271: How He 10x'd His Business: The 2.7M to 40M Broker

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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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Okay, welcome to the Mortgage Game

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Podcast.

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This is West Coast Wiley coming to

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you live on video today from the
office.

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No Dodge Ram recording studio
today.

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Okay, we have a special guest.

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There's only certain people that

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we have on the podcast, and it's
really, I just didn't want to be

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that kind of podcast.

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plate that I think is warranted,

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then we bring them on.

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As long as I know we're going to

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give value back to you for you
spending the 20, 30 minutes

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listening.

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And so today, man, we have a doozy

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for you.

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So I want to introduce Scott

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Sarai.

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Scott Sarai, say hello.

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Hey, everybody.

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Man of many words.

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So I'm just going to, I'm going to
give you the hook right here as to

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why, and then we're going to
unpack it.

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Okay.

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So Mr. Sarai, full disclosure,

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he's joined Team Wiley.

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For those of you who aren't

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listening and you live under a
rock, I started a mortgage team,

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not one where I'm competing
against you, where I'm brokering.

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I mentor and coach everyone on the
team.

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Started this six months ago.

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And so Scott jumped in and he was,

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I'll give it to you, but this is
where I want to go.

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The hook is this.

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Scott, where he was at before he

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joined, he was ready to hang it
up.

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And he did 2 .7 million in volume
in 2024 until he decided to join

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us in November, but really didn't
start doing stuff till December

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because once you transition and
whatnot.

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And so this year in that, why
don't you share the numbers?

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I just want to go, it's crazy
where you're at and we're going to

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break down how you got there.

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So Scott, take the mic.

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For sure.

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Yeah.

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So joined Team Wiley, end of
October, did all like the

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purgatory, the license transfer
over with the lender setup, got

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into the weeds late November.

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Rolling total for the last six

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months is 17 .9 million funded.

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And you have some in the hot in

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the pipe already.

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Yeah. 4 .1 that will fund.

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And then, you know, the stragglers
that may or may not work out.

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Yeah.

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So like you told me that we

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chatted briefly before this, cause
you're like, Hey, I got to show

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you the numbers.

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Let's do a six month check in.

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And I'm like, sure.

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And you hit me with a bunch of

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things.

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And then, but I could see how

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happy you are the smile from, you
know, ear to ear that you're like.

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You're going to do 40 million this
year.

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How, like, does that from 2 .4 to
40?

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And you haven't even hit, like,
the good market yet.

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But you were going, without a
doubt, you were going to do 40

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million.

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Like, what does that mean?

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Like, is that crazy or what?
Yeah, it's definitely surreal.

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Like, I've been in the industry
since 2020.

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And I've had some partnerships and
some business ventures with, like,

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high producing brokers.

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I've always looked at them as like

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celebrity status and, you know,
anyone that's doing 30 mil or

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above and I'm, you know, in the
weeds at like 2 million, 5

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million, 10 million.

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And I just, I didn't get how they

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got there and like, what would
life be like at those volumes?

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And now I'm in it and I didn't
realize I was in it until I was

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like, you know, going back to look
at a six month check -in and all

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of a sudden I looked at the
numbers and I had to like double

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check that like the formulas on
Google sheet was right to add it

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up total.

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It's wild.

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It's nuts.

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It's surreal.

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But it's a real thing and it's
definitely attainable.

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Yeah.

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And we will give you listening

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there.

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We're going to get into how the

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sausage is made here on some
things.

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But I've said this for so long
because I was you as well.

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I was doing my five to 10 mil and
I saw the 30, 40 producers.

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I'm like, how do they get there?
It seems like just so far out.

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And then you get to 20 mil and
you're like, how could you not do

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20 mil?
And then you get to the 30, 40 and

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deals just start coming and you
start hitting your, you know.

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your stride and you have your
foundational pieces in place.

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And then you're like, how could
you not do 34 mil or 30 or 40 mil?

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And I think you're sort of, but
you just don't believe it.

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And you're just in that stage
right now, right at the beginning.

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But I'm assuming a switch has
flipped.

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You are a believer now that this
is something that Scott Sarai can

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do.

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Yeah, definitely.

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Mindset was like the biggest thing
for me.

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Like I said, I've been in it 2020
and I've been like in and out

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mentally from like.

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the hustle of brokering and like,

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I'll give full credit to my wife
and to you because I was done like

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October, September, October of
2024.

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Like I was ready to just like, you
know, let the license expire.

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I had like stuff going on that I
just wasn't happy with, with the

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industry.

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And I was just jaded.

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And then when I joined team Wiley,
we stripped all that noise out and

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went grassroots with this.

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And then like, you know, December,

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January, February, some files are
coming through and then.

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It just took off.

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I think in April, I have nine

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files closing, which I was like,
holy shit, nine files.

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That's wild.

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For me, I think the biggest thing

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was the mindset shift, the tools
to broker.

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Not that it's a fake it to make
it, but I've had the apprentice

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model behind the curtains with 10
loans and all of those programs to

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learn brokering from the ground
up.

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And now I actually get to
implement it with the volume I'm

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doing.

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So it's been a whirlwind of

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experience for me.

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And you were, to give some

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context, you were doing, and I
think a lot of brokers are here

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right now, you were struggling to
do business.

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You sort of knew what to do, but
you didn't know how to do it or

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have the right maybe ongoing
mentorship.

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You were scrambling to, and then
you said, maybe I'll do

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fulfillment.

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Maybe I'll build a fulfillment

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model because I know that's a big
need in the industry and I'll go

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out and I'll find four, five, six.

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brokers and I'll run fulfillment

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for them from four to 600 to
follow or whatever that is.

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And I'll do that.

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And that'll supplement the other

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stuff I'm doing.

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And now you just hired fulfillment

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yourself.

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Yeah.

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So like I, I built a fulfillment
business behind the scenes over

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the last couple of years and it
got to a six figure business where

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I had six brokers.

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I was handling their fulfillment.

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And then one by one, I realized
that there was nuances with, with

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the individual broker.

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you're managing a lot of deals, a

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lot of processes, and a lot of
personalities.

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And there was various issues that
happened where I started letting

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them go one by one.

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And then I was just kind of like,

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I don't know, it's my time to walk
away.

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And I was done.

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And I think that's what the

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conversation started.

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You had a broker you were going to

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introduce to me.

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And I was like, yeah, I'm actually

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going to pull the pin on all of
this.

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But yeah, to fast forward, I just
hired Fulfillment last month.

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She's an absolute rock star
underwriter.

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Not that she underwrites for me,
but having her knowledge has been

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instrumental.

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And like we've only got in the

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weeds on like four or five files,
but I'm praying that she never

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leaves me because like she's been
like such a relief to take that

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stress off of my plate.

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And I always like did fulfillment.

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So I was always like, I'll never
need it because I get it, but it's

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the best hire I've ever had.

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So you, I just think it's so funny

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in such a short amount of time,
you went from being the

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fulfillment person, to needing a
fulfillment person.

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That's like a big shift.

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big shift.

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And I was like, when I, like in
March, I think I had like five

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files closed and I'm like, yeah, I
can still do it.

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Like, you know, like why pay the,
whatever you're paying in

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fulfillment and I can keep the
money in house.

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And then I was like, what am I
doing here?

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Like, like, no, like that's just
so old mentality.

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And luckily we had a fit on the
team that was a plug and play.

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Like she was an experienced
underwriter, experienced broker.

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She was plug and play.

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And then I even told her, I'm

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like, look, I know what the going
rate is fulfillment.

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Like I've been in that industry.

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I know prices have come down.

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I don't care.

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Like I'm paying you like top

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dollar because I don't, I want you
to be happy.

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I want you to feel fulfilled with
what you're doing.

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I don't want you to leave.

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Like I don't want to have to

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retrain.

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So we, we agree on a, on a price

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that probably is higher than
industry standard right now.

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I'm hoping she's happy.

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And I said, yeah.

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And I said, if I can build my
volumes.

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we'll revisit it to pay more.

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And she's like, you don't mean pay

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less.

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I'm like, no, like we'll pay more

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because if you're happy, I'm
happy.

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And then like the wheel, the wheel
spins and there's no, there's no

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hiccups.

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So for those who don't know you,

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And I said, yeah.

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And I said, if for those who don't

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know you, um, like you have
another career.

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This isn't like, this isn't even
your full -time.

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So what else do you do?
Yeah.

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So I've been on the podcast
circuit lately.

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So I was with the boys from Tango
Ontario earlier this week and they

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brought it out and I don't
normally lead with it, but, uh,

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I'm a full full -time firefighter
here in, uh, BC.

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Um, I've been doing that for close
to 15 years and, uh, it, it, it's

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a time commitment for sure.

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Um, uh, so yeah, I'm a, I'm a full

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-time firefighter and a full -time
mortgage broker.

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So when people ask me what I do
for a living, it's kind of hard.

250
00:08:43,370 --> 00:08:47,130
It's depending what, what circle
I'm in and where I'm at.

251
00:08:47,130 --> 00:08:49,550
Like if I'm looking for a deal, I
might say I'm a firefighter, but

252
00:08:49,550 --> 00:08:51,550
if I'm looking to like drum up
conversations around business and

253
00:08:51,550 --> 00:08:53,150
some, I'm a mortgage broker.

254
00:08:53,150 --> 00:08:54,030
And then family wise.

255
00:08:54,030 --> 00:08:54,550
then family wise.

256
00:08:54,550 --> 00:08:56,510
uh i know these answers but i want

257
00:08:56,570 --> 00:09:01,220
you to just tell everyone what do
you have kid wives going on at

258
00:09:01,220 --> 00:09:04,720
home yeah so we uh have a
beautiful baby girl that's 16

259
00:09:04,800 --> 00:09:08,740
months old um and it was
definitely an adjustment like my

260
00:09:08,740 --> 00:09:11,200
daughter's not the best sleeper so
um you know i'm up middle night

261
00:09:11,200 --> 00:09:14,000
with her feeding her and i haven't
i missed one team wiley call at 6

262
00:09:14,000 --> 00:09:16,620
30 and we have a team call in the
morning we're just like it's a

263
00:09:16,620 --> 00:09:19,820
bullshit and i live for those
calls like i feel so we uh have a

264
00:09:19,820 --> 00:09:22,720
beautiful baby girl that's 16
months old um and it was

265
00:09:22,720 --> 00:09:24,580
definitely an adjustment like my
daughter's not the best sleeper so

266
00:09:24,580 --> 00:09:28,930
um you know i'm up middle night
with her feeding her and i haven't

267
00:09:28,930 --> 00:09:32,550
i missed one team wiley call at 6
30 and we have a team call in the

268
00:09:32,550 --> 00:09:36,590
morning we're just like it's a
bullshit and i live for those

269
00:09:36,590 --> 00:09:41,950
calls like i feel i have like fomo
if i don't make it and i've i've

270
00:09:41,950 --> 00:09:45,690
shown up hung over i've shown up
with no sleep the night before um

271
00:09:45,690 --> 00:09:48,930
but i missed one just for whatever
reason it was but at the fire hall

272
00:09:48,930 --> 00:09:51,830
yeah i've been at work i've been
driving to work yeah so like i've

273
00:09:51,830 --> 00:09:32,930
been consistent with that but the
the daughter had definitely thrown

274
00:09:32,930 --> 00:09:37,490
a curveball in the plans and she
will be going to daycare

275
00:09:37,490 --> 00:09:41,950
relatively soon that might free up
some time for me but uh yeah just

276
00:09:41,950 --> 00:09:44,130
one daughter right now hopefully
another kid relatively soon so

277
00:09:44,130 --> 00:09:47,810
this is this is for everyone out
there that like fire yeah i've

278
00:09:47,810 --> 00:09:49,890
been at work i've been driving to
work yeah so like i've been

279
00:09:49,890 --> 00:09:52,510
consistent with that but the the
daughter had definitely thrown a

280
00:09:52,510 --> 00:09:55,010
curveball in the plans and she
will be going to daycare

281
00:09:55,010 --> 00:09:58,430
relatively soon that might free up
some time for me but uh yeah just

282
00:09:58,430 --> 00:10:00,910
one daughter right now hopefully
another kid relatively soon this

283
00:10:00,910 --> 00:10:04,250
is this is for everyone out there
that like This is a wake -up call.

284
00:10:04,250 --> 00:10:05,430
I'm going to frame this.

285
00:10:05,430 --> 00:10:08,030
You've got a guy who did $2 .4

286
00:10:08,030 --> 00:10:09,270
million, full -time firefighter,
15 years, right?

287
00:10:09,270 --> 00:10:11,190
In December, did a captain's
course, which was literally five

288
00:10:11,190 --> 00:10:13,410
weeks of just hardcore, like in
the office, doing stuff, testing.

289
00:10:13,410 --> 00:10:15,210
You took three weeks of vacation
to Mexico in December.

290
00:10:15,210 --> 00:10:17,770
uh we're in november december
january somewhere in there you

291
00:10:17,770 --> 00:10:04,010
have a 16 month old at home who's
a little sleep deprived so it was

292
00:10:04,010 --> 00:10:07,210
obviously 10 11 12 months old
you've got a young family that

293
00:10:07,210 --> 00:10:09,770
needs you you're showing up you
have a dog that needs you you're

294
00:10:09,770 --> 00:10:12,470
showing up you have a full time
you the citizens of Surrey, BC are

295
00:10:12,470 --> 00:10:14,610
relying on you to show up because
you're a firefighter, you're doing

296
00:10:14,610 --> 00:10:14,930
it.

297
00:10:14,930 --> 00:10:16,230
You're showing up to the early

298
00:10:16,230 --> 00:10:19,690
morning calls at 6 .30 in the
morning, regardless if you're

299
00:10:19,690 --> 00:10:23,470
driving in, if you're at the fire
hall, if you're sleep deprived,

300
00:10:24,010 --> 00:10:24,930
like you just said.

301
00:10:24,930 --> 00:10:26,670
And you're going to do 40 million

302
00:10:26,670 --> 00:10:27,330
this year.

303
00:10:27,330 --> 00:10:29,630
30 to 40 million.

304
00:10:29,690 --> 00:10:37,410
I know it's going to be 40, but
this is me talking to you

305
00:10:37,410 --> 00:10:37,830
listening.

306
00:10:37,830 --> 00:10:41,270
What the fuck is your excuse?

307
00:10:41,270 --> 00:10:45,070
What is your excuse?
There's nothing you could give me

308
00:10:45,070 --> 00:10:46,410
in there.

309
00:10:46,410 --> 00:10:48,870
Obviously, there's crazy outlier

310
00:10:48,870 --> 00:10:50,070
stuff and health issues.

311
00:10:50,070 --> 00:10:51,850
But for the majority of you, like,

312
00:10:51,850 --> 00:10:53,530
come on, level up here.

313
00:10:53,530 --> 00:10:53,890
Let's go.

314
00:10:53,890 --> 00:10:55,390
I've been watching this.

315
00:10:55,390 --> 00:10:56,930
I have a front row seat to

316
00:10:56,930 --> 00:10:57,210
everything.

317
00:10:57,210 --> 00:10:59,070
And we go around in our morning

318
00:10:59,070 --> 00:11:00,050
calls in the morning.

319
00:11:00,050 --> 00:11:01,650
And a lot of us just to check.

320
00:11:01,650 --> 00:11:03,370
And it's 30 minutes, usually a
hard stop.

321
00:11:03,370 --> 00:11:06,930
We just go, what are you doing
today?

322
00:11:06,930 --> 00:11:08,450
And we just go around.

323
00:11:08,450 --> 00:11:10,010
And yours is always like, yep,

324
00:11:10,010 --> 00:11:11,050
same boring stuff.

325
00:11:11,050 --> 00:11:12,210
Like, I'm just executing the

326
00:11:12,210 --> 00:11:14,970
stuff, the plan, the thing, I'm
doing this, doing that.

327
00:11:14,970 --> 00:11:16,830
It's like, boom, okay, on to the
next person.

328
00:11:16,830 --> 00:11:17,570
Like, there's no fluff.

329
00:11:17,570 --> 00:11:20,710
You're just like, get to it, let's

330
00:11:20,710 --> 00:11:21,410
go.

331
00:11:21,410 --> 00:11:23,970
And now that you see the money in

332
00:11:23,970 --> 00:11:26,350
the bank account coming in, you
see these numbers, you have to

333
00:11:26,350 --> 00:11:31,370
like, we're going to get into the
things you're doing to get to

334
00:11:31,370 --> 00:11:31,810
that.

335
00:11:32,290 --> 00:11:34,970
But before we do, I want to know,

336
00:11:34,970 --> 00:11:37,870
like, what are you thinking?
Are you thinking, holy crap, I

337
00:11:37,870 --> 00:11:40,250
could do 40 million working 20
hours a week?

338
00:11:40,950 --> 00:11:42,830
Like, what do you think about
that?

339
00:11:42,930 --> 00:11:45,270
It's been a wild ride.

340
00:11:45,270 --> 00:11:46,630
Like I've been in this for almost

341
00:11:46,630 --> 00:11:48,150
five years now.

342
00:11:48,150 --> 00:11:49,210
I've had a front row seat.

343
00:11:49,210 --> 00:11:50,450
Like I, I got into brokering.

344
00:11:50,450 --> 00:11:51,410
I had no idea coming out of UBC

345
00:11:51,410 --> 00:11:52,270
what to do.

346
00:11:52,270 --> 00:11:53,630
Scott Peckford at the time had his

347
00:11:53,630 --> 00:11:55,430
five steps to 5 million course,
which was basically, he was

348
00:11:55,430 --> 00:11:57,930
building out bricks and it was
like a pilot.

349
00:11:58,220 --> 00:11:58,740
I did that.

350
00:11:58,740 --> 00:12:00,680
And I'm like, okay, I have an

351
00:12:00,920 --> 00:12:01,480
idea.

352
00:12:01,480 --> 00:12:02,700
I still don't really know what to

353
00:12:02,840 --> 00:12:03,000
do.

354
00:12:03,080 --> 00:12:05,360
And then I knew Peckford was a

355
00:12:05,360 --> 00:12:06,640
paramedic in a previous life.

356
00:12:06,800 --> 00:12:08,920
And I called him like, Hey man,

357
00:12:08,920 --> 00:12:09,940
like I want into 10 loans.

358
00:12:09,940 --> 00:12:11,160
He's like, well, you can't come

359
00:12:11,160 --> 00:12:11,320
in.

360
00:12:11,320 --> 00:12:13,020
Like it's for.

361
00:12:13,020 --> 00:12:17,560
producers only uh i called him
again like hey man like i want in

362
00:12:17,560 --> 00:12:21,300
like like let me in like and then
i let him know like hey i'm a

363
00:12:21,300 --> 00:12:24,820
firefighter i'm coming to you i
want into this training like i'm

364
00:12:24,820 --> 00:12:31,280
showing you my work ethic i talked
my way in he was like hey you know

365
00:12:31,280 --> 00:12:34,980
what dude like i like your like
swagger you're in uh i did a

366
00:12:34,980 --> 00:12:38,320
quarter with a coach and then i
found ryan and his opa model did a

367
00:12:38,320 --> 00:12:41,800
quarter with ryan and then i did a
follow -up quarter uh and ryan

368
00:12:41,800 --> 00:12:44,900
graciously like offered up private
coaching so i had all the tools to

369
00:12:44,900 --> 00:12:45,400
build a business.

370
00:12:45,400 --> 00:12:47,480
And I don't know if I was lazy or

371
00:12:47,480 --> 00:12:49,200
I just got sidetracked with
actually like doing the basics.

372
00:12:49,760 --> 00:12:52,180
I would be like, oh, like OPA
webinar, I'm going to do that.

373
00:12:52,180 --> 00:12:53,880
And oh, ClickFunnels, I'm going to
do this.

374
00:12:53,880 --> 00:12:56,420
And oh, whatever, I'm going to do
that with what's happened on Team

375
00:12:56,420 --> 00:12:56,580
Wiley.

376
00:12:56,580 --> 00:12:57,460
And it's like, you've been talking

377
00:12:57,460 --> 00:12:58,360
about it for months now.

378
00:12:58,570 --> 00:13:00,470
And if you haven't heard, go

379
00:13:00,470 --> 00:13:01,930
listen to past episodes, but like
it's grassroots, brokering,

380
00:13:01,930 --> 00:13:03,690
turning out the noise and just
getting super focused.

381
00:13:03,690 --> 00:13:06,630
So to look at like my business, my
bank account, like my life, and to

382
00:13:06,630 --> 00:13:09,890
see like i got my goal for 2025
was 10 million like 10 million

383
00:13:09,890 --> 00:13:11,610
provided what i was looking for
and i told my wife before hopping

384
00:13:11,610 --> 00:13:15,550
on this call today i'm like these
are the numbers and this is like

385
00:13:15,550 --> 00:13:18,970
you know i'm at 17 .9 million
funded in in the first four months

386
00:13:18,970 --> 00:13:21,050
basically for three and a half
months she's like well what's the

387
00:13:21,050 --> 00:13:25,730
goal for 2025 now i'm like i don't
know like 20 million like double

388
00:13:25,730 --> 00:13:29,420
it and she's like she's like maybe
50 scott i'm like no no i can't do

389
00:13:29,420 --> 00:13:33,920
50 but to think that 50 could be
on the horizon depending on like

390
00:13:33,920 --> 00:13:37,220
how the shit out down south plays
out in the market um it would be

391
00:13:37,220 --> 00:13:41,380
it'd be wild it'd be surreal um
and again like i'm i came up in

392
00:13:41,380 --> 00:13:44,420
this industry basically under you
learning like your business and i

393
00:13:44,420 --> 00:13:46,880
just figured that people have done
it so i'm just going to copy what

394
00:13:46,880 --> 00:13:51,820
they've done and i'm an open book
as well like when people ask like

395
00:13:51,820 --> 00:13:54,900
how you've done it Like I tell
them like, and there's no like

396
00:13:54,900 --> 00:13:56,120
hiding what I'm doing.

397
00:13:56,650 --> 00:13:57,910
Like if someone asked me, I'm

398
00:13:57,910 --> 00:13:59,510
like, this is what I'm doing.

399
00:13:59,510 --> 00:14:01,410
Like, here's the ad I ran or

400
00:14:01,410 --> 00:14:03,670
here's the email template.

401
00:14:03,670 --> 00:14:06,130
And they're like, why are you

402
00:14:06,130 --> 00:14:08,130
sharing this?
I'm like, because I know if I

403
00:14:08,130 --> 00:14:10,150
share it with a hundred people,
one person might implement it.

404
00:14:10,150 --> 00:14:12,110
They're not all going to do it.

405
00:14:12,110 --> 00:14:14,510
And I learned that from you to

406
00:14:14,510 --> 00:14:16,330
your credit, right?
Like just the abundance mindset.

407
00:14:16,330 --> 00:14:18,610
And that's just kind of where I
come from and how I am.

408
00:14:18,610 --> 00:14:21,380
So yeah, to answer your question,
like to think 40 million might

409
00:14:21,380 --> 00:14:22,000
happen this year.

410
00:14:22,000 --> 00:14:23,620
I don't know, man, it's going to

411
00:14:23,620 --> 00:14:24,340
be wild.

412
00:14:24,340 --> 00:14:25,120
There's no way.

413
00:14:25,120 --> 00:14:27,380
I bet on this you're going to hit
the 40.

414
00:14:27,380 --> 00:14:28,940
It's because you have now you have
fulfillment.

415
00:14:28,940 --> 00:14:31,460
And when you're saying, well, it
depends what happens down south.

416
00:14:31,460 --> 00:14:35,760
What happens down south has zero
impact on you and your business.

417
00:14:35,760 --> 00:14:36,600
It really does.

418
00:14:36,600 --> 00:14:38,360
If you just stick to the business

419
00:14:38,360 --> 00:14:38,460
principles.

420
00:14:38,460 --> 00:14:39,860
So let's get into some things that

421
00:14:39,860 --> 00:14:40,160
you're doing.

422
00:14:40,160 --> 00:14:41,900
And so we went through your in our

423
00:14:41,900 --> 00:14:44,620
one on one call and we built out
the plan for you and you went and

424
00:14:45,070 --> 00:14:46,170
executed and you went and tracked
everything.

425
00:14:46,170 --> 00:14:48,850
So why don't you hit me with a
stat of something you did and

426
00:14:48,850 --> 00:14:50,730
we'll go maybe a little deeper on
each one individually.

427
00:14:50,730 --> 00:14:50,950
Yeah.

428
00:14:50,950 --> 00:14:52,430
So my most favorite one, Yeah.

429
00:14:52,430 --> 00:14:55,190
So my most favorite one, if that's
even English, is I was casting a

430
00:14:55,190 --> 00:14:56,310
wide net on like trying to convert
referral partners.

431
00:14:56,310 --> 00:15:00,310
Like just like, you know, I don't
want to say the analogy I said to

432
00:15:00,310 --> 00:15:02,230
you on the call earlier, but just
going super wide on it.

433
00:15:02,230 --> 00:15:05,710
And I don't know if it was a
podcast you were talking about or

434
00:15:05,710 --> 00:15:07,670
one of our coaching calls, but
like.

435
00:15:07,670 --> 00:15:09,710
We wanted to go deep with these
partnerships because when I

436
00:15:09,710 --> 00:15:12,410
audited my first four years, all
the deals came from a standout

437
00:15:12,570 --> 00:15:14,940
five and then stragglers.

438
00:15:14,940 --> 00:15:16,340
So that standout five, I just went

439
00:15:16,340 --> 00:15:19,000
deeper with like, hey, let's go
grab dinner and drinks tonight or

440
00:15:19,000 --> 00:15:19,760
let's go grab a coffee.

441
00:15:19,760 --> 00:15:21,660
And it's been busy with a career,

442
00:15:21,660 --> 00:15:25,580
brokering, a busy book, and a
family, a dog, all that stuff to

443
00:15:25,580 --> 00:15:26,740
get out and actually do it.

444
00:15:26,740 --> 00:15:28,620
But I've had eight in -persons

445
00:15:28,620 --> 00:15:29,480
with my referral partners.

446
00:15:29,480 --> 00:15:29,840
We went...

447
00:15:30,180 --> 00:15:34,180
One night I went out for drinks
with a realtor and I don't drink a

448
00:15:34,180 --> 00:15:35,880
lot, so I can't really handle my
booze anymore.

449
00:15:35,880 --> 00:15:39,130
And it was a rough night with my
daughter and a rough morning

450
00:15:39,130 --> 00:15:40,250
getting on the team while they
call.

451
00:15:40,250 --> 00:15:42,310
But I've done like eight of those
and they've been instrumental and

452
00:15:42,310 --> 00:15:45,850
they've opened up doors like for
marketing campaigns.

453
00:15:45,850 --> 00:15:47,170
So that would be my most important
one, I think.

454
00:15:47,270 --> 00:15:48,690
Let's go deep in it.

455
00:15:48,690 --> 00:15:50,870
Let's just stop and touch on that.

456
00:15:50,870 --> 00:15:51,250
on that.

457
00:15:51,250 --> 00:15:53,910
So, and this is a mistake that a

458
00:15:53,910 --> 00:15:55,810
lot of mortgage brokers make is
you think you always need someone

459
00:15:55,810 --> 00:15:56,490
new to send you business.

460
00:15:56,570 --> 00:15:58,570
when there's really people around

461
00:15:58,570 --> 00:16:00,690
you that already know your name,
already trust you.

462
00:16:00,690 --> 00:16:02,470
And the reason they're not sending
you more business is because your

463
00:16:02,470 --> 00:16:03,510
relationship isn't good enough.

464
00:16:03,920 --> 00:16:05,120
And so instead of focusing on how

465
00:16:05,120 --> 00:16:08,800
to get a cold person out there to
send you things, why don't we

466
00:16:08,800 --> 00:16:12,740
focus on the people already there?
And let's just build better

467
00:16:12,740 --> 00:16:13,000
relationships.

468
00:16:13,020 --> 00:16:14,180
And part of that, there's, you

469
00:16:14,580 --> 00:16:17,560
know, you can do your Monday lead
tracker where you send out leads

470
00:16:17,560 --> 00:16:22,660
and where you're at every Monday,
you show up in their inbox, you're

471
00:16:22,660 --> 00:16:24,360
tracking business, they love that.

472
00:16:24,360 --> 00:16:25,440
Once a quarter, go out and break

473
00:16:25,440 --> 00:16:25,520
bread.

474
00:16:25,520 --> 00:16:27,420
see the whites of their eyes,

475
00:16:27,420 --> 00:16:31,000
connect with them on a different
level, coffee, lunch, dinner,

476
00:16:30,960 --> 00:16:31,520
drinks, dinner, whatever.

477
00:16:31,520 --> 00:16:32,680
And so you went and did that.

478
00:16:32,680 --> 00:16:33,480
And like, had you done that
before?

479
00:16:33,520 --> 00:16:35,200
Like, were you like, were you
intentional with that before?

480
00:16:35,200 --> 00:16:37,240
No, I was like, I'm just gonna say
it.

481
00:16:37,240 --> 00:16:38,880
Like I was a spray and pray kind
of like broker.

482
00:16:38,880 --> 00:16:43,140
Like I would throw stuff out in
the universe and there was no

483
00:16:43,140 --> 00:16:43,560
follow -up.

484
00:16:43,560 --> 00:16:47,380
Like in my first year, I did like

485
00:16:47,380 --> 00:16:48,920
probably over a hundred, like four
slide presentations to realtors.

486
00:16:49,040 --> 00:16:50,200
And I didn't follow up once.

487
00:16:50,200 --> 00:16:51,420
And that was probably like the

488
00:16:51,060 --> 00:16:54,380
most idiotic mistake I had ever
made because I got in front of

489
00:16:54,380 --> 00:16:56,900
these realtors and I just let the,
like the relationship die.

490
00:16:56,900 --> 00:16:58,790
So no, I was not intentional
prior.

491
00:16:58,790 --> 00:16:59,590
I'm going forward.

492
00:16:59,590 --> 00:17:00,550
Like that's my mandate.

493
00:17:00,550 --> 00:17:03,950
Like once a quarter, I want to get
out and whether, you know, it's

494
00:17:03,950 --> 00:17:08,390
coffee, whatever dinner drinks, or
I'm almost thinking like lean into

495
00:17:08,390 --> 00:17:11,190
what these partners are like into,
like if they're into the gym,

496
00:17:11,190 --> 00:17:11,390
like.

497
00:17:11,390 --> 00:17:13,470
Hey, let's go for a workout.

498
00:17:13,470 --> 00:17:14,810
Or if they're into hiking, let's
go hike there.

499
00:17:14,970 --> 00:17:15,970
that was hike Right.

500
00:17:15,970 --> 00:17:17,430
Like pick on there.

501
00:17:17,430 --> 00:17:20,690
Like there's a realtor in Ontario
that I, I know I kind of see

502
00:17:20,690 --> 00:17:23,069
behind the scenes on what they do
and they get like, they have

503
00:17:23,069 --> 00:17:25,670
little mini VIP events for like
their top people, like their

504
00:17:26,130 --> 00:17:26,490
clients.

505
00:17:26,490 --> 00:17:27,970
But I was thinking like for my

506
00:17:28,200 --> 00:17:30,200
realtors and like my referral
partners, how can I do that?

507
00:17:30,200 --> 00:17:35,380
So like I have one financial
advisor, he's turned into like a

508
00:17:35,380 --> 00:17:36,000
good buddy of mine.

509
00:17:36,000 --> 00:17:37,960
We usually golf, right.

510
00:17:37,960 --> 00:17:40,400
And now he's bringing out his
accountant and lawyer partners.

511
00:17:40,400 --> 00:17:45,080
And all of a sudden I'm in front
of three industry professionals

512
00:17:45,080 --> 00:17:46,460
that could, theoretically fund my
business like solely just on the

513
00:17:46,460 --> 00:17:48,920
three of them yeah right so so you
know what's cool is now you're

514
00:17:48,920 --> 00:17:53,860
saying this hey i just want to and
maybe it's like a dinner club you

515
00:17:53,860 --> 00:17:58,220
present or like that's not a shiny
thing that is you figuring out how

516
00:17:58,220 --> 00:18:02,580
to build deeper relationships with
people who have levers right there

517
00:18:02,580 --> 00:18:07,300
that you could pull on for advice
and or clients that is a awesome

518
00:18:07,300 --> 00:18:11,320
spot to spend your energy and many
brokers you know what's cool is

519
00:18:11,500 --> 00:18:15,520
now you're saying this hey i just
want to and maybe it's like a

520
00:18:15,520 --> 00:18:18,140
dinner club you present or like
that's not a shiny thing that is

521
00:18:18,220 --> 00:18:20,320
you figuring out how to build
deeper relationships with people

522
00:18:20,320 --> 00:18:23,280
who have levers right there that
you could pull on for advice and

523
00:18:23,280 --> 00:18:25,800
or clients that is a awesome spot
to spend your energy and many

524
00:18:25,800 --> 00:18:27,360
brokers They're like, they're
reaching out and they're

525
00:18:00,200 --> 00:18:29,220
prospecting realtors and they're
asking for their database and

526
00:18:29,340 --> 00:18:30,540
they're asking to get in front.

527
00:18:30,540 --> 00:18:32,040
They have like all these big asks,

528
00:18:32,040 --> 00:18:33,640
but they've never actually sat in
front of the person and like

529
00:18:33,640 --> 00:18:35,020
connected with them on a level.

530
00:18:35,020 --> 00:18:36,720
And it's just so intriguing to me.

531
00:18:36,720 --> 00:18:39,800
So you did eight breaking breads
and out of that very quickly, I

532
00:18:39,800 --> 00:18:41,280
know you said there was some
marketing opportunities.

533
00:18:41,280 --> 00:18:43,140
Can you explain what that means?
Yeah.

534
00:18:43,140 --> 00:18:44,300
So I'm again, like.

535
00:18:44,300 --> 00:18:45,160
I'm a student of Ryan Wiley.

536
00:18:45,160 --> 00:18:49,000
So what you've all heard on, on
the podcast previously, like it's

537
00:18:49,000 --> 00:18:50,000
no secret.

538
00:18:50,000 --> 00:18:51,680
We email market.

539
00:18:51,680 --> 00:18:54,120
Like, so on team Wiley, you, you
come over here that the team will

540
00:18:54,320 --> 00:18:57,940
set you up like in a sweet way
where it's like, it's done for

541
00:18:57,940 --> 00:18:58,600
you.

542
00:18:58,600 --> 00:19:00,400
Like literally you can join team

543
00:19:00,400 --> 00:19:02,920
Wiley and within like a week it's,
you have emails going out, but

544
00:19:02,920 --> 00:19:05,380
I've been doing that for like two
and a half years.

545
00:19:05,380 --> 00:19:09,780
And I was meeting with one of my
partners and they were just

546
00:19:09,780 --> 00:19:14,760
saying, you know, like I got
listings sitting or I, you know,

547
00:19:14,760 --> 00:19:20,200
I. I got like nothing going on or,
or like, I'm jealous of a mortgage

548
00:19:20,200 --> 00:19:20,440
broker.

549
00:19:20,440 --> 00:19:00,020
Cause you can turn your book and

550
00:19:00,020 --> 00:19:00,400
rate environments.

551
00:19:00,400 --> 00:19:02,200
And then I got, kind of got

552
00:19:02,200 --> 00:19:03,860
thinking, like I had this weird,
like marketing epiphany on my

553
00:19:03,860 --> 00:19:04,000
brain.

554
00:19:04,000 --> 00:19:06,360
Maybe it was the couple of pints I

555
00:19:06,360 --> 00:19:13,280
had in me, but I'm like, well, why
don't we do it for your book?

556
00:19:13,280 --> 00:19:16,980
Like, what's your email database?
Like, and he's like, oh, I have

557
00:19:16,980 --> 00:19:19,540
like 6 ,000, 6 ,500 people.

558
00:19:19,540 --> 00:19:21,660
And then he told me his click

559
00:19:21,660 --> 00:19:26,500
through rate, which was something
like 41 % or something like that

560
00:19:26,500 --> 00:19:27,840
way higher than my, my rates.

561
00:19:27,840 --> 00:19:28,820
I'm like, well, why don't we just

562
00:19:28,820 --> 00:19:32,160
market to them with like, offering
them a mortgage audit like this is

563
00:19:32,160 --> 00:19:34,800
what i'm doing to like my my
network and my financial advisor

564
00:19:34,800 --> 00:19:38,980
uh referral partner so like we can
do it to yours like you have the

565
00:19:38,980 --> 00:19:41,960
clients he's like you do that for
me i'm like well yeah because like

566
00:19:41,960 --> 00:19:46,840
it's a win -win -win for everyone
like you're more sticky with the

567
00:19:47,040 --> 00:19:49,740
referral partner or with your
clients i'm stickier with you uh

568
00:19:49,740 --> 00:19:52,600
and i win revenue wise And the
clients win because they're saving

569
00:19:53,260 --> 00:19:53,620
money.

570
00:19:53,620 --> 00:19:56,160
So the one realtor, we sent out an

571
00:19:56,280 --> 00:19:57,420
email campaign to 6 ,500 people.

572
00:19:57,420 --> 00:19:58,780
Another realtor were in the works

573
00:19:58,780 --> 00:20:00,160
for 1 ,500.

574
00:20:00,160 --> 00:20:01,740
I met with a realtor yesterday and

575
00:20:01,740 --> 00:20:05,340
he has a list of about 1 ,200 and
we're going to send it to him.

576
00:20:05,340 --> 00:20:08,160
So like right there between three
realtors, 10 ,000 people are going

577
00:20:08,160 --> 00:20:10,240
to see me that would have never
saw me otherwise.

578
00:20:10,240 --> 00:20:10,620
And here's the thing.

579
00:20:10,620 --> 00:20:11,160
here's the thing.

580
00:20:11,160 --> 00:20:14,240
The coolest part of what you said
there was when the realtor said,

581
00:20:14,320 --> 00:20:15,910
oh, you do that for me.

582
00:20:15,910 --> 00:20:17,810
Like think of that shift, that

583
00:20:17,890 --> 00:20:19,570
dynamic of the realtors, like us
needing the realtors, the realtors

584
00:20:19,570 --> 00:20:21,330
going, oh, you'd really, it's
like, yeah, that's amazing.

585
00:20:21,330 --> 00:20:23,030
Cause like, that's a win for the
mortgage broker and the realtor

586
00:20:23,030 --> 00:20:24,410
saying it that way.

587
00:20:24,410 --> 00:20:26,450
So A, it tells me you have the

588
00:20:26,450 --> 00:20:27,930
right realtor referral partners
because you built a relationship

589
00:20:28,090 --> 00:20:29,290
and they're willing to go partner
with you on that.

590
00:20:29,390 --> 00:20:31,030
So kudos to you for building those
relationships.

591
00:20:31,030 --> 00:20:31,530
And then number two.

592
00:20:31,530 --> 00:20:33,370
It's just interesting that they're

593
00:20:33,370 --> 00:20:35,230
now thinking, oh, you do that for
me.

594
00:20:35,230 --> 00:20:37,190
When has that ever happened?
Yeah, it's been wild.

595
00:20:37,190 --> 00:20:40,570
The partners that I have, now that
we're going deep on these

596
00:20:41,010 --> 00:20:41,470
relationships, they've been
phenomenal.

597
00:20:41,490 --> 00:20:41,870
They support the business.

598
00:20:41,870 --> 00:20:42,910
I'm the first person they

599
00:20:43,210 --> 00:20:44,190
reference to their clients.

600
00:20:44,190 --> 00:20:45,370
Do you feel like you need to go

601
00:20:45,370 --> 00:20:46,770
out and prospect more realtors?
No.

602
00:20:46,770 --> 00:20:47,470
Yeah.

603
00:20:47,470 --> 00:20:49,690
And I've actually, my buddy who's

604
00:20:49,690 --> 00:20:51,430
a financial advisor, Um, his
clients are all like triple a

605
00:20:51,430 --> 00:20:53,250
gold, like the ones that brokers
drill for.

606
00:20:53,250 --> 00:20:55,770
Um, and then he introduced me to
his accountant and his

607
00:20:55,770 --> 00:20:55,970
accountants.

608
00:20:55,970 --> 00:20:58,350
Like, I want you to be my guy.

609
00:20:58,350 --> 00:21:02,290
I'm like, I only wanted him as an,
like as an accountant for my

610
00:21:02,290 --> 00:21:03,010
corporate business.

611
00:21:03,010 --> 00:21:05,550
And then he's like, I want you to

612
00:21:05,550 --> 00:21:06,170
be my partner.

613
00:21:06,330 --> 00:21:07,230
I'm like, shit.

614
00:21:07,230 --> 00:21:08,050
Okay, let's do it.

615
00:21:08,050 --> 00:21:08,170
Right.

616
00:21:08,170 --> 00:21:12,970
Like, um, and then he's like, you
should meet with our lawyer that

617
00:21:12,970 --> 00:21:13,550
we use.

618
00:21:13,550 --> 00:21:15,470
I'm like, okay, okay.

619
00:21:15,470 --> 00:21:18,350
Like I like where this is going.

620
00:21:18,350 --> 00:21:18,990
So no COFs, right?

621
00:21:18,990 --> 00:21:21,290
Like everyone says that like, you
know, if they could get away from

622
00:21:21,290 --> 00:21:22,730
purchase files, it's a dream.

623
00:21:22,730 --> 00:21:24,350
And now I'm like, okay, maybe I,

624
00:21:24,350 --> 00:21:25,290
maybe I go that route.

625
00:21:25,290 --> 00:21:26,790
And then the strategies inside of

626
00:21:26,210 --> 00:21:28,530
Team Wiley and Strategy Hub and
like clients are coming to me

627
00:21:28,530 --> 00:21:30,830
because of the strategy and
they're not coming through

628
00:21:30,830 --> 00:21:31,230
referral partners.

629
00:21:31,230 --> 00:21:33,580
They're just coming from my COI or

630
00:21:33,580 --> 00:21:35,640
my social media.

631
00:21:35,640 --> 00:21:36,640
Dude, you're okay.

632
00:21:36,640 --> 00:21:37,380
So that's that.

633
00:21:37,460 --> 00:21:39,380
Now, why don't you break down, you

634
00:21:39,380 --> 00:21:42,280
threw a bunch of stats at me.

635
00:21:42,280 --> 00:21:44,640
Why don't you hit me with those

636
00:21:44,640 --> 00:21:46,760
stats from the new followers and
views and the social media angle?

637
00:21:46,760 --> 00:21:46,880
Yeah.

638
00:21:46,880 --> 00:21:48,380
So anyone that knows me

639
00:21:48,380 --> 00:21:51,700
personally, like I'm, I'm a pretty
like social guy, but like social

640
00:21:51,700 --> 00:21:52,740
media is not my jam.

641
00:21:52,940 --> 00:21:54,680
But I'm, I'm like committed to it.

642
00:21:54,680 --> 00:21:59,510
So I've like toyed with it for,
for a get into it, get up, like

643
00:21:59,510 --> 00:22:00,930
get off of it, get into it.

644
00:22:00,930 --> 00:22:04,130
I've just made the, like, and I

645
00:22:04,130 --> 00:22:07,090
think it was someone on your
podcast or maybe Peckford's like,

646
00:22:07,090 --> 00:22:12,030
Like they, the analogy was like
the dad telling the kids, like,

647
00:22:12,030 --> 00:22:15,530
Hey kids, we have to move or we're
not having steak tonight because

648
00:22:15,530 --> 00:22:20,890
daddy doesn't want to like pick up
the phone and record a video.

649
00:22:20,890 --> 00:22:26,160
So I almost want to get it on my
wall if I win the team Wiley

650
00:22:26,160 --> 00:22:27,160
competition on, on social media.

651
00:22:27,160 --> 00:22:29,480
But like to remind myself that

652
00:22:29,480 --> 00:22:31,920
like, like get over yourself, like
pick up the camera and share

653
00:22:31,920 --> 00:22:33,620
something with people because like
I'm in the weeds daily.

654
00:22:33,620 --> 00:22:35,980
Like I have like stuff to share
that's important or relevant to

655
00:22:35,980 --> 00:22:36,240
mortgages.

656
00:22:36,240 --> 00:22:37,760
So I made like a commitment to be

657
00:22:37,760 --> 00:22:38,500
on social, like on a heavy
presence.

658
00:22:38,820 --> 00:22:41,720
I have a video editor that edits
all the content for me.

659
00:22:41,720 --> 00:22:42,140
He's been an instrumental.

660
00:22:42,140 --> 00:22:44,300
And then my wife is like behind

661
00:22:44,300 --> 00:22:45,720
the scenes helping me with it.

662
00:22:45,720 --> 00:22:48,440
But over the last, I guess, four

663
00:22:48,500 --> 00:22:49,980
months, December 15th to April
15th, you can track the analytics

664
00:22:49,980 --> 00:22:50,260
inside of Instagram.

665
00:22:50,260 --> 00:22:51,680
And I don't know if this equates

666
00:22:51,680 --> 00:22:53,540
to business, but I'm going to give
you the stats anyways.

667
00:22:53,540 --> 00:22:55,500
I've netted 140 new followers.

668
00:22:55,500 --> 00:22:57,180
I've had 42 ,000 views and 540

669
00:22:57,180 --> 00:22:57,380
interactions.

670
00:22:57,380 --> 00:23:00,500
Um, it's not as impressive as like

671
00:23:00,500 --> 00:23:04,420
the top dogs in the world, but the
way I think about it is 41 ,000

672
00:23:04,420 --> 00:23:08,910
people or 42 ,000 people saw my
face, like put them in a room.

673
00:23:08,910 --> 00:23:10,350
Like that's a lot of fucking
people in one room.

674
00:23:10,350 --> 00:23:11,210
Like that's a stadium.

675
00:23:11,210 --> 00:23:12,370
That's BC place half or three

676
00:23:12,370 --> 00:23:12,990
quarters full.

677
00:23:12,990 --> 00:23:13,190
Okay.

678
00:23:13,190 --> 00:23:13,950
a stadium.

679
00:23:13,950 --> 00:23:16,050
I want to go through, I've

680
00:23:16,050 --> 00:23:19,090
identified, and this is what we do
at team.

681
00:23:19,230 --> 00:23:22,310
Why we identify there's like five,
there's really six, but we're

682
00:23:22,310 --> 00:23:23,210
going to talk about five.

683
00:23:23,210 --> 00:23:25,890
There's five foundations to your

684
00:23:25,890 --> 00:23:26,150
business.

685
00:23:26,150 --> 00:23:27,710
I'm going to go to each of those

686
00:23:27,710 --> 00:23:29,990
foundations and I want you to tell
me what you're doing.

687
00:23:29,990 --> 00:23:30,310
in each one.

688
00:23:30,370 --> 00:23:30,430
Okay.

689
00:23:30,430 --> 00:23:31,610
Number one is email marketing.

690
00:23:31,610 --> 00:23:33,090
So how many emails go out to your

691
00:23:33,090 --> 00:23:36,020
database every single month?
My list is about 600 people.

692
00:23:36,180 --> 00:23:37,400
is about 600 people.

693
00:23:37,400 --> 00:23:39,300
So again, I don't have a massive

694
00:23:39,300 --> 00:23:40,560
list like some brokers do.

695
00:23:40,560 --> 00:23:41,920
So every week clients, like people

696
00:23:41,920 --> 00:23:43,480
in my world, they get an email on
Sunday.

697
00:23:43,480 --> 00:23:44,520
So probably like 350 per week.

698
00:23:44,920 --> 00:23:46,080
Let's not do the math on that.

699
00:23:46,080 --> 00:23:46,620
Let's just go.

700
00:23:46,620 --> 00:23:47,580
How much does each person get?

701
00:23:47,580 --> 00:23:50,460
person get?
How many emails they get a month?

702
00:23:50,460 --> 00:23:52,820
They would get five emails a month
from me.

703
00:23:52,920 --> 00:23:53,020
Okay.

704
00:23:53,020 --> 00:23:54,640
So you have five emails a month

705
00:23:54,640 --> 00:23:57,480
going out like clockwork to your
list of 600, which for those of

706
00:23:57,480 --> 00:23:59,280
you listening saying, I need this
massive list.

707
00:23:59,280 --> 00:24:00,540
No, you don't.

708
00:24:00,700 --> 00:24:02,200
No, you don't.

709
00:24:02,200 --> 00:24:03,960
You need to email more and value,
value, value.

710
00:24:03,960 --> 00:24:08,010
And some of your emails are text
and some of your emails you record

711
00:24:08,010 --> 00:24:08,490
a video.

712
00:24:08,490 --> 00:24:08,730
Correct?

713
00:24:08,850 --> 00:24:08,990
Yeah.

714
00:24:08,990 --> 00:24:11,170
I try and do a lot of video.

715
00:24:11,170 --> 00:24:14,930
Like there's the odd one where I'm
just trying to like get some

716
00:24:15,150 --> 00:24:15,750
content in.

717
00:24:15,890 --> 00:24:17,210
I won't do it.

718
00:24:17,210 --> 00:24:20,570
And again, Team Wiley, like come
hit us up because it's done for

719
00:24:20,570 --> 00:24:20,710
you.

720
00:24:20,710 --> 00:24:21,690
I'm not sitting there thinking of

721
00:24:21,690 --> 00:24:22,270
the stuff to write.

722
00:24:22,270 --> 00:24:23,210
It's there for me to implement.

723
00:24:24,110 --> 00:24:27,970
And I just read what was written
for me.

724
00:24:27,970 --> 00:24:34,040
And then I record a video off of
it and drop it in.

725
00:24:34,040 --> 00:24:36,100
And one realtor said, I like
having both the text and the video

726
00:24:36,100 --> 00:24:38,400
because it's whatever I'm feeling
that day.

727
00:24:38,400 --> 00:24:39,680
I might watch it.

728
00:24:39,680 --> 00:24:41,080
I might read it.

729
00:24:41,080 --> 00:24:41,220
Yeah.

730
00:24:41,220 --> 00:24:42,200
And you have a drip campaign

731
00:24:42,200 --> 00:24:42,440
built.

732
00:24:42,440 --> 00:24:42,560
Correct.

733
00:24:42,560 --> 00:24:43,580
Done for me as well.

734
00:24:43,700 --> 00:24:44,960
Done for you as well.

735
00:24:44,960 --> 00:24:48,080
And so if someone comes in to your
world six months from now, they

736
00:24:48,080 --> 00:24:49,740
get dropped to email number one.

737
00:24:49,740 --> 00:24:50,720
So your email marketing is dialed

738
00:24:50,840 --> 00:24:50,880
in.

739
00:24:50,880 --> 00:24:51,500
Love it.

740
00:24:51,500 --> 00:24:52,120
Social media.

741
00:24:52,120 --> 00:24:54,560
How much are you, how many posts a

742
00:24:54,560 --> 00:24:56,280
week are you committing to that
right now?

743
00:24:56,280 --> 00:24:58,020
now?
At least one story a day, two

744
00:24:58,020 --> 00:24:59,100
edited reels a week.

745
00:24:59,100 --> 00:25:00,600
So let's say 16 videos a week.

746
00:25:00,600 --> 00:25:00,960
a week.

747
00:25:00,960 --> 00:25:03,410
Okay, so 16 videos a week he's

748
00:25:03,410 --> 00:25:04,330
doing on social.

749
00:25:04,490 --> 00:25:05,210
Love it.

750
00:25:05,210 --> 00:25:09,230
Then that's foundation number two,
social media building a brand.

751
00:25:09,230 --> 00:25:11,370
We're not going to get into all
the little different things in

752
00:25:11,490 --> 00:25:11,570
there.

753
00:25:11,570 --> 00:25:12,830
Just going to say 16 videos a

754
00:25:12,830 --> 00:25:13,010
week.

755
00:25:13,010 --> 00:25:15,370
Like what else are you doing?

756
00:25:15,370 --> 00:25:17,570
everyone else vip partners another
foundational piece well what are

757
00:25:17,570 --> 00:25:21,970
the are there two or three things
you're doing you first you've

758
00:25:21,970 --> 00:25:23,890
identified who your vip partners
are and then you built a plan

759
00:25:23,890 --> 00:25:25,870
around them we've talked about the
breaking bread so you're meeting

760
00:25:25,870 --> 00:25:27,570
them um is there anything else
you're doing consistently with

761
00:25:27,570 --> 00:25:29,350
those vip partners Yeah.

762
00:25:29,350 --> 00:25:30,590
So every Monday, I like Clockwork

763
00:25:30,590 --> 00:25:31,610
8 a .m.

764
00:25:31,610 --> 00:25:34,190
They get an email from me with the

765
00:25:34,190 --> 00:25:36,750
subject line Active Lead Tracker
and it links them to a Google

766
00:25:36,830 --> 00:25:38,630
Sheet where it has all their
clients they sent me.

767
00:25:38,630 --> 00:25:43,070
And there's little nice checkboxes
of where the clients are at.

768
00:25:43,070 --> 00:25:47,110
So they know exactly where every
single lead they've sent me is at

769
00:25:47,350 --> 00:25:48,070
in my process.

770
00:25:48,070 --> 00:25:48,870
And then if there's any like

771
00:25:49,010 --> 00:25:51,330
nuances, I'll put them in the
notes so they can read like, you

772
00:25:51,330 --> 00:25:54,590
know, waiting on. 2022 t4 or
whatever it is so they know where

773
00:25:54,590 --> 00:25:58,370
things are at um and they got the
feedback on that has been

774
00:25:58,370 --> 00:26:01,010
overwhelming and this isn't like
anything we're going through here

775
00:26:01,010 --> 00:26:03,870
none of this is like yeah i don't
i don't have a crm like i i'm i'm

776
00:26:03,870 --> 00:26:06,570
grassroots like like you've heard
in this podcast like i run google

777
00:26:06,570 --> 00:26:07,610
suite I think that's it.

778
00:26:07,610 --> 00:26:09,590
Like, and my zoom subscription,

779
00:26:09,590 --> 00:26:11,050
like, I guess that's kind of it.

780
00:26:11,050 --> 00:26:11,230
Okay.

781
00:26:11,230 --> 00:26:12,090
So that's your VIP partners.

782
00:26:12,170 --> 00:26:13,650
Then the next piece of the puzzle

783
00:26:13,650 --> 00:26:14,990
foundational piece is mining the
database.

784
00:26:15,170 --> 00:26:16,530
So looking for opportunities with
past clients.

785
00:26:16,810 --> 00:26:17,750
So what have you done there?
Yeah.

786
00:26:17,750 --> 00:26:20,270
So I had a rate tracker before I
came over to team Wiley.

787
00:26:20,390 --> 00:26:23,510
It's been like a, you know, just a
worked upon version on a version

788
00:26:23,510 --> 00:26:24,250
on a version.

789
00:26:24,590 --> 00:26:26,720
And again, team Wiley is an

790
00:26:26,980 --> 00:26:27,280
abundance mindset.

791
00:26:27,280 --> 00:26:28,640
We share a lot of things.

792
00:26:28,640 --> 00:26:29,920
So I shared it with the team.

793
00:26:29,920 --> 00:26:32,900
And Ryan and Courtney went to town

794
00:26:32,900 --> 00:26:38,620
on it and just like juiced it
right up.

795
00:26:38,620 --> 00:26:38,620
It's phenomenal.

796
00:26:38,620 --> 00:26:40,580
So again, another plug for Team

797
00:26:40,580 --> 00:26:43,360
Wiley, like come over, like you'll
get that.

798
00:26:44,000 --> 00:26:46,700
But I live in a rate tracker.

799
00:26:46,700 --> 00:26:48,780
So all of my world is in a Google

800
00:26:48,780 --> 00:26:49,280
spreadsheet.

801
00:26:49,280 --> 00:26:50,320
Like my world's on Google.

802
00:26:50,320 --> 00:26:53,040
So it's in a Google sheet and
every client that I've funded,

803
00:26:53,040 --> 00:26:57,390
every client that I've talked to,
and I'm really in the business

804
00:26:57,390 --> 00:27:00,070
right now of gathering mortgage
statements because like we're up

805
00:27:00,070 --> 00:27:01,570
for renewal, like renewal wave is
coming.

806
00:27:01,570 --> 00:27:04,130
So I just try and get everyone's
data basically.

807
00:27:04,130 --> 00:27:05,050
And it's plugged in there.

808
00:27:05,050 --> 00:27:07,610
And I just like scroll over like

809
00:27:07,610 --> 00:27:10,010
far right on the tracker.

810
00:27:10,010 --> 00:27:11,550
And if something's highlighted in

811
00:27:11,550 --> 00:27:14,580
green, it makes sense for the
client to refinance.

812
00:27:14,580 --> 00:27:16,520
And if it's in red, it's not.

813
00:27:16,520 --> 00:27:18,740
So if client comes to me and says,

814
00:27:18,740 --> 00:27:22,060
hey, like, should I break it?
I'm like, well, provide me your

815
00:27:22,060 --> 00:27:23,640
mortgage statement and let's book
a 10 minute call.

816
00:27:23,640 --> 00:27:25,340
So I get their mortgage data.

817
00:27:25,340 --> 00:27:27,480
I get their email, which goes onto

818
00:27:27,480 --> 00:27:27,860
my list.

819
00:27:27,980 --> 00:27:29,960
And I tell them like, hey, Mr.

820
00:27:29,960 --> 00:27:32,900
Client, we can pay the penalties
and legal and you can save X

821
00:27:32,900 --> 00:27:34,240
amount over X term.

822
00:27:34,420 --> 00:27:35,600
Or you're in a good spot right

823
00:27:35,600 --> 00:27:35,700
now.

824
00:27:35,700 --> 00:27:36,860
I'll continue to monitor it for

825
00:27:36,860 --> 00:27:37,160
you.

826
00:27:38,480 --> 00:27:40,440
I'll be in touch if there's an

827
00:27:40,440 --> 00:27:40,580
opportunity.

828
00:27:40,580 --> 00:27:41,080
And that's it.

829
00:27:41,080 --> 00:27:41,440
Love it.

830
00:27:41,440 --> 00:27:41,960
Database mining.

831
00:27:41,960 --> 00:27:42,120
mining.

832
00:27:42,120 --> 00:27:43,400
And then the next one is

833
00:27:43,400 --> 00:27:43,540
prospecting.

834
00:27:43,540 --> 00:27:44,480
So opens.

835
00:27:44,480 --> 00:27:44,660
Open.

836
00:27:44,660 --> 00:27:46,080
Definition of opens, if you don't

837
00:27:46,080 --> 00:27:48,440
know yet, is reaching out to
someone who's not expecting it.

838
00:27:48,440 --> 00:27:51,460
I know you had your certain things
you're doing every day.

839
00:27:51,460 --> 00:27:52,280
You're tracking.

840
00:27:52,280 --> 00:27:53,500
So what are you doing open -wise

841
00:27:53,500 --> 00:27:56,500
consistently?
So for those who are in the weeds

842
00:27:56,500 --> 00:27:59,520
on this or they just don't know
where to start, build a Google

843
00:27:59,520 --> 00:28:00,880
spreadsheet and put a little
checkbox.

844
00:28:00,880 --> 00:28:03,040
I don't know what you call it.

845
00:28:03,040 --> 00:28:03,960
on the sheet.

846
00:28:03,960 --> 00:28:07,240
And there's something so
therapeutic about completing a

847
00:28:07,240 --> 00:28:11,380
task and like checking a box or
like if you're pen to paper, like

848
00:28:11,380 --> 00:28:12,440
crossing it off.

849
00:28:12,440 --> 00:28:13,680
So very like basics.

850
00:28:13,680 --> 00:28:16,220
Like I'm, I'm not this like fancy
production.

851
00:28:16,220 --> 00:28:20,380
Like I come into my office and I
send, like open up my, my non

852
00:28:20,560 --> 00:28:21,800
-negotiables and it's five texts a
day.

853
00:28:21,960 --> 00:28:22,540
You might've heard that before
somewhere.

854
00:28:22,540 --> 00:28:23,560
And I do five Facebook messages a
day.

855
00:28:23,560 --> 00:28:25,820
I do five Instagram DMs.

856
00:28:25,820 --> 00:28:26,700
I DM every single person that

857
00:28:26,700 --> 00:28:27,140
follows me.

858
00:28:27,140 --> 00:28:29,580
with the voice notes, sometimes

859
00:28:29,580 --> 00:28:32,220
video, if I'm not like rocking a
toque or in a hoodie.

860
00:28:32,320 --> 00:28:34,860
And then I post, repost my content
to YouTube and I send birthday

861
00:28:34,860 --> 00:28:35,120
texts.

862
00:28:35,120 --> 00:28:37,020
Like it's stuff you've heard on

863
00:28:37,020 --> 00:28:38,120
this podcast before.

864
00:28:38,120 --> 00:28:40,100
I just do it relentlessly every

865
00:28:40,100 --> 00:28:41,620
single day and I've tracked it
religiously.

866
00:28:41,620 --> 00:28:41,900
Okay.

867
00:28:41,900 --> 00:28:43,240
So between email marketing, which

868
00:28:43,240 --> 00:28:46,720
a lot of it's done for you, you
spice it up with videos, which is

869
00:28:46,720 --> 00:28:48,260
awesome, but you get the drip
campaign.

870
00:28:48,260 --> 00:28:51,520
So you actually have something
that's worth value sitting there.

871
00:28:51,520 --> 00:28:55,340
Your social media, and I think you
should, my advice to you is double

872
00:28:55,340 --> 00:28:57,080
down on what you're doing on
social.

873
00:28:57,080 --> 00:29:00,040
It's going to get you where you
want to go faster.

874
00:29:00,040 --> 00:29:02,620
You're already doing a lot, but
double down on it.

875
00:29:02,720 --> 00:29:03,280
Social media is dialed in.

876
00:29:03,340 --> 00:29:05,180
Your VIP partners are dialed in.

877
00:29:05,180 --> 00:29:05,580
You don't need more.

878
00:29:05,660 --> 00:29:06,760
You're like, I'm just going to

879
00:29:07,000 --> 00:29:09,560
take care of these ones and have
them introduce me to other VIP

880
00:29:09,560 --> 00:29:09,680
partners.

881
00:29:09,680 --> 00:29:11,120
Database mining sits there on a

882
00:29:11,120 --> 00:29:13,380
spreadsheet tracking, depending on
what's going on in the market and

883
00:29:13,380 --> 00:29:14,900
where those opportunities are
interest rate wise.

884
00:29:15,020 --> 00:29:17,320
P
S., we can zap all of your stuff

885
00:29:17,320 --> 00:29:19,200
from Finmo right to the tracker
sheet.

886
00:29:19,200 --> 00:29:20,420
So it's all automated.

887
00:29:21,020 --> 00:29:22,140
So when you're doing deals there,

888
00:29:22,140 --> 00:29:24,920
it goes boom and it just pops over
for you so you can track it.

889
00:29:24,920 --> 00:29:26,080
And then your opens just
consistently starting

890
00:29:26,400 --> 00:29:27,200
conversations with people.

891
00:29:27,200 --> 00:29:28,680
And if they're following you on

892
00:29:28,680 --> 00:29:32,480
Facebook, friends or friends on
Facebook, follow her on Instagram,

893
00:29:32,580 --> 00:29:34,440
in your phone contacts, just
birthdays, like you're just

894
00:29:34,440 --> 00:29:36,060
constantly just talking to people
every day.

895
00:29:36,440 --> 00:29:38,900
All those five things together at
the same time, layered on top of

896
00:29:38,900 --> 00:29:39,800
each other, stacked.

897
00:29:39,800 --> 00:29:40,240
And guess what?

898
00:29:40,240 --> 00:29:44,600
You go from 2 .4 million, 2 .7
million to potentially 40 million

899
00:29:44,600 --> 00:29:45,140
in 12 months.

900
00:29:45,140 --> 00:29:45,680
That's the model, right?

901
00:29:45,680 --> 00:29:46,700
At the beginning, this podcast
started.

902
00:29:46,700 --> 00:29:50,080
It used to be called the 12 -hour
broker.

903
00:29:50,080 --> 00:29:52,220
And the 12 -hour broker was my
sweet spot was 50 million working

904
00:29:52,220 --> 00:29:54,100
12 hours a week.

905
00:29:54,100 --> 00:29:55,200
with a part -time fulfillment

906
00:29:55,200 --> 00:29:55,540
person.

907
00:29:55,540 --> 00:29:56,280
That was it.

908
00:29:56,280 --> 00:30:00,480
And I still, to this day, I have
people telling me, don't believe

909
00:30:00,640 --> 00:30:00,700
it.

910
00:30:00,700 --> 00:30:01,440
That sounded crazy.

911
00:30:01,440 --> 00:30:02,100
There's no way.

912
00:30:02,100 --> 00:30:03,800
You being where you're at now,

913
00:30:03,800 --> 00:30:07,640
like, can you see how I was at 50
mil working 12 hours?

914
00:30:07,640 --> 00:30:08,540
A hundred percent.

915
00:30:08,540 --> 00:30:08,800
hundred percent.

916
00:30:08,920 --> 00:30:12,140
Like I had kind of a different
privilege of seeing your business

917
00:30:12,140 --> 00:30:16,080
from a different angle, but like I
talked to people still like, cause

918
00:30:16,080 --> 00:30:19,120
like you with this podcast,
you've, you know, you got some

919
00:30:19,320 --> 00:30:19,360
like.

920
00:30:19,360 --> 00:30:20,480
clout behind your name and like

921
00:30:20,480 --> 00:30:24,660
people reference you and and
they're like there's no there's no

922
00:30:24,660 --> 00:30:29,720
fucking way ryan worked 12 hours a
week i'm like he did man like he

923
00:30:29,720 --> 00:30:34,500
he did like call it 15 hours a
week but he wasn't in his office

924
00:30:34,500 --> 00:30:38,400
80 hours a week doing those
volumes and they're like there's

925
00:30:38,400 --> 00:30:41,360
no there's no way i'm like there
is and like i'm like i'm not down

926
00:30:41,400 --> 00:30:44,580
to that efficiency yet um but i'm
hoping that i can get down to like

927
00:30:44,580 --> 00:30:49,090
25 hours and just be like laser
laser laser focused and scale this

928
00:30:49,090 --> 00:30:52,550
up a little bit um but it's doable
and you just like You got to turn

929
00:30:52,550 --> 00:30:55,370
out the noise, put the blinders on
and like stop chasing shiny

930
00:30:55,370 --> 00:30:55,590
objects.

931
00:30:55,730 --> 00:30:58,330
So there's three things I want to

932
00:30:58,330 --> 00:30:58,850
touch on here.

933
00:30:58,910 --> 00:31:00,450
there's three things I want to

934
00:31:00,470 --> 00:31:00,830
touch on here.

935
00:31:00,830 --> 00:31:01,950
Like we're going to do it very

936
00:31:01,950 --> 00:31:05,150
quickly and then we're going to
get into like the next phase for

937
00:31:05,150 --> 00:31:09,070
you and what you want to do.

938
00:31:09,070 --> 00:31:11,250
And if there's a way I can help

939
00:31:11,250 --> 00:31:13,670
you like on this call, we'll do
like a live coaching session.

940
00:31:14,660 --> 00:31:17,540
Unless we need to go deeper, we'll
take it offline.

941
00:31:17,540 --> 00:31:22,820
But between the email, the social
and the VIP partners, I'll ask

942
00:31:23,000 --> 00:31:23,920
you, I'll put you on the spot.

943
00:31:23,920 --> 00:31:24,680
So you've got database mining

944
00:31:24,680 --> 00:31:24,980
opens.

945
00:31:24,980 --> 00:31:25,800
Email, social, and VIP partners.

946
00:31:25,800 --> 00:31:29,480
Between email, social, VIP
partners, do you see there's one

947
00:31:29,480 --> 00:31:31,800
common theme between those three
things?

948
00:31:31,800 --> 00:31:34,600
Do you know what that theme is?
That they're consistent?

949
00:31:34,600 --> 00:31:34,740
Close.

950
00:31:34,740 --> 00:31:35,580
You're consistent with everything.

951
00:31:35,580 --> 00:31:39,800
What the common theme is, you're
getting leverage.

952
00:31:39,960 --> 00:31:41,060
You're getting leverage in your
business.

953
00:31:41,060 --> 00:31:44,050
So emails, it's one to many.

954
00:31:44,050 --> 00:31:46,010
You're going one to 600 every

955
00:31:46,010 --> 00:31:47,870
single time, right?
Sending out five a month.

956
00:31:47,870 --> 00:31:50,090
You're getting leverage within
your referral partners, databases

957
00:31:50,090 --> 00:31:50,550
as well.

958
00:31:50,550 --> 00:31:53,610
Social media, you putting a reel

959
00:31:53,610 --> 00:31:57,430
out there, hundreds or thousands
of people see it.

960
00:31:57,430 --> 00:32:00,050
You're getting leverage.

961
00:32:00,050 --> 00:32:01,690
You're leveraging the algorithm.

962
00:32:01,690 --> 00:32:03,050
You're one to many.

963
00:32:03,050 --> 00:32:03,630
VIP partners, guess what?

964
00:32:03,630 --> 00:32:05,410
You're one to many.

965
00:32:05,410 --> 00:32:07,270
You put the time and energy in

966
00:32:07,270 --> 00:32:09,730
connecting with them on
relationship and they're giving

967
00:32:09,730 --> 00:32:12,450
you access to more VIP partners
and their database.

968
00:32:12,450 --> 00:32:13,110
You're getting leverage.

969
00:32:13,110 --> 00:32:14,350
Those three things, and you start

970
00:32:14,350 --> 00:32:16,430
stacking them on top of each
other.

971
00:32:16,430 --> 00:32:18,130
So now the leverage starts
compounding.

972
00:32:18,130 --> 00:32:20,930
It's like investing in real
estate, same concept.

973
00:32:20,930 --> 00:32:23,670
This is investing in your
business.

974
00:32:23,670 --> 00:32:26,070
You've got awesome leverage
happening in those three areas.

975
00:32:26,070 --> 00:32:28,730
And you're doing it all at the
same time, all the time.

976
00:32:28,730 --> 00:32:31,570
That right there is why you're at
where you're at.

977
00:32:31,570 --> 00:32:31,730
Interesting.

978
00:32:31,730 --> 00:32:33,030
Yeah, it's cool, eh?

979
00:32:33,030 --> 00:32:34,210
That's what jumps off the page of
me.

980
00:32:34,210 --> 00:32:35,170
So, okay.

981
00:32:35,170 --> 00:32:36,510
So for those of you listening,

982
00:32:36,510 --> 00:32:40,280
you're like, yeah, we're going to
get into a bit of a coaching thing

983
00:32:40,280 --> 00:32:40,960
here.

984
00:32:40,960 --> 00:32:41,680
Maybe you peace out now.

985
00:32:41,680 --> 00:32:43,040
And you're like, Ryan, this is too
long.

986
00:32:43,040 --> 00:32:43,400
It's 35 minutes.

987
00:32:43,400 --> 00:32:43,640
I'm out.

988
00:32:43,640 --> 00:32:44,900
Yeah, then so be it.

989
00:32:44,900 --> 00:32:46,960
But we're going to carry on.

990
00:32:46,960 --> 00:32:49,620
Hit me with some because you
talked about me a little bit

991
00:32:49,620 --> 00:32:49,780
offline.

992
00:32:49,780 --> 00:32:50,940
Where's your head at now?

993
00:32:50,940 --> 00:32:54,080
Where do you want to go?
What can I help you with in the

994
00:32:54,080 --> 00:32:56,080
moment?
So I think like now that I've

995
00:32:56,080 --> 00:32:58,380
realized where I'm at today and
like I'm spending like a fair

996
00:32:58,380 --> 00:33:03,200
amount of time working, like
probably 35 to 40 hours a week in

997
00:33:03,200 --> 00:33:04,080
my business.

998
00:33:04,080 --> 00:33:04,760
I want to know.

999
00:33:04,760 --> 00:33:08,690
how i get that down to 30 but
still bring volume up like i just

1000
00:33:08,690 --> 00:33:12,630
need to step it up another level
of like efficiency inside the

1001
00:33:12,870 --> 00:33:15,170
office okay pretty open question
right pretty like generic yep but

1002
00:33:13,150 --> 00:33:15,690
that's okay because we can go
deeper on that offline on some

1003
00:33:15,690 --> 00:33:17,170
things but my my answer to you is
this you just got fulfillment

1004
00:33:17,170 --> 00:33:19,730
right fulfillment's going to help
you reclaim four hours of file

1005
00:33:19,730 --> 00:33:21,870
back your five six files in on
that open question right pretty

1006
00:33:21,870 --> 00:33:24,230
like generic yep but that's okay
because we can go deeper on that

1007
00:33:24,370 --> 00:33:28,030
offline on some things but my my
answer to you is this you just got

1008
00:33:28,190 --> 00:33:30,910
fulfillment right fulfillment's
going to help you reclaim four

1009
00:33:30,910 --> 00:33:35,110
hours of file back your five six
files in on that If you did nine

1010
00:33:35,410 --> 00:33:39,030
files in April and you had
fulfillment on those nine files,

1011
00:33:39,030 --> 00:33:42,410
that would have been 36 hours.

1012
00:33:42,410 --> 00:33:44,630
That would have been nine hours a

1013
00:33:44,630 --> 00:33:46,150
week you would have reclaimed.

1014
00:33:46,150 --> 00:33:48,690
So just that alone, and you let

1015
00:33:48,910 --> 00:33:52,290
the fulfillment support play out
over a long period of time, that

1016
00:33:52,290 --> 00:33:57,610
alone is going to take you doing
five, six files a month.

1017
00:33:57,610 --> 00:34:00,190
Just do the math on that.

1018
00:34:01,030 --> 00:34:02,630
It's going to reclaim five to

1019
00:34:03,070 --> 00:34:04,730
eight hours a week.

1020
00:34:04,730 --> 00:34:06,690
So already you're down.

1021
00:34:06,690 --> 00:34:10,929
And then the next part is I go
back to the leverage.

1022
00:34:10,929 --> 00:34:15,090
I go back, how do I get leverage?
Because that's where you get like

1023
00:34:15,310 --> 00:34:16,290
less input, more output.

1024
00:34:17,030 --> 00:34:19,650
How do we do that?

1025
00:34:19,650 --> 00:34:20,909
And so you're leveraging.

1026
00:34:20,909 --> 00:34:21,949
And that's the other piece.

1027
00:34:21,949 --> 00:34:23,870
When I said fulfillment,
fulfillment is leverage.

1028
00:34:23,870 --> 00:34:25,690
You're leveraging somebody else's
time, right?

1029
00:34:25,690 --> 00:34:28,770
So once again, everything comes
back to the leverage.

1030
00:34:28,770 --> 00:34:32,460
You've got four things you're
knocking out of the park.

1031
00:34:32,460 --> 00:34:34,380
So email, can you send more than
five emails a month?

1032
00:34:34,380 --> 00:34:35,360
Probably not.

1033
00:34:35,480 --> 00:34:36,760
I probably wouldn't do more than

1034
00:34:36,900 --> 00:34:38,980
five or six, give or take.

1035
00:34:38,980 --> 00:34:41,840
So you're at an eight out of 10

1036
00:34:41,840 --> 00:34:42,699
right there already.

1037
00:34:42,739 --> 00:34:43,920
You go shut it down.

1038
00:34:43,920 --> 00:34:45,520
Continue doing what you're doing.

1039
00:34:45,520 --> 00:34:47,380
Social media, you're doing two

1040
00:34:47,380 --> 00:34:48,780
reels a week plus your stories.

1041
00:34:48,780 --> 00:34:53,780
You will build a brand and get way

1042
00:34:53,780 --> 00:34:54,780
more leverage the more reels you
do.

1043
00:34:54,960 --> 00:34:58,000
And so your time that you're
saving over on fulfillment should

1044
00:34:58,080 --> 00:34:58,560
be put into content.

1045
00:34:58,560 --> 00:34:58,880
Content will feed everything.

1046
00:34:58,880 --> 00:34:59,480
It's either conversations or
content.

1047
00:34:59,480 --> 00:35:00,620
Those are the two ways to get
business.

1048
00:35:00,620 --> 00:35:02,960
And so you notice I didn't mention
your opens because you don't get

1049
00:35:03,160 --> 00:35:03,880
leverage on your opens.

1050
00:35:03,880 --> 00:35:05,340
You're only as good as your last

1051
00:35:07,160 --> 00:35:07,480
open.

1052
00:35:07,480 --> 00:35:08,780
And you can only get so good at

1053
00:35:08,780 --> 00:35:10,400
opening, right?
You're just updating people,

1054
00:35:10,400 --> 00:35:11,840
staying in front of them.

1055
00:35:11,840 --> 00:35:12,500
But content, so remember, it's

1056
00:35:12,680 --> 00:35:13,060
conversations or content.

1057
00:35:13,060 --> 00:35:14,020
Content will kill two birds with

1058
00:35:14,280 --> 00:35:14,500
one stone.

1059
00:35:14,500 --> 00:35:14,960
Opens won't.

1060
00:35:14,960 --> 00:35:17,420
Content will bring in the
conversations from referral

1061
00:35:17,420 --> 00:35:19,320
partners where you get leverage.

1062
00:35:19,320 --> 00:35:21,020
It'll bring in the book calls with

1063
00:35:21,020 --> 00:35:22,980
clients without you doing
anything.

1064
00:35:22,980 --> 00:35:23,780
So you get leverage.

1065
00:35:23,780 --> 00:35:24,680
So content is the gateway to

1066
00:35:24,680 --> 00:35:26,130
everything you're doing.

1067
00:35:26,130 --> 00:35:28,550
So your time would best be spent

1068
00:35:28,550 --> 00:35:30,010
upping your game and content.

1069
00:35:30,010 --> 00:35:32,050
And I know you're kind of like

1070
00:35:32,050 --> 00:35:33,810
already doing a lot.

1071
00:35:33,810 --> 00:35:34,430
Do more.

1072
00:35:34,430 --> 00:35:39,130
Just that becomes it become a
student of content.

1073
00:35:39,130 --> 00:35:42,730
It'll get you where you want to go
faster because you've got the

1074
00:35:42,730 --> 00:35:43,250
support.

1075
00:35:43,250 --> 00:35:44,970
You've got the email marketing

1076
00:35:44,970 --> 00:35:46,950
machine built where you're going
to nurture them.

1077
00:35:46,950 --> 00:35:51,250
Outside of upping your game, being
a little more efficient on your

1078
00:35:51,250 --> 00:35:55,010
discovery call, which I don't know
what that looks like, and the

1079
00:35:36,330 --> 00:35:40,690
handoff to fulfillment and that
kind of stuff, surface level stuff

1080
00:35:40,690 --> 00:35:42,030
we're talking about, it's content.

1081
00:35:42,030 --> 00:35:43,910
And then VIP partners, you're

1082
00:35:43,910 --> 00:35:45,270
doing awesome things there.

1083
00:35:45,270 --> 00:35:45,910
You don't need more.

1084
00:35:45,910 --> 00:35:49,570
More are going to come to you from
content.

1085
00:35:49,570 --> 00:35:52,050
Keep doing what you're doing on
the VIP partners.

1086
00:35:52,050 --> 00:35:53,670
There's nothing changed there.

1087
00:35:53,670 --> 00:35:56,970
You're 8 out of 10. 8 out of 10 on

1088
00:35:56,970 --> 00:36:00,230
the email, you're probably a 6 out
of 10 on social.

1089
00:36:00,230 --> 00:36:02,770
Spend your time on social and
it'll feed the email marketing

1090
00:36:02,770 --> 00:36:05,770
machine, feed the VIP partners,
feed the database mining, and you

1091
00:36:05,770 --> 00:36:07,510
won't have to do the opens
anymore.

1092
00:36:07,510 --> 00:36:12,230
Or the opens you do will be to
your engaged audience, the people

1093
00:36:12,230 --> 00:36:15,050
watching your stories, the people
commenting on your comments, the

1094
00:36:15,050 --> 00:36:16,370
people watching.

1095
00:36:16,370 --> 00:36:17,230
That's where your energy will go

1096
00:36:17,230 --> 00:36:17,430
and opens.

1097
00:36:17,430 --> 00:36:18,370
There you go, man.

1098
00:36:18,370 --> 00:36:22,250
That's your content is the key to
your business going 50, 60, 70 and

1099
00:36:22,250 --> 00:36:23,410
you working 20 hours.

1100
00:36:23,410 --> 00:36:23,970
Let's go.

1101
00:36:24,490 --> 00:36:25,270
Let's do it.

1102
00:36:25,410 --> 00:36:25,790
That's it, man.

1103
00:36:25,790 --> 00:36:32,310
That's part of it's and it's not
even I'm like, well, try this.

1104
00:36:32,470 --> 00:36:33,250
It is so clear.

1105
00:36:33,250 --> 00:36:36,070
So plain as day jumping off the

1106
00:36:36,070 --> 00:36:38,030
page at me like nothing else has.

1107
00:36:38,050 --> 00:36:41,430
It's right there for the taken.

1108
00:36:41,430 --> 00:36:46,730
So, and I know you, you're going
to take that and run with it

1109
00:36:46,730 --> 00:36:47,730
because that's what you do.

1110
00:36:47,730 --> 00:36:47,990
So, okay, man.

1111
00:36:47,990 --> 00:36:50,990
Mr. Sarai, this has been, you've
been very generous with this.

1112
00:36:50,990 --> 00:36:54,790
Among other things, you are very
generous on Team Wiley.

1113
00:36:54,790 --> 00:36:57,010
You share a lot of things on
there.

1114
00:36:57,510 --> 00:36:59,250
So we much appreciate it.

1115
00:36:59,250 --> 00:37:00,430
If somebody had a question for

1116
00:37:00,590 --> 00:37:04,110
you, if somebody wanted to bend
your ear on something, don't call

1117
00:37:04,110 --> 00:37:10,570
them, by the way, send them a
voice memo, a voice memo with a

1118
00:37:10,570 --> 00:37:11,110
very specific question.

1119
00:37:11,110 --> 00:37:12,090
Same with me too.

1120
00:37:12,090 --> 00:37:15,930
how, what's the best way that they
could reach out to you?

1121
00:37:15,930 --> 00:37:19,570
Yeah, I'm on, I'm on Instagram,
SGS mortgages.

1122
00:37:19,570 --> 00:37:22,790
Again, like I have an abundance
mindset.

1123
00:37:23,000 --> 00:37:27,300
So if I was, I'm not like that far
removed from being out of the

1124
00:37:27,300 --> 00:37:28,080
industry and like deciding to
quit.

1125
00:37:28,080 --> 00:37:31,840
So anyone out there that's like
struggling, I mean, or in the

1126
00:37:32,340 --> 00:37:35,580
weeds that like, you know, the
broker industry is dying because

1127
00:37:35,580 --> 00:37:39,380
of rate, like reach out to me,
like, and I'm not getting paid to

1128
00:37:39,380 --> 00:37:42,060
say this, but like Team Wiley is
the spot.

1129
00:37:42,180 --> 00:37:45,100
Like I've been on every label
brokers wise.

1130
00:37:45,100 --> 00:37:46,680
I've had every kind of split
structured.

1131
00:37:46,680 --> 00:37:50,840
I've had every offer like that
there's in the industry.

1132
00:37:50,840 --> 00:37:53,700
There's no place like home with
like team Wiley, like the, the

1133
00:37:53,700 --> 00:37:56,080
community that Ryan has built
inside of it.

1134
00:37:56,080 --> 00:37:59,640
The heads of Tango with Jason
Henneberry, the heads of Tango

1135
00:37:59,640 --> 00:38:04,000
Ontario with Tom Moffitt and
Brandon Love, like, like it's

1136
00:38:04,000 --> 00:38:06,300
solid dudes, like from the top to
the bottom.

1137
00:38:06,300 --> 00:38:07,780
And Courtney, how about Courtney?
And females.

1138
00:38:07,780 --> 00:38:07,980
Yeah.

1139
00:38:07,980 --> 00:38:11,180
And Courtney, Courtney's like, for

1140
00:38:11,180 --> 00:38:14,980
those who've been in strategy hub
and 10 loans, like she's the.

1141
00:38:14,980 --> 00:38:16,040
She's the puppet master behind the
scenes.

1142
00:38:16,040 --> 00:38:18,780
I don't think the world would turn
without her.

1143
00:38:18,780 --> 00:38:23,340
All of those people and then the
brokers on Team Wiley, it's an

1144
00:38:23,340 --> 00:38:24,780
invite -only club.

1145
00:38:24,780 --> 00:38:26,060
You don't just get on the team

1146
00:38:26,060 --> 00:38:29,100
because you're a broker and Ryan's
got to sign off on you.

1147
00:38:29,100 --> 00:38:33,240
Reach out to me and I'll confirm
for you if you're Team Wiley

1148
00:38:33,240 --> 00:38:38,980
material or whatnot, but without
my wife's support and having Ryan

1149
00:38:38,980 --> 00:38:40,780
in my corner, none of this would
have happened.

1150
00:38:40,780 --> 00:38:41,400
It's been a wild ride.

1151
00:38:41,400 --> 00:38:43,730
It's been super humbling.

1152
00:38:43,730 --> 00:38:46,310
I'm feeling like... high on life
right now that I've been on two

1153
00:38:46,450 --> 00:38:47,750
podcasts in one week to talk about
my journey.

1154
00:38:47,750 --> 00:38:48,070
my journey.

1155
00:38:48,070 --> 00:38:51,290
But the catalyst here or the

1156
00:38:51,290 --> 00:38:52,230
common denominator is Team Wiley.

1157
00:38:53,770 --> 00:38:55,850
The stuff you get for your desk

1158
00:38:55,850 --> 00:39:00,010
fees is not even the conversation
piece, but it's crazy value.

1159
00:39:00,010 --> 00:39:02,810
And then you get Ryan, you get
Courtney, and you get the

1160
00:39:02,810 --> 00:39:05,010
resources they've built out.

1161
00:39:05,010 --> 00:39:07,470
So for me, it's a no -brainer to

1162
00:39:07,470 --> 00:39:09,130
move over to Team Wiley.

1163
00:39:09,310 --> 00:39:11,210
So hit me up on Instagram, SGS

1164
00:39:11,210 --> 00:39:14,000
Mortgages, and we'll have a chat.

1165
00:39:14,000 --> 00:39:14,260
Okay, man.

1166
00:39:14,260 --> 00:39:14,720
Much love.

1167
00:39:15,420 --> 00:39:18,400
My favorite thing about you is you

1168
00:39:18,400 --> 00:39:20,300
You you're coachable and you
execute.

1169
00:39:20,300 --> 00:39:23,520
And that's just that's a coach's
dream student.

1170
00:39:23,520 --> 00:39:26,340
And so you are that you weren't
that all the time.

1171
00:39:26,420 --> 00:39:28,960
You're that that version of you
now.

1172
00:39:28,960 --> 00:39:29,540
That's you now.

1173
00:39:29,540 --> 00:39:30,600
So I love it, man.

1174
00:39:30,760 --> 00:39:31,720
That's it, brother.

1175
00:39:31,720 --> 00:39:33,460
I appreciate your time.

1176
00:39:33,460 --> 00:39:34,840
Peace out, everyone.