274: You Can't Build a Broker's Business on Bankers Hours

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 --> 00:00:39,830
Welcome to the Mortgage Game
Podcast.

17
00:00:39,830 --> 00:00:41,470
West Coast Riley here at the
beach.

18
00:00:41,870 --> 00:00:47,170
Yes, with a five on the clock on a
Saturday.

19
00:00:47,170 --> 00:00:48,230
Yes, let's do it.

20
00:00:48,230 --> 00:00:53,570
And there are two people at the

21
00:00:53,570 --> 00:00:56,690
beach, one just sitting there, one
blowing up a paddleboard.

22
00:00:57,070 --> 00:01:06,310
in a bathing suit good for you
good for you i see that and i'm

23
00:01:06,310 --> 00:01:10,090
not like you're crazy i look at
that and i'm like good for you

24
00:01:10,090 --> 00:01:14,090
like that's amazing i wish i'm not
gonna i should do a podcast in a

25
00:01:14,090 --> 00:01:17,370
bathing suit in the lake that'd be
pretty cool maybe maybe we'll get

26
00:01:17,370 --> 00:01:20,630
there someday not today um okay
let's jump into it a couple things

27
00:01:20,630 --> 00:01:25,390
i want to talk about today uh The
last thing I'm going to talk about

28
00:01:25,390 --> 00:01:30,220
is someone asked me, they're like,
hey, Ryan, what have you learned

29
00:01:30,220 --> 00:01:31,640
building a team?
And I was like, oh my God, how

30
00:01:31,720 --> 00:01:33,760
much time do you have?
So I just picked one thing and

31
00:01:33,760 --> 00:01:35,060
we're going to go over that.

32
00:01:35,060 --> 00:01:38,280
And then I am going to have

33
00:01:38,280 --> 00:01:40,020
podcasts explaining stuff about
stuff I'm learning about building

34
00:01:40,020 --> 00:01:41,160
a team, starting a team, running a
team.

35
00:01:41,160 --> 00:01:45,360
They'll be very interesting stuff
for you because a lot of brokers,

36
00:01:45,360 --> 00:01:47,560
you're on the other side.

37
00:01:47,560 --> 00:01:50,260
You don't get to see the flip side

38
00:01:50,260 --> 00:01:51,540
of running a mortgage team.

39
00:01:51,540 --> 00:01:52,500
what goes on behind the scenes.

40
00:01:52,500 --> 00:01:54,920
And there's a lot of shit, man.

41
00:01:54,920 --> 00:01:56,960
Like good, bad, awesome, not

42
00:01:56,960 --> 00:01:57,100
awesome.

43
00:01:57,100 --> 00:01:57,700
There's stuff.

44
00:01:58,140 --> 00:02:01,740
And so I'm going to share it with
you.

45
00:02:01,740 --> 00:02:04,540
And I know you'll get value or
very least.

46
00:02:04,840 --> 00:02:05,940
It's interesting stuff.

47
00:02:06,120 --> 00:02:08,520
It's a lot of things I wish I

48
00:02:08,520 --> 00:02:08,639
knew.

49
00:02:08,639 --> 00:02:10,460
I wish I had that perspective when

50
00:02:10,460 --> 00:02:11,680
I was brokering.

51
00:02:11,680 --> 00:02:15,360
It would have changed how I

52
00:02:15,360 --> 00:02:16,320
thought about a couple of things.

53
00:02:16,320 --> 00:02:18,220
But we're not going to get into

54
00:02:18,220 --> 00:02:19,080
that entire thing.

55
00:02:19,080 --> 00:02:21,580
I'm going to share one of the

56
00:02:21,580 --> 00:02:22,060
things I learned.

57
00:02:22,060 --> 00:02:23,810
But before we get into that, I

58
00:02:23,810 --> 00:02:25,910
want to throw a number at you.

59
00:02:25,910 --> 00:02:28,030
But we are going to have a lot of

60
00:02:28,270 --> 00:02:29,030
sponsorship today.

61
00:02:29,030 --> 00:02:30,830
There's a five on the clock.

62
00:02:30,830 --> 00:02:32,370
And so this is like, you're like,
you're crazy, Ryan.

63
00:02:32,370 --> 00:02:33,110
Yeah, maybe I am.

64
00:02:33,110 --> 00:02:33,790
I don't know.

65
00:02:33,790 --> 00:02:37,070
I woke up and I said, boom, I
looked at I think 515.

66
00:02:37,230 --> 00:02:38,290
I have.

67
00:02:38,330 --> 00:02:40,270
some things to talk about.

68
00:02:40,270 --> 00:02:40,430
Okay.

69
00:02:40,430 --> 00:02:40,590
Podcast.

70
00:02:40,890 --> 00:02:43,210
I need to get a podcast done.

71
00:02:43,210 --> 00:02:44,770
Plus have things to talk about.

72
00:02:44,770 --> 00:02:47,510
I don't just make a podcast to
make it.

73
00:02:47,510 --> 00:02:51,190
So it gets out on a Thursday so
that I, the content gods are like,

74
00:02:51,190 --> 00:02:51,710
thank you, Ryan.

75
00:02:51,870 --> 00:02:53,430
And then everyone else is like,

76
00:02:53,430 --> 00:02:54,310
thank you.

77
00:02:54,310 --> 00:02:55,310
And I understand you're supposed

78
00:02:55,310 --> 00:02:58,130
to do that, but that's not how I
roll.

79
00:02:58,130 --> 00:02:59,710
It's just not how I work.

80
00:02:59,970 --> 00:03:00,470
It is.

81
00:03:00,470 --> 00:03:02,690
I don't want to fake it because I
know there's a lot of content I

82
00:03:02,790 --> 00:03:03,590
watch where you can just tell.

83
00:03:03,910 --> 00:03:04,910
They're like just making content

84
00:03:04,910 --> 00:03:06,170
to make content.

85
00:03:06,250 --> 00:03:07,350
They're doing the podcast to do

86
00:03:07,350 --> 00:03:08,590
the podcast.

87
00:03:08,590 --> 00:03:09,130
They're going through the motions.

88
00:03:09,130 --> 00:03:10,230
And it's the same old, same old.

89
00:03:10,230 --> 00:03:11,950
And you're just like, oh, cool.

90
00:03:11,950 --> 00:03:13,730
But it's like, it's so sterile.

91
00:03:13,730 --> 00:03:15,450
And that's just not me in general.

92
00:03:15,450 --> 00:03:17,510
And that's just not how I run the
podcast.

93
00:03:17,630 --> 00:03:19,310
Sometimes I make three in two
days.

94
00:03:19,370 --> 00:03:20,630
Sometimes I make one in a month.

95
00:03:20,630 --> 00:03:22,770
And it is what it is.

96
00:03:22,770 --> 00:03:23,190
Okay.

97
00:03:23,190 --> 00:03:24,830
So, but please keep reaching out,

98
00:03:24,830 --> 00:03:29,070
asking, because when I don't make
one for a bit, people reach out

99
00:03:29,070 --> 00:03:30,750
and they're like, hey, where's the
podcast?

100
00:03:31,370 --> 00:03:33,910
Am I missing it?
Please keep going, blah, blah,

101
00:03:34,110 --> 00:03:34,430
blah.

102
00:03:34,430 --> 00:03:35,550
So keep doing that.

103
00:03:35,670 --> 00:03:36,970
Am I going to stop?
I don't know.

104
00:03:36,970 --> 00:03:37,290
Probably not.

105
00:03:37,290 --> 00:03:38,690
As long as I just have stuff to

106
00:03:38,770 --> 00:03:39,030
talk about.

107
00:03:39,030 --> 00:03:41,030
And if I have one listener, that's

108
00:03:41,030 --> 00:03:41,430
cool.

109
00:03:41,650 --> 00:03:42,290
That works for me.

110
00:03:42,290 --> 00:03:44,670
Okay, so five on the clock.

111
00:03:44,670 --> 00:03:45,510
Let's get back to that.

112
00:03:45,930 --> 00:03:47,790
So 71 .4.

113
00:03:47,790 --> 00:03:48,570
Does that number mean anything to

114
00:03:48,570 --> 00:03:51,070
any of you?
I'm going to pause while I take a

115
00:03:51,070 --> 00:03:52,370
sip from our sponsor, Americana.

116
00:03:53,550 --> 00:03:54,390
71 .4.

117
00:03:54,390 --> 00:03:56,410
What does that mean?
Ryan, just tell me.

118
00:03:56,410 --> 00:03:58,830
Just get to it.

119
00:03:58,830 --> 00:03:59,750
Okay.

120
00:03:59,950 --> 00:04:01,150
That is the percentage.

121
00:04:01,150 --> 00:04:02,950
That's five business days out of

122
00:04:02,950 --> 00:04:03,090
the week.

123
00:04:03,090 --> 00:04:05,310
So five divided by seven is 71 .4.

124
00:04:05,310 --> 00:04:12,390
A lot of you are, myself included,
way back, but are trying to jam

125
00:04:12,390 --> 00:04:15,070
this 100 % commission -based
business.

126
00:04:15,070 --> 00:04:16,610
You're an entrepreneur.

127
00:04:17,010 --> 00:04:20,690
into 71 .4 % of your time during

128
00:04:20,930 --> 00:04:21,589
the week.

129
00:04:21,589 --> 00:04:24,610
And then if we even want to take

130
00:04:24,610 --> 00:04:30,130
it a step further and we go a
little Dolly Parton on you, little

131
00:04:30,130 --> 00:04:37,610
working nine to five within the 71
.4, oh my God, you're trying to

132
00:04:37,610 --> 00:04:40,010
build this business that will feed
your family and that send you on

133
00:04:40,010 --> 00:04:42,070
vacations and get you top -notch
healthcare and send your kids to

134
00:04:42,070 --> 00:04:48,210
college, which... I don't know if
I do that anymore, but that's a

135
00:04:48,370 --> 00:04:49,850
different conversation for another
day.

136
00:04:49,850 --> 00:04:55,110
And move you into the house you
want to move and eat the healthy

137
00:04:55,110 --> 00:04:58,150
food you want to eat and have the
experiences.

138
00:04:58,150 --> 00:05:00,410
So you're not just here crushing
mortgages.

139
00:05:00,410 --> 00:05:03,800
You have like memories you're
creating and you're doing all that

140
00:05:03,800 --> 00:05:08,580
in 71 .4 % of the days of the week
because you don't want to work

141
00:05:08,580 --> 00:05:10,620
weekends and then working nine to
five within that.

142
00:05:10,620 --> 00:05:13,960
And it's just like, oh my God, no
wonder so many of you just don't

143
00:05:13,960 --> 00:05:16,240
have a business, right?
Like, let's just wake up.

144
00:05:16,240 --> 00:05:17,400
Wake the fuck up.

145
00:05:17,400 --> 00:05:19,560
You are an entrepreneur.

146
00:05:19,560 --> 00:05:21,560
If you think you can take the
weekends off, if you think you can

147
00:05:21,560 --> 00:05:25,380
sleep in and get up when you want,
if you think you don't have to

148
00:05:25,380 --> 00:05:28,280
work evenings, then I'm telling
you, you are setting yourself up

149
00:05:28,280 --> 00:05:28,780
to fail.

150
00:05:29,380 --> 00:05:31,780
You might as well just switch

151
00:05:32,040 --> 00:05:38,900
gears or just be happy with the
amount of money in your bank

152
00:05:38,900 --> 00:05:39,100
account.

153
00:05:39,100 --> 00:05:41,060
And instead of complaining about

154
00:05:41,060 --> 00:05:43,800
it, go, yeah, that's what we're
doing.

155
00:05:43,800 --> 00:05:46,800
hey, there's $27 ,000 in the bank
account and there's no more money

156
00:05:46,800 --> 00:05:48,900
coming in anytime soon.

157
00:05:48,900 --> 00:05:50,800
Or there's $6 ,000 in the bank

158
00:05:50,800 --> 00:05:52,280
account and there's no more money
coming in soon.

159
00:05:52,280 --> 00:05:55,660
That's okay because dad wants to
sleep till seven because I'm not a

160
00:05:55,660 --> 00:05:55,920
morning person.

161
00:05:55,920 --> 00:05:58,620
And dad wants to like shut off and

162
00:05:58,840 --> 00:06:04,620
hang out and watch TV and do all
the other dumb shit at nighttime.

163
00:06:04,620 --> 00:06:07,620
And I don't want to work the
weekends because that's my time.

164
00:06:07,620 --> 00:06:08,920
I'm working, no, I'm not working
weekends.

165
00:06:08,920 --> 00:06:11,060
And I'm not saying like, You're
working the weekend and you're

166
00:06:11,060 --> 00:06:12,680
missing out with your family.

167
00:06:12,680 --> 00:06:14,300
I'm saying like, wake up early.

168
00:06:14,300 --> 00:06:17,780
Like all your follow -ups, do them
on Saturday morning.

169
00:06:17,780 --> 00:06:20,280
You're prospecting referral
partners, do them on Sunday

170
00:06:20,280 --> 00:06:20,420
morning.

171
00:06:20,420 --> 00:06:22,240
Do like the shit before the family

172
00:06:22,580 --> 00:06:24,340
wakes up.

173
00:06:24,340 --> 00:06:25,860
And maybe you have to pop in and

174
00:06:25,860 --> 00:06:28,840
out here and there, one hour here,
two hours there.

175
00:06:29,000 --> 00:06:31,880
Do you think for one second that I
take weekends off?

176
00:06:31,880 --> 00:06:32,840
It's like, it's weekend time.

177
00:06:32,840 --> 00:06:33,360
It's awesome.

178
00:06:33,360 --> 00:06:35,360
But there's always stuff to do.

179
00:06:35,360 --> 00:06:37,520
But I'll tell you this.

180
00:06:37,520 --> 00:06:40,400
I am the most involved parent
ever.

181
00:06:40,400 --> 00:06:41,440
I am there everywhere.

182
00:06:41,440 --> 00:06:43,140
And so I'm not sacrificing things.

183
00:06:43,140 --> 00:06:43,740
I'm prioritizing things.

184
00:06:43,740 --> 00:06:46,340
So I cut out a lot of shit out of

185
00:06:46,340 --> 00:06:46,640
my life.

186
00:06:46,640 --> 00:06:47,400
A lot of shit.

187
00:06:47,400 --> 00:06:49,700
I've cut out a lot of
relationships.

188
00:06:49,700 --> 00:06:53,400
Some of you listening to this
might be like, why isn't Ryan

189
00:06:53,400 --> 00:06:55,080
around?
I haven't talked to Ryan.

190
00:06:55,080 --> 00:06:57,940
Yeah, it's because I'm not getting
anything from that relationship.

191
00:06:57,940 --> 00:07:01,000
So I am, and I'm just being dead
honest there.

192
00:07:01,000 --> 00:07:06,480
I'm like business, run the
business, serve the people who

193
00:07:06,480 --> 00:07:09,600
believe in me, family.

194
00:07:09,600 --> 00:07:10,720
So I prioritize.

195
00:07:10,720 --> 00:07:14,040
And so the TV shows out, been out
for a long time, outside of the

196
00:07:14,100 --> 00:07:14,420
Edmonton Oilers.

197
00:07:14,420 --> 00:07:16,820
Okay, that gets priority over a

198
00:07:16,820 --> 00:07:17,440
lot of stuff.

199
00:07:17,440 --> 00:07:18,200
Edmonton Oilers, okay.

200
00:07:18,200 --> 00:07:20,520
And hey, it's not like it's been
that way forever.

201
00:07:20,520 --> 00:07:22,240
We've been on a two -year run
here.

202
00:07:22,240 --> 00:07:22,940
That's it.

203
00:07:22,940 --> 00:07:25,820
Before that, I actually never

204
00:07:25,820 --> 00:07:26,260
watched any Oilers.

205
00:07:26,260 --> 00:07:29,330
because I was in Ontario and the

206
00:07:29,330 --> 00:07:33,350
time, like all the games came out
at 10 o 'clock.

207
00:07:33,350 --> 00:07:36,810
I never watched that.

208
00:07:36,810 --> 00:07:39,690
Moving out to Kelowna, I'm like,

209
00:07:39,690 --> 00:07:41,910
oh my God, I can like be a fan
again, right?

210
00:07:41,910 --> 00:07:46,950
Instead of just watching
highlights in the morning.

211
00:07:46,950 --> 00:07:47,710
So that's pretty cool.

212
00:07:48,430 --> 00:07:50,490
So it's like, okay, like I'm

213
00:07:50,490 --> 00:07:52,050
extremely involved everywhere, but
I really, really, really

214
00:07:52,310 --> 00:07:53,390
prioritize things in my life.

215
00:07:53,390 --> 00:07:55,650
And I go, in my discretionary

216
00:07:55,650 --> 00:07:58,260
time, the time where I'm not, you
know, spending time with the

217
00:07:58,260 --> 00:08:00,660
family, you know, the time we all
have this time, your downtime,

218
00:08:00,660 --> 00:08:02,300
what am I doing?
What are you doing?

219
00:08:02,460 --> 00:08:03,720
What are you doing to better your
business?

220
00:08:03,720 --> 00:08:07,080
Like, do you just have a business
and you like clock out?

221
00:08:07,080 --> 00:08:08,240
You're like, do, do, do, do.

222
00:08:08,240 --> 00:08:10,800
You walk up to the time clock.

223
00:08:10,800 --> 00:08:15,640
Those don't even, some of you
don't even know what I'm talking

224
00:08:15,820 --> 00:08:18,340
about, but like you clock out and
you punch out essentially.

225
00:08:18,340 --> 00:08:19,760
And you're like, okay.

226
00:08:19,760 --> 00:08:21,140
And you're like skipping home.

227
00:08:21,140 --> 00:08:23,020
Like I'm envious some days of
employees because they literally

228
00:08:23,020 --> 00:08:23,460
can check out.

229
00:08:23,460 --> 00:08:23,960
And then they.

230
00:08:24,220 --> 00:08:27,240
in the morning, but then I'm like,
yeah, fuck that.

231
00:08:27,240 --> 00:08:29,360
I would never do that.

232
00:08:29,360 --> 00:08:31,380
I can't do that.

233
00:08:31,540 --> 00:08:32,860
And like, cause I don't want to do
that.

234
00:08:32,860 --> 00:08:35,320
And I don't want to be like
putting this box of how much

235
00:08:35,320 --> 00:08:35,940
revenue you can make.

236
00:08:35,940 --> 00:08:38,919
Um, and so back to the business

237
00:08:38,919 --> 00:08:40,400
world, like a lot of you are
checking out, living like you're

238
00:08:40,400 --> 00:08:40,700
an employee.

239
00:08:40,700 --> 00:08:42,659
I'll get to that on Monday.

240
00:08:42,659 --> 00:08:43,539
Like that mentality.

241
00:08:43,539 --> 00:08:44,360
Like, oh, okay, cool.

242
00:08:44,480 --> 00:08:49,180
If you're going to do that, then
you're like your bank counts go

243
00:08:49,180 --> 00:08:49,460
on.

244
00:08:49,940 --> 00:08:50,260
Why?

245
00:08:50,260 --> 00:08:52,370
Why is there nothing here?
Well, oh, it's because dad wanted

246
00:08:52,770 --> 00:08:53,430
to sleep in.

247
00:08:53,430 --> 00:08:54,110
Why is nothing here?

248
00:08:54,170 --> 00:08:56,550
Oh, because dad wanted to watch
Netflix and crush that for three

249
00:08:56,550 --> 00:08:59,110
hours instead of learning how to
do a green screen on Instagram and

250
00:08:59,110 --> 00:09:02,650
do five samples of it and learn
how to get away from using a

251
00:09:02,650 --> 00:09:04,370
teleprompter because that's not a
long term.

252
00:09:04,370 --> 00:09:07,590
play and how to get more
comfortable on camera and learn

253
00:09:07,590 --> 00:09:14,430
how to not be monotone and learn
how to get his point across

254
00:09:14,670 --> 00:09:16,750
telling a story in the least
amount of words possible because

255
00:09:16,750 --> 00:09:22,370
that's a new skill set we all need
to learn because attention spans

256
00:09:22,690 --> 00:09:23,210
are so short.

257
00:09:23,210 --> 00:09:24,610
So instead of going doing that,

258
00:09:24,610 --> 00:09:29,610
you want to watch three hours of,
and I just keep saying Netflix,

259
00:09:29,610 --> 00:09:32,990
but whatever, shit, or doing three
hours of whatever.

260
00:09:32,990 --> 00:09:33,510
Cool.

261
00:09:33,510 --> 00:09:35,650
You made a trade, right?

262
00:09:35,650 --> 00:09:38,650
You traded the success of your
business for that.

263
00:09:38,650 --> 00:09:42,150
And the 71 .4 working nine to
five, right?

264
00:09:42,150 --> 00:09:43,550
And I get it though.

265
00:09:43,550 --> 00:09:45,640
You're like, yeah, but I want to

266
00:09:45,640 --> 00:09:47,020
build a lifestyle business.

267
00:09:47,020 --> 00:09:47,380
Cool.

268
00:09:47,380 --> 00:09:47,700
That's awesome.

269
00:09:47,700 --> 00:09:49,060
And I actually did that.

270
00:09:49,060 --> 00:09:49,480
I did it.

271
00:09:49,480 --> 00:09:51,340
So I'm not sitting here going like

272
00:09:51,340 --> 00:09:52,520
I'm against you for doing that.

273
00:09:52,520 --> 00:09:54,040
And a lot of you are at a

274
00:09:54,040 --> 00:09:56,060
different spot and you can do
that, which is cool.

275
00:09:56,520 --> 00:09:57,120
And I commend you.

276
00:09:57,120 --> 00:09:59,300
This is more geared towards the

277
00:09:59,300 --> 00:10:02,260
people who are feeling like their
business isn't where it needs to

278
00:10:02,860 --> 00:10:03,120
be.

279
00:10:03,360 --> 00:10:05,660
I know $100 million producers who

280
00:10:06,560 --> 00:10:08,420
are now doing $40 million.

281
00:10:09,380 --> 00:10:11,840
And that's a mental punch in the

282
00:10:11,840 --> 00:10:12,260
face.

283
00:10:12,260 --> 00:10:17,160
And then I know other people who

284
00:10:17,160 --> 00:10:21,380
are doing five that don't have a
clue how to get to 20 and it seems

285
00:10:21,380 --> 00:10:22,060
so far off.

286
00:10:22,060 --> 00:10:24,360
And then you shift gears and you

287
00:10:24,360 --> 00:10:28,460
go, well, they're taking evenings
off and weekends off and not

288
00:10:28,460 --> 00:10:29,180
getting up early.

289
00:10:29,180 --> 00:10:30,440
And so they're trying to jam this

290
00:10:30,440 --> 00:10:31,820
dream of theirs into this small
compartment and you're a business

291
00:10:31,820 --> 00:10:31,940
owner.

292
00:10:31,940 --> 00:10:33,820
You are an entrepreneur and it's a

293
00:10:33,820 --> 00:10:34,200
different game.

294
00:10:34,200 --> 00:10:35,900
And so maybe the game isn't for

295
00:10:35,900 --> 00:10:36,140
you.

296
00:10:36,140 --> 00:10:39,180
Maybe the game isn't for you.

297
00:10:39,180 --> 00:10:42,870
So I just want to point that out.

298
00:10:42,870 --> 00:10:44,890
It's an ongoing thing and I see it

299
00:10:44,890 --> 00:10:46,370
a lot.

300
00:10:46,370 --> 00:10:49,030
And that's just me telling you,

301
00:10:49,030 --> 00:10:50,590
like, you're doing yourself a
disservice.

302
00:10:50,590 --> 00:10:51,630
You're doing your family a
disservice.

303
00:10:51,630 --> 00:10:54,430
You're doing your spouse a
disservice.

304
00:10:54,430 --> 00:10:55,270
You're doing whoever a disservice.

305
00:10:55,270 --> 00:10:56,990
Because this is, and the hustle, I

306
00:10:58,410 --> 00:11:00,030
don't like the hustle word.

307
00:11:00,030 --> 00:11:01,470
Use it, but the hustle's real.

308
00:11:01,470 --> 00:11:04,250
You got to get into it.

309
00:11:04,250 --> 00:11:06,310
So there has never been a time

310
00:11:06,310 --> 00:11:09,770
that has been easier to build a
mortgage business.

311
00:11:10,410 --> 00:11:12,830
And you might be like, Ryan,
that's crazy.

312
00:11:12,830 --> 00:11:16,950
No, back in the day, it was way
easier for me.

313
00:11:17,410 --> 00:11:19,230
But you can't, like, I was there.

314
00:11:19,230 --> 00:11:21,190
15 years ago, I started a

315
00:11:21,190 --> 00:11:21,330
business.

316
00:11:21,570 --> 00:11:22,630
So it's easier now.

317
00:11:22,630 --> 00:11:26,750
It is way easier now to build a
business.

318
00:11:26,750 --> 00:11:27,690
I lived it.

319
00:11:27,690 --> 00:11:28,230
I can tell.

320
00:11:28,670 --> 00:11:29,850
I'm one of those people.

321
00:11:29,850 --> 00:11:32,590
Maybe if it was 30 years, I don't

322
00:11:32,590 --> 00:11:32,670
know.

323
00:11:32,670 --> 00:11:34,270
But right now, you have more

324
00:11:34,270 --> 00:11:36,990
access to information than you've
ever had between AI, Google,

325
00:11:37,930 --> 00:11:39,390
YouTube, everything you need to
know.

326
00:11:39,390 --> 00:11:42,150
And I'm not talking lender
guidelines, although ChatGPT is

327
00:11:42,150 --> 00:11:43,290
very good at that.

328
00:11:43,290 --> 00:11:44,970
But I'm not talking lender

329
00:11:44,970 --> 00:11:49,650
guidelines because that's just
shit on a piece of paper that sits

330
00:11:49,650 --> 00:11:54,890
there in a portal, and you can go
get up to speed very quickly on

331
00:11:54,890 --> 00:11:55,330
that.

332
00:11:55,450 --> 00:11:56,590
I'm talking about how to set the

333
00:11:56,590 --> 00:11:58,110
structure up of my business.

334
00:11:58,110 --> 00:12:00,710
I'm talking about how to get

335
00:12:00,910 --> 00:12:02,250
people to see my business.

336
00:12:02,250 --> 00:12:04,570
Social media, it's fucking free.

337
00:12:04,570 --> 00:12:07,270
There's not a dollar to spend.

338
00:12:07,270 --> 00:12:09,810
Back in the day, we had to spend

339
00:12:09,810 --> 00:12:12,510
hundreds and thousands of dollars
to get a thing somewhere.

340
00:12:12,510 --> 00:12:13,630
So you hopefully, oh, please look
at my thing.

341
00:12:13,630 --> 00:12:14,170
I'm a mortgage agent.

342
00:12:14,170 --> 00:12:15,670
It says I'm a mortgage agent right

343
00:12:15,670 --> 00:12:15,850
there.

344
00:12:15,850 --> 00:12:20,050
Please, please, please, please.

345
00:12:20,430 --> 00:12:22,250
Right?
It's between the... coaching and

346
00:12:22,370 --> 00:12:26,070
training like strategy hub that we
built like that didn't exist none

347
00:12:26,070 --> 00:12:29,670
of that existed training you on
that like the level of information

348
00:12:29,670 --> 00:12:34,430
that's out there is just crazy so
then maybe the thing is distilling

349
00:12:34,430 --> 00:12:36,930
all that information down into
something okay cool but that's way

350
00:12:36,930 --> 00:12:40,840
better than not having a hot clue
where to go who to talk to what

351
00:12:41,260 --> 00:12:45,280
like Between all the stuff, all
the mentoring that's out there,

352
00:12:45,280 --> 00:12:50,040
all the coaching, all the training
platforms, all the information

353
00:12:50,040 --> 00:12:51,900
that's out, finger touches away.

354
00:12:51,900 --> 00:12:53,220
Like you could just press a button

355
00:12:53,220 --> 00:12:54,400
and you get answers.

356
00:12:54,400 --> 00:12:56,200
It has never been easier.

357
00:12:56,440 --> 00:12:56,500
Never.

358
00:12:56,500 --> 00:12:58,260
And so some of you are like, yeah,

359
00:12:58,260 --> 00:12:59,160
but I don't understand.

360
00:12:59,420 --> 00:12:59,940
Okay, figure it out.

361
00:12:59,940 --> 00:13:06,890
Much like I tell my kids when
they're like, hey, dad, how do I

362
00:13:06,890 --> 00:13:07,530
do?
Figure it out.

363
00:13:07,530 --> 00:13:10,910
Pump your tires first and I'll
say, hey.

364
00:13:10,910 --> 00:13:12,450
You're smart, bud.

365
00:13:12,450 --> 00:13:14,290
I know you got this.

366
00:13:14,290 --> 00:13:17,230
I know the answer, but you know
it.

367
00:13:17,230 --> 00:13:20,790
It's not in my best interest to
tell you that.

368
00:13:20,790 --> 00:13:24,190
This is part of the process of
growing up.

369
00:13:24,190 --> 00:13:26,510
Go figure it out, man.

370
00:13:26,510 --> 00:13:27,530
I'm here.

371
00:13:27,530 --> 00:13:28,130
I'm here.

372
00:13:28,130 --> 00:13:30,090
And then this happened the other

373
00:13:30,090 --> 00:13:30,210
day.

374
00:13:30,210 --> 00:13:33,250
My kid was like, how do I do this?

375
00:13:33,250 --> 00:13:34,970
How do I?
I'm like, figure it out, bud.

376
00:13:35,090 --> 00:13:36,150
I'll be here watching.

377
00:13:36,150 --> 00:13:38,190
I'll be here to help.

378
00:13:38,190 --> 00:13:42,570
I'm not going to help with the
answer, but I'll help keep you

379
00:13:42,570 --> 00:13:43,910
engaged in what you're doing.

380
00:13:45,070 --> 00:13:46,970
No, you got this, man.

381
00:13:48,870 --> 00:13:50,050
You got this.

382
00:13:50,050 --> 00:13:50,870
It's not a big deal, bud.

383
00:13:50,950 --> 00:13:51,970
You can figure it out.

384
00:13:52,370 --> 00:13:54,630
Walk me through how you got there

385
00:13:54,630 --> 00:13:55,150
so far.

386
00:13:55,150 --> 00:13:55,330
Okay.

387
00:13:55,330 --> 00:13:56,310
And now what do you think?
Okay.

388
00:13:56,310 --> 00:13:56,610
You're close.

389
00:13:56,950 --> 00:13:57,530
Keep going.

390
00:13:57,530 --> 00:13:57,710
Right.

391
00:13:59,230 --> 00:14:00,490
That kind of stuff.

392
00:14:00,490 --> 00:14:00,990
Figure it out.

393
00:14:01,110 --> 00:14:04,170
It's like, I could talk to you in

394
00:14:04,170 --> 00:14:05,430
the voice.

395
00:14:05,430 --> 00:14:06,930
I talk sometimes to them like, oh,

396
00:14:07,610 --> 00:14:07,930
muffin.

397
00:14:07,930 --> 00:14:09,110
Is it like, come on, you got this.

398
00:14:09,110 --> 00:14:09,590
You got this.

399
00:14:09,590 --> 00:14:10,390
Like figure it out.

400
00:14:10,390 --> 00:14:11,010
You're an adult.

401
00:14:11,370 --> 00:14:13,430
Put your big boy, big girl pants

402
00:14:13,590 --> 00:14:16,330
on and figure it the fuck out.

403
00:14:16,330 --> 00:14:17,170
All the information's there.

404
00:14:17,170 --> 00:14:17,630
Everything for you.

405
00:14:17,630 --> 00:14:18,530
to make 200, 400, 800, a million

406
00:14:18,690 --> 00:14:20,630
plus is sitting right in front of
you.

407
00:14:20,630 --> 00:14:21,890
So stop with the other stuff.

408
00:14:21,890 --> 00:14:23,230
Stop with the other shit that does

409
00:14:23,230 --> 00:14:23,530
not matter.

410
00:14:23,530 --> 00:14:25,290
And if you're in this because

411
00:14:25,290 --> 00:14:29,270
you're in it and you're in it long
term, then get dialed in.

412
00:14:29,270 --> 00:14:29,430
Right?
Okay.

413
00:14:29,510 --> 00:14:31,100
So I want to chat about that.

414
00:14:31,100 --> 00:14:32,160
want to chat about that.

415
00:14:32,160 --> 00:14:33,860
That was one thing I want to chat
about.

416
00:14:34,100 --> 00:14:38,060
Next thing I want to chat about is
I had this conversation with a

417
00:14:38,180 --> 00:14:38,840
broker the other day.

418
00:14:39,140 --> 00:14:40,420
And it was so true.

419
00:14:40,520 --> 00:14:42,360
And I'm like, God, she brought it
up and we're like chatting back

420
00:14:42,360 --> 00:14:42,700
and forth.

421
00:14:42,900 --> 00:14:44,700
I'm like, yeah, you are bang on

422
00:14:44,760 --> 00:14:45,920
before I get into that.

423
00:14:45,920 --> 00:14:49,800
And it's, we're all living this

424
00:14:49,800 --> 00:14:49,900
world.

425
00:14:49,900 --> 00:14:52,180
And this podcast is brought to you

426
00:14:52,180 --> 00:14:52,820
by Americano.

427
00:14:52,820 --> 00:14:54,420
They get to, they get longer

428
00:14:55,040 --> 00:15:00,240
sponsorship today because there's
a five on the clock.

429
00:15:00,240 --> 00:15:01,520
So good.

430
00:15:01,960 --> 00:15:02,460
Okay.

431
00:15:02,860 --> 00:15:07,680
Is this, do you, and this just
confirmed how I was feeling and

432
00:15:07,680 --> 00:15:10,980
she put it into words and we had a
conversation.

433
00:15:10,980 --> 00:15:12,320
I'm like, wow.

434
00:15:12,320 --> 00:15:12,860
Yeah.

435
00:15:12,860 --> 00:15:14,040
Bang on.

436
00:15:14,040 --> 00:15:16,200
So she was like, hey, I feel like

437
00:15:16,200 --> 00:15:23,280
so I ran this good business before
and is built on white glove

438
00:15:23,640 --> 00:15:24,680
concierge service.

439
00:15:24,680 --> 00:15:25,020
And I was always there and I was

440
00:15:25,020 --> 00:15:25,320
helping out.

441
00:15:25,460 --> 00:15:26,360
But I feel like I'm working like

442
00:15:26,360 --> 00:15:27,180
way more hours now than I ever
did.

443
00:15:27,180 --> 00:15:28,460
And I piece it together.

444
00:15:28,460 --> 00:15:28,600
Why?

445
00:15:28,600 --> 00:15:30,600
It's because half my time is spent
chasing people around.

446
00:15:30,600 --> 00:15:33,640
And I'm going to say on the lender
side to just or lawyer side,

447
00:15:33,640 --> 00:15:36,460
lender appraisal, all that stuff,
all the services we need to run a

448
00:15:36,460 --> 00:15:36,720
business.

449
00:15:36,720 --> 00:15:37,400
outside of our, just us.

450
00:15:37,400 --> 00:15:41,480
I'm chasing them around to like,
just make sure they're doing what

451
00:15:41,480 --> 00:15:44,440
they were supposed to do.

452
00:15:44,440 --> 00:15:45,260
And it's so true.

453
00:15:45,260 --> 00:15:49,400
I feel like the, and this isn't
like a shit on people party.

454
00:15:49,960 --> 00:15:53,740
This isn't a pity party.

455
00:15:53,960 --> 00:15:54,620
That's not that.

456
00:15:54,620 --> 00:15:56,120
It's just recognizing this,
talking about it.

457
00:15:56,120 --> 00:15:57,640
And then we move on, but we have
to identify it.

458
00:15:57,640 --> 00:16:01,520
And maybe this will piece things
together for some of you.

459
00:16:01,800 --> 00:16:04,380
I feel since COVID happened, the
level of customer service, not

460
00:16:04,380 --> 00:16:06,900
even mortgage business, but just
everywhere has like fallen off a

461
00:16:06,900 --> 00:16:06,980
cliff.

462
00:16:06,980 --> 00:16:08,160
I'm sure a lot of you realize like

463
00:16:08,220 --> 00:16:10,960
it was hard to get it's like
people just don't give a fuck it's

464
00:16:10,960 --> 00:16:14,780
crazy and it's now the norm it's
like okay when you hire people

465
00:16:14,780 --> 00:16:18,940
like I have great like they're
just like will you show up are you

466
00:16:18,940 --> 00:16:24,460
breathing let me just make sure
you don't have a temperature

467
00:16:24,460 --> 00:16:28,060
you're breathing and you have
shoes on uh and a shirt and like

468
00:16:28,060 --> 00:16:31,660
you gotta even care if you have
pants on just can you come do the

469
00:16:31,660 --> 00:16:36,200
job like there's like the bar is
so low everywhere And then when

470
00:16:36,200 --> 00:16:39,000
you bring it into the mortgage
industry, I feel like, and this

471
00:16:39,000 --> 00:16:40,740
isn't for everybody, there's
obviously people crushing it in

472
00:16:40,740 --> 00:16:41,040
certain areas.

473
00:16:41,040 --> 00:16:43,040
So don't come at me and go, no, I

474
00:16:43,040 --> 00:16:43,420
got these.

475
00:16:43,540 --> 00:16:44,840
Yeah, of course you do.

476
00:16:44,840 --> 00:16:45,900
There's some really good people.

477
00:16:45,900 --> 00:16:47,100
But for the most part, it's you

478
00:16:47,180 --> 00:16:50,680
chasing stuff around all the time.

479
00:16:50,680 --> 00:16:53,420
And so if you ran this white glove

480
00:16:53,560 --> 00:16:58,260
concierge business and you are
very involved and that was your

481
00:16:58,260 --> 00:17:00,500
secret sauce was just being there
and making the experience amazing

482
00:17:00,500 --> 00:17:02,160
for clients, it is way harder to
do that now.

483
00:17:02,160 --> 00:17:05,319
And it's not because of you and
your team.

484
00:17:05,319 --> 00:17:09,560
But the optics of that, that's
what it looks like from the

485
00:17:09,560 --> 00:17:10,200
client's point of view.

486
00:17:10,200 --> 00:17:11,680
So a lot of mortgage brokers are

487
00:17:11,680 --> 00:17:14,060
being sucked back in to babysit
things that are quite honestly

488
00:17:14,060 --> 00:17:17,980
below their pay grade and were
getting done normally before.

489
00:17:17,980 --> 00:17:19,740
And so if any of you are feeling
that, that's a thing.

490
00:17:19,740 --> 00:17:20,160
It's true.

491
00:17:20,160 --> 00:17:20,619
I'm seeing it.

492
00:17:20,619 --> 00:17:22,079
Other brokers are seeing it.

493
00:17:22,079 --> 00:17:23,760
So you're not alone is what I'm

494
00:17:23,760 --> 00:17:25,060
saying.

495
00:17:25,829 --> 00:17:26,310
And what's the answer?

496
00:17:26,310 --> 00:17:26,790
I don't know.

497
00:17:26,790 --> 00:17:29,150
I don't know what the answer is to

498
00:17:29,150 --> 00:17:32,530
it outside of just recognizing and
going, okay, so what do I do?

499
00:17:32,530 --> 00:17:34,930
So if I want my quality, my level
of customer service and this,

500
00:17:34,930 --> 00:17:38,230
like, so I just want you to be
like, ah, okay, I'm not going

501
00:17:38,390 --> 00:17:39,090
crazy.

502
00:17:39,090 --> 00:17:40,850
Yeah, there's a reason you're

503
00:17:40,850 --> 00:17:41,510
working so much more.

504
00:17:41,510 --> 00:17:42,610
It's because the people around

505
00:17:42,610 --> 00:17:45,970
don't care as much as they used
to.

506
00:17:45,970 --> 00:17:47,610
And there was a shift from COVID.

507
00:17:47,610 --> 00:17:48,510
And that's the thing.

508
00:17:48,510 --> 00:17:48,950
We've seen it.

509
00:17:48,950 --> 00:17:50,430
We've all seen it.

510
00:17:50,610 --> 00:17:52,390
everywhere, right?
It's just harder to get things

511
00:17:52,390 --> 00:17:52,650
done.

512
00:17:52,730 --> 00:17:53,050
Okay.

513
00:17:53,050 --> 00:17:53,930
But that's not running mortgage.

514
00:17:53,930 --> 00:17:56,290
That's part of running mortgage is

515
00:17:56,290 --> 00:17:58,090
obviously a big part, but that
doesn't give you the excuse for

516
00:17:58,090 --> 00:18:00,050
not getting conversations in your
marketing and sales and all that

517
00:18:00,050 --> 00:18:05,510
stuff dialed in on the front end
and your social media and your

518
00:18:05,510 --> 00:18:07,290
branding and towards your avatar.

519
00:18:07,290 --> 00:18:11,010
That's not an excuse for that.

520
00:18:11,010 --> 00:18:18,050
It's when you get them in and that
it is a little bit harder to get

521
00:18:18,050 --> 00:18:19,910
people to finish line where
everyone's like thumbs up.

522
00:18:19,910 --> 00:18:20,770
That was awesome experience.

523
00:18:20,930 --> 00:18:22,670
So if you feel yourself being

524
00:18:22,670 --> 00:18:25,770
pulled back in to files into your
team, and that's what's happening.

525
00:18:25,770 --> 00:18:28,770
So probably let your team know
that's what's happening, at least

526
00:18:28,770 --> 00:18:29,910
to have conversations about it.

527
00:18:29,910 --> 00:18:32,330
But I want to bring that up.

528
00:18:32,330 --> 00:18:33,490
Let's shift gears again.

529
00:18:33,490 --> 00:18:34,590
But before we do, this podcast is

530
00:18:34,730 --> 00:18:35,850
brought to you by Americano.

531
00:18:35,850 --> 00:18:37,510
Okay, that was good.

532
00:18:37,510 --> 00:18:41,830
Okay, so someone asked me, and
they're like, hey, Ryan, what have

533
00:18:41,830 --> 00:18:45,750
you learned about Mortgage Team?
And I'm like, oh, my God, I've

534
00:18:45,750 --> 00:18:46,430
learned so much.

535
00:18:46,430 --> 00:18:47,970
so, so much.

536
00:18:47,970 --> 00:18:53,040
Here I was coming in and going,
I'm a coach, I train, I'll mentor,

537
00:18:53,040 --> 00:18:54,620
it's in my sweet spot.

538
00:18:55,300 --> 00:18:58,640
Two things I'm going to say.

539
00:18:58,760 --> 00:19:01,960
First is, I don't know how, like
some of you are broker owners or

540
00:19:01,960 --> 00:19:05,060
team owners, but I'm sitting here
going, okay, if someone just

541
00:19:05,060 --> 00:19:07,160
signed up to hang their license
there and they don't need

542
00:19:07,160 --> 00:19:08,620
handholding and not handholding,
but they don't need like, people

543
00:19:08,620 --> 00:19:10,400
to help them in their business.

544
00:19:10,400 --> 00:19:12,160
And they signed up for your team,

545
00:19:12,160 --> 00:19:13,240
your brokerage, just to hang their
license somewhere.

546
00:19:13,240 --> 00:19:14,660
And they want to crush things.

547
00:19:14,660 --> 00:19:16,260
And they feel like they haven't

548
00:19:16,260 --> 00:19:16,880
figured out.

549
00:19:16,880 --> 00:19:17,180
Cool.

550
00:19:17,180 --> 00:19:18,600
I'm not talking to you.

551
00:19:19,150 --> 00:19:19,710
To everyone else.

552
00:19:19,710 --> 00:19:20,270
I'm talking.

553
00:19:20,270 --> 00:19:22,250
I'm going, I don't know how the

554
00:19:22,250 --> 00:19:25,470
hell you are running a team, a
brokerage, showing up and running

555
00:19:25,470 --> 00:19:26,490
your own book.

556
00:19:26,490 --> 00:19:27,930
And if you've got that figured

557
00:19:27,930 --> 00:19:29,030
out, like hand clap.

558
00:19:29,030 --> 00:19:29,630
That's me clapping my hands.

559
00:19:31,310 --> 00:19:33,230
That's what that was for you.

560
00:19:33,230 --> 00:19:34,330
And if I was, I'm sitting, but I

561
00:19:34,330 --> 00:19:38,630
would be outside standing.

562
00:19:38,630 --> 00:19:40,830
I'm actually going to go outside

563
00:19:40,830 --> 00:19:41,150
and stand up.

564
00:19:41,150 --> 00:19:41,730
Open the door.

565
00:19:41,890 --> 00:19:43,510
I'm out here.

566
00:19:43,510 --> 00:19:44,490
You get a standing ovation.

567
00:19:44,490 --> 00:19:45,250
That's what you get.

568
00:19:45,250 --> 00:19:47,630
Now I'm going back in.

569
00:19:48,440 --> 00:19:50,920
Kudos to you because I don't know
how you do it.

570
00:19:51,080 --> 00:19:53,060
don't know how you do it.

571
00:19:53,060 --> 00:19:56,340
I don't know how you show up for

572
00:19:56,340 --> 00:20:00,740
the team and like the way you need
to show up.

573
00:20:00,860 --> 00:20:03,520
and run your own book in this
environment if you're doing any

574
00:20:03,520 --> 00:20:07,480
sort of volume if you're running a
couple files sure you're doing any

575
00:20:07,480 --> 00:20:11,160
sort of volume um so i just want
to say kudos to those of you who

576
00:20:11,160 --> 00:20:14,650
have figured it out and have got
it right and working this is me

577
00:20:14,650 --> 00:20:16,890
going like congratulations good
for you for everyone else yeah

578
00:20:16,890 --> 00:20:18,810
there's a reason why you're not a
good team lead a good broker owner

579
00:20:18,810 --> 00:20:21,930
or what because you're running
your own book and that's crazy

580
00:20:21,930 --> 00:20:27,270
town and so i don't do that i
don't run my own book So I'm not

581
00:20:27,270 --> 00:20:31,090
going to get deep into that.

582
00:20:31,090 --> 00:20:34,570
When I do the podcast dedicated to

583
00:20:34,570 --> 00:20:41,670
this, I'm going to go deeper on
things and it will be a ton of

584
00:20:41,670 --> 00:20:42,630
value for you.

585
00:20:42,630 --> 00:20:44,330
I wanted to just point that one

586
00:20:44,510 --> 00:20:44,910
point out.

587
00:20:44,910 --> 00:20:46,410
But I'm going to share some

588
00:20:46,410 --> 00:20:47,410
reasons why I haven't taken people
on it.

589
00:20:47,910 --> 00:20:49,710
Because that was part of the
thing.

590
00:20:52,430 --> 00:20:54,630
What have you learned?
I'm like, well, I've learned who

591
00:20:55,030 --> 00:20:55,790
to say no to.

592
00:20:55,790 --> 00:21:01,530
Okay, and I'm going to tell you.

593
00:21:01,530 --> 00:21:02,830
And so I've talked to, I think we
looked at this the other day,

594
00:21:02,830 --> 00:21:03,410
around 111 people.

595
00:21:03,410 --> 00:21:04,730
111 people I've had.

596
00:21:04,730 --> 00:21:07,590
a minimum 30 -minute conversation
about joining Team Wiley.

597
00:21:07,590 --> 00:21:09,820
Okay?
We have on the team now, I think

598
00:21:09,820 --> 00:21:11,240
we're around, there's always
people on board.

599
00:21:11,240 --> 00:21:12,040
Let's call it 45.

600
00:21:12,040 --> 00:21:13,520
Close to 45 people are on the

601
00:21:13,520 --> 00:21:13,640
team.

602
00:21:13,640 --> 00:21:13,760
Okay?

603
00:21:13,760 --> 00:21:15,060
So that's 66 people.

604
00:21:15,060 --> 00:21:15,800
I said, nope.

605
00:21:15,800 --> 00:21:16,040
No, Blano.

606
00:21:16,040 --> 00:21:16,260
Nope.

607
00:21:16,260 --> 00:21:17,180
Not going to work.

608
00:21:17,180 --> 00:21:18,500
And not every one of those people

609
00:21:18,500 --> 00:21:23,420
is like, I'm in, will you take me?
Okay, so maybe it's a smaller

610
00:21:23,420 --> 00:21:24,260
percentage than that.

611
00:21:24,260 --> 00:21:26,840
Probably the same, 45.

612
00:21:26,840 --> 00:21:31,760
I'd say 45 people, 20 of them are
like, yeah, awesome, love it, just

613
00:21:31,760 --> 00:21:32,680
timing's not right, we'll circle
back.

614
00:21:32,680 --> 00:21:35,360
The other 45, I'm like, yeah, not
a fit.

615
00:21:35,360 --> 00:21:36,780
And so these are the reasons why.

616
00:21:36,780 --> 00:21:37,980
I've said no to people.

617
00:21:37,980 --> 00:21:38,760
I'm going to go over that.

618
00:21:38,760 --> 00:21:40,000
But first, this podcast is brought

619
00:21:40,000 --> 00:21:41,120
to you by Americana.

620
00:21:41,160 --> 00:21:42,180
So first out of the gate.

621
00:21:42,180 --> 00:21:43,920
If we start our conversation and
one of the first three questions

622
00:21:44,560 --> 00:21:46,960
you have is, what's my split?
Most people have watched the

623
00:21:46,960 --> 00:21:48,000
webinar before jumping a call with
them.

624
00:21:48,000 --> 00:21:50,140
The splits are on there.

625
00:21:50,140 --> 00:21:52,100
But if you want to talk about that

626
00:21:52,100 --> 00:21:53,680
or you want to negotiate on the
split, I know right away,

627
00:21:53,680 --> 00:21:55,960
instantly, boom, you're not a fit.

628
00:21:55,960 --> 00:21:56,100
Right?

629
00:21:56,100 --> 00:21:56,560
You're a rate shopper.

630
00:21:56,800 --> 00:22:00,180
You are a rate shopper, rate

631
00:22:00,180 --> 00:22:00,560
shopper, rate shopper.

632
00:22:00,560 --> 00:22:00,880
Yeah, you are.

633
00:22:00,880 --> 00:22:06,380
And I don't want to work with you.

634
00:22:06,380 --> 00:22:09,320
That's just, and you might be

635
00:22:09,320 --> 00:22:15,020
awesome person, but it just tells
me a lot about you.

636
00:22:15,020 --> 00:22:18,220
You're just not the fit for what
we're doing.

637
00:22:18,220 --> 00:22:19,200
We have extremely good splits.

638
00:22:19,200 --> 00:22:22,240
Like the splits could be way more

639
00:22:22,240 --> 00:22:30,360
in my favor and we would build a
very big business, but we chose

640
00:22:30,980 --> 00:22:31,620
not to.

641
00:22:31,620 --> 00:22:32,600
We chose not to.

642
00:22:32,600 --> 00:22:32,960
Okay.

643
00:22:32,960 --> 00:22:34,340
A lot of people move over and

644
00:22:34,340 --> 00:22:34,940
their splits are better.

645
00:22:34,940 --> 00:22:37,730
So, and they're like, how do I get

646
00:22:37,730 --> 00:22:43,370
all that and all that for that?
They're like, where do I sign?

647
00:22:43,370 --> 00:22:45,110
I'm like, well, that's not how
this works.

648
00:22:45,150 --> 00:22:48,970
It is not, hey, you want to come?
So you jump in.

649
00:22:48,970 --> 00:22:49,990
That's not this team.

650
00:22:49,990 --> 00:22:52,050
That is majority of other teams.

651
00:22:52,050 --> 00:22:54,390
That is not this team.

652
00:22:54,390 --> 00:22:54,770
It's different.

653
00:22:54,890 --> 00:22:55,470
So you mentioned that.

654
00:22:55,470 --> 00:22:57,530
And it's one of those things.

655
00:22:57,530 --> 00:23:01,690
I had people that tried to
negotiate the split.

656
00:23:01,690 --> 00:23:02,090
There are no deals.

657
00:23:02,920 --> 00:23:03,760
There are no deals.

658
00:23:03,760 --> 00:23:07,740
Why would there be deals?
Like why, why would someone else

659
00:23:07,740 --> 00:23:13,200
over here pay more than you?
Because like, like that doesn't

660
00:23:13,200 --> 00:23:13,740
make sense.

661
00:23:13,740 --> 00:23:15,100
And so, and then if I discount

662
00:23:15,100 --> 00:23:18,720
yours 20, 30%, does that mean when
I show up for my end of the

663
00:23:18,720 --> 00:23:24,820
bargain with the dumb for you
stuff and the coaching and the

664
00:23:24,820 --> 00:23:31,240
mentoring, do I get to show up 20,
30 % late or with less energy?

665
00:23:31,240 --> 00:23:35,020
Like, do I get that?
Cause I'm getting 20, 30 % less

666
00:23:35,020 --> 00:23:35,200
revenue.

667
00:23:35,200 --> 00:23:37,260
So do I do that?

668
00:23:37,260 --> 00:23:37,360
Right.

669
00:23:37,360 --> 00:23:37,960
So that's one.

670
00:23:37,960 --> 00:23:41,280
Another reason people, I don't
extend an invite after we chat is

671
00:23:41,280 --> 00:23:45,100
some brokers just, they have the
world figured out, brokers just,

672
00:23:45,100 --> 00:23:49,380
they have the world figured out,
which is cool.

673
00:23:49,380 --> 00:23:53,380
And they want to tell you how they
have it figured out.

674
00:23:53,380 --> 00:23:55,160
And that's just people in general.

675
00:23:55,160 --> 00:23:56,680
And that's cool.

676
00:23:56,680 --> 00:24:00,680
Which tells me that you're
probably not going to thrive in

677
00:24:00,680 --> 00:24:04,180
our environment because you kind
of like, kind of like, you know it

678
00:24:04,180 --> 00:24:04,380
all.

679
00:24:04,380 --> 00:24:05,980
You're not coachable.

680
00:24:05,980 --> 00:24:09,400
I don't care who you are in your
business, where you're at.

681
00:24:09,460 --> 00:24:09,840
Everyone needs coaching.

682
00:24:09,840 --> 00:24:10,780
Everybody needs a mentor.

683
00:24:10,780 --> 00:24:10,940
Everybody.

684
00:24:10,940 --> 00:24:12,040
The best of the best get

685
00:24:12,140 --> 00:24:12,200
mentorship.

686
00:24:12,200 --> 00:24:14,800
And so if I get that vibe and

687
00:24:14,800 --> 00:24:19,280
energy from you, and that's just
who you are as a person, and

688
00:24:19,780 --> 00:24:21,260
there's nothing wrong with that.

689
00:24:21,260 --> 00:24:21,600
There totally isn't.

690
00:24:21,600 --> 00:24:22,800
There's a lot of places you go.

691
00:24:22,800 --> 00:24:24,180
There's just nothing wrong with

692
00:24:24,180 --> 00:24:24,360
that.

693
00:24:24,360 --> 00:24:28,320
But it's just, I get to pick and

694
00:24:28,320 --> 00:24:30,560
choose, right?
Who comes in the club.

695
00:24:30,560 --> 00:24:36,240
based on who I want to spend time
with, because we will be spending

696
00:24:36,240 --> 00:24:39,620
a lot of time together if you're
on the team, right?

697
00:24:39,620 --> 00:24:41,900
I'm available every single day,
multiple times, direct line access

698
00:24:41,900 --> 00:24:44,480
to me, like front of the row,
front club, you're at the concert,

699
00:24:44,480 --> 00:24:45,940
you're front row, you're like the
stage is there.

700
00:24:45,940 --> 00:24:46,460
You're like right there.

701
00:24:46,460 --> 00:24:48,600
And so I get to choose.

702
00:24:48,600 --> 00:24:49,140
Okay.

703
00:24:49,140 --> 00:24:51,180
Number three, and I don't have a

704
00:24:51,340 --> 00:24:51,620
list here.

705
00:24:51,620 --> 00:24:52,820
Like this isn't written down.

706
00:24:52,820 --> 00:24:54,180
It's just.

707
00:24:54,180 --> 00:24:58,190
Someone asked me and I had a

708
00:24:58,190 --> 00:25:02,930
quick, I gave him some quick
answers and rolled off my head.

709
00:25:02,930 --> 00:25:06,350
So number three, three,
negativity.

710
00:25:06,350 --> 00:25:07,890
If I talk to you and I try to pull
questions out of you and

711
00:25:07,890 --> 00:25:10,710
conversations out of you on that
call and blah, blah, blah.

712
00:25:10,710 --> 00:25:12,110
And if there's a negative tone, a
negative vibe, unfortunately,

713
00:25:12,110 --> 00:25:13,230
you're not making it.

714
00:25:13,230 --> 00:25:15,830
We've got a culture to protect.

715
00:25:15,830 --> 00:25:19,470
We've got, this isn't like
everybody come in because you do

716
00:25:19,470 --> 00:25:20,990
volume.

717
00:25:20,990 --> 00:25:21,830
I've turned away brokers who do

718
00:25:21,990 --> 00:25:22,670
50, 70, 100 million.

719
00:25:23,210 --> 00:25:26,910
It's not a fit.

720
00:25:26,910 --> 00:25:27,610
Just not a fit.

721
00:25:27,610 --> 00:25:29,870
And am I wrong on some of that?

722
00:25:29,870 --> 00:25:30,210
Maybe.

723
00:25:30,210 --> 00:25:31,950
I don't know.

724
00:25:31,950 --> 00:25:35,290
But we're in a volume world.

725
00:25:35,290 --> 00:25:39,490
Volume rules the roost in the

726
00:25:39,490 --> 00:25:40,430
mortgage industry.

727
00:25:40,430 --> 00:25:42,310
And for a lot of you, you get

728
00:25:42,310 --> 00:25:42,970
exactly what I'm saying.

729
00:25:42,970 --> 00:25:43,270
You get it.

730
00:25:43,270 --> 00:25:46,830
The underbelly of our industry, a
lot of people are just complete

731
00:25:46,830 --> 00:25:47,490
assholes, are complete bitches.

732
00:25:47,490 --> 00:25:49,350
are complete enter here, but

733
00:25:49,350 --> 00:25:53,430
because they do volume, they get
away with a lot.

734
00:25:53,430 --> 00:25:56,520
Not on my watch, not what I'm
building, not what we're doing.

735
00:25:56,520 --> 00:25:57,600
Volume does, it means fuck all.

736
00:25:57,600 --> 00:25:59,300
If you come in, I do 60 million

737
00:25:59,300 --> 00:26:01,720
and this, or I do 30 million, I
don't care.

738
00:26:02,240 --> 00:26:05,360
It doesn't like, what does that
mean to me?

739
00:26:05,360 --> 00:26:07,340
It doesn't mean anything, but it
makes money.

740
00:26:07,340 --> 00:26:10,460
I don't care, but it comes with a
lot of baggage.

741
00:26:10,460 --> 00:26:11,820
It comes with a lot.

742
00:26:11,820 --> 00:26:14,420
And I don't want it.

743
00:26:14,420 --> 00:26:17,840
Not in my house.

744
00:26:17,840 --> 00:26:19,840
This is my house.

745
00:26:20,220 --> 00:26:21,580
So attitude, negativity.

746
00:26:21,580 --> 00:26:22,500
If you come in positive, if you

747
00:26:22,500 --> 00:26:25,140
come in and you're doing 7 million
and you've been in the industry

748
00:26:25,140 --> 00:26:27,800
two years, been in the industry
two years, been smacked in the

749
00:26:27,800 --> 00:26:33,980
face, you're still standing, you
have positive outlook on things,

750
00:26:33,980 --> 00:26:35,740
and you're spending the hours,
you're putting in the work, the

751
00:26:35,740 --> 00:26:37,880
hours, you're putting in the work,
and I enjoy being around you.

752
00:26:37,880 --> 00:26:39,140
enjoy being around you.

753
00:26:39,140 --> 00:26:44,500
And I see like, oh man, I can work

754
00:26:44,500 --> 00:26:44,800
with that.

755
00:26:44,800 --> 00:26:46,020
I can work with that.

756
00:26:46,020 --> 00:26:48,380
We can go do some things.

757
00:26:48,380 --> 00:26:50,120
But if you come in crusty, world

758
00:26:50,120 --> 00:26:53,910
figured out, this lender did that,
that lender did this, and you're

759
00:26:53,910 --> 00:26:56,290
jaded, and that like, sorry.

760
00:26:57,130 --> 00:26:59,770
And maybe you're a fun person to

761
00:26:59,770 --> 00:27:01,870
hang out with, but I don't need
you over here.

762
00:27:02,010 --> 00:27:04,230
This is the thing that I'm
protecting.

763
00:27:05,170 --> 00:27:06,450
It's over here.

764
00:27:06,450 --> 00:27:07,290
And we're building something

765
00:27:07,290 --> 00:27:07,830
pretty cool.

766
00:27:07,830 --> 00:27:08,750
And then last but not least, this

767
00:27:08,750 --> 00:27:12,410
is another reason I said no to
people is if they're coming back,

768
00:27:12,630 --> 00:27:16,370
if the communication back and
forth is unorganized, if not

769
00:27:16,370 --> 00:27:21,470
showing up for calls on time, if
wait three days to respond to

770
00:27:21,470 --> 00:27:24,270
emails, if like if something's a
priority, put yourself right.

771
00:27:24,710 --> 00:27:26,750
These are all like telltale signs.

772
00:27:26,750 --> 00:27:29,710
Try you're applying for a job,

773
00:27:29,710 --> 00:27:31,770
right?
It's what you're doing.

774
00:27:31,770 --> 00:27:33,770
So it's like I'm interviewing you.

775
00:27:33,770 --> 00:27:33,970
That's.

776
00:27:33,970 --> 00:27:34,710
what this is.

777
00:27:34,710 --> 00:27:37,310
This isn't a, can I, I'm coming

778
00:27:37,310 --> 00:27:37,630
over.

779
00:27:37,630 --> 00:27:38,950
I know that's not how this works.

780
00:27:39,230 --> 00:27:40,070
It's I'm literally interviewing
you.

781
00:27:40,510 --> 00:27:43,230
And if you show up late, if you
forget about the meeting, if the

782
00:27:43,230 --> 00:27:48,670
email back and forth is like, it's
just, it gives, it tells me things

783
00:27:48,670 --> 00:27:48,950
about you.

784
00:27:48,950 --> 00:27:52,430
It tells me things about your

785
00:27:52,430 --> 00:27:56,250
priorities, tells me things about
how important this is to you.

786
00:27:56,250 --> 00:28:01,030
And it just like, it all, it's the
framework of you.

787
00:28:01,030 --> 00:28:00,930
And so that goes in.

788
00:28:00,930 --> 00:28:02,710
And so already we start the gate

789
00:28:02,710 --> 00:28:04,090
out of the gate going boom.

790
00:28:04,510 --> 00:28:06,030
And then I just asked the

791
00:28:06,190 --> 00:28:10,270
question, like, like, why were you
late?

792
00:28:10,270 --> 00:28:10,750
Like, is there something going on?
Like, oh yeah, yeah.

793
00:28:10,750 --> 00:28:11,270
Like, okay.

794
00:28:11,310 --> 00:28:14,830
But if you're doing that now, then

795
00:28:14,830 --> 00:28:18,980
does that mean like later on when
we're doing the work and you want

796
00:28:18,980 --> 00:28:24,320
me to show up, but then you're not
showing up on time or you're like,

797
00:28:24,320 --> 00:28:26,640
it's just layers and there's a
ripple effect.

798
00:28:27,020 --> 00:28:30,480
And so that's like, and now
already you're working behind the

799
00:28:30,480 --> 00:28:31,420
eight ball.

800
00:28:31,420 --> 00:28:33,780
You're behind the eight ball.

801
00:28:33,780 --> 00:28:34,500
And I'm like, yeah.

802
00:28:34,500 --> 00:28:35,340
Nope, not going to work.

803
00:28:35,340 --> 00:28:38,300
I already got that in my head.

804
00:28:38,300 --> 00:28:40,440
Now I have to, you have to

805
00:28:40,440 --> 00:28:41,700
convince me otherwise.

806
00:28:41,700 --> 00:28:44,870
So I just wanted to share that.

807
00:28:44,870 --> 00:28:48,850
Those are a couple of things on my
mind and I will come up with

808
00:28:48,850 --> 00:28:55,290
podcasts, which will be, there's a
lot of juicy stuff in building a

809
00:28:55,410 --> 00:28:57,510
team that I'm going to explain to
you.

810
00:28:57,510 --> 00:29:03,610
And there'll be a ton of value in
there for you and your business.

811
00:29:03,610 --> 00:29:05,010
So we'll get to that.

812
00:29:05,230 --> 00:29:07,110
But anyways, I'm recording this on

813
00:29:07,310 --> 00:29:08,990
a Saturday morning with a five on
the clock.

814
00:29:08,990 --> 00:29:10,230
You go enjoy your day.

815
00:29:10,230 --> 00:29:10,590
I'm out.

816
00:29:10,590 --> 00:29:14,020
I'm going back to go get other
shit done now before the whole

817
00:29:14,020 --> 00:29:14,800
house wakes up.

818
00:29:14,800 --> 00:29:16,040
And then I'm into dad mode.

819
00:29:16,320 --> 00:29:17,360
But that's it.

820
00:29:17,360 --> 00:29:19,140
That's it, kids.

821
00:29:19,140 --> 00:29:21,800
Enjoy your weekend or your week.

822
00:29:21,800 --> 00:29:22,660
Peace out.