270: What is the Secret Sauce?

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers,

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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

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

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

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I hope you enjoy.

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All right.

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Welcome to the Mortgage Game
Podcast.

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West Coast Wiley here.

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No video.

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We're back in the truck, back in
the Dodge Ram studio.

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They should have to pay for that.

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They really should.

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Like, not much, just something.

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Maybe I'll reach out to them.

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We'll see.

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No, I won't.

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Okay.

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This might be this topic I'm going

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to cover today.

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This might be the most important

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podcast I've done.

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I'm seeing a theme.

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I'm seeing it's just like it hit
me the other day, talking to an

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orange agent, and it just smacked
me in the face.

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I was like, oh my God, we've
talked about this.

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I haven't went that deep on it.

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But this literally might be, I've

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never said that before.

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This might be the most important

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podcast that I've done.

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But before I get into it, so I was

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coaching on my team.

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We're around 40 agents right now.

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And there was a couple of new
agents we took on, like brand

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spanking new.

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And I don't want to do that.

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That's not my jam.

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But I did it as a favor because

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they were already at the brokerage
I was at.

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We wanted to come on.

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And so I had an underwriter or an

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agent who's really good at
underwriting training.

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So she's training them on all
that, all the support.

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They get more than enough support
there.

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And I'm training on sales
marketing.

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And so I could just tell there was
a group of four or five agents.

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in there.

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And we're giving him weekly stuff

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to do.

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And it was just like, there's this

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one guy and man, he's got so much
potential, but he's just not doing

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the work.

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And I can just tell, like I can

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see through every week he's
showing up, his numbers aren't

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there.

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I can tell he might be like

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fudging the numbers.

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It's like, it's just like, yeah,

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you're not into this man.

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So I caught him.

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I said, dude, it's been three
months.

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You're not meant for this.

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This is not, I don't see it.

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I don't see the drive, the
passion.

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I don't get it.

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You seem way too comfortable with

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what you're doing.

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And I don't feel like the pain is

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big enough for you.

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So I, yeah, go prove me wrong.

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So I can't be involved with what
you're doing because I'm showing

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up full time and you're not.

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And he's like, whoa, okay.

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Yeah, I need to hear that.

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And then he's like, he was going

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to stay with the underwriter
training.

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And then he sent me this massive
note.

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Well, he left.

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He's like, Ryan, thank you for the

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wake up call.

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When they sent me this note, he's

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like, you know what?
I was doing the mortgage gig for

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all the wrong reasons, for all the
wrong people.

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And I didn't want to let people in
the group down.

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I had some really good friends at
the brokerage, the broker owners,

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my family.

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I'm doing this thing and I wake up

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and I don't want to do it.

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I want to be a firefighter.

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And he's like, that's what I'm
going to go do.

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So thank you for helping me see
the light on that.

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He needed some tough love.

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He totally did.

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He could have just... went on and
wasted everyone's time, including

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his own.

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Like you only have so many minutes

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on this planet.

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And I just, I knew it wasn't for

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him.

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And this goes to like a lot of

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people here, but he had the balls
to like own it and go, yeah.

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And he was like, he took it the
best way possible you could.

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And then said, I want to go do
this.

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So I love that because now he's
onto the next phase of his life

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and gave it, like came into a
program, tried it.

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And you're not going to make it in
the program.

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You're not going to make it
anywhere.

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I'll tell you that.

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with what we were doing for them

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you just you're not so it's kind
of like that also helps you figure

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out if you should be in the
industry so i had mad respect for

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that but also got me thinking like
how many mortgage brokers are out

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there that are like suffering in
silence um quite a few of you i'm

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imagining it's not as easy as it
used to be and i don't know how

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much grit a lot of you have you
need to have grit this is it's

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like Being an entrepreneur and
then later on, it doesn't matter

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what industry.

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You just like, you're going to get

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punched.

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People are going to try and tear

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you down.

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It's going to be some of the

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hardest things you've ever done.

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You could easily go get a punch

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the clock job and go make your 60
to 150K, whatever that looks like,

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and do that in nine to five.

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And no one's going to judge you.

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They're not going to be like, oh
my God, like this isn't for

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everybody.

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And so I challenge a lot of you to

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go like, are you doing this for
the right reason?

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Seriously.

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Like, or do you feel like you're

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just stuck in a corner?
You've been backed into a corner

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and it's all, you know, do you
feel like you just can't be honest

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with those people who are most
important to around you and

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they're relying on you, but
you're, you're living a lie

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because you don't want to do like,
I was there.

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Okay.

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And I leveled up with the family

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and I'm like, I, this is not what
I want to do.

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I was not put on this planet to be
a mortgage broker.

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I'm good at it and I'm really good
at a lot of the things, but this

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isn't what gets me out of bed.

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I don't, there's parts of it I

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like.

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So I challenge you to go, if

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you're like sitting there on the
fence like that, like own it and

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either get the stuff you don't
want to, this isn't what the

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podcast is about, by the way, but
get the stuff you don't want to do

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off your plate.

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You are hurting the people around

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you.

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You're hurting your bank account.

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You're just lying to yourself.

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You're lying to other people.

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You're not showing up ready to
serve the clients.

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You're like, you're just kind of
screwing over a lot of different

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areas of your life.

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So either get a lot of the stuff

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off your plate that you don't want
to do and focus on the two, three,

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four things you love doing within
the industry or call a spade a

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spade.

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Shit or get off the pot, as they

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say.

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Like, nobody's going to sit there

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and go, ah, you couldn't make it.

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If anything, it'll be like, good.

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For you.

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For going and doing the thing you

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want to do or making a decision
that you need to go feed the

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family in a less stressful
environment and you can always

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come back to this.

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I am the last guy who would sit

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here and go, you should just keep
pushing forward.

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Keep pushing forward and you'll
get there one day.

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No, bullshit.

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And that leads me into the

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podcast.

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Not everybody who's currently a

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mortgage broker should be a
mortgage broker.

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That's also not what the podcast
is about.

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Sorry, I screwed you over there.

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I led you down one road and I

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pulled back.

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That's not the case.

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Just because you're a mortgage
broker, you do not have to do it.

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And I can see it in people.

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I could point, I'm not going to do

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it unless they ask me.

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I'm not going to come out of

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nowhere and say it.

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Or if I'm personally spending my

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time training and coaching people
and they're not doing anything

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with it.

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then I'll probably say something

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because then that's not fair.

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That's not the partnership, right?

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That was part of the deal.

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If you want my time, then you got

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to do your thing.

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You got to do the work because I'm

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showing up.

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So you show up in your own way,

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but everyone else, I can see it.

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I can look around and I could like

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not, I'm done on paper.

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I could probably write down 50

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people's names where I'm like,
nope, nope, nope, nope, nope.

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And that's just because I'm, That
is one of my superpowers.

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I can see that.

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I can tell who's going to do well,

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who's going to not.

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There's always going to be

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anomalies.

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I can tell who's just not into it.

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It's very evident.

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And so if I can see it, then I

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wonder if your clients can see it.

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I wonder if your referral partners

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can see it.

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I wonder if your friends and

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family can see it.

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I wonder if there's a reason why

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you're not getting the referrals
you think you should be getting

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from the people you thought had
your back.

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What type of energy are you
putting out there?

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What type of person are you
showing up as?

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What type of standards have you
set for yourself?

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And are you meeting those?
Because you're the harshest

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critic.

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But I'm letting you know, if I can

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see it, then the other people who
can impact your business, they're

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seeing it.

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So then you go, what do I do?

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Okay, so...

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Just wanted to touch on that and

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some of you to think about it.

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And it talks a little bit into

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what the podcast is about today.

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Like I said, this could be the

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most important podcast I've done.

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And so I was sitting down with the

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mortgage agent and we were going
through our one -on -one.

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We do a one -on -one audit when
you join the team.

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I just want to see what's going on
in your business.

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And we clear the desk.

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And we give you some simple tasks.

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And shit, if you execute on them
or not, I can't hold you to that.

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I go, here you go.

260
00:08:44,140 --> 00:08:45,340
Go do this.

261
00:08:45,340 --> 00:08:46,140
This works.

262
00:08:46,140 --> 00:08:47,520
Go do this.

263
00:08:47,520 --> 00:08:50,960
This, you said you had this
problem.

264
00:08:50,960 --> 00:08:53,780
Stop doing these other five things
and just do this and then do it

265
00:08:53,780 --> 00:08:56,980
over and then do it over and then
do it over.

266
00:08:56,980 --> 00:08:59,060
And so this one guy, he comes in
and he's one of the agents and

267
00:08:59,060 --> 00:09:00,540
he's like, so right, what's the
secret sauce?

268
00:09:00,540 --> 00:09:02,180
And I gave him the answer right
away.

269
00:09:02,180 --> 00:09:05,400
I didn't know the, it just kind of
came to me.

270
00:09:05,400 --> 00:09:06,340
I was like, duh.

271
00:09:07,380 --> 00:09:08,680
And I gave, he's like, kind of

272
00:09:08,680 --> 00:09:11,120
like that energy coming in of
like, so what's the thing, right?

273
00:09:11,120 --> 00:09:14,020
What's the, like, what's the thing
that's going to make this all

274
00:09:14,020 --> 00:09:14,460
work?
What's the thing?

275
00:09:14,460 --> 00:09:15,060
And that's the thing.

276
00:09:15,060 --> 00:09:15,800
A lot of mortgage brokers, they're

277
00:09:15,800 --> 00:09:17,140
looking for a magic pill.

278
00:09:17,140 --> 00:09:18,080
They're looking for a formula.

279
00:09:18,080 --> 00:09:18,600
They're looking for a script.

280
00:09:18,600 --> 00:09:20,240
They're looking for a playbook.

281
00:09:20,360 --> 00:09:23,720
They're looking for this thing
that unfortunately does not exist.

282
00:09:23,720 --> 00:09:25,520
You're looking for something you
can plug and play, like a

283
00:09:25,520 --> 00:09:26,740
franchise that you just like, a
subway you buy and like...

284
00:09:27,420 --> 00:09:28,480
How you make each sandwich is
there.

285
00:09:28,480 --> 00:09:30,580
The cold cuts show up.

286
00:09:30,580 --> 00:09:32,420
You put the bread in the oven at

287
00:09:32,540 --> 00:09:33,520
400 for 17 minutes.

288
00:09:33,520 --> 00:09:34,480
You go over here where you can

289
00:09:34,480 --> 00:09:36,860
just bring like monkeys in to run
the assembly line.

290
00:09:36,920 --> 00:09:40,080
And just like, yeah, I will make
sandwiches for you.

291
00:09:40,080 --> 00:09:44,700
And a lot of mortgage brokers are
looking for like, I will get you a

292
00:09:44,700 --> 00:09:45,200
mortgage.

293
00:09:45,200 --> 00:09:49,480
If I say these eight things, you

294
00:09:49,480 --> 00:09:51,160
should work.

295
00:09:51,160 --> 00:09:54,360
It's not how it works.

296
00:09:54,360 --> 00:09:55,980
So far from it.

297
00:09:55,980 --> 00:09:58,440
And so I gave my answer.

298
00:09:58,440 --> 00:10:01,120
And then he's like, oh, yeah, it
makes sense.

299
00:10:01,120 --> 00:10:05,180
And I was like, and I just got
thinking about it.

300
00:10:05,180 --> 00:10:06,420
I'm like, oh, my God.

301
00:10:06,420 --> 00:10:07,040
There's so many brokers looking

302
00:10:07,040 --> 00:10:09,760
for shortcuts, looking for cheat
codes, looking for whatever word

303
00:10:09,760 --> 00:10:10,480
you want to input there.

304
00:10:10,480 --> 00:10:12,420
And so here's the secret sauce.

305
00:10:12,420 --> 00:10:16,240
I'm going to tell you, I'm hoping
this is going to resonate with

306
00:10:16,240 --> 00:10:16,500
you.

307
00:10:16,880 --> 00:10:17,860
It's not a webinar.

308
00:10:17,860 --> 00:10:18,680
It's not email marketing.

309
00:10:18,680 --> 00:10:19,380
It's not database mining.

310
00:10:19,380 --> 00:10:20,100
It's not social media.

311
00:10:20,100 --> 00:10:21,020
It's not referral partners.

312
00:10:21,020 --> 00:10:22,600
It's not your center of influence.

313
00:10:22,600 --> 00:10:23,100
It's not your CRM.

314
00:10:24,340 --> 00:10:25,460
It's not advanced strategies.

315
00:10:25,740 --> 00:10:26,780
It's not strategy hub.

316
00:10:26,780 --> 00:10:27,720
It's not VIP club.

317
00:10:27,720 --> 00:10:28,380
It's not team Wiley.

318
00:10:28,440 --> 00:10:29,180
None of that's the secret sauce.

319
00:10:29,180 --> 00:10:30,680
A lot of it is structure.

320
00:10:30,680 --> 00:10:31,700
And that isn't the secret sauce.

321
00:10:31,700 --> 00:10:34,490
I'm going to get to it.

322
00:10:34,490 --> 00:10:37,270
But that's what those things are.

323
00:10:38,230 --> 00:10:40,390
They're like... giving you

324
00:10:40,390 --> 00:10:41,410
environments to do the things.

325
00:10:41,850 --> 00:10:44,230
But the secret sauce is this.

326
00:10:44,410 --> 00:10:44,550
It's you.

327
00:10:44,550 --> 00:10:47,010
You are the secret sauce.

328
00:10:47,010 --> 00:10:47,370
Nobody else.

329
00:10:47,370 --> 00:10:47,610
It's you.

330
00:10:47,610 --> 00:10:53,130
We're all playing with a lot of
the same tools.

331
00:10:53,130 --> 00:10:56,350
We've all got access to all the
social media accounts.

332
00:10:56,350 --> 00:11:01,400
We've all got access to CRMs.

333
00:11:01,400 --> 00:11:03,800
We've all got access to the same

334
00:11:03,800 --> 00:11:06,860
information about lenders.

335
00:11:06,860 --> 00:11:10,340
They've all got access to the same

336
00:11:10,480 --> 00:11:11,520
lenders, give or take.

337
00:11:12,220 --> 00:11:16,140
We've all got the same stuff.

338
00:11:16,140 --> 00:11:20,760
But it's also like the same thing
with any sports team.

339
00:11:21,880 --> 00:11:23,680
There's superstars and there's
role players.

340
00:11:23,680 --> 00:11:24,800
There's the minors and there's the
big leagues.

341
00:11:25,240 --> 00:11:26,720
They've all got the same
equipment.

342
00:11:26,720 --> 00:11:28,790
It doesn't make them fast or
strong.

343
00:11:28,790 --> 00:11:29,310
It's them.

344
00:11:29,310 --> 00:11:30,710
They are the secret sauce.

345
00:11:30,710 --> 00:11:39,510
This is, I told you, this is going
to be the most important one I've

346
00:11:40,830 --> 00:11:41,430
made.

347
00:11:41,430 --> 00:11:44,090
This is like, I'm going to lean

348
00:11:44,090 --> 00:11:49,890
into this a lot because you're
trying to build trust and a brand

349
00:11:50,250 --> 00:11:54,570
and you're trying to get people to
work with you.

350
00:11:54,570 --> 00:11:58,040
People work with you if they like,
love, trust you.

351
00:11:58,040 --> 00:11:58,620
That's it.

352
00:11:58,620 --> 00:11:59,240
Plain and simple.

353
00:11:59,240 --> 00:12:04,880
If you have a strategy that can
save them X amount of money, but

354
00:12:04,880 --> 00:12:06,320
you're an asshole and they don't
like you.

355
00:12:06,320 --> 00:12:10,620
Not going to work.

356
00:12:10,620 --> 00:12:14,100
People will work with me my entire

357
00:12:14,100 --> 00:12:19,920
career, and I never had the best
interest rate, like very rarely.

358
00:12:19,920 --> 00:12:20,740
Why?
Because they liked, loved, or

359
00:12:20,740 --> 00:12:21,220
trusted me.

360
00:12:21,220 --> 00:12:23,180
I was the secret sauce.

361
00:12:23,180 --> 00:12:27,440
There are a lot of other mortgage
brokers that tried the exact same

362
00:12:27,440 --> 00:12:29,000
model I had because I gave it to
them.

363
00:12:29,160 --> 00:12:31,420
I don't have a scarcity mentality.

364
00:12:31,420 --> 00:12:35,260
I'm like, here you go.

365
00:12:35,260 --> 00:12:35,960
Good luck.

366
00:12:35,960 --> 00:12:39,860
I hope you do it, but you're not

367
00:12:39,860 --> 00:12:40,060
me.

368
00:12:40,060 --> 00:12:42,320
I will give you the playbook.

369
00:12:42,320 --> 00:12:43,020
Here you go.

370
00:12:43,020 --> 00:12:44,620
I've done this my entire career.

371
00:12:46,120 --> 00:12:50,880
And a lot of you have seen that,
all the stuff I give out.

372
00:12:50,880 --> 00:12:52,240
I go, here you go.

373
00:12:52,360 --> 00:12:53,440
Because you're not me.

374
00:12:53,440 --> 00:12:55,680
You're going to have your own
version of that.

375
00:12:55,680 --> 00:12:58,140
So I'm okay with that.

376
00:12:58,140 --> 00:13:00,080
But a lot of brokers couldn't even

377
00:13:00,080 --> 00:13:03,500
come close to executing on the
stuff I was doing.

378
00:13:03,740 --> 00:13:06,900
They weren't the right secret
sauce for that thing.

379
00:13:06,900 --> 00:13:10,080
But they also weren't leaning into
it enough.

380
00:13:10,080 --> 00:13:13,060
And so right now, like you only
have so many options.

381
00:13:13,060 --> 00:13:14,380
on how to build your mortgage
business.

382
00:13:14,380 --> 00:13:16,620
I know I say there's 18 ways to
run a business.

383
00:13:16,620 --> 00:13:18,260
I'm not talking the client
journey.

384
00:13:18,260 --> 00:13:22,100
And it's like, ah, stuff's all the
boring shit that everyone can do.

385
00:13:22,100 --> 00:13:23,800
And it's all the same stuff.

386
00:13:23,800 --> 00:13:26,090
I'm talking about why would client

387
00:13:26,090 --> 00:13:28,570
Tom or Sally work with you versus
the bank versus the other broker

388
00:13:28,570 --> 00:13:29,890
versus the mortgage specialist
versus the what?

389
00:13:29,890 --> 00:13:33,190
And do not tell me it's interest
rate.

390
00:13:33,190 --> 00:13:33,770
You are the secret sauce.

391
00:13:33,770 --> 00:13:35,710
If you are polarizing enough, if

392
00:13:35,710 --> 00:13:38,910
you are engaging enough, if your
personality, a lot of you have

393
00:13:38,910 --> 00:13:42,250
lame duck personalities, and I'm
guessing behind the scenes you

394
00:13:42,250 --> 00:13:45,450
don't, but the energy you're
putting out into the universe,

395
00:13:45,450 --> 00:13:47,770
into our boring ass industry, and
the energy you're putting on

396
00:13:47,770 --> 00:13:50,710
social that the public is seeing,
it is boring.

397
00:13:51,500 --> 00:13:53,560
I don't see a lot of you being
you.

398
00:13:53,560 --> 00:13:55,100
Whatever that is, you're quirky,
you're funny, you're strategic,

399
00:13:55,100 --> 00:13:57,300
you're, you know, like enter the
word here.

400
00:13:57,300 --> 00:13:59,840
Too many of you are hiding behind
the products.

401
00:13:59,840 --> 00:14:00,200
products.

402
00:14:00,200 --> 00:14:01,980
You're talking about the products

403
00:14:02,140 --> 00:14:04,600
instead of how you bring those
products to life.

404
00:14:04,600 --> 00:14:07,220
Like you, this isn't the game.

405
00:14:07,220 --> 00:14:09,340
The game isn't you walking around

406
00:14:09,340 --> 00:14:11,500
like a robot talking about a home
equity line.

407
00:14:11,500 --> 00:14:15,540
Like it has to be your version of
it.

408
00:14:15,540 --> 00:14:16,140
And that's cool.

409
00:14:16,140 --> 00:14:18,400
Go copy someone's content.

410
00:14:18,400 --> 00:14:19,440
I don't care.

411
00:14:19,440 --> 00:14:19,580
Whatever.

412
00:14:19,580 --> 00:14:22,140
Just put your own stuff on it,
right?

413
00:14:22,140 --> 00:14:23,320
Your own personality.

414
00:14:23,320 --> 00:14:25,700
And this is the part that I

415
00:14:25,700 --> 00:14:30,720
believe most of you are missing is
there is a emotional chip missing.

416
00:14:30,720 --> 00:14:32,200
There is a personality chip
missing.

417
00:14:32,200 --> 00:14:37,180
I want to shake a bunch of you.

418
00:14:37,180 --> 00:14:38,780
And just go, are you in there?

419
00:14:38,780 --> 00:14:43,560
Are you alive?
Because I'm not convinced you like

420
00:14:43,560 --> 00:14:44,980
what you do for a living.

421
00:14:44,980 --> 00:14:49,860
I'm not convinced you wake up in

422
00:14:50,100 --> 00:14:53,800
the morning and you jump out of
bed.

423
00:14:54,760 --> 00:14:58,660
I get up before my arm goes off.

424
00:14:58,660 --> 00:15:05,640
And I know I'm talking my own

425
00:15:06,120 --> 00:15:09,200
stuff, but I love what I do.

426
00:15:09,200 --> 00:15:13,060
I didn't love what I did as a

427
00:15:13,060 --> 00:15:13,840
mortgage broker.

428
00:15:13,840 --> 00:15:16,060
I love certain pieces of it.

429
00:15:16,060 --> 00:15:17,960
And I did enough of it.

430
00:15:17,960 --> 00:15:23,440
And I made a deal with my wife to

431
00:15:23,440 --> 00:15:23,700
go do.

432
00:15:23,700 --> 00:15:27,660
enough of it to make money.

433
00:15:27,660 --> 00:15:29,720
But then I was like, yeah, I'm
out.

434
00:15:29,720 --> 00:15:32,260
And I left a lot of money on the
table.

435
00:15:32,960 --> 00:15:38,820
And I'm not convinced a lot of you
love what you do because I don't

436
00:15:38,820 --> 00:15:39,140
see it.

437
00:15:39,140 --> 00:15:39,500
Right?

438
00:15:39,500 --> 00:15:42,160
You have to remember this.

439
00:15:42,160 --> 00:15:44,540
You are the secret sauce.

440
00:15:44,540 --> 00:15:47,120
So like, let's see some
personality, kids.

441
00:15:47,120 --> 00:15:48,200
Whatever you got to do.

442
00:15:49,070 --> 00:15:50,790
The industry is already boring.

443
00:15:50,790 --> 00:15:52,590
Finance is already boring.

444
00:15:52,590 --> 00:15:54,550
The products are boring.

445
00:15:54,550 --> 00:15:56,390
Mortgage lenders are boring.

446
00:15:56,390 --> 00:15:57,330
It's all boring, boring, boring,

447
00:15:58,490 --> 00:15:58,890
boring.

448
00:15:58,890 --> 00:16:00,610
And then you're trying to work in

449
00:16:00,610 --> 00:16:04,090
this boring industry with these
boring tools, and you're trying to

450
00:16:04,090 --> 00:16:05,170
get these people to trust you.

451
00:16:05,170 --> 00:16:06,390
And you're up against big banks

452
00:16:06,390 --> 00:16:10,150
who have been building brands for
decades with billions of dollars,

453
00:16:10,150 --> 00:16:10,710
and they have a machine.

454
00:16:10,710 --> 00:16:12,850
And so the odds are stacked

455
00:16:12,850 --> 00:16:13,330
against you.

456
00:16:13,430 --> 00:16:14,510
In a big way.

457
00:16:14,510 --> 00:16:17,030
And so for those who aren't on
social or don't believe in social,

458
00:16:17,030 --> 00:16:20,690
oh my God, now what do you do?
How do you go and get the end

459
00:16:22,110 --> 00:16:25,430
consumer to work with you when
they can't even see your special

460
00:16:25,430 --> 00:16:28,130
sauce, your personality, see the
passion you have for what you do?

461
00:16:28,130 --> 00:16:32,690
How the F are they supposed to see
that?

462
00:16:32,690 --> 00:16:33,210
How?
That's your outlet.

463
00:16:33,290 --> 00:16:36,490
That's your way to get them.

464
00:16:36,490 --> 00:16:40,310
And if you don't have it, then get

465
00:16:40,310 --> 00:16:40,530
out.

466
00:16:40,530 --> 00:16:43,730
Or just be like, oh my God, I'm

467
00:16:43,730 --> 00:16:46,490
never going to really make great
money.

468
00:16:46,490 --> 00:16:50,320
And I'm never going to really be
happy.

469
00:16:50,320 --> 00:16:53,760
I might make decent money and be
marginally happy.

470
00:16:53,760 --> 00:16:56,140
And is that what I want to do?
I guess.

471
00:16:56,140 --> 00:16:57,440
I don't know.

472
00:16:57,440 --> 00:16:59,600
That's up to you and your life.

473
00:16:59,600 --> 00:17:02,120
It sounds like a shitty way to
live to me.

474
00:17:02,120 --> 00:17:04,640
So this is me, like the wake -up
call, being...

475
00:17:04,819 --> 00:17:08,000
Like, I don't know what it takes.

476
00:17:08,000 --> 00:17:10,200
That's not, I couldn't start to

477
00:17:11,440 --> 00:17:13,079
tell you what it takes.

478
00:17:13,079 --> 00:17:15,560
But a lot of you feel like, I feel

479
00:17:15,560 --> 00:17:17,500
like you're in like cocoons.

480
00:17:17,500 --> 00:17:20,579
You got a shell around you.

481
00:17:20,980 --> 00:17:25,380
And then you try to be the secret
mortgage agent working from home

482
00:17:25,380 --> 00:17:27,240
in an isolated environment.

483
00:17:27,240 --> 00:17:29,620
Society is already trying to

484
00:17:29,820 --> 00:17:34,340
isolate us into all these
convenience things where we don't

485
00:17:34,340 --> 00:17:34,720
go outside.

486
00:17:34,940 --> 00:17:35,920
And you're looking, you're

487
00:17:35,920 --> 00:17:40,020
grasping at straws, looking all
around you for the right.

488
00:17:41,310 --> 00:17:42,990
strategy and product and webinar
and toolkit and CRM.

489
00:17:42,990 --> 00:17:46,250
And you're all thinking this is
going to the savior of your

490
00:17:46,490 --> 00:17:46,590
business.

491
00:17:46,590 --> 00:17:47,970
You just being you, but putting it

492
00:17:47,970 --> 00:17:54,210
out there and waking up in the
morning with like a pep in your

493
00:17:54,210 --> 00:17:55,450
step ready to go.

494
00:17:55,450 --> 00:17:57,650
That's what's going to push you

495
00:17:57,650 --> 00:17:57,790
over.

496
00:17:57,790 --> 00:17:59,890
That's going to get you where you

497
00:17:59,890 --> 00:18:02,990
want to be because that will
inspire others and they'll see it

498
00:18:02,990 --> 00:18:04,370
and it'll be like, I want that.

499
00:18:04,370 --> 00:18:06,790
person, right?

500
00:18:06,790 --> 00:18:08,290
You're not going to resonate with
everyone.

501
00:18:08,290 --> 00:18:11,020
You're not supposed to.

502
00:18:11,160 --> 00:18:11,800
I guarantee you there are

503
00:18:11,800 --> 00:18:13,880
thousands of people that cannot
stand my voice.

504
00:18:13,880 --> 00:18:14,040
Cool.

505
00:18:14,040 --> 00:18:14,520
I'm expecting that.

506
00:18:14,520 --> 00:18:17,040
It's like my son, before we go to
soccer, he's got a confidence

507
00:18:17,040 --> 00:18:17,140
issue.

508
00:18:17,140 --> 00:18:19,880
I'm going to do what I do with

509
00:18:21,340 --> 00:18:22,620
you, what I do with him.

510
00:18:22,620 --> 00:18:24,780
He has a confidence issue and his

511
00:18:24,780 --> 00:18:27,020
biggest thing, he's awesome at
practice.

512
00:18:27,020 --> 00:18:28,560
Come game time, Not so good.

513
00:18:28,560 --> 00:18:30,640
He's one of the most skilled

514
00:18:30,640 --> 00:18:32,840
players on the team footwork
-wise.

515
00:18:32,840 --> 00:18:35,140
Come game time, no grit.

516
00:18:35,140 --> 00:18:36,300
Avoids the contact.

517
00:18:36,300 --> 00:18:41,950
He's got a confidence issue and
his confidence comes when he

518
00:18:41,950 --> 00:18:45,870
doesn't want to make a mistake.

519
00:18:45,870 --> 00:18:46,050
Right?

520
00:18:46,050 --> 00:18:46,890
So we have these conversations.

521
00:18:46,890 --> 00:18:51,090
I'm going to have it with you.

522
00:18:51,090 --> 00:18:54,930
I'm like, what's the worst that we
already know?

523
00:18:54,930 --> 00:18:56,710
And I already go through all the
worst.

524
00:18:56,710 --> 00:19:00,610
We already know you're going to
make five to ten bad passes.

525
00:19:00,610 --> 00:19:03,050
We already know you are going to
miss the net.

526
00:19:03,050 --> 00:19:03,570
two to five times.

527
00:19:03,570 --> 00:19:05,670
We already know a man might beat

528
00:19:05,670 --> 00:19:06,410
you and maybe score a goal.

529
00:19:06,410 --> 00:19:09,400
We already know you might get

530
00:19:09,460 --> 00:19:10,180
tired and want to stop.

531
00:19:10,180 --> 00:19:10,800
We already know.

532
00:19:10,800 --> 00:19:16,640
And so we go through and then we
go through all the players on the

533
00:19:16,640 --> 00:19:16,960
team.

534
00:19:16,960 --> 00:19:23,400
And I go, we already know this

535
00:19:23,400 --> 00:19:25,700
player, Tom, is going to blah,
blah, blah.

536
00:19:25,900 --> 00:19:30,020
And we already know, you know,
Benny's going to go blah, blah,

537
00:19:30,020 --> 00:19:30,220
blah.

538
00:19:30,220 --> 00:19:31,080
And so we go through.

539
00:19:31,080 --> 00:19:34,120
And I go, so now what?
We've already got that out.

540
00:19:34,120 --> 00:19:35,780
It's in the open.

541
00:19:35,780 --> 00:19:38,530
The elephant's in the room.

542
00:19:38,530 --> 00:19:40,250
We've talked about it.

543
00:19:40,250 --> 00:19:41,390
So now let's go play our game.

544
00:19:41,390 --> 00:19:44,770
knowing we are already going to do
this.

545
00:19:44,770 --> 00:19:48,850
So for you, it's like, I already
know clients are going to leave

546
00:19:48,850 --> 00:19:49,110
you.

547
00:19:49,110 --> 00:19:49,810
You think they're going to want to

548
00:19:49,810 --> 00:19:54,570
work with you, but they're not
going to.

549
00:19:54,790 --> 00:19:56,850
I already know people are going to
unsubscribe from your emails.

550
00:19:56,850 --> 00:19:58,650
We already know a lot of people
aren't going to open your emails

551
00:19:58,650 --> 00:19:59,110
all the time.

552
00:19:59,110 --> 00:20:00,150
And some may never open them.

553
00:20:00,150 --> 00:20:05,710
We already know that when you
prospect that maybe 18 out of 20

554
00:20:05,710 --> 00:20:08,620
people will never acknowledge
anything from you.

555
00:20:08,620 --> 00:20:12,520
We already know it's going to take
maybe 100 opens to get one or two

556
00:20:12,800 --> 00:20:13,380
conversations started.

557
00:20:13,380 --> 00:20:15,300
We already know you're going to

558
00:20:15,300 --> 00:20:17,940
screw up and give bad advice, and
it's going to cost you, you're

559
00:20:17,940 --> 00:20:20,200
going to have egg on your face,
might cost your relationship with

560
00:20:20,200 --> 00:20:22,960
a referral partner, and a client
might not like you anymore.

561
00:20:22,960 --> 00:20:25,960
We already know that you're going
to have some months where you make

562
00:20:25,960 --> 00:20:27,800
$3 ,000 and some where you make
$15 ,000.

563
00:20:27,800 --> 00:20:29,900
We already know, right?
So we get into that.

564
00:20:30,200 --> 00:20:31,160
And we talk about it.

565
00:20:31,280 --> 00:20:31,720
And we go, okay.

566
00:20:31,820 --> 00:20:35,240
So now that we know all that, now
what are we going to do about it?

567
00:20:35,240 --> 00:20:37,770
What do we do?
All the bad stuff's out there.

568
00:20:37,850 --> 00:20:40,690
I already know you're probably
going to disappoint or think other

569
00:20:40,690 --> 00:20:43,350
people in your family are relying
on you and maybe have lost

570
00:20:43,350 --> 00:20:45,430
confidence in you to bring in
revenue for the family.

571
00:20:45,430 --> 00:20:50,550
I already know you're going to be
extremely stressed out and you're

572
00:20:50,550 --> 00:20:52,650
not going to be present all the
time for your kids.

573
00:20:52,650 --> 00:20:54,590
I already know, like, let's just
get it out there.

574
00:20:54,590 --> 00:20:56,050
Let's just talk about it.

575
00:20:56,050 --> 00:20:58,250
So I already know this.

576
00:20:58,250 --> 00:21:03,680
So I want you to circle back to
the things that you can control

577
00:21:03,680 --> 00:21:06,840
and you can control the TNT that
takes no talent stuff, right?

578
00:21:06,840 --> 00:21:11,080
You can control that and you can
control your personality.

579
00:21:11,080 --> 00:21:13,560
How many people see it?
Because if people aren't seeing

580
00:21:13,560 --> 00:21:14,900
your personality, that secret
sauce that you bring to the

581
00:21:14,900 --> 00:21:17,580
business, the thing that's going
to let you stand out.

582
00:21:17,580 --> 00:21:20,720
Have you ever wondered why there's
other mortgage brokers who have

583
00:21:20,720 --> 00:21:24,080
been in the game the same amount
of time?

584
00:21:24,080 --> 00:21:27,640
work the same or even less hours
maybe, and their revenues three,

585
00:21:27,640 --> 00:21:29,300
four or five times a year.

586
00:21:29,300 --> 00:21:31,560
It's not because of their market

587
00:21:31,560 --> 00:21:33,950
and they got lucky and they got
blah, blah, blah.

588
00:21:34,010 --> 00:21:37,050
Chances are they're doing the TNT,
the things that takes no talent

589
00:21:37,050 --> 00:21:38,870
stuff, and they're showing their
personality in whatever way that

590
00:21:38,870 --> 00:21:39,090
is.

591
00:21:39,710 --> 00:21:41,390
If it's social media, if it's...

592
00:21:41,570 --> 00:21:44,610
you know, networking groups, if
it's their phone calls, because

593
00:21:44,610 --> 00:21:46,090
they're talking and that's their
vibe.

594
00:21:46,090 --> 00:21:49,230
If it's the voice memos, it's like
their personality is out there.

595
00:21:49,230 --> 00:21:50,450
They're not being robotic.

596
00:21:50,450 --> 00:21:52,090
They're just letting the cards

597
00:21:52,090 --> 00:21:52,830
fall where they fall.

598
00:21:52,830 --> 00:21:54,310
So I told you at the beginning, I

599
00:21:54,310 --> 00:21:55,150
said, this might be the most
important.

600
00:21:55,150 --> 00:21:58,390
And the reason I said that, I hope
it's obvious now.

601
00:21:58,390 --> 00:22:01,720
I hope this is a fucking wake up
call for a lot of you.

602
00:22:01,720 --> 00:22:05,280
And maybe it's some of you, it's
like, yeah, you're right.

603
00:22:05,280 --> 00:22:08,640
I shouldn't be doing this, right?
Let me think of something else.

604
00:22:08,640 --> 00:22:11,100
Or I want to go do that.

605
00:22:11,100 --> 00:22:11,220
Cool.

606
00:22:11,220 --> 00:22:12,100
Go for it.

607
00:22:12,100 --> 00:22:12,800
Go. I love it.

608
00:22:12,800 --> 00:22:15,040
Go do it.

609
00:22:15,040 --> 00:22:16,460
You can always come back.

610
00:22:16,460 --> 00:22:17,400
Hey, knock, knock.

611
00:22:17,400 --> 00:22:18,240
Guess what?

612
00:22:18,500 --> 00:22:21,200
You can always come back to the
100 % commission -based business

613
00:22:21,200 --> 00:22:21,840
where any brokerage would hire
you.

614
00:22:21,840 --> 00:22:25,560
I thought when I first gave it, I
was like, oh, I got hired by a

615
00:22:25,560 --> 00:22:25,560
brokerage.

616
00:22:25,560 --> 00:22:27,360
And then you get in, you're like,

617
00:22:27,360 --> 00:22:27,740
oh, fuck.

618
00:22:27,740 --> 00:22:28,840
Yeah, of course I did.

619
00:22:29,040 --> 00:22:31,500
They take anybody and I pay a fee
every month.

620
00:22:31,500 --> 00:22:32,520
Damn it.

621
00:22:32,520 --> 00:22:32,640
Right.

622
00:22:32,640 --> 00:22:33,620
I didn't know that.

623
00:22:33,620 --> 00:22:36,420
But so I want you to like look in

624
00:22:36,420 --> 00:22:37,540
the mirror.

625
00:22:37,540 --> 00:22:40,040
This is a look in the mirror stuff

626
00:22:40,040 --> 00:22:43,080
and go like, am I screwing myself
here?

627
00:22:43,080 --> 00:22:45,160
Why are more people seeing my
personality?

628
00:22:45,160 --> 00:22:48,600
This is a people business and that
will never go away.

629
00:22:48,600 --> 00:22:50,600
The social media is giving you.

630
00:22:50,660 --> 00:22:51,740
I know we keep talking about

631
00:22:51,740 --> 00:22:53,560
social because why?
Because what other option do you

632
00:22:53,560 --> 00:22:55,440
have?
conversations or content.

633
00:22:55,440 --> 00:22:57,920
Those are the only two options to
go generate business,

634
00:22:57,920 --> 00:22:58,880
conversations or content.

635
00:22:58,880 --> 00:23:00,860
And you have the ability to get a

636
00:23:00,860 --> 00:23:02,720
full page ad in the biggest
newspaper in the world for free

637
00:23:02,720 --> 00:23:03,000
every day.

638
00:23:03,000 --> 00:23:04,160
So go do it.

639
00:23:04,160 --> 00:23:04,340
Okay.

640
00:23:04,340 --> 00:23:04,840
That's it.

641
00:23:04,840 --> 00:23:08,240
I could keep rambling, but I'm
not.

642
00:23:08,240 --> 00:23:09,880
So I really hope you got something
from that.

643
00:23:09,880 --> 00:23:14,720
If you did and if it hits you in
any way, please shoot me a note on

644
00:23:14,720 --> 00:23:14,900
Instagram.

645
00:23:15,000 --> 00:23:16,480
Just let me know.

646
00:23:16,480 --> 00:23:17,060
That's it, kids.

647
00:23:17,240 --> 00:23:17,920
Enjoy your night, okay?

648
00:23:17,920 --> 00:23:19,860
I'm going to enjoy mine.

649
00:23:19,860 --> 00:23:22,500
This podcast is brought to you by

650
00:23:22,500 --> 00:23:22,840
Steep Tea.

651
00:23:23,360 --> 00:23:25,400
Yeah, I got a Steep Tea right now

652
00:23:25,520 --> 00:23:28,440
in the Dodge Ram studio, okay?
Peace out.