00:26:51,840 --> 00:26:56,720
The discovery call is typically 45
minutes long.

754
00:26:56,720 --> 00:26:58,760
Yeah, so it's 45 minutes long.

755
00:26:58,760 --> 00:27:01,740
I have a conversation with this

756
00:27:01,740 --> 00:27:03,380
individual to try to figure out.

757
00:27:03,540 --> 00:27:04,480
What do they truly want?

758
00:27:04,480 --> 00:27:09,660
And if I feel it's a good fit for
them to do rental cash jamming,

759
00:27:09,940 --> 00:27:11,180
then I'll go through the numbers
with them.

760
00:27:11,180 --> 00:27:17,200
And so is there an intake form
they have to fill out to get some

761
00:27:17,200 --> 00:27:18,420
standard?
Are you qualified to even have a

762
00:27:18,420 --> 00:27:22,040
conversation about cash jamming?
At the beginning, there wasn't.

763
00:27:22,040 --> 00:27:24,000
And my calendar was filling up.

764
00:27:24,000 --> 00:27:26,440
And I'm just like, these are not

765
00:27:26,440 --> 00:27:27,120
really good leads.

766
00:27:27,120 --> 00:27:30,020
So I had to narrow it down on my

767
00:27:30,020 --> 00:27:30,180
questionnaire.

768
00:27:30,180 --> 00:27:32,960
when they fill in it.

769
00:27:32,960 --> 00:27:38,640
So when I, when a client comes in
to chat with me in the discovery

770
00:27:38,640 --> 00:27:39,560
call, I already know the basic
information.

771
00:27:39,560 --> 00:27:40,720
How much do we make?
What are their goals?

772
00:27:40,720 --> 00:27:44,010
What is their pain point?
How much do they owe on their

773
00:27:44,010 --> 00:27:45,090
mortgage?
You know, what's the amortization?

774
00:27:45,090 --> 00:27:47,890
What's their rental income?
So I already have the basic

775
00:27:47,890 --> 00:27:48,090
information.

776
00:27:48,090 --> 00:27:49,290
And then from there, I'd be able

777
00:27:49,490 --> 00:27:53,810
to assess, okay, yeah, this is a
good, a good client for me.

778
00:27:53,930 --> 00:27:54,110
Yeah.

779
00:27:54,110 --> 00:27:54,290
Okay.

780
00:27:54,290 --> 00:27:57,530
Before that, so let's say they're
filling the intake form and

781
00:27:57,530 --> 00:27:58,110
they're not a fit.

782
00:27:58,110 --> 00:27:59,410
Is there logic built in there

783
00:27:59,510 --> 00:28:02,930
where it shuts off the option to
book a call or do they still book

784
00:28:02,930 --> 00:28:06,050
a call, but you just say no early
on?

785
00:28:06,050 --> 00:28:08,120
It just says, sorry, no
appointments available.

786
00:28:08,120 --> 00:28:11,620
So if they answer a certain way,
that means they're not the typical

787
00:28:11,620 --> 00:28:11,740
fit.

788
00:28:11,740 --> 00:28:13,120
It just goes, there's no, you

789
00:28:13,120 --> 00:28:13,660
can't book a call.

790
00:28:13,660 --> 00:28:15,240
that a call.

791
00:28:15,240 --> 00:28:15,860
Sorry, no appointments available.

792
00:28:15,860 --> 00:28:16,300
Love it.

793
00:28:16,300 --> 00:28:16,720
Love it.

794
00:28:16,880 --> 00:28:17,240
Yeah.

795
00:28:17,240 --> 00:28:17,380
Yeah.

796
00:28:17,380 --> 00:28:18,720
And then it's funny that you say

797
00:28:18,720 --> 00:28:21,500
that because then there's some
people are like, Sylvia, I want to

798
00:28:21,720 --> 00:28:24,160
book an appointment with you, but
I can't.

799
00:28:24,160 --> 00:28:25,420
I'm like, why?
What happened?

800
00:28:25,420 --> 00:28:28,680
He goes, give me your calendar.

801
00:28:28,680 --> 00:28:30,980
And I'm like, oh, sorry.

802
00:28:30,980 --> 00:28:32,020
There's a reason.

803
00:28:32,020 --> 00:28:32,180
Yeah.

804
00:28:32,180 --> 00:28:32,260
Yeah.

805
00:28:32,260 --> 00:28:32,740
Yeah.

806
00:28:32,740 --> 00:28:34,780
But I just had to protect my time,
Ryan.

807
00:28:34,910 --> 00:28:35,310
Right.

808
00:28:35,310 --> 00:28:38,550
Like I only have so many

809
00:28:38,550 --> 00:28:39,390
appointments in a week.

810
00:28:39,390 --> 00:28:41,410
I take Wednesdays off.

811
00:28:41,410 --> 00:28:42,710
I take Friday afternoons off.

812
00:28:42,850 --> 00:28:44,950
I'm on Monday, Tuesday and

813
00:28:44,950 --> 00:28:46,650
Thursday and it books up so
quickly.

814
00:28:46,650 --> 00:28:48,390
And I'm not saying this to boast.

815
00:28:48,390 --> 00:28:51,150
I'm just saying that I have put

816
00:28:51,150 --> 00:28:54,010
these boundaries in place so that
Sylvia can serve these clients

817
00:28:54,170 --> 00:28:55,670
full heartedly and not serve them
because.

818
00:28:55,670 --> 00:28:57,130
I have to serve them.

819
00:28:57,330 --> 00:28:58,690
I want to serve them with my full

820
00:28:58,690 --> 00:29:05,130
heart and my full energy and my
mind and not be stressed out and

821
00:29:05,130 --> 00:29:05,290
tired.

822
00:29:05,290 --> 00:29:09,870
I'm like, oh my goodness, I've

823
00:29:10,050 --> 00:29:12,530
been on calls since 7 a .m.

824
00:29:12,530 --> 00:29:14,390
this morning at 7 p .m.

825
00:29:14,590 --> 00:29:15,390
My brain is fried.

826
00:29:15,390 --> 00:29:17,130
I can't talk to them, right?

827
00:29:17,130 --> 00:29:21,290
So I only have 15 appointments,
like five on Monday, five on

828
00:29:21,290 --> 00:29:21,910
Tuesday, five on Thursday.

829
00:29:21,910 --> 00:29:22,490
So that's 15.

830
00:29:22,830 --> 00:29:25,370
And then I'll book in two on
Friday mornings and then that's

831
00:29:25,370 --> 00:29:25,550
it.

832
00:29:25,550 --> 00:29:25,930
Right.

833
00:29:25,930 --> 00:29:30,950
So I have to be very, very, very
selective about who I'm giving my

834
00:29:31,050 --> 00:29:31,430
time to.

835
00:29:31,430 --> 00:29:31,710
Very cool.

836
00:29:31,710 --> 00:29:32,570
Very cool.

837
00:29:32,570 --> 00:29:36,330
And, and you're, I hear this from

838
00:29:36,330 --> 00:29:37,410
brokers all the time.

839
00:29:37,410 --> 00:29:39,150
And I just, I laugh inside.

840
00:29:39,150 --> 00:29:43,850
It's because you get the brokers
who don't have the business and

841
00:29:43,850 --> 00:29:46,050
they complain about not having the
business.

842
00:29:46,050 --> 00:29:47,690
And then you get the brokers, they
get business.

843
00:29:47,690 --> 00:29:51,450
And I remember that I knew I
needed a change in my career.

844
00:29:51,630 --> 00:29:55,030
When I got to this point, I had
the business.

845
00:29:55,030 --> 00:29:57,570
but I complained about the
business.

846
00:29:57,570 --> 00:30:01,190
We're on a commission -based
business, but I was like, oh,

847
00:30:01,190 --> 00:30:01,770
another three discovery calls.

848
00:29:55,990 --> 00:30:02,710
These are like people who are

849
00:30:02,710 --> 00:30:06,700
like, need my help, who are coming
in, like thinking I'm going to

850
00:30:06,700 --> 00:30:06,860
help.

851
00:30:06,860 --> 00:30:07,980
And I'm sitting here complaining,

852
00:30:07,980 --> 00:30:10,080
going, oh, I have so much on my
plate.

853
00:30:10,080 --> 00:30:11,200
I have so many pre -approvals.

854
00:30:11,200 --> 00:30:12,980
So I don't know if that's like

855
00:30:13,120 --> 00:30:17,880
people putting that out there to
try to flex, but it's like, you

856
00:30:17,880 --> 00:30:21,920
should be so grateful that you
have those opportunities.

857
00:30:21,920 --> 00:30:24,200
And if you don't, You need to make
a change.

858
00:30:24,200 --> 00:30:29,220
And it always comes back to you're
not serving the right people.

859
00:30:29,220 --> 00:30:30,540
You're not serving your avatar.

860
00:30:30,540 --> 00:30:31,960
not serving your avatar.

861
00:30:32,080 --> 00:30:36,860
You're not serving your avatar
because you're like, not serving

862
00:30:37,280 --> 00:30:41,180
your avatar because you're like,
oh, I got eight files to submit

863
00:30:41,180 --> 00:30:46,920
and I have three compliance
packages and I got these pre

864
00:30:46,920 --> 00:30:47,340
-approvals.

865
00:30:47,340 --> 00:30:50,240
But they're saying it in a

866
00:30:50,240 --> 00:30:51,380
negative way.

867
00:30:51,380 --> 00:30:55,700
And that's a big pet peeve of mine

868
00:30:55,700 --> 00:30:56,460
in our industry.

869
00:30:56,460 --> 00:30:57,600
There's other people that would

870
00:30:57,600 --> 00:31:00,380
like kill their mother -in -law to
go get the deals you have.

871
00:31:00,380 --> 00:31:02,760
And here you're complaining about
it, but it comes back to, like I

872
00:31:02,760 --> 00:31:03,680
said, you're not serving the
avatar.

873
00:31:03,680 --> 00:31:06,540
So you're not happy about it and
you're just grinding away.

874
00:31:06,540 --> 00:31:07,100
So very interesting.

875
00:31:07,180 --> 00:31:11,760
After you do your 45 -minute call

876
00:31:12,020 --> 00:31:16,400
or however long that ends up
being, and do you run the numbers

877
00:31:16,400 --> 00:31:19,900
on the call to give them like
dangle a carrot and give them a

878
00:31:19,900 --> 00:31:23,520
taste of what's coming?
How do you present the scenario to

879
00:31:23,520 --> 00:31:30,100
them and when do you do it?
So if I feel that they're a right

880
00:31:30,100 --> 00:31:30,440
fit.

881
00:31:30,620 --> 00:31:33,500
um, for rental cash, I mean, I

882
00:31:33,500 --> 00:31:36,860
know I feel that it's a right,
like they are coachable.

883
00:31:36,860 --> 00:31:38,820
It's very key that a client is
coachable because the strategy is

884
00:31:38,820 --> 00:31:40,320
very different, right?
Our everyday, you know, Oh, put

885
00:31:40,320 --> 00:31:41,000
money outside for TFSA.

886
00:31:41,000 --> 00:31:41,220
Right.

887
00:31:41,220 --> 00:31:45,920
Um, then I'll, I'll kind of say, I
was like, okay, yeah, based on the

888
00:31:46,180 --> 00:31:48,040
numbers that you've given me on a
very high level.

889
00:31:48,040 --> 00:31:52,660
And when we apply rental cash, I
mean, you can pay off your

890
00:31:52,660 --> 00:31:55,840
mortgage, you know, nine years
earlier than your 30 year

891
00:31:55,840 --> 00:31:56,160
amortization.

892
00:31:56,260 --> 00:31:57,600
So you'll be mortgage free in 21

893
00:31:58,100 --> 00:31:58,400
years.

894
00:31:58,400 --> 00:32:00,460
What do you think about that?

895
00:32:00,600 --> 00:32:00,740
Right.

896
00:32:00,740 --> 00:32:02,200
And then most people are like,

897
00:32:02,200 --> 00:32:04,400
well, yeah, I want to pay off my
mortgage in 21 years.

898
00:32:04,400 --> 00:32:04,520
Right.

899
00:32:04,520 --> 00:32:05,920
And and so that that's kind of

900
00:32:06,140 --> 00:32:08,720
where, you know, we go into like
the number parts, number part of

901
00:32:08,720 --> 00:32:08,920
it.

902
00:32:08,920 --> 00:32:11,180
At the beginning, I used to show

903
00:32:11,180 --> 00:32:14,920
them all the numbers, but now I
feel like I've gotten to this

904
00:32:14,920 --> 00:32:18,240
point where I can say, yeah, this
is what I can make happen.

905
00:32:18,240 --> 00:32:20,660
And I don't have to go into
numbers as deeply as I used to.

906
00:32:20,660 --> 00:32:23,100
And I think it comes with just
confidence of doing it over and

907
00:32:23,100 --> 00:32:24,580
over and over and over and over.

908
00:32:24,840 --> 00:32:26,980
They're sensing that, over.

909
00:32:26,980 --> 00:32:29,280
They're sensing that, like you're
coming across very like not

910
00:32:29,280 --> 00:32:32,060
sitting on the fence and feeling
like you always have to justify.

911
00:32:32,060 --> 00:32:34,160
what you're saying, you're going
very matter of fact, this is it.

912
00:32:34,160 --> 00:32:38,400
And people are obviously feeling
that, right?

913
00:32:38,400 --> 00:32:40,400
So very cool.

914
00:32:40,400 --> 00:32:40,620
Okay.

915
00:32:40,620 --> 00:32:40,960
Okay.

916
00:32:40,960 --> 00:32:42,880
Let me see any other question

917
00:32:42,880 --> 00:32:43,320
here.

918
00:32:43,320 --> 00:32:43,520
Okay.

919
00:32:43,520 --> 00:32:46,820
I have two more topics and then
we'll shut this down because I

920
00:32:46,920 --> 00:32:48,060
don't want these to be too long.

921
00:32:48,060 --> 00:32:50,380
I feel like there is a lot of

922
00:32:50,380 --> 00:32:53,540
value in here for you listening.

923
00:32:53,540 --> 00:32:56,900
I really hope you have a couple of

924
00:32:56,900 --> 00:33:00,580
takeaways here, whatever piece,
even if it's just figure out who

925
00:33:00,580 --> 00:33:01,580
you want to serve.

926
00:33:01,580 --> 00:33:02,780
It will prolong your career and

927
00:33:02,780 --> 00:33:04,100
just make you a happier person.

928
00:33:04,100 --> 00:33:04,400
Well, okay.

929
00:33:04,400 --> 00:33:04,740
Social media.

930
00:33:04,740 --> 00:33:06,480
What sort of social media do you

931
00:33:06,480 --> 00:33:06,860
do?
It's just Facebook.

932
00:33:06,860 --> 00:33:07,940
I was doing Instagram and then.

933
00:33:07,940 --> 00:33:09,280
How consistent are you?

934
00:33:09,280 --> 00:33:11,890
Is it videos?
Is it static posts?

935
00:33:11,890 --> 00:33:12,510
Is it?
Yeah.

936
00:33:12,650 --> 00:33:13,390
So I, Facebook is my main.

937
00:33:13,390 --> 00:33:15,410
bread and butter that that's where

938
00:33:15,410 --> 00:33:20,350
i have all of my stuff um and then
i'll also post on linkedin and

939
00:33:20,350 --> 00:33:26,610
instagram um so that and then in
regards to what type of post so

940
00:33:26,750 --> 00:33:30,870
different types of posts just um i
will do like shift belief posts or

941
00:33:31,010 --> 00:33:33,550
i'll do like a hand raiser post
that and then in regards to what

942
00:33:34,120 --> 00:33:38,060
type of post so different types of
posts just um i will do like shift

943
00:33:38,060 --> 00:33:41,880
belief posts or i'll do like a
hand raiser post I'll do regular

944
00:33:41,880 --> 00:33:42,260
Facebook lives.

945
00:33:42,260 --> 00:33:43,100
Oh, let's stop there.

946
00:33:43,340 --> 00:33:44,400
Because the other stuff's the
other stuff.

947
00:33:44,520 --> 00:33:45,660
Facebook live, that's interesting.

948
00:33:45,660 --> 00:33:47,140
So is there a formula to that?

949
00:33:47,140 --> 00:33:53,560
Do you just say, hey, I'm going to
go live today and you go live and

950
00:33:53,560 --> 00:33:57,420
do people actually come on?
Can you maybe speak to that?

951
00:33:57,420 --> 00:33:58,280
Yeah.

952
00:33:58,520 --> 00:34:01,950
I don't know if people actually go

953
00:34:02,070 --> 00:34:02,150
on.

954
00:34:02,150 --> 00:34:03,590
I think I've seen people go on

955
00:34:03,590 --> 00:34:04,250
before, but.

956
00:34:04,250 --> 00:34:07,270
My computer set up in a way that I

957
00:34:07,270 --> 00:34:09,270
don't know if I really actually
even see it.

958
00:34:09,270 --> 00:34:12,670
So I should I should see if I
could do it differently.

959
00:34:12,670 --> 00:34:16,810
So I think that was a new muscle
that I was learning.

960
00:34:16,810 --> 00:34:19,389
Ryan was to do social media
regularly.

961
00:34:19,389 --> 00:34:21,550
Encouraging that you don't have
that.

962
00:34:21,550 --> 00:34:22,590
It's like that's for you.

963
00:34:22,590 --> 00:34:23,210
And we'll talk about what's next

964
00:34:23,409 --> 00:34:23,750
for you.

965
00:34:23,750 --> 00:34:26,610
But I'm sitting here going like

966
00:34:26,610 --> 00:34:28,909
you've you built up a lot of
street cred with your database.

967
00:34:29,530 --> 00:34:31,770
And that's fed this monster for
you.

968
00:34:31,770 --> 00:34:34,429
And that could continue to do
that, as you know.

969
00:34:34,429 --> 00:34:41,710
But I'm very curious, like if you
put some energy into social, I

970
00:34:41,710 --> 00:34:44,989
already know it would work out
very well for you.

971
00:34:44,989 --> 00:34:45,790
So let's do that.

972
00:34:45,790 --> 00:34:46,670
Let's talk about and then we'll

973
00:34:46,670 --> 00:34:47,030
wrap this up.

974
00:34:47,030 --> 00:34:47,270
What's next?

975
00:34:47,270 --> 00:34:48,850
Like what's next for Sylvia Ho?
Is this like.

976
00:34:48,850 --> 00:34:51,550
I'm just going to carry on my
current path and see what happens.

977
00:34:51,550 --> 00:34:53,909
I feel like doubling my business,
but not my expenses.

978
00:34:53,909 --> 00:34:56,010
I still want to take vacations.

979
00:34:56,010 --> 00:34:59,160
I'm just dialing in my skill set.

980
00:34:59,160 --> 00:35:01,300
I don't know where it's going to
go.

981
00:35:01,300 --> 00:35:07,280
Like what's next for you?
So definitely taking my vacations.

982
00:35:07,280 --> 00:35:13,920
We're constantly on vacation mode
in the sense where like, okay,

983
00:35:13,920 --> 00:35:17,660
where are we going next?
What else is in store for Sylvia

984
00:35:17,660 --> 00:35:19,120
for 2025?
I think it's just.

985
00:35:19,220 --> 00:35:24,660
getting better at doing what I'm
already doing because it's

986
00:35:24,660 --> 00:35:26,120
working, right?
It's working for me.

987
00:35:26,120 --> 00:35:32,440
And it's just, I can refine things
and make it even more efficient

988
00:35:32,440 --> 00:35:33,160
and better.

989
00:35:33,160 --> 00:35:37,240
Does that make sense?

990
00:35:37,240 --> 00:35:37,840
Oh, yeah.

991
00:35:37,840 --> 00:35:40,300
Like I, do you see a world, I see

992
00:35:40,300 --> 00:35:46,620
a world, do you see a world where
you're doing 40 to 50 million with

993
00:35:46,620 --> 00:35:38,040
the same input of time?
I would love to do that.

994
00:35:38,040 --> 00:35:39,520
I am sure that it is possible.

995
00:35:39,520 --> 00:35:41,460
Do I see that happening?

996
00:35:41,460 --> 00:35:42,820
I don't know.

997
00:35:42,820 --> 00:35:46,100
Do you see that happening?

998
00:35:46,100 --> 00:35:51,880
Well, you reverse engineer it and
you just go, okay, well, there's

999
00:35:51,880 --> 00:35:57,120
something we need to fix if we
want to get there or maybe tweak.

1000
00:35:57,980 --> 00:36:01,600
So it's either I get higher
quality.

1001
00:36:01,600 --> 00:36:05,340
I either get more book calls in,
which would be from social media,

1002
00:36:05,340 --> 00:36:06,640
or I get higher quality.

1003
00:36:06,640 --> 00:36:09,120
I do less calls, but close the

1004
00:36:09,120 --> 00:36:09,520
same amount.

1005
00:36:09,620 --> 00:36:10,980
So then I qualify those calls even

1006
00:36:13,260 --> 00:36:15,580
more before they make their way
through to a discovery call.

1007
00:36:15,580 --> 00:36:16,540
And I do that.

1008
00:36:16,540 --> 00:36:19,300
Or then I leverage my recorded

1009
00:36:19,300 --> 00:36:19,460
webinar.

1010
00:36:19,460 --> 00:36:20,360
And I go, how can I leverage that

1011
00:36:20,360 --> 00:36:23,520
with potentially paid ads going
into that to then, and maybe it's

1012
00:36:23,520 --> 00:36:24,180
a lead magnet.

1013
00:36:24,180 --> 00:36:26,520
I put paid ads to a lead magnet

1014
00:36:26,520 --> 00:36:29,680
for the five -step guide on how
landlords can turn a cashflow

1015
00:36:29,680 --> 00:36:32,980
negative property into a positive.

1016
00:36:32,980 --> 00:36:35,480
You get an email, you nurture, but

1017
00:36:35,480 --> 00:36:38,120
you push the recorded one because
now you're getting leverage with

1018
00:36:38,120 --> 00:36:38,400
less time.

1019
00:36:38,400 --> 00:36:39,380
Yeah, it's probably a very

1020
00:36:39,380 --> 00:36:41,100
combination of a bunch of things.

1021
00:36:41,100 --> 00:36:42,360
But yeah, for sure.

1022
00:36:42,360 --> 00:36:50,870
Yeah, I think I need to come back
to you from work with you.

1023
00:36:50,870 --> 00:36:51,870
Tell me about Team Wiley.

1024
00:36:51,870 --> 00:36:53,150
So very cool.

1025
00:36:53,150 --> 00:36:56,770
But you're not like you're not
shifting gears.

1026
00:36:56,770 --> 00:36:58,710
You're not slowing down.

1027
00:36:58,710 --> 00:36:59,910
You're just going to keep you're

1028
00:36:59,910 --> 00:37:02,930
going to see where this journey
takes you.

1029
00:37:02,930 --> 00:37:07,050
Yeah, I think I think I'm just I'm
going to continue along this path.

1030
00:37:07,050 --> 00:37:10,630
I'm going to get even better at
what I do.

1031
00:37:10,630 --> 00:37:11,850
I am going to continually protect
my time.

1032
00:37:11,850 --> 00:37:12,910
I don't work evenings.

1033
00:37:12,910 --> 00:37:13,990
I don't work weekends.

1034
00:37:13,990 --> 00:37:16,110
I don't need to work those times,
right?

1035
00:37:16,390 --> 00:37:19,790
I think my biggest thing that my
focus is protecting my time.

1036
00:37:19,790 --> 00:37:20,070
Yeah.

1037
00:37:20,070 --> 00:37:21,930
I have to protect my time.

1038
00:37:21,930 --> 00:37:22,950
I have to protect the house.

1039
00:37:22,950 --> 00:37:25,230
And you taught me that, by the

1040
00:37:25,770 --> 00:37:29,650
way, you know that I have to
protect that.

1041
00:37:29,650 --> 00:37:34,110
And I also have to protect my
mental space as well.

1042
00:37:34,110 --> 00:37:34,290
Right.

1043
00:37:34,290 --> 00:37:35,390
There's enough business out there

1044
00:37:35,390 --> 00:37:38,370
for everybody.

1045
00:37:38,370 --> 00:37:40,380
People can make lots of money.

1046
00:37:40,380 --> 00:37:40,640
Right.

1047
00:37:40,640 --> 00:37:43,680
But I think you're like for me for

1048
00:37:44,320 --> 00:37:49,980
this year, I feel that it's just
doubling down on what I love to

1049
00:37:49,980 --> 00:37:50,100
do.

1050
00:37:50,100 --> 00:37:52,780
staying focused not looking at

1051
00:37:53,020 --> 00:37:55,980
shiny objects everywhere and
getting better at the process

1052
00:37:56,240 --> 00:37:57,800
maybe my discovery calls are not
45 minutes anymore maybe they're

1053
00:37:57,800 --> 00:38:01,700
only half an hour um so that maybe
i can get a few more extra in

1054
00:38:01,700 --> 00:38:05,320
there you know it's just about
getting better what i'm already

1055
00:38:05,320 --> 00:38:09,920
doing um and then the volumes i
think will just happen yeah they

1056
00:38:09,920 --> 00:38:14,460
will and word will spread and the
snowball effect will take over and

1057
00:38:14,460 --> 00:38:16,800
your referrals will come in from
your they will and word will

1058
00:38:16,800 --> 00:38:19,100
spread and the snowball effect
will take over and your referrals

1059
00:38:19,100 --> 00:38:23,200
will come in from your clients and
so my biggest takeaway from this

1060
00:38:23,200 --> 00:38:27,420
man i wish like i hope this is
some of you listening's biggest

1061
00:38:27,480 --> 00:38:31,980
takeaway uh if it wasn't it should
be now is you have such extreme

1062
00:38:31,980 --> 00:38:35,760
clarity on what you're doing how
you're doing it how like you're

1063
00:38:35,760 --> 00:38:41,420
not even like yeah i'll do this
you're like nope i'm losing first

1064
00:38:41,420 --> 00:38:43,780
time home buyers nope I'm losing
purchases with COFs.

1065
00:38:43,780 --> 00:38:47,960
Nope, you can't talk to me because
of this.

1066
00:38:47,960 --> 00:38:50,140
Nope, you didn't answer the
question right.

1067
00:38:50,140 --> 00:38:51,760
You're not on my calendar.

1068
00:38:51,760 --> 00:38:52,460
Nope, you're not.

1069
00:38:52,460 --> 00:38:56,540
And you're just like, and you're
so dialed in with protecting your

1070
00:38:56,540 --> 00:38:58,660
time and only talking to the right
people.

1071
00:38:58,660 --> 00:39:01,080
That is really hard to figure out.

1072
00:39:01,080 --> 00:39:03,200
And the fact you've got there, I

1073
00:39:03,200 --> 00:39:05,640
can tell it's taken years to get
to that.

1074
00:39:06,400 --> 00:39:08,960
But man, oh man, what a difference
I see in you.

1075
00:39:08,960 --> 00:39:11,060
It's night and day.

1076
00:39:11,060 --> 00:39:12,980
And you and I have talked off and

1077
00:39:12,980 --> 00:39:13,200
on.

1078
00:39:13,200 --> 00:39:14,360
I don't think I've gotten this

1079
00:39:16,540 --> 00:39:20,720
much clarity on exactly your
mindset around it all.

1080
00:39:20,900 --> 00:39:24,800
And now I have it and I'm like,
whoa, good for you.

1081
00:39:24,800 --> 00:39:26,540
You've got like a superpower now.

1082
00:39:26,540 --> 00:39:28,220
Before you had an idea of a

1083
00:39:28,220 --> 00:39:28,500
superpower.

1084
00:39:28,500 --> 00:39:30,780
Now you've got an actual

1085
00:39:30,780 --> 00:39:31,120
superpower.

1086
00:39:31,120 --> 00:39:32,160
So good for you.

1087
00:39:32,160 --> 00:39:32,280
Cool.

1088
00:39:32,280 --> 00:39:32,700
Congrats.

1089
00:39:32,700 --> 00:39:33,560
Yeah, very cool.

1090
00:39:33,840 --> 00:39:34,200
Very cool.

1091
00:39:34,200 --> 00:39:35,880
Okay, we're going to wrap this up.

1092
00:39:35,880 --> 00:39:39,480
Is there anything you wanted to

1093
00:39:39,480 --> 00:39:48,420
add in there before we go?
I think it just all comes down to

1094
00:39:48,420 --> 00:39:54,360
is what do you really want?
As like for the listeners out

1095
00:39:54,360 --> 00:39:58,200
there, what do you really want?
And creating that life that you

1096
00:39:58,200 --> 00:40:01,860
want and then your business works
around that and not have your

1097
00:40:01,860 --> 00:40:03,260
business and then have your life
work around that.

1098
00:40:03,260 --> 00:40:04,320
It's like.

1099
00:40:04,320 --> 00:40:05,540
What is it that Sylvia wants?

1100
00:40:05,540 --> 00:40:06,260
Sylvia wants a vacation.

1101
00:40:06,260 --> 00:40:08,160
Sylvia doesn't want to work

1102
00:40:08,520 --> 00:40:08,640
evenings.

1103
00:40:09,380 --> 00:40:10,880
She doesn't want to work weekends.

1104
00:40:10,880 --> 00:40:13,360
Okay, well, that means no COS.

1105
00:40:13,360 --> 00:40:16,000
That means no realtors, right?

1106
00:40:16,000 --> 00:40:18,000
So let's get away from that.

1107
00:40:18,000 --> 00:40:20,180
Okay, well, just focusing on what

1108
00:40:20,180 --> 00:40:21,060
you really want.

1109
00:40:21,060 --> 00:40:25,460
And I guess as we did this podcast

1110
00:40:25,460 --> 00:40:30,520
and as you walked me through my
journey, I didn't know that this

1111
00:40:30,520 --> 00:40:32,700
is where I would be five years
ago, right?

1112
00:40:32,700 --> 00:40:36,260
I think like now that I'm here,
I'm like, I, I like this.

1113
00:40:36,260 --> 00:40:37,160
I like, I like this.

1114
00:40:37,160 --> 00:40:37,700
Right.

1115
00:40:37,700 --> 00:40:44,180
So figure out what you want and we
may not get it right the first

1116
00:40:44,180 --> 00:40:44,320
time.

1117
00:40:44,320 --> 00:40:44,480
Right.

1118
00:40:44,480 --> 00:40:47,680
But it's about figuring out, like,
just figure out what you want and

1119
00:40:47,680 --> 00:40:51,780
then just focusing on that one
thing and, and stay away from the

1120
00:40:51,780 --> 00:40:46,880
shiny object syndrome because it's
hard.

1121
00:40:46,880 --> 00:40:47,500
You're living proof.

1122
00:40:47,500 --> 00:40:48,340
This works like that.

1123
00:40:48,340 --> 00:40:52,620
Other people talk a game, they're
going to do it, but they don't do

1124
00:40:53,220 --> 00:40:53,780
it.

1125
00:40:53,780 --> 00:40:57,260
And they get jumbled up into all

1126
00:40:57,260 --> 00:40:58,220
the same bullshit.

1127
00:40:58,220 --> 00:40:59,280
You're living proof of, and you

1128
00:40:59,280 --> 00:41:02,600
just, you clearly outlined what
you said no to and how you said

1129
00:41:02,600 --> 00:41:02,900
it.

1130
00:41:02,900 --> 00:41:06,720
You made some sacrifices.

1131
00:41:06,720 --> 00:41:12,860
You took three steps back to take
10 forward.

1132
00:41:12,860 --> 00:41:14,060
So freaking awesome.

1133
00:41:14,060 --> 00:41:16,260
Sylvia, thank you so much for

1134
00:41:16,260 --> 00:41:16,700
joining us.

1135
00:41:16,700 --> 00:41:18,180
I got stuff out of that.

1136
00:41:18,180 --> 00:41:21,480
So I know for sure people
listening got stuff out of it.

1137
00:41:21,700 --> 00:41:22,500
Yeah, I appreciate you.

1138
00:41:22,500 --> 00:41:22,880
Thank you.

1139
00:41:22,880 --> 00:41:23,260
Thank you.

1140
00:41:23,460 --> 00:41:23,620
you.

1141
00:41:23,760 --> 00:41:23,980
Thanks, Ryan.

1142
00:41:23,980 --> 00:41:24,860
Thanks for helping me on this

1143
00:41:24,860 --> 00:41:24,940
journey.

1144
00:41:24,940 --> 00:41:26,040
Thanks for helping me.

1145
00:41:26,040 --> 00:41:31,140
Thanks for believing in me to help
you, help you, you know what I'm

1146
00:41:31,140 --> 00:41:31,460
saying.

1147
00:41:31,460 --> 00:41:32,960
Anyways, that's it, kids.

1148
00:41:32,960 --> 00:41:37,100
Thank you for listening to The
Mortgage Game.

1149
00:41:37,100 --> 00:41:39,300
We'll be back next week.