280: Are You in a Mortgage Funk?

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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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West Coast Wiley here in the

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house.

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The average street performer,

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ready to perform.

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Inside joke, if you don't get it,

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that's okay.

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Coming to you live from the beach

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this morning.

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Got jacked grandpa over here,

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making us all feel bad about
ourselves.

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He's literally in his late 60s,
early 70s pumping up.

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a paddleboard, and his triceps are
freaking huge.

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So jacked grandpa over here.

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I don't know if he's trying to

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pick up chicks because he's got a
bunch of girls around him, but

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he's doing life well at seven in
the morning on a Wednesday.

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So God love him.

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He's my new inspiration, jacked

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grandpa.

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Jeez, I got to talk to that guy.

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He's kind of like, what do you do,
man?

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Like, what do you do all day?
Do you just eat protein and walk

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around and paddleboard?
Like, guy's just like crazy.

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That's awesome.

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Good for him.

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Okay, let's get into the podcast.

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First off, I have a brand new

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coffee here.

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So I have to give a shout out a

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couple during the podcast.

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This podcast is brought to you by

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Americano.

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So today we're not talking

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anything tactical.

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If you're here like, hey, I want

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to know to send here what to say
here.

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That's what we're doing.

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We're going to have a bigger

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conversation around mindset.

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And before you go turn this off,

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I'm going to say some things that
are 1000 % going to resonate with

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you no matter where you're at in
your career.

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Okay.

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So stick around is all I'm saying.

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Okay.

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So let's just get into it.

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There's three, I don't know if
it's concepts, just three ideas I

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want to throw out at you.

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And number one is first off, like

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nobody's forcing you to do what
you're doing.

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You are in a career.

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right now, that you chose.

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Your parents did not go, hey,
we've been putting $3 a week aside

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into an RESP, and we just can't
wait until when you turn 18 or 20,

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you're going to go to Humber
College, and you're going to do

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the two -week mortgage program,
and we're going to be so proud of

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you.

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You weren't groomed to be a

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mortgage person.

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99 .9 % of you were not.

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You chose this, right?
Some of you, Quit a full -time

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salary job.

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Some of you are doing both.

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You're still working part -time or
full -time.

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I know some of you work in part
-time jobs and full -time jobs and

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crushing it.

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Part of being on Team Wiley is you

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have to be full -time, but we make
exceptions sometimes.

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And we have a couple of people
that are working full -time jobs

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and doing four or more files a
month.

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Good for them.

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Freaking awesome.

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Love it.

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But for the most part, you've made

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a sacrifice, potentially.

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Income, stability, you're here.

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But what I'm trying to get across
is you chose this gig, okay?

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So the gig comes with all sorts of
responsibilities.

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And I know a lot of you are
probably figuring that out on the

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fly.

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Or maybe you've been in it for

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seven, eight years.

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You don't have to do this, right?

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And where this stems from is I
hear people you know, not in the

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best frame of mind and maybe not
talking shit about it, but just

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like not in like a positive light.

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Like I got this so happy, so

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grateful to be able to go and earn
this type of money and work from

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anywhere and choose my hours.

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And like, if you actually sit

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back, it's a glorious industry.

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It comes with other stuff, but it

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also comes with stuff because you
make that, you give that air time.

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Otherwise, if you don't give those
things air, they choke themselves

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out.

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If you don't give them oxygen,

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things die.

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But you give oxygen to the

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narratives of this is hard.

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Don't like doing that part.

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The down payment docs, there's so
much.

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The lenders are so hard to work
with.

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Deals are so much harder to get
done now than they used to be.

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And blah, blah, blah.

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It goes on.

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I don't like social media.

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And clients are flaky.

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And all they want is interest
rates.

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My referral partners aren't busy.

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That's why my business stuff.

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And you just give oxygen to all
that stuff.

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And I always like taking a lot of
things in the moment and just

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going, what's the one thing I can
pull myself back to that just

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clears my desk of all those
thoughts, clears the mind, that

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clears the coconut.

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And it's, you chose this.

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So if I ever sit there and have a
pity party, which I don't, I've

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gotten way past this.

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My muscle for this has been built

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up over many years.

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I don't have pity parties.

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But if you do, and when I did, it
was like, Ryan, hey.

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You chose this, bud.

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So now what?

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This is your party.

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You invented the party.

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You said the party's happening
this day and you planned the

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party.

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You're the party planner.

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Now you're complaining about your
own party.

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No, you don't have to do this.

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You can stop.

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You can quit.

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And quitting isn't a bad thing.

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It's not.

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If it gets you faster onto the

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next phase where there's more joy
and more love and more adventure

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and more whatever, it's more
prosperous for you and rewarding

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for your bank account, then get
onto it.

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Get onto it.

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Just go, hey, did it, didn't work?

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Or, and this is where we're going
to transition out of like, hey,

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don't forget you chose where
you're at now.

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If you've been in this 10 years
and now you're losing your luster

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for it, you can leave.

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You don't have to keep doing this,

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kids.

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And if you're like, but I need the

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money.

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Okay.

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And now we transition into the
second thought.

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And the second thought is you need
to find the love, like the love of

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the game.

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You need to figure out what that

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is for you.

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And everyone has it.

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And I'm not convinced a lot of, I
always say mortgage brokers are

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lazy.

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That's just not shitting on

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mortgage brokers.

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That's just on entrepreneurs or

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wantrepreneurs because there's
more of those than entrepreneurs.

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They're lazy, but I think a lot of
us are just disinterested.

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You're disinterested in whatever
you're doing in the moment.

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And so it's like, what's that
passion?

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What's the thing?
Why are you doing this?

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Like I had this in my career.

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I wanted out.

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I was doing eight different things
on the side, fulfillment by

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Amazon, Facebook ad training.

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I was doing some mortgage

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coaching.

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I was doing some podcast coaching.

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I was doing, oh man, I lost track
of all the things I was doing.

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I was trying to come up with all
these different.

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marketing funnels and ad
generation things.

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And I always had mortgages kind of
on the side.

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Why?
Because I just didn't like what I

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was doing.

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And a lot of it was I didn't like

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the paperwork.

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I just despised paperwork.

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So I got that off my plate.

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And when I did that, my world

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changed.

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It was like, ah.

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And then I got to the point where
I did not like what I was doing

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anymore.

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I just did not.

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And I wanted to stop.

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And my wife said, I love that you

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want to do that.

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And I want to support you with the

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passion.

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And I want you to go and do what

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you want to do.

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But for now, we need to take care

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of the family.

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So can you just go earn a bunch of

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money for a couple of years?
And go do that.

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And then go on to what the next
thing was.

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Because I was dabbling in
coaching.

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And I realized, ooh, this gets me
out of bed.

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This gets me jacked up.

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This gets me going.

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And I'm good at it.

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Really good at it.

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And I love it.

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I want to go do that.

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And so it was like, okay.

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So I did that.

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I went and did it on the side.

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I went and worked my butt off in

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mortgages, made a ton of money,
more than average money.

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And I started coaching.

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And then I eventually just cold

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turkey one day, stopped brokering.

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I went and took a huge pay cut and

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went into coaching.

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And I went and did that.

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But I defined the love.

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So the love early on was...

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Well, the things I despise, I
didn't want to go to bed.

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I literally didn't want to go to
bed in the morning because I had

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so many documents to look at and
compliance packages and down

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payment docs were the death of me.

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So I had to get that off.

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That's like, I'm not just going to
live in that.

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I can't do that.

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It hurts my soul.

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I'm not a good person when I'm
doing all that.

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I don't like who I am.

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And guess what?

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I'm the boss.

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I'm the CEO.

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I hold all the cards.

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So get it off your plate or shut

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the fuck up, Ryan, and get it
done.

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But even if I'm doing that, I
still don't like enjoying it.

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So I'm like, I wasn't put on this
plan to be a mortgage broker.

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None of you were.

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It's not going to read on your

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tombstone.

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Mortgage broker, best mortgage

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broker ever.

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She was a beaut.

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It's not going to be that.

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It's going to be other things.

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00:08:54,230 --> 00:08:58,260
This is a tool to help bring your
family along.

264
00:08:58,260 --> 00:09:02,440
So while you're using the tool and
building the tool to go earn the

265
00:09:03,540 --> 00:09:06,440
income to give your family a
better life and more experiences

266
00:09:06,440 --> 00:09:08,040
and better access to healthcare
and better quality foods and

267
00:09:08,040 --> 00:09:10,680
adventures and all those things,
and to take care of their kids and

268
00:09:10,680 --> 00:09:14,460
their kids, like to do all that,
it involves you staying in line

269
00:09:14,460 --> 00:09:15,700
with your mission.

270
00:09:15,700 --> 00:09:18,140
And you have to understand that.

271
00:09:18,140 --> 00:09:19,780
But you have to...

272
00:09:19,780 --> 00:09:20,580
Be passionate about it.

273
00:09:21,680 --> 00:09:23,920
You can't lose the passion.

274
00:09:23,920 --> 00:09:27,170
And so you have to figure out

275
00:09:27,170 --> 00:09:27,890
what's stopping you.

276
00:09:27,890 --> 00:09:30,270
Why don't you want to go to bed

277
00:09:30,270 --> 00:09:31,750
now?
And this brings me to the next

278
00:09:31,750 --> 00:09:31,930
point.

279
00:09:31,930 --> 00:09:34,790
Well, I have a third point we're

280
00:09:34,790 --> 00:09:36,490
going to get to.

281
00:09:36,490 --> 00:09:40,270
But it brings me to the next one.

282
00:09:40,850 --> 00:09:44,330
You have to attack the moment of
whatever the problem is.

283
00:09:44,470 --> 00:09:47,590
And a lot of you aren't.

284
00:09:47,590 --> 00:09:50,330
You're letting the problem fester.

285
00:09:50,330 --> 00:09:53,010
And I don't have enough business.

286
00:09:53,010 --> 00:09:54,590
That's a massive problem.

287
00:09:54,590 --> 00:09:57,860
That is a problem that will kill
your business.

288
00:09:57,860 --> 00:10:01,460
kill your psyche, make you grumpy,
make you question things, turn you

289
00:10:01,460 --> 00:10:03,040
depressed.

290
00:10:03,040 --> 00:10:03,580
That's okay.

291
00:10:03,660 --> 00:10:04,360
You can build a mortgage business
being depressed.

292
00:10:04,360 --> 00:10:08,680
You don't have to be in the
perfect frame of mind all the

293
00:10:08,680 --> 00:10:08,820
time.

294
00:10:08,820 --> 00:10:09,200
You don't.

295
00:10:09,200 --> 00:10:09,940
You can build one being grumpy.

296
00:10:10,060 --> 00:10:11,220
You can build one where no one's

297
00:10:11,220 --> 00:10:13,340
appreciating you in your world.

298
00:10:13,340 --> 00:10:15,900
You can get through that and power

299
00:10:16,160 --> 00:10:16,660
through it.

300
00:10:16,660 --> 00:10:17,560
You can like enter here.

301
00:10:17,560 --> 00:10:21,780
You don't have to be this perfect
person lined up all the different

302
00:10:21,780 --> 00:10:24,120
ways to go and crush things.

303
00:10:24,120 --> 00:10:24,980
We've gotten pretty soft.

304
00:10:24,980 --> 00:10:30,300
A lot of us, you can like power
through a lot of that is surprise

305
00:10:30,300 --> 00:10:30,640
yourself.

306
00:10:30,640 --> 00:10:30,860
Right.

307
00:10:31,080 --> 00:10:35,480
And so when I got those documents
off there, it was awesome.

308
00:10:35,480 --> 00:10:36,620
And then I go, I need a passion.

309
00:10:36,620 --> 00:10:38,420
So my passion was, oh, I love

310
00:10:38,420 --> 00:10:38,680
marketing.

311
00:10:38,680 --> 00:10:41,880
So how can I bring my love of

312
00:10:41,880 --> 00:10:43,520
marketing and helping people buy
real estate?

313
00:10:43,520 --> 00:10:48,080
And that's when I did my webinars
and that's all I talked about.

314
00:10:48,080 --> 00:10:51,360
So now when I was out talking to
people, I wasn't talking about the

315
00:10:51,360 --> 00:10:52,920
mundane mortgage stuff that I did
not appreciate.

316
00:10:52,920 --> 00:10:57,620
And understanding the insured and
insurable and the switches and the

317
00:10:57,800 --> 00:10:58,640
maneuvers.

318
00:10:58,640 --> 00:10:59,980
And it's like, stop, done, not my

319
00:10:59,980 --> 00:11:00,160
jam.

320
00:11:00,160 --> 00:11:03,440
I'll just fucking get a new

321
00:11:03,440 --> 00:11:03,700
career.

322
00:11:03,700 --> 00:11:05,400
I don't want to figure that all

323
00:11:05,400 --> 00:11:06,320
out and be amazing at it.

324
00:11:06,380 --> 00:11:07,740
And I don't want to do it.

325
00:11:07,740 --> 00:11:11,180
But the marketing, I'm talking
about one thing I want to talk

326
00:11:11,180 --> 00:11:11,380
about.

327
00:11:11,380 --> 00:11:14,640
Yeah, I can go serve and I can

328
00:11:14,780 --> 00:11:17,200
help families increase their net
worth and change their way of

329
00:11:17,200 --> 00:11:17,300
thinking.

330
00:11:17,300 --> 00:11:18,280
Ah, so that was my thing.

331
00:11:18,280 --> 00:11:20,460
That was my passion within the
mortgage industry until my passion

332
00:11:20,460 --> 00:11:22,180
morphed into coaching within the
industry.

333
00:11:22,180 --> 00:11:25,110
And that's where I'm at right now.

334
00:11:25,110 --> 00:11:26,470
I freaking jump out of bed every

335
00:11:26,470 --> 00:11:26,850
day.

336
00:11:26,970 --> 00:11:27,290
I love it.

337
00:11:27,370 --> 00:11:31,350
Absolutely freaking love it.

338
00:11:31,350 --> 00:11:34,210
It's what I was supposed to be.

339
00:11:34,210 --> 00:11:36,210
I'm where I'm supposed to be.

340
00:11:36,210 --> 00:11:38,610
But I had to go through some

341
00:11:38,610 --> 00:11:38,750
things.

342
00:11:38,850 --> 00:11:41,030
And so it brings me to my third

343
00:11:41,030 --> 00:11:41,170
point.

344
00:11:41,170 --> 00:11:43,890
My third point is this.

345
00:11:43,890 --> 00:11:46,530
This podcast is brought to you by
Americano.

346
00:11:46,730 --> 00:11:48,150
It comes to this.

347
00:11:48,150 --> 00:11:49,030
I just want to congratulate

348
00:11:49,030 --> 00:11:49,990
everyone listening to this
podcast.

349
00:11:49,990 --> 00:11:52,800
Congratulations, because your
business right now, today, is

350
00:11:52,900 --> 00:11:54,360
exactly where it's supposed to be.

351
00:11:54,360 --> 00:11:54,700
So congratulations.

352
00:11:54,700 --> 00:11:59,560
For some of you, your business has
grown in the past 12 months.

353
00:11:59,560 --> 00:11:59,760
Congratulations.

354
00:11:59,760 --> 00:12:00,980
You've put the work in.

355
00:12:00,980 --> 00:12:02,140
Your efforts have paid off.

356
00:12:02,140 --> 00:12:03,440
It did not get there on its own.

357
00:12:03,440 --> 00:12:06,120
Some of you, your business has
remained the same.

358
00:12:06,120 --> 00:12:06,220
Congratulations.

359
00:12:06,220 --> 00:12:06,520
That's awesome.

360
00:12:06,520 --> 00:12:09,580
The efforts you put in the last 12
months, you stayed.

361
00:12:09,580 --> 00:12:12,980
You didn't go decline and
potentially declining market.

362
00:12:12,980 --> 00:12:15,080
For those of you who your business
has just fallen off a cliff,

363
00:12:15,740 --> 00:12:16,100
congratulations.

364
00:12:16,100 --> 00:12:17,280
I'm being a little cheeky there,

365
00:12:17,280 --> 00:12:19,380
but I'm also like,
congratulations.

366
00:12:19,380 --> 00:12:22,250
That's a direct result of your
efforts the past 12 months.

367
00:12:22,250 --> 00:12:27,870
Your business is where, right now,
is where it was meant to be based

368
00:12:27,870 --> 00:12:29,430
on what you've done.

369
00:12:29,970 --> 00:12:30,910
what you've done.

370
00:12:30,910 --> 00:12:33,490
It's like my kid will get 6010 on
a spelling.

371
00:12:33,490 --> 00:12:36,490
Not anymore, but used to.

372
00:12:36,490 --> 00:12:37,710
I'll be like, congratulations.

373
00:12:37,710 --> 00:12:39,190
It's like, that's how you'd be
mad.

374
00:12:39,190 --> 00:12:39,530
No, congratulations.

375
00:12:39,530 --> 00:12:41,210
That's exactly like what thought

376
00:12:41,210 --> 00:12:46,370
it would happen based on the
amount I've seen you practice

377
00:12:46,720 --> 00:12:47,600
because you weren't practicing.

378
00:12:47,600 --> 00:12:47,700
Congratulations.

379
00:12:47,700 --> 00:12:48,440
Didn't make the team.

380
00:12:48,580 --> 00:12:48,860
Congratulations, man.

381
00:12:49,020 --> 00:12:51,420
Well, why would I be happy about
it?

382
00:12:51,420 --> 00:12:53,640
Well, no, you shouldn't be.

383
00:12:53,640 --> 00:12:55,340
But based on the effort you put in

384
00:12:55,340 --> 00:12:58,900
before, the practicing and what
I've seen you do, congratulations.

385
00:12:58,900 --> 00:13:02,880
You always were not going to make
the team.

386
00:13:02,880 --> 00:13:04,160
And so you just accomplished that.

387
00:13:04,160 --> 00:13:08,320
You were always going to get six

388
00:13:08,580 --> 00:13:09,460
out of 10.

389
00:13:09,460 --> 00:13:11,980
And you just got there.

390
00:13:11,980 --> 00:13:13,260
You got the goal.

391
00:13:12,640 --> 00:13:14,280
If you wanted different, then you

392
00:13:14,280 --> 00:13:15,740
had to raise your standards over
here.

393
00:13:15,740 --> 00:13:19,170
Ah, that should be like a shift
for a lot of you.

394
00:13:19,170 --> 00:13:23,070
Where your business is today is
exactly where it's supposed to be.

395
00:13:23,070 --> 00:13:23,410
Congratulations.

396
00:13:23,410 --> 00:13:23,910
Right?

397
00:13:23,910 --> 00:13:25,330
This wasn't something, no one even
told me this.

398
00:13:25,330 --> 00:13:29,570
This is just, I didn't hear this
or see it anywhere.

399
00:13:29,570 --> 00:13:32,690
This was just something that's
been kicking around in my head for

400
00:13:32,690 --> 00:13:32,890
a while.

401
00:13:32,890 --> 00:13:34,110
I get to see under the hood of a

402
00:13:34,110 --> 00:13:35,150
lot of mortgage brokers
businesses.

403
00:13:35,270 --> 00:13:36,310
And a lot of times it's like,
congratulations.

404
00:13:36,310 --> 00:13:39,170
Well, it's not where I wanted to
be.

405
00:13:39,170 --> 00:13:40,150
Well, it's where it's supposed to
be.

406
00:13:40,150 --> 00:13:43,470
Why do you think it would be
different?

407
00:13:43,470 --> 00:13:44,550
Right?
Show me your calendar and I'll

408
00:13:44,550 --> 00:13:45,660
show you your life.

409
00:13:45,660 --> 00:13:48,260
It's like, we're going to pause on

410
00:13:48,260 --> 00:13:48,600
that topic.

411
00:13:48,600 --> 00:13:49,840
We're going to come back to

412
00:13:49,840 --> 00:13:50,340
another analogy.

413
00:13:50,340 --> 00:13:54,020
But same thing with, if I see

414
00:13:54,020 --> 00:13:56,860
someone, like, I'm not going to
say this to them, but whatever

415
00:13:56,860 --> 00:13:57,860
your body is.

416
00:13:57,860 --> 00:13:59,480
Whatever you look like body -wise,

417
00:14:00,840 --> 00:14:03,120
whatever shape you're in,
congratulations.

418
00:14:03,300 --> 00:14:04,120
Maybe you lost 40 pounds.

419
00:14:04,120 --> 00:14:04,400
Congratulations.

420
00:14:04,620 --> 00:14:06,440
You got where you're supposed to
be.

421
00:14:06,440 --> 00:14:07,460
Maybe you're out of shape.

422
00:14:07,800 --> 00:14:08,240
Congratulations.

423
00:14:08,240 --> 00:14:09,000
Cheek and tongue.

424
00:14:09,000 --> 00:14:10,220
Tongue and cheek.

425
00:14:10,220 --> 00:14:10,800
Yeah, that way.

426
00:14:10,800 --> 00:14:11,660
Tongue and cheek.

427
00:14:11,660 --> 00:14:13,560
Based on what you eat, you are
what you eat.

428
00:14:13,560 --> 00:14:14,780
Right?
So with you personally, you don't

429
00:14:15,080 --> 00:14:15,580
even need to exercise.

430
00:14:15,580 --> 00:14:17,220
You should, but you don't.

431
00:14:17,220 --> 00:14:17,840
It's what you eat with your
health.

432
00:14:17,840 --> 00:14:18,920
Like you are what you eat.

433
00:14:18,920 --> 00:14:21,800
If you can boil everything down.

434
00:14:21,800 --> 00:14:26,980
for health -wise into one
statement, it's you are what you

435
00:14:26,980 --> 00:14:27,160
eat.

436
00:14:27,160 --> 00:14:29,820
If you can boil one thing down

437
00:14:29,820 --> 00:14:31,340
into mortgages or really being an
entrepreneur, but we'll talk

438
00:14:31,340 --> 00:14:32,440
mortgages because that's what
we're doing.

439
00:14:32,640 --> 00:14:34,560
You are what you execute.

440
00:14:34,560 --> 00:14:34,800
You are.

441
00:14:34,800 --> 00:14:37,940
If your business isn't where you
want to go, you're not executing

442
00:14:37,940 --> 00:14:38,880
on stuff.

443
00:14:38,880 --> 00:14:40,500
You're just not, right?

444
00:14:40,500 --> 00:14:41,020
It's that.

445
00:14:41,020 --> 00:14:44,620
So I bring it back to that simple

446
00:14:44,620 --> 00:14:44,940
thing.

447
00:14:44,940 --> 00:14:45,420
Congratulations.

448
00:14:45,420 --> 00:14:46,200
Your body.

449
00:14:46,420 --> 00:14:48,400
Your health is where it should be.

450
00:14:48,400 --> 00:14:50,020
You may not like it.

451
00:14:50,020 --> 00:14:52,940
You may not, you might hate it.

452
00:14:52,940 --> 00:14:54,140
But congratulations, you got it
there.

453
00:14:54,140 --> 00:14:56,420
Right?
That based on what you've done.

454
00:14:56,420 --> 00:15:00,660
Like this is, this concept here
could change a lot of your lives.

455
00:15:00,660 --> 00:15:02,380
Or at least let you know you're on
the right track.

456
00:15:02,480 --> 00:15:06,200
And I want a lot of you to
celebrate too, because a lot of

457
00:15:06,320 --> 00:15:07,820
you are doing awesome things.

458
00:15:07,820 --> 00:15:09,890
And it's a true celebration.

459
00:15:09,890 --> 00:15:11,070
It's like, congratulations.

460
00:15:11,070 --> 00:15:12,570
Like there's a lot of work that

461
00:15:12,570 --> 00:15:13,430
doesn't go into it.

462
00:15:13,430 --> 00:15:18,130
You don't even need to tell me

463
00:15:18,130 --> 00:15:18,930
what it is.

464
00:15:18,930 --> 00:15:19,790
I just know.

465
00:15:19,790 --> 00:15:23,290
I can tell looking at you
personally or you business -wise

466
00:15:23,290 --> 00:15:25,670
what you've done in the last 12
months, give or take.

467
00:15:25,730 --> 00:15:31,470
I could probably get pretty close
to your efforts on a bunch of

468
00:15:31,470 --> 00:15:33,030
levels based on exercise, food
prep, eating, drinking.

469
00:15:33,030 --> 00:15:37,360
And over here, based on
prospecting, marketing, social

470
00:15:37,360 --> 00:15:39,540
media, networking, relationships,
mining your database, email

471
00:15:39,540 --> 00:15:42,620
marketing, like I can over here
and I can see that.

472
00:15:43,440 --> 00:15:43,920
Right.

473
00:15:43,920 --> 00:15:47,280
And it's like, okay, so it's clear

474
00:15:47,280 --> 00:15:49,700
to me, like you are where you're
supposed to be.

475
00:15:49,700 --> 00:15:51,620
So show me your calendar.

476
00:15:51,620 --> 00:15:56,080
Someone told me this and it was so

477
00:15:56,080 --> 00:15:56,500
true a while back.

478
00:15:56,500 --> 00:15:57,600
Show me your calendar and I'll

479
00:15:57,600 --> 00:15:58,200
show you your life.

480
00:15:58,200 --> 00:15:59,140
If it's on your calendar, it

481
00:15:59,140 --> 00:15:59,300
doesn't exist.

482
00:15:59,300 --> 00:16:01,460
Otherwise, how are you going to

483
00:16:01,460 --> 00:16:04,230
remember?
How are you going to remember to

484
00:16:04,230 --> 00:16:06,210
follow up with the Johnsons?
How are you going to remember to

485
00:16:06,210 --> 00:16:07,770
get in touch with your favorite
realtor once every three months?

486
00:16:07,770 --> 00:16:12,930
How are you going to remember to
script out 20 reels that you're

487
00:16:12,930 --> 00:16:15,270
going to go batch next Saturday
with a videographer?

488
00:16:15,270 --> 00:16:19,110
How do you know you're going to
remember to mine your database and

489
00:16:19,110 --> 00:16:22,690
look for opportunities to save
your clients money once a month?

490
00:16:22,690 --> 00:16:30,010
How are you going to remember to
write the email to build into the

491
00:16:30,430 --> 00:16:35,570
drip, to send out, to warm your
database up, to nurture them.

492
00:16:35,570 --> 00:16:39,970
And then how are you going to know
to ask them, people around you

493
00:16:39,970 --> 00:16:41,050
need help?
How are you going to know?

494
00:16:41,050 --> 00:16:43,830
Like, where you just like remember
it one day and they're like, oh

495
00:16:43,830 --> 00:16:45,790
yeah, I'm going to do that.

496
00:16:45,790 --> 00:16:46,110
Shit, man.

497
00:16:46,230 --> 00:16:47,170
It's not on the calendar.

498
00:16:47,170 --> 00:16:47,910
It doesn't exist.

499
00:16:47,910 --> 00:16:51,990
So show me your calendar and I'll
show you your life.

500
00:16:52,890 --> 00:16:53,770
How are you going to remember
consistently?

501
00:16:53,770 --> 00:16:55,030
I should have added that in there.

502
00:16:55,030 --> 00:16:57,130
How are you going to remember

503
00:16:57,330 --> 00:17:00,670
consistently to go to the gym?
Consistently to shop well and eat

504
00:17:00,670 --> 00:17:00,930
well.

505
00:17:00,930 --> 00:17:02,370
consistently to, right?

506
00:17:02,370 --> 00:17:03,030
It's those things.

507
00:17:03,210 --> 00:17:03,670
Show me your calendar.

508
00:17:03,670 --> 00:17:07,869
Let me look at your calendar for
the past 30 days, past six months.

509
00:17:07,869 --> 00:17:09,810
Let's analyze it.

510
00:17:09,810 --> 00:17:12,550
A lot of blank spots in here.

511
00:17:12,550 --> 00:17:16,569
What's going on there?
Because I see the end result here.

512
00:17:16,569 --> 00:17:18,730
I see you and I see the business.

513
00:17:18,730 --> 00:17:20,490
And I'm like, okay, so the

514
00:17:20,490 --> 00:17:21,530
calendar probably reflects that.

515
00:17:21,530 --> 00:17:23,369
And this isn't like shitting on

516
00:17:23,530 --> 00:17:23,630
anyone.

517
00:17:23,630 --> 00:17:25,550
This is just like a reality check

518
00:17:25,790 --> 00:17:27,030
going, okay, that's cool.

519
00:17:27,030 --> 00:17:28,250
Like I said, I like to come up

520
00:17:28,250 --> 00:17:31,970
with just things for me in the
moment where I can just snap and

521
00:17:32,070 --> 00:17:34,830
think of something and it just
gets me right back on track.

522
00:17:34,830 --> 00:17:38,470
If I have a problem in my
business, if leads are my problem,

523
00:17:38,470 --> 00:17:40,870
and this is how I operated when I
did mortgages, I wasn't just,

524
00:17:40,870 --> 00:17:41,730
okay, I don't have leads.

525
00:17:42,270 --> 00:17:44,150
I'm going to, for 30 minutes a

526
00:17:44,650 --> 00:17:45,210
day, start prospecting.

527
00:17:45,210 --> 00:17:45,470
Fuck that.

528
00:17:45,470 --> 00:17:45,930
I'm locking myself in a room.

529
00:17:45,930 --> 00:17:47,910
Literally, my wife would be like,

530
00:17:47,910 --> 00:17:47,990
oh.

531
00:17:47,990 --> 00:17:50,210
We were like, Ryan, there's not a

532
00:17:50,210 --> 00:17:53,290
lot coming in the pipeline.

533
00:17:53,290 --> 00:17:56,410
I said, she goes, can you get it

534
00:17:56,410 --> 00:17:57,090
done?
And I'm like, yeah.

535
00:17:57,090 --> 00:17:59,290
And I'd go lock myself in the
office.

536
00:17:59,290 --> 00:18:02,090
You would not see me for a week.

537
00:18:02,090 --> 00:18:05,190
And I would hammer the phones and

538
00:18:05,570 --> 00:18:06,470
emails and referral partners, past
clients.

539
00:18:06,470 --> 00:18:08,530
And I would just database mine,
everything.

540
00:18:08,530 --> 00:18:11,610
And I would sit there until my
week was booked of calls.

541
00:18:11,610 --> 00:18:15,970
And I was working on apps and I
was working on pre -approvals and

542
00:18:15,970 --> 00:18:16,890
I was working on.

543
00:18:16,890 --> 00:18:19,280
And it worked every single time.

544
00:18:19,280 --> 00:18:19,900
I attacked the moment.

545
00:18:19,900 --> 00:18:22,460
So if I had a problem there, if I

546
00:18:22,460 --> 00:18:25,140
have a problem and I have too many
leads and I'm getting frustrated

547
00:18:25,140 --> 00:18:29,420
because my process sucks, because
you end up after you have a lead

548
00:18:29,420 --> 00:18:31,100
problem, you have a process system
problem.

549
00:18:31,100 --> 00:18:32,380
Then after that, you have a team
problem.

550
00:18:32,380 --> 00:18:34,380
You have to hire, train, fire.

551
00:18:34,380 --> 00:18:37,020
And after that, you go back to a

552
00:18:37,020 --> 00:18:39,720
lead problem because it's all just
a big flywheel circle.

553
00:18:40,100 --> 00:18:46,740
And in the middle of the word
mindset's in there, you have a

554
00:18:46,740 --> 00:18:47,520
constant mindset problem.

555
00:18:48,060 --> 00:18:49,800
So I have to realign myself very

556
00:18:49,800 --> 00:18:50,320
quickly in the moment.

557
00:18:50,320 --> 00:18:51,520
Attack the moment.

558
00:18:51,620 --> 00:18:54,720
If I have a problem, In my
business or in my life, I go and I

559
00:18:54,720 --> 00:18:55,220
attack it.

560
00:18:55,220 --> 00:18:56,940
I put all my energy into it.

561
00:18:56,940 --> 00:18:59,160
Lock myself in a room, I get it
done.

562
00:18:59,160 --> 00:19:02,240
Lock myself and figure out the
process.

563
00:19:02,660 --> 00:19:08,760
I'm not going to go every second
Tuesday, I'm going to work half an

564
00:19:08,760 --> 00:19:10,680
hour on my client journey.

565
00:19:10,680 --> 00:19:13,080
It's like, fuck that.

566
00:19:13,080 --> 00:19:14,360
Two days, I'm going to lock
myself.

567
00:19:14,360 --> 00:19:14,820
in an office.

568
00:19:14,820 --> 00:19:16,300
I'm going to map out my client

569
00:19:16,300 --> 00:19:16,540
journey.

570
00:19:16,910 --> 00:19:18,990
I'm going to record my videos.

571
00:19:19,550 --> 00:19:22,270
I'm going to get my scripts done.

572
00:19:22,270 --> 00:19:23,150
I'm going to map it all out for

573
00:19:23,150 --> 00:19:24,030
what's going to happen, when and
where.

574
00:19:24,030 --> 00:19:26,990
I'm going to build whatever
automation I need in there.

575
00:19:27,390 --> 00:19:29,370
And I'm going to put this, just
layer it all in and then it's

576
00:19:29,370 --> 00:19:29,650
done.

577
00:19:29,650 --> 00:19:30,430
And I'm out.

578
00:19:30,430 --> 00:19:31,490
And then I'm on to the next
problem.

579
00:19:31,590 --> 00:19:33,170
I go in with laser focus and
massive intentional energy.

580
00:19:33,230 --> 00:19:33,610
Attack the moment.

581
00:19:33,610 --> 00:19:35,350
And I see a lot of people floating

582
00:19:35,350 --> 00:19:37,930
around and you're trying to like
attack the moment at different

583
00:19:37,930 --> 00:19:39,910
times with like, 15 -minute
intervals, 30 -minute intervals.

584
00:19:39,910 --> 00:19:43,050
But if you need business, what
should you be doing?

585
00:19:43,050 --> 00:19:45,270
If you don't have business, which
is the lifeline of all

586
00:19:45,270 --> 00:19:48,630
entrepreneurs and all mortgage
brokers is business, you should

587
00:19:48,630 --> 00:19:51,890
lock yourself in a room away from
all distractions and let everyone

588
00:19:51,890 --> 00:19:54,110
know the score of the game and you
attack it.

589
00:19:54,110 --> 00:19:55,710
And you just freaking attack it.

590
00:19:55,710 --> 00:19:56,930
You send out 500 voice memos,

591
00:19:56,930 --> 00:19:59,450
right?
And if not, then your business is

592
00:19:59,450 --> 00:20:00,270
where it's supposed to be.

593
00:20:00,270 --> 00:20:00,670
Congratulations, right?

594
00:20:00,670 --> 00:20:01,310
Attack the moment.

595
00:20:01,630 --> 00:20:02,650
Show me your calendar.

596
00:20:03,250 --> 00:20:04,430
I'll show you your life.

597
00:20:04,430 --> 00:20:06,950
Your business is where it's

598
00:20:06,970 --> 00:20:07,390
supposed to be.

599
00:20:07,390 --> 00:20:07,630
Congratulations.

600
00:20:07,630 --> 00:20:08,490
Nobody forced you into this
business.

601
00:20:08,490 --> 00:20:09,910
And what's your love of the game?
Those are those five.

602
00:20:09,910 --> 00:20:11,290
I think there's four or five
there.

603
00:20:11,290 --> 00:20:12,330
That's what I want to talk about
today.

604
00:20:12,330 --> 00:20:13,710
So I sort of covered all that.

605
00:20:13,710 --> 00:20:15,110
You get where my head goes.

606
00:20:15,110 --> 00:20:17,190
And I don't live with like the
paragraphs that follow all that

607
00:20:17,190 --> 00:20:17,350
stuff.

608
00:20:17,350 --> 00:20:19,090
I live with the one saying.

609
00:20:19,090 --> 00:20:20,030
Because I can't have all that in
my brain.

610
00:20:20,030 --> 00:20:24,050
I can only have those one things
in the moment.

611
00:20:24,050 --> 00:20:29,610
And I say it and it's like, and
Tony Robbins is good at this.

612
00:20:29,610 --> 00:20:31,290
And I forget what he calls it.

613
00:20:31,290 --> 00:20:33,810
I did that firewalk thing 20 years

614
00:20:34,160 --> 00:20:34,660
ago.

615
00:20:34,660 --> 00:20:36,100
And it was awesome.

616
00:20:36,100 --> 00:20:37,480
And that was the thing.

617
00:20:37,480 --> 00:20:39,100
It's like, we all need these

618
00:20:39,500 --> 00:20:42,700
resources so that when you get
going and you lose the state of

619
00:20:42,700 --> 00:20:47,260
mind that you're in, and I'm
butchering this, but you'll get

620
00:20:47,260 --> 00:20:47,480
it.

621
00:20:47,480 --> 00:20:50,240
When we get out of that state of

622
00:20:50,240 --> 00:20:54,880
mind, we all have a state of mind
that we get into that we're at our

623
00:20:54,880 --> 00:20:59,540
highest level, where things are
just dialed in for whatever we

624
00:20:59,540 --> 00:21:01,900
need them to be dialed in at.

625
00:21:01,900 --> 00:21:04,820
And when we feel like we're

626
00:21:05,460 --> 00:21:08,520
getting out of that, you feel like
you're going down to negativity

627
00:21:08,520 --> 00:21:13,740
and you feel like you're going
down to press and you feel like

628
00:21:13,740 --> 00:21:17,380
the business is spiraling and you
feel like you're just out of shape

629
00:21:17,380 --> 00:21:18,280
and blah, blah, blah.

630
00:21:18,280 --> 00:21:19,280
And it's like, what's the thing

631
00:21:19,480 --> 00:21:20,520
just snapped?
So like someone just jolted you

632
00:21:20,520 --> 00:21:21,300
like an electric caller.

633
00:21:21,300 --> 00:21:21,780
What is that?

634
00:21:21,780 --> 00:21:23,120
So we all have our things.

635
00:21:23,120 --> 00:21:25,880
And I just shared a bunch of mine

636
00:21:25,880 --> 00:21:26,740
with you.

637
00:21:26,740 --> 00:21:28,520
And another big one, which I've

638
00:21:28,520 --> 00:21:30,900
shared before, is nobody's coming.

639
00:21:30,900 --> 00:21:31,580
Ryan, no one's coming.

640
00:21:31,580 --> 00:21:33,840
So now what?
Like nobody's coming to help you.

641
00:21:33,840 --> 00:21:36,320
You've got two files on the go,
two discovery calls booked in the

642
00:21:36,320 --> 00:21:38,580
next two weeks, and a lot of time
on your hands.

643
00:21:38,580 --> 00:21:39,960
lot of time on your hands.

644
00:21:39,960 --> 00:21:42,480
Nobody's coming to help you.

645
00:21:42,480 --> 00:21:45,680
No fairies sprinkling awesome lead
dust on your business.

646
00:21:45,680 --> 00:21:46,540
and changing your, it's on you.

647
00:21:46,540 --> 00:21:48,080
Like this is you.

648
00:21:48,080 --> 00:21:52,100
I don't care what brokerage you're
at, what team you're on, what

649
00:21:52,100 --> 00:21:55,360
mentor you have, what setup,
that's not what they do.

650
00:21:55,480 --> 00:21:56,340
That's not their responsibility.

651
00:21:56,720 --> 00:21:58,460
You're a grown ass person running

652
00:21:58,460 --> 00:21:59,120
100 % commission.

653
00:21:59,300 --> 00:21:59,940
You're the CEO, you're everything.

654
00:21:59,940 --> 00:22:00,640
Everything lives and dies with
you.

655
00:22:00,640 --> 00:22:01,840
So nobody's coming.

656
00:22:01,840 --> 00:22:04,240
None of the people on your team

657
00:22:04,240 --> 00:22:05,380
are going to help you.

658
00:22:05,380 --> 00:22:06,020
So what do you do?

659
00:22:06,020 --> 00:22:06,920
Right?
So that's one thing I use.

660
00:22:06,920 --> 00:22:07,480
No one's coming, Ryan.

661
00:22:07,480 --> 00:22:08,740
If I'm down and like things, no

662
00:22:08,740 --> 00:22:09,120
one's coming.

663
00:22:09,120 --> 00:22:09,960
So figure it out.

664
00:22:09,960 --> 00:22:11,980
So now I go, I shift and I go
attack the moment.

665
00:22:11,980 --> 00:22:13,460
Attack whatever the problem is.

666
00:22:13,460 --> 00:22:13,980
All of it.

667
00:22:13,980 --> 00:22:14,620
With everything I have.

668
00:22:14,620 --> 00:22:16,060
Everyone in my world knows Ryan's

669
00:22:16,060 --> 00:22:16,800
off the grid.

670
00:22:16,800 --> 00:22:18,920
He's attacking the moment on this

671
00:22:18,920 --> 00:22:20,520
because he's deemed it important
enough.

672
00:22:20,520 --> 00:22:20,620
Okay.

673
00:22:20,620 --> 00:22:23,180
So I wanted to share that with

674
00:22:23,180 --> 00:22:23,380
you.

675
00:22:23,380 --> 00:22:24,840
Some of those frameworks, some of

676
00:22:24,840 --> 00:22:25,940
those mindsets, hopefully you
pulled something from.

677
00:22:25,940 --> 00:22:28,060
Now you should, you really should.

678
00:22:28,060 --> 00:22:32,160
And if not, then I don't know.

679
00:22:32,460 --> 00:22:36,580
I don't even know why you're
listening to this anymore.

680
00:22:36,580 --> 00:22:39,880
You're just, you're falling asleep
at the wheel then.

681
00:22:39,880 --> 00:22:42,440
But that's it kids.

682
00:22:42,440 --> 00:22:42,800
Okay.

683
00:22:42,800 --> 00:22:43,360
Positivity onward, upward.

684
00:22:43,360 --> 00:22:44,160
You fricking rock.

685
00:22:44,160 --> 00:22:47,000
You do.

686
00:22:47,000 --> 00:22:48,160
You're way better and way more

687
00:22:47,000 --> 00:22:47,700
awesome than you realize.

688
00:22:47,700 --> 00:22:50,460
And I also want you to celebrate

689
00:22:50,740 --> 00:22:57,700
some of that as well, right?
A lot of you are doing some cool

690
00:22:57,700 --> 00:22:57,880
things.

691
00:22:57,880 --> 00:22:59,180
You don't even realize it.

692
00:22:59,480 --> 00:23:03,160
And then you check back into
something I missed and I want to

693
00:23:03,160 --> 00:23:04,400
talk about today.

694
00:23:04,560 --> 00:23:07,600
And I'll do it for a couple of

695
00:23:07,600 --> 00:23:10,040
minutes here is you look back six
months.

696
00:23:10,040 --> 00:23:16,440
If I go people I partnered with, I
go like, we actually go back six

697
00:23:16,440 --> 00:23:20,960
months, eight months and go, look,
like in the moment, it might feel

698
00:23:20,960 --> 00:23:21,600
like chaos, utter chaos.

699
00:23:21,600 --> 00:23:24,840
And you feel like you never have.

700
00:23:24,960 --> 00:23:25,740
your finger on the pulse of
anything.

701
00:23:26,120 --> 00:23:28,020
And you always feel like you're
running behind.

702
00:23:28,020 --> 00:23:31,000
You always feel like the to -do
list is getting longer.

703
00:23:31,100 --> 00:23:35,240
If we just reflect back the past
six months, there's a lot of times

704
00:23:35,240 --> 00:23:37,000
where you're like, holy shit, I
did that.

705
00:23:37,160 --> 00:23:38,740
And I did that.

706
00:23:39,600 --> 00:23:40,540
And I overcame that.

707
00:23:40,540 --> 00:23:42,340
And I pushed through that.

708
00:23:43,320 --> 00:23:46,040
And I want you to celebrate that.

709
00:23:46,040 --> 00:23:49,380
Right?
It's the stuff that your family

710
00:23:49,620 --> 00:23:50,140
might not see.

711
00:23:50,140 --> 00:23:51,550
Your spouse just might not see.

712
00:23:51,550 --> 00:23:53,910
But I'm telling you, you need to
recognize and celebrate it because

713
00:23:53,910 --> 00:23:54,710
we need these wins.

714
00:23:54,850 --> 00:23:56,270
Life is about celebrating wins.

715
00:23:56,270 --> 00:23:57,890
More than it is about saying
what's not a win and what's

716
00:23:57,890 --> 00:23:59,410
keeping us down and the
negativity.

717
00:23:59,410 --> 00:24:02,650
Negativity just, it festers and
there's a ripple effect and I

718
00:24:02,650 --> 00:24:03,310
fucking hate it.

719
00:24:03,950 --> 00:24:07,630
So I don't like negativity in any

720
00:24:07,630 --> 00:24:07,890
spot.

721
00:24:09,750 --> 00:24:11,630
It's something in the moment you

722
00:24:11,630 --> 00:24:13,820
can talk about it to address it.

723
00:24:13,820 --> 00:24:15,040
And then it's like, what are you

724
00:24:15,040 --> 00:24:16,640
going to do?
Attack the moment, move on, carry

725
00:24:16,640 --> 00:24:17,200
on, let's go.

726
00:24:17,200 --> 00:24:18,060
Because I can't change it.

727
00:24:18,060 --> 00:24:20,020
It's something we talk about with
our kids all the time.

728
00:24:20,020 --> 00:24:21,200
Let's change our focus from that
because we can't control that.

729
00:24:21,200 --> 00:24:21,680
So let's carry on.

730
00:24:21,680 --> 00:24:23,640
I can't control how much the banks

731
00:24:23,640 --> 00:24:24,700
are going to lend money.

732
00:24:24,700 --> 00:24:25,780
So let's carry on.

733
00:24:25,980 --> 00:24:28,320
I can't control referral partners
sending me business because if

734
00:24:28,700 --> 00:24:30,940
they don't have business or they
don't want it, like, so let's

735
00:24:30,940 --> 00:24:31,280
carry on.

736
00:24:31,280 --> 00:24:34,200
Maybe I don't build my business

737
00:24:34,200 --> 00:24:34,420
around that.

738
00:24:34,420 --> 00:24:36,790
I can't, you know, what the feds

739
00:24:36,790 --> 00:24:37,570
are going to say.

740
00:24:37,570 --> 00:24:38,370
It doesn't matter.

741
00:24:38,370 --> 00:24:39,690
What interest rates are, it
doesn't matter.

742
00:24:39,690 --> 00:24:40,450
It really doesn't matter.

743
00:24:40,450 --> 00:24:41,350
None of that matters.

744
00:24:41,610 --> 00:24:42,330
I can't do anything.

745
00:24:42,330 --> 00:24:44,850
So why am I even thinking about it

746
00:24:44,850 --> 00:24:46,370
or giving it oxygen?
So anyways, that's it, kids.

747
00:24:46,370 --> 00:24:47,370
Enjoy your week.

748
00:24:47,370 --> 00:24:47,630
Positivity, positivity,

749
00:24:47,630 --> 00:24:50,230
positivity, because there's lots
of assholes out there trying to

750
00:24:50,230 --> 00:24:51,050
pull you down.

751
00:24:51,050 --> 00:24:53,490
Keep it going in the right

752
00:24:53,590 --> 00:24:53,670
direction.

753
00:24:53,670 --> 00:24:54,130
That's it, kids.

754
00:24:54,130 --> 00:24:54,970
Love you all.

755
00:24:54,970 --> 00:24:55,470
Peace out.