277: The Industry Changed. They Didn't. Welcome to the Broken Brokerage.

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Welcome to the mortgage game.

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I truly, truly believe that

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

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game.

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There's winners, there's losers,

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there's certain things you try.

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Some of us are playing checkers,

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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

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

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

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I hope you enjoy.

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All right, welcome to the Mortgage

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Game Podcast.

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West Coast Wiley in the house.

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This is an evening version, 7 .43
p .m.

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at the beach.

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The beach is jammed, so I had to

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go to a smaller beach with not
such a great view, but still I can

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see water and boats and mountains,
so I'm happy.

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And this is one of those things,
like this is this podcast, much

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like the emails are right there.

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It's kind of like whenever the

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writer wants to write, it's not,
hey, I have to get this out every

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week because I do.

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I just and now I feel like doing

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this and there's stuff I want to
talk about.

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So here we are.

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So let's get into it.

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Here's some random things for you.

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I talked to probably two to three

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mortgage brokers who are not on my
team every day.

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And there's some common themes
coming around.

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I want to just bring these to
forefront because part of me is

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I'm going to talk about how the
old way of brokering is dead.

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and the new way of brokering, how
old brokers are getting crushed

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and why they're getting crushed
and how you should not make the

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same mistake.

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So we'll talk about that.

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But let's talk about the
conversations I'm having with

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people.

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And so I don't know if I'm more

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surprised by the fact that
brokerages and team leads are

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still getting away with this or
that mortgage brokers are still

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allowing it to happen to them.

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And I'm just going to give you a

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couple examples.

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This is like real stuff from like

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smart people.

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And so we've got, for example, one

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brokerage or one team just figured
out that, hey, we're actually not

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getting part of all the efficiency
bonuses and the promo bonuses.

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And like we're missing out on
literally $20 ,000, $30 ,000, $15

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,000 to $20 ,000 each.

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And we didn't know about it.

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And they were.

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really trying to hide it from us,

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but they made a mistake and we
caught them.

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And I hear this all the time, like
all the time.

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And so I'm never shocked by it.

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I'm never like, Oh my God, really?

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No way.

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I'm like, okay.

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Yeah.

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Yeah.

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Sounds about right.

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That's an old school way.

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It's an old thing.

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Hide it.

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And I know there's a lot of people
talking about transparency.

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I'm telling you, there's a lot of
shysters still out there.

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And but the fact that the mortgage
brokers are still allowing people

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to get away with it because they
don't know the numbers.

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I can't tell you how many times I
talk to brokers.

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I'm like, so what is your split?
Oh, 90 -10.

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Cool.

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Is it 90 -10 before?

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Like, is that all in or is there
like three or 5 % taken off with

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the network plus tax?
And then you get now.

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Oh, yeah, yeah.

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That's what it is.

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And I also just learned that like
eight months ago and I've been

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there five years.

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Oh, OK.

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Well, that's a little scary.

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It's a little scary to me.

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You're a mortgage broker advising
people on financial decisions and

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numbers, and you don't know your
own numbers.

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And it's also scary that it's
being hidden from you and it's not

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outlined.

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And then the answer to you is,

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well, it's not outlined on the pay
stub.

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I get $5 ,000 and then I get my 90
-10 of that, but the five has

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already been taken, but that's
never seen on the pay stub.

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That's already been taken off and
it just shows 90 -10.

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When in all reality, you're
netting out in that instance, like

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if you're in Ontario.

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When I was at a network like that,

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it was 5 % plus tax.

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I was paying 5, 6, 5 to the house

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and the house goes off first.

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The house eats before anyone else.

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And then it was my split.

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And so if you're 90 -10 and you

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have that in addition, you're
actually less than 85 -15 when you

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actually do the math.

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And so these are things you need

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to know, but it's also things you
need to ask.

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And it should be like where you're
not scared to ask or you feel

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threatened to ask.

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There should also be, it's cool if

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brokerages want to take efficiency
bonuses and promo bonuses and they

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want to do all that, but it should
be clearly articulated and lay out

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and pointed out to you.

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And it's not.

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And I know some places they just
take it.

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And some places don't allow you to
talk to the underwriter or talk to

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the BDM or they coach the BDM to
not, when they're talking to the

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agents, not to mention volume
bonus because they keep it without

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letting them know.

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This shit's happening in front of

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us.

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And this is an old school way of

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brokering.

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And anyone who wants to debate me

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on this, I'm up for it.

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Because I know how it works.

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I know how the sausage is made.

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I was involved in it.

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And so you will have people tell
you, like people told me, go start

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a team, Ryan.

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And then, hey, guess what?

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You get to keep the volume bonus
because you work really hard for

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it.

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And they can work off finders

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fees.

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And that's just the way it goes.

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And I was like choked on my
biscuit.

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Maybe I was having tea and biscuit
that day, but it's like, what?

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What?
No, there's no way I could do

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that.

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What the hell?

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Yeah, but it's being coached down
from the top.

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And so this is happening.

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So this is me saying to you,

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going, do you know your numbers?
Like, is it clearly articulated on

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the pay stub?
Have you actually went in and

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reconciled a file and looked at,
did I get all my finder's fee?

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Did I get my volume bonus?
Did I get my quarterly efficiency

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bonus?
Did I get my actual split or is

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there a network fee?
And it's like, ta -da, there'll be

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found money there.

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And also, I'm guessing if you go

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figure that out and it's been sort
of pushed under the rug and hasn't

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been talked about, I'm guessing
you're going to have a different

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vibe than you would previously, a
different thought about the people

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running the show.

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And I will tell you right now,

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there are way more good people
running brokerages and teams than

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there are bad.

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But there's still a lot of bad

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apples around us.

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And this is happening way more

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than I actually thought still.

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I thought people would clean

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things up.

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But here's what's going on.

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This podcast has been brought to
you by Zero Gatorade.

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Great version.

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My fave.

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This is...

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The old school way of brokering.

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There's a lot of old school way
where people run their books the

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old way and getting crushed and
people running brokerages.

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And so this is the common theme
I'm hearing now.

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And I totally agree.

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And this isn't me coming up to

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conclusions.

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I've already come up with these

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conclusions.

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It's just nice to actually hear

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people say it to me without me
asking questions.

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And I'm like, oh.

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You're actually seeing what I've

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been seeing for a long time is
that there's a lot of brokerages

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and a lot of teams who have these
splits that are in their favor.

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And hey, I get it.

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Brokerages take on responsibility

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and they take on lender
relationships and they take on

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brick and mortar and they take on
all this blah, blah, blah, blah,

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blah.

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But guess what?

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The value that is being added.

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Back in the day, you could

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rationalize way more for an
example, your 80 -20 split.

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Now, it's like, what else do you
got?

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What do I get now?
I've been here eight years.

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I don't need that.

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I don't need that.

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The business is evolving at
lightning speed.

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We're getting crushed by banks.

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And don't tell me you have

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training when the training is you
bringing in lenders to talk about

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their products.

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about their products.

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That's not training.

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That's just giving BDMs a show,

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like a spot to talk.

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And don't tell me that's your

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training.

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So what are you doing?

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And if you're not up in your game,
then you need to lower the split

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and renegotiate.

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And you're like, but Ryan, I

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don't.

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I'm like, yeah, you're right.

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You don't.

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Unless someone comes to talks to

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you and says, so brokers, this is
me going to you.

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Go and fucking renegotiate your
split.

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If you're not getting what you
think you should be getting.

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There are a lot of people running
amazing shops out there now where

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they're giving crazy amounts of
value and ongoing training and

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evolving.

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And if your business is dying.

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with everyone else's, then either
get the help outside or look

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internal where you're already
cutting a check and figure out

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your house first.

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Get your house in order.

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Okay, your personal house should
be in order.

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That's the number one fix in
everyone's life to make your life

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go good.

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But after that, get your business

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house in order.

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And I'm talking about at your damn

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brokerage.

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Look them in the eye and man to

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man, woman to woman, man to woman,
woman to man, whatever.

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And like, am I getting the value?
And do your due diligence and come

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back and be like, I don't think I
am.

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Nine times out of 10, you aren't.

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So the question then becomes why?

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So I'm just going to tell you,
this is what I hear.

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I'm in the trenches talking to
people.

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I've talked to probably just under
200 agents since October.

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And this is about joining my team.

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So I have a lot of data and I'm

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not handing these phone calls off
to somebody.

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I'm taking each and every phone
call, multiple ones sometimes.

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And so the things I'm hearing are,
well, Johnny's a nice guy, right?

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And so I just, I've been there so
long and there's just such a nice

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guy.

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And I'm like, cool, great.

256
00:09:06,640 --> 00:09:07,080
Get it.

257
00:09:07,080 --> 00:09:07,420
Awesome.

258
00:09:07,420 --> 00:09:08,760
Nice guy.

259
00:09:08,760 --> 00:09:09,440
But you're okay.

260
00:09:09,440 --> 00:09:10,260
That's not a responsible business
owner's response.

261
00:09:10,260 --> 00:09:11,780
And so then you just call what it
is.

262
00:09:11,780 --> 00:09:13,880
You go, hey, I'm sacrificing
money.

263
00:09:13,880 --> 00:09:20,120
I'm paying more money to the house
on an old 80 -20 split.

264
00:09:20,120 --> 00:09:22,560
And I'm only using that 80 -20 as
like an example.

265
00:09:22,560 --> 00:09:24,300
So I can just reference it back.

266
00:09:24,300 --> 00:09:27,100
I'm on an old 80 -20 split.

267
00:09:27,100 --> 00:09:31,740
There's been no new cool things
coming in that has helped

268
00:09:31,740 --> 00:09:33,460
transition and change my business.

269
00:09:33,460 --> 00:09:35,500
There's no coaching and mentoring

270
00:09:35,500 --> 00:09:38,080
where I'm always there because the
person at the top is running their

271
00:09:38,080 --> 00:09:38,520
own book.

272
00:09:38,520 --> 00:09:40,660
And that's priority one, two,

273
00:09:40,660 --> 00:09:41,240
three, four.

274
00:09:41,400 --> 00:09:42,860
Always is, always will be.

275
00:09:43,060 --> 00:09:43,940
It feeds their family.

276
00:09:43,940 --> 00:09:46,510
A lot of them are running side

277
00:09:46,510 --> 00:09:46,650
projects.

278
00:09:46,650 --> 00:09:47,930
So I ran into a couple of guys

279
00:09:47,930 --> 00:09:50,410
last 10 days, two, three different
guys, different shops, different

280
00:09:50,410 --> 00:09:50,810
provinces.

281
00:09:50,810 --> 00:09:52,070
And they're like, it was awesome.

282
00:09:52,070 --> 00:09:54,370
My broker owner was there and then
got me in the door and then kind

283
00:09:54,370 --> 00:09:55,050
of peaced out.

284
00:09:55,210 --> 00:09:56,150
He's such a nice guy.

285
00:09:56,150 --> 00:09:58,490
And he answers the phone once in a
while.

286
00:09:58,490 --> 00:10:01,270
But now he's running these side
businesses in the mortgage world.

287
00:10:01,510 --> 00:10:03,610
But he's trying to come up with
these other things.

288
00:10:03,610 --> 00:10:07,470
And I'm sitting here like right in
front of him going, hey, what

289
00:10:07,470 --> 00:10:09,030
about me?
I'm the side business.

290
00:10:09,170 --> 00:10:11,490
Like, what about me?
I'm like, you're brokerage.

291
00:10:11,490 --> 00:10:12,890
I'm on the team.

292
00:10:12,890 --> 00:10:13,930
Like, I'm cutting you a check

293
00:10:13,930 --> 00:10:15,000
every deal.

294
00:10:15,000 --> 00:10:15,760
I'm paying these monthly fees

295
00:10:15,760 --> 00:10:18,780
where I don't even know where
they're going.

296
00:10:18,780 --> 00:10:21,120
And like, I'm doing these things.

297
00:10:21,360 --> 00:10:23,280
Like, why are you on to this other

298
00:10:23,280 --> 00:10:26,580
side thing?
Like, why not make this the side

299
00:10:26,580 --> 00:10:28,440
thing, but like a bigger thing?
Like, why are, it's just another

300
00:10:28,440 --> 00:10:28,600
thing.

301
00:10:28,600 --> 00:10:29,760
And so it's that passive income.

302
00:10:29,760 --> 00:10:33,680
So the passive income is this old
wives tale that gets thrown around

303
00:10:33,680 --> 00:10:34,620
online, entrepreneurs, the passive
income.

304
00:10:34,620 --> 00:10:35,300
There's no such thing as passive
income.

305
00:10:35,300 --> 00:10:37,580
If you're chasing that dream and
you're going down all the

306
00:10:37,580 --> 00:10:39,500
different get rich quick things,
it doesn't exist.

307
00:10:39,500 --> 00:10:41,500
But a lot of broker owners.

308
00:10:41,620 --> 00:10:42,650
have this going on.

309
00:10:42,650 --> 00:10:44,530
They're like, Hey, I'm running my
own book.

310
00:10:44,710 --> 00:10:45,890
Cause I lived this world.

311
00:10:45,890 --> 00:10:46,190
Okay.

312
00:10:46,190 --> 00:10:48,710
So I'm, I was in these footsteps.

313
00:10:48,710 --> 00:10:49,150
I'm running my own book.

314
00:10:49,150 --> 00:10:51,310
And all of a sudden I start doing
30, 40, 50 mil.

315
00:10:51,310 --> 00:10:55,850
And then all of a sudden people
want to come to me and they're

316
00:10:55,850 --> 00:10:57,050
like talking to me.

317
00:10:57,050 --> 00:10:58,730
How are you doing it?

318
00:10:58,890 --> 00:10:59,050
Right.

319
00:10:59,050 --> 00:10:59,750
How are you doing?

320
00:10:59,750 --> 00:11:01,810
What's going on?
Like, can I come join you?

321
00:11:01,810 --> 00:11:05,810
Can you teach me?
And you're like, Oh, this is cool.

322
00:11:05,810 --> 00:11:09,870
I'll like teach them a couple of
things.

323
00:11:10,010 --> 00:11:12,870
And then I'll take like 10 points
off them.

324
00:11:12,870 --> 00:11:13,990
And, and that's cool.

325
00:11:13,990 --> 00:11:15,110
And I'll earn money.

326
00:11:15,110 --> 00:11:18,390
And now I got this passive income
and I got multiple streams of

327
00:11:18,390 --> 00:11:18,510
income.

328
00:11:18,510 --> 00:11:18,630
Right.

329
00:11:18,630 --> 00:11:20,520
We hear that all the time.

330
00:11:20,600 --> 00:11:21,180
And little do you like.

331
00:11:21,180 --> 00:11:21,320
stop.

332
00:11:21,320 --> 00:11:22,380
So many brokerages are set up like

333
00:11:22,520 --> 00:11:25,340
that now where you, the mortgage
agent or broker is a part of

334
00:11:25,340 --> 00:11:26,360
someone else's passive income
stream, multiple income stream.

335
00:11:26,360 --> 00:11:27,460
You're not the main show.

336
00:11:27,460 --> 00:11:28,380
You're just along for the ride.

337
00:11:28,380 --> 00:11:29,460
And guess what?
This is your main gig.

338
00:11:29,460 --> 00:11:30,620
So how the hell does that make
sense?

339
00:11:30,620 --> 00:11:33,100
And this is where the whole thing
is broken and it's a house of

340
00:11:33,160 --> 00:11:34,120
cards and it starts falling apart.

341
00:11:34,120 --> 00:11:35,140
So when you start, seeing that and

342
00:11:35,180 --> 00:11:37,640
the angles and you start going,
wait a second, this isn't the main

343
00:11:37,640 --> 00:11:39,260
thing, but it's my main thing.

344
00:11:39,260 --> 00:11:40,840
It feeds my family for generations

345
00:11:40,940 --> 00:11:41,040
to come.

346
00:11:41,040 --> 00:11:42,380
I hope to have my kids working it

347
00:11:42,380 --> 00:11:42,720
someday.

348
00:11:42,720 --> 00:11:44,460
Hopefully, maybe I sell my book,

349
00:11:44,460 --> 00:11:45,440
whatever, whatever.

350
00:11:45,500 --> 00:11:46,880
But the people who I'm relying on

351
00:11:46,880 --> 00:11:50,640
and trusting, it's not their main
thing.

352
00:11:50,640 --> 00:11:51,980
It might be number three, four,
five.

353
00:11:51,980 --> 00:11:52,800
And it shows.

354
00:11:52,800 --> 00:11:55,220
It absolutely shows in how present

355
00:11:55,220 --> 00:11:55,980
they are.

356
00:11:55,980 --> 00:11:59,840
how up to speed on things they

357
00:12:00,640 --> 00:12:05,240
are, how they're evolving with
things in the industry and how

358
00:12:05,240 --> 00:12:07,280
they're sharing it in coaching and
mentoring and creating tools and

359
00:12:07,280 --> 00:12:10,800
sharing tools and helping you like
increase your business.

360
00:12:10,800 --> 00:12:13,000
And like, so this is the million
dollar question.

361
00:12:13,000 --> 00:12:15,580
It's your main gig, yet you're
aligned to someone where you're

362
00:12:15,580 --> 00:12:17,400
number five, six, seven in line.

363
00:12:17,400 --> 00:12:20,150
And then if it's someone that has

364
00:12:20,150 --> 00:12:23,750
10, 15, 20, 30 agents, you're like
somewhere even farther down.

365
00:12:23,750 --> 00:12:23,950
Right.

366
00:12:23,950 --> 00:12:24,970
And so you start getting

367
00:12:24,970 --> 00:12:25,190
misplaced.

368
00:12:25,290 --> 00:12:27,070
And I'm just seeing this all the

369
00:12:27,070 --> 00:12:27,370
time.

370
00:12:27,530 --> 00:12:28,090
But it started because every

371
00:12:28,090 --> 00:12:29,490
broker's got approached by my
franchise.

372
00:12:29,570 --> 00:12:30,190
Go start this brokerage.

373
00:12:30,190 --> 00:12:31,850
Go do this thing.

374
00:12:31,850 --> 00:12:36,690
You can agents will come to you
and you can go get 10 and get some

375
00:12:36,690 --> 00:12:37,250
passive income.

376
00:12:37,250 --> 00:12:41,570
And just saying it out loud, like

377
00:12:41,570 --> 00:12:46,650
really bothers me because just
saying, hey, I'm going to bring

378
00:12:46,650 --> 00:12:47,690
agents on as passive income.

379
00:12:47,870 --> 00:12:49,750
They're going to put their careers

380
00:12:49,750 --> 00:12:50,450
in my hands.

381
00:12:50,450 --> 00:12:52,850
And I'm going to give them a place

382
00:12:52,850 --> 00:12:56,650
to hang their license and provide
them crazy amounts of support,

383
00:12:56,650 --> 00:12:58,210
training and mentorship.

384
00:12:58,630 --> 00:12:59,990
No, I'm not.

385
00:12:59,990 --> 00:13:02,590
It was always going to be passive
income.

386
00:13:02,590 --> 00:13:05,230
It was always going to be.

387
00:13:05,230 --> 00:13:06,530
And the quicker you realize that,

388
00:13:06,650 --> 00:13:08,250
and I can say this, I've lived
every angle of this.

389
00:13:08,250 --> 00:13:12,570
You can be like, Ryan, you're full
of shade on what you're talking

390
00:13:13,520 --> 00:13:13,920
about.

391
00:13:14,180 --> 00:13:15,700
No, it's exact opposite of that.

392
00:13:16,120 --> 00:13:17,440
I'm living it right now.

393
00:13:17,440 --> 00:13:18,860
And I throw my blood, sweat and

394
00:13:18,860 --> 00:13:19,100
tears.

395
00:13:19,100 --> 00:13:21,900
And so does our team to support

396
00:13:21,900 --> 00:13:22,300
our agents.

397
00:13:22,300 --> 00:13:23,900
I don't have a book of business.

398
00:13:23,900 --> 00:13:26,100
And that actually got referenced
back to me a couple of times this

399
00:13:26,100 --> 00:13:26,220
week.

400
00:13:26,220 --> 00:13:28,560
And I like, I don't tell people

401
00:13:28,560 --> 00:13:35,200
that once in a while I do, but it
was like, that's what I love by

402
00:13:35,200 --> 00:13:35,540
Ryan.

403
00:13:35,540 --> 00:13:37,820
Like you're innovating and you're

404
00:13:37,820 --> 00:13:40,450
bringing all this training and
coaching and you're doing dumb for

405
00:13:40,450 --> 00:13:41,490
you things and holding our hand.

406
00:13:41,490 --> 00:13:43,210
And like, you don't have a

407
00:13:43,210 --> 00:13:44,330
competing book.

408
00:13:44,330 --> 00:13:45,830
I'm never competing against you

409
00:13:46,550 --> 00:13:47,370
and your book.

410
00:13:47,610 --> 00:13:50,210
And I was like, ah, the fact that

411
00:13:50,830 --> 00:13:55,070
like people are starting to read
the tea leaves here and see it.

412
00:13:55,250 --> 00:13:56,650
I'm like, that's so cool.

413
00:13:56,770 --> 00:13:57,410
That's so awesome.

414
00:13:57,410 --> 00:13:59,410
And so the question is, do you
want to be someone's sideshow?

415
00:13:59,410 --> 00:13:59,510
Someone's.

416
00:13:59,510 --> 00:13:59,990
passive income stream someone's

417
00:13:59,990 --> 00:14:04,770
right put in sexy hook word here
or do you want to be part of the

418
00:14:04,770 --> 00:14:06,650
main show somewhere right where
everyone where you're paying the

419
00:14:06,650 --> 00:14:10,820
money is all in and the team
you're paying it to the support

420
00:14:10,980 --> 00:14:12,880
system you have is all freaking in
like you're paying the same amount

421
00:14:12,880 --> 00:14:15,960
so here's the last reference i'll
do on this and then we'll switch

422
00:14:15,960 --> 00:14:18,320
gears is if someone on my team is
85 15 and let's just say you're 85

423
00:14:18,320 --> 00:14:20,160
15 over there which is happening a
lot.

424
00:14:20,160 --> 00:14:22,580
People are joining and they're
like, oh, I'm the same split.

425
00:14:22,580 --> 00:14:24,300
And I, holy shit balls, I get all
this.

426
00:14:24,300 --> 00:14:24,420
Wow.

427
00:14:24,420 --> 00:14:26,440
Why was I not over here fast?

428
00:14:26,440 --> 00:14:26,640
Okay.

429
00:14:26,640 --> 00:14:28,680
But if you're 85, 15 there and 85,

430
00:14:28,740 --> 00:14:31,440
15 here, it's like, you're paying
the same amount of money as the

431
00:14:31,440 --> 00:14:34,500
agents on my team are paying to
the mothership, which is me and

432
00:14:34,760 --> 00:14:36,420
like getting 2 % of the offering.

433
00:14:36,420 --> 00:14:39,380
And so this starts to become not

434
00:14:39,380 --> 00:14:42,160
a, hey, my brokerage sucks.

435
00:14:42,160 --> 00:14:44,220
mentor team lead sucks it's it's

436
00:14:44,220 --> 00:14:47,400
you suck for for recognizing it or
at least not stopping to smell the

437
00:14:47,400 --> 00:14:51,880
roses and figure it out and then
you not shifting gears whatever

438
00:14:51,880 --> 00:14:54,260
that means and like switching
scenery and just checking out

439
00:14:54,260 --> 00:14:57,600
options because now it just
becomes you it's like they've laid

440
00:14:57,600 --> 00:14:59,420
it out and this is what's happened
is brokerages they've fallen

441
00:14:59,420 --> 00:15:02,300
asleep at the wheel they have
they've been stacking cash For

442
00:15:02,300 --> 00:15:04,100
years, their margins have slowly
been getting smaller.

443
00:15:04,100 --> 00:15:08,490
And instead of them going, hey,
how can we add more value to the

444
00:15:08,490 --> 00:15:09,750
agents?
So this is where my mindset goes.

445
00:15:09,750 --> 00:15:12,210
What can we do to allow our agents
to make more money?

446
00:15:12,570 --> 00:15:16,350
Because if our agents make more
money, we make more money.

447
00:15:16,350 --> 00:15:17,790
That's what we talk about all the
time.

448
00:15:17,950 --> 00:15:20,450
But other brokerages, their
margins are getting smaller.

449
00:15:20,450 --> 00:15:22,690
So what do they do?
They start cutting resources and

450
00:15:22,690 --> 00:15:25,270
tools and giving you less access
to things.

451
00:15:25,270 --> 00:15:27,410
They go the opposite way.

452
00:15:27,410 --> 00:15:29,610
Because they have a scarcity

453
00:15:30,070 --> 00:15:30,490
mentality.

454
00:15:30,490 --> 00:15:32,950
They're like, oh, we got to like,

455
00:15:33,070 --> 00:15:37,190
oh, our expenses are getting too
high.

456
00:15:37,190 --> 00:15:42,870
It's like, well, yeah, well, why
don't you help them increase their

457
00:15:42,870 --> 00:15:43,970
business?
Like I just, it's so backwards.

458
00:15:43,970 --> 00:15:44,790
It's so freaking backwards.

459
00:15:44,790 --> 00:15:46,590
So for us, that's why we do all

460
00:15:46,590 --> 00:15:48,350
the dumb for you stuff.

461
00:15:48,350 --> 00:15:50,830
With the email marketing drips and

462
00:15:50,830 --> 00:15:54,130
the rate tracker sheet and the
automations and the custom

463
00:15:54,130 --> 00:15:54,830
proposals around man one.

464
00:15:54,830 --> 00:15:56,350
And like we have more marketing

465
00:15:56,350 --> 00:15:59,110
and webinar stuff coming.

466
00:15:59,110 --> 00:16:01,130
Like we do all that because we

467
00:16:01,130 --> 00:16:04,610
want you to make more money.

468
00:16:04,610 --> 00:16:07,570
in a harder time to make money.

469
00:16:07,570 --> 00:16:11,850
So we're empowering you and giving
you the tools because I know 90 %

470
00:16:12,050 --> 00:16:14,710
brokers aren't going to go do it
if we coach you.

471
00:16:14,710 --> 00:16:16,970
So we said, frig it.

472
00:16:16,970 --> 00:16:18,530
We're going to make a business

473
00:16:18,530 --> 00:16:18,630
decision.

474
00:16:18,630 --> 00:16:19,410
We crunched the math.

475
00:16:19,550 --> 00:16:20,190
We hired the staff.

476
00:16:20,410 --> 00:16:21,730
We're going to go build it for

477
00:16:21,730 --> 00:16:21,950
you.

478
00:16:22,230 --> 00:16:23,530
Now, guess what?

479
00:16:23,810 --> 00:16:25,030
You don't have to focus on.

480
00:16:25,030 --> 00:16:26,550
You could be a lean and mean

481
00:16:26,550 --> 00:16:27,270
mortgage machine.

482
00:16:27,270 --> 00:16:28,570
Go do your thing.

483
00:16:28,570 --> 00:16:30,650
And so that thinking, there's a
shift happening here.

484
00:16:30,650 --> 00:16:33,630
And some of you are seeing it and
others are just falling asleep at

485
00:16:33,630 --> 00:16:34,710
the wheel as well.

486
00:16:34,710 --> 00:16:37,230
Or you're so in the weeds, in the

487
00:16:37,310 --> 00:16:38,150
bad weeds of your business.

488
00:16:38,150 --> 00:16:40,770
You're just like head in the sand,

489
00:16:40,910 --> 00:16:43,050
not worrying, not thinking about
it.

490
00:16:43,050 --> 00:16:44,210
Don't worry.

491
00:16:44,530 --> 00:16:45,930
My guy, he's a good guy.

492
00:16:45,930 --> 00:16:46,670
I've known him forever.

493
00:16:46,670 --> 00:16:48,410
And like pump fist pumps.

494
00:16:48,410 --> 00:16:49,690
Like, yeah, yeah, yeah, bro.

495
00:16:49,690 --> 00:16:50,570
Let's go, man.

496
00:16:50,570 --> 00:16:51,130
Let's go.

497
00:16:51,130 --> 00:16:52,130
Yeah, yeah, yeah.

498
00:16:52,130 --> 00:16:53,790
Like, oh no, she's awesome.

499
00:16:53,930 --> 00:16:54,770
Yeah, we go for drinks.

500
00:16:54,770 --> 00:16:56,910
Gents, you're such a good friend
of mine now.

501
00:16:56,910 --> 00:16:57,110
Cool.

502
00:16:57,110 --> 00:16:59,330
Your business is over there going,

503
00:16:59,330 --> 00:16:59,750
hey, hello.

504
00:16:59,750 --> 00:17:00,730
I'm struggling.

505
00:17:00,730 --> 00:17:01,490
I need help.

506
00:17:01,490 --> 00:17:03,050
This isn't the deal.

507
00:17:03,050 --> 00:17:04,430
This isn't the essence of a
brokerage.

508
00:17:04,430 --> 00:17:05,829
This was brokering 10 years ago.

509
00:17:05,829 --> 00:17:06,790
It's not brokering now.

510
00:17:06,790 --> 00:17:09,569
And too many of you are caught up
in it and you're not seeing it.

511
00:17:09,569 --> 00:17:12,369
And others are actually coming out
going, holy shit, I miss this.

512
00:17:12,369 --> 00:17:14,390
And a lot of you are actually
understanding things are changing.

513
00:17:14,390 --> 00:17:16,210
They're changing fast.

514
00:17:16,210 --> 00:17:17,849
Brokers, I've told you in the

515
00:17:17,849 --> 00:17:20,470
past, I've had people reach out to
me and go, Ryan, can you block my

516
00:17:21,290 --> 00:17:24,670
people on social media?
Because they just keep bugging me

517
00:17:25,050 --> 00:17:26,630
all the things you do and the
things.

518
00:17:26,630 --> 00:17:29,850
And I can't do it because I run my
book.

519
00:17:29,850 --> 00:17:32,280
And I'm like, God, no. I'm like,
just get better.

520
00:17:32,280 --> 00:17:34,880
If someone was to leave your
brokerage and come over to my team

521
00:17:34,880 --> 00:17:37,700
or go somewhere else, why would
you get mad?

522
00:17:37,700 --> 00:17:38,760
Just get better.

523
00:17:38,900 --> 00:17:39,820
Get better at serving them.

524
00:17:39,820 --> 00:17:41,480
You are here to serve your agents.

525
00:17:41,480 --> 00:17:43,480
I know some of you have a

526
00:17:43,480 --> 00:17:44,820
completely different spin on that.

527
00:17:44,900 --> 00:17:47,040
You're like, no, no, no. We're the

528
00:17:47,160 --> 00:17:47,340
mothership.

529
00:17:47,420 --> 00:17:48,960
They're lucky to have us.

530
00:17:49,040 --> 00:17:51,860
They're lucky to have us here to
provide them with lender access

531
00:17:51,860 --> 00:17:55,840
and company parties and bullshit
lender training and some portal

532
00:17:55,840 --> 00:18:01,020
and some tech stack that was just
given to us and we forced everyone

533
00:18:01,120 --> 00:18:04,800
to use submission platform and
blah, blah, blah.

534
00:18:04,800 --> 00:18:07,120
They're lucky to have us.

535
00:18:07,120 --> 00:18:08,360
It's like, no, no, you're not

536
00:18:08,360 --> 00:18:08,960
seeing it, man.

537
00:18:08,960 --> 00:18:09,920
You're not seeing it.

538
00:18:10,360 --> 00:18:11,660
It's the opposite.

539
00:18:11,660 --> 00:18:14,140
And that's where I have a

540
00:18:14,140 --> 00:18:16,440
different vision on absolutely
everything.

541
00:18:16,440 --> 00:18:19,320
There's only a couple people in
the industry that share that same

542
00:18:19,320 --> 00:18:22,060
vision with me.

543
00:18:22,180 --> 00:18:23,200
And it's my job to serve you, you

544
00:18:23,200 --> 00:18:23,940
and your business every freaking
day.

545
00:18:23,940 --> 00:18:25,320
What can we do?
We're in this to make money.

546
00:18:25,320 --> 00:18:26,220
Let's not hide behind that.

547
00:18:26,220 --> 00:18:27,380
Let's not call it something else.

548
00:18:27,380 --> 00:18:28,880
What can we do to help you, Mr.

549
00:18:28,880 --> 00:18:29,280
Mrs. Agent or broker?

550
00:18:29,280 --> 00:18:30,880
Be more successful to make money
for your family.

551
00:18:30,940 --> 00:18:32,820
That's what I'm here to do.

552
00:18:32,820 --> 00:18:33,940
That is my purpose.

553
00:18:33,940 --> 00:18:35,800
And that's why we're so excited
about what we're doing.

554
00:18:35,800 --> 00:18:37,520
So I'm going to shift gears.

555
00:18:37,520 --> 00:18:40,180
I'm going to talk about how

556
00:18:40,180 --> 00:18:43,340
brokering, the old school way of
brokering is dead.

557
00:18:43,340 --> 00:18:45,860
That was the old school way of
running a brokerage is dead.

558
00:18:45,860 --> 00:18:47,340
And some people are still cashing
checks and they've still got

559
00:18:47,340 --> 00:18:51,320
contracts signed up and they're
still running the money.

560
00:18:51,320 --> 00:18:54,700
Like the money's coming in and
they're, but they'll quickly dry

561
00:18:54,700 --> 00:18:56,560
up over time.

562
00:18:56,560 --> 00:18:59,340
The gig will be up.

563
00:18:59,340 --> 00:19:01,240
The jig will be up.

564
00:19:01,240 --> 00:19:02,560
Jig will be up.

565
00:19:02,560 --> 00:19:03,320
I think it's jig.

566
00:19:03,320 --> 00:19:04,060
Jig will be up.

567
00:19:04,060 --> 00:19:05,100
Yeah, I'm not sure.

568
00:19:05,100 --> 00:19:07,320
This podcast is brought to you by

569
00:19:07,320 --> 00:19:07,580
Gatorade Zero.

570
00:19:07,640 --> 00:19:07,800
Lukewarm.

571
00:19:07,800 --> 00:19:08,180
Doesn't matter.

572
00:19:08,280 --> 00:19:08,380
Purple.

573
00:19:08,380 --> 00:19:08,540
Okay.

574
00:19:08,540 --> 00:19:10,280
So old school way of brokering.

575
00:19:10,280 --> 00:19:13,390
So the old school way of
brokering, and I'm seeing this

576
00:19:13,390 --> 00:19:16,790
happen live in front of me again,
is.

577
00:19:16,790 --> 00:19:19,730
And I used to be part of that old
school way of brokering was, you

578
00:19:19,830 --> 00:19:25,710
know, you call realtors and you
bring donuts and rate sheets and

579
00:19:25,710 --> 00:19:29,730
open houses and all that bullshit.

580
00:19:29,730 --> 00:19:31,690
And you try to get people on Zoom

581
00:19:31,690 --> 00:19:33,030
calls and blah, blah, blah.

582
00:19:33,030 --> 00:19:35,790
And you build up a book and you

583
00:19:35,790 --> 00:19:37,430
finally have this book.

584
00:19:37,790 --> 00:19:40,190
And then you just start churning

585
00:19:40,190 --> 00:19:41,270
over your book.

586
00:19:41,270 --> 00:19:42,630
And every three, four years,

587
00:19:43,790 --> 00:19:44,970
you're looking for a refi because.

588
00:19:45,070 --> 00:19:47,390
Prices in real estate are going up

589
00:19:47,390 --> 00:19:49,730
a little bit.

590
00:19:49,730 --> 00:19:51,310
And so and they're paying on the

591
00:19:51,310 --> 00:19:53,130
mortgage and they're spending like
it's an ATM.

592
00:19:53,130 --> 00:19:55,590
So they need to refine.

593
00:19:55,590 --> 00:19:56,910
You're coming in there like, I got

594
00:19:56,910 --> 00:19:57,050
you.

595
00:19:57,050 --> 00:19:58,090
I'll help you with a debt console

596
00:19:58,090 --> 00:20:00,010
back up to 30 year.

597
00:20:00,010 --> 00:20:00,930
And numbers look great.

598
00:20:00,930 --> 00:20:03,290
Interest rate is two and you're
currently at four.

599
00:20:03,290 --> 00:20:04,590
I'm a rock star.

600
00:20:04,590 --> 00:20:06,150
We're going to roll your credit

601
00:20:06,150 --> 00:20:07,810
card in maybe your car payment.

602
00:20:07,810 --> 00:20:10,620
So you look like more of a rock

603
00:20:10,620 --> 00:20:12,460
star and maybe a lot of credit.

604
00:20:12,460 --> 00:20:14,460
And so you just come out of this

605
00:20:14,460 --> 00:20:14,540
like.

606
00:20:14,540 --> 00:20:15,180
I'm a mortgage broker.

607
00:20:15,180 --> 00:20:20,080
I saved you $900 a month and I
delayed you being mortgage free

608
00:20:20,260 --> 00:20:24,220
for a much longer period of time.

609
00:20:24,220 --> 00:20:25,560
And that was the old school way.

610
00:20:25,560 --> 00:20:27,640
And then at renewal time, you come
talk to me and I've got deals.

611
00:20:27,640 --> 00:20:30,910
I'll move you over here, move you
over there and come to my pumpkin

612
00:20:30,910 --> 00:20:31,750
patch giveaway thing.

613
00:20:31,870 --> 00:20:34,130
Come to my movie theater thing.

614
00:20:34,130 --> 00:20:36,570
You can come to this and that.

615
00:20:36,570 --> 00:20:38,290
And my customer service is

616
00:20:38,290 --> 00:20:38,650
awesome.

617
00:20:38,850 --> 00:20:39,610
And I'm warm and fuzzy.

618
00:20:39,610 --> 00:20:42,470
And I give you gift cards and I
give you a handle cutco knives.

619
00:20:42,470 --> 00:20:43,190
And I do.

620
00:20:43,190 --> 00:20:44,830
And it's like this warm and like,

621
00:20:44,830 --> 00:20:45,010
cool.

622
00:20:45,010 --> 00:20:46,370
All that like.

623
00:20:46,370 --> 00:20:48,470
You can run a really, really,
really good business doing all

624
00:20:48,470 --> 00:20:48,590
that.

625
00:20:48,590 --> 00:20:50,570
You used to be able to.

626
00:20:50,570 --> 00:20:52,470
There's been a shift, and it's
shifting really, really fast,

627
00:20:52,470 --> 00:20:54,670
where you have mortgage brokers
who had $100 million, $200 million

628
00:20:54,670 --> 00:20:56,950
business, who are now doing 30%,
40 % of that.

629
00:20:56,950 --> 00:20:59,930
And now, we're right now, this
podcast is July 2025.

630
00:20:59,930 --> 00:21:03,650
So there's been a little uptick,
like the spring market was delayed

631
00:21:03,650 --> 00:21:04,370
a bit.

632
00:21:04,590 --> 00:21:06,290
And so people are a little busier

633
00:21:06,290 --> 00:21:06,550
now.

634
00:21:06,550 --> 00:21:08,650
So everyone feels a little better

635
00:21:08,650 --> 00:21:12,110
about their business than they did
six months ago or five months ago.

636
00:21:12,110 --> 00:21:14,450
And so those people are like,
okay, so I'm getting a little

637
00:21:14,450 --> 00:21:14,710
busy.

638
00:21:14,710 --> 00:21:16,070
I'm going to phone's ringing.

639
00:21:16,070 --> 00:21:16,350
Okay, cool.

640
00:21:16,350 --> 00:21:17,490
That's going to, the bomb's going

641
00:21:17,490 --> 00:21:19,230
to drop out again.

642
00:21:19,230 --> 00:21:20,750
It'll drop it again because the

643
00:21:20,750 --> 00:21:22,830
banks are literally eating you,
eating your lunch.

644
00:21:22,830 --> 00:21:25,810
They're coming in and going, we're
going to crush you.

645
00:21:25,810 --> 00:21:28,150
We'll be 30, 40 basis points and
all uninsured deals better than

646
00:21:28,150 --> 00:21:28,310
you.

647
00:21:28,310 --> 00:21:29,630
Then what do you do?

648
00:21:29,750 --> 00:21:31,790
And then you're sitting here
going, holy shit, I didn't build

649
00:21:31,790 --> 00:21:33,350
up a brand on social media.

650
00:21:33,350 --> 00:21:34,490
I'm not good at handling

651
00:21:34,490 --> 00:21:34,710
objections.

652
00:21:34,710 --> 00:21:36,210
I thought I could wordsmith my way

653
00:21:36,210 --> 00:21:38,450
into scenarios by shitting on
other banks, going RBC stocks,

654
00:21:38,450 --> 00:21:39,090
prepayment privileges, boo.

655
00:21:39,110 --> 00:21:40,090
And they're just after you.

656
00:21:40,090 --> 00:21:43,590
And how goes the customer service?
And they're like, yeah, I don't

657
00:21:43,590 --> 00:21:43,690
care.

658
00:21:43,750 --> 00:21:44,910
I'm just going to go here because

659
00:21:45,030 --> 00:21:46,190
I save money.

660
00:21:46,190 --> 00:21:47,640
The lowest interest rate beats

661
00:21:47,640 --> 00:21:47,940
everything.

662
00:21:48,060 --> 00:21:49,420
So that's why we started Strategy

663
00:21:49,420 --> 00:21:49,600
Hub.

664
00:21:49,860 --> 00:21:52,620
That's why we focused this on Team

665
00:21:52,620 --> 00:21:52,740
Wiley.

666
00:21:52,740 --> 00:21:54,040
It is changing the conversation

667
00:21:54,040 --> 00:21:58,060
from price and product and
changing it to a strategy.

668
00:21:58,060 --> 00:22:00,460
right?
And finding pain points and doing

669
00:22:00,680 --> 00:22:00,960
this.

670
00:22:00,960 --> 00:22:03,060
And this is where a lot of the old

671
00:22:03,060 --> 00:22:09,010
school brokers, and when I say old
school, you could be someone that

672
00:22:09,010 --> 00:22:11,750
had a business pre -COVID that did
well, that now the bottom has

673
00:22:11,750 --> 00:22:12,130
fallen out.

674
00:22:12,130 --> 00:22:13,410
And you might be like, no way,

675
00:22:13,410 --> 00:22:13,790
right?
Yeah, way.

676
00:22:13,790 --> 00:22:14,930
Like all around me, I'm seeing
this.

677
00:22:14,930 --> 00:22:17,770
People I've coached in the past,
one -on -one, people reach out to

678
00:22:17,770 --> 00:22:19,670
me and they go, yeah, I heard that
you're absolutely right.

679
00:22:19,830 --> 00:22:20,410
This is what's happening.

680
00:22:20,410 --> 00:22:22,630
We're all hearing it.

681
00:22:22,630 --> 00:22:24,770
And you can tell there's a bit of
sense, like it's us against the

682
00:22:24,770 --> 00:22:24,930
banks.

683
00:22:24,930 --> 00:22:27,550
It's like that's like that battle

684
00:22:27,770 --> 00:22:29,110
is like beefing itself up.

685
00:22:29,110 --> 00:22:30,050
And it's like, cool, if you want

686
00:22:30,050 --> 00:22:34,950
to think that, but like, why don't
you just get better at, you know,

687
00:22:34,950 --> 00:22:36,480
talking about strategies and
different ways to plan around the

688
00:22:36,480 --> 00:22:37,900
mortgage, different ways to use
the mortgage as a weapon,

689
00:22:37,900 --> 00:22:39,720
different ways to think about
mortgage planning.

690
00:22:39,720 --> 00:22:41,160
And that's where you really need
to go.

691
00:22:41,160 --> 00:22:42,700
And that's the shift.

692
00:22:42,700 --> 00:22:44,660
And a lot of the old school

693
00:22:44,660 --> 00:22:49,540
brokers, the ones who've been in
for a while, who've been making

694
00:22:49,540 --> 00:22:50,860
bank and a lot of money.

695
00:22:50,860 --> 00:22:51,920
By doing basic stuff and like, I

696
00:22:51,920 --> 00:22:53,140
don't even do email marketing.

697
00:22:53,140 --> 00:22:54,640
I don't know why I'm making all

698
00:22:54,640 --> 00:22:57,700
these voices tonight, but I don't
even do email marketing and it

699
00:22:57,700 --> 00:22:57,880
works.

700
00:22:58,040 --> 00:22:59,340
And I still get, well, yeah,

701
00:22:59,340 --> 00:23:01,560
because you have like this old
school thing, but someone

702
00:23:01,560 --> 00:23:04,950
brokering starting the last five,
10 years, like now, like

703
00:23:05,130 --> 00:23:07,590
especially someone even just
starting the last year or two,

704
00:23:07,590 --> 00:23:08,590
like it's a different ballgame,
completely different.

705
00:23:08,590 --> 00:23:10,550
You have to approach it from a
completely different angle.

706
00:23:10,710 --> 00:23:12,970
And if you're not niched out to
some degree, goodbye, good luck.

707
00:23:12,970 --> 00:23:15,910
If you're going to play the right
game with anyone, goodbye, good

708
00:23:15,910 --> 00:23:16,030
luck.

709
00:23:16,030 --> 00:23:16,610
I wouldn't even start.

710
00:23:16,670 --> 00:23:18,630
I wouldn't even start.

711
00:23:18,630 --> 00:23:20,250
I'd quickly find out what my

712
00:23:20,410 --> 00:23:20,950
niches are.

713
00:23:20,950 --> 00:23:22,450
You can have one or two niches.

714
00:23:22,790 --> 00:23:24,230
There should be some rollover in
them.

715
00:23:24,230 --> 00:23:26,550
But you don't need to be a new to
Canada expert and a reverse

716
00:23:26,730 --> 00:23:27,170
mortgage expert.

717
00:23:27,170 --> 00:23:27,630
No correlation there for

718
00:23:27,630 --> 00:23:28,650
marketing, completely different
avatars.

719
00:23:28,650 --> 00:23:30,350
And there's enough reverse
mortgages to feed your family

720
00:23:30,350 --> 00:23:33,250
millions of dollars of business
for a long time.

721
00:23:33,250 --> 00:23:36,190
There are enough mortgages in the
first time home for the same,

722
00:23:36,190 --> 00:23:37,770
right?
So you don't need to do that, but

723
00:23:37,770 --> 00:23:39,410
you need to focus on this.

724
00:23:39,410 --> 00:23:42,690
I can't give you all the pieces of

725
00:23:42,690 --> 00:23:45,170
the puzzle, not on this podcast
and definitely not even in like

726
00:23:45,170 --> 00:23:46,290
certain things in strategy.

727
00:23:46,290 --> 00:23:49,410
Like it's just, this is stuff you

728
00:23:49,410 --> 00:23:51,750
have to just be cognizant of ear
to the ground because the way of

729
00:23:51,750 --> 00:23:53,490
brokering in the past and all this
renewal, I thought there's

730
00:23:53,490 --> 00:23:54,430
supposed to be like this gold
rush.

731
00:23:54,430 --> 00:23:57,780
I thought there's supposed to be
all these renewals, the most

732
00:23:57,780 --> 00:23:58,060
renewals ever.

733
00:23:58,120 --> 00:23:59,680
Coming up in the two years.

734
00:23:59,860 --> 00:24:02,200
Yeah, how many of you spun your
wheels for a long period of time?

735
00:24:02,200 --> 00:24:05,500
And did it really work out?
Did you actually factor in all the

736
00:24:05,580 --> 00:24:06,720
calls you took, all the budgets
you did?

737
00:24:06,720 --> 00:24:11,560
If you even did that, and God, I
know so many of you don't, which

738
00:24:11,560 --> 00:24:13,220
is sad, a little bit sad.

739
00:24:13,220 --> 00:24:13,900
They're not prepping your clients

740
00:24:13,900 --> 00:24:14,300
with numbers.

741
00:24:14,300 --> 00:24:16,800
How many of you got approvals with

742
00:24:16,800 --> 00:24:17,600
lenders?
Approval ratings, the follow

743
00:24:17,600 --> 00:24:18,780
-through funding ratios are down.

744
00:24:18,780 --> 00:24:19,620
Because people, like, they're

745
00:24:19,620 --> 00:24:19,780
down.

746
00:24:19,780 --> 00:24:22,890
I'm hearing this from, like, our

747
00:24:22,890 --> 00:24:23,370
big lenders.

748
00:24:23,370 --> 00:24:24,090
They're like, yeah, they're down,

749
00:24:24,090 --> 00:24:24,230
man.

750
00:24:24,230 --> 00:24:26,450
People I know, our options aren't

751
00:24:26,450 --> 00:24:26,590
great.

752
00:24:26,590 --> 00:24:28,790
They're coming to us last option.

753
00:24:28,790 --> 00:24:30,590
We're getting shitier deals.

754
00:24:30,590 --> 00:24:32,230
And then they're losing deals last

755
00:24:32,230 --> 00:24:33,110
second at renewal time.

756
00:24:33,250 --> 00:24:34,570
And that's why they're changing

757
00:24:34,570 --> 00:24:36,350
all their guidelines and
regulations around certain rates

758
00:24:36,350 --> 00:24:38,430
and rates don't match and rate
tracking and real -time pricing

759
00:24:38,430 --> 00:24:40,350
with TD.

760
00:24:40,350 --> 00:24:44,350
And it's like, if you can't see

761
00:24:44,850 --> 00:24:46,830
this shift, God help you.

762
00:24:46,830 --> 00:24:48,810
I don't know what to tell you.

763
00:24:48,810 --> 00:24:49,650
But it's coming.

764
00:24:49,650 --> 00:24:50,230
And it's here.

765
00:24:50,720 --> 00:24:52,660
It's actually not coming.

766
00:24:52,660 --> 00:24:53,360
It's literally here.

767
00:24:53,360 --> 00:24:55,380
So the old school way of doing
things just doesn't work.

768
00:24:55,380 --> 00:24:57,560
A lot of the old training that's
out there doesn't work.

769
00:24:57,680 --> 00:25:00,640
You're just going to pay money and
you're going to like switch gears

770
00:25:00,640 --> 00:25:05,060
again in six months and then be on
to the next thing.

771
00:25:05,060 --> 00:25:07,900
And you're out three, four or five
grand and you wasted 60 hours of

772
00:25:07,900 --> 00:25:08,280
your life.

773
00:25:08,280 --> 00:25:08,720
There's certain foundational

774
00:25:08,720 --> 00:25:12,080
pieces you need to have dialed in
in your business without a

775
00:25:12,080 --> 00:25:12,520
freaking doubt.

776
00:25:12,520 --> 00:25:14,280
And I talk about it a lot on here.

777
00:25:14,780 --> 00:25:17,480
I'm not going to unpack them right
now, but that becomes your focus.

778
00:25:17,480 --> 00:25:20,780
You need to figure out what those
foundational pieces are in your

779
00:25:20,780 --> 00:25:20,940
business.

780
00:25:20,940 --> 00:25:24,120
And if you're not going to build a

781
00:25:24,120 --> 00:25:27,160
brand through social media, you're
going to be in trouble.

782
00:25:27,160 --> 00:25:27,400
Right.

783
00:25:27,400 --> 00:25:29,200
And so here becomes I'm just going

784
00:25:29,380 --> 00:25:31,380
to touch on the social part.

785
00:25:31,380 --> 00:25:33,080
And so I see a lot of content out

786
00:25:33,080 --> 00:25:33,920
there, obviously, which is great.

787
00:25:33,920 --> 00:25:35,420
It's come out a lot.

788
00:25:35,420 --> 00:25:38,360
And I just think it's awesome
because I love talking about the

789
00:25:38,360 --> 00:25:40,020
social in our industry and
whatnot.

790
00:25:41,000 --> 00:25:46,080
And I'm starting to see like a lot
of over edited videos now.

791
00:25:46,140 --> 00:25:46,920
And I'm like, that's cool.

792
00:25:46,920 --> 00:25:48,220
But we also we came through a

793
00:25:48,300 --> 00:25:48,580
world already.

794
00:25:48,580 --> 00:25:50,120
Things shift in the social world.

795
00:25:50,120 --> 00:25:52,440
And in the social world, what's
always going to shine through like

796
00:25:52,440 --> 00:25:55,820
a bright star is going to be how
authentic can you be?

797
00:25:55,820 --> 00:25:58,200
Think of the people you follow
that you really resonate with.

798
00:25:58,200 --> 00:26:01,880
Is it the ones where they're like,
bam, wham, Taylor Swift's on the

799
00:26:01,880 --> 00:26:05,220
screen and this is on the screen
and that and a rocket ship's taken

800
00:26:05,220 --> 00:26:09,160
off and it's edited and it's
flashing and there's B -roll.

801
00:26:09,160 --> 00:26:11,720
There's like eight different
things going on.

802
00:26:11,720 --> 00:26:15,550
That's cool once in a while to do
a flex there and show off a

803
00:26:15,550 --> 00:26:17,090
different angle to get attention.

804
00:26:17,230 --> 00:26:17,490
I appreciate that.

805
00:26:17,490 --> 00:26:18,370
I actually really do.

806
00:26:18,370 --> 00:26:20,630
But at the end of the day.

807
00:26:20,630 --> 00:26:23,290
It's you on a camera, whatever
version you're in, sharing your

808
00:26:23,290 --> 00:26:24,670
thoughts, really connecting, being
honest, being authentic, being

809
00:26:24,670 --> 00:26:27,030
real, just like how you help
people, what you're doing, where

810
00:26:27,030 --> 00:26:29,930
your thoughts are, showing what
you do in your hobbies, like

811
00:26:29,930 --> 00:26:33,190
giving all of that to people.

812
00:26:33,190 --> 00:26:34,270
That's what's going to give you a

813
00:26:34,270 --> 00:26:37,850
fighting chance is building that
type of brand, not the other brand

814
00:26:37,850 --> 00:26:39,390
that looks like you're copying
someone else and you're trying to

815
00:26:39,390 --> 00:26:41,910
figure it out and you're over
editing shit.

816
00:26:41,910 --> 00:26:45,190
You're trying to really hide the
fact that you don't want to be on

817
00:26:45,190 --> 00:26:45,350
camera.

818
00:26:45,350 --> 00:26:46,290
you need to be comfortable on

819
00:26:46,290 --> 00:26:46,550
camera.

820
00:26:46,550 --> 00:26:48,370
And if not, go learn, right?

821
00:26:48,370 --> 00:26:49,730
Go and train yourself.

822
00:26:49,930 --> 00:26:50,770
Go and take training.

823
00:26:50,770 --> 00:26:51,350
Go and figure it out.

824
00:26:51,350 --> 00:26:52,770
Go to Toastmasters and get

825
00:26:52,770 --> 00:26:53,130
comfortable speaking.

826
00:26:53,130 --> 00:26:54,430
It'll pay off in spades.

827
00:26:54,430 --> 00:26:56,530
So we're not going to shift this
anymore on that.

828
00:26:56,530 --> 00:26:59,010
This was me talking to you about
what I talked about at the

829
00:26:59,010 --> 00:27:01,650
beginning and how just brokerages
and brokering is changing right in

830
00:27:01,650 --> 00:27:02,650
front of us way faster than you
think.

831
00:27:02,650 --> 00:27:04,710
And it's time to open your
freaking eyes, kids.

832
00:27:04,710 --> 00:27:08,490
Open it and just look around,
smell the roses, and make sure

833
00:27:08,490 --> 00:27:11,380
you're in the right spot because
if not, it's on you.

834
00:27:11,560 --> 00:27:12,420
It's nobody else's fault.

835
00:27:12,420 --> 00:27:13,560
Okay, that's it, kids.

836
00:27:13,560 --> 00:27:17,260
Enjoy the rest of your night or
day or whenever you're listening

837
00:27:17,740 --> 00:27:18,300
to this.

838
00:27:18,300 --> 00:27:19,400
Until next time, peace out.