272: Why Brokers Suck at Social Media (And How to Fix It)

1
00:00:06,110 --> 00:00:07,550
Welcome to the mortgage game.

2
00:00:07,790 --> 00:00:09,890
I truly, truly believe that

3
00:00:09,890 --> 00:00:13,370
building a mortgage business, a
successful one, is like playing a

4
00:00:13,370 --> 00:00:13,530
game.

5
00:00:13,530 --> 00:00:15,050
There's winners, there's losers,

6
00:00:15,050 --> 00:00:16,430
there's certain things you try.

7
00:00:16,430 --> 00:00:18,130
Some of us are playing checkers,

8
00:00:18,130 --> 00:00:19,910
while others are playing chess.

9
00:00:19,910 --> 00:00:22,410
I've had the ability to coach and

10
00:00:22,410 --> 00:00:23,570
mentor hundreds of mortgage
brokers.

11
00:00:23,570 --> 00:00:27,930
I myself built a very nice
business, so now I want to distill

12
00:00:27,930 --> 00:00:30,770
all that information, all the
things I've learned from that, and

13
00:00:30,770 --> 00:00:33,190
bring it directly to you in a
simple -to -understand way.

14
00:00:33,190 --> 00:00:34,230
I hope you enjoy.

15
00:00:34,230 --> 00:00:35,250
All right, good morning.

16
00:00:35,250 --> 00:00:39,330
Welcome to the Mortgage Game
Podcast.

17
00:00:39,510 --> 00:00:41,550
West Coast Wiley here in the
house.

18
00:00:42,210 --> 00:00:43,830
There is a five on the clock.

19
00:00:44,070 --> 00:00:44,750
Yes, that's right.

20
00:00:44,750 --> 00:00:47,270
Coming to you from the Dodge Ram
studio.

21
00:00:47,510 --> 00:00:48,290
It's 5 .30 a .m.

22
00:00:48,290 --> 00:00:50,370
It's how we roll.

23
00:00:50,370 --> 00:00:51,470
It's a Friday.

24
00:00:51,470 --> 00:00:53,670
This is how we roll.

25
00:00:53,790 --> 00:00:55,270
I looked at my calendar.

26
00:00:55,270 --> 00:00:57,460
I said, okay, I have a one -on

27
00:00:57,640 --> 00:00:58,600
-one meeting here with an agent.

28
00:00:58,600 --> 00:00:59,880
I have a marketing plan meeting

29
00:00:59,880 --> 00:01:00,000
here.

30
00:01:00,000 --> 00:01:01,560
I have a content day meeting plan

31
00:01:01,560 --> 00:01:01,820
here.

32
00:01:01,920 --> 00:01:02,900
I have a lender meeting plan.

33
00:01:02,900 --> 00:01:04,160
I have a daily check -in.

34
00:01:04,160 --> 00:01:06,560
Like my day is jammed with emails

35
00:01:06,560 --> 00:01:07,620
and content and meetings and
trainings.

36
00:01:07,620 --> 00:01:11,780
And it's, I'm not complaining
because this is the world I

37
00:01:11,780 --> 00:01:15,300
created and I love this world, but
I need to do the podcast because I

38
00:01:15,300 --> 00:01:17,000
have some things to talk about.

39
00:01:17,000 --> 00:01:19,280
And so I'm like, what do I do?

40
00:01:19,280 --> 00:01:20,300
Do I?
push it till later?

41
00:01:20,300 --> 00:01:22,220
Do I just do it next week?
Do I?

42
00:01:22,570 --> 00:01:24,070
No, just wake up early.

43
00:01:24,070 --> 00:01:25,050
That's the answer to everything.

44
00:01:25,050 --> 00:01:26,910
Just wake up early.

45
00:01:26,990 --> 00:01:28,730
And if you don't want to wake up

46
00:01:28,730 --> 00:01:31,170
early, then I don't know, then
just have delayed things happening

47
00:01:31,170 --> 00:01:31,350
to you.

48
00:01:31,350 --> 00:01:32,490
Whatever the thing you want,

49
00:01:32,490 --> 00:01:37,770
because you don't want to wake up
early, then, you know, you know

50
00:01:37,770 --> 00:01:39,810
what I'm saying?
So this is what we do.

51
00:01:39,810 --> 00:01:41,870
It's how we roll.

52
00:01:41,870 --> 00:01:43,350
So today we're going to chat about

53
00:01:43,350 --> 00:01:43,970
a couple different things.

54
00:01:43,970 --> 00:01:45,530
We're going to chat about some

55
00:01:45,530 --> 00:01:46,770
social media stuff, stuff I'm
seeing that's working, some

56
00:01:46,770 --> 00:01:48,710
mistakes I see people make.

57
00:01:48,710 --> 00:01:50,570
We're going to talk about how just

58
00:01:50,570 --> 00:01:52,170
things are evolving quickly in our
business.

59
00:01:52,170 --> 00:01:53,730
We're going to start off with
this.

60
00:01:53,730 --> 00:01:54,970
This is a pet peeve thing.

61
00:01:54,970 --> 00:01:59,770
And this is, I'm guessing, 95 % of

62
00:01:59,770 --> 00:02:00,090
you do this.

63
00:02:00,090 --> 00:02:01,570
And I still do it to some degree

64
00:02:01,750 --> 00:02:03,410
on super small and insignificant
things.

65
00:02:03,650 --> 00:02:07,850
But on everything else, I'm like,
yeah, no, let's go.

66
00:02:07,850 --> 00:02:11,170
And I see this every single year.

67
00:02:11,170 --> 00:02:12,650
It's a cycle.

68
00:02:12,650 --> 00:02:15,110
So December, first week of
December rolls around.

69
00:02:15,150 --> 00:02:18,610
And then everyone's like sort of
starts checking out, right?

70
00:02:18,610 --> 00:02:19,610
You're like, ah, it's Christmas.

71
00:02:19,810 --> 00:02:22,350
No one needs deals.

72
00:02:22,350 --> 00:02:23,430
No one's doing refinances.

73
00:02:23,650 --> 00:02:24,250
It's bullshit.

74
00:02:24,250 --> 00:02:28,890
Because a couple of my best years
were like December was my best

75
00:02:28,890 --> 00:02:31,550
month for a couple of years in a
row.

76
00:02:31,550 --> 00:02:35,350
When I changed that story about
myself, like what I was saying,

77
00:02:35,350 --> 00:02:38,010
I'm like, no, there's deals there
all the time.

78
00:02:38,010 --> 00:02:40,750
in every single market no matter
what that's not what i want to

79
00:02:40,750 --> 00:02:44,150
talk to you about though it was
hey i'm gonna really ramp things

80
00:02:44,150 --> 00:02:49,280
up in january we're gonna get my
business plan dialed in like you

81
00:02:49,280 --> 00:02:51,700
know that business plan that you
just no one fucking looks at a

82
00:02:51,700 --> 00:02:56,900
week later right but you just get
all jacked up and maybe even sit

83
00:02:56,900 --> 00:03:00,920
with a couple other brokers and
you're like let's do this And you

84
00:03:00,920 --> 00:03:04,200
write it down and you're sitting
there and feel good.

85
00:03:04,200 --> 00:03:06,160
You take two, three hours and you
guys are sharing things.

86
00:03:06,160 --> 00:03:06,740
All right.

87
00:03:06,740 --> 00:03:09,660
And then you go off and you go off

88
00:03:09,660 --> 00:03:10,760
into your worlds.

89
00:03:10,760 --> 00:03:11,920
And then like crickets, nothing

90
00:03:11,920 --> 00:03:12,120
happens.

91
00:03:12,120 --> 00:03:13,800
You have all the best intentions

92
00:03:13,800 --> 00:03:15,200
in the world and nothing happens.

93
00:03:15,200 --> 00:03:16,740
That's the one reason why I don't

94
00:03:16,740 --> 00:03:17,420
like business plans.

95
00:03:17,420 --> 00:03:18,780
I like micro business plans.

96
00:03:18,780 --> 00:03:23,860
Hey, here's my plan for the next
week, not 52 weeks.

97
00:03:23,860 --> 00:03:25,140
Like half of you don't know, like.

98
00:03:25,140 --> 00:03:26,380
If you'll be in the industry in

99
00:03:26,380 --> 00:03:30,540
three months, you don't know, like
you don't know a lot of, there's a

100
00:03:30,540 --> 00:03:35,640
lot of unknowns and you can't
commit to doing something for a

101
00:03:35,640 --> 00:03:35,800
week.

102
00:03:35,800 --> 00:03:37,780
So how the fuck are you going to

103
00:03:37,780 --> 00:03:40,440
commit to doing something for 52?
Right.

104
00:03:40,440 --> 00:03:42,400
That's not even what I want to
talk about.

105
00:03:42,400 --> 00:03:45,040
It was the fact that you tell
yourself, Hey, in January, I'm

106
00:03:45,040 --> 00:03:48,500
going to do the thing or it's
Thursday or Friday and you have

107
00:03:48,500 --> 00:03:50,260
something you need to do in your
business.

108
00:03:51,460 --> 00:03:53,480
You're like, you know what?
I'll get at it Monday.

109
00:03:53,480 --> 00:03:54,800
Monday, I'm going to crush that.

110
00:03:54,800 --> 00:03:57,400
And it's like, but why not now?

111
00:03:57,400 --> 00:03:58,800
Like, why?
What are you waiting on?

112
00:03:58,800 --> 00:04:01,900
It's like, it just tells me you're
just, you're being lazy and you

113
00:04:01,900 --> 00:04:03,280
don't want to do it and you're
procrastinating.

114
00:04:03,280 --> 00:04:05,640
It's probably something you don't
want to do.

115
00:04:05,840 --> 00:04:07,900
And so you're like Monday and then
Monday rolls around.

116
00:04:07,900 --> 00:04:11,360
You're like, ah, I hate Mondays.

117
00:04:11,360 --> 00:04:13,240
I got all this stuff I don't want

118
00:04:13,240 --> 00:04:13,600
to do.

119
00:04:13,600 --> 00:04:14,640
You know what?

120
00:04:14,640 --> 00:04:15,940
I'll tackle that on Wednesday.

121
00:04:15,940 --> 00:04:16,779
But it's always like another day.

122
00:04:16,779 --> 00:04:18,500
Like speed kills.

123
00:04:18,500 --> 00:04:20,200
in so many areas of our life.

124
00:04:20,200 --> 00:04:21,399
Speed is a very glorious thing.

125
00:04:21,399 --> 00:04:22,900
The more, the quicker you can get

126
00:04:22,900 --> 00:04:23,580
things going.

127
00:04:23,820 --> 00:04:24,920
So if you're like, hey, I'll do

128
00:04:24,920 --> 00:04:25,020
that.

129
00:04:25,020 --> 00:04:26,040
It's first week of December, but

130
00:04:26,040 --> 00:04:29,220
I'm really going to ramp up my
business in January.

131
00:04:29,220 --> 00:04:35,840
Okay, well, you just delayed money
in your bank account by 40, like

132
00:04:35,840 --> 00:04:37,440
30 to 60 days.

133
00:04:37,440 --> 00:04:39,400
Because you're just saying, I'll

134
00:04:39,400 --> 00:04:41,960
get that in January, right?
And then you tell your spouse.

135
00:04:42,100 --> 00:04:43,500
yeah, things are slow.

136
00:04:43,500 --> 00:04:45,020
It's always this time of year,

137
00:04:45,020 --> 00:04:45,420
things get slow.

138
00:04:45,420 --> 00:04:48,420
It's excuse on top of excuse on

139
00:04:49,060 --> 00:04:49,380
top of excuse.

140
00:04:49,380 --> 00:04:51,560
And I see it all the time.

141
00:04:51,560 --> 00:04:53,520
I see it every day.

142
00:04:53,520 --> 00:04:55,940
I've been coaching for a long

143
00:04:55,940 --> 00:04:56,080
time.

144
00:04:56,080 --> 00:04:56,880
I see it.

145
00:04:57,200 --> 00:04:59,230
Even when I wasn't coaching, I had
other brokers.

146
00:04:59,390 --> 00:05:02,270
And I never understood because I'm
like, well, it's Thursday night

147
00:05:02,270 --> 00:05:05,010
and I'm just going to do the
thing.

148
00:05:05,010 --> 00:05:05,650
So it's done.

149
00:05:05,650 --> 00:05:06,650
And then while you're doing it on

150
00:05:06,650 --> 00:05:09,690
Monday or Tuesday, I'm already
four or five days ahead of you.

151
00:05:09,690 --> 00:05:11,150
So that's speed kills.

152
00:05:11,150 --> 00:05:13,270
Now I get to reiterate what I'm

153
00:05:13,290 --> 00:05:13,530
doing.

154
00:05:13,530 --> 00:05:15,430
Like I got to change it and evolve

155
00:05:15,430 --> 00:05:15,610
it.

156
00:05:15,610 --> 00:05:16,870
Boom, boom, boom.

157
00:05:16,870 --> 00:05:19,970
And by the time you actually get
the thing done, I'm on version

158
00:05:19,970 --> 00:05:20,290
three.

159
00:05:20,590 --> 00:05:21,670
Fast, fast, fast, fast, fast.

160
00:05:21,670 --> 00:05:22,610
Go, go, go, go, go.

161
00:05:22,850 --> 00:05:23,090
Right?

162
00:05:23,090 --> 00:05:24,330
And that's not like, hey, I'm on
hamster wheel.

163
00:05:24,530 --> 00:05:27,450
It's like you're already like
doing stuff or just cut out the

164
00:05:27,450 --> 00:05:27,710
fluff.

165
00:05:28,120 --> 00:05:29,180
Remember, there's only 20 % of the

166
00:05:29,180 --> 00:05:31,160
things you do make you 80 % of the
money.

167
00:05:31,160 --> 00:05:32,360
Like keep that in mind.

168
00:05:32,360 --> 00:05:36,120
This podcast is brought to you by

169
00:05:36,240 --> 00:05:36,400
Americano.

170
00:05:36,500 --> 00:05:37,900
I was first one in Starbucks

171
00:05:38,000 --> 00:05:38,100
today.

172
00:05:38,880 --> 00:05:40,400
It's not like I get an award for

173
00:05:40,400 --> 00:05:43,960
that or anything, but for me,
that's like, I like that.

174
00:05:43,960 --> 00:05:47,140
I'm like, okay, I'm the first one
to start the day.

175
00:05:47,140 --> 00:05:49,180
I'm going to go kill it.

176
00:05:49,180 --> 00:05:50,880
I'm like the first one in the

177
00:05:50,880 --> 00:05:53,180
door, get the caffeine, let's go.

178
00:05:53,180 --> 00:05:53,400
Right.

179
00:05:53,400 --> 00:05:57,890
And then I get jacked up with all
this.

180
00:05:57,890 --> 00:06:00,910
And then by the time I'm doing,
doing a lot of stuff, guess what?

181
00:06:00,910 --> 00:06:04,090
I've got a whole day's work done
and it's 10 o 'clock.

182
00:06:04,090 --> 00:06:05,030
It's 10 a .m.

183
00:06:05,030 --> 00:06:06,450
And I'm like, cool.

184
00:06:06,450 --> 00:06:09,470
Now what am I going to do?
Well, instead of me waiting to do

185
00:06:09,470 --> 00:06:14,150
a thing I was going to do on
Monday, Tuesday, Wednesday,

186
00:06:14,150 --> 00:06:16,490
Thursday, next week, I'm going to
do it right now.

187
00:06:16,490 --> 00:06:17,190
And now boom.

188
00:06:17,190 --> 00:06:18,650
And then I'm on version four of it

189
00:06:18,790 --> 00:06:19,810
by next Friday.

190
00:06:19,810 --> 00:06:20,890
That's how we roll.

191
00:06:20,890 --> 00:06:23,910
That's how you get where you want
to go faster.

192
00:06:23,910 --> 00:06:25,930
And so talking to a broker on the
team, this broker, he's been doing

193
00:06:26,270 --> 00:06:26,710
like beyond phenomenal.

194
00:06:26,710 --> 00:06:27,610
And he's got all these things

195
00:06:27,610 --> 00:06:27,890
going on now.

196
00:06:27,890 --> 00:06:29,350
Well, yeah, I can say names.

197
00:06:29,550 --> 00:06:30,770
He's been on the podcast, Scott.

198
00:06:30,770 --> 00:06:31,030
So Scott's dry.

199
00:06:31,030 --> 00:06:33,110
And so he's and he just keeps
going.

200
00:06:33,110 --> 00:06:35,170
It's just like, I'm like, oh, I'm
so proud.

201
00:06:36,710 --> 00:06:38,210
I just see him doing his things.

202
00:06:38,210 --> 00:06:39,210
And it's just like, OK, so cool.

203
00:06:39,610 --> 00:06:43,550
But he's got these things, right?
And he's got the flyers he's

204
00:06:43,650 --> 00:06:43,850
putting out.

205
00:06:43,850 --> 00:06:48,710
And I might have referenced that

206
00:06:48,710 --> 00:06:48,930
here.

207
00:06:48,930 --> 00:06:49,970
And he's better going out to

208
00:06:50,170 --> 00:06:51,150
people with basement suites and
areas.

209
00:06:51,150 --> 00:06:52,070
He's got 5 ,000 of those.

210
00:06:52,210 --> 00:06:54,370
I look for cash jamming

211
00:06:54,370 --> 00:06:55,250
opportunities with a QRO code.

212
00:06:55,250 --> 00:06:57,570
code on your scan and then it

213
00:06:57,630 --> 00:06:59,750
takes you to an Instagram video,
which breaks down the numbers

214
00:06:59,750 --> 00:07:01,510
behind the basement suite and cash
damming.

215
00:07:01,630 --> 00:07:03,630
And so very cool.

216
00:07:03,630 --> 00:07:04,890
So he's got that he's got gift

217
00:07:04,890 --> 00:07:06,070
baskets going out the thing.

218
00:07:06,170 --> 00:07:06,910
He's got all these meetings with

219
00:07:06,910 --> 00:07:09,010
FAs and accountants and, and, and
presenting to real estate offices

220
00:07:09,010 --> 00:07:10,430
and setting up partnerships.

221
00:07:10,430 --> 00:07:12,130
And he's got like all these things

222
00:07:12,130 --> 00:07:12,550
going on.

223
00:07:12,550 --> 00:07:15,630
So I had to like, keep them

224
00:07:15,630 --> 00:07:18,270
centered a little bit because
like, he's on my team, we talk a

225
00:07:18,510 --> 00:07:19,710
lot and I'm like, okay.

226
00:07:19,710 --> 00:07:21,130
And he's got all this stuff.

227
00:07:21,130 --> 00:07:23,170
But I'm like, hey, this is cool.

228
00:07:23,170 --> 00:07:24,690
I knew we were always going to

229
00:07:24,690 --> 00:07:25,750
have this conversation.

230
00:07:25,870 --> 00:07:27,110
The conversation was going to be

231
00:07:27,110 --> 00:07:29,630
just remember what got you here.

232
00:07:29,630 --> 00:07:30,410
Remember that.

233
00:07:30,410 --> 00:07:34,270
Right. 20 % of what you do is
going to produce 80 % of your

234
00:07:34,270 --> 00:07:34,450
income.

235
00:07:34,450 --> 00:07:35,730
And so you've got all these things

236
00:07:35,730 --> 00:07:36,250
you're doing.

237
00:07:36,250 --> 00:07:38,050
And this is what happens.

238
00:07:38,150 --> 00:07:38,970
The bigger you get.

239
00:07:39,050 --> 00:07:39,590
the more opportunities get

240
00:07:39,590 --> 00:07:41,570
presented to you, the more people
want your time.

241
00:07:41,570 --> 00:07:43,910
The more deals you start doing,
the more people start pulling you

242
00:07:43,910 --> 00:07:44,450
in different directions.

243
00:07:44,450 --> 00:07:46,450
And so you have to start working

244
00:07:46,450 --> 00:07:46,870
the no muscle.

245
00:07:46,870 --> 00:07:49,770
Before, it's the post -it muscle.

246
00:07:49,770 --> 00:07:52,490
It's the record muscle.

247
00:07:52,850 --> 00:07:53,630
Now it's the no muscle.

248
00:07:53,630 --> 00:07:54,990
You're saying no to your time.

249
00:07:54,990 --> 00:07:57,410
And you just go back and go, I got

250
00:07:57,410 --> 00:08:00,830
to make sure I have my things
dialed in that got me here.

251
00:08:00,830 --> 00:08:03,400
He's going to do 40 to 50 million
this year.

252
00:08:03,400 --> 00:08:06,040
He from two and a half million to
40 to 50.

253
00:08:06,040 --> 00:08:07,760
And so he's like, yeah, you're
right.

254
00:08:07,760 --> 00:08:09,360
Short yardage, basic things to get
that.

255
00:08:09,360 --> 00:08:11,120
And then I can add on the stuff,
right?

256
00:08:11,760 --> 00:08:16,360
A lot of these other things you
start doing, they're just fluffy

257
00:08:16,360 --> 00:08:16,560
things.

258
00:08:16,560 --> 00:08:18,520
They're not like they're not money

259
00:08:18,520 --> 00:08:18,740
making tasks.

260
00:08:18,740 --> 00:08:19,960
And it's stuff like you spending

261
00:08:19,960 --> 00:08:23,280
time on your logo and figuring out
the perfect URL, like no one gives

262
00:08:23,280 --> 00:08:23,620
a shit.

263
00:08:23,620 --> 00:08:26,420
It's not going to add dollars in

264
00:08:26,420 --> 00:08:26,820
the bank.

265
00:08:26,820 --> 00:08:30,260
And that's why we're doing this,

266
00:08:30,260 --> 00:08:31,340
right?
And this wasn't even what I want

267
00:08:31,340 --> 00:08:35,840
to talk about today, but we're
just, this is how we roll.

268
00:08:35,840 --> 00:08:37,360
This is like what happens.

269
00:08:37,360 --> 00:08:38,260
It's you get pulled in different

270
00:08:38,260 --> 00:08:40,659
ways and you need to keep your eye
on the prize.

271
00:08:40,659 --> 00:08:45,380
And a lot of you, that doesn't
mean anything to you yet because

272
00:08:45,380 --> 00:08:49,200
you haven't went out and made the
money or you haven't figured it

273
00:08:49,200 --> 00:08:49,460
out.

274
00:08:49,460 --> 00:08:51,360
I think there's a core model, a

275
00:08:51,360 --> 00:08:54,200
business model inside each of your
own businesses, but a lot of you

276
00:08:54,320 --> 00:08:54,820
have lost your way.

277
00:08:54,820 --> 00:08:55,940
I can see it.

278
00:08:55,940 --> 00:08:57,300
You've lost your way and you're
scrambling now and you're grasping

279
00:08:57,400 --> 00:09:00,780
at straws instead of going back to
basics, rolling your sleeves up,

280
00:09:00,780 --> 00:09:06,120
understanding what's going on in
the market and how to deliver your

281
00:09:06,120 --> 00:09:09,860
message and how you should be seen
and start just do one brick, next

282
00:09:10,040 --> 00:09:11,800
brick, and just like slowly
building the foundation.

283
00:09:11,800 --> 00:09:13,540
You've lost your way.

284
00:09:13,540 --> 00:09:14,740
And a lot of you then get

285
00:09:14,740 --> 00:09:15,100
distracted.

286
00:09:15,100 --> 00:09:16,360
And you're out there working on

287
00:09:16,360 --> 00:09:17,640
things that really nobody cares
about.

288
00:09:17,640 --> 00:09:19,120
It makes you feel warm and fuzzy.

289
00:09:19,120 --> 00:09:20,560
It makes you feel like you're

290
00:09:20,560 --> 00:09:22,720
actually working in your business,
which you're not.

291
00:09:23,020 --> 00:09:25,020
I always go with, always have
this.

292
00:09:25,020 --> 00:09:28,600
You always have to have things
that keep you centered.

293
00:09:28,600 --> 00:09:31,600
This podcast is brought to you by
Americano.

294
00:09:31,600 --> 00:09:34,800
It's going to get a couple of
sponsorships today.

295
00:09:34,800 --> 00:09:36,520
It's like, I just got this.

296
00:09:36,520 --> 00:09:38,280
So I got to take it in.

297
00:09:38,280 --> 00:09:41,920
So got to keep you centered on
some things, right?

298
00:09:41,920 --> 00:09:46,060
There's only so many things that
make money.

299
00:09:46,060 --> 00:09:46,860
in your business.

300
00:09:46,860 --> 00:09:47,880
And yet you feel good about

301
00:09:47,880 --> 00:09:51,530
yourself because you're like, I'm
doing this meeting and you like

302
00:09:51,530 --> 00:09:55,570
put stuff in your calendar or
you're taking calls with people

303
00:09:55,790 --> 00:09:57,630
you probably shouldn't even be
taking calls with.

304
00:09:57,630 --> 00:10:01,150
And deep down, you know that, but
you're just avoiding doing the

305
00:10:01,310 --> 00:10:02,790
things that make you money.

306
00:10:02,790 --> 00:10:03,310
And so use this.

307
00:10:03,310 --> 00:10:07,450
This is why I use, I'm like, if
someone was investing in my

308
00:10:08,490 --> 00:10:10,730
business and they were over my
shoulder for the day, like that

309
00:10:10,810 --> 00:10:12,310
camera on like a documentary show
following you around, would they

310
00:10:12,310 --> 00:10:14,770
want to see what I'm doing right
now?

311
00:10:14,770 --> 00:10:17,210
Would they be like, yes, I'm
investing in this business?

312
00:10:17,210 --> 00:10:21,450
Or would they be like, what the
fuck is he doing?

313
00:10:21,450 --> 00:10:22,490
Like, OK, well, that's
interesting.

314
00:10:22,490 --> 00:10:23,890
He's doing that right now.

315
00:10:23,890 --> 00:10:25,230
OK, let's hope he makes.

316
00:10:25,230 --> 00:10:26,230
Oh, no, he's not.

317
00:10:26,230 --> 00:10:27,750
He's going to go do that.

318
00:10:27,750 --> 00:10:28,250
Oh, OK.

319
00:10:28,250 --> 00:10:28,630
Yeah, yeah.

320
00:10:28,630 --> 00:10:29,170
He's just jumping.

321
00:10:29,170 --> 00:10:29,930
Oh, it's going in a Facebook

322
00:10:29,930 --> 00:10:30,150
group.

323
00:10:30,310 --> 00:10:31,810
What is he doing there?

324
00:10:31,810 --> 00:10:33,110
Oh, he's just just scrolling.

325
00:10:33,110 --> 00:10:33,410
Cool.

326
00:10:34,230 --> 00:10:36,950
OK. And then what?
Like, is he going to write his

327
00:10:36,950 --> 00:10:38,530
emails?
Is he going to like.

328
00:10:38,530 --> 00:10:40,930
call his referral partners?
Is he going to build a drip

329
00:10:40,930 --> 00:10:42,530
campaign?
Is he going to follow up with all

330
00:10:42,530 --> 00:10:42,990
the...

331
00:10:42,990 --> 00:10:46,050
Oh, no, no, he's going over here.

332
00:10:46,050 --> 00:10:48,290
Oh, shit, he's going to change his
logo up.

333
00:10:48,290 --> 00:10:49,750
Oh, he's redoing his email
signature.

334
00:10:49,750 --> 00:10:50,390
Oh, damn.

335
00:10:50,390 --> 00:10:52,130
Okay, yeah, hey, Bob, we got to

336
00:10:52,250 --> 00:10:55,690
think about if we're going to
invest in this guy.

337
00:10:55,750 --> 00:10:58,510
I'm not sure I'm watching this
right now and I don't... I don't

338
00:10:58,670 --> 00:11:00,250
know if we want to do this.

339
00:11:00,250 --> 00:11:03,790
So I guarantee if we had a camera

340
00:11:03,790 --> 00:11:07,710
there and I'm watching you, I'd be
like, and I had like a hand, I'd

341
00:11:07,970 --> 00:11:12,350
attach a hand out of the camera
that would just like slap you.

342
00:11:12,350 --> 00:11:14,550
And I just press a button just or
like jolt you.

343
00:11:14,550 --> 00:11:17,090
Like we actually let's do that.

344
00:11:17,090 --> 00:11:18,470
I'd rather electrocute you.

345
00:11:18,470 --> 00:11:20,050
Weird as that sounds.

346
00:11:20,050 --> 00:11:22,730
Just like you're like, ah, and it

347
00:11:22,730 --> 00:11:23,550
like gets you.

348
00:11:23,710 --> 00:11:24,550
Okay, don't do that.

349
00:11:24,550 --> 00:11:26,090
Don't do that.

350
00:11:26,090 --> 00:11:26,690
Don't do it.

351
00:11:26,690 --> 00:11:31,850
No, no, no. There's two, three,
four things you need to do every

352
00:11:32,410 --> 00:11:32,790
day.

353
00:11:33,030 --> 00:11:35,270
And just do that.

354
00:11:35,270 --> 00:11:35,390
Everything.

355
00:11:35,390 --> 00:11:35,690
Stay there.

356
00:11:35,690 --> 00:11:36,050
Stay focused.

357
00:11:36,050 --> 00:11:36,150
Okay.

358
00:11:36,150 --> 00:11:38,030
So where we got to that point.

359
00:11:38,030 --> 00:11:38,930
So, but there you go.

360
00:11:38,930 --> 00:11:41,860
That's, but my pet peeve that was
bringing back that and we'll

361
00:11:41,860 --> 00:11:42,040
switch topics.

362
00:11:42,040 --> 00:11:45,340
My pet peeve is just putting

363
00:11:45,340 --> 00:11:45,520
things off.

364
00:11:45,520 --> 00:11:46,560
I just, I don't get it.

365
00:11:46,660 --> 00:11:47,680
I do not get it.

366
00:11:47,680 --> 00:11:48,060
It does.

367
00:11:48,060 --> 00:11:49,400
I'm not wired like that.

368
00:11:49,400 --> 00:11:49,940
I don't understand.

369
00:11:49,940 --> 00:11:51,620
It's like, cause it's always
Monday, right?

370
00:11:51,620 --> 00:11:52,740
It's always January.

371
00:11:52,740 --> 00:11:54,580
It's always when I get back, it's

372
00:11:54,580 --> 00:11:57,260
always like, why not now?
Like, what's the worst that could

373
00:11:57,260 --> 00:11:58,160
happen?
It's just you.

374
00:11:59,480 --> 00:12:01,600
Like, this is a look in the mirror
moment.

375
00:12:01,700 --> 00:12:04,520
And a lot of you, if you're
listening to this right now, you

376
00:12:04,520 --> 00:12:08,100
have things where you're like,
yeah, I'll get to that on

377
00:12:08,220 --> 00:12:08,340
Wednesday.

378
00:12:08,340 --> 00:12:09,120
Yeah, I'll get to that.

379
00:12:09,120 --> 00:12:10,440
Like, frickin' bugs me.

380
00:12:10,440 --> 00:12:13,320
People are like, yeah, we'll take,

381
00:12:13,320 --> 00:12:18,300
well, why not today?
Let's do it today.

382
00:12:18,300 --> 00:12:21,040
Because if you tell yourself
you're going to take four days,

383
00:12:21,040 --> 00:12:22,980
guess what?
You're going to start doing it in

384
00:12:22,980 --> 00:12:24,220
three and a half.

385
00:12:24,220 --> 00:12:25,520
Is that the law of constraints?

386
00:12:25,520 --> 00:12:30,280
There's a law out there like that
where it's like the time you give

387
00:12:30,280 --> 00:12:30,720
yourself.

388
00:12:30,820 --> 00:12:32,340
So if you gave yourself three

389
00:12:32,340 --> 00:12:34,980
hours, you'd get it done.

390
00:12:34,980 --> 00:12:38,380
As long as you hold yourself

391
00:12:38,380 --> 00:12:39,100
accountable.

392
00:12:39,820 --> 00:12:42,260
And too many of you let yourself

393
00:12:42,260 --> 00:12:47,360
off the hook and your standards
are way too low.

394
00:12:47,360 --> 00:12:48,780
Right?
So you have to align your

395
00:12:48,960 --> 00:12:49,500
standards with your expectations.

396
00:12:49,500 --> 00:12:50,440
If you want this exceptional

397
00:12:51,280 --> 00:12:52,200
business, then you have to have
exceptional standards.

398
00:12:52,200 --> 00:12:56,380
And so you have to change one of
the two because a lot of your

399
00:12:56,380 --> 00:12:57,780
businesses, they're just not,
they're not equaling out.

400
00:12:57,780 --> 00:13:02,040
So then don't tell me you want to
do 30 million in volume when

401
00:13:02,120 --> 00:13:05,190
you're doing 10 because your
standards are at a $10 million

402
00:13:05,190 --> 00:13:05,430
producer.

403
00:13:05,430 --> 00:13:06,830
They should be at a $50 million

404
00:13:06,970 --> 00:13:08,290
producer to go do the 30.

405
00:13:08,290 --> 00:13:08,690
All right.

406
00:13:08,690 --> 00:13:09,170
Think about that.

407
00:13:09,170 --> 00:13:11,950
Let that sink in.

408
00:13:11,950 --> 00:13:12,110
Seriously.

409
00:13:12,110 --> 00:13:13,590
It all comes back to you.

410
00:13:13,590 --> 00:13:14,970
It all comes back to you.

411
00:13:14,970 --> 00:13:15,850
Okay, so social media wise,

412
00:13:15,850 --> 00:13:16,290
switching gears.

413
00:13:16,290 --> 00:13:17,970
Before we do that, we know who

414
00:13:17,970 --> 00:13:18,470
sponsors this, Americana.

415
00:13:18,750 --> 00:13:20,630
And I had some people ask me, hey,

416
00:13:20,630 --> 00:13:21,530
when's the next podcast coming
out?

417
00:13:21,530 --> 00:13:25,270
And I know you, hey, you're
supposed to put them out every

418
00:13:26,610 --> 00:13:28,010
week and you're supposed to do
that.

419
00:13:28,010 --> 00:13:29,910
And I get it, totally get it.

420
00:13:29,910 --> 00:13:31,990
You're supposed to be, but here's

421
00:13:31,990 --> 00:13:32,230
the thing.

422
00:13:32,230 --> 00:13:32,390
That's...

423
00:13:32,390 --> 00:13:36,420
This is how I roll on this.

424
00:13:36,420 --> 00:13:38,620
This isn't a, oh, I'll do it next

425
00:13:38,620 --> 00:13:38,760
Wednesday.

426
00:13:38,760 --> 00:13:39,820
Like this isn't structured.

427
00:13:39,820 --> 00:13:44,100
I'm not sitting there going, I
need to get my podcast out.

428
00:13:44,100 --> 00:13:45,560
Quick, think of something, think
of something.

429
00:13:45,560 --> 00:13:49,160
It's when I have things to talk
about, then I go record.

430
00:13:49,160 --> 00:13:54,340
And so sometimes that lines up
where I've got three or four in

431
00:13:54,340 --> 00:13:58,080
the kitty, and then we've got
enough or one or two.

432
00:13:58,080 --> 00:14:03,410
And sometimes it's, we have to
wait a couple of weeks and it's at

433
00:14:03,410 --> 00:14:06,350
the detriment of me being
consistent here.

434
00:14:06,350 --> 00:14:09,650
And then you go and wear the
things, but.

435
00:14:09,730 --> 00:14:13,330
I don't know what to tell you.

436
00:14:13,330 --> 00:14:15,550
This is more like, that just tells

437
00:14:15,690 --> 00:14:17,090
you how authentic the podcast is.

438
00:14:17,170 --> 00:14:18,110
I'm not just doing it to make

439
00:14:18,110 --> 00:14:18,250
content.

440
00:14:18,250 --> 00:14:19,390
This is, if I think there's

441
00:14:19,390 --> 00:14:20,750
something that I value your time,
you're sitting, you're listening.

442
00:14:21,210 --> 00:14:24,650
I want to go like, Hey, this is
something like important.

443
00:14:24,650 --> 00:14:27,400
I think is very important.

444
00:14:27,400 --> 00:14:28,840
You should listen to it's not

445
00:14:28,840 --> 00:14:33,640
just, Oh, I'm going to, cause I
know a lot of content people, a

446
00:14:33,640 --> 00:14:35,400
lot of people are putting out a
bunch of stuff.

447
00:14:35,400 --> 00:14:36,080
They're manufacturing it.

448
00:14:36,080 --> 00:14:37,920
But, and so it starts to lose the

449
00:14:37,920 --> 00:14:42,100
feel of like, Is this real?
Like, or are you just like, is

450
00:14:42,100 --> 00:14:44,100
this on the schedule and you have
to talk about something?

451
00:14:44,100 --> 00:14:48,040
Because that is the case with a
lot of people and in our industry.

452
00:14:48,040 --> 00:14:49,220
It's just the way it is.

453
00:14:49,220 --> 00:14:51,160
It's the way they've set up their

454
00:14:51,160 --> 00:14:52,920
business and I don't roll that
way.

455
00:14:53,080 --> 00:14:55,020
It's like when I have something, I
have something.

456
00:14:55,140 --> 00:14:55,280
Okay.

457
00:14:55,560 --> 00:14:56,020
So here you go.

458
00:14:56,020 --> 00:14:58,880
That answers that question for the
people that have been messaging

459
00:14:58,880 --> 00:14:59,020
me.

460
00:14:59,020 --> 00:15:00,580
Wondering where the next podcast

461
00:15:00,720 --> 00:15:01,020
is.

462
00:15:01,020 --> 00:15:01,780
Here it is.

463
00:15:01,780 --> 00:15:05,920
And you might have to wait another
three weeks, but maybe not.

464
00:15:05,920 --> 00:15:07,720
Maybe you wait four days.

465
00:15:07,860 --> 00:15:08,240
I don't know.

466
00:15:08,240 --> 00:15:08,560
Okay.

467
00:15:10,560 --> 00:15:11,340
So social media wise.

468
00:15:11,340 --> 00:15:12,500
Okay, so we're going down that
journey.

469
00:15:12,500 --> 00:15:13,980
So Team Wiley is very social media
forward.

470
00:15:13,980 --> 00:15:16,800
We have people on the team who
don't do social media at all.

471
00:15:16,800 --> 00:15:18,780
You do not need to do social media
to join the team.

472
00:15:18,780 --> 00:15:21,160
It's just stuff we talk about,
just like AI.

473
00:15:21,160 --> 00:15:22,400
We talk about AI every day, pretty
much.

474
00:15:22,400 --> 00:15:25,010
We talk about content every day,
pretty much.

475
00:15:25,010 --> 00:15:27,210
It weaves into our conversations
because I see where this is going.

476
00:15:27,210 --> 00:15:28,670
I've seen it for a while.

477
00:15:28,670 --> 00:15:30,610
Why aren't we talking about it?

478
00:15:30,610 --> 00:15:32,170
So we're going to talk about it.

479
00:15:32,170 --> 00:15:34,430
Some agents on the team just

480
00:15:34,430 --> 00:15:34,610
don't.

481
00:15:34,610 --> 00:15:35,150
And that's cool.

482
00:15:35,150 --> 00:15:35,210
Whatever.

483
00:15:35,210 --> 00:15:35,750
You run your business.

484
00:15:35,750 --> 00:15:38,090
This is what some of the things we
are going to focus on.

485
00:15:38,090 --> 00:15:40,350
And so we're doing a lot of
content.

486
00:15:40,350 --> 00:15:43,110
And I'm really happy to say we ran
this social 100 challenge, which

487
00:15:43,110 --> 00:15:45,370
we challenged the team.

488
00:15:45,370 --> 00:15:46,790
We said, we're for 100 days.

489
00:15:46,790 --> 00:15:49,090
Your goal is to post one video a
day on one platform.

490
00:15:49,210 --> 00:15:50,750
And then you get a point for that
day.

491
00:15:50,870 --> 00:15:56,580
And how many, whoever has the most
points at the end of 100 days,

492
00:15:56,580 --> 00:15:58,440
we're going to make over their
office.

493
00:15:58,440 --> 00:16:02,340
I'm going to give him a thousand
bucks and make it over if that's a

494
00:16:02,340 --> 00:16:04,280
new camera, new paint, new
lighting, new desk, new chair, new

495
00:16:04,280 --> 00:16:05,120
knickknacks in the back.

496
00:16:05,120 --> 00:16:06,860
I don't know, glow lights,

497
00:16:06,860 --> 00:16:07,200
whatever.

498
00:16:07,200 --> 00:16:08,200
Pretty cool.

499
00:16:08,200 --> 00:16:12,680
We've got eight or nine agents
that are on like day 75 and

500
00:16:12,680 --> 00:16:14,320
they're 75 for 75.

501
00:16:14,500 --> 00:16:16,780
And two or three of them hadn't

502
00:16:16,780 --> 00:16:18,380
really done social media before.

503
00:16:18,380 --> 00:16:20,220
And I go back and I see where

504
00:16:20,660 --> 00:16:22,840
their videos were at the beginning
and where they are now.

505
00:16:22,840 --> 00:16:24,530
And it's like, oh, my God.

506
00:16:24,530 --> 00:16:26,250
And like some of them are just

507
00:16:26,430 --> 00:16:28,750
like plain naturals and I didn't
even know it.

508
00:16:28,750 --> 00:16:29,950
And it's like so cool.

509
00:16:29,950 --> 00:16:30,790
Very cool to see.

510
00:16:30,790 --> 00:16:33,470
It's crazy what happens when you
do things together.

511
00:16:33,470 --> 00:16:35,890
And sometimes there's people don't
want to put their video out, but

512
00:16:35,890 --> 00:16:38,130
they're like, I also accepted a
challenge.

513
00:16:38,130 --> 00:16:39,210
I also don't want to lose.

514
00:16:39,210 --> 00:16:40,950
And I'm going to the other people

515
00:16:40,950 --> 00:16:41,690
are pushing me.

516
00:16:41,690 --> 00:16:44,610
And so it's just very cool to see

517
00:16:44,610 --> 00:16:47,750
firsthand when you have like
-minded people on the same journey

518
00:16:47,750 --> 00:16:48,370
together, holding each other
accountable.

519
00:16:48,370 --> 00:16:50,130
And it's not even about the office
makeover anymore.

520
00:16:50,130 --> 00:16:52,150
It's about getting, it's like
finishing the race is what it is.

521
00:16:52,150 --> 00:16:54,650
And then we're going to look at,
and we're going to compare notes

522
00:16:54,650 --> 00:16:55,790
on everyone's stuff.

523
00:16:55,910 --> 00:16:58,850
And it's, I'll report back on what

524
00:16:59,030 --> 00:17:03,330
we were in there, but it's just
awesome to see.

525
00:17:03,330 --> 00:17:08,829
And so because we do that, there's
a lot of people out there doing a

526
00:17:08,829 --> 00:17:10,970
lot of things.

527
00:17:10,970 --> 00:17:11,770
And they're reporting back.

528
00:17:11,770 --> 00:17:16,109
We have some people that have went
viral, not even the people on the

529
00:17:16,109 --> 00:17:16,410
challenge.

530
00:17:16,410 --> 00:17:17,710
One person on the challenge went

531
00:17:17,710 --> 00:17:18,130
viral.

532
00:17:18,130 --> 00:17:20,740
Two others had just started like

533
00:17:20,740 --> 00:17:23,099
pretty much like two weeks, got
like 80 ,000 and 250 ,000 views.

534
00:17:23,099 --> 00:17:26,280
And they're working on apps and a
lot of comments and hundreds and

535
00:17:26,280 --> 00:17:29,040
hundreds of comments around a
strategy.

536
00:17:29,040 --> 00:17:31,260
And it's just so cool.

537
00:17:31,260 --> 00:17:34,780
And so the comment always comes

538
00:17:34,780 --> 00:17:35,320
up.

539
00:17:35,320 --> 00:17:36,580
The conversation comes up.

540
00:17:36,580 --> 00:17:39,860
Like I've been, I'm stuck in 200
land and which is okay.

541
00:17:39,860 --> 00:17:43,220
You can run a very successful
business getting 200 views.

542
00:17:43,220 --> 00:17:44,240
Don't forget, just because
someone's not commenting or

543
00:17:44,240 --> 00:17:47,120
liking, you only need a thousand
followers who are your people,

544
00:17:47,120 --> 00:17:53,000
your tribe that like watching your
stuff and that like to run a very

545
00:17:53,000 --> 00:17:54,980
good business off of social media.

546
00:17:54,980 --> 00:17:57,440
That's sort of the benchmark, a

547
00:17:57,620 --> 00:17:58,380
thousand people.

548
00:17:58,380 --> 00:18:01,260
If you have more than that, great,

549
00:18:01,260 --> 00:18:01,440
whatever.

550
00:18:01,440 --> 00:18:02,640
But you can run a very good

551
00:18:02,640 --> 00:18:03,300
business off of that.

552
00:18:03,300 --> 00:18:04,180
But here's the problem.

553
00:18:04,180 --> 00:18:07,700
A lot of people are expecting book
calls and they're saying it

554
00:18:07,700 --> 00:18:07,960
doesn't work.

555
00:18:07,960 --> 00:18:09,520
which don't even get me started,

556
00:18:09,520 --> 00:18:11,340
okay?
I gotta take a sip of coffee so I

557
00:18:11,340 --> 00:18:12,240
don't go down that rabbit hole.

558
00:18:12,240 --> 00:18:13,570
But here's the problem I'm seeing,

559
00:18:13,570 --> 00:18:16,390
is a lot of the content, A, just
not good, B, boring and you don't

560
00:18:16,390 --> 00:18:19,010
feel like, seem like you wanna
make it.

561
00:18:19,010 --> 00:18:21,090
So we made like a couple of
tweaks.

562
00:18:21,090 --> 00:18:24,570
We're just like, go make content
you wanna talk about.

563
00:18:24,570 --> 00:18:27,670
Define an avatar, do 70 % of your
content around that avatar.

564
00:18:27,670 --> 00:18:29,670
And then 20 % of your content can
circle around that avatar.

565
00:18:29,670 --> 00:18:31,270
And then 10 % can be personal.

566
00:18:31,270 --> 00:18:33,170
So I'll give you an example.

567
00:18:33,170 --> 00:18:35,290
Let's just say your avatar is BFS.

568
00:18:35,290 --> 00:18:36,930
I want to help business for self

569
00:18:36,930 --> 00:18:39,470
people get a mortgage.

570
00:18:40,410 --> 00:18:43,150
70 % of your content should be

571
00:18:43,150 --> 00:18:44,070
around that.

572
00:18:44,070 --> 00:18:47,190
20 % can be a little more general

573
00:18:47,190 --> 00:18:48,530
mortgage related around that.

574
00:18:48,530 --> 00:18:50,490
But don't go off into credit

575
00:18:50,490 --> 00:18:51,010
challenge world.

576
00:18:51,270 --> 00:18:54,490
Hang in like around stuff you want

577
00:18:54,490 --> 00:18:54,910
to talk about.

578
00:18:54,910 --> 00:18:56,570
And then the other 10 can be

579
00:18:56,570 --> 00:18:56,650
hobbies.

580
00:18:56,650 --> 00:18:58,690
And if you want family or dogs or

581
00:18:58,690 --> 00:19:02,030
tennis or whatever, that's sort of
the ratio of what you want to

582
00:19:02,030 --> 00:19:02,910
stick with here.

583
00:19:02,910 --> 00:19:05,190
But here ends up being the problem

584
00:19:05,190 --> 00:19:07,090
is a lot of you're not getting
book calls.

585
00:19:07,090 --> 00:19:11,660
And the reason you're not getting
book calls is you or people

586
00:19:11,660 --> 00:19:12,260
reaching out, engaging in
conversation.

587
00:19:12,840 --> 00:19:15,160
And like the reason that's not
happening is you're making content

588
00:19:15,160 --> 00:19:16,200
where you're not cutting through
the noise.

589
00:19:16,880 --> 00:19:18,080
You're not solving anyone's
problem.

590
00:19:18,080 --> 00:19:23,280
The quicker you realize this, the
better off you'll be.

591
00:19:23,720 --> 00:19:28,800
If your content is fixed versus
variable, and if that's a sliver

592
00:19:28,800 --> 00:19:29,580
of it, okay, whatever.

593
00:19:29,580 --> 00:19:30,800
I think it's like been there, done

594
00:19:30,800 --> 00:19:32,020
that for the last six, seven
years.

595
00:19:32,020 --> 00:19:34,560
Don't need to do that anymore.

596
00:19:34,840 --> 00:19:37,560
But let's just say you want to do

597
00:19:37,560 --> 00:19:38,220
it, sure.

598
00:19:38,220 --> 00:19:40,160
But if it's just constant general

599
00:19:40,160 --> 00:19:40,760
information, you're like...

600
00:19:40,760 --> 00:19:42,720
How are you an expert?

601
00:19:43,220 --> 00:19:45,960
There's general information that
we've heard 18 different ways and

602
00:19:45,960 --> 00:19:47,140
you're not solving my problem.

603
00:19:47,140 --> 00:19:49,720
I was not sitting here and I woke

604
00:19:49,720 --> 00:19:55,380
up going, man, I really wish I
knew what my prepayment privileges

605
00:19:55,380 --> 00:19:58,640
were or what that was for the
mortgage I don't even have.

606
00:19:58,640 --> 00:20:01,360
I really wish I knew that.

607
00:20:01,360 --> 00:20:02,200
It's not.

608
00:20:02,340 --> 00:20:06,480
But if you cut through and you
said, hey, I can show you how to

609
00:20:06,480 --> 00:20:08,460
buy a home faster than you thought
you could.

610
00:20:08,460 --> 00:20:11,780
I'd be like, oh, yeah, I thought
it'd take, hey, are you a first

611
00:20:11,780 --> 00:20:15,560
time home buyer and you think it's
going to take you 12 to 18 months

612
00:20:15,560 --> 00:20:20,860
to buy your first home?
What if there was a way to buy it

613
00:20:20,860 --> 00:20:22,940
in three to six months?
Here's an example.

614
00:20:22,940 --> 00:20:27,420
OK, the problem was I didn't think
I could buy a home right now.

615
00:20:27,420 --> 00:20:30,980
And you just said you have a
solution for that.

616
00:20:30,980 --> 00:20:35,040
And you're going to explain and
you're going to tell me the

617
00:20:35,040 --> 00:20:35,200
outcome.

618
00:20:35,200 --> 00:20:35,820
Boom.

619
00:20:35,820 --> 00:20:36,380
Done.

620
00:20:36,380 --> 00:20:38,030
Love it.

621
00:20:38,030 --> 00:20:42,550
Did your bank say no?
Because the income you declare is.

622
00:20:42,550 --> 00:20:48,370
Because you're a business owner,
and did your bank send no for a

623
00:20:48,370 --> 00:20:50,770
mortgage?
The bank you've been banking with

624
00:20:50,770 --> 00:20:55,190
for 20 years, and you thought they
had your back, and you decide to

625
00:20:55,190 --> 00:20:57,250
keep your income inside of your
corporation because you want to

626
00:20:57,250 --> 00:20:58,370
pay less tax on it.

627
00:20:58,370 --> 00:21:01,270
And the bank's going, well, that's

628
00:21:02,390 --> 00:21:05,730
cool, but it's penalizing you
because you're declaring less

629
00:21:05,730 --> 00:21:06,690
personal income.

630
00:21:06,690 --> 00:21:09,650
And that's what we look at when we

631
00:21:09,650 --> 00:21:10,490
give out mortgages.

632
00:21:10,490 --> 00:21:13,010
And so if that's you, I have a

633
00:21:13,010 --> 00:21:13,250
solution.

634
00:21:13,250 --> 00:21:16,850
And this is what it is, and this

635
00:21:16,850 --> 00:21:18,750
would be your outcome.

636
00:21:18,750 --> 00:21:20,610
Ah, yeah, I do have a problem,

637
00:21:20,610 --> 00:21:21,810
right?
You see where I'm going?

638
00:21:22,070 --> 00:21:26,090
A lot of you are talking about
general shit and it's stuff you

639
00:21:26,090 --> 00:21:26,990
don't even care about.

640
00:21:27,130 --> 00:21:28,970
So it's coming through that you

641
00:21:28,970 --> 00:21:32,010
don't care about and you're just
making content to make content.

642
00:21:32,510 --> 00:21:34,210
And you can't do that.

643
00:21:34,370 --> 00:21:35,030
You can't do that.

644
00:21:35,130 --> 00:21:36,050
Right?
Go find the person.

645
00:21:36,050 --> 00:21:36,710
Don't go on.

646
00:21:36,710 --> 00:21:38,330
Don't be the person that's like,

647
00:21:38,330 --> 00:21:39,710
hey, I just got a relationship or
whatever.

648
00:21:39,710 --> 00:21:41,290
I'm going to throw this analogy
out there.

649
00:21:41,290 --> 00:21:43,590
I don't even know if it makes
sense, but let's see how it rolls

650
00:21:43,590 --> 00:21:45,090
off the tongue.

651
00:21:45,470 --> 00:21:47,010
But you're looking for a new

652
00:21:47,010 --> 00:21:47,670
relation, new partner in life.

653
00:21:47,670 --> 00:21:49,310
You came out of something, but now

654
00:21:49,310 --> 00:21:50,330
you know what you want.

655
00:21:50,470 --> 00:21:51,630
But then you go, I'm just going to

656
00:21:51,630 --> 00:21:51,990
go date.

657
00:21:51,990 --> 00:21:55,270
And you start dating all the

658
00:21:55,270 --> 00:21:59,230
things and you start like wasting
time and doing this thing.

659
00:21:59,230 --> 00:22:04,650
When all reality, you already know
what you want, the things you want

660
00:22:04,650 --> 00:22:05,230
in that person.

661
00:22:05,230 --> 00:22:06,470
Go find those things.

662
00:22:06,470 --> 00:22:08,150
Come out of the gate with that.

663
00:22:08,150 --> 00:22:08,490
Don't go.

664
00:22:08,490 --> 00:22:13,890
freaking dating 30 people and like
want to blow your head off and all

665
00:22:13,890 --> 00:22:16,350
the crap you have to deal with
coming in.

666
00:22:16,350 --> 00:22:17,490
It's the same concept.

667
00:22:17,490 --> 00:22:18,930
Don't go so wide on all your

668
00:22:18,930 --> 00:22:19,090
stuff.

669
00:22:19,090 --> 00:22:21,570
You're never going to be known as

670
00:22:21,570 --> 00:22:22,710
an expert.

671
00:22:22,710 --> 00:22:23,930
Like people want to partner with

672
00:22:23,930 --> 00:22:27,230
experts, people that they think
are really good at what they do.

673
00:22:27,230 --> 00:22:30,750
And so if you talk about the thing
you're really, really good at and

674
00:22:30,750 --> 00:22:35,690
you show me, you break it down by
the problem you solve and you do

675
00:22:35,970 --> 00:22:37,070
that once or twice.

676
00:22:37,070 --> 00:22:37,650
Okay, good.

677
00:22:37,650 --> 00:22:39,730
Do it 50 times.

678
00:22:39,730 --> 00:22:41,530
Go show me how you helped a

679
00:22:41,750 --> 00:22:44,530
business owner get a mortgage with
an A lender or get a mortgage with

680
00:22:44,530 --> 00:22:48,870
a B lender when they didn't think
they could get a mortgage.

681
00:22:48,870 --> 00:22:54,790
Go show me 50 times how you did
that.

682
00:22:54,790 --> 00:22:58,950
Now when I consume your content,
that's all I see.

683
00:22:59,110 --> 00:23:01,270
I see you problem solving a
problem I have.

684
00:23:01,270 --> 00:23:01,950
So now you're an expert.

685
00:23:01,950 --> 00:23:03,050
Like when I go look at reviews for

686
00:23:03,050 --> 00:23:04,950
a restaurant or a product on
Amazon or whatever, I don't read

687
00:23:05,270 --> 00:23:06,190
one review.

688
00:23:06,190 --> 00:23:08,150
I need to read four, five, six, 10

689
00:23:08,150 --> 00:23:10,230
reviews to form my opinion on what
I think.

690
00:23:10,230 --> 00:23:12,850
A lot of you are making one or two
things and then you shift gears

691
00:23:12,850 --> 00:23:15,090
and you go on to the next thing.

692
00:23:15,090 --> 00:23:17,630
And you're like, how come no one's

693
00:23:17,630 --> 00:23:18,950
reaching out?
Well, it's because you're not

694
00:23:19,090 --> 00:23:19,690
solving a problem.

695
00:23:19,690 --> 00:23:21,210
And you're shifting gears and

696
00:23:21,210 --> 00:23:22,010
they're kind of confused.

697
00:23:22,010 --> 00:23:23,770
What do you do?

698
00:23:23,770 --> 00:23:28,030
Like, don't be Applebee's where
you fucking serve everything and

699
00:23:28,030 --> 00:23:32,560
you're not good at any of it.

700
00:23:32,560 --> 00:23:33,780
Like, be one dialed in restaurant.

701
00:23:33,780 --> 00:23:34,700
Like, shawarma.

702
00:23:34,700 --> 00:23:35,240
Sell shawarma.

703
00:23:35,240 --> 00:23:36,360
Okay?
Don't sell hot dogs and shawarma.

704
00:23:36,360 --> 00:23:39,400
Sell shawarma and get really,
really, really, really good at it.

705
00:23:39,400 --> 00:23:39,720
Big mistake.

706
00:23:39,720 --> 00:23:41,000
Big mistake.

707
00:23:41,000 --> 00:23:42,000
And this is evolving, like it's
happening.

708
00:23:42,000 --> 00:23:49,100
And so here's what you do is you
discover who the avatar is and

709
00:23:49,100 --> 00:23:51,970
then you go and make content for
the avatar.

710
00:23:51,970 --> 00:23:53,790
But you have to solve a problem,
kids.

711
00:23:53,790 --> 00:23:56,990
If you're talking in generalities
and like there has to be some

712
00:23:56,990 --> 00:23:58,330
structure, get your hook out
early.

713
00:23:58,330 --> 00:24:02,350
If your hook is at the end, you're
going to lose people that I'm

714
00:24:02,350 --> 00:24:05,090
going to watch the video.

715
00:24:05,090 --> 00:24:06,330
So get it out early.

716
00:24:06,330 --> 00:24:07,890
Tell them the problem.

717
00:24:07,890 --> 00:24:09,130
Is this you?

718
00:24:09,130 --> 00:24:11,110
This is a solution, problem,
solution, outcome.

719
00:24:11,110 --> 00:24:13,130
Use that for every video and do 50
of them for your avatar.

720
00:24:13,390 --> 00:24:16,330
And guess what?
The algorithm with the AI built

721
00:24:16,330 --> 00:24:19,230
into it is going to go find your
people.

722
00:24:19,230 --> 00:24:21,730
It's going to do the heavy lifting
for you.

723
00:24:21,730 --> 00:24:25,350
And then when someone comes on to
watch your stuff, it's, oh, yeah,

724
00:24:25,350 --> 00:24:25,590
yeah.

725
00:24:25,590 --> 00:24:27,350
Oh, it's what they do.

726
00:24:27,350 --> 00:24:27,710
Wow.

727
00:24:27,710 --> 00:24:28,330
They're talking about.

728
00:24:28,330 --> 00:24:31,870
all the pain points of being a
business owner trying to get

729
00:24:31,870 --> 00:24:32,090
financing.

730
00:24:32,090 --> 00:24:33,230
And wow.

731
00:24:33,390 --> 00:24:35,010
And that's all I see.

732
00:24:35,010 --> 00:24:36,430
I don't see you talking about

733
00:24:36,430 --> 00:24:38,930
purchase plus improvements and
reverse fucking mortgages and over

734
00:24:38,930 --> 00:24:40,530
here, commercial deals and then
fixtures and just like basic, like

735
00:24:40,530 --> 00:24:41,130
jargon, like you're not cutting
through.

736
00:24:41,130 --> 00:24:45,120
Like, but I just watched 12 of
your reels about problem solving

737
00:24:45,160 --> 00:24:45,740
business, business owners.

738
00:24:45,740 --> 00:24:46,740
I'm a business owner.

739
00:24:47,960 --> 00:24:50,000
And now I'm like, okay, this is my
guy.

740
00:24:50,000 --> 00:24:51,000
This is my girl.

741
00:24:51,000 --> 00:24:53,140
That's where I'm going.

742
00:24:53,140 --> 00:24:56,120
Because you proved it over and
over and over again.

743
00:24:56,120 --> 00:24:58,100
And you're hanging your hat on
something.

744
00:24:58,380 --> 00:25:00,800
Right?
If you don't stand for something,

745
00:25:01,320 --> 00:25:04,700
you'll fall for anything.

746
00:25:05,020 --> 00:25:06,840
So stand for something in your

747
00:25:07,160 --> 00:25:07,740
business.

748
00:25:07,740 --> 00:25:09,140
Like who is it?

749
00:25:09,280 --> 00:25:13,390
Who are you serving?
So I wanted to point that out.

750
00:25:13,610 --> 00:25:16,110
And a byproduct of this, a massive
byproduct, a massive bonus of you

751
00:25:16,110 --> 00:25:17,930
doing this is you're
indoctrinating people.

752
00:25:17,930 --> 00:25:19,250
So the more you're.

753
00:25:19,250 --> 00:25:20,690
You're talking like very, very

754
00:25:20,690 --> 00:25:23,170
specific who you're talking to
with the problems.

755
00:25:23,170 --> 00:25:27,370
By the time you get on any sort of
phone call with anyone, you've

756
00:25:27,370 --> 00:25:29,730
indoctrinated them enough where
they might even know what you're

757
00:25:29,730 --> 00:25:31,830
going to say.

758
00:25:31,830 --> 00:25:33,670
Your trust levels are like nine

759
00:25:33,670 --> 00:25:34,050
out of 10.

760
00:25:34,050 --> 00:25:35,330
They just want to see if you're a

761
00:25:35,490 --> 00:25:35,810
real person.

762
00:25:35,810 --> 00:25:37,850
They want to see if you're the

763
00:25:38,110 --> 00:25:40,550
person that they're watching on
social.

764
00:25:40,550 --> 00:25:44,250
They want to make sure you're not
like pretending.

765
00:25:44,250 --> 00:25:46,570
But you've got a massive
advantage.

766
00:25:46,570 --> 00:25:50,070
And so if you're out there
scrambling right now, banging your

767
00:25:50,070 --> 00:25:52,610
head against the wall, because
you're losing deals to the bank.

768
00:25:52,610 --> 00:25:56,410
And we know that people work with
who they love, like and trust.

769
00:25:57,450 --> 00:25:59,910
And you're not building trust up
through social and you're trying

770
00:26:00,190 --> 00:26:03,470
to do it through a half hour
discovery call.

771
00:26:03,470 --> 00:26:07,680
And because they sent you some
documents, and you pulled their

772
00:26:07,680 --> 00:26:10,100
credit that you're there and
you're good.

773
00:26:10,100 --> 00:26:14,300
And like, that's how you're going
to run your business right now.

774
00:26:14,300 --> 00:26:16,340
And that's what you're hanging
your hat on.

775
00:26:16,340 --> 00:26:17,880
And you're good.

776
00:26:17,880 --> 00:26:20,860
You answer the phone when they

777
00:26:20,860 --> 00:26:21,420
call.

778
00:26:21,420 --> 00:26:22,720
And you're thinking like, that's

779
00:26:22,720 --> 00:26:23,900
the thing.

780
00:26:23,900 --> 00:26:25,940
I'm telling you, you might as well

781
00:26:26,380 --> 00:26:26,820
hang it up.

782
00:26:26,820 --> 00:26:28,040
Just hang it up.

783
00:26:28,040 --> 00:26:30,380
Go build the thing.

784
00:26:30,380 --> 00:26:31,980
The thing is social.

785
00:26:31,980 --> 00:26:32,280
It's brand.

786
00:26:32,280 --> 00:26:33,240
It's your brand.

787
00:26:33,240 --> 00:26:34,140
What is your brand?
Right?

788
00:26:34,140 --> 00:26:35,340
I think pretty obvious what my
brand is.

789
00:26:36,130 --> 00:26:38,770
Ryan Wiley, what do you do?
I coach mortgage agents.

790
00:26:38,770 --> 00:26:40,190
I have a mortgage team.

791
00:26:40,330 --> 00:26:41,530
I mentor my own agents, coach

792
00:26:41,530 --> 00:26:45,090
them, dumb for you tools.

793
00:26:45,090 --> 00:26:46,670
And I have strategy hub and I

794
00:26:47,650 --> 00:26:48,890
coach people in there.

795
00:26:48,890 --> 00:26:51,150
That's why I don't do anything

796
00:26:51,150 --> 00:26:51,250
else.

797
00:26:51,330 --> 00:26:53,830
Like it's very obvious what I do,

798
00:26:53,830 --> 00:26:54,710
but it's all I talk about.

799
00:26:54,710 --> 00:26:56,990
And am I ever going to stop?

800
00:26:56,990 --> 00:27:00,770
No, I'm just going to keep talking
about it.

801
00:27:00,770 --> 00:27:03,230
So guess what?
You're never confused.

802
00:27:03,230 --> 00:27:06,660
A lot of you are confusing people.

803
00:27:06,660 --> 00:27:08,080
And then you're wondering why no

804
00:27:08,080 --> 00:27:09,920
one's coming to the restaurant.

805
00:27:09,920 --> 00:27:11,200
You haven't built up enough trust.

806
00:27:11,200 --> 00:27:16,780
And then all the pieces of the
puzzle are interconnected.

807
00:27:16,780 --> 00:27:18,260
Your discovery calls are way
harder because you haven't

808
00:27:18,580 --> 00:27:22,080
indoctrinated them from social and
then watching your videos and

809
00:27:22,220 --> 00:27:25,220
seeing and you haven't hit them
enough through email to see the

810
00:27:25,220 --> 00:27:25,560
things through there.

811
00:27:25,560 --> 00:27:27,020
And so how are they supposed to

812
00:27:27,020 --> 00:27:28,280
know you?
And then you're cramming in all

813
00:27:28,280 --> 00:27:32,040
this pressure and stress and
expectations into a 30 -minute

814
00:27:32,040 --> 00:27:33,640
discovery call.

815
00:27:33,640 --> 00:27:36,600
And it's why a lot of you have a

816
00:27:36,600 --> 00:27:37,380
much longer discovery call.

817
00:27:37,380 --> 00:27:39,540
And because in your head, you feel

818
00:27:39,540 --> 00:27:43,140
you have to, and that justifies
why they should work with you.

819
00:27:43,440 --> 00:27:45,920
Because you don't have the brand.

820
00:27:45,920 --> 00:27:47,820
So you're trying to play catch up.

821
00:27:47,820 --> 00:27:48,880
Right?
There's not one of these things

822
00:27:48,880 --> 00:27:51,020
that's going to make you win
everywhere.

823
00:27:51,020 --> 00:27:54,400
It's like all the pieces, you have
to have them all.

824
00:27:54,400 --> 00:27:57,820
But it all branches off of social
media and your brand.

825
00:27:57,820 --> 00:27:58,080
It does.

826
00:27:58,080 --> 00:27:59,120
There's no way around it.

827
00:27:59,120 --> 00:28:00,560
There's no way around it.

828
00:28:00,560 --> 00:28:03,040
Put your head in the sand as much

829
00:28:03,040 --> 00:28:03,560
as you want.

830
00:28:03,560 --> 00:28:06,460
Hide from it for as long as you

831
00:28:06,460 --> 00:28:06,620
want.

832
00:28:06,620 --> 00:28:09,280
You're just hurting you and your

833
00:28:09,280 --> 00:28:15,080
family long term because you don't
want to go figure it out.

834
00:28:15,080 --> 00:28:18,600
If you don't know what to do, go
learn.

835
00:28:18,780 --> 00:28:20,660
If you've already learned, go do
the thing.

836
00:28:23,700 --> 00:28:26,260
If you're doing the thing, do more
of the thing.

837
00:28:26,860 --> 00:28:27,940
Like that's your world.

838
00:28:27,940 --> 00:28:28,480
It's right there.

839
00:28:28,480 --> 00:28:32,870
If you don't know, if you're like,
Ryan, but I don't understand

840
00:28:32,870 --> 00:28:33,890
social, go learn.

841
00:28:33,890 --> 00:28:34,990
At your fingertips is information

842
00:28:35,250 --> 00:28:36,530
like we've never had before.

843
00:28:36,530 --> 00:28:37,190
Go learn, right?

844
00:28:37,190 --> 00:28:39,410
Back in the day, you're like, go
to the library, encyclopedia.

845
00:28:40,390 --> 00:28:41,190
It's like, fuck.

846
00:28:41,190 --> 00:28:42,950
Like, go talk to people.

847
00:28:42,950 --> 00:28:43,230
Like, don't.

848
00:28:43,230 --> 00:28:44,870
I saw someone, they're like, hey,

849
00:28:44,870 --> 00:28:46,170
how are mortgages compounded?
How does RBC compound?

850
00:28:46,170 --> 00:28:48,730
Don't go post that in a Facebook
group.

851
00:28:48,730 --> 00:28:53,350
Go to ChatGPT and go, hey.

852
00:28:53,350 --> 00:28:53,670
I did it.

853
00:28:53,670 --> 00:28:55,090
And it comes out.

854
00:28:55,090 --> 00:28:55,210
Yeah.

855
00:28:55,210 --> 00:28:55,930
Semi -annual fixed rate.

856
00:28:55,930 --> 00:28:59,180
Are you a hundred percent sure?

857
00:28:59,180 --> 00:28:59,700
A hundred percent.

858
00:28:59,700 --> 00:29:01,340
It's the law.

859
00:29:01,340 --> 00:29:02,820
It's the law.

860
00:29:02,820 --> 00:29:04,060
Fixed rate merges are compounded

861
00:29:04,060 --> 00:29:05,660
semi -annual.

862
00:29:05,660 --> 00:29:06,720
No other answer.

863
00:29:06,720 --> 00:29:06,960
Okay.

864
00:29:06,960 --> 00:29:09,380
But you're, you're still living in

865
00:29:09,380 --> 00:29:13,380
a world five years ago where
you're like, Oh, I'm going to post

866
00:29:13,380 --> 00:29:14,220
in a Facebook group.

867
00:29:14,220 --> 00:29:16,740
I'm going to ask that they, we

868
00:29:16,900 --> 00:29:18,260
have information all around us,
like right like that.

869
00:29:18,260 --> 00:29:18,400
Boom.

870
00:29:18,480 --> 00:29:19,280
So there's no excuse.

871
00:29:19,280 --> 00:29:22,020
why you can't go do the thing.

872
00:29:22,020 --> 00:29:24,520
The only excuse is you didn't want

873
00:29:24,620 --> 00:29:25,500
to go figure it out.

874
00:29:25,500 --> 00:29:27,000
So then you tell yourself, it

875
00:29:27,000 --> 00:29:27,820
doesn't work.

876
00:29:28,430 --> 00:29:30,530
I'm not going to do it.

877
00:29:30,530 --> 00:29:35,890
You put your head in the sand and
then you go and you work on

878
00:29:35,890 --> 00:29:39,230
tweaking something in your
business that doesn't put money in

879
00:29:39,230 --> 00:29:44,250
your bank account, right?
And then you come up with excuses

880
00:29:44,250 --> 00:29:49,270
for the people who are counting on
you to why there's no money in the

881
00:29:49,270 --> 00:29:52,750
bank account is because, hey, the
thing, there's always a thing.

882
00:29:52,750 --> 00:29:55,510
Like, yeah, I just, right?
And then you've got other people

883
00:29:55,510 --> 00:29:59,130
waking up at 5 .30 and crushing
stuff by nine to do a week's worth

884
00:29:59,130 --> 00:30:01,410
of work that you've done.

885
00:30:01,410 --> 00:30:02,730
So those discovery calls get much

886
00:30:02,730 --> 00:30:05,470
easier when people have already
consumed 10 of your reels and

887
00:30:05,470 --> 00:30:08,590
receive four emails from you and
enter whatever here.

888
00:30:08,590 --> 00:30:10,290
discovery calls get much easier
when people have already consumed

889
00:30:10,450 --> 00:30:16,250
10 of your reels and receive four
emails from you whatever here.

890
00:30:16,250 --> 00:30:16,590
You're omnipresent.

891
00:30:16,590 --> 00:30:18,070
You're in different spots all the

892
00:30:18,070 --> 00:30:18,290
time.

893
00:30:18,630 --> 00:30:19,650
I promise you.

894
00:30:19,650 --> 00:30:21,770
And so you're not just... hurting
yourself from my branding and

895
00:30:21,770 --> 00:30:23,990
social media and lead generation
standpoint by not doing social,

896
00:30:25,710 --> 00:30:34,230
I'm going to start driving out
because I have to get to a Team

897
00:30:34,490 --> 00:30:35,610
Wiley 6 .30 a .m.

898
00:30:35,610 --> 00:30:37,190
meeting daily check -in call.

899
00:30:37,410 --> 00:30:40,990
So if you're listening to this on
Team Wiley, I'm coming.

900
00:30:41,270 --> 00:30:42,530
I'm coming.

901
00:30:42,530 --> 00:30:43,350
Starts in 10 minutes.

902
00:30:43,410 --> 00:30:46,690
You're hurting other areas of your
business.

903
00:30:46,690 --> 00:30:50,210
Like you're putting so much
pressure on that discovery call.

904
00:30:50,210 --> 00:30:55,010
Like a lot of you are starting
cold with people.

905
00:30:55,010 --> 00:30:56,470
So how'd you hear about me?
Oh, referral.

906
00:30:56,870 --> 00:30:57,190
Cool.

907
00:30:57,190 --> 00:30:58,950
What'd they say about me?

908
00:30:58,950 --> 00:30:59,150
Awesome.

909
00:30:59,150 --> 00:30:59,850
I start discovery calls.

910
00:30:59,850 --> 00:31:00,450
They're like, yeah, yeah.

911
00:31:00,450 --> 00:31:04,550
I know all your stuff.

912
00:31:04,550 --> 00:31:07,910
I'm like, how, like, how'd you
come into my world?

913
00:31:08,250 --> 00:31:08,950
Oh yeah.

914
00:31:08,950 --> 00:31:10,610
I've been watching Instagram for

915
00:31:10,610 --> 00:31:12,830
like a year and this and you, and
I go, what's resonating with you?

916
00:31:12,830 --> 00:31:13,010
Oh yeah.

917
00:31:13,010 --> 00:31:14,050
It's this, this, this.

918
00:31:14,050 --> 00:31:14,490
Oh yeah.

919
00:31:14,490 --> 00:31:14,650
Cool.

920
00:31:14,650 --> 00:31:15,770
All right.

921
00:31:15,770 --> 00:31:17,170
They're like, yeah, I'm in.

922
00:31:17,250 --> 00:31:20,910
Like, what are we doing?
Like, what's the cost?

923
00:31:20,910 --> 00:31:27,190
Like, what are we doing?
I have a couple of questions, but

924
00:31:27,190 --> 00:31:28,970
what are we doing?
Because you just built up so much

925
00:31:28,970 --> 00:31:30,430
trust because you're showing
people what you do.

926
00:31:30,430 --> 00:31:31,310
And you're showing them how you
solve problems.

927
00:31:31,310 --> 00:31:32,810
And it's resonating with them and
their problems.

928
00:31:32,810 --> 00:31:33,970
And your avatars will come to you.

929
00:31:33,970 --> 00:31:34,270
Right?

930
00:31:34,270 --> 00:31:35,170
This is the puzzle.

931
00:31:35,170 --> 00:31:36,110
This is the game.

932
00:31:36,110 --> 00:31:36,250
The podcast.

933
00:31:36,250 --> 00:31:38,210
The mortgage game.

934
00:31:38,590 --> 00:31:39,390
This is the mortgage game.

935
00:31:39,390 --> 00:31:41,010
I'm laying it out for you.

936
00:31:41,010 --> 00:31:44,290
So if three years from now, three
years from now, your AI should be

937
00:31:44,290 --> 00:31:47,410
in your business at some point
right now.

938
00:31:47,410 --> 00:31:49,130
You should be using that.

939
00:31:49,130 --> 00:31:51,940
somewhere in your business.

940
00:31:51,940 --> 00:31:55,820
And social media, if you're not
there, then I honestly don't know

941
00:31:55,820 --> 00:31:57,320
what to tell you.

942
00:31:57,320 --> 00:31:58,360
It's like you're building a

943
00:31:58,360 --> 00:32:00,460
business as if it's 2020.

944
00:32:00,460 --> 00:32:04,260
And the world, as we know, it is

945
00:32:04,260 --> 00:32:05,440
moving so fast.

946
00:32:05,440 --> 00:32:08,780
And so if your business model is

947
00:32:08,780 --> 00:32:03,980
go make a list of realtors, call
them, get them in a Zoom meeting,

948
00:32:03,980 --> 00:32:06,280
present them with your value ads.

949
00:32:06,280 --> 00:32:09,720
If you can see me right now, I'm

950
00:32:12,480 --> 00:32:13,660
punching the air.

951
00:32:13,660 --> 00:32:15,660
as I drive your value ads and then

952
00:32:15,900 --> 00:32:19,510
follow up or not and then go, so
Bob, it's Monday.

953
00:32:19,510 --> 00:32:21,870
You got any deals for me?
And like, hey, yeah.

954
00:32:21,870 --> 00:32:23,970
And then tell yourself, oh, Bob's
not busy.

955
00:32:23,970 --> 00:32:24,470
The market's down.

956
00:32:24,470 --> 00:32:26,050
So I guess my business is down and

957
00:32:26,050 --> 00:32:30,250
you're relying on these referral
partners to feed your family,

958
00:32:30,250 --> 00:32:31,450
which is just crazy town.

959
00:32:31,450 --> 00:32:32,130
Crazy town that you're putting.

960
00:32:32,130 --> 00:32:36,890
You know, your family's livelihood
in the hands of people who really

961
00:32:36,890 --> 00:32:38,190
don't even know you that well.

962
00:32:38,190 --> 00:32:40,070
And then go direct to consumer.

963
00:32:40,070 --> 00:32:42,680
And the only way to do that is
through social.

964
00:32:42,680 --> 00:32:45,880
So go direct to consumer and go
build the brand.

965
00:32:45,880 --> 00:32:49,140
And guess what?
If you go build the brand,

966
00:32:49,140 --> 00:32:51,760
referral partners are actually
going to come.

967
00:32:51,880 --> 00:32:53,480
They're going to come to you.

968
00:32:53,480 --> 00:32:54,300
It's going to actually do that

969
00:32:54,400 --> 00:32:55,080
heavy lifting for you.

970
00:32:55,080 --> 00:32:55,940
But if that's your model is to

971
00:32:55,940 --> 00:33:00,300
make a list and cold call and give
them value ads and a Zoom call or

972
00:33:00,300 --> 00:33:03,000
sit down for coffee, this is stuff
that I coached years ago, 100%.

973
00:33:03,000 --> 00:33:04,600
Um, now I would just laugh and go,
what are you doing?

974
00:33:04,680 --> 00:33:06,720
That is the biggest waste of time.

975
00:33:06,720 --> 00:33:07,700
That time is better suited to

976
00:33:07,700 --> 00:33:10,410
building your brand and content
and dialing in with your avatar.

977
00:33:10,410 --> 00:33:12,210
And then the partners will come
and guess what?

978
00:33:12,210 --> 00:33:13,530
They're going to come in.

979
00:33:13,530 --> 00:33:14,710
It's going to be a different

980
00:33:14,710 --> 00:33:18,370
conversation when they reach out
or you go open them later on

981
00:33:18,370 --> 00:33:19,330
because they've consumed your
content.

982
00:33:19,330 --> 00:33:22,530
Ah, now they know who you are.

983
00:33:22,530 --> 00:33:22,830
They're like.

984
00:33:22,830 --> 00:33:26,550
your energy they like personality
they like how you deliver things

985
00:33:26,550 --> 00:33:34,070
they like like it's different than
you just call and going hey my

986
00:33:34,070 --> 00:33:36,510
name's ryan i'm a mortgage broker
in the area and i was just

987
00:33:36,510 --> 00:33:39,450
wondering if uh um oh you already
work for someone yeah well i have

988
00:33:39,450 --> 00:33:43,070
this referral loop where if you
refer i have a communication

989
00:33:43,070 --> 00:33:48,050
commitment and i used to coach
this stuff so i'm making fun of

990
00:33:48,050 --> 00:33:51,870
myself too right I have this
communication camera where I'm

991
00:33:51,870 --> 00:33:54,510
going to get back to you the same
day.

992
00:33:54,510 --> 00:33:55,490
And like, that's cool.

993
00:33:55,490 --> 00:33:57,250
Talk about that later on.

994
00:33:57,250 --> 00:34:03,230
But if that's what you're leading
with to get the date, you're not

995
00:34:03,230 --> 00:34:05,470
going to get any dates.

996
00:34:05,850 --> 00:34:06,690
I'm just telling you.

997
00:34:06,690 --> 00:34:06,830
Right.

998
00:34:06,830 --> 00:34:07,510
Go work on yourself.

999
00:34:07,510 --> 00:34:08,469
Go to the gym.

1000
00:34:08,469 --> 00:34:10,889
Go get your spiritual energy up.

1001
00:34:10,889 --> 00:34:12,090
Go eat healthy.

1002
00:34:12,090 --> 00:34:13,510
Go do that.

1003
00:34:13,510 --> 00:34:16,150
And then guess what?
People are going to go.

1004
00:34:16,150 --> 00:34:18,070
Look at this person.

1005
00:34:18,070 --> 00:34:19,230
Look at them looking good.

1006
00:34:19,230 --> 00:34:20,969
Look at them taking care of
themselves.

1007
00:34:21,570 --> 00:34:23,670
Look at them walking straight out
with confidence.

1008
00:34:23,670 --> 00:34:25,969
Look at them with a pep in their
step.

1009
00:34:25,969 --> 00:34:30,290
I'm going to go reach out to that
person.

1010
00:34:30,290 --> 00:34:32,730
Right?
That's how you do it.

1011
00:34:32,730 --> 00:34:33,230
Okay?
That's it, kids.

1012
00:34:33,850 --> 00:34:36,830
Just because I got to go.

1013
00:34:36,830 --> 00:34:37,750
I got to go.

1014
00:34:37,750 --> 00:34:38,929
And this podcast was long.

1015
00:34:38,929 --> 00:34:41,270
So hopefully you got something

1016
00:34:41,270 --> 00:34:42,090
from that.

1017
00:34:42,090 --> 00:34:42,570
That's it.

1018
00:34:42,730 --> 00:34:43,449
Peace out till next week.

1019
00:34:43,449 --> 00:34:43,929
I don't know.

1020
00:34:43,929 --> 00:34:44,350
All right.

1021
00:34:44,909 --> 00:34:45,929
Love you guys.

1022
00:34:45,929 --> 00:34:46,110
Bye.