281: Why Brokers Are Losing Deals Right Now

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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 whiteboard, Wiley in

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the house from the Dodge Ram
recording studio with the beach.

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I don't know, 100 feet from here,
maybe -ish.

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Yeah, it's one of those things I
can record in my office.

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If I record there, I can go on
camera.

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I could actually like get a lot
more footage.

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I could turn that into snip, but
I, I don't know.

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I'm not as inspired recording
there.

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So like you do whatever works for
you to just get it done.

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All right.

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This is one of those things with

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you.

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I imagine some piece in your

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business, you can be picture
perfect with it.

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Or you just do what like if I'm
going to sit there and always have

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to be in front of the camera,
always have to be there with my

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webcam and the neon lights in the
back and the right lighting to

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then flip on the camera and then
get scripted out.

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It's like, oh, God, it's such a
production.

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And that's just not me.

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And I'm just not going to do it.

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And so there's certain times I'll
wait because I'm like, oh, no, I

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want to do this.

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And then it's like three weeks to

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record the podcast.

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Whereas if I just turn on the

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camera, if I drive to the beach,
get my coffee, turn on record.

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I have an idea what I want to talk
about, but it's none of this, none

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of this is ever, ever, ever
scripted, but I get it out.

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I get it done.

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And so this is for a lot of you,

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some inspiration.

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What are you doing in your

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business?
This isn't what the podcast is

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about, by the way, but what are
you doing in your business that

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it's like, oh, and a lot of it's
probably just social.

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It's probably your social media.

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And you're like, you're trying to

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be too picture perfect.

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And I had this conversation with a

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couple of agents the other day.

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And one of my things with social

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is when I'm posting on Instagram.

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for instance, deciding what should

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I put on as a reel and what should
I put on as a story?

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I don't enjoy social media.

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I'm learning to like it more.

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And sometimes I do enjoy it.

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Other times I'm like, ah, that's

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just not me.

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This is so not me.

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But I'm going to power through.

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I'm going to keep doing it.

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I'm going to stay uncomfortable.

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But so I just decided because it

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was like, hey, well, this is a
picture of a coffee cup.

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OK, that's a story.

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Oh, well, this is a 30 second

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something.

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I could make 50 reels a day.

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with all the things I do in a day
with mortgage brokers and whatnot.

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Like seriously, and I probably
should, but I go, oh no, if it's

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going to be a reel, then I have to
record it.

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Then I might edit it and put some
captions and maybe pick a song and

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then put the description in
becomes like a little more of a

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production.

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And then I'm like, ah, I'm just

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not going to do it.

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Whereas I just throw it up on a

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story, but then it lives for 24
hours.

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And so I'm like, okay, that's
better than nothing.

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But I'm like, but this should be a
reel.

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So I'll just save it and wait
until I do a reel.

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And then all of a sudden I've lost
it.

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I forgot what I was going to talk
about and I don't do it.

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So I'm like, okay, for now on, I'm
just going to record it.

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I'm going to fire it out as a
reel.

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I'm going to share it to story
every time.

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I can always, always, always go
back and delete it off the reels

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if I want at some point.

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But in that point in time, life

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just moves on.

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It's my own mental mindset that I

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have to break through on that and
just to get more content out

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there.

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And so that's how I've told

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myself.

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And hopefully you get inspiration

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from this is I'm just going to
record it.

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30, 45 seconds in the moment.

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Something I figured out.

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Fired out as a reel.

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Nothing fancy.

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Shared to story.

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Boom.

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Bob's your uncle done.

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Okay.

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This podcast is brought to you by
Americano.

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Oh, it's so hot.

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Oh, I need a second.

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That was, oh, geez.

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Okay.

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Let's get back to what we're
talking about.

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Okay.

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So mortgage brokering has changed

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drastically.

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I'm sure you've.

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Figure that.

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I'm talking to age and they're

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like, Ryan, nothing's working.

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It's not working like it used to.

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And I'm like, yeah, I know that.

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I saw this coming.

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That's why we built Strategy Hub.

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We saw this coming like, duh.

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We think you're always going to
just carry on, carry on like

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nothing.

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Like the only thing that's

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constant is change.

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You always have to reinvent

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yourself, right?
And so there's a lot of agents

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losing files.

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Talked to one the other day.

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She lost 35 this year so far.

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35 files.

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That's intense.

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That is mentally draining.

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That is kicking you while you're
down.

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That is testing your mindset, your
resolve.

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You're like, what do you do when
your back's against the wall

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situation?
A lot of top brokers that had

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their shit together, supposedly
losing files.

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Guess what?
Because it doesn't work anymore.

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You're always at a 20 to 40 basis
point deficit.

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So what are you doing?
And so this is what I tell the

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kids.

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I always look, what do you do when

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you're losing?
That tells me who you are.

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And when my kids are winning at
soccer and everything's great,

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when mortgage brokers are crushing
refis and they're looking like

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rock stars because interest rates
are low, clients are working when

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they're like, ah, everyone's,
yeah, it's awesome.

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Yeah, it's super easy.

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This job can be super easy at

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times.

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Winning a soccer game like my kids

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play, I'm like, yeah, easy.

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You guys are winning.

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That's awesome.

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You're celebrating.

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Just don't be a poor sport, but
you're doing great.

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Okay, awesome, easy.

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What happens when you're down 4 -1

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against a team you should be
beating?

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What happens when you work with a
client?

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What's your body language like?
How are you reacting to your

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teammates when they give you a bad
pass?

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When you lose, what do you do in
the handshake line?

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What do you say to the ref?
What do you say to the coach?

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How are you walking back to the
bench?

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If someone was watching you and
they go, is that our captain?

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Are you leading with leadership?
Are you holding your head high?

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Are you going to push through
this?

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Are you going to learn from it?
Big mistake brokers aren't doing.

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Learn from it.

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So same thing.

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You work client for six months and
then they just leave you.

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And you thought you had him.

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You work for nine months to leave

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you.

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Clients you've worked with three,

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four, five times in the past, and
they just leave you.

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And they go, oh, I got this in
shade over here.

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And I'm gone.

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What do you do?

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I look at, I seriously, this is me
sitting here because I'm seeing

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this all around me.

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And I'm like, so now what?

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So this happened.

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Fucking sucks.

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Yeah, 100%.

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It's kicking the nuts.

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Boom, you're down.

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Now what?

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Do you go back and keep doing the
same thing?

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Like, are you like, oh, I was just
that.

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Okay.

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And you're down for two days.

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And then you're like in the dumps.

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You don't want to do social now.

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And you've lost all this momentum.

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You can't compartmentalize it over

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here and carry on and be a
business owner.

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And then you just keep doing the
same thing.

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Like, do you reflect on files you
lose and go, where did I lose

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this?
What could I have done better?

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Was I always going to lose it?
Did I?

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I'm going to tell you the reason
you're losing files.

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It might not be what you think.

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Might be close to what you think,

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but it's probably not exactly what
you think.

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But I'm going to tell you why.

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This is the question I come to.

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So if you're a broker and you keep
losing files and then you jump on

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another discovery call and it's
the same old, same old script and

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the same old, same old thing, but
you're expecting a different

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outcome.

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Why?

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Why would it be different now?
Times have changed.

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Times have changed.

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So here's the number one reason

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you're losing deals for rate or
whatever else you're losing it

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for.

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I'm going to tell you right now.

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And not enough people talk about
this.

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We don't.

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Giving you a cliffhanger here.

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But before I do that, we're going
to, this podcast is brought to you

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by Americano.

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Okay, so here's the reason.

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Very clear.

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You have not identified a pain

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point.

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You have not identified a pain

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point that hurts enough.

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That is.

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painful enough.

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You haven't asked the right

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questions to understand what their
pain point is.

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There's some basic objection
handling that you need as a

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mortgage broker.

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There's some basic things you need

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that should roll off your chest.

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I'm going to go a little sidebar

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here.

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You need to be able to tell people

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on the fly on that discovery call.

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This is what I want to talk about,

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that discovery call.

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This is what this podcast is

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about, is we're going to break
down the discovery call a bit.

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But that discovery call, that's
your first impression most of the

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time.

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It's where you build that trust.

261
00:08:05,680 --> 00:08:10,220
It's where you figure out where
the client's at, what the pain is.

262
00:08:10,220 --> 00:08:15,060
If you're just an order taker and
you're just going, okay, I have

263
00:08:15,060 --> 00:08:15,900
access to so many lenders.

264
00:08:15,900 --> 00:08:16,860
I have access to all these

265
00:08:16,860 --> 00:08:17,040
lenders.

266
00:08:17,880 --> 00:08:18,740
And it's like, yeah, yeah.

267
00:08:18,740 --> 00:08:21,160
What's their pain point?
Why are they going to work with

268
00:08:21,220 --> 00:08:21,680
you?
A, do you have a script?

269
00:08:21,680 --> 00:08:23,420
And I'm going kind of all over the
place here.

270
00:08:23,420 --> 00:08:24,440
I'll bring this back.

271
00:08:24,440 --> 00:08:25,840
Do you know what, like if someone

272
00:08:25,840 --> 00:08:28,190
asks you, what does a mortgage
broker do?

273
00:08:28,310 --> 00:08:30,550
Can you say that with confidence
exactly what you do and why

274
00:08:30,550 --> 00:08:32,929
someone should work through?
Do you know what your value adds

275
00:08:32,929 --> 00:08:34,850
are?
Do you know what they are?

276
00:08:34,909 --> 00:08:37,789
If you don't know, if you can't
clearly articulate to me right now

277
00:08:37,789 --> 00:08:42,429
in 45 seconds why I, as a client,
should work with you, you should

278
00:08:42,610 --> 00:08:46,330
stop doing everything you're doing
in your business, and you should

279
00:08:46,330 --> 00:08:48,470
lock yourself in a room, and you
should map out exactly why people

280
00:08:48,470 --> 00:08:50,030
should work with you and be as
crystal clear as you can.

281
00:08:50,250 --> 00:08:53,930
Because if you don't know that,
That's going to come through.

282
00:08:53,930 --> 00:08:57,930
The clients aren't going to like,
then what are you bringing to the

283
00:08:57,930 --> 00:09:00,930
table?
Is it you're a nice guy or a nice

284
00:09:00,930 --> 00:09:02,310
girl?
Like, why the fuck is someone

285
00:09:02,310 --> 00:09:05,170
going to work with you?
If you don't have this figured

286
00:09:05,170 --> 00:09:08,230
out, this should be your number
one, two, three thing you do on

287
00:09:08,230 --> 00:09:09,270
your to -do list.

288
00:09:09,270 --> 00:09:12,370
And practice what you're going to

289
00:09:12,370 --> 00:09:12,590
say.

290
00:09:12,710 --> 00:09:13,910
what you're going to say.

291
00:09:13,910 --> 00:09:14,690
You should know.

292
00:09:14,690 --> 00:09:15,790
So that's besides the point.

293
00:09:15,790 --> 00:09:18,030
What's your best rate?
Do you have a script for that?

294
00:09:18,030 --> 00:09:20,570
Do you have something that rolls
off your tongue?

295
00:09:20,570 --> 00:09:22,510
Pretty close to the same thing
every time.

296
00:09:22,510 --> 00:09:24,250
Someone asks you, what's mortgage
broker?

297
00:09:24,250 --> 00:09:27,130
Do you have something that rolls
off your tongue?

298
00:09:27,130 --> 00:09:28,730
Someone asks, why should I work
with you?

299
00:09:28,730 --> 00:09:30,150
Something roll off your tongue.

300
00:09:30,150 --> 00:09:32,130
How do you get paid?

301
00:09:32,130 --> 00:09:33,370
Do you have something that rolls
off your tongue?

302
00:09:33,370 --> 00:09:37,470
These are the basics you need as a
mortgage broker.

303
00:09:37,470 --> 00:09:40,190
Some of you have them down pat,
and that's awesome.

304
00:09:40,190 --> 00:09:42,170
We're going to move on.

305
00:09:42,170 --> 00:09:44,510
Others who are just getting in

306
00:09:44,510 --> 00:09:49,090
your career, maybe first couple of
years, first couple of months, you

307
00:09:49,090 --> 00:09:48,910
do have this stuff.

308
00:09:48,910 --> 00:09:51,470
It is soft sales skills, but it's

309
00:09:51,470 --> 00:09:53,650
part of like, it pays off in
dividends or it pays off in

310
00:09:53,650 --> 00:09:54,810
spades, I guess, not dividends.

311
00:09:54,810 --> 00:09:55,730
You get what I'm saying.

312
00:09:55,730 --> 00:09:56,470
It pays off.

313
00:09:56,470 --> 00:09:57,210
You need to have it.

314
00:09:57,210 --> 00:10:00,990
It's a basic, it's one -on -one,
brokering one -on -one, but it

315
00:10:00,990 --> 00:10:02,930
gets skipped over and no one talks
about, no one trains it.

316
00:10:02,930 --> 00:10:05,930
I guarantee you there's your
brokerage or your team lead did

317
00:10:05,930 --> 00:10:07,770
not go, hey, map out what your
value ads are, what actually what

318
00:10:07,770 --> 00:10:08,670
you're bringing to the table.

319
00:10:08,670 --> 00:10:09,870
Let's map out some scripting

320
00:10:09,870 --> 00:10:11,590
around and let's role play through
it.

321
00:10:11,670 --> 00:10:13,230
If they haven't done that, well,
you've been let down.

322
00:10:13,230 --> 00:10:15,670
Okay, let's do the same thing for
how you get paid.

323
00:10:15,670 --> 00:10:18,470
Let's do the same thing for what
does a mortgage broker do?

324
00:10:18,590 --> 00:10:19,510
Like all these basics.

325
00:10:19,510 --> 00:10:21,890
There should be some degree of

326
00:10:22,680 --> 00:10:23,040
that.

327
00:10:23,040 --> 00:10:25,400
You can't just be like, yeah, I

328
00:10:25,400 --> 00:10:26,080
figured it out.

329
00:10:26,280 --> 00:10:28,000
Just do a bunch of calls.

330
00:10:28,000 --> 00:10:28,200
Oh, sure.

331
00:10:28,200 --> 00:10:29,480
Cut your teeth, bumbling your

332
00:10:29,480 --> 00:10:30,020
words with potential clients.

333
00:10:30,200 --> 00:10:31,100
Oh, that sounds great.

334
00:10:31,100 --> 00:10:31,340
Great idea.

335
00:10:31,340 --> 00:10:32,140
No, go role play.

336
00:10:32,140 --> 00:10:33,200
Go role play with ChatGPT.

337
00:10:33,200 --> 00:10:34,400
Go voice memo mode in the bottom

338
00:10:34,400 --> 00:10:34,780
right corner.

339
00:10:34,780 --> 00:10:35,660
Click it.

340
00:10:35,660 --> 00:10:37,940
Tell it what you want to do and
start.

341
00:10:37,940 --> 00:10:39,140
role -playing.

342
00:10:39,140 --> 00:10:40,540
But let's go back to the other

343
00:10:40,540 --> 00:10:42,540
part of the discovery call that is
uber important.

344
00:10:42,540 --> 00:10:45,160
I did a sidebar there where you
need to know those three, four

345
00:10:45,160 --> 00:10:46,740
things to roll off your tongue.

346
00:10:46,740 --> 00:10:47,780
Back to the reason you're losing

347
00:10:47,780 --> 00:10:47,980
deals.

348
00:10:48,790 --> 00:10:50,510
You have not asked, you have not

349
00:10:50,510 --> 00:10:52,370
had the client tell you what their
pain point is, right?

350
00:10:52,370 --> 00:10:57,290
What is the thing that if I can
solve that you will work with me?

351
00:10:57,290 --> 00:10:58,070
That is the question.

352
00:10:58,070 --> 00:10:59,170
I'm not going to ask it that way,

353
00:10:59,170 --> 00:11:00,970
but that is the question you need
to figure out.

354
00:11:01,070 --> 00:11:05,310
And then you need to present your
solution to the problem.

355
00:11:05,390 --> 00:11:06,390
This is basic shit.

356
00:11:06,390 --> 00:11:08,430
Have you identified a problem of

357
00:11:08,430 --> 00:11:10,610
theirs?
Someone comes to you and says,

358
00:11:10,610 --> 00:11:13,190
what's your best rate?
I work in a range, anywhere from

359
00:11:13,190 --> 00:11:16,840
3, 7, 9, up to 6 .5%, depending on
so many different situations.

360
00:11:16,840 --> 00:11:19,560
So I can't really quote you an
interest rate because that's just

361
00:11:19,560 --> 00:11:19,920
not fair.

362
00:11:19,920 --> 00:11:21,340
I would be doing you a disservice.

363
00:11:21,340 --> 00:11:23,720
What I like to do is understand
your situation, understand the

364
00:11:23,720 --> 00:11:27,840
goals you want to accomplish, the
pain points you have.

365
00:11:27,840 --> 00:11:30,600
I'm going to put together a
solution for that.

366
00:11:30,600 --> 00:11:35,780
I'm going to package up with a
certain strategy, with a mortgage

367
00:11:36,000 --> 00:11:37,940
product and an interest rate,
present that to you.

368
00:11:37,940 --> 00:11:42,020
And that's how we come to what
your interest rate is.

369
00:11:42,020 --> 00:11:46,120
And the lowest interest rate
doesn't mean it's the best thing

370
00:11:46,120 --> 00:11:46,520
for you.

371
00:11:46,520 --> 00:11:48,100
And so the question I have back to

372
00:11:48,100 --> 00:11:50,260
you is, what's most important to
you?

373
00:11:50,260 --> 00:11:55,460
Having the lowest interest rate,
having the most amount of cash

374
00:11:55,460 --> 00:12:00,920
flow every month, meaning just
more money in your bank account

375
00:12:00,920 --> 00:12:05,260
left over than what you started
with, hanging the least amount of

376
00:12:05,260 --> 00:12:09,640
interest over the life of your
mortgage, or being mortgage -free

377
00:12:09,640 --> 00:12:10,320
faster.

378
00:12:10,320 --> 00:12:12,900
What is the most important, Mr. or

379
00:12:12,900 --> 00:12:15,680
Mrs. Client?
I want them to tell me, because

380
00:12:15,680 --> 00:12:16,880
that's where I'm going to go.

381
00:12:16,880 --> 00:12:18,780
I'm going to go into whatever my

382
00:12:18,780 --> 00:12:19,020
thing is.

383
00:12:19,020 --> 00:12:21,440
Now, this just gets into how

384
00:12:21,440 --> 00:12:21,660
brokering's changed.

385
00:12:21,660 --> 00:12:23,920
If they say, I want to pay the

386
00:12:23,920 --> 00:12:26,940
least amount of interest and be
mortgage -free faster, I'll be

387
00:12:26,940 --> 00:12:27,800
like, perfect.

388
00:12:27,800 --> 00:12:29,920
Interest rate is a small piece of

389
00:12:29,920 --> 00:12:31,280
that, a very small piece.

390
00:12:31,280 --> 00:12:34,220
I could give you the lowest

391
00:12:34,220 --> 00:12:35,860
interest rate, but if I don't
package it up with strategy and

392
00:12:35,860 --> 00:12:39,920
the guidance, then it's just an
interest rate and you're going to

393
00:12:39,920 --> 00:12:41,380
end up paying a lot.

394
00:12:41,380 --> 00:12:43,200
And so then I get into part two of

395
00:12:43,200 --> 00:12:46,300
this is I need to establish a gap.

396
00:12:46,300 --> 00:12:47,840
I want to establish where they're

397
00:12:47,840 --> 00:12:50,620
at now and where they want to go.

398
00:12:50,620 --> 00:12:52,820
So, and you can do it in a couple

399
00:12:53,200 --> 00:12:53,860
of different ways.

400
00:12:53,860 --> 00:12:55,700
If they come to you and they have

401
00:12:55,700 --> 00:12:59,660
like, hey, I have this 399, five
-year fixed rate and I'm out for

402
00:12:59,660 --> 00:12:59,760
renewal.

403
00:12:59,860 --> 00:13:01,020
What do you do, Ryan?

404
00:13:01,020 --> 00:13:03,760
Like, what can you do for me?
Well, I need to understand the

405
00:13:03,760 --> 00:13:07,080
pain, right?
What their goal is, the pain is

406
00:13:07,080 --> 00:13:07,500
the pain.

407
00:13:07,500 --> 00:13:10,100
You feel like you're never paying

408
00:13:10,100 --> 00:13:11,260
your mortgage off.

409
00:13:11,260 --> 00:13:13,000
You can twist those things around.

410
00:13:13,000 --> 00:13:15,460
What's your goal?
And you can twist around the pain.

411
00:13:15,580 --> 00:13:17,220
Do you feel like you're just never
paying off?

412
00:13:17,220 --> 00:13:19,480
You're not paying your mortgage
off fast enough.

413
00:13:19,480 --> 00:13:21,800
Do you feel like the bank's making
a lot of money off you with all

414
00:13:21,800 --> 00:13:25,300
the interest you're paying?
Do you feel like?

415
00:13:25,300 --> 00:13:26,460
your cash flow is super tight
every month?

416
00:13:26,460 --> 00:13:28,380
Or do you feel like your interest
rate is too high?

417
00:13:28,380 --> 00:13:33,600
And if they go down the interest
rate, if they say, oh, my interest

418
00:13:33,600 --> 00:13:34,720
rate, that's number one priority.

419
00:13:34,720 --> 00:13:34,840
Why?

420
00:13:34,840 --> 00:13:35,760
Why is that the number one
priority?

421
00:13:35,760 --> 00:13:38,940
What does that correlate to in
your head?

422
00:13:38,940 --> 00:13:39,440
I want to understand.

423
00:13:39,440 --> 00:13:41,840
Because I know the answers.

424
00:13:41,840 --> 00:13:42,840
I want to hear from you, though.

425
00:13:42,900 --> 00:13:45,020
This is how I talk to clients.

426
00:13:45,020 --> 00:13:47,660
I want to hear, why do you think
the lowest interest rate, why is

427
00:13:47,660 --> 00:13:49,200
that the most important thing to
you?

428
00:13:49,200 --> 00:13:50,760
Oh, because, and usually it's just
they're wrong.

429
00:13:51,420 --> 00:13:52,540
right?
Oh, it comes with the lowest

430
00:13:52,540 --> 00:13:52,960
payment.

431
00:13:52,960 --> 00:13:53,100
Cool.

432
00:13:53,100 --> 00:13:54,080
Potentially, but it doesn't.

433
00:13:54,080 --> 00:13:55,040
Because if you want the lowest

434
00:13:55,080 --> 00:13:56,880
payment, I can just throw your
entire mortgage in a HELOC at

435
00:13:56,880 --> 00:13:57,360
interest -only payments.

436
00:13:57,360 --> 00:13:58,240
That's the lowest payment.

437
00:13:58,240 --> 00:13:58,840
Higher interest, lowest payment.

438
00:13:58,840 --> 00:14:00,040
So the lowest interest rate does

439
00:14:00,040 --> 00:14:01,000
not equal the lowest payment.

440
00:14:01,400 --> 00:14:03,280
So now you've just, that myth is

441
00:14:03,280 --> 00:14:03,480
gone.

442
00:14:03,480 --> 00:14:04,580
Like you just shut that down.

443
00:14:04,580 --> 00:14:07,140
Does that make sense to you?
Oh yeah, I get it.

444
00:14:07,140 --> 00:14:09,940
Having the lowest interest rate
doesn't mean paying the least

445
00:14:09,940 --> 00:14:10,640
amount of interest.

446
00:14:10,640 --> 00:14:12,440
It doesn't mean being mortgage

447
00:14:12,440 --> 00:14:13,940
-free faster.

448
00:14:13,940 --> 00:14:14,400
Well, why not?

449
00:14:14,400 --> 00:14:15,440
Because strategy will always
outperform an interest rate,

450
00:14:15,560 --> 00:14:15,660
always.

451
00:14:15,720 --> 00:14:16,480
Strategy with guidance, a specific

452
00:14:16,480 --> 00:14:20,140
mortgage strategy for you and your
family with me to hold your hand

453
00:14:20,140 --> 00:14:24,120
through the process will always
outperform better interest rate.

454
00:14:24,120 --> 00:14:26,680
Okay, so that's why I just want to
remove the focus off of low

455
00:14:26,740 --> 00:14:27,780
interest rate, low interest rate,
low interest rate.

456
00:14:27,780 --> 00:14:31,080
I want to focus it on the other
things of paying the least amount

457
00:14:31,140 --> 00:14:32,160
of interest and being mortgage
-free faster, right?

458
00:14:32,160 --> 00:14:35,380
See where I'm going with this?
I'm getting jacked up with cars

459
00:14:35,620 --> 00:14:36,180
all around me.

460
00:14:36,180 --> 00:14:36,900
One's a police car.

461
00:14:37,980 --> 00:14:40,760
One's a Tesla Central.

462
00:14:40,760 --> 00:14:42,340
Is there a Tesla party going on

463
00:14:42,340 --> 00:14:43,700
here?
And the cops are here to

464
00:14:43,700 --> 00:14:43,900
surveillance.

465
00:14:43,900 --> 00:14:45,260
I'm not sure what's going on.

466
00:14:45,260 --> 00:14:46,740
This podcast brought to you by
Americana.

467
00:14:47,800 --> 00:14:50,500
So just gives you an idea.

468
00:14:50,500 --> 00:14:52,660
So now when I find that pain

469
00:14:52,660 --> 00:14:55,620
point, that's where I'm going to
go down that path.

470
00:14:55,620 --> 00:14:58,360
But I need to establish a gap now.

471
00:14:58,360 --> 00:15:00,360
So I already did the math on this.

472
00:15:00,360 --> 00:15:02,080
An average 25 -year mortgage.

473
00:15:02,080 --> 00:15:04,720
This is the type of frameworks I

474
00:15:04,720 --> 00:15:07,060
always have in my head when I'm
brokering.

475
00:15:07,060 --> 00:15:13,320
Every $100 ,000 of a mortgage at a
4 % interest rate on a 25 -year

476
00:15:14,240 --> 00:15:18,740
AM, client over the life of that
mortgage is going to pay about $57

477
00:15:18,740 --> 00:15:19,200
,000 of interest.

478
00:15:19,200 --> 00:15:21,080
Every 100K on a 25 -year AM

479
00:15:21,080 --> 00:15:24,600
mortgage of 4 % interest equals
about $57 ,000 of interest over

480
00:15:24,600 --> 00:15:26,080
the life of that mortgage.

481
00:15:26,080 --> 00:15:27,600
So if I'm sitting there talking to

482
00:15:27,680 --> 00:15:29,380
a client and they've got a half
-million -dollar mortgage, I just

483
00:15:29,380 --> 00:15:30,500
quickly in my head, I go half
-million.

484
00:15:30,500 --> 00:15:34,370
So that's five, five times a
hundred thousand, five times 57.

485
00:15:34,370 --> 00:15:34,830
So that's 285.

486
00:15:35,390 --> 00:15:36,990
So $285 ,000 of interest.

487
00:15:36,990 --> 00:15:39,330
So I need to understand the gap.

488
00:15:39,330 --> 00:15:43,430
And this is if I have the

489
00:15:43,430 --> 00:15:45,430
strategies, but if I don't have
the strategies, I'm kind of

490
00:15:45,430 --> 00:15:45,570
fucked.

491
00:15:45,570 --> 00:15:47,830
It's kind of like, well, then what

492
00:15:47,830 --> 00:15:52,750
do I do?
If you told me your pain point is

493
00:15:52,750 --> 00:15:54,070
being mortgage free as fast as
humanly possible.

494
00:15:54,070 --> 00:15:55,730
And I'm sitting here going, cool,
come work with me.

495
00:15:55,730 --> 00:15:59,190
I'm, I care a lot about you and
I'll make sure you don't get put

496
00:15:59,190 --> 00:15:59,590
into.

497
00:15:59,590 --> 00:16:00,250
high IRD penalty situation.

498
00:16:00,250 --> 00:16:03,680
And I'll make sure you're in a
mortgage that's portable.

499
00:16:03,680 --> 00:16:04,800
Like those are like, that's
brokering 2015.

500
00:16:04,800 --> 00:16:05,020
Stop.

501
00:16:05,020 --> 00:16:06,640
If that's how you're running your

502
00:16:07,220 --> 00:16:09,420
business now, you got to up your
game, man.

503
00:16:09,420 --> 00:16:10,180
It's over for you.

504
00:16:10,180 --> 00:16:10,500
It's over.

505
00:16:10,500 --> 00:16:11,980
Or it's not over.

506
00:16:11,980 --> 00:16:12,920
But it's this, if that is how you

507
00:16:12,920 --> 00:16:18,860
want a broker and you don't want,
you don't want to be a mortgage

508
00:16:18,860 --> 00:16:22,780
planner and you don't want to
bring strategies into play and you

509
00:16:22,780 --> 00:16:25,780
want to be the regular same old
plain Jane mortgage broker that

510
00:16:25,780 --> 00:16:27,040
people have been for a long time.

511
00:16:27,040 --> 00:16:27,620
That's cool.

512
00:16:27,620 --> 00:16:30,260
You can actually still do that and
still run a very good business.

513
00:16:30,260 --> 00:16:31,780
But here's the kicker.

514
00:16:31,780 --> 00:16:33,900
You're going to lose a lot of

515
00:16:33,900 --> 00:16:34,160
files.

516
00:16:34,160 --> 00:16:38,340
You just have to be okay with it,

517
00:16:38,340 --> 00:16:40,040
right?
Someone's going to come in with a

518
00:16:40,040 --> 00:16:42,020
strategy and, and, or they're, you
can't overcome 40 basis point

519
00:16:42,020 --> 00:16:42,120
premium.

520
00:16:42,120 --> 00:16:43,140
With a client, they have RBC at

521
00:16:43,140 --> 00:16:45,440
four and you're offering 4 .4 and
it's a $600 ,000 mortgage.

522
00:16:45,440 --> 00:16:47,320
That's $2 ,400 a year.

523
00:16:47,320 --> 00:16:47,980
It's $200 a month.

524
00:16:47,980 --> 00:16:50,880
Why are they going to work with
you for $200 a month?

525
00:16:50,880 --> 00:16:53,220
For a $200 a month premium.

526
00:16:53,220 --> 00:16:53,440
Why?

527
00:16:54,080 --> 00:16:57,420
So now another skill set needs to
jump up onto your to -do list.

528
00:16:57,420 --> 00:17:01,990
You need to be good at overcoming
the objection of why should I work

529
00:17:01,990 --> 00:17:03,350
with you and pay $200 extra a
month?

530
00:17:03,350 --> 00:17:06,609
Why?
What's so special about you?

531
00:17:07,690 --> 00:17:09,750
You're going to put me in a
portable mortgage?

532
00:17:10,569 --> 00:17:12,089
You're going to not cross -sell
me?

533
00:17:12,109 --> 00:17:15,770
What is the thing?
This is where the part is.

534
00:17:15,770 --> 00:17:16,930
Somebody tell me.

535
00:17:16,930 --> 00:17:18,250
Somebody message me and tell me.

536
00:17:18,250 --> 00:17:20,390
Why would I work with you?
And this is why you get the Ron

537
00:17:20,390 --> 00:17:23,290
Butlers, the world, and the people
who just jam world rates down your

538
00:17:23,290 --> 00:17:23,470
throat.

539
00:17:23,470 --> 00:17:25,069
Now this is where their math works

540
00:17:25,069 --> 00:17:25,690
really good.

541
00:17:25,690 --> 00:17:27,490
Up against a regular mortgage

542
00:17:27,490 --> 00:17:29,730
broker with that much of a
deficit, yeah, the interest rate

543
00:17:29,730 --> 00:17:30,690
is the most important thing.

544
00:17:30,690 --> 00:17:32,030
To take that interest rate with

545
00:17:32,250 --> 00:17:35,770
someone who has a strategy that
they can put in front of you and

546
00:17:35,770 --> 00:17:38,310
hold your hand, ah, well, the rate
doesn't matter anymore.

547
00:17:38,310 --> 00:17:41,350
The rate matters, but it's never
going to outperform me and what

548
00:17:41,490 --> 00:17:43,350
I'm going to do.

549
00:17:43,350 --> 00:17:43,690
Never.

550
00:17:43,690 --> 00:17:45,020
See you later.

551
00:17:45,020 --> 00:17:45,360
Peace out.

552
00:17:45,500 --> 00:17:46,140
Go take care.

553
00:17:46,140 --> 00:17:48,780
So, right, you start to see this.

554
00:17:48,780 --> 00:17:53,720
So this is the part where brokers,
you guys are losing these files

555
00:17:53,720 --> 00:17:56,360
because you haven't had the client
tell you their biggest pain point.

556
00:17:56,360 --> 00:18:01,140
And then even when you have the
pain points, how can you deliver

557
00:18:01,140 --> 00:18:03,920
on solving it?
So you might know what the pain

558
00:18:03,920 --> 00:18:08,240
point is, but if you don't know
how to solve it, well, this is

559
00:18:08,240 --> 00:18:09,920
just a house of cards you're
building here.

560
00:18:09,920 --> 00:18:14,890
Then you're just doing videos on
social, hoping people are going to

561
00:18:14,890 --> 00:18:19,630
watch that and like your video to
come work for you and not go talk

562
00:18:19,630 --> 00:18:22,650
to their bank and not understand
they can go get a lower interest

563
00:18:22,650 --> 00:18:25,590
rate on their own with no license
required, sending one email.

564
00:18:26,170 --> 00:18:29,550
You have 15 years of experience
and all these relationships built

565
00:18:29,550 --> 00:18:30,570
up and a client.

566
00:18:30,570 --> 00:18:32,650
who is on their first mortgage or

567
00:18:32,650 --> 00:18:36,230
second mortgage, whatever, can
just walk in and go, yeah, I got a

568
00:18:36,230 --> 00:18:39,810
better interest rate than my so
-called mortgage broker who is

569
00:18:39,810 --> 00:18:42,150
supposed to be awesome at all
these things and have all these

570
00:18:42,150 --> 00:18:45,860
lenders they work with, right?
Which is such a bunch of bullshit,

571
00:18:45,860 --> 00:18:47,600
right?
We work with three to five lenders

572
00:18:47,600 --> 00:18:47,940
on average.

573
00:18:47,940 --> 00:18:49,020
So please, that's once again, 2015

574
00:18:49,020 --> 00:18:49,320
brokering.

575
00:18:49,880 --> 00:18:51,540
So you see where I'm going here.

576
00:18:51,800 --> 00:18:53,220
So now I'm establishing the gap.

577
00:18:53,220 --> 00:18:54,720
Let's get back to that.

578
00:18:54,720 --> 00:18:55,360
I need to do that.

579
00:18:56,120 --> 00:19:00,440
So you're going to pay about $285

580
00:19:00,440 --> 00:19:01,040
,000 of interest.

581
00:19:01,400 --> 00:19:02,840
I have a strategy that I think

582
00:19:02,840 --> 00:19:05,220
you're going to qualify for, and
we'll find out if we decide to

583
00:19:05,220 --> 00:19:05,900
partner together.

584
00:19:05,900 --> 00:19:07,720
But I'd like to build you a custom

585
00:19:07,720 --> 00:19:09,500
proposal to show you what I'm
talking about.

586
00:19:09,500 --> 00:19:12,660
But I'm pretty sure we can get you
down, instead of paying $285 ,000,

587
00:19:12,660 --> 00:19:14,220
probably around $200 ,000, $185
,000, somewhere in there.

588
00:19:14,220 --> 00:19:16,100
Somewhere in the $80 ,000 to $100
,000 of savings.

589
00:19:16,160 --> 00:19:16,860
To you doing nothing.

590
00:19:16,860 --> 00:19:18,960
You not changing your quality of

591
00:19:20,480 --> 00:19:20,880
life.

592
00:19:20,880 --> 00:19:23,360
There's no, I'm going to sit here,

593
00:19:23,360 --> 00:19:26,180
I'm going to explain the strategy
to you, and I'm going to hold your

594
00:19:26,180 --> 00:19:26,640
hand through it.

595
00:19:26,640 --> 00:19:27,820
I'm going to dummy proof it.

596
00:19:27,820 --> 00:19:29,940
So you've established a gap there
of $80 ,000 to $100 ,000.

597
00:19:29,940 --> 00:19:34,820
Or you've established a gap and
they say, I want to be mortgage

598
00:19:34,820 --> 00:19:36,140
-free as fast as possible.

599
00:19:36,140 --> 00:19:37,680
And their current path is 22

600
00:19:37,680 --> 00:19:37,780
years.

601
00:19:37,780 --> 00:19:39,820
And you have something that can

602
00:19:39,820 --> 00:19:42,980
get them to 19 years or 15 years
or 12 years or whatever it is.

603
00:19:42,980 --> 00:19:44,560
And I go, ah, see, there's the
gap.

604
00:19:44,560 --> 00:19:47,840
So now when I come back and talk
to you, everything is, it's not

605
00:19:47,840 --> 00:19:49,220
always about the interest rate.

606
00:19:49,220 --> 00:19:51,640
Because it's like, well, why is

607
00:19:51,640 --> 00:19:54,820
the interest rate so important?
I just talked to you about, like,

608
00:19:54,820 --> 00:19:55,880
we talked about this.

609
00:19:56,240 --> 00:19:59,120
We know that it's not, you just,

610
00:20:00,060 --> 00:20:01,000
they don't know what they don't
know.

611
00:20:01,000 --> 00:20:02,780
All clients know is interest rate.

612
00:20:02,780 --> 00:20:04,120
So we have to actually get in

613
00:20:04,120 --> 00:20:06,480
there and explain, but have them
tell us why they think, what does

614
00:20:06,480 --> 00:20:10,580
the lowest interest rate mean?
Why is it so important to them?

615
00:20:10,580 --> 00:20:12,380
And if you don't get into those
conversations and know how to

616
00:20:12,380 --> 00:20:13,880
handle them, then you're always
dancing around the interest rate

617
00:20:13,880 --> 00:20:14,120
conversation.

618
00:20:14,120 --> 00:20:16,400
And it's going to end up, and this

619
00:20:16,680 --> 00:20:18,840
is where a lot of you get fucked.

620
00:20:18,840 --> 00:20:20,860
You work with the client for

621
00:20:21,040 --> 00:20:24,360
three, four, five, seven months,
and then down the road, they just

622
00:20:24,360 --> 00:20:24,700
leave you.

623
00:20:24,700 --> 00:20:26,080
They were always going to leave

624
00:20:26,500 --> 00:20:26,860
you.

625
00:20:26,860 --> 00:20:26,980
Always.

626
00:20:26,980 --> 00:20:30,060
They just didn't tell you to your
face.

627
00:20:30,060 --> 00:20:32,120
You were doing all this work.

628
00:20:32,120 --> 00:20:32,940
You were always going to lose that

629
00:20:32,940 --> 00:20:33,060
client.

630
00:20:33,060 --> 00:20:34,200
There's a high likelihood you're

631
00:20:34,200 --> 00:20:35,920
going to lose that client because
you didn't want to ask the

632
00:20:35,920 --> 00:20:38,820
question, why?
I see RBC is giving you 394 and I

633
00:20:38,820 --> 00:20:39,520
have a 424.

634
00:20:39,520 --> 00:20:41,600
Why do you think the 394, why do

635
00:20:41,600 --> 00:20:42,020
you think that's so important?
Right?

636
00:20:42,020 --> 00:20:42,600
Talk to me.

637
00:20:42,600 --> 00:20:42,940
Tell me.

638
00:20:42,940 --> 00:20:44,780
Now I have people huddling around
the car.

639
00:20:44,780 --> 00:20:45,600
This is awesome.

640
00:20:45,600 --> 00:20:46,440
No distractions here at all.

641
00:20:46,440 --> 00:20:47,760
People looking in the car.

642
00:20:47,760 --> 00:20:49,400
I've got like eight people running

643
00:20:49,400 --> 00:20:51,480
around the car saying all their
highs and hellos.

644
00:20:51,540 --> 00:20:53,020
Trying to do a podcast here, kids.

645
00:20:53,020 --> 00:20:53,760
Jesus, killing me here.

646
00:20:53,760 --> 00:20:54,900
Killing my podcast vibe.

647
00:20:55,000 --> 00:20:56,160
I have to stare at these guys.

648
00:20:56,300 --> 00:20:57,240
Now they're taking their shirts
off.

649
00:20:57,240 --> 00:20:57,460
Oh, awesome.

650
00:20:57,460 --> 00:20:57,660
Cool.

651
00:20:57,660 --> 00:20:59,240
Bunch of 50 -year -old men taking
their shirts off.

652
00:20:59,360 --> 00:21:00,480
Okay, I'm going to move.

653
00:21:00,960 --> 00:21:02,160
This isn't my jam anymore.

654
00:21:02,380 --> 00:21:03,420
And it's getting busy.

655
00:21:03,420 --> 00:21:04,680
I think there's some sort of club

656
00:21:04,680 --> 00:21:07,130
here hanging out, exercise club or
something.

657
00:21:07,130 --> 00:21:08,230
So I got to peace out.

658
00:21:08,230 --> 00:21:09,670
We're changing our location on the

659
00:21:09,670 --> 00:21:09,950
fly.

660
00:21:09,950 --> 00:21:11,830
That's what we do.

661
00:21:11,830 --> 00:21:13,870
That's how we can roll, right, in
these low -budget podcasts.

662
00:21:13,870 --> 00:21:15,670
We can take the studio.

663
00:21:15,670 --> 00:21:16,650
We can move it.

664
00:21:16,650 --> 00:21:18,650
How about that?
Can anyone else do that?

665
00:21:18,650 --> 00:21:20,350
Yeah, we're moving.

666
00:21:20,350 --> 00:21:21,850
That's just what we're doing.

667
00:21:21,850 --> 00:21:24,450
So that's the number one reason
I'm seeing people get crushed on

668
00:21:24,450 --> 00:21:25,090
discovery calls left, right, and
center.

669
00:21:25,090 --> 00:21:27,610
They're not getting crushed on
uninsured files, even insured

670
00:21:27,610 --> 00:21:27,910
files.

671
00:21:28,030 --> 00:21:29,790
But there's less strategies you

672
00:21:29,790 --> 00:21:32,130
can implement on insured stuff,
and we still have more options

673
00:21:32,130 --> 00:21:33,530
with monolines and whatnot out
there.

674
00:21:34,810 --> 00:21:37,390
depending on the time of day and
whatnot.

675
00:21:37,390 --> 00:21:42,330
This is the thing like so and you
might not have these strategies.

676
00:21:42,330 --> 00:21:44,470
I'm not even telling you to go
learn the strategies.

677
00:21:44,470 --> 00:21:47,430
But what I'm telling you to do is
then you need to figure out the

678
00:21:47,690 --> 00:21:48,550
pain point is.

679
00:21:48,550 --> 00:21:51,110
And if you're always if they tell

680
00:21:51,110 --> 00:21:56,390
you the pain is this and you just
can't solve it, well, then you

681
00:21:56,390 --> 00:22:00,090
should have to you should make a
judgment call.

682
00:22:00,610 --> 00:22:01,730
They've told me what their pain
is.

683
00:22:01,730 --> 00:22:04,590
Their pain is they want maximum
cash flow every month, meaning

684
00:22:05,010 --> 00:22:06,250
they want the lowest payment every
month.

685
00:22:06,250 --> 00:22:08,750
but they don't want to go into a
HELOC interest only because that's

686
00:22:08,750 --> 00:22:10,310
just crazy nut bar.

687
00:22:10,310 --> 00:22:11,410
They want their current regular

688
00:22:11,770 --> 00:22:14,870
plain Jane mortgage just with the
lowest payment possible.

689
00:22:15,450 --> 00:22:16,470
And there's no debt console option
there.

690
00:22:16,470 --> 00:22:20,690
So now what do you do?
If they told me that's what they

691
00:22:20,690 --> 00:22:22,670
want, what do you do?
Well, if you don't have the

692
00:22:22,670 --> 00:22:25,710
ability to overcome that, solve
that pain, then do you still move

693
00:22:25,710 --> 00:22:28,070
forward with an application?
Do you still like, were you always

694
00:22:28,070 --> 00:22:30,910
going to lose it?
These are things you have to like

695
00:22:30,910 --> 00:22:32,750
talk about and think about.

696
00:22:32,750 --> 00:22:36,000
So the better you get up front

697
00:22:36,040 --> 00:22:37,700
with having them tell you their
problem is aligned with solutions

698
00:22:37,700 --> 00:22:39,820
you have, ah, now you're getting
somewhere.

699
00:22:40,040 --> 00:22:40,760
Now you're standing out.

700
00:22:41,240 --> 00:22:43,240
Now you actually have something to

701
00:22:43,240 --> 00:22:45,140
play with, something to work with.

702
00:22:45,140 --> 00:22:47,020
You can keep coming back to the

703
00:22:47,020 --> 00:22:47,180
situation.

704
00:22:47,180 --> 00:22:47,720
Boom, Nether Beach.

705
00:22:47,720 --> 00:22:48,180
That's Kelowna.

706
00:22:48,180 --> 00:22:48,360
Amazing.

707
00:22:48,360 --> 00:22:48,940
New beach.

708
00:22:48,940 --> 00:22:49,740
That quickly.

709
00:22:49,740 --> 00:22:50,520
Yes.

710
00:22:50,880 --> 00:22:51,340
Nobody.

711
00:22:51,400 --> 00:22:53,700
Here we go.

712
00:22:53,700 --> 00:22:56,760
No old dudes stripping down to go

713
00:22:56,760 --> 00:22:58,640
run in the lake.

714
00:22:58,640 --> 00:22:59,320
There we go.

715
00:22:59,320 --> 00:22:59,440
Better.

716
00:22:59,440 --> 00:23:01,740
So this is what I want to talk

717
00:23:01,740 --> 00:23:05,140
about today because it's so
important because I see a lot of

718
00:23:05,140 --> 00:23:07,080
you, you're just dropping the ball
in the discovery call.

719
00:23:07,080 --> 00:23:09,560
You've got those basic things that
you need to have, which we already

720
00:23:09,560 --> 00:23:09,920
talked about.

721
00:23:09,920 --> 00:23:10,940
What's your best rate?

722
00:23:10,940 --> 00:23:12,560
What does a mortgage broker do?
How do you get paid?

723
00:23:12,560 --> 00:23:15,280
And what are your value adds?
Nobody's going to ask you what are

724
00:23:15,280 --> 00:23:16,200
your value adds.

725
00:23:16,200 --> 00:23:17,640
That's just a term that gets

726
00:23:17,640 --> 00:23:19,320
thrown around in our industry way
too easily.

727
00:23:19,380 --> 00:23:20,320
Add value, add value, add value.

728
00:23:20,320 --> 00:23:22,440
Especially when you go to Facebook

729
00:23:22,440 --> 00:23:23,920
groups, it's like, hey, I lost
this coin.

730
00:23:23,920 --> 00:23:25,480
Just add value.

731
00:23:25,480 --> 00:23:27,760
What does that mean?

732
00:23:27,760 --> 00:23:29,340
I know what it means.

733
00:23:29,340 --> 00:23:30,300
Solve their problem.

734
00:23:30,300 --> 00:23:33,840
They came to you, them needing a
mortgage is probably not their

735
00:23:33,840 --> 00:23:35,840
problem, unless they can't get a
mortgage somewhere.

736
00:23:35,840 --> 00:23:39,520
If they've been turned down by the
bank and their BFS and it's a

737
00:23:39,520 --> 00:23:41,420
mess, sure, now that's the problem
you solve.

738
00:23:41,420 --> 00:23:43,540
That right in itself, that's your
strategy.

739
00:23:43,540 --> 00:23:43,860
I help.

740
00:23:44,000 --> 00:23:44,960
People who can't get a traditional

741
00:23:44,960 --> 00:23:47,300
mortgage get a mortgage.

742
00:23:47,300 --> 00:23:48,840
Or I help you qualify for more

743
00:23:48,840 --> 00:23:50,640
money than you currently do.

744
00:23:50,780 --> 00:23:52,380
That might be their problem.

745
00:23:52,380 --> 00:23:56,880
My bank told me or my mortgage
broker told me I can only buy a

746
00:23:56,880 --> 00:23:59,320
$500 ,000 home, but I feel like I
should be able to buy more.

747
00:23:59,320 --> 00:24:04,150
Yeah, I can get you qualified for
$550 ,000 or $575 ,000.

748
00:24:04,150 --> 00:24:07,970
That's the problem that you're
solving.

749
00:24:07,970 --> 00:24:13,410
And then that's what you lean into
throughout your journey of closing

750
00:24:13,410 --> 00:24:14,890
that client.

751
00:24:14,890 --> 00:24:17,970
Hey, so we're going to get you

752
00:24:17,970 --> 00:24:18,730
mortgage -free faster.

753
00:24:18,730 --> 00:24:20,850
And then if you want to take it

754
00:24:20,850 --> 00:24:22,130
another level, step above.

755
00:24:22,130 --> 00:24:24,690
And this is for the ninja people

756
00:24:24,950 --> 00:24:25,410
out there.

757
00:24:25,550 --> 00:24:28,170
This is what you do.

758
00:24:28,170 --> 00:24:32,280
So if you tell me, hey, I want to
be mortgage -free faster.

759
00:24:32,280 --> 00:24:34,840
My next question after that is
why?

760
00:24:34,840 --> 00:24:36,480
What does that mean to you?
If you're currently on path for 22

761
00:24:36,480 --> 00:24:38,240
years, if you were mortgage -free
faster in 15 years, that's an

762
00:24:38,240 --> 00:24:38,620
extra seven years.

763
00:24:38,620 --> 00:24:39,460
What would that mean?

764
00:24:39,460 --> 00:24:40,400
I want to know.

765
00:24:40,400 --> 00:24:41,320
Oh, that means I wouldn't have to.

766
00:24:41,320 --> 00:24:43,400
I could retire maybe two, three
years early.

767
00:24:43,540 --> 00:24:43,700
Cool.

768
00:24:43,700 --> 00:24:44,520
And what would that mean?

769
00:24:44,700 --> 00:24:45,740
What are you going to do at the
time?

770
00:24:45,740 --> 00:24:46,440
Like, I'm curious.

771
00:24:47,020 --> 00:24:47,760
I'm going to go.

772
00:24:47,760 --> 00:24:48,720
I had these conversations with my
clients.

773
00:24:49,060 --> 00:24:51,240
That's why they just come to my
top of my head.

774
00:24:51,240 --> 00:24:55,060
I'm going to go hang out with my
grandkids in Florida.

775
00:24:55,360 --> 00:24:56,500
I'll go be more polite down.

776
00:24:56,500 --> 00:24:57,620
That's what I want to do.

777
00:24:57,620 --> 00:25:00,220
That's what we want to do.

778
00:25:00,220 --> 00:25:00,340
Awesome.

779
00:25:00,340 --> 00:25:00,500
Cool.

780
00:25:00,500 --> 00:25:03,640
So now we call this Operation C

781
00:25:03,640 --> 00:25:05,860
Grandkids in Florida.

782
00:25:05,860 --> 00:25:07,780
So now every email that you get

783
00:25:07,780 --> 00:25:11,920
from me is about the pain point
I'm solving, but the outcome,

784
00:25:11,920 --> 00:25:13,140
which is.

785
00:25:13,140 --> 00:25:14,020
see grandkids in Florida.

786
00:25:14,020 --> 00:25:14,980
It's not application documents
required.

787
00:25:14,980 --> 00:25:18,280
It is, I want to stand out in the
inbox.

788
00:25:18,280 --> 00:25:21,460
I want to always keep us centered
on what we're doing, why we are

789
00:25:21,870 --> 00:25:22,630
doing this together.

790
00:25:22,630 --> 00:25:25,050
What am I bringing to the table as

791
00:25:25,050 --> 00:25:29,730
a mortgage broker that you're
going to trust, and I'm going to

792
00:25:29,810 --> 00:25:32,530
take you to whatever the promised
land is and solve that problem.

793
00:25:32,530 --> 00:25:33,370
Your problem is mortgage -free
faster.

794
00:25:33,370 --> 00:25:35,830
The outcome you want is see your
grandkids in Florida.

795
00:25:35,830 --> 00:25:36,310
So operation, see grandkids in
Florida.

796
00:25:36,310 --> 00:25:36,730
That's my subject line.

797
00:25:36,850 --> 00:25:37,350
when I'm communicating with you.

798
00:25:37,350 --> 00:25:37,610
Boom.

799
00:25:37,610 --> 00:25:38,350
Dash, documents required.

800
00:25:38,350 --> 00:25:38,810
Dash, update.

801
00:25:38,810 --> 00:25:40,070
Dash, lawyer info.

802
00:25:40,070 --> 00:25:42,670
Dash, right?
I'm keeping the eye on the prize

803
00:25:42,670 --> 00:25:43,370
for everybody.

804
00:25:43,370 --> 00:25:45,970
There should be some aha moments

805
00:25:45,970 --> 00:25:46,170
there.

806
00:25:46,170 --> 00:25:48,190
Should be taking notes.

807
00:25:48,190 --> 00:25:49,410
I know people that have
implemented all this.

808
00:25:49,630 --> 00:25:50,510
I've talked about it for a while.

809
00:25:50,510 --> 00:25:52,370
And they're like, yep, that

810
00:25:52,930 --> 00:25:53,330
worked.

811
00:25:53,330 --> 00:25:54,110
I got the clients actually

812
00:25:54,110 --> 00:25:55,450
responded back with the documents
I needed finally.

813
00:25:55,450 --> 00:25:57,370
Because it wasn't just documents I
needed.

814
00:25:57,510 --> 00:25:58,350
Right?
So, went all full circle around

815
00:25:58,350 --> 00:25:58,590
here.

816
00:25:58,590 --> 00:26:02,050
I know a lot of you are

817
00:26:02,050 --> 00:26:02,590
struggling.

818
00:26:02,650 --> 00:26:03,750
You're struggling on those calls.

819
00:26:03,750 --> 00:26:06,690
You really don't have a structure
to call.

820
00:26:06,690 --> 00:26:08,150
You're struggling on how you stand
out.

821
00:26:08,150 --> 00:26:11,150
That's what you need to figure out
right now.

822
00:26:11,150 --> 00:26:13,130
Everything else, just going and
making videos and like on social

823
00:26:14,130 --> 00:26:15,090
and hoping there's a...

824
00:26:15,090 --> 00:26:17,460
You're building a house of cards.

825
00:26:17,460 --> 00:26:20,500
It's going to fall apart if you
don't have the foundational piece

826
00:26:20,600 --> 00:26:22,260
of what you truly bring to the
table as a mortgage broker, the

827
00:26:23,460 --> 00:26:24,140
people you help.

828
00:26:24,140 --> 00:26:25,160
What's the outcome for them?

829
00:26:25,160 --> 00:26:26,340
And you truly believe that you do
all this.

830
00:26:26,340 --> 00:26:27,640
That's where you build something
that nobody can take away.

831
00:26:27,640 --> 00:26:30,820
And that's where you build a very
sustainable business model.

832
00:26:30,820 --> 00:26:30,940
Okay.

833
00:26:30,940 --> 00:26:32,320
So it's a look in the mirror time

834
00:26:32,320 --> 00:26:33,260
for a lot of you.

835
00:26:33,260 --> 00:26:34,280
And that's what we're doing.

836
00:26:34,580 --> 00:26:34,860
Okay.

837
00:26:34,860 --> 00:26:35,340
That's it, kids.

838
00:26:35,340 --> 00:26:37,200
Hopefully you got something from
that.

839
00:26:37,200 --> 00:26:39,320
Message me on Instagram if you had
questions about this.

840
00:26:39,320 --> 00:26:40,040
That's it.

841
00:26:40,040 --> 00:26:42,640
Enjoy the rest of your weekend.

842
00:26:42,640 --> 00:26:43,160
Peace out.